282: What Brokers Say vs. What They Do

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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 Mortgage

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Game Podcast.

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West Coast whiteboard Wiley here,

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sitting in a parking lot, Dodge
Ram studio, watching my kid at a

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BMX track.

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Yeah, this is a nighttime podcast.

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One kid's at soccer practice,
another one wanted to hit the BMX

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track.

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So here I am in the AC because

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it's 35 above, and I'm a pasty
white Ukrainian.

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It doesn't do well in the sun.

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So I'm hiding in here and I'm

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like, well, I might as well do a
podcast.

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And I don't have, I have a bigger
podcast I'm going to be coming out

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with in probably a week or so.

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But this was one I just wanted to

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riff on a couple of things.

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Just a couple of things, some

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interactions I've been having with
people.

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And it's interesting.

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I had a training call today and it

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was with an agent.

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And he's like, he used to be

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mentored by this lady who was a
good producing agent.

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making her three, 400K a year and
been doing it for 20 years.

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And she hired coaching.

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And the coaching was a big US

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company, mortgage marketing
animals.

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And they're a really good shop.

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They're really good at what they

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do.

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I haven't heard anything negative

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about them.

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They're just good.

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But it's old school brokering,
which is cool.

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But they also have, like, they're
doing things the right way.

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That's a great thing for loan
officers.

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There's some things that can carry
over into the Canadian side for

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sure.

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But a big piece of the training is

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carve out two hours of your day.

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Much like the core training, core

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training is all about just cold
calling, like call, call, call,

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call, call.

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And they basically just yell at

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you to call people, but they've
built this massive business around

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it.

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But it's carve out two hours every

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day during the day.

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And those are the money -making

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tasks.

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They say it's called eat the frog,

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do the hardest thing first in your
day.

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And it's always the prospecting
because that always gets pushed

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down the list as your day goes on,
as files come in.

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Your family needs you or someone
needs you or an employee needs you

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or a client needs you or a lender
needs you to get pulled aside.

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And so you get that done.

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And if you're not going to get it

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done, you wake up early and you
get it done.

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So you're doing your DMs, your
voice memos, your follow -ups,

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your pro partners, your center of
influence.

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You're just hammering everybody
starting conversations.

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And so this was the training.

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You're supposed to block your

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calendar.

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And she talked to me again.

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She's like, I want to develop my
business.

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It's like, OK, go do this.

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And there's like they have

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reference points, much like we do.

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Like I have all these people that.

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do this.

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And then they get this.

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And he said to me today, he's
like, it was really interesting to

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watch because she talked like she
was someone who wanted to change

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her business, but she didn't want
to do the things it took to change

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the business.

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But she talked a good game.

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And he's like, and she paid a
bunch of money for it.

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And he's like, so I want to do a
different, I am going to block out

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and I already have.

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And I've recognized that I need to

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do that early in the morning.

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That focused energy, lights off,

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phone off, inbox, you're not
checking email.

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It's carved out just for building
the business, not working in the

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business because you'll just sit
there reacting all day.

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You will.

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Your inbox will come in, your

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phone will ring, your texts, your
Facebook messages, your Instagram.

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You'll just start reacting in your
whole days based on how things are

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going in all these files where the
one thing you do control is you

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get to control your output.

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And so I just thought that was

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interesting because I do see that
a lot.

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I see a lot.

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I hear it a lot from people.

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All the mortgage brokers I talk
to, I want to do this, want to do

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this, want to do this.

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Cool.

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This is how you do it.

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And then it's like, ah, I don't

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really want to do that.

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Right?

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Actions speak louder than words on
everything.

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So I tell my kids, so I tell
everybody I'm associated with,

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everybody I'm partnered with, show
me.

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Don't tell me.

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Because talk is just lip service.

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And that's cool.

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You can have the lip service and

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talk, but just expect if you're
not going to do the thing.

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So it's just funny.

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He's a younger guy.

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He pieced that together.

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But he was very adamant.

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He's like, oh, yeah, I see it.

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And the way he framed it was even

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better than how I said it.

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But she talked like she wanted it,

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but she didn't want to do the
work.

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And I was like, yeah, that's
common.

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And I'll be honest, I don't know
what a lot of people do all day.

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I know.

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And so I had a coaching call with

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one of our better producing
brokers and we're building a whole

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training thing around him, which
would be pretty cool with cohort

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style training exclusive to our
team to show you like a $40

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million roadmap.

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And it'll be like probably four or

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five, six week thing.

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And it will be in a small mini

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group.

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But he's out there doing those

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things.

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And it's like, and.

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He's like tracked.

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He's like, I'm actually curious

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how much time I'm spending doing
this.

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And he'll close 40 million, if not
more this year.

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He's like, I'm on about 16 to 17
hours my last couple of weeks.

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And he's like, damn.

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He's like, imagine if I was like

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nine to five in an office, no
other.

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He's got another job.

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He's got a young kid.

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He's got like all these things.

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He's like, what if I was like 50

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hours locked in an office doing
this?

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He's like, holy shit, I'd get 100
million.

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He goes, I don't want to do that.

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But he's like, yeah.

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I'm like, yeah.

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Before this podcast, Mortgage

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Game, I had a 12 -hour broker
podcast.

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And it was my sweet spot was 40,
50 million work in 12 hours.

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And I do know some people like, I
just, I don't believe it.

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What do you mean?
And when I actually broke it down

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and went into how I spend my time,
how I spend my energy, how I spend

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my day, the foundational pieces I
focused on, the points of

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leverage, everything was leverage.

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It was like, okay, yeah, totally

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get it.

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And it made sense if he had to see

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it.

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And so we got to go through him

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breaking down his business.

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We spent a couple hours doing it

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and broke it all down because I'm
going to use that to train other

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people.

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And it's just so cool to see him

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do it.

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And now he's literally doing that.

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It's a 16 -hour week.

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And people come in and go, I want

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that, I want that.

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Yeah, but the part you forget is

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he's done 4 ,200 opens.

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started 28 ,000 conversations with

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emails and opens.

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And like a lot of effort has went

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into that in eight months.

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And that's the part, the people.

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So when I say everyone wants to do
work 30 hours and have a $30

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million business or whatever your
thing is, but then you go, oh, but

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I got to do that.

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No, no, no. I want to keep, I want

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to just work the hours I want to
work and act busy.

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have excuses for I'm not doing
things.

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So, but then we can't have the
thing that, right?

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So then you just have to temper
your expectations, which is cool.

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Not everybody has to do 20 million
or 40 million or 60 million.

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You don't have to, but you have to
figure out like, what are you

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actually, what's, what's the
priority?

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What are you actually committing
to?

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And so much like the first guy I
was coaching, he said, he's like

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the broker who thought that she
wanted to do it was so

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comfortable.

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The pain wasn't big enough.

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And it's true.

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I do see that a lot.

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Is the pain big enough for you to
go do the boring, consistent

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things?
And that's the number one trait

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you need as a mortgage broker.

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By far, hands down, without a

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doubt, it's not grit,
determination, motivation.

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It's consistency, right?
If I'm walking, but my walking

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isn't good, but I'm consistently
walking 15 ,000 steps a day, good

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things are going to happen.

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Even if I'm like, limping as I

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walk as my, I'm off.

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Like just consistency and

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constantly showing up with all
those boring little things.

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And so you've heard me harp on
this for years.

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We're going on almost six years
now of me harping on this, those

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boring things.

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It's the things you do when no

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one's watching, right?
It's the show me, don't tell me,

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show me.

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And even if you're saying the

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wrong thing, you're doing like
that motion creates momentum and

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it just gets going.

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And so it's just cool to see it

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play out.

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And when I see people connect the

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dots, it's very rewarding for me.

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And it's why I'm doing what I do.

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And it's why I know I'm in the
right place for where I'm at in

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life.

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And this is honestly the best

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thing I've ever done is throw
myself into this.

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And it's what I'm supposed to be
doing.

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And I'm it's it's.

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who I am.

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And it's just cool to see it play
out.

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So I'm going to keep just sharing
stories about that.

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And there's another agent.

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So we have this little pocket,

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this little group of agents who we
took on because they have an

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underwriting mentor.

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And, you know, some of them are

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zero to 5 million, a couple are
like a little over five, and they

258
00:08:39,960 --> 00:08:41,919
need some guidance and help.

259
00:08:41,919 --> 00:08:42,820
And they definitely underwriting,

260
00:08:42,820 --> 00:08:47,200
definitely basic stuff and need
all that, but then they need some

261
00:08:47,200 --> 00:08:47,700
sales and marketing.

262
00:08:47,960 --> 00:08:51,330
So we have a group of five people

263
00:08:51,330 --> 00:08:51,490
there.

264
00:08:51,490 --> 00:08:52,190
You know, I'm involved probably

265
00:08:52,190 --> 00:08:53,090
25%, 30 % in it.

266
00:08:53,090 --> 00:08:54,250
The rest is they have an

267
00:08:54,250 --> 00:08:54,510
underwriting mentor.

268
00:08:54,510 --> 00:08:55,670
I'm withholding their hand.

269
00:08:55,670 --> 00:08:58,150
And so we have this little program
called the Mortgage Accelerator

270
00:08:58,150 --> 00:08:58,370
Program.

271
00:08:58,370 --> 00:08:59,550
We don't talk about it.

272
00:08:59,550 --> 00:09:02,410
We don't promote it, nor are we
going to.

273
00:09:02,410 --> 00:09:03,250
It's kind of like a project.

274
00:09:03,250 --> 00:09:04,370
And there's some new agents in

275
00:09:04,370 --> 00:09:04,490
there.

276
00:09:04,490 --> 00:09:06,250
And we just went through and we

277
00:09:06,250 --> 00:09:08,310
analyzed all the new agents there.

278
00:09:08,490 --> 00:09:10,490
And if you're one of those new

279
00:09:10,590 --> 00:09:11,210
agents listening, okay, here you
go.

280
00:09:11,210 --> 00:09:11,590
We analyzed.

281
00:09:11,590 --> 00:09:12,910
We go, okay, who's doing what?

282
00:09:12,910 --> 00:09:16,000
How many deals?
Are they showing up to training?

283
00:09:16,000 --> 00:09:17,760
Are they engaged?
Are they invested?

284
00:09:17,760 --> 00:09:19,060
Are they?
And you start to see patterns.

285
00:09:19,060 --> 00:09:21,620
You start to see a lot of
patterns.

286
00:09:21,620 --> 00:09:24,840
And I can tell you right now, I
can already tell it's one of my

287
00:09:24,840 --> 00:09:25,040
superpowers.

288
00:09:25,040 --> 00:09:26,500
And I'm not going to be right all

289
00:09:26,500 --> 00:09:30,080
the time, but I'm going to be
right more times than I'm not by

290
00:09:30,080 --> 00:09:30,240
far.

291
00:09:30,240 --> 00:09:32,180
I can tell you who's going to make

292
00:09:32,180 --> 00:09:33,560
it in this business by their
definition of making.

293
00:09:33,560 --> 00:09:37,480
So if someone's like, hey, if I
did 15 million a year and work 40

294
00:09:37,480 --> 00:09:40,540
hours a week for the next 10
years, and that's my jam.

295
00:09:40,540 --> 00:09:43,600
If we spent enough time together,
I'd be like, I know pretty quickly

296
00:09:43,600 --> 00:09:45,800
if that's in your cards or not.

297
00:09:45,800 --> 00:09:47,760
Or if you're just kind of tricking

298
00:09:47,760 --> 00:09:47,880
yourself.

299
00:09:47,880 --> 00:09:48,640
And maybe you're surprised.

300
00:09:48,640 --> 00:09:50,500
But that is part of my
superpowers.

301
00:09:50,500 --> 00:09:52,560
I've learned to do that.

302
00:09:52,560 --> 00:09:53,440
And so we have some people in

303
00:09:53,440 --> 00:09:54,140
there that I just know.

304
00:09:54,140 --> 00:09:55,160
And I have some other people where

305
00:09:55,160 --> 00:09:56,300
I'm like, I don't know.

306
00:09:56,300 --> 00:09:57,000
I don't see it.

307
00:09:57,000 --> 00:09:57,620
Because there's things there I'm
seeing.

308
00:09:57,620 --> 00:10:01,060
And I'm like, I don't get it.

309
00:10:01,060 --> 00:10:02,500
And a lot of us, are you showing

310
00:10:02,500 --> 00:10:03,080
up?
Are there excuses?

311
00:10:03,080 --> 00:10:05,360
Are you doing?
Keep in mind, everybody has shit

312
00:10:05,360 --> 00:10:06,540
going on behind the scenes.

313
00:10:06,540 --> 00:10:06,880
Everybody.

314
00:10:06,880 --> 00:10:09,110
Everyone crushing mortgages,
running successful businesses,

315
00:10:09,110 --> 00:10:09,470
doing whatever.

316
00:10:09,650 --> 00:10:11,070
They've all got shit behind the

317
00:10:11,070 --> 00:10:11,610
scenes.

318
00:10:11,610 --> 00:10:13,630
They've got kids they're dealing

319
00:10:13,630 --> 00:10:13,770
with.

320
00:10:13,770 --> 00:10:15,130
They've got family things going

321
00:10:15,130 --> 00:10:15,250
on.

322
00:10:15,250 --> 00:10:15,950
They've got illnesses.

323
00:10:16,570 --> 00:10:19,130
They've got just left curveballs,
left hooks.

324
00:10:19,130 --> 00:10:19,530
Everything comes in.

325
00:10:19,530 --> 00:10:20,310
They've got it.

326
00:10:20,310 --> 00:10:21,470
Some people just deal with it.

327
00:10:21,470 --> 00:10:21,850
way better.

328
00:10:21,850 --> 00:10:24,850
And they keep it out and they just
keep moving forward and getting

329
00:10:24,850 --> 00:10:25,930
better every day at the business.

330
00:10:25,930 --> 00:10:28,050
Other people bring it in and use

331
00:10:28,050 --> 00:10:29,530
it as an excuse, as a crutch, as a
reason.

332
00:10:29,530 --> 00:10:31,310
And so you see that.

333
00:10:31,310 --> 00:10:32,430
And as a coach, I've been coaching

334
00:10:32,610 --> 00:10:34,330
hundreds and hundreds of mortgage
brokers now.

335
00:10:34,330 --> 00:10:39,580
And some of them very intimately,
you get to spend a lot of time

336
00:10:39,580 --> 00:10:42,720
with them and understand them.

337
00:10:43,020 --> 00:10:44,880
You start to see patterns.

338
00:10:44,880 --> 00:10:49,840
And it was cool because there was
a newer agent and she's, I think,

339
00:10:49,840 --> 00:10:50,800
four deals in.

340
00:10:50,920 --> 00:10:54,400
She asked me, when's the right

341
00:10:54,400 --> 00:10:58,720
time to hire fulfillment?
And I'm like, one deal a month.

342
00:10:58,940 --> 00:11:00,620
Like, really?
I'm like, yeah.

343
00:11:00,620 --> 00:11:02,920
Why wouldn't you?
You learned it.

344
00:11:02,920 --> 00:11:03,460
You understood it.

345
00:11:03,460 --> 00:11:04,140
Now get out.

346
00:11:04,140 --> 00:11:06,220
Get out and focus on the things
that move the needle.

347
00:11:06,220 --> 00:11:07,980
That does not move the needle.

348
00:11:07,980 --> 00:11:08,520
Doing paperwork, signing packages,

349
00:11:08,520 --> 00:11:08,680
appraisals.

350
00:11:08,680 --> 00:11:09,740
Come on, kids.

351
00:11:09,740 --> 00:11:10,720
You've heard me.

352
00:11:10,720 --> 00:11:12,020
So what did she do?

353
00:11:12,020 --> 00:11:12,800
She went and hired fulfillment.

354
00:11:12,800 --> 00:11:13,420
Four deals in.

355
00:11:13,420 --> 00:11:15,740
She's like, game changer, Ryan.

356
00:11:15,740 --> 00:11:16,820
freaking game changer.

357
00:11:17,280 --> 00:11:19,380
And I'm like, yeah, you get it.

358
00:11:19,380 --> 00:11:20,140
It's one of those things.

359
00:11:20,140 --> 00:11:20,780
It's a private club.

360
00:11:20,780 --> 00:11:21,520
It's a club.

361
00:11:21,700 --> 00:11:24,160
You get into the club, you get it
or you don't.

362
00:11:24,160 --> 00:11:25,540
Much like I tell people about,
we're talking about team.

363
00:11:25,620 --> 00:11:28,680
I'm like, either get this or you
don't.

364
00:11:28,680 --> 00:11:30,100
And if you don't cool rock on it.

365
00:11:30,100 --> 00:11:32,370
If you do, you're like, ah, wow.

366
00:11:32,490 --> 00:11:32,570
Okay.

367
00:11:32,570 --> 00:11:33,390
That's pretty cool.

368
00:11:33,390 --> 00:11:34,830
I get it.

369
00:11:34,830 --> 00:11:35,130
Right.

370
00:11:35,130 --> 00:11:36,150
Like most things in life.

371
00:11:36,150 --> 00:11:38,930
And so she got it.

372
00:11:38,930 --> 00:11:41,670
And now she's also, but I knew
that I already knew she was going

373
00:11:41,670 --> 00:11:43,650
to do well.

374
00:11:44,010 --> 00:11:46,690
It's why we took her on.

375
00:11:46,790 --> 00:11:48,130
She had the pedigree for that.

376
00:11:48,130 --> 00:11:48,970
And there were certain things she

377
00:11:48,970 --> 00:11:51,750
was bringing to the table.

378
00:11:51,750 --> 00:11:54,440
So you just know, you get a

379
00:11:54,620 --> 00:11:54,640
feeling.

380
00:11:54,640 --> 00:11:56,060
Your spotty sense tingles.

381
00:11:56,060 --> 00:11:56,980
You're like, they're showing good
habits.

382
00:11:56,980 --> 00:11:57,560
They're asking the right
questions.

383
00:11:57,560 --> 00:11:59,400
They're doing the work when no
one's looking.

384
00:11:59,400 --> 00:12:01,040
You know they've got busy lives,
but they power through.

385
00:12:01,920 --> 00:12:04,020
They don't, like, it's like,
that's not going to stop me.

386
00:12:04,100 --> 00:12:05,180
And so you start to recognize
these, right?

387
00:12:05,180 --> 00:12:07,680
And then we've had to cut some
people out.

388
00:12:07,680 --> 00:12:09,600
We're like, yeah, sorry, this is
not working.

389
00:12:09,880 --> 00:12:13,940
We have a, you need to, at the
very minimum, close two deals in

390
00:12:13,940 --> 00:12:15,180
the first six months.

391
00:12:15,180 --> 00:12:17,040
If you don't do that, you're not

392
00:12:17,040 --> 00:12:17,320
our people.

393
00:12:17,320 --> 00:12:18,080
You're not our people.

394
00:12:18,080 --> 00:12:20,020
If you're showing how you're doing
everything, okay, judgment call.

395
00:12:20,020 --> 00:12:22,380
But after that, no, you need to,
it's not fair.

396
00:12:22,830 --> 00:12:24,150
And if you're not full -time,
you're not our people.

397
00:12:24,150 --> 00:12:26,650
You must be full -time, right?
It's one of those things, right?

398
00:12:26,650 --> 00:12:27,970
And this goes for you.

399
00:12:28,190 --> 00:12:30,010
I'm not talking, this isn't like

400
00:12:30,010 --> 00:12:31,290
talking about team life.

401
00:12:31,290 --> 00:12:32,910
This is just so happens, I have a

402
00:12:32,910 --> 00:12:34,150
lot to talk about in there.

403
00:12:34,150 --> 00:12:36,490
But you can take what I'm talking

404
00:12:36,490 --> 00:12:39,410
about into your own world, your
own situation, at your own team,

405
00:12:39,410 --> 00:12:40,970
at your own brokerage.

406
00:12:41,130 --> 00:12:41,910
If you're showing up, and you're

407
00:12:41,910 --> 00:12:44,090
not full -time in this business,
and you're expecting someone else

408
00:12:44,090 --> 00:12:47,370
at the brokerage level or team
level to show up full -time for

409
00:12:47,370 --> 00:12:49,510
you when you need it, but you're
not showing up full -time for

410
00:12:49,590 --> 00:12:51,150
them, remember, you're in a
transaction.

411
00:12:51,150 --> 00:12:54,480
You're like a transactional
relationship.

412
00:12:54,480 --> 00:12:57,440
They're going to supply you with
XYZ, and in turn, you pay XYZ off

413
00:12:57,600 --> 00:12:57,840
every deal.

414
00:12:57,840 --> 00:12:59,200
Well, if you're not doing deals,

415
00:12:59,200 --> 00:13:00,200
but they're spending time, how is
that fair?

416
00:13:00,200 --> 00:13:01,640
It's not fair.

417
00:13:01,640 --> 00:13:03,440
So you have to realize that,

418
00:13:03,440 --> 00:13:06,220
right?
A lot of people I talk to, you'll

419
00:13:06,220 --> 00:13:08,080
see the broker owner or team lead
pieces out a bit.

420
00:13:08,080 --> 00:13:11,580
And they piece out a bit because
the volume's out there, it's not

421
00:13:11,580 --> 00:13:12,020
worth their while.

422
00:13:12,120 --> 00:13:13,420
So instead of just addressing it

423
00:13:13,420 --> 00:13:16,460
and saying, hey, this isn't
working for you anymore, blah,

424
00:13:16,480 --> 00:13:19,300
blah, blah, they just kind of
start ghosting you and they're not

425
00:13:19,300 --> 00:13:20,470
as available anytime.

426
00:13:20,470 --> 00:13:21,910
Well, it's because if there was

427
00:13:21,910 --> 00:13:26,530
volume there and it was being
worth their while, then it's a

428
00:13:26,530 --> 00:13:27,250
little more.

429
00:13:27,250 --> 00:13:29,270
So it's like a catch -22 thing.

430
00:13:29,270 --> 00:13:32,570
But it's also, you have to go into
this with eyes wide open.

431
00:13:32,890 --> 00:13:36,370
it's not always someone else that
isn't showing up for you.

432
00:13:37,930 --> 00:13:41,010
Majority of the time, it's you not
showing up for your business,

433
00:13:41,010 --> 00:13:43,870
right?
So full -time, you have to be full

434
00:13:43,870 --> 00:13:44,010
-time.

435
00:13:44,010 --> 00:13:45,330
I honestly, there are certain

436
00:13:45,330 --> 00:13:49,270
people, even on my team, that
aren't full -time, but I'd worked

437
00:13:49,270 --> 00:13:52,470
with them long enough to know that
they had what it took and I was

438
00:13:52,470 --> 00:13:53,150
okay with that.

439
00:13:53,150 --> 00:13:54,090
But there's other people who

440
00:13:54,090 --> 00:13:56,690
aren't full -time that just aren't
doing it because it is a full

441
00:13:56,770 --> 00:13:56,950
-time gig.

442
00:13:56,950 --> 00:13:58,250
It is a full time gig.

443
00:13:58,250 --> 00:13:59,150
You have to be.

444
00:13:59,150 --> 00:14:00,710
And even if you have another job,

445
00:14:00,710 --> 00:14:02,270
you could shift gears, you could
piecemeal together.

446
00:14:02,270 --> 00:14:02,930
And that's cool.

447
00:14:02,930 --> 00:14:03,730
And you could probably maybe a

448
00:14:03,730 --> 00:14:06,190
bunch of you will make it work and
you will.

449
00:14:06,190 --> 00:14:06,590
That's cool.

450
00:14:06,590 --> 00:14:08,090
It's just not on my time.

451
00:14:08,090 --> 00:14:08,610
Not on my time.

452
00:14:08,710 --> 00:14:10,230
And you start to learn these

453
00:14:10,230 --> 00:14:10,550
things.

454
00:14:10,950 --> 00:14:12,190
And as you start throwing yourself

455
00:14:12,190 --> 00:14:15,570
in and you go all in on stuff,
things and you'll find in your

456
00:14:15,570 --> 00:14:17,350
business, things start to become
crystal clear.

457
00:14:17,350 --> 00:14:18,890
You start to realize what clients
you want to work with.

458
00:14:18,890 --> 00:14:20,890
i .e.

459
00:14:21,030 --> 00:14:22,150
what brokers I want to work with,

460
00:14:22,150 --> 00:14:25,470
which ones I don't, which ones are
time wasters, much like you, which

461
00:14:25,630 --> 00:14:26,170
clients aren't.

462
00:14:26,170 --> 00:14:28,750
And you start to have this

463
00:14:28,750 --> 00:14:31,390
empowerment about you and you
start to have this confidence that

464
00:14:31,390 --> 00:14:34,390
you only work with certain clients
because of X, Y, Z, because there

465
00:14:34,390 --> 00:14:37,710
should be a certain respect level
and there should be a certain, you

466
00:14:37,710 --> 00:14:40,210
know, you do this, I do this.

467
00:14:40,210 --> 00:14:42,050
You give me the documents, I pre

468
00:14:42,050 --> 00:14:42,330
-approve you.

469
00:14:42,330 --> 00:14:43,190
I build a custom proposal.

470
00:14:43,190 --> 00:14:45,410
You respond back on show for the
strategy call.

471
00:14:45,410 --> 00:14:47,130
You start shopping and send me the
MLS listings.

472
00:14:47,130 --> 00:14:47,790
I keep updating the custom
proposal.

473
00:14:47,790 --> 00:14:52,210
And there's like this yin and a
yang, and it's back and forth and

474
00:14:53,150 --> 00:14:53,890
back and forth.

475
00:14:53,890 --> 00:14:55,450
And that's the type of people you

476
00:14:55,450 --> 00:14:55,650
want.

477
00:14:55,770 --> 00:14:57,290
And so you have these clients that

478
00:14:57,290 --> 00:14:58,410
are sitting all around you.

479
00:14:58,410 --> 00:15:00,390
And if you're all in on

480
00:15:00,390 --> 00:15:02,210
everything, there'll be a point
where it just clicks.

481
00:15:02,210 --> 00:15:05,630
You start to realize, you just
start to go, no, I'm not working

482
00:15:06,400 --> 00:15:07,020
with that person.

483
00:15:07,020 --> 00:15:08,500
I don't care if there's maybe $4

484
00:15:08,500 --> 00:15:10,460
,000 commission attached to it in
potentially freaking eight months

485
00:15:10,460 --> 00:15:11,880
and two months of its stress or
it's there.

486
00:15:11,880 --> 00:15:12,840
Like, I just know.

487
00:15:12,840 --> 00:15:13,280
I don't.

488
00:15:13,280 --> 00:15:15,860
And you don't know it until you're
in it and you see it.

489
00:15:15,860 --> 00:15:17,260
But it's interesting.

490
00:15:17,260 --> 00:15:18,680
But it brings me back to I don't

491
00:15:18,680 --> 00:15:19,820
know what people are doing all
day.

492
00:15:19,820 --> 00:15:20,060
I don't.

493
00:15:20,060 --> 00:15:20,440
I do.

494
00:15:20,640 --> 00:15:21,340
I don't.

495
00:15:21,580 --> 00:15:23,420
Because I know the people who are

496
00:15:23,420 --> 00:15:26,310
in it all day, money -making
tasks, pulling the levers of

497
00:15:26,310 --> 00:15:26,410
leverage.

498
00:15:26,410 --> 00:15:28,250
They're doing extremely well.

499
00:15:28,250 --> 00:15:31,250
And so then you have to ask
yourself, well, Ryan, you're like,

500
00:15:31,250 --> 00:15:32,910
I am in it all day.

501
00:15:32,910 --> 00:15:34,370
What are you talking about?

502
00:15:34,550 --> 00:15:34,770
Okay.

503
00:15:34,770 --> 00:15:35,610
But you're not spending time on

504
00:15:35,610 --> 00:15:36,050
the right things.

505
00:15:36,050 --> 00:15:36,350
You're not.

506
00:15:36,350 --> 00:15:39,110
And if you're doing the paperwork,
you have to get it off your plate.

507
00:15:39,270 --> 00:15:40,190
So then that becomes the
bottleneck.

508
00:15:40,190 --> 00:15:41,450
You have to go fix that.

509
00:15:41,450 --> 00:15:42,810
You can't do that.

510
00:15:42,810 --> 00:15:43,470
You can't.

511
00:15:43,470 --> 00:15:47,750
You get zero leverage and it's an

512
00:15:47,750 --> 00:15:48,030
hourly gig.

513
00:15:48,030 --> 00:15:49,970
It's a profile gig.

514
00:15:49,970 --> 00:15:51,130
to have someone do it.

515
00:15:51,130 --> 00:15:53,610
Even if someone's a six out of 10

516
00:15:53,920 --> 00:15:58,260
at it and you're a nine, it's not
highest and best use of your time.

517
00:15:58,260 --> 00:16:01,980
It's not what you need to do for
the business.

518
00:16:01,980 --> 00:16:06,160
So maybe you continue to do your
paperwork because you have control

519
00:16:06,160 --> 00:16:08,800
issues and okay, whatever, but
then you have to call what it is.

520
00:16:08,800 --> 00:16:09,720
My business has a ceiling.

521
00:16:09,720 --> 00:16:11,780
I'm only going to earn so much.

522
00:16:11,780 --> 00:16:15,900
I'm going to be completely
stressed out and I'm never going

523
00:16:15,900 --> 00:16:17,200
to have the actual mortgage
business.

524
00:16:17,200 --> 00:16:17,880
that I want.

525
00:16:17,880 --> 00:16:20,520
And it's never going to be a

526
00:16:20,980 --> 00:16:21,400
lifestyle business.

527
00:16:21,400 --> 00:16:24,430
It's always going to be me

528
00:16:24,430 --> 00:16:27,810
grinding away working, but in a
fully commissioned position

529
00:16:27,810 --> 00:16:28,610
without the lifestyle.

530
00:16:28,830 --> 00:16:29,150
Right?

531
00:16:29,150 --> 00:16:31,050
Ideally, you want your week to
look like you book those things.

532
00:16:31,050 --> 00:16:35,090
You want to take care of your,
your health, the gym, your

533
00:16:35,690 --> 00:16:39,070
walking, your food prep, your
whatever you're doing throughout

534
00:16:39,490 --> 00:16:41,070
the week.

535
00:16:41,070 --> 00:16:42,290
And then you want your mental

536
00:16:42,390 --> 00:16:45,030
things like I like to Yoga, this
is not me, but meditation,

537
00:16:45,030 --> 00:16:46,330
stretching, tennis, pickleball.

538
00:16:46,330 --> 00:16:49,010
You have to go plan all those

539
00:16:49,010 --> 00:16:49,550
things.

540
00:16:49,550 --> 00:16:51,750
And then you just weave your

541
00:16:51,750 --> 00:16:52,790
business around it.

542
00:16:53,100 --> 00:16:54,680
And you do pockets of it.

543
00:16:54,680 --> 00:16:56,540
I know some agents that just only
do calls on Tuesday, Wednesday,

544
00:16:56,540 --> 00:16:56,680
Thursday.

545
00:16:56,680 --> 00:16:58,560
And they do a bunch of calls.

546
00:16:58,560 --> 00:17:00,660
They leave Monday, Friday for
other things.

547
00:17:00,660 --> 00:17:03,360
And I know people that work on
Saturdays with their non

548
00:17:03,360 --> 00:17:03,720
-negotiables.

549
00:17:03,720 --> 00:17:05,319
And they schedule their follow -up

550
00:17:05,319 --> 00:17:07,180
emails to go out Monday morning.

551
00:17:07,400 --> 00:17:08,140
But they do that on Saturday.

552
00:17:08,140 --> 00:17:12,380
I'm just seeing different angles
of things all the time.

553
00:17:12,380 --> 00:17:14,280
And this is me coming in here.

554
00:17:14,280 --> 00:17:16,520
I want to just riff on a couple of

555
00:17:16,520 --> 00:17:19,190
things that I am seeing and that
I'm excited about.

556
00:17:19,190 --> 00:17:22,210
And it's awesome because there's a
lot of negativity in our industry

557
00:17:22,210 --> 00:17:27,030
about where we're at with lenders,
where we're at with AI coming in

558
00:17:27,030 --> 00:17:33,610
and disrupting, where we're at
with interest rates from the banks

559
00:17:33,610 --> 00:17:34,910
and the channel, from enter excuse
here.

560
00:17:34,910 --> 00:17:38,690
And then I go hang out with
mortgage brokers who are doing

561
00:17:38,930 --> 00:17:39,170
well.

562
00:17:39,170 --> 00:17:41,970
And they're like, oh, yeah, this

563
00:17:42,210 --> 00:17:43,070
is it works.

564
00:17:43,070 --> 00:17:43,950
And this is great.

565
00:17:44,370 --> 00:17:45,890
And and you're like, ah, that's
right.

566
00:17:45,890 --> 00:17:50,030
It just brings me back to all the
positive things of this industry,

567
00:17:50,470 --> 00:17:52,930
which is awesome.

568
00:17:53,350 --> 00:17:54,730
And I'll tell you this.

569
00:17:54,730 --> 00:17:58,430
There's a lot of stuff that goes
on behind the scenes that you

570
00:17:58,630 --> 00:17:59,890
don't have a hot cool about.

571
00:17:59,930 --> 00:18:01,650
And I mean, from a nor did I when

572
00:18:01,650 --> 00:18:04,530
I brokered from what happens with
a lender standpoint to get lenders

573
00:18:04,590 --> 00:18:05,350
on board, the relationship
building.

574
00:18:05,350 --> 00:18:07,730
The exceptions lender, and I'm not
talking within a file.

575
00:18:07,730 --> 00:18:11,970
I'm talking about your broker
owner, your team lead, your person

576
00:18:11,970 --> 00:18:14,530
who owns the network, your people
in upper management who are doing

577
00:18:14,530 --> 00:18:18,200
all the hobnobbing relationship
building with lenders, all that

578
00:18:18,200 --> 00:18:18,780
stuff that they do.

579
00:18:18,780 --> 00:18:19,740
The agents down on the ground

580
00:18:19,740 --> 00:18:20,380
floor get to benefit from.

581
00:18:20,380 --> 00:18:21,520
I benefited from for years of my

582
00:18:21,520 --> 00:18:22,320
mortgage career.

583
00:18:22,320 --> 00:18:23,600
Had no idea.

584
00:18:23,600 --> 00:18:25,940
Did not have a hot clue.

585
00:18:25,940 --> 00:18:29,080
All the red tape and politics and

586
00:18:29,080 --> 00:18:33,080
schmoozing and networking and
flying around the country and

587
00:18:33,080 --> 00:18:34,700
shaking hands, kissing babies.

588
00:18:34,700 --> 00:18:36,860
I did not know all the stuff that

589
00:18:36,860 --> 00:18:38,080
is involved behind the scenes.

590
00:18:38,080 --> 00:18:39,920
And it's like very eye opening.

591
00:18:39,920 --> 00:18:43,400
And as mortgage brokers, you're
just like, yeah, yeah, it just

592
00:18:43,400 --> 00:18:43,740
comes.

593
00:18:43,740 --> 00:18:46,060
That's why I got to get access to

594
00:18:46,140 --> 00:18:46,380
all this.

595
00:18:46,500 --> 00:18:47,600
It's like, oh, but somebody,

596
00:18:47,600 --> 00:18:47,960
somebody.

597
00:18:47,960 --> 00:18:49,220
And this isn't me.

598
00:18:49,220 --> 00:18:51,520
I'm not doing any of this.

599
00:18:51,520 --> 00:18:52,560
Somebody laid the groundwork for

600
00:18:52,560 --> 00:18:53,300
you there.

601
00:18:53,300 --> 00:18:55,700
And it's very cool to see because

602
00:18:55,700 --> 00:18:57,560
this is why it's so cool.

603
00:18:57,680 --> 00:18:58,840
This is why we have a minimum 10

604
00:18:58,840 --> 00:19:00,240
-year runway, if not longer.

605
00:19:00,240 --> 00:19:01,460
It takes forever for the lenders

606
00:19:01,620 --> 00:19:02,680
to put their shit together.

607
00:19:02,680 --> 00:19:03,520
They're slow moving.

608
00:19:03,520 --> 00:19:05,040
They move like dinosaurs.

609
00:19:05,040 --> 00:19:06,360
They're working on ancient

610
00:19:06,360 --> 00:19:06,760
software.

611
00:19:06,760 --> 00:19:08,460
Sure, they're trying to

612
00:19:08,460 --> 00:19:12,050
incorporate AI here and there, and
they're trying.

613
00:19:12,050 --> 00:19:14,810
But man, at the end of the day,
it's relationship, relationship,

614
00:19:14,810 --> 00:19:15,270
relationship.

615
00:19:15,270 --> 00:19:17,030
And somebody has built

616
00:19:17,030 --> 00:19:18,290
relationships for you.

617
00:19:18,290 --> 00:19:18,930
And it's awesome.

618
00:19:18,930 --> 00:19:22,010
And it's going to take forever
before the whole dynamic of the

619
00:19:22,010 --> 00:19:23,450
lender side changes.

620
00:19:23,450 --> 00:19:26,510
There'll probably be some

621
00:19:26,510 --> 00:19:28,910
improvements with understanding
documents, but just completely

622
00:19:28,910 --> 00:19:29,990
mortgage brokers gone.

623
00:19:29,990 --> 00:19:31,490
Like that's just not happening.

624
00:19:31,490 --> 00:19:35,550
Have you seen what I've seen and
talked to who I've talked to and

625
00:19:35,550 --> 00:19:38,350
you see the legwork that goes in
behind?

626
00:19:38,710 --> 00:19:40,150
You just can't replace.

627
00:19:40,150 --> 00:19:43,850
You can't replace relationships

628
00:19:43,850 --> 00:19:45,410
with AI.

629
00:19:45,410 --> 00:19:46,370
You can't.

630
00:19:46,370 --> 00:19:48,330
Right?
The networking, the having those

631
00:19:48,330 --> 00:19:49,090
relationships done.

632
00:19:49,090 --> 00:19:51,230
where people want to help you and

633
00:19:51,230 --> 00:19:53,590
go out of their way to do things.

634
00:19:53,590 --> 00:19:55,730
And if you're at the broker level,

635
00:19:55,730 --> 00:19:56,850
you don't see it unless you know
someone.

636
00:19:56,970 --> 00:19:58,150
Those who know what I'm talking
about, you know.

637
00:19:58,150 --> 00:20:00,130
You're like, oh, yeah, Ryan,
there's a whole shitstorm behind

638
00:20:00,130 --> 00:20:04,210
the scenes that goes on to give
you the ability to be able to

639
00:20:04,210 --> 00:20:05,290
submit to a lender.

640
00:20:05,290 --> 00:20:06,940
There's a lot of conversations

641
00:20:06,940 --> 00:20:07,360
going on.

642
00:20:07,360 --> 00:20:08,740
And it's so cool to see because

643
00:20:08,740 --> 00:20:10,560
now I get to see that.

644
00:20:10,560 --> 00:20:13,760
I get to have my ear to the ground

645
00:20:13,760 --> 00:20:17,700
and be part of meetings here and
there and just talk to people

646
00:20:17,700 --> 00:20:22,720
about that stuff because I have to
understand that side of the

647
00:20:22,900 --> 00:20:24,040
business and I want to.

648
00:20:24,040 --> 00:20:25,320
And it's a whole new learning

649
00:20:25,540 --> 00:20:26,700
curve for me.

650
00:20:26,700 --> 00:20:27,620
Something I never thought I'd have

651
00:20:27,620 --> 00:20:28,800
to learn.

652
00:20:28,980 --> 00:20:30,920
Do I like it?

653
00:20:30,920 --> 00:20:34,320
No. Much like social media, I
don't like it.

654
00:20:34,320 --> 00:20:38,220
But as a broker I know says, it's
a necessary evil.

655
00:20:38,220 --> 00:20:39,940
And I need to do it.

656
00:20:39,940 --> 00:20:42,560
I need to figure it out.

657
00:20:42,740 --> 00:20:45,280
So I'm going to, much like social.

658
00:20:45,280 --> 00:20:48,040
Okay, something else I want to

659
00:20:48,040 --> 00:20:48,580
talk about.

660
00:20:48,580 --> 00:20:50,480
This is the last thing on the

661
00:20:50,480 --> 00:20:50,680
riff.

662
00:20:50,680 --> 00:20:52,000
I have to take a break here.

663
00:20:52,000 --> 00:20:53,880
Podcast is brought to you by
Gatorade.

664
00:20:53,880 --> 00:20:54,280
Zero.

665
00:20:54,400 --> 00:20:56,020
Orange flavor for those keeping

666
00:20:56,020 --> 00:20:56,320
track.

667
00:20:56,800 --> 00:21:01,360
So something I want to talk about.

668
00:21:01,360 --> 00:21:03,460
Now, this is the last point.

669
00:21:03,460 --> 00:21:04,320
I'm going to take a completely

670
00:21:04,320 --> 00:21:04,680
different left turn here.

671
00:21:04,680 --> 00:21:06,160
Like I said, there was no

672
00:21:06,160 --> 00:21:06,920
structure of this.

673
00:21:07,140 --> 00:21:09,640
This was, hey, I want to record a

674
00:21:10,560 --> 00:21:10,920
podcast.

675
00:21:10,920 --> 00:21:12,140
I've been having a lot of chats.

676
00:21:12,140 --> 00:21:14,580
I'm just going to start talking
about some things.

677
00:21:14,580 --> 00:21:17,940
I'm hoping you got some value
here, at least some entertainment.

678
00:21:17,940 --> 00:21:20,340
But I usually drop some gold
nuggets here or you wouldn't be

679
00:21:20,900 --> 00:21:21,400
listening anymore.

680
00:21:21,400 --> 00:21:23,400
content and so the type of content

681
00:21:23,400 --> 00:21:26,080
you make so a couple new bro not
new brokers they've been brokering

682
00:21:26,080 --> 00:21:27,840
for a while they run good
businesses they're now going to go

683
00:21:27,840 --> 00:21:30,560
into social media and they're
asking me hey ryan what should i

684
00:21:30,560 --> 00:21:33,380
go into me gun to my head today if
i'm starting social media i'm

685
00:21:33,380 --> 00:21:35,180
building a youtube channel that's
my number one thing and you're

686
00:21:35,180 --> 00:21:38,820
like what the heck ryan if i even
talk about instagram reels and all

687
00:21:38,820 --> 00:21:44,980
the gun to my head OK, I'm not
saying it's the easiest thing to

688
00:21:44,980 --> 00:21:45,320
do.

689
00:21:45,320 --> 00:21:46,660
It's the hardest thing to do.

690
00:21:46,660 --> 00:21:49,060
But the payoff is much bigger.

691
00:21:49,060 --> 00:21:50,440
And so someone put it really well

692
00:21:50,540 --> 00:21:50,900
to me today.

693
00:21:50,900 --> 00:21:53,440
And it's because he's being

694
00:21:53,600 --> 00:21:55,120
coached by someone who's building
a YouTube channel and is doing and

695
00:21:55,120 --> 00:21:55,460
doing quite well.

696
00:21:55,460 --> 00:21:56,040
He's like, the Instagram

697
00:21:56,040 --> 00:21:58,180
algorithms are always changing and
it's fluctuating.

698
00:21:58,180 --> 00:22:01,360
The YouTube algorithms are pretty
cut and dry.

699
00:22:01,360 --> 00:22:06,040
It's pretty black and white what
you need to do.

700
00:22:06,040 --> 00:22:07,340
And what works two, three, four
years ago still works now.

701
00:22:07,340 --> 00:22:09,500
and with the the short form stuff
those 30 40 60 second reels it's

702
00:22:09,500 --> 00:22:11,020
always changing and moving and
shaking Your barrier of entry into

703
00:22:11,020 --> 00:22:13,560
social media, it's a lot easier to
get up and running with reels.

704
00:22:13,560 --> 00:22:15,700
You're obviously going to want to
get someone else in there doing

705
00:22:15,700 --> 00:22:18,700
your edits, even videoing you,
like just to get that off your

706
00:22:18,700 --> 00:22:20,900
plate and do some batch contents.

707
00:22:20,900 --> 00:22:23,790
You don't have to worry about it

708
00:22:23,790 --> 00:22:25,990
every single day outside of
stories you're doing, which are

709
00:22:25,990 --> 00:22:26,390
pretty easy.

710
00:22:26,390 --> 00:22:28,150
But to get up and running on those

711
00:22:28,150 --> 00:22:29,970
30, 40, 60 second reels, it's way
quicker, way less of investment

712
00:22:29,970 --> 00:22:31,550
time -wise, less of investment
money -wise, emotional -wise,

713
00:22:31,550 --> 00:22:32,010
learning curve -wise.

714
00:22:32,010 --> 00:22:33,890
If you can get it figured out on

715
00:22:33,890 --> 00:22:36,950
the YouTube side, it's where I
dropped the ball.

716
00:22:36,950 --> 00:22:40,650
I went into it for a little bit,
but I mark my words.

717
00:22:40,650 --> 00:22:41,870
I will be building out a YouTube
channel.

718
00:22:41,870 --> 00:22:45,810
It's not a matter of if it's when
and I'll dedicate money and time

719
00:22:45,810 --> 00:22:46,310
to it.

720
00:22:46,310 --> 00:22:47,090
And it's long form.

721
00:22:47,090 --> 00:22:51,090
So you recording a long form post
and let's say that video is 12

722
00:22:51,290 --> 00:22:51,670
minutes.

723
00:22:51,670 --> 00:22:53,030
And let's say it's eight minutes.

724
00:22:53,030 --> 00:22:56,070
You figuring out how to do that,
then having someone really good at

725
00:22:56,070 --> 00:22:58,070
editing it, someone really good
with SEO, setting it up and

726
00:22:58,070 --> 00:22:59,630
posting it for you.

727
00:22:59,630 --> 00:23:02,730
Then you get to chop that up and

728
00:23:02,910 --> 00:23:05,450
it feeds all your other platforms
with the short form social

729
00:23:05,450 --> 00:23:05,750
content.

730
00:23:05,750 --> 00:23:06,830
And if you're like, I don't even

731
00:23:06,970 --> 00:23:09,590
know what to say anytime, then go
do the podcast thing, right?

732
00:23:10,200 --> 00:23:11,980
And I know I've talked about
podcasts.

733
00:23:11,980 --> 00:23:14,660
You're like, geez, that's another
thing to do, Ryan.

734
00:23:14,660 --> 00:23:17,340
I would start a podcast if I was
brokering.

735
00:23:17,340 --> 00:23:17,540
100%.

736
00:23:17,540 --> 00:23:19,140
And you could do what I do.

737
00:23:19,140 --> 00:23:20,080
I riff on my own.

738
00:23:20,080 --> 00:23:22,200
Not a lot of people can do this.

739
00:23:22,200 --> 00:23:25,040
Can talk what's in their brain and
hold people's attention for a

740
00:23:25,040 --> 00:23:26,460
certain amount of time with no
script.

741
00:23:26,460 --> 00:23:27,160
I have nothing written out.

742
00:23:27,160 --> 00:23:27,620
Never have.

743
00:23:27,620 --> 00:23:29,440
Maybe once in a while, I have a
couple bullet points.

744
00:23:29,440 --> 00:23:32,640
That's got to be like 10 times out
of 300 episodes or something.

745
00:23:32,640 --> 00:23:33,440
But it's me just talking.

746
00:23:33,440 --> 00:23:35,260
And that's really hard for a lot

747
00:23:35,260 --> 00:23:36,900
of people to do.

748
00:23:36,900 --> 00:23:38,100
I totally get it.

749
00:23:38,600 --> 00:23:41,780
So people who can't do that, they
go interview people.

750
00:23:41,780 --> 00:23:46,660
And you interview people and you
make them the star of the show.

751
00:23:46,660 --> 00:23:48,800
And you interviewing people,
then... gets them to share into

752
00:23:48,800 --> 00:23:49,020
their audience.

753
00:23:49,020 --> 00:23:51,440
And then you get to chop it up and

754
00:23:51,440 --> 00:23:52,300
put it on social.

755
00:23:52,300 --> 00:23:54,280
And so Gary Vee, one of the

756
00:23:54,280 --> 00:23:57,180
biggest social media guys in the
world, if not the biggest, one of

757
00:23:57,620 --> 00:23:59,220
my inspirations, and he's freaking
awesome.

758
00:23:59,220 --> 00:24:01,940
You don't know who Gary Vaynerchuk
is with VaynerMedia.

759
00:24:01,940 --> 00:24:04,260
Gary Vee, you've been living under
a rock, honestly.

760
00:24:04,260 --> 00:24:06,880
You're consuming the wrong content
if you don't know who he is.

761
00:24:06,960 --> 00:24:10,540
But he does a podcast and he does
it strictly to get content so they

762
00:24:10,540 --> 00:24:12,360
can slice and dice it and hammer
the internet on social channels

763
00:24:12,360 --> 00:24:12,880
with it.

764
00:24:12,880 --> 00:24:15,140
But that's the main thing, right?

765
00:24:15,140 --> 00:24:20,320
So for the YouTube channel, it
could be as simple as that.

766
00:24:20,320 --> 00:24:21,420
Your YouTube channel is a podcast
of you interviewing people.

767
00:24:21,660 --> 00:24:24,040
I'm not going to get into
specifics on how to do that.

768
00:24:24,040 --> 00:24:25,600
I've done that on other podcasts
that I've made.

769
00:24:25,600 --> 00:24:30,260
But that way you start doing it
and then you chop it up and boom,

770
00:24:30,260 --> 00:24:30,840
boom, boom, boom.

771
00:24:30,840 --> 00:24:32,140
And then you can start adding in

772
00:24:32,140 --> 00:24:33,280
your other six -minute, eight
-minute, 12 -minute long -form

773
00:24:33,280 --> 00:24:33,520
videos.

774
00:24:33,780 --> 00:24:35,780
And YouTube is what will take you

775
00:24:35,780 --> 00:24:37,480
to the promised land longer, give
you more enterprise value.

776
00:24:37,480 --> 00:24:40,160
But it's a much bigger commitment.

777
00:24:40,160 --> 00:24:42,220
But just filling you in on that,

778
00:24:42,220 --> 00:24:44,200
just because we had that
conversation today with a broker

779
00:24:44,200 --> 00:24:45,540
and he's like, okay, right, I'm
going to start.

780
00:24:45,540 --> 00:24:49,760
I've already got a business, a $25
million a year business.

781
00:24:49,760 --> 00:24:50,920
I want to start doing social.

782
00:24:50,920 --> 00:24:51,660
I'll start doing the social, the

783
00:24:51,660 --> 00:24:53,060
reels, but I'm going to go hire
someone.

784
00:24:53,060 --> 00:24:55,240
I'm going to spend about $1 ,000 a
month.

785
00:24:55,240 --> 00:24:57,820
I'm going to do three reels a
week, two stories a day, but I'm

786
00:24:57,820 --> 00:25:00,780
going to batch it all out every
four to six weeks.

787
00:25:00,780 --> 00:25:02,260
I'll go record all my content with
this person, with their fancy

788
00:25:02,260 --> 00:25:05,240
camera, and they'll go edit and
they'll drop me three reels a week

789
00:25:05,240 --> 00:25:06,340
and I'll pay a thousand bucks for
that.

790
00:25:06,580 --> 00:25:08,100
And I'm like, boom, money well
spent.

791
00:25:08,100 --> 00:25:09,440
And it's a write -off.

792
00:25:09,440 --> 00:25:10,580
So there you go.

793
00:25:10,580 --> 00:25:12,720
Okay, that's it, kids.

794
00:25:12,880 --> 00:25:13,860
I'm going to end this.

795
00:25:13,860 --> 00:25:16,720
I've got another really cool
podcast coming at some point here.

796
00:25:16,720 --> 00:25:20,340
We're going to break down all that
technical, maybe a little more

797
00:25:20,340 --> 00:25:22,660
technical on what some brokers are
doing to win.

798
00:25:22,660 --> 00:25:26,180
I don't know when I'm going to
record it, hopefully soon.

799
00:25:26,180 --> 00:25:28,080
But anyways, I appreciate you
listening.

800
00:25:28,080 --> 00:25:30,840
Enjoy the rest of your night.

801
00:25:30,840 --> 00:25:31,420
That's it, kids.

802
00:25:31,420 --> 00:25:31,940
Peace out.