283: The Silent Skill That Can Make or Break a Mortgage Broker

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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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Good morning.

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Welcome to the Mortgage Game
Podcast.

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West Coast whiteboard, Wiley in
the house.

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I don't know if I'm going to pick
one of those.

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I might just get rid of West Coast
at some point and then go with

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whiteboard.

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It is, there is a six on the clock

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and I'm at the beach, Dodge Ram
Studio coming to you live.

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And there's people water skiing.

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which is why I love Kelowna.

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That's just what I get to see.

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That's pretty cool.

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People cutting the waves up out
there.

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Love it.

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So I'm going on, before I get into

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what we're talking about today,
I'm going on a work trip, I guess

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you could say.

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It's like an awards trip.

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You know those trips where they
pick the top producers in that and

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then they pull names out of a hat
for other lenders and they support

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things.

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And there's 130 of us going with

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Tango.

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We're going to a Soyuz, which is

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like the desert of Canada.

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Wine Capital.

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Lots of awesome things are in
there.

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Beach Olympics and go -karting and
spa.

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And there's some business stuff
we're doing.

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There's like a bunch of stuff.

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It's like a Friday thing.

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Anyways, the whole point of me
saying this is I've never been on

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a work trip.

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I've never won anything on a work

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trip.

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And I did a bunch of mortgages.

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But I never won anything.

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And I think this made a category

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up for me for this.

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Because I don't do mortgages now.

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Right?
They're like, hey, Ryan, you won.

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I'm like, for what?
And they're like, highest number

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of agents that you brought to
Tango.

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I'll probably win that.

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That's probably my own award.

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I'll win every year.

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I think they just made that for

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me.

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So that's very cool.

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Very nice of you, Tango.

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If Tango people are listening,

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thank you.

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I've already said thank you.

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But that's awesome.

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But anyways, I'm going on this

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trip.

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And it's just cool.

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I've never been on one of those.

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So I'm never a big fan of that

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type of stuff.

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It's just never.

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I don't know.

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It's just not me.

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It's not how I'm wired to go on
stuff like that.

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Right.

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I have like my own friends and my

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own things and my own family I
want to spend time with on my

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downtime.

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But this will be interesting

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because there's a lot of people
now I know and there's people from

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my team growing.

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And so it'll just be a different

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experience.

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I'm looking forward to it quite a

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bit.

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So, yeah, it'll be awesome.

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And my whole goal of this is to go
in and talk.

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There's some big producers showing
up.

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I want to peel them away and talk
to them.

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And I want to.

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Pull out some gold nuggets.

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And I want to pull that out so I
can go use it over here.

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And that's my whole point is I
want to ask a lot of questions.

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I want to be extremely curious.

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And that's like a lot of you

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should be, too, when you're doing
your thing, when you're doing your

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paddleboarders have showed up,
paddleboarder crew.

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They're all happy.

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And it's like everyone in the

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morning is happy.

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Everyone at night is a little

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grumpier.

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Everyone in the morning is a

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little happier.

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Kind of funny how that works.

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I don't know.

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And so that's.

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You're going, if you're going to
conference, you're going to MPC in

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Ottawa.

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If you're like, it should just be

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like one or two things you're
looking to accomplish.

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And I can't remember who, but
there's someone that he does this

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on conferences he goes to.

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And I thought it was really

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interesting content.

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And it was, he'll go in because a

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lot of times you go to these
conferences and you watch eight

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things, eight people to speak, and
you write down your page of notes,

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your two pages of notes.

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And then like, you don't do

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anything.

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with it.

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You're like, Oh, that's cool.

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It's kind of like just listening

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to a podcast.

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And sometimes you listen, it's

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entered, it's more entertainment
than it is you bettering your

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business.

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But you go there with the illusion

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to these things, these one day
summits and the thing here and the

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illusion of I'm going to better my
business and hear all these

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things.

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But it's more it's let's just call

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it what it is.

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It's entertainment for you in the

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moment.

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And for some of you, it's a reason

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to not go do the things in your
business.

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Because you feel like you're
bettering your business by going

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there, yet really what would
better your business if you lock

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yourself in the room and mine your
database?

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Call the people.

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That would be way better off doing

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that than going to a one -day
summit.

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So call it what it is.

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I'm going for entertainment around

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mortgage -related things.

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But what this guy does is he goes

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in, and when he hears one thing,
like the gold nugget, the thing

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that he went there for.

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He then leaves.

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He's like, I got my one thing.

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And then he goes and executes it.

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And if it's a day, two, three, he
will go and execute it and then

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come back.

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He'll go to the hotel room or go

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to the conference area with his
computer and go put it in play

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right away.

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Because speed kills in anything in

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life.

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Speed, speed, speed.

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The faster you can get to
executing things, the better.

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The quicker you learn new.

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iterations of it, new versions of

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it.

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It's just like it gets that

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flywheel spinning so fast.

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But the slower you go, and it's

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always like, I'll do it on Monday.

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I'll do it on January 1st.

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I'll do it after the holidays.

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I'll do it then.

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I'll do it at two tomorrow.

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Why not now?

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Why not now?
Anything you have in your brain

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right now.

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This is me talking to you.

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This isn't what the podcast is
about.

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Anything I'm talking to you about
right this second or anything you

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have in your mind right this
second.

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Why don't you just do it now?
Like, hey, honey, can you take the

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kids?
I'm going to go do this.

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Hey, like whatever excuse you want
to put in there, because we all

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have excuses.

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And a lot of us have a lot of

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excuses.

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Just go do it now.

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There's like, why?
Why not now?

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That's my, a big pet peeve of
mine.

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Like waiting so long for things to
happen.

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I never, cause it's just like, ah,
a week goes by.

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Like even this, if I, do you get
gold off of one of these podcasts?

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If I say something like shut the
podcast off and go do it.

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What are you waiting for?
Something that's better than that

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thing.

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You can always come back and pick

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it up halfway through.

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So if I say one thing.

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like a technical thing where
you're like, okay, yeah, I want to

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go, like, pause, go do, execute,
unless you're in entertainment

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mode, which I totally get and I
can respect.

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But let's call it that.

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Okay, I get my mortgage

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entertainment here from
conferences and podcasts and

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summits and blah, blah, blah, the
fluffy stuff.

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And over here is when the
execution stuff, right?

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Because really, everything you
want in your business.

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You know the answers to things.

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I coach every day, hours and hours

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every day.

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I coach one -to -many, one -to

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-one.

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And a lot of it's explaining new

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things.

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of it's explaining new things.

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Probably 25 % of it's explaining
new things.

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75 % of it is just reminding
people about the things.

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That's what it is.

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And that's what coaching is.

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It's not like I'm like, oh, I'm
doing some new form of coaching.

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That's literally what coaching is.

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A lot of the times, you know the

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answers.

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And especially in a sales -based

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business, which that's what we
are, 100 % commission, sales

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-based business.

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It's like there's a whole sales

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component.

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A lot of that's just the basic

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shit.

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Tell people what you do.

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Follow up with people.

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Ask questions.

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Ask for help.

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Ask if people need things.

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Align yourself with partners that
can introduce you to people.

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Get some leverage.

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Center of influence.

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Referral partners.

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Build a brand.

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It's 101 sales.

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It doesn't matter.

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You can just... slot mortgages in,
you can slot photocopiers in, you

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can slot freaking roofing and
you're a roofing salesperson.

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It's all the same stuff.

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We try to like make it seem

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crazier than it is and then harder
than it is because it's financial

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advice.

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And it's like, no, it's getting

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people to like, love, trust you
and following up with them.

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I call it doing the obvious,
right?

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Do the obvious.

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If all you did in life was the

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obvious.

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you would be winning in personal

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and business.

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If you just went around, woke up

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every day and you did the obvious,
you were nice to people because

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that's the obvious thing you
should do.

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You followed up with the person
that you saw yesterday and had a

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great coffee with.

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Hey, that was awesome meeting you

267
00:08:21,700 --> 00:08:24,920
yesterday or the coffee we had.

268
00:08:25,060 --> 00:08:25,720
Love it.

269
00:08:25,720 --> 00:08:28,940
Love the point when you said this
or that.

270
00:08:29,180 --> 00:08:30,540
Anyways, I thought that was great.

271
00:08:30,540 --> 00:08:33,169
Enjoy the rest of your week.

272
00:08:33,169 --> 00:08:34,789
That's an obvious thing.

273
00:08:34,789 --> 00:08:37,130
You pre -approve someone, you tell

274
00:08:37,289 --> 00:08:39,630
them they're pre -approved in
whatever format, and then you

275
00:08:39,909 --> 00:08:42,070
follow up with them.

276
00:08:42,070 --> 00:08:43,390
And then you follow them again.

277
00:08:43,390 --> 00:08:45,790
And you follow them again.

278
00:08:45,790 --> 00:08:47,050
And then even on pre -approvals,

279
00:08:47,050 --> 00:08:52,630
when you get their email, you put
it in your master list.

280
00:08:52,630 --> 00:08:55,910
And then the obvious is you market
to it all the time.

281
00:08:56,170 --> 00:08:58,910
If you just walked around all day
doing obvious things that are

282
00:08:58,910 --> 00:08:59,310
sitting out there.

283
00:08:59,310 --> 00:09:01,060
where you're like, oh, I email my

284
00:09:01,220 --> 00:09:07,660
clients a lot and I text them and
I call them all the time and I

285
00:09:07,660 --> 00:09:09,960
focus on my database first before
anything else.

286
00:09:09,960 --> 00:09:11,980
And it's like, yeah, okay, cool.

287
00:09:11,980 --> 00:09:14,380
Like, what do you want to award

288
00:09:14,660 --> 00:09:16,480
for that?
That's what you do, right?

289
00:09:16,480 --> 00:09:18,820
But a lot of us don't even do
that.

290
00:09:18,820 --> 00:09:20,980
We don't do the obvious.

291
00:09:20,980 --> 00:09:22,640
We try to go create the new thing,

292
00:09:22,640 --> 00:09:24,520
okay?
But anyways, that's not what I

293
00:09:24,520 --> 00:09:25,940
want to talk about today.

294
00:09:25,940 --> 00:09:28,100
I'm going to talk about after this

295
00:09:28,440 --> 00:09:29,960
podcast is sponsored by Americana.

296
00:09:29,960 --> 00:09:31,640
Oh, that's pretty good.

297
00:09:31,640 --> 00:09:33,040
That's a good one.

298
00:09:33,040 --> 00:09:33,980
First sip of the day.

299
00:09:33,980 --> 00:09:36,400
So we got to take another one.

300
00:09:36,400 --> 00:09:37,820
Sponsorship, they're paying a lot

301
00:09:37,820 --> 00:09:38,260
for this.

302
00:09:38,260 --> 00:09:41,600
Oh yeah, they're going to get some

303
00:09:41,600 --> 00:09:42,080
couple more shout outs.

304
00:09:42,080 --> 00:09:44,300
Okay, so I'm going to talk about

305
00:09:44,600 --> 00:09:47,040
what I believe is a critical skill
as a mortgage broker.

306
00:09:47,200 --> 00:09:51,400
And what I would say is one of the
most important things you can do

307
00:09:51,520 --> 00:09:53,020
or you need to have, you need to
figure out.

308
00:09:53,020 --> 00:09:55,600
It's a skill set, but it's more
important than that.

309
00:09:55,600 --> 00:10:00,160
It's like critical that you have
this.

310
00:10:00,780 --> 00:10:03,440
And some of you have it, some of
you don't.

311
00:10:03,440 --> 00:10:06,760
And if you don't have it, it's
going to be a lot harder, 10 times

312
00:10:06,760 --> 00:10:08,840
harder being a mortgage broker.

313
00:10:09,000 --> 00:10:09,280
10 times harder.

314
00:10:09,280 --> 00:10:13,700
Before we get into that, and that
wasn't a cliffhanger on purpose,

315
00:10:13,700 --> 00:10:18,240
but before we get into that, the
other skill, you're like, maybe

316
00:10:18,240 --> 00:10:20,980
what's the number one thing?
Well, number one thing you need is

317
00:10:20,980 --> 00:10:21,200
consistency.

318
00:10:21,200 --> 00:10:22,740
That's just with anything.

319
00:10:22,740 --> 00:10:25,880
That is the number one skill just
in life, I think.

320
00:10:25,880 --> 00:10:27,300
But it also transforms.

321
00:10:27,300 --> 00:10:28,780
Like consistency with your health,

322
00:10:28,780 --> 00:10:30,480
consistency like personal stuff,
consistency business.

323
00:10:30,480 --> 00:10:32,280
If you're just consistent with
things, you win.

324
00:10:32,280 --> 00:10:34,780
And that goes right in line.

325
00:10:34,780 --> 00:10:36,960
There's a lot of overlap here with

326
00:10:37,280 --> 00:10:38,060
do the obvious.

327
00:10:38,060 --> 00:10:38,820
Do the obvious.

328
00:10:38,820 --> 00:10:39,840
Just stop.

329
00:10:39,840 --> 00:10:40,760
Just slow down.

330
00:10:40,760 --> 00:10:44,660
Put your patience pants on for
where you're at in your business

331
00:10:44,860 --> 00:10:46,740
and where you think you should be.

332
00:10:46,940 --> 00:10:47,620
Stop comparing yourself to other

333
00:10:47,620 --> 00:10:47,860
people.

334
00:10:48,140 --> 00:10:50,860
Look around, do the obvious, lock

335
00:10:50,860 --> 00:10:52,400
yourself in a room with no
distractions and do the obvious

336
00:10:52,400 --> 00:10:53,620
and just be consistent.

337
00:10:53,620 --> 00:10:56,390
And a lot of you listening are

338
00:10:56,390 --> 00:10:58,690
crushing that part because you
reach out and we talk.

339
00:10:58,690 --> 00:11:04,670
And I'm like, yeah, and I know
this is awesome.

340
00:11:04,670 --> 00:11:05,030
Good.

341
00:11:05,030 --> 00:11:07,150
They're like, yeah, just do this.

342
00:11:07,150 --> 00:11:09,090
And I'm like, yeah, it's not
rocket science.

343
00:11:09,090 --> 00:11:09,810
It's not rocket science.

344
00:11:09,910 --> 00:11:10,210
It's not.

345
00:11:10,210 --> 00:11:11,290
Make it really complicated, but
it's not.

346
00:11:11,290 --> 00:11:11,430
Right.

347
00:11:11,430 --> 00:11:15,430
Tell people what you do.

348
00:11:15,430 --> 00:11:19,090
I like to boil things down to the
simplest thing.

349
00:11:19,090 --> 00:11:20,930
OK, let's get back to what the
biggest critical skill.

350
00:11:20,930 --> 00:11:24,540
And I was really good at this, but
it took me a while to get there.

351
00:11:24,540 --> 00:11:25,580
Took me years.

352
00:11:25,580 --> 00:11:29,500
But I realized I was like, wow.

353
00:11:29,500 --> 00:11:31,040
And it is setting expectations.

354
00:11:31,040 --> 00:11:32,920
And you might be like, what does

355
00:11:32,920 --> 00:11:35,800
that mean?
Or, yeah, totally, Ryan, get it.

356
00:11:35,800 --> 00:11:37,960
No, no, no. If you just said that,
then you don't get it.

357
00:11:37,960 --> 00:11:38,280
Setting expectations.

358
00:11:38,280 --> 00:11:39,940
Your job is a mortgage broker.

359
00:11:39,940 --> 00:11:40,380
It's extremely stressful.

360
00:11:40,380 --> 00:11:41,080
It's not hard.

361
00:11:41,160 --> 00:11:42,600
Do not use the word hard.

362
00:11:42,600 --> 00:11:47,340
If you use the word hard to

363
00:11:47,340 --> 00:11:50,950
explain being a mortgage broker or
building your business, you should

364
00:11:51,350 --> 00:11:53,310
redefine your terms because that's
not your vocabulary is off there

365
00:11:53,610 --> 00:11:54,710
or your definitions of words is
off.

366
00:11:54,710 --> 00:11:56,510
This is not a hard business.

367
00:11:56,510 --> 00:11:57,610
It's a stressful business.

368
00:11:57,610 --> 00:11:57,870
Sure.

369
00:11:57,970 --> 00:11:58,630
100%.

370
00:11:58,630 --> 00:11:59,070
I'll say that.

371
00:11:59,070 --> 00:11:59,910
There's a lot of people.

372
00:12:00,510 --> 00:12:04,370
If you wear 10 different hats and
some of you shouldn't, you should

373
00:12:04,370 --> 00:12:06,570
be wearing three.

374
00:12:07,150 --> 00:12:08,250
And you outsource and hire other

375
00:12:08,250 --> 00:12:09,530
people to do the other stuff.

376
00:12:09,630 --> 00:12:10,970
So you're wearing too many hats.

377
00:12:11,570 --> 00:12:13,750
But when stuff goes, when it's
awesome, it's like, cool, you

378
00:12:14,410 --> 00:12:16,370
don't get the recognition.

379
00:12:16,370 --> 00:12:18,650
It's kind of like being a mom,

380
00:12:19,020 --> 00:12:20,100
right?
Things go awesome.

381
00:12:20,260 --> 00:12:21,800
You don't get the recognition
until Mom's Day.

382
00:12:21,800 --> 00:12:23,320
And then even that, it's kind of
like, hey.

383
00:12:23,320 --> 00:12:24,700
But like, like daily things,
right?

384
00:12:24,700 --> 00:12:28,700
It's, you know, you're doing
things and it's not people aren't

385
00:12:28,700 --> 00:12:29,580
super grateful.

386
00:12:29,580 --> 00:12:31,540
And that's being apparent, I

387
00:12:31,540 --> 00:12:34,760
think, in general, but mom's even
worse.

388
00:12:34,760 --> 00:12:37,140
For some reason, that's just the
way it rolls.

389
00:12:37,140 --> 00:12:42,380
Because moms are, you know, doing
a lot of stuff.

390
00:12:42,380 --> 00:12:42,820
Invaluable people.

391
00:12:43,280 --> 00:12:45,180
This podcast brought to you by

392
00:12:45,180 --> 00:12:45,680
Americana.

393
00:12:45,680 --> 00:12:46,980
So let me just get right back to

394
00:12:46,980 --> 00:12:47,920
saying expectations.

395
00:12:47,920 --> 00:12:48,920
It is so important.

396
00:12:48,920 --> 00:12:49,680
And I'll give you some examples.

397
00:12:49,680 --> 00:12:51,960
And so, and my, my wife said this,

398
00:12:51,960 --> 00:12:56,660
she's like, cause we, when she
worked with fulfillment, we were

399
00:12:56,660 --> 00:12:58,200
in the same office together and
she's like, literally our desks

400
00:12:58,200 --> 00:13:02,660
are back and is kind of fine
during COVID.

401
00:13:02,660 --> 00:13:03,940
She's like, Oh, you're that guy.

402
00:13:03,940 --> 00:13:04,420
You're that guy.

403
00:13:04,480 --> 00:13:06,390
Cause she got to hear all my work
calls.

404
00:13:06,390 --> 00:13:06,750
Right.

405
00:13:06,750 --> 00:13:08,910
Even more so then, cause you just,

406
00:13:08,910 --> 00:13:09,730
nobody was out anywhere.

407
00:13:09,730 --> 00:13:12,490
So she was in the office a lot

408
00:13:12,550 --> 00:13:12,670
more.

409
00:13:12,670 --> 00:13:13,310
Um, but it's funny.

410
00:13:13,310 --> 00:13:13,790
That's it.

411
00:13:13,790 --> 00:13:15,030
Side story I won't bring up, but

412
00:13:15,030 --> 00:13:15,590
it's just funny.

413
00:13:15,770 --> 00:13:17,410
She can finish my sentences on the

414
00:13:17,410 --> 00:13:17,550
call.

415
00:13:17,550 --> 00:13:23,210
I turn around, I'm on calls, and

416
00:13:23,210 --> 00:13:27,450
she's like mouthing the words
you're going to say.

417
00:13:27,450 --> 00:13:31,290
This is how I get paid and blah,
blah, blah.

418
00:13:31,290 --> 00:13:35,520
And this is what I bring to the
table.

419
00:13:35,520 --> 00:13:39,120
Can I count on you for your
commitment to work together?

420
00:13:39,120 --> 00:13:39,960
It's kind of funny.

421
00:13:39,960 --> 00:13:40,820
Yeah, it was pretty funny.

422
00:13:40,820 --> 00:13:43,420
But there's a level of execution.

423
00:13:43,420 --> 00:13:44,600
that is needed to setting

424
00:13:44,600 --> 00:13:45,240
expectations with everybody.

425
00:13:45,240 --> 00:13:46,040
You need this.

426
00:13:46,040 --> 00:13:49,720
And my wife used to tell me, she's
like, you're so good at it.

427
00:13:49,720 --> 00:13:53,040
She's like, how do you do it?
Like there's five days of

428
00:13:53,040 --> 00:13:56,360
financing and you are three days
in and you haven't heard back from

429
00:13:56,360 --> 00:13:56,700
the lender.

430
00:13:56,700 --> 00:13:58,260
And I'm telling people, don't

431
00:13:58,260 --> 00:13:59,100
worry, I got you.

432
00:13:59,480 --> 00:14:00,320
Like, I got you.

433
00:14:00,320 --> 00:14:03,580
And I would tell this to people.

434
00:14:03,580 --> 00:14:05,340
I'm like, hey, I'm not going to

435
00:14:05,460 --> 00:14:05,860
let this go.

436
00:14:05,980 --> 00:14:07,220
Closing dates coming up in seven

437
00:14:07,220 --> 00:14:07,560
days.

438
00:14:07,560 --> 00:14:08,180
Instructions haven't been sent.

439
00:14:08,180 --> 00:14:09,640
They're still reviewing down
payment docs.

440
00:14:09,640 --> 00:14:10,520
We all know this.

441
00:14:10,520 --> 00:14:11,120
That hasn't changed.

442
00:14:11,240 --> 00:14:12,140
That's then and now it's all the
same.

443
00:14:12,140 --> 00:14:16,440
And just like, but you tell them
like you're cool as a cucumber and

444
00:14:17,160 --> 00:14:20,780
they, and I'm like, well, what's
the upside of me stressing

445
00:14:20,780 --> 00:14:22,200
everybody out?
Right.

446
00:14:22,200 --> 00:14:29,170
There's certain times where I'm
going to have to set their

447
00:14:29,170 --> 00:14:31,130
expectations and I'll get into
that.

448
00:14:31,130 --> 00:14:31,370
But.

449
00:14:31,370 --> 00:14:32,430
A lot of times it's just I need

450
00:14:32,430 --> 00:14:34,050
them to leave that call with full
confidence because if I stress

451
00:14:34,450 --> 00:14:40,130
them out, now all of a sudden that
person, A, they could go look

452
00:14:40,130 --> 00:14:41,110
elsewhere in no specific order.

453
00:14:41,110 --> 00:14:43,490
B, they're going to take that

454
00:14:43,830 --> 00:14:47,750
stress back to their family and
they're going to not show up and

455
00:14:47,750 --> 00:14:48,490
be present for their kid.

456
00:14:48,490 --> 00:14:49,430
Their kids could suffer.

457
00:14:49,430 --> 00:14:51,760
So I want to take on all the
pressure.

458
00:14:51,760 --> 00:14:52,560
I got this.

459
00:14:52,560 --> 00:14:54,280
I'm not telling them if things

460
00:14:54,280 --> 00:14:55,980
aren't good, I'm not telling them
things are good.

461
00:14:55,980 --> 00:14:58,300
I'm just telling them I got it.

462
00:14:58,300 --> 00:14:58,800
We are good.

463
00:14:58,800 --> 00:15:01,620
Even though behind the scenes, I'm
answering 12 questions to the

464
00:15:01,620 --> 00:15:03,820
lenders, going back and forth.

465
00:15:03,820 --> 00:15:04,840
They haven't sent instructions.

466
00:15:04,840 --> 00:15:06,080
Everyone's freaking out.

467
00:15:06,080 --> 00:15:06,840
It's all stressful.

468
00:15:06,840 --> 00:15:08,160
It's a gong show.

469
00:15:10,080 --> 00:15:11,660
Why would I even tell them any of

470
00:15:11,660 --> 00:15:12,140
that?
What is my upside?

471
00:15:12,140 --> 00:15:13,340
Right?
What is my upside?

472
00:15:13,340 --> 00:15:14,800
So I don't.

473
00:15:15,580 --> 00:15:17,060
So I would take all that in

474
00:15:17,060 --> 00:15:17,240
internally.

475
00:15:17,240 --> 00:15:18,440
And that was something I did

476
00:15:18,440 --> 00:15:21,280
really, really well in my career
as well as set expectations with

477
00:15:21,280 --> 00:15:21,360
everybody.

478
00:15:21,360 --> 00:15:23,240
I've got set expectations with the

479
00:15:23,240 --> 00:15:23,400
lender.

480
00:15:23,400 --> 00:15:25,800
with the client, with the referral

481
00:15:25,960 --> 00:15:27,120
partner, with people in my
household, right?

482
00:15:27,120 --> 00:15:29,980
And a lot of you, I don't think
you're doing this.

483
00:15:29,980 --> 00:15:31,640
I don't think you're really good
at setting expectations and

484
00:15:31,640 --> 00:15:34,500
letting people know they have good
news, bad news.

485
00:15:34,500 --> 00:15:36,740
So if news comes in, it's not good
news.

486
00:15:36,740 --> 00:15:38,440
We need documents and we're a week
foreclosing.

487
00:15:38,580 --> 00:15:40,480
I need to go back to the client.

488
00:15:40,480 --> 00:15:41,720
The client thought we were broker

489
00:15:41,960 --> 00:15:44,920
complete and I thought we were
broke complete and the lender

490
00:15:44,920 --> 00:15:46,220
throws us a curve ball.

491
00:15:46,540 --> 00:15:47,560
What do you do?

492
00:15:47,700 --> 00:15:49,740
Well, I use the good news, bad
news.

493
00:15:49,820 --> 00:15:51,720
And I use this with my kids.

494
00:15:51,900 --> 00:15:53,540
I just went through this with my

495
00:15:53,540 --> 00:15:53,720
kids.

496
00:15:53,720 --> 00:15:58,480
I'm going to explain the story and

497
00:15:58,480 --> 00:16:02,360
then I'll tell you how I use it
with clients.

498
00:16:02,360 --> 00:16:03,460
It's the same thing now.

499
00:16:03,600 --> 00:16:04,560
My kids got picked to play

500
00:16:04,560 --> 00:16:06,380
represent Canada in a PSG soccer
North America Cup in Orlando,

501
00:16:06,380 --> 00:16:06,940
Florida.

502
00:16:06,940 --> 00:16:07,920
Both kids, two different teams,

503
00:16:07,920 --> 00:16:08,780
two age groups.

504
00:16:08,780 --> 00:16:10,280
So we're going.

505
00:16:10,280 --> 00:16:13,720
That's in like a couple of weeks.

506
00:16:13,720 --> 00:16:16,500
That's going to be freaking

507
00:16:16,500 --> 00:16:16,820
awesome.

508
00:16:16,820 --> 00:16:17,760
We're going to see Messi play with

509
00:16:17,760 --> 00:16:18,180
Inter Miami.

510
00:16:18,280 --> 00:16:19,400
We're going to go to Disney World.

511
00:16:19,400 --> 00:16:23,260
It's going to be like a big 11 day
trip we're turning into.

512
00:16:23,380 --> 00:16:23,540
It's awesome.

513
00:16:23,540 --> 00:16:25,200
And then there's like a five day.

514
00:16:25,300 --> 00:16:28,620
thing with here phenomenal great
so we let the kids know we got the

515
00:16:28,620 --> 00:16:31,460
email let the kids know blah blah
blah blah the day later we get the

516
00:16:31,460 --> 00:16:33,280
email going oh yeah one of your
kids isn't playing anymore because

517
00:16:33,440 --> 00:16:36,300
a couple players dropped out we
only want to go with a super

518
00:16:36,380 --> 00:16:39,660
competitive team we don't want to
slot in other people unless

519
00:16:39,660 --> 00:16:41,740
they're really good uh so sorry
we're not sending that team it's

520
00:16:41,740 --> 00:16:43,300
like oh punch to the gut this
podcast brought to you by

521
00:16:43,420 --> 00:16:47,720
americano punch to the gut So now
I have to go unwind that with one

522
00:16:47,720 --> 00:16:48,960
of the kids.

523
00:16:48,960 --> 00:16:52,860
And so I start the conversation.

524
00:16:53,180 --> 00:16:55,640
I have both with me in the car.

525
00:16:56,100 --> 00:16:57,760
Same thing I do with clients.

526
00:16:57,760 --> 00:16:59,860
Hey, guys, I have good news and I
have bad news.

527
00:17:00,060 --> 00:17:02,920
The good news is we're still going
on the trip, the 11 -day trip to

528
00:17:02,920 --> 00:17:03,600
Miami, Orlando.

529
00:17:03,840 --> 00:17:04,079
We're going.

530
00:17:04,079 --> 00:17:05,300
We're going to still watch Messi
play with InterMiami.

531
00:17:05,300 --> 00:17:07,500
We're still going to go to the
Disney World.

532
00:17:07,500 --> 00:17:07,619
World.

533
00:17:07,619 --> 00:17:09,190
I get them screwed up, Landon

534
00:17:09,190 --> 00:17:11,150
World, because not my jam, Disney
World.

535
00:17:11,150 --> 00:17:13,630
And one of you is still going to
play in the tournament.

536
00:17:13,630 --> 00:17:17,410
They've come back and canceled,
blah, blah, blah, but only one of

537
00:17:17,410 --> 00:17:19,150
you is going to play.

538
00:17:19,150 --> 00:17:22,089
So I'm going to tell you who it

539
00:17:22,089 --> 00:17:25,650
is, but I need you both to agree
without knowing which one it is

540
00:17:25,650 --> 00:17:28,089
that this is how I handled the
family thing, that that's okay

541
00:17:28,089 --> 00:17:29,010
with you.

542
00:17:29,010 --> 00:17:30,330
And you still want to go.

543
00:17:30,330 --> 00:17:37,110
And if either one of you says, no,
I don't want to go, then we just

544
00:17:37,110 --> 00:17:41,530
shut it all down for both of you.

545
00:17:41,530 --> 00:17:43,570
Or one of you just doesn't go and

546
00:17:43,830 --> 00:17:44,570
one parent goes.

547
00:17:44,570 --> 00:17:44,790
Anyways.

548
00:17:44,790 --> 00:17:46,770
And then we tell them, but it's
good news, bad news.

549
00:17:46,930 --> 00:17:48,090
So we still get all this.

550
00:17:48,310 --> 00:17:49,650
So a client needs the paperwork.

551
00:17:49,650 --> 00:17:51,310
So I go, hey, call the client up.

552
00:17:51,310 --> 00:17:53,170
I have good news.

553
00:17:53,170 --> 00:17:55,170
I have bad news.

554
00:17:55,170 --> 00:17:59,650
The good news is we still have the

555
00:17:59,810 --> 00:17:59,970
approval.

556
00:17:59,970 --> 00:18:01,490
We still have the awesome interest

557
00:18:01,490 --> 00:18:01,810
rate.

558
00:18:01,810 --> 00:18:04,050
The lender still is going to close

559
00:18:04,050 --> 00:18:07,290
on time next week.

560
00:18:07,630 --> 00:18:08,510
The funds are all there.

561
00:18:08,550 --> 00:18:09,390
No issue there.

562
00:18:09,390 --> 00:18:13,630
We're still humming along and I'm

563
00:18:13,630 --> 00:18:15,270
still going to help you through
the process.

564
00:18:15,270 --> 00:18:17,910
I'm still going to be there with
you after this closes.

565
00:18:17,970 --> 00:18:19,590
The bad news is this got caught in
the last second audit.

566
00:18:19,730 --> 00:18:22,170
Another set of eyes got put on the
file and they want to see this.

567
00:18:22,170 --> 00:18:23,870
Or they want to see that.

568
00:18:23,870 --> 00:18:25,530
Or I'll just donate.

569
00:18:25,530 --> 00:18:25,850
They miss this.

570
00:18:25,850 --> 00:18:27,710
Usually, I put it on the last

571
00:18:27,710 --> 00:18:28,030
second audit.

572
00:18:28,510 --> 00:18:29,290
And blah, blah, blah.

573
00:18:29,290 --> 00:18:31,170
And when I frame it that way, I
frame with all the good things,

574
00:18:31,170 --> 00:18:31,870
the good news, bad news.

575
00:18:31,870 --> 00:18:32,790
So I'm setting expectations there.

576
00:18:32,790 --> 00:18:34,890
I'm setting expectations on when
people are coming to me and

577
00:18:34,890 --> 00:18:37,810
they're going, hey, I got a COF of
five days.

578
00:18:37,810 --> 00:18:38,410
I'm like, cool.

579
00:18:38,410 --> 00:18:39,490
I'm just letting you know, we're

580
00:18:39,490 --> 00:18:40,650
not going to hear until the fifth
day.

581
00:18:40,650 --> 00:18:43,230
So you can reach out to me on day
one, can reach out to me on day

582
00:18:43,230 --> 00:18:45,270
one, two, and three, if you like.

583
00:18:45,270 --> 00:18:48,170
I'm not going to have an answer

584
00:18:48,170 --> 00:18:49,770
until the fifth day, fourth or
fifth day.

585
00:18:49,770 --> 00:18:51,570
But that's why we have five days,
right?

586
00:18:51,570 --> 00:18:56,210
It's kind of why you take pills
when a doctor gives you seven days

587
00:18:56,210 --> 00:18:56,690
of pills.

588
00:18:56,690 --> 00:18:57,570
You don't go, hey, I feel better

589
00:18:57,570 --> 00:18:57,670
now.

590
00:18:57,670 --> 00:18:58,550
The thing's gone.

591
00:18:58,550 --> 00:19:00,150
So I don't have to take these
other pills.

592
00:19:00,150 --> 00:19:02,850
Like, no, you have to take it all.

593
00:19:02,850 --> 00:19:04,670
Like, let's go to the whole thing.

594
00:19:04,670 --> 00:19:05,470
Like, that's the whole point of
it.

595
00:19:05,470 --> 00:19:06,130
Seven days of pills, antibiotics,
right?

596
00:19:06,130 --> 00:19:07,650
So same concept with COFs.

597
00:19:07,650 --> 00:19:08,850
Same thing with the referral

598
00:19:08,850 --> 00:19:08,950
partners.

599
00:19:08,950 --> 00:19:10,030
I'm always setting expectations.

600
00:19:11,390 --> 00:19:12,710
Hey, that client you sent me was
awesome.

601
00:19:12,710 --> 00:19:14,450
Thank you so much.

602
00:19:14,510 --> 00:19:15,090
Had a call with them.

603
00:19:15,090 --> 00:19:19,790
I'm not sure I would show them
more properties if I was you right

604
00:19:19,790 --> 00:19:19,930
now.

605
00:19:20,030 --> 00:19:21,210
I'm just letting you know that.

606
00:19:21,210 --> 00:19:23,970
I had a couple of questions for
them, simple ones.

607
00:19:23,970 --> 00:19:24,430
They couldn't answer them.

608
00:19:24,430 --> 00:19:25,430
I am asking them for paperwork.

609
00:19:25,430 --> 00:19:26,990
We'll see if they send that
paperwork.

610
00:19:27,270 --> 00:19:30,370
And if they don't, I don't know if
they're wasting your time or not.

611
00:19:30,370 --> 00:19:33,750
And so I'm just letting you know.

612
00:19:33,750 --> 00:19:34,450
That kind of stuff.

613
00:19:33,150 --> 00:19:33,970
Honey or whoever, whatever in your
household.

614
00:19:33,970 --> 00:19:35,430
The business isn't where I want to
be.

615
00:19:35,430 --> 00:19:37,680
I realize I need to focus a lot
more.

616
00:19:37,680 --> 00:19:40,460
I mean, working from home, it's
really hard to focus.

617
00:19:40,460 --> 00:19:41,640
I get pulled into things
naturally.

618
00:19:41,640 --> 00:19:44,060
I'm talking to the HVAC guy who
shows up.

619
00:19:44,060 --> 00:19:45,560
I'm getting the deliveries from
here.

620
00:19:45,560 --> 00:19:46,620
The dogs are barking.

621
00:19:46,620 --> 00:19:48,100
I'm getting pulled into kids

622
00:19:48,180 --> 00:19:51,680
things that when they get home
from school, I'm prepping dinner

623
00:19:51,680 --> 00:19:51,960
in the morning.

624
00:19:51,960 --> 00:19:53,200
I'm like, it's just like it can be

625
00:19:53,200 --> 00:19:56,700
you can lose focus working from
home way easier than if you're in

626
00:19:56,700 --> 00:19:56,840
an office.

627
00:19:56,840 --> 00:19:58,540
And I'm just letting you know to

628
00:19:58,720 --> 00:20:04,250
where we want the business to go,
where because we both agree we

629
00:20:04,250 --> 00:20:05,430
want to go here.

630
00:20:05,430 --> 00:20:09,150
I need to be on and I need so I

631
00:20:09,150 --> 00:20:10,750
need some help with the family
responsibilities.

632
00:20:10,750 --> 00:20:13,010
I've done this all the time in the
household.

633
00:20:13,010 --> 00:20:14,590
But I need the family to be on.

634
00:20:14,590 --> 00:20:15,890
I need to set the expectations.

635
00:20:15,890 --> 00:20:18,190
I will go do this and you do this.

636
00:20:18,310 --> 00:20:20,290
And then we get to where we want

637
00:20:20,290 --> 00:20:20,810
to go.

638
00:20:20,810 --> 00:20:23,130
But I need to frame it with like

639
00:20:23,130 --> 00:20:26,390
the goal is, hey, we want to earn
$300 ,000 a year from as a

640
00:20:26,390 --> 00:20:26,810
mortgage broker.

641
00:20:26,810 --> 00:20:27,630
And right now I'm at 100.

642
00:20:29,670 --> 00:20:33,590
And I've been doing this for eight
years.

643
00:20:33,750 --> 00:20:34,470
This isn't me.

644
00:20:34,470 --> 00:20:38,050
I'm just saying like in general, I

645
00:20:38,050 --> 00:20:40,410
want to get to that.

646
00:20:40,410 --> 00:20:41,490
And I think you agree.

647
00:20:41,490 --> 00:20:44,310
Like if I got that, that would
change our lives.

648
00:20:44,310 --> 00:20:48,330
Like maybe you could even stop
working or work less.

649
00:20:48,330 --> 00:20:51,310
And so, but to do that, I need
this.

650
00:20:51,660 --> 00:20:56,020
I can't be involved with this,
this, this, but on my end of the

651
00:20:56,020 --> 00:20:57,780
bargain is I will get us there.

652
00:20:57,780 --> 00:20:58,820
But that's setting the

653
00:20:58,820 --> 00:21:00,460
expectations, right?
Setting the expectations that,

654
00:21:00,620 --> 00:21:03,900
hey, money isn't coming in as much
as we thought it was.

655
00:21:03,900 --> 00:21:06,760
And so I had a rough couple of
months and it's like, okay.

656
00:21:07,120 --> 00:21:09,940
And then owning it, I had a rough
couple of months because I

657
00:21:09,940 --> 00:21:12,400
actually wasn't putting in all the
work I should have been putting

658
00:21:12,400 --> 00:21:12,780
in.

659
00:21:13,000 --> 00:21:14,760
Because it's never the market's

660
00:21:14,760 --> 00:21:15,320
fault.

661
00:21:15,320 --> 00:21:16,400
It's never the lender's fault.

662
00:21:16,400 --> 00:21:17,940
It's never the market's fault.

663
00:21:17,940 --> 00:21:20,000
It's like everything's on you.

664
00:21:20,000 --> 00:21:22,070
People are crushing mortgages
right now, like crushing them.

665
00:21:22,070 --> 00:21:24,850
I could give you so many stories
of agents having their best year

666
00:21:24,850 --> 00:21:25,230
right now.

667
00:21:25,230 --> 00:21:26,270
So what's the excuse?

668
00:21:26,270 --> 00:21:28,290
It's a you thing.

669
00:21:28,290 --> 00:21:28,910
It's not your brokerage.

670
00:21:28,910 --> 00:21:29,550
It's not your team.

671
00:21:29,710 --> 00:21:30,710
It's not the market, the interest

672
00:21:30,710 --> 00:21:32,990
rates, the real estate market, the
economy, the lenders.

673
00:21:32,990 --> 00:21:34,290
It's none of that.

674
00:21:34,290 --> 00:21:36,530
You have to figure this shit out,

675
00:21:36,670 --> 00:21:36,670
man.

676
00:21:36,670 --> 00:21:37,070
It's you.

677
00:21:37,070 --> 00:21:40,550
You can use those other things as
excuses, but oh my God, my kids

678
00:21:40,550 --> 00:21:43,650
come to me with that?
I'm like, who do you think you're

679
00:21:43,650 --> 00:21:45,270
talking to right now?
You're telling me that you're not

680
00:21:45,270 --> 00:21:46,970
where you want to be over here
because of this.

681
00:21:46,970 --> 00:21:47,890
And it's never your fault.

682
00:21:47,890 --> 00:21:49,030
It's always someone else's.

683
00:21:50,060 --> 00:21:52,340
Right?
We have these conversations in the

684
00:21:52,480 --> 00:21:52,560
house.

685
00:21:52,560 --> 00:21:54,660
And I have them with the kids.

686
00:21:54,660 --> 00:21:56,440
And I'm like, everything that
happens to you, majority, it's

687
00:21:56,440 --> 00:21:56,620
you.

688
00:21:56,620 --> 00:21:58,960
You control how you look at it,

689
00:21:58,960 --> 00:22:00,260
your perspective on it.

690
00:22:01,940 --> 00:22:04,840
What are we going to do now?

691
00:22:04,840 --> 00:22:08,700
Are we going to bitch about it?
Or are we going to go find a

692
00:22:08,700 --> 00:22:09,620
solution?
I want solutions.

693
00:22:09,620 --> 00:22:10,980
Give me solutions.

694
00:22:10,980 --> 00:22:12,720
Don't show up and bitch about

695
00:22:12,720 --> 00:22:12,900
stuff.

696
00:22:13,020 --> 00:22:14,040
Because you've just lost 10

697
00:22:14,040 --> 00:22:15,780
minutes of your life.

698
00:22:15,780 --> 00:22:16,940
You're in a different mental

699
00:22:16,940 --> 00:22:17,040
state.

700
00:22:17,040 --> 00:22:17,700
It bleeds into other areas.

701
00:22:17,700 --> 00:22:18,630
It's just like, stop.

702
00:22:18,630 --> 00:22:20,670
Go. On to the next.

703
00:22:20,670 --> 00:22:21,510
Yeah, that sucked.

704
00:22:21,510 --> 00:22:22,570
On to the next.

705
00:22:22,570 --> 00:22:26,010
I lost a deal.

706
00:22:26,010 --> 00:22:29,070
What did I learn from it?

707
00:22:29,070 --> 00:22:30,190
It's my fault.

708
00:22:30,570 --> 00:22:34,430
X, Y, and Z, the clients.

709
00:22:34,430 --> 00:22:40,190
No, the client fucked me over and
they left me and they went to RBC

710
00:22:40,190 --> 00:22:40,690
last second.

711
00:22:41,270 --> 00:22:42,130
Yeah, guess what?

712
00:22:42,130 --> 00:22:43,210
That's on you.

713
00:22:43,210 --> 00:22:46,230
And why is that on you?

714
00:22:47,650 --> 00:22:51,610
Because you didn't figure out
their biggest pain point and you

715
00:22:51,610 --> 00:22:55,070
didn't go solve the pain point.

716
00:22:55,070 --> 00:22:57,770
You just thought you being around,

717
00:22:57,770 --> 00:22:58,310
being nice.

718
00:22:58,310 --> 00:23:00,390
Hey, I got you.

719
00:23:00,390 --> 00:23:02,710
They're past clients.

720
00:23:02,710 --> 00:23:03,950
They'll work with me again.

721
00:23:03,950 --> 00:23:07,110
Like you took a lot of things for
granted there.

722
00:23:07,110 --> 00:23:09,630
And obviously there's other things
there, but it's always your fault.

723
00:23:09,630 --> 00:23:10,110
It is.

724
00:23:10,110 --> 00:23:13,190
Right or wrong, it is your fault.

725
00:23:13,190 --> 00:23:14,470
But most of the times it is.

726
00:23:14,470 --> 00:23:16,170
Sometimes people are just complete

727
00:23:16,170 --> 00:23:21,710
assholes and catch you off guard
in life and sure, get it.

728
00:23:21,710 --> 00:23:23,550
But majority of things you have
control, they're your fault.

729
00:23:23,550 --> 00:23:25,670
So back to setting expectations.

730
00:23:25,670 --> 00:23:28,570
To me, it's like the biggest thing

731
00:23:28,690 --> 00:23:32,470
you can do in your business
outside of like sales and

732
00:23:32,470 --> 00:23:32,970
marketing.

733
00:23:32,970 --> 00:23:35,310
It's like handling that and like

734
00:23:35,310 --> 00:23:36,210
with the lender as well.

735
00:23:36,210 --> 00:23:36,290
Right?

736
00:23:36,290 --> 00:23:38,890
Because sometimes you have files
in at two lenders.

737
00:23:38,890 --> 00:23:40,270
Yeah, I know you do.

738
00:23:40,830 --> 00:23:43,890
Some of you do.

739
00:23:43,890 --> 00:23:44,990
And that's fine.

740
00:23:44,990 --> 00:23:48,170
I'm the believer of, I do what's

741
00:23:48,170 --> 00:23:50,270
in the best interest for the
client.

742
00:23:50,270 --> 00:23:53,470
And the partners, the lenders are
my partners and I need them.

743
00:23:53,470 --> 00:23:57,670
Without them, I can't broker, but
they're number two.

744
00:23:57,670 --> 00:23:59,930
So my biggest relationship is with
the client because I tell them

745
00:23:59,930 --> 00:24:01,550
that and that's what I do.

746
00:24:01,550 --> 00:24:03,610
Number two is with the lender.

747
00:24:04,520 --> 00:24:06,180
So sometimes I need to play two
lenders.

748
00:24:06,280 --> 00:24:06,900
I have to.

749
00:24:06,900 --> 00:24:07,820
I'll set the expectations there.

750
00:24:07,820 --> 00:24:09,120
Right?
And I'll be up front and I'll,

751
00:24:09,120 --> 00:24:11,320
with some of my partners.

752
00:24:11,320 --> 00:24:13,680
The ones where I have the good

753
00:24:13,680 --> 00:24:14,440
relationships with.

754
00:24:14,440 --> 00:24:15,700
But I'm setting expectations

755
00:24:15,700 --> 00:24:16,480
everywhere around me.

756
00:24:16,480 --> 00:24:20,240
Hey, I can't get this today, but

757
00:24:20,240 --> 00:24:22,660
I'm going to get you tomorrow.

758
00:24:22,660 --> 00:24:24,200
A lead comes in.

759
00:24:24,320 --> 00:24:26,160
Hey, I saw your lead come in.

760
00:24:26,300 --> 00:24:27,680
And let's say you don't have a

761
00:24:27,680 --> 00:24:28,020
templated email.

762
00:24:28,020 --> 00:24:29,040
Hey, I just saw it.

763
00:24:29,040 --> 00:24:31,800
I'm running around with the kids
or whatever.

764
00:24:31,900 --> 00:24:34,710
I'll get to you first thing in the
morning.

765
00:24:34,710 --> 00:24:35,590
Hey, I noticed the documents came
in.

766
00:24:35,710 --> 00:24:38,730
Can't review them today, but we
will review them by noon tomorrow

767
00:24:38,730 --> 00:24:40,630
and get back to you.

768
00:24:40,630 --> 00:24:42,310
Like if someone sends you, you're

769
00:24:42,530 --> 00:24:47,110
all over them and then they
finally send in the T4s and then

770
00:24:47,390 --> 00:24:51,970
they don't, it just goes into like
no man's land and they don't hear

771
00:24:51,970 --> 00:24:52,410
back from you.

772
00:24:52,410 --> 00:24:54,250
Just acknowledge you got the T4s.

773
00:24:54,250 --> 00:24:58,210
Acknowledge you got the T1
generals and you're going to

774
00:24:58,210 --> 00:25:01,410
review them in the morning.

775
00:25:01,590 --> 00:25:02,610
Once again, do the obvious.

776
00:25:02,610 --> 00:25:05,260
Also setting expectations on when
they're going to hear back from

777
00:25:05,260 --> 00:25:05,380
you.

778
00:25:05,380 --> 00:25:08,200
So I have to start driving now

779
00:25:08,200 --> 00:25:09,680
because I have kids going in a...

780
00:25:09,680 --> 00:25:10,300
Three and three basketball

781
00:25:10,300 --> 00:25:12,780
tournament and they're waking up
shortly.

782
00:25:12,780 --> 00:25:15,940
So I have to go back and feed them
and get them to the tournament.

783
00:25:15,940 --> 00:25:19,740
So we will finish this podcast on
the drive home because guess what?

784
00:25:19,740 --> 00:25:20,440
Our studio has wheels.

785
00:25:20,440 --> 00:25:20,960
Best studio ever, right?

786
00:25:20,960 --> 00:25:22,640
What other podcasts?
Joe Rogan can't do this.

787
00:25:22,920 --> 00:25:24,000
Joe Rogan's stuck in a room,
right?

788
00:25:24,000 --> 00:25:25,020
He can't drive around.

789
00:25:25,020 --> 00:25:26,060
Pretty cool.

790
00:25:26,060 --> 00:25:29,320
Our studio just floats around.

791
00:25:29,500 --> 00:25:30,240
Sponsorship, Dodge should give me

792
00:25:30,240 --> 00:25:30,680
a sponsorship.

793
00:25:30,920 --> 00:25:31,740
They really should.

794
00:25:31,740 --> 00:25:32,800
Dodge Ram should.

795
00:25:32,800 --> 00:25:33,600
Maybe I'll approach them next.

796
00:25:33,600 --> 00:25:37,260
Still waiting on Starbucks to get
back to me.

797
00:25:37,260 --> 00:25:39,240
Sent in a couple of letters.

798
00:25:39,240 --> 00:25:40,400
We'll get something there.

799
00:25:40,400 --> 00:25:42,540
So expectations, it's a big thing
you need to have, right?

800
00:25:42,740 --> 00:25:45,240
And a lot of you just aren't good
at it or you're just not putting

801
00:25:45,240 --> 00:25:48,600
enough thought into it and you're
not putting it as a priority, but

802
00:25:48,600 --> 00:25:50,460
just turning when something comes
in in the moment, right?

803
00:25:50,460 --> 00:25:53,900
I need to like look around and be
extremely proactive.

804
00:25:55,480 --> 00:25:57,060
Who needs to know this
information?

805
00:25:57,060 --> 00:25:58,360
And why?
And I'm going to set their

806
00:25:58,360 --> 00:26:00,420
expectation because the worst
thing in the world is when the

807
00:26:00,580 --> 00:26:03,120
commission comes in for the month
and it's not always supposed to be

808
00:26:03,120 --> 00:26:04,100
in the family suffers.

809
00:26:04,200 --> 00:26:05,880
Or when you get down to day five

810
00:26:05,880 --> 00:26:10,220
of a COF, where it was always
going to be day five, even if you

811
00:26:10,220 --> 00:26:12,240
think you're going to hear
something back in day two.

812
00:26:12,240 --> 00:26:18,140
Tell them it's going to be day
four or five, but not to worry.

813
00:26:18,140 --> 00:26:19,220
This is normal.

814
00:26:19,220 --> 00:26:19,800
Lenders are extremely backed up.

815
00:26:19,800 --> 00:26:21,080
I've looked at your file.

816
00:26:21,080 --> 00:26:22,060
We pulled your credit.

817
00:26:22,060 --> 00:26:23,540
I've looked at your income.

818
00:26:23,540 --> 00:26:25,160
Covenant looks great.

819
00:26:25,160 --> 00:26:29,360
It's only the home that's in
question and they're going to get

820
00:26:29,360 --> 00:26:30,080
to it.

821
00:26:30,080 --> 00:26:31,520
We have the five days.

822
00:26:31,520 --> 00:26:33,000
I've told them the five days.

823
00:26:33,000 --> 00:26:34,340
They've agreed to take the file

824
00:26:34,340 --> 00:26:40,060
on, but we're not going to know
until day four or five.

825
00:26:40,060 --> 00:26:40,820
All right.

826
00:26:41,240 --> 00:26:43,740
And then it comes in day two.

827
00:26:43,740 --> 00:26:44,160
Oh, superstar.

828
00:26:44,620 --> 00:26:46,280
You look like a superstar.

829
00:26:46,280 --> 00:26:46,580
Yeah.

830
00:26:47,120 --> 00:26:49,400
Comes in day four or five.

831
00:26:49,400 --> 00:26:51,300
Cool as a cucumber.

832
00:26:51,300 --> 00:26:54,230
That's what he said.

833
00:26:54,230 --> 00:26:54,730
That's what's going on.

834
00:26:54,730 --> 00:26:56,230
They're still a little stressed

835
00:26:56,230 --> 00:26:58,190
out, but they're way less stressed
out.

836
00:26:58,190 --> 00:26:59,530
Just letting you know, we're
broker complete.

837
00:26:59,530 --> 00:27:01,870
But the lenders have last second
audits.

838
00:27:01,870 --> 00:27:02,950
lenders have last second audits.

839
00:27:02,950 --> 00:27:05,910
Not saying ours is going to get

840
00:27:05,910 --> 00:27:07,470
caught up, but I'm saying we are
broker complete.

841
00:27:07,470 --> 00:27:07,890
We've satisfied all the
conditions.

842
00:27:07,890 --> 00:27:08,590
We're good right now.

843
00:27:08,590 --> 00:27:09,190
We should be good.

844
00:27:09,190 --> 00:27:11,530
but they might come back and ask
for something.

845
00:27:11,530 --> 00:27:14,470
And that's just that we have to
roll with it.

846
00:27:14,470 --> 00:27:17,590
So I'm just letting you know,
whoa, have any of you done that?

847
00:27:17,590 --> 00:27:19,350
Seriously?
Like that was just normal practice

848
00:27:19,350 --> 00:27:19,910
over here.

849
00:27:19,910 --> 00:27:22,940
Like it's not broker complete, go

850
00:27:23,560 --> 00:27:24,000
celebrate.

851
00:27:24,000 --> 00:27:25,880
It is that, but it's also, hey,

852
00:27:25,880 --> 00:27:26,680
this could happen.

853
00:27:26,680 --> 00:27:27,920
And it's happened with previous

854
00:27:27,920 --> 00:27:28,060
clients.

855
00:27:28,060 --> 00:27:29,980
I'm just letting you know.

856
00:27:29,980 --> 00:27:30,260
Okay.

857
00:27:30,260 --> 00:27:31,540
So then when it happens, if it

858
00:27:31,540 --> 00:27:32,480
doesn't happen, Guess what?
Superstar!

859
00:27:32,740 --> 00:27:36,600
If it does happen, guess what?
Oh yeah, Ryan already said that.

860
00:27:36,740 --> 00:27:37,240
That's cool.

861
00:27:37,240 --> 00:27:38,220
Same thing with referral partners.

862
00:27:38,220 --> 00:27:39,740
I'm doing the exact same thing.

863
00:27:39,740 --> 00:27:40,240
I'm letting them know.

864
00:27:40,240 --> 00:27:41,060
Communication, communication,
communication, communication.

865
00:27:41,060 --> 00:27:43,190
But I'm being extremely proactive
on it, right?

866
00:27:43,190 --> 00:27:44,030
So that's it, kids.

867
00:27:44,030 --> 00:27:45,530
I always wanted to get into that,

868
00:27:45,530 --> 00:27:46,650
this podcast.

869
00:27:46,650 --> 00:27:48,470
I didn't want it to be this long.

870
00:27:48,470 --> 00:27:49,530
Sorry about that.

871
00:27:49,530 --> 00:27:51,070
I like keeping these around the 20

872
00:27:51,230 --> 00:27:51,870
-minute mark.

873
00:27:51,870 --> 00:27:52,930
That's it, kids.

874
00:27:52,930 --> 00:27:57,110
enjoy your week or weekend
whenever this thing comes out not

875
00:27:57,110 --> 00:28:00,090
sure when um good luck to my kids
in the three on three and yeah

876
00:28:00,090 --> 00:28:01,130
that's it peace out everyone