Oct. 9, 2025
285: Shiny Objects Don't Build Business, Reps Do
In this episode, I introduce a framework for success: More, Better, New. Emphasizing the need for consistent content creation and relationship building over seeking shortcuts, this focuses on core activities and improving skills rather than getting distracted by new trends or tools.
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***
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***
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Welcome to the mortgage game.
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I truly, truly believe that
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building a mortgage business, a
successful one, is like playing a
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game.
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There's winners, there's losers,
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there's certain things you try.
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Some of us are playing checkers,
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while others are playing chess.
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I've had the ability to coach and
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mentor hundreds of mortgage
brokers.
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I myself built a very nice
business, so now I want to distill
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all that information, all the
things I've learned from that, and
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bring it directly to you in a
simple -to -understand way.
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I hope you enjoy.
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All right, welcome to the Mortgage
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Game Podcast.
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Whiteboard Wiley in the house from
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the Dodge Ram Studio down at the
beach.
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This is a, it's 3 .30 in the
afternoon.
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This is an afternoon podcast.
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Usually I've like, I've had like a
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10 hour day by now.
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And it's like, and I'm like a
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little blah, but I'm going away on
vacation tomorrow to Florida for
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11 days with the family for some
adventures.
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And so I've got like, I have to go
get some things.
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I have to build up the podcast and
I have to like, so we have it in
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the hoppers.
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That's what I'm doing.
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And so I'm like, well, no better
time than now to just go do
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anything.
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Don't be those people.
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Don't be the people where you're
like, I'll do it Monday.
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I'll do it tomorrow.
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I'll do it first thing in the
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morning.
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I'll do it January.
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I'll hit the.
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hit the ground running.
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I'm going to hit the ground
running when the kids are back in
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school.
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Okay.
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Anyways, we're not going to go
down that path.
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So we're going to chat about a
concept, a framework that I use
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over and over and over again in
training.
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And it's not mine.
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It's from one of my favorite guys
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to follow.
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His name's Alex Ramosi.
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Many of you probably know him.
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Maybe not know him, but know of
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him.
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He's a legend and he has a way of
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just simplifying things.
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And that's why I've always taken
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to what he talks about.
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because I feel like that is one of
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my superpowers.
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And then he just puts different
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spins on things.
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And there's some frameworks I use
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from his that I bring over and
there's a ton of crossover.
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And I'm going to explain the story
to you.
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And then we're going to talk about
a couple of random things today.
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OK, but this is a very important
one because all of you do this, me
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included.
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I do this.
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I'm still like I have to self
-correct myself all the freaking
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time on this.
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And because the world is out there
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to distract you.
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It's set there.
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Every platform you're on, they're
trillion dollar companies that are
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sitting there trying to get your
attention.
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Attention is the number one
commodity in the world.
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It's the most valuable.
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If you get people's attention, you
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win.
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And so a lot of people are really
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good at getting your attention and
you're not good at saying no. You
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are very good at giving them your
attention.
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And then guess what suffers?
Relationships, your business.
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other things because you've given
your attention to all these other
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things in the world.
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And so this framework I'm going to
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share with you, it is the more,
imagine a whiteboard where it says
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more, and then there's a line and
then it's separating the word and
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then it says better.
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And then it says a line and then
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it says new.
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Okay.
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More, better, new.
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That's the framework.
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And so I had this agent on the
team and she, you know.
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And she's a newer agent.
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We have this little incubator with
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some new agents on it.
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There's five or six in it and they
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have an underwriting mentor.
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And we don't deal with new agents,
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really.
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We said, hey, let's take on five
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or six that show a ton of promise
for these reasons.
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And let's put them here with a
mentor and let's slowly bring them
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up or bring them up into Team
Wiley.
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And so that's a little project
we're working on.
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And so there's an agent in there
and they know.
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We do our training.
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They know content or
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conversations.
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That's what your focus is.
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That's it.
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The simplest world.
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The reason your business is where
it's at today or not where you
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want to be is because not enough
people know what you do.
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Okay?
I'm going to be repeating a couple
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things I've said in the past here.
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Not enough people know what you
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do.
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And so it's like, well, Ryan, what
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do I do then?
What do I do?
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How do I get more people to know
me?
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Right?
Social media.
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Social freaking media.
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Number one.
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Right.
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Open starting conversations with
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people.
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So that's why I say content and
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conversations.
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That's how you get business.
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So this this mortgage agent knows
this and she's really good at
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creating content and doing opens.
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And she does all that.
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And so we did our meeting.
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We said, hey, we have a point
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scoring system.
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How many points did you get?
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50. OK, she should be at 100 for
the week.
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OK, got it.
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What did you do?
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Like what?
What have you been doing?
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Oh, I went and did this thing.
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I went and got scraped real estate
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agents websites off of somewhere,
got 245 emails and I cold emailed
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them introducing myself.
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I got one passive aggressive
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response from someone telling me
to lose their email.
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Another one just saying, hey,
thank you.
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And that was it and nothing else.
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So I'm like, well, yeah, you're
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cold emailing like a phone book.
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Like, yeah.
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And it needs like.
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eight months of follow -up and
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value adds and like it's just
you're reaching out to people who
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don't know you from a hole in the
ground especially realtors who are
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getting pummeled from every angle
and most of them don't have
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business anyways and so I'm like
so you jumped through the
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framework instead of just doing
more of something and then
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eventually just do getting better
at it and then going back and
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doing more and then and you just
go back and forth like a ping
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-pong match between more and
better.
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You never actually have to get to
new, but you just skipped
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everything.
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You skipped all the prospecting,
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you're doing all the non
-negotiables and you went to new
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because you did.
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did.
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And now how did that play out?
Not good.
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I'm like, yeah, that was four or
five hours of your life that you
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could have just spent doing more
opens, more social media that
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lives forever, maximum leverage.
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right?
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Build your brand online.
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People indoctrinates people while
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you sleep.
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You could have done more opens and
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then you could have got better at
it.
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You could have understand how
you're going to do better
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scripting and how you're going to
do better, more confident on
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camera and how you're going to,
are you going to use a
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teleprompter, no teleprompter?
How are you going to do the edits?
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Are you going to outsource it?
You're going to build your
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process.
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That's the better stage.
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And then when you get better at
it, you go back left.
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You don't go right to new, you go
left to more.
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And you just go back and forth
between more and better and more
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and better.
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And then more, more, more, more,
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more, better, more, more, more,
more, more, better.
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You never fricking get to new.
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And she went to new.
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A lot of you go to new.
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And you go to new because you feel
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like you have hope.
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You feel like it's a new thing.
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You feel like it's a little bit
exciting.
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You feel like you're only a couple
hours away from changing your
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business.
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Meanwhile, you've got these boring
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basic things over here.
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But I'm just telling you, just go
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do these.
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And you win.
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It's like banging my head against
the wall.
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Go make fucking content.
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Don't stop.
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Just when you think you're done,
make more.
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Oh, no, but I want to make more
and then get better at it.
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And then do opens and tell people
what you do for a living and
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start.
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Just do those.
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If you just do those over and over
as many times as you can, you have
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a business.
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but she went to new.
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And so she saw it and she realized
it and she's like, oh my God.
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She's like, yeah, I did.
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I got caught up in it and I went
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and I lost five hours of my life
that didn't work.
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And my business is no better off
if she would have directed that
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energy into a skillset.
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There's no skillset of scraping
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email addresses or signing up for
a software thinking it's going to
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change your business or learning,
going down AI rabbit holes to
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solve problems you don't have.
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Like AI is awesome.
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I freaking love AI.
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But a lot of you are out there
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running it thinking it's going to
change your business, but your
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business is built on
relationships.
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It'll optimize and make you more
efficient in things, but it's not
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going to do the heavy lifting for
you.
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You're looking for shortcuts and
you're trying to solve these
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problems you don't have.
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The problem you have is a lead
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problem.
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Everybody has a lead problem.
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98 % of brokers have a lead
problem, a consistent lead
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problem.
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Signing up for AI is not going to
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do it.
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And then people, I can already
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hear you chirping.
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but you can get these automatic
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callers reaching.
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Okay, cool, cool.
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Go down the rabbit hole, do it.
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When it's all awesome and awesome,
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I'll take a look at it.
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Great.
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But for the everyday broker, it's
like, just get out, make content,
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build your brand that no one can
take away from you.
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Build your brand on social media.
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Like your brand has to stand for
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00:07:33,060 --> 00:07:33,360
something.
258
00:07:33,360 --> 00:07:36,220
It has to be like, so go build
259
00:07:36,220 --> 00:07:36,560
that.
260
00:07:36,560 --> 00:07:37,600
Stop the madness of these other
261
00:07:37,840 --> 00:07:38,060
things.
262
00:07:38,060 --> 00:07:39,260
So imagine you're at a fishing
263
00:07:39,260 --> 00:07:43,810
pond and I go, hey, leads are, the
equivalent of catching a fish.
264
00:07:44,150 --> 00:07:47,850
And I go, hey, there's a pond over
there and it's stocked full of
265
00:07:47,850 --> 00:07:48,050
salmon.
266
00:07:48,150 --> 00:07:48,370
Stocked full.
267
00:07:48,370 --> 00:07:48,770
It's right there.
268
00:07:48,770 --> 00:07:50,110
Here's your fishing pole.
269
00:07:50,110 --> 00:07:50,570
Go there.
270
00:07:50,570 --> 00:07:51,030
Fish.
271
00:07:51,310 --> 00:07:54,670
And then when you get there to the
pond, and the pond is social
272
00:07:54,670 --> 00:07:58,630
media, and then you get to the
pond and you look around, you see
273
00:07:58,630 --> 00:07:59,610
a lot of other people fishing.
274
00:07:59,770 --> 00:08:00,330
And some people are just
275
00:08:00,410 --> 00:08:00,710
stockpiling fish.
276
00:08:00,710 --> 00:08:03,270
They're taking it out there, but
277
00:08:03,270 --> 00:08:03,810
there's unlimited fish.
278
00:08:03,950 --> 00:08:05,310
I've already told you, unlimited
279
00:08:05,310 --> 00:08:05,630
fish.
280
00:08:05,630 --> 00:08:07,190
unlimited leads in the social
281
00:08:07,930 --> 00:08:08,410
media.
282
00:08:08,410 --> 00:08:11,950
There's literally unlimited leads
283
00:08:11,950 --> 00:08:12,390
sitting there.
284
00:08:12,390 --> 00:08:14,150
And I tell you, go there and just
285
00:08:14,150 --> 00:08:14,310
fish.
286
00:08:14,310 --> 00:08:16,870
Get really good at tying the knot
287
00:08:18,270 --> 00:08:19,450
on the lure.
288
00:08:19,450 --> 00:08:22,190
Get really good at putting it out
289
00:08:22,190 --> 00:08:24,030
there and keep going.
290
00:08:24,030 --> 00:08:25,070
Keep putting more lures and more
291
00:08:25,070 --> 00:08:25,450
lures in.
292
00:08:25,450 --> 00:08:26,470
You'll eventually catch some fish.
293
00:08:26,610 --> 00:08:27,450
You'll eventually get some leads,
100%.
294
00:08:27,450 --> 00:08:29,250
Without a doubt, you'll eventually
get some leads.
295
00:08:29,250 --> 00:08:30,650
Go. And you see, look around.
296
00:08:30,650 --> 00:08:34,390
You see other people have 10, 20,
297
00:08:34,390 --> 00:08:35,309
40, 50 reels.
298
00:08:35,309 --> 00:08:36,190
And lures in the water.
299
00:08:36,190 --> 00:08:37,890
And they're like, oh my God.
300
00:08:38,289 --> 00:08:40,659
And they're pulling fish out.
301
00:08:40,659 --> 00:08:43,419
And they're throwing them in a
truck.
302
00:08:43,419 --> 00:08:45,120
And they're taking them somewhere
else.
303
00:08:45,120 --> 00:08:45,760
And they're selling them.
304
00:08:45,760 --> 00:08:48,080
And they're closing these leads.
305
00:08:48,080 --> 00:08:50,420
And they're just like, oh my God,
this is great.
306
00:08:50,420 --> 00:08:51,940
And so then what should you do?
Right there.
307
00:08:51,940 --> 00:08:53,340
In that moment, what should you
do?
308
00:08:53,340 --> 00:08:55,020
Based on the framework I just told
you.
309
00:08:55,020 --> 00:08:55,580
More, better, new.
310
00:08:55,580 --> 00:08:56,160
Go get more.
311
00:08:56,160 --> 00:08:57,600
Go get more fishing rods.
312
00:08:57,740 --> 00:08:58,560
Which means make more content.
313
00:08:58,680 --> 00:09:00,120
It's the equivalent, right?
You draw that parallel there.
314
00:09:00,120 --> 00:09:03,270
Or I have to connect the dots for
you there.
315
00:09:03,270 --> 00:09:04,590
Go get more fishing rods.
316
00:09:04,590 --> 00:09:04,870
Go do.
317
00:09:04,950 --> 00:09:05,770
what the other people are doing.
318
00:09:05,770 --> 00:09:06,770
The other people have 50 rods in
319
00:09:06,770 --> 00:09:08,330
and they're fishing with 50 and
catching fish, fish hand over
320
00:09:08,330 --> 00:09:08,610
fist.
321
00:09:08,610 --> 00:09:10,170
Like they're just doing more
322
00:09:10,170 --> 00:09:10,370
content.
323
00:09:10,490 --> 00:09:10,890
So go do that.
324
00:09:10,970 --> 00:09:15,010
But instead, you guys, you want to
go buy a different type of rod and
325
00:09:15,010 --> 00:09:17,710
you want to then go trucking down
the road, looking for a different
326
00:09:17,710 --> 00:09:18,390
pond to fish in.
327
00:09:18,830 --> 00:09:22,290
And you start, and it's just like,
328
00:09:22,290 --> 00:09:26,090
I'm like, why don't you have 50
lures in the water here?
329
00:09:26,090 --> 00:09:26,530
50 rods.
330
00:09:26,530 --> 00:09:26,650
Why?
331
00:09:26,650 --> 00:09:28,130
Why do you keep shifting gears and
going over here?
332
00:09:28,130 --> 00:09:28,590
I don't understand.
333
00:09:28,590 --> 00:09:29,970
Well, I do understand.
334
00:09:29,970 --> 00:09:33,160
But then when you hear somebody
talk about and explain it, it's
335
00:09:33,400 --> 00:09:36,980
either you think I'm full of shit,
you don't believe me, or you're
336
00:09:36,980 --> 00:09:38,760
just like have no discipline.
337
00:09:38,760 --> 00:09:38,920
Right?
338
00:09:38,920 --> 00:09:42,080
It's like, do you have discipline?
Like, stop going to a different
339
00:09:42,220 --> 00:09:42,280
pond.
340
00:09:42,280 --> 00:09:44,980
all the leads, all the fish are in
341
00:09:44,980 --> 00:09:47,600
the pond and you can see all the
other people creating amazing
342
00:09:47,600 --> 00:09:49,300
businesses at that pond.
343
00:09:49,720 --> 00:09:50,940
So now you just do more.
344
00:09:50,940 --> 00:09:52,540
So more is more rods.
345
00:09:52,600 --> 00:09:53,140
Go get more rods.
346
00:09:53,240 --> 00:09:53,840
Go buy more rods.
347
00:09:53,840 --> 00:09:56,260
I can see you leaving to go get
348
00:09:56,420 --> 00:09:57,080
more rods.
349
00:09:58,000 --> 00:09:59,440
And then guess what?
350
00:09:59,440 --> 00:10:00,680
You get the rods.
351
00:10:00,680 --> 00:10:04,080
Now you're going to go get better.
352
00:10:04,260 --> 00:10:08,140
You're going to go, which lures
work the best, right?
353
00:10:08,140 --> 00:10:09,880
It's equivalent of what are the
best hooks?
354
00:10:09,880 --> 00:10:13,620
What is my marketing avatar?
How do I record?
355
00:10:13,620 --> 00:10:17,000
Is it green screen talking head?
Is it who edits?
356
00:10:18,280 --> 00:10:19,880
How do they edit?
Is it unfiltered?
357
00:10:19,880 --> 00:10:25,240
Is it edited?
Is it like, and that's the better.
358
00:10:25,240 --> 00:10:27,480
And that's just you getting better
at fishing.
359
00:10:27,480 --> 00:10:31,760
But you always need the 50 rods in
the pond where it has unlimited
360
00:10:31,760 --> 00:10:32,600
fish.
361
00:10:32,600 --> 00:10:35,480
But you keep wanting to jump.
362
00:10:35,480 --> 00:10:38,800
And so like, seriously, you should
think about that in your own world
363
00:10:38,800 --> 00:10:39,160
right now.
364
00:10:39,160 --> 00:10:40,600
It's one of those things, like if
365
00:10:40,600 --> 00:10:41,180
you just went away.
366
00:10:41,300 --> 00:10:42,420
If you shut out, it's why I left
367
00:10:42,560 --> 00:10:43,200
all Facebook groups and unfollowed
it.
368
00:10:43,200 --> 00:10:46,120
Like I just got rid of all the
distractions in my life.
369
00:10:46,300 --> 00:10:49,080
And I'm just like, I'm so better
off for it.
370
00:10:49,320 --> 00:10:50,200
So better off.
371
00:10:50,200 --> 00:10:52,770
I could be laser freaking focused
372
00:10:52,970 --> 00:10:53,170
on stuff.
373
00:10:53,170 --> 00:10:55,330
And I can see the massive
374
00:10:55,330 --> 00:10:55,610
difference.
375
00:10:55,610 --> 00:10:56,730
And it's like, what happened?
376
00:10:57,010 --> 00:10:58,110
Just humor me.
377
00:10:58,310 --> 00:10:59,690
What happened if you just went
378
00:10:59,830 --> 00:11:02,730
into a cave, like your version of
it in your world, and you just
379
00:11:02,730 --> 00:11:06,710
peaced out over here for six
months to go build shit, go build
380
00:11:06,710 --> 00:11:07,990
your brand.
381
00:11:09,150 --> 00:11:10,210
Build your social media process,
382
00:11:10,210 --> 00:11:13,370
record the content, crush doing
opens, relentless talking to
383
00:11:13,370 --> 00:11:15,130
people, telling them what you do,
introducing yourself, starting
384
00:11:15,890 --> 00:11:19,250
conversations, making it so that
the end of every single day, X
385
00:11:19,660 --> 00:11:22,620
number of people know you versus
when you started the day, right?
386
00:11:22,620 --> 00:11:23,840
That's the problem.
387
00:11:23,940 --> 00:11:24,580
Not enough people know you.
388
00:11:24,580 --> 00:11:27,480
Not enough people know your name
or what you do is why you don't
389
00:11:27,480 --> 00:11:29,020
have your business where you want
it.
390
00:11:29,020 --> 00:11:33,360
So it's pretty crazy what can
happen if you were just... go off
391
00:11:33,360 --> 00:11:37,880
the grid for six months and go
into build mode and just stop
392
00:11:37,980 --> 00:11:38,580
consuming everyone's shit.
393
00:11:38,580 --> 00:11:40,660
You can build some pretty
394
00:11:40,660 --> 00:11:41,280
spectacular stuff.
395
00:11:41,280 --> 00:11:42,840
I always think of like the nine to
396
00:11:42,840 --> 00:11:43,140
five gig.
397
00:11:43,140 --> 00:11:45,100
And it's an interesting, when you
398
00:11:45,100 --> 00:11:48,700
think about it, nine to five, you
show up, you get paid.
399
00:11:48,700 --> 00:11:52,340
Boss says, hey, I need the report
by four.
400
00:11:52,340 --> 00:11:52,800
Done.
401
00:11:52,980 --> 00:11:54,860
Hey, I need this by then.
402
00:11:54,860 --> 00:11:54,960
Done.
403
00:11:54,960 --> 00:11:56,500
Hey, I need this.
404
00:11:56,700 --> 00:11:59,200
Hey, can you do this?
Can you come in early?
405
00:11:59,200 --> 00:12:02,040
Can you work late?
Can you do that?
406
00:12:02,040 --> 00:12:03,940
Done, done, done.
407
00:12:03,940 --> 00:12:04,400
Why?
408
00:12:04,400 --> 00:12:05,180
Because they're your boss.
409
00:12:05,520 --> 00:12:07,720
And you do it or you lose your
410
00:12:07,720 --> 00:12:07,940
job.
411
00:12:08,600 --> 00:12:09,620
You're like, cool.
412
00:12:09,620 --> 00:12:10,820
Now you're self -employed.
413
00:12:10,820 --> 00:12:11,460
You're an entrepreneur.
414
00:12:11,460 --> 00:12:13,640
And like, you're the boss and
you're telling yourself what to
415
00:12:13,640 --> 00:12:16,040
do, but you don't do it.
416
00:12:16,040 --> 00:12:17,940
It's just so when you put it, it's
417
00:12:17,940 --> 00:12:18,280
just backwards.
418
00:12:18,280 --> 00:12:19,720
It's kind of like, huh, I'll go
419
00:12:19,720 --> 00:12:21,760
listen to a fucking stranger.
420
00:12:21,760 --> 00:12:24,960
Tell me what to do.
421
00:12:24,960 --> 00:12:26,580
A grown ass adult.
422
00:12:26,760 --> 00:12:28,200
Tell me what to do because that's
423
00:12:28,200 --> 00:12:31,180
the hierarchy and that's the
structure and that's what I signed
424
00:12:31,180 --> 00:12:31,540
up for.
425
00:12:31,680 --> 00:12:33,040
But if I told myself what to do.
426
00:12:33,040 --> 00:12:37,260
In the interest of my own business
and my family, I'm not going to do
427
00:12:37,260 --> 00:12:37,440
it.
428
00:12:37,440 --> 00:12:39,360
It's like, whoa, that should smack
429
00:12:39,360 --> 00:12:40,080
you in the face.
430
00:12:40,080 --> 00:12:41,160
Like, oh my God, I'm not listening
431
00:12:41,400 --> 00:12:41,640
to myself.
432
00:12:41,640 --> 00:12:41,860
Seriously.
433
00:12:41,860 --> 00:12:45,140
I think of these different angles
of all this stuff all the time.
434
00:12:45,140 --> 00:12:47,800
And so bringing it back to the
more, better, new, this works in
435
00:12:47,880 --> 00:12:49,800
all the areas of your business.
436
00:12:49,800 --> 00:12:51,520
You only need the certain
437
00:12:51,520 --> 00:12:54,620
foundations of your business to be
up to a six or seven out of 10.
438
00:12:55,420 --> 00:12:55,980
you're good.
439
00:12:55,980 --> 00:12:57,020
You have an amazing business.
440
00:12:57,020 --> 00:12:59,000
So you have to identify what those
foundations are.
441
00:12:59,220 --> 00:13:01,340
I'm going to walk through what
those are.
442
00:13:02,440 --> 00:13:04,400
But it was interesting.
443
00:13:04,400 --> 00:13:07,700
I received a note from someone on
444
00:13:07,700 --> 00:13:10,700
the team and we write these drip
campaigns for people.
445
00:13:10,700 --> 00:13:12,020
And I write, ChatGPT does not
write them.
446
00:13:12,020 --> 00:13:14,580
I write them and then I tweak them
there.
447
00:13:14,580 --> 00:13:16,160
So don't be like, oh, they're
ChatGPT.
448
00:13:16,160 --> 00:13:17,560
No, no, I've written thousands of
emails.
449
00:13:17,680 --> 00:13:18,900
I'm very good at it.
450
00:13:18,900 --> 00:13:22,160
So I write these and we hook them
451
00:13:22,160 --> 00:13:26,660
up and we set them up and we have
an email marketing machine built
452
00:13:27,660 --> 00:13:28,800
for each of our agents.
453
00:13:28,800 --> 00:13:29,760
And none of them are videos.
454
00:13:29,760 --> 00:13:32,920
Some agents take it upon
themselves to go and record a
455
00:13:33,200 --> 00:13:36,020
video and just talking about our
script sometimes and they weave
456
00:13:36,020 --> 00:13:37,620
them in there.
457
00:13:37,620 --> 00:13:38,460
Good for them.
458
00:13:38,460 --> 00:13:41,380
So an agent approached me the
other day and she's like, hey, I
459
00:13:41,380 --> 00:13:47,280
want to do, I see one of our top
producers has a couple of videos
460
00:13:47,280 --> 00:13:47,800
in there.
461
00:13:47,800 --> 00:13:48,780
Should I do videos?
462
00:13:48,780 --> 00:13:49,240
And I go, great.
463
00:13:49,240 --> 00:13:51,160
Before I met you, your email
464
00:13:51,160 --> 00:13:53,560
marketing was probably a two out
of 10.
465
00:13:53,560 --> 00:13:56,120
Now, with this drip campaign, with
me writing all the emails and
466
00:13:56,240 --> 00:13:59,060
setting up and hooking up, it's
set it, forget it.
467
00:13:59,060 --> 00:13:59,600
It gets done.
468
00:13:59,600 --> 00:14:00,360
It gets you book calls.
469
00:14:00,560 --> 00:14:02,320
It's about a seven and a half out
of 10.
470
00:14:02,320 --> 00:14:06,900
You making videos on that, this is
a concept you all need to
471
00:14:06,900 --> 00:14:07,040
understand.
472
00:14:07,040 --> 00:14:08,020
You making videos in there on a
473
00:14:08,020 --> 00:14:11,960
couple of the video, is that going
to improve the book calls you get
474
00:14:11,960 --> 00:14:14,600
and the quality leads that come
in?
475
00:14:14,600 --> 00:14:15,120
Let's say it does.
476
00:14:15,480 --> 00:14:17,340
It's going to take you maybe to an
477
00:14:17,340 --> 00:14:19,700
eight or an eight and a half.
478
00:14:19,700 --> 00:14:21,820
So you go from a seven and a half
479
00:14:21,820 --> 00:14:24,220
to an eight or eight and a half.
480
00:14:24,220 --> 00:14:25,040
Meanwhile, you have these other
481
00:14:25,040 --> 00:14:26,000
foundational pieces over here.
482
00:14:26,000 --> 00:14:27,120
And prospecting is one of them,
483
00:14:27,120 --> 00:14:28,700
right?
Daily non -negotiables is one of
484
00:14:28,700 --> 00:14:28,820
them.
485
00:14:28,820 --> 00:14:29,580
And so is your daily non
486
00:14:29,580 --> 00:14:32,020
-negotiables up to a seven out of
10?
487
00:14:32,020 --> 00:14:34,260
No. Daily non -negotiables, it
might be at a three or four.
488
00:14:34,260 --> 00:14:36,630
I'm guessing, not sure, but I'm
guessing.
489
00:14:36,630 --> 00:14:40,010
So if that's the case, why would I
go take some from a seven and a
490
00:14:40,010 --> 00:14:42,450
half to an eight?
where I still have a three or a
491
00:14:42,570 --> 00:14:44,150
four or a 10 that I could get to a
seven.
492
00:14:45,290 --> 00:14:47,610
That's where I go.
493
00:14:47,610 --> 00:14:49,050
I go, let the seven, seven and a
494
00:14:49,050 --> 00:14:50,030
half stuff live.
495
00:14:50,030 --> 00:14:52,010
That stuff's amazing.
496
00:14:52,010 --> 00:14:55,750
That like you're, no matter what
it is, if you can get that
497
00:14:55,750 --> 00:14:57,490
foundational piece, right?
Your database mining.
498
00:14:57,490 --> 00:14:58,650
How often are you going through
the data?
499
00:14:59,260 --> 00:15:02,220
Are you going line by line, making
sure it's accurate, looking for
500
00:15:02,220 --> 00:15:03,720
opportunities, reaching out and
letting the people know you looked
501
00:15:03,720 --> 00:15:04,580
for an opportunity, but there was
none.
502
00:15:04,580 --> 00:15:05,280
Those are great emails to get.
503
00:15:05,280 --> 00:15:06,300
Hey, he's got my back.
504
00:15:06,400 --> 00:15:07,000
She's got my back.
505
00:15:07,000 --> 00:15:08,120
They're checking in.
506
00:15:08,120 --> 00:15:09,400
You find opportunities.
507
00:15:09,400 --> 00:15:10,760
You position different stories of
508
00:15:10,960 --> 00:15:12,220
them, right?
Depending on where interest rates
509
00:15:12,220 --> 00:15:14,140
are, where penalties are, where
maturity dates are.
510
00:15:14,140 --> 00:15:15,360
You're going with a sniper rifle.
511
00:15:15,360 --> 00:15:18,580
If that's not a 7 out of 10 where
512
00:15:18,580 --> 00:15:21,020
you're doing it at least once a
month, then you go do that.
513
00:15:22,140 --> 00:15:24,380
What's your follow -up game like?
How are you following up with
514
00:15:24,380 --> 00:15:25,420
everybody, right?
If you want to build automation
515
00:15:25,420 --> 00:15:28,940
into that or you want to do it
manually, that should be a 7 out
516
00:15:28,940 --> 00:15:29,220
of 10.
517
00:15:29,220 --> 00:15:31,380
If you get all these things, 7 out
518
00:15:31,380 --> 00:15:32,980
of 10 is your social media.
519
00:15:33,140 --> 00:15:33,720
Are you posting regularly?
520
00:15:33,720 --> 00:15:37,660
Are you posting minimum one reel a
day across three platforms?
521
00:15:37,660 --> 00:15:38,220
and doing three stories a day.
522
00:15:38,220 --> 00:15:40,440
Cause that's probably a six and a
523
00:15:40,440 --> 00:15:42,080
half or seven out of 10.
524
00:15:42,080 --> 00:15:43,780
If you can get that, Hey, get
525
00:15:43,780 --> 00:15:43,920
that.
526
00:15:43,920 --> 00:15:46,180
If not go there, don't go change
527
00:15:46,180 --> 00:15:47,960
the emails that are already
working.
528
00:15:47,960 --> 00:15:48,120
Right.
529
00:15:48,120 --> 00:15:49,640
You see where I'm going here, but
530
00:15:49,800 --> 00:15:50,180
that feels comfortable.
531
00:15:50,180 --> 00:15:52,400
And it feels like, Ooh, I like
532
00:15:52,520 --> 00:15:52,780
doing that.
533
00:15:52,780 --> 00:15:53,980
And I'll make a video and that's
534
00:15:54,100 --> 00:15:54,160
comfortable.
535
00:15:54,160 --> 00:15:56,740
And I feel like I'm doing stuff.
536
00:15:56,740 --> 00:16:00,880
So I use that as an example, but a
lot of you, you're dealing with
537
00:16:01,060 --> 00:16:02,680
these decisions every single day.
538
00:16:02,680 --> 00:16:04,440
And so it's like, what are the
539
00:16:04,440 --> 00:16:05,160
foundational pieces of your
business?
540
00:16:05,160 --> 00:16:05,920
You're branding your social media.
541
00:16:05,920 --> 00:16:06,920
Is your profile dialed in?
542
00:16:06,920 --> 00:16:08,440
Are you consistently putting stuff
out there?
543
00:16:08,700 --> 00:16:10,220
Are you opening the people
following you?
544
00:16:10,540 --> 00:16:12,140
Are you opening the people
watching your content?
545
00:16:12,420 --> 00:16:15,020
Are you staying in touch with them
because they're the warmest and
546
00:16:15,020 --> 00:16:16,460
fuzziest?
That all has to be a 7 out of 10
547
00:16:16,460 --> 00:16:17,440
before you go do the other thing.
548
00:16:17,440 --> 00:16:18,240
And then you'll eventually find
549
00:16:18,240 --> 00:16:21,900
out if you get these areas, your
email marketing 7 out of 10, your
550
00:16:21,900 --> 00:16:25,820
daily non -negotiable 7 out of 10,
your client journey.
551
00:16:25,820 --> 00:16:29,960
Mapping out who's doing what,
where, and when, 7 out of 10.
552
00:16:29,960 --> 00:16:32,680
Your content going out, social
media, 7 out of 10.
553
00:16:32,680 --> 00:16:34,260
Your database mining, 7 out of 10.
554
00:16:34,260 --> 00:16:35,480
Your objection handling and
555
00:16:35,480 --> 00:16:39,200
crushing a discovery call and
looking for opportunities and
556
00:16:39,280 --> 00:16:42,620
finding pain points so you know
how to actually avoid the rate
557
00:16:42,620 --> 00:16:45,060
conversation or get past the rate
conversation is 7 out of 10.
558
00:16:45,060 --> 00:16:47,880
If you're 7 out of 10 on all
those, you've got a $50 to $100
559
00:16:47,880 --> 00:16:48,160
million business.
560
00:16:48,160 --> 00:16:48,720
And you're good.
561
00:16:48,880 --> 00:16:51,220
And now you don't even have to go
and do these scraping email
562
00:16:51,220 --> 00:16:52,800
addresses and redoing your drip
campaign with videos.
563
00:16:52,800 --> 00:16:54,420
You don't have to do it.
564
00:16:54,870 --> 00:16:56,430
But now you can experiment.
565
00:16:56,630 --> 00:16:59,210
You go, hey, I'm going to go.
566
00:16:59,210 --> 00:17:00,930
But really what you should be
567
00:17:00,930 --> 00:17:03,290
doing is you should be going to
each of those foundational pieces
568
00:17:03,290 --> 00:17:04,109
and getting better.
569
00:17:04,310 --> 00:17:05,609
And now you get them to an eight
570
00:17:05,609 --> 00:17:08,750
and you slowly work your way
through them and get them all up
571
00:17:08,750 --> 00:17:09,170
to an eight.
572
00:17:09,170 --> 00:17:11,030
So that's how the games play.
573
00:17:11,030 --> 00:17:13,450
That is how the games play.
574
00:17:13,450 --> 00:17:15,930
Man, I don't have water in here.
575
00:17:15,930 --> 00:17:17,270
No coffee going to this.
576
00:17:17,270 --> 00:17:18,970
Podcast is sponsored by nobody and
577
00:17:18,970 --> 00:17:21,640
I don't have water and my mouth is
dry.
578
00:17:21,640 --> 00:17:23,819
And oh my God, I don't have
anything in here.
579
00:17:23,819 --> 00:17:27,400
Oh man, this is our production
team.
580
00:17:27,400 --> 00:17:28,280
I don't know.
581
00:17:28,280 --> 00:17:30,760
This is, it's on the budget, I
582
00:17:30,760 --> 00:17:30,880
guess.
583
00:17:30,880 --> 00:17:31,080
Okay.
584
00:17:31,400 --> 00:17:35,920
So that's, this is a shorter
podcast because I wanted to get
585
00:17:35,920 --> 00:17:37,080
that off my chest.
586
00:17:37,080 --> 00:17:39,140
It happened in the moment and it
587
00:17:39,140 --> 00:17:41,260
played out live in front of us
training.
588
00:17:41,260 --> 00:17:42,540
And she was like, oh my God.
589
00:17:42,540 --> 00:17:42,600
Yep.
590
00:17:42,720 --> 00:17:43,940
And you know who you are.
591
00:17:43,940 --> 00:17:45,380
You're like, yep, totally get it.
592
00:17:45,380 --> 00:17:46,060
Don't do it.
593
00:17:46,060 --> 00:17:48,980
Go back to content.
594
00:17:48,980 --> 00:17:50,170
Content, content, content,
content.
595
00:17:50,170 --> 00:17:50,690
Sing the song, everybody.
596
00:17:50,690 --> 00:17:54,010
Get my kids in here making a rap
597
00:17:54,010 --> 00:17:55,790
song for it.
598
00:17:55,790 --> 00:17:56,410
Content, content, content,
599
00:17:56,410 --> 00:17:56,730
content.
600
00:17:57,050 --> 00:17:57,590
Daddy likes content.
601
00:17:57,590 --> 00:17:58,250
Yeah, do the content.
602
00:17:58,250 --> 00:17:58,650
There you go.
603
00:17:58,650 --> 00:18:00,050
Okay, that's it, kids.
604
00:18:00,150 --> 00:18:01,190
This was a shorter one.
605
00:18:01,190 --> 00:18:02,070
Wham, bam, thank you, ma 'am.
606
00:18:02,070 --> 00:18:02,330
Enjoy your weekend.
607
00:18:02,330 --> 00:18:02,550
Peace out.
00:00:06,110 --> 00:00:07,550
Welcome to the mortgage game.
2
00:00:07,790 --> 00:00:09,890
I truly, truly believe that
3
00:00:09,890 --> 00:00:13,370
building a mortgage business, a
successful one, is like playing a
4
00:00:13,370 --> 00:00:13,530
game.
5
00:00:13,530 --> 00:00:15,050
There's winners, there's losers,
6
00:00:15,050 --> 00:00:16,430
there's certain things you try.
7
00:00:16,430 --> 00:00:18,130
Some of us are playing checkers,
8
00:00:18,130 --> 00:00:19,910
while others are playing chess.
9
00:00:19,910 --> 00:00:22,410
I've had the ability to coach and
10
00:00:22,410 --> 00:00:23,570
mentor hundreds of mortgage
brokers.
11
00:00:23,570 --> 00:00:27,930
I myself built a very nice
business, so now I want to distill
12
00:00:27,930 --> 00:00:30,770
all that information, all the
things I've learned from that, and
13
00:00:30,770 --> 00:00:33,190
bring it directly to you in a
simple -to -understand way.
14
00:00:33,190 --> 00:00:34,230
I hope you enjoy.
15
00:00:34,230 --> 00:00:38,530
All right, welcome to the Mortgage
16
00:00:38,530 --> 00:00:39,230
Game Podcast.
17
00:00:39,230 --> 00:00:41,590
Whiteboard Wiley in the house from
18
00:00:41,590 --> 00:00:45,290
the Dodge Ram Studio down at the
beach.
19
00:00:45,290 --> 00:00:47,450
This is a, it's 3 .30 in the
afternoon.
20
00:00:47,450 --> 00:00:48,930
This is an afternoon podcast.
21
00:00:48,930 --> 00:00:51,070
Usually I've like, I've had like a
22
00:00:51,650 --> 00:00:53,670
10 hour day by now.
23
00:00:53,670 --> 00:00:56,010
And it's like, and I'm like a
24
00:00:56,500 --> 00:00:59,940
little blah, but I'm going away on
vacation tomorrow to Florida for
25
00:00:59,940 --> 00:01:02,600
11 days with the family for some
adventures.
26
00:01:02,600 --> 00:01:06,360
And so I've got like, I have to go
get some things.
27
00:01:06,360 --> 00:01:09,240
I have to build up the podcast and
I have to like, so we have it in
28
00:01:09,240 --> 00:01:10,020
the hoppers.
29
00:01:10,020 --> 00:01:10,960
That's what I'm doing.
30
00:01:10,960 --> 00:01:12,880
And so I'm like, well, no better
time than now to just go do
31
00:01:12,880 --> 00:01:13,020
anything.
32
00:01:13,020 --> 00:01:14,280
Don't be those people.
33
00:01:14,280 --> 00:01:17,080
Don't be the people where you're
like, I'll do it Monday.
34
00:01:17,080 --> 00:01:18,080
I'll do it tomorrow.
35
00:01:18,080 --> 00:01:19,580
I'll do it first thing in the
36
00:01:19,580 --> 00:01:19,740
morning.
37
00:01:19,740 --> 00:01:21,060
I'll do it January.
38
00:01:21,060 --> 00:01:22,000
I'll hit the.
39
00:01:22,000 --> 00:01:22,640
hit the ground running.
40
00:01:22,640 --> 00:01:26,300
I'm going to hit the ground
running when the kids are back in
41
00:01:26,300 --> 00:01:26,760
school.
42
00:01:27,920 --> 00:01:28,280
Okay.
43
00:01:28,280 --> 00:01:29,320
Anyways, we're not going to go
down that path.
44
00:01:29,320 --> 00:01:31,580
So we're going to chat about a
concept, a framework that I use
45
00:01:31,580 --> 00:01:32,880
over and over and over again in
training.
46
00:01:32,880 --> 00:01:35,000
And it's not mine.
47
00:01:35,000 --> 00:01:37,440
It's from one of my favorite guys
48
00:01:37,440 --> 00:01:37,780
to follow.
49
00:01:37,780 --> 00:01:38,620
His name's Alex Ramosi.
50
00:01:38,640 --> 00:01:40,580
Many of you probably know him.
51
00:01:40,580 --> 00:01:41,940
Maybe not know him, but know of
52
00:01:42,120 --> 00:01:42,140
him.
53
00:01:42,140 --> 00:01:44,360
He's a legend and he has a way of
54
00:01:44,800 --> 00:01:45,440
just simplifying things.
55
00:01:45,440 --> 00:01:47,460
And that's why I've always taken
56
00:01:47,460 --> 00:01:49,620
to what he talks about.
57
00:01:49,620 --> 00:01:51,440
because I feel like that is one of
58
00:01:51,440 --> 00:01:51,660
my superpowers.
59
00:01:51,660 --> 00:01:53,780
And then he just puts different
60
00:01:53,780 --> 00:01:55,230
spins on things.
61
00:01:55,230 --> 00:01:56,090
And there's some frameworks I use
62
00:01:56,090 --> 00:01:59,370
from his that I bring over and
there's a ton of crossover.
63
00:01:59,530 --> 00:02:01,150
And I'm going to explain the story
to you.
64
00:02:01,150 --> 00:02:04,190
And then we're going to talk about
a couple of random things today.
65
00:02:04,190 --> 00:02:07,350
OK, but this is a very important
one because all of you do this, me
66
00:02:07,350 --> 00:02:07,450
included.
67
00:02:07,450 --> 00:02:07,950
I do this.
68
00:02:07,950 --> 00:02:10,750
I'm still like I have to self
-correct myself all the freaking
69
00:02:10,750 --> 00:02:11,350
time on this.
70
00:02:11,350 --> 00:02:12,970
And because the world is out there
71
00:02:13,090 --> 00:02:14,030
to distract you.
72
00:02:14,030 --> 00:02:14,270
It's set there.
73
00:02:14,270 --> 00:02:16,710
Every platform you're on, they're
trillion dollar companies that are
74
00:02:17,090 --> 00:02:18,570
sitting there trying to get your
attention.
75
00:02:18,570 --> 00:02:22,180
Attention is the number one
commodity in the world.
76
00:02:22,180 --> 00:02:23,740
It's the most valuable.
77
00:02:23,740 --> 00:02:25,820
If you get people's attention, you
78
00:02:25,820 --> 00:02:26,160
win.
79
00:02:26,160 --> 00:02:28,680
And so a lot of people are really
80
00:02:28,680 --> 00:02:33,840
good at getting your attention and
you're not good at saying no. You
81
00:02:33,840 --> 00:02:36,240
are very good at giving them your
attention.
82
00:02:36,240 --> 00:02:37,980
And then guess what suffers?
Relationships, your business.
83
00:02:37,980 --> 00:02:41,680
other things because you've given
your attention to all these other
84
00:02:41,680 --> 00:02:43,120
things in the world.
85
00:02:43,120 --> 00:02:45,060
And so this framework I'm going to
86
00:02:45,060 --> 00:02:50,450
share with you, it is the more,
imagine a whiteboard where it says
87
00:02:50,450 --> 00:02:53,610
more, and then there's a line and
then it's separating the word and
88
00:02:53,610 --> 00:02:54,390
then it says better.
89
00:02:54,390 --> 00:02:56,310
And then it says a line and then
90
00:02:56,490 --> 00:02:57,410
it says new.
91
00:02:57,410 --> 00:02:57,570
Okay.
92
00:02:57,570 --> 00:02:58,290
More, better, new.
93
00:02:58,450 --> 00:02:59,590
That's the framework.
94
00:02:59,590 --> 00:03:02,170
And so I had this agent on the
team and she, you know.
95
00:03:02,170 --> 00:03:03,990
And she's a newer agent.
96
00:03:03,990 --> 00:03:05,730
We have this little incubator with
97
00:03:05,730 --> 00:03:07,790
some new agents on it.
98
00:03:07,990 --> 00:03:09,930
There's five or six in it and they
99
00:03:09,930 --> 00:03:10,690
have an underwriting mentor.
100
00:03:10,690 --> 00:03:12,850
And we don't deal with new agents,
101
00:03:12,850 --> 00:03:13,090
really.
102
00:03:13,090 --> 00:03:14,630
We said, hey, let's take on five
103
00:03:14,630 --> 00:03:16,350
or six that show a ton of promise
for these reasons.
104
00:03:16,350 --> 00:03:20,290
And let's put them here with a
mentor and let's slowly bring them
105
00:03:20,290 --> 00:03:22,050
up or bring them up into Team
Wiley.
106
00:03:22,050 --> 00:03:23,650
And so that's a little project
we're working on.
107
00:03:23,650 --> 00:03:26,750
And so there's an agent in there
and they know.
108
00:03:26,750 --> 00:03:27,310
We do our training.
109
00:03:27,310 --> 00:03:28,590
They know content or
110
00:03:28,590 --> 00:03:28,810
conversations.
111
00:03:28,810 --> 00:03:29,730
That's what your focus is.
112
00:03:29,730 --> 00:03:30,170
That's it.
113
00:03:30,170 --> 00:03:31,510
The simplest world.
114
00:03:31,510 --> 00:03:34,090
The reason your business is where
it's at today or not where you
115
00:03:34,090 --> 00:03:37,030
want to be is because not enough
people know what you do.
116
00:03:37,030 --> 00:03:38,930
Okay?
I'm going to be repeating a couple
117
00:03:38,930 --> 00:03:40,470
things I've said in the past here.
118
00:03:40,690 --> 00:03:42,070
Not enough people know what you
119
00:03:42,070 --> 00:03:42,210
do.
120
00:03:42,210 --> 00:03:44,150
And so it's like, well, Ryan, what
121
00:03:44,150 --> 00:03:46,230
do I do then?
What do I do?
122
00:03:46,230 --> 00:03:49,030
How do I get more people to know
me?
123
00:03:49,030 --> 00:03:49,590
Right?
Social media.
124
00:03:49,590 --> 00:03:50,210
Social freaking media.
125
00:03:50,210 --> 00:03:50,590
Number one.
126
00:03:50,590 --> 00:03:50,690
Right.
127
00:03:50,690 --> 00:03:51,950
Open starting conversations with
128
00:03:51,950 --> 00:03:52,170
people.
129
00:03:52,170 --> 00:03:54,390
So that's why I say content and
130
00:03:54,390 --> 00:03:54,590
conversations.
131
00:03:54,590 --> 00:03:55,770
That's how you get business.
132
00:03:55,770 --> 00:03:58,770
So this this mortgage agent knows
this and she's really good at
133
00:03:58,770 --> 00:04:00,070
creating content and doing opens.
134
00:04:00,310 --> 00:04:02,950
And she does all that.
135
00:04:02,950 --> 00:04:06,980
And so we did our meeting.
136
00:04:06,980 --> 00:04:08,400
We said, hey, we have a point
137
00:04:08,400 --> 00:04:08,900
scoring system.
138
00:04:08,900 --> 00:04:10,360
How many points did you get?
139
00:04:10,360 --> 00:04:13,600
50. OK, she should be at 100 for
the week.
140
00:04:13,600 --> 00:04:14,640
OK, got it.
141
00:04:14,640 --> 00:04:16,300
What did you do?
142
00:04:16,300 --> 00:04:17,500
Like what?
What have you been doing?
143
00:04:17,500 --> 00:04:18,700
Oh, I went and did this thing.
144
00:04:18,860 --> 00:04:20,220
I went and got scraped real estate
145
00:04:20,220 --> 00:04:23,360
agents websites off of somewhere,
got 245 emails and I cold emailed
146
00:04:23,360 --> 00:04:23,720
them introducing myself.
147
00:04:23,720 --> 00:04:24,780
I got one passive aggressive
148
00:04:24,920 --> 00:04:27,080
response from someone telling me
to lose their email.
149
00:04:27,160 --> 00:04:28,360
Another one just saying, hey,
thank you.
150
00:04:28,400 --> 00:04:30,760
And that was it and nothing else.
151
00:04:30,760 --> 00:04:32,300
So I'm like, well, yeah, you're
152
00:04:32,300 --> 00:04:35,100
cold emailing like a phone book.
153
00:04:35,100 --> 00:04:36,240
Like, yeah.
154
00:04:36,240 --> 00:04:37,260
And it needs like.
155
00:04:37,260 --> 00:04:39,700
eight months of follow -up and
156
00:04:39,700 --> 00:04:43,040
value adds and like it's just
you're reaching out to people who
157
00:04:43,120 --> 00:04:45,600
don't know you from a hole in the
ground especially realtors who are
158
00:04:45,600 --> 00:04:47,600
getting pummeled from every angle
and most of them don't have
159
00:04:47,600 --> 00:04:50,300
business anyways and so I'm like
so you jumped through the
160
00:04:50,860 --> 00:04:53,820
framework instead of just doing
more of something and then
161
00:04:53,820 --> 00:04:55,700
eventually just do getting better
at it and then going back and
162
00:04:55,700 --> 00:04:58,580
doing more and then and you just
go back and forth like a ping
163
00:04:58,580 --> 00:05:00,140
-pong match between more and
better.
164
00:05:00,140 --> 00:05:03,320
You never actually have to get to
new, but you just skipped
165
00:05:03,320 --> 00:05:03,540
everything.
166
00:05:03,540 --> 00:05:05,180
You skipped all the prospecting,
167
00:05:05,180 --> 00:05:08,260
you're doing all the non
-negotiables and you went to new
168
00:05:08,260 --> 00:05:09,540
because you did.
169
00:05:09,540 --> 00:05:09,840
did.
170
00:05:09,840 --> 00:05:11,400
And now how did that play out?
Not good.
171
00:05:11,400 --> 00:05:14,020
I'm like, yeah, that was four or
five hours of your life that you
172
00:05:14,020 --> 00:05:17,850
could have just spent doing more
opens, more social media that
173
00:05:17,850 --> 00:05:18,490
lives forever, maximum leverage.
174
00:05:18,490 --> 00:05:18,610
right?
175
00:05:18,610 --> 00:05:20,110
Build your brand online.
176
00:05:20,110 --> 00:05:21,370
People indoctrinates people while
177
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you sleep.
178
00:05:21,690 --> 00:05:22,990
You could have done more opens and
179
00:05:22,990 --> 00:05:26,430
then you could have got better at
it.
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00:05:26,430 --> 00:05:29,470
You could have understand how
you're going to do better
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00:05:29,470 --> 00:05:31,130
scripting and how you're going to
do better, more confident on
182
00:05:31,130 --> 00:05:35,510
camera and how you're going to,
are you going to use a
183
00:05:35,510 --> 00:05:38,940
teleprompter, no teleprompter?
How are you going to do the edits?
184
00:05:38,940 --> 00:05:42,400
Are you going to outsource it?
You're going to build your
185
00:05:42,400 --> 00:05:42,480
process.
186
00:05:42,480 --> 00:05:43,520
That's the better stage.
187
00:05:43,520 --> 00:05:44,820
And then when you get better at
it, you go back left.
188
00:05:44,820 --> 00:05:46,600
You don't go right to new, you go
left to more.
189
00:05:46,600 --> 00:05:49,120
And you just go back and forth
between more and better and more
190
00:05:49,120 --> 00:05:49,260
and better.
191
00:05:49,380 --> 00:05:49,980
And then more, more, more, more,
192
00:05:49,980 --> 00:05:51,980
more, better, more, more, more,
more, more, better.
193
00:05:51,980 --> 00:05:52,860
You never fricking get to new.
194
00:05:52,860 --> 00:05:53,660
And she went to new.
195
00:05:53,660 --> 00:05:55,100
A lot of you go to new.
196
00:05:55,100 --> 00:05:56,180
And you go to new because you feel
197
00:05:56,180 --> 00:05:56,560
like you have hope.
198
00:05:56,560 --> 00:05:58,180
You feel like it's a new thing.
199
00:05:58,180 --> 00:05:59,860
You feel like it's a little bit
exciting.
200
00:05:59,860 --> 00:06:02,700
You feel like you're only a couple
hours away from changing your
201
00:06:02,700 --> 00:06:02,860
business.
202
00:06:02,860 --> 00:06:03,620
Meanwhile, you've got these boring
203
00:06:03,700 --> 00:06:04,280
basic things over here.
204
00:06:04,580 --> 00:06:05,880
But I'm just telling you, just go
205
00:06:05,980 --> 00:06:06,300
do these.
206
00:06:06,300 --> 00:06:07,040
And you win.
207
00:06:07,040 --> 00:06:08,790
It's like banging my head against
the wall.
208
00:06:08,790 --> 00:06:09,270
Go make fucking content.
209
00:06:09,270 --> 00:06:09,530
Don't stop.
210
00:06:09,690 --> 00:06:11,270
Just when you think you're done,
make more.
211
00:06:11,270 --> 00:06:14,330
Oh, no, but I want to make more
and then get better at it.
212
00:06:14,330 --> 00:06:16,790
And then do opens and tell people
what you do for a living and
213
00:06:16,790 --> 00:06:17,010
start.
214
00:06:17,010 --> 00:06:17,770
Just do those.
215
00:06:17,770 --> 00:06:22,550
If you just do those over and over
as many times as you can, you have
216
00:06:22,550 --> 00:06:22,910
a business.
217
00:06:23,030 --> 00:06:23,970
but she went to new.
218
00:06:23,970 --> 00:06:28,430
And so she saw it and she realized
it and she's like, oh my God.
219
00:06:29,390 --> 00:06:31,410
She's like, yeah, I did.
220
00:06:31,410 --> 00:06:34,030
I got caught up in it and I went
221
00:06:34,030 --> 00:06:36,250
and I lost five hours of my life
that didn't work.
222
00:06:36,480 --> 00:06:38,680
And my business is no better off
if she would have directed that
223
00:06:38,680 --> 00:06:39,440
energy into a skillset.
224
00:06:39,440 --> 00:06:40,400
There's no skillset of scraping
225
00:06:40,400 --> 00:06:42,440
email addresses or signing up for
a software thinking it's going to
226
00:06:42,660 --> 00:06:46,210
change your business or learning,
going down AI rabbit holes to
227
00:06:46,210 --> 00:06:46,990
solve problems you don't have.
228
00:06:46,990 --> 00:06:47,630
Like AI is awesome.
229
00:06:47,630 --> 00:06:48,210
I freaking love AI.
230
00:06:48,210 --> 00:06:49,630
But a lot of you are out there
231
00:06:49,630 --> 00:06:51,030
running it thinking it's going to
change your business, but your
232
00:06:51,030 --> 00:06:51,570
business is built on
relationships.
233
00:06:51,570 --> 00:06:54,670
It'll optimize and make you more
efficient in things, but it's not
234
00:06:54,670 --> 00:06:56,390
going to do the heavy lifting for
you.
235
00:06:56,390 --> 00:07:00,450
You're looking for shortcuts and
you're trying to solve these
236
00:07:00,450 --> 00:07:02,010
problems you don't have.
237
00:07:02,010 --> 00:07:03,290
The problem you have is a lead
238
00:07:03,290 --> 00:07:03,530
problem.
239
00:07:03,530 --> 00:07:05,290
Everybody has a lead problem.
240
00:07:05,290 --> 00:07:08,270
98 % of brokers have a lead
problem, a consistent lead
241
00:07:08,490 --> 00:07:08,850
problem.
242
00:07:08,850 --> 00:07:11,420
Signing up for AI is not going to
243
00:07:11,420 --> 00:07:11,600
do it.
244
00:07:11,600 --> 00:07:12,960
And then people, I can already
245
00:07:12,960 --> 00:07:13,720
hear you chirping.
246
00:07:13,720 --> 00:07:15,880
but you can get these automatic
247
00:07:15,880 --> 00:07:16,380
callers reaching.
248
00:07:16,380 --> 00:07:17,040
Okay, cool, cool.
249
00:07:17,040 --> 00:07:19,920
Go down the rabbit hole, do it.
250
00:07:19,920 --> 00:07:21,840
When it's all awesome and awesome,
251
00:07:21,840 --> 00:07:22,940
I'll take a look at it.
252
00:07:22,940 --> 00:07:23,280
Great.
253
00:07:23,280 --> 00:07:26,180
But for the everyday broker, it's
like, just get out, make content,
254
00:07:26,180 --> 00:07:28,420
build your brand that no one can
take away from you.
255
00:07:28,420 --> 00:07:30,700
Build your brand on social media.
256
00:07:30,700 --> 00:07:33,060
Like your brand has to stand for
257
00:07:33,060 --> 00:07:33,360
something.
258
00:07:33,360 --> 00:07:36,220
It has to be like, so go build
259
00:07:36,220 --> 00:07:36,560
that.
260
00:07:36,560 --> 00:07:37,600
Stop the madness of these other
261
00:07:37,840 --> 00:07:38,060
things.
262
00:07:38,060 --> 00:07:39,260
So imagine you're at a fishing
263
00:07:39,260 --> 00:07:43,810
pond and I go, hey, leads are, the
equivalent of catching a fish.
264
00:07:44,150 --> 00:07:47,850
And I go, hey, there's a pond over
there and it's stocked full of
265
00:07:47,850 --> 00:07:48,050
salmon.
266
00:07:48,150 --> 00:07:48,370
Stocked full.
267
00:07:48,370 --> 00:07:48,770
It's right there.
268
00:07:48,770 --> 00:07:50,110
Here's your fishing pole.
269
00:07:50,110 --> 00:07:50,570
Go there.
270
00:07:50,570 --> 00:07:51,030
Fish.
271
00:07:51,310 --> 00:07:54,670
And then when you get there to the
pond, and the pond is social
272
00:07:54,670 --> 00:07:58,630
media, and then you get to the
pond and you look around, you see
273
00:07:58,630 --> 00:07:59,610
a lot of other people fishing.
274
00:07:59,770 --> 00:08:00,330
And some people are just
275
00:08:00,410 --> 00:08:00,710
stockpiling fish.
276
00:08:00,710 --> 00:08:03,270
They're taking it out there, but
277
00:08:03,270 --> 00:08:03,810
there's unlimited fish.
278
00:08:03,950 --> 00:08:05,310
I've already told you, unlimited
279
00:08:05,310 --> 00:08:05,630
fish.
280
00:08:05,630 --> 00:08:07,190
unlimited leads in the social
281
00:08:07,930 --> 00:08:08,410
media.
282
00:08:08,410 --> 00:08:11,950
There's literally unlimited leads
283
00:08:11,950 --> 00:08:12,390
sitting there.
284
00:08:12,390 --> 00:08:14,150
And I tell you, go there and just
285
00:08:14,150 --> 00:08:14,310
fish.
286
00:08:14,310 --> 00:08:16,870
Get really good at tying the knot
287
00:08:18,270 --> 00:08:19,450
on the lure.
288
00:08:19,450 --> 00:08:22,190
Get really good at putting it out
289
00:08:22,190 --> 00:08:24,030
there and keep going.
290
00:08:24,030 --> 00:08:25,070
Keep putting more lures and more
291
00:08:25,070 --> 00:08:25,450
lures in.
292
00:08:25,450 --> 00:08:26,470
You'll eventually catch some fish.
293
00:08:26,610 --> 00:08:27,450
You'll eventually get some leads,
100%.
294
00:08:27,450 --> 00:08:29,250
Without a doubt, you'll eventually
get some leads.
295
00:08:29,250 --> 00:08:30,650
Go. And you see, look around.
296
00:08:30,650 --> 00:08:34,390
You see other people have 10, 20,
297
00:08:34,390 --> 00:08:35,309
40, 50 reels.
298
00:08:35,309 --> 00:08:36,190
And lures in the water.
299
00:08:36,190 --> 00:08:37,890
And they're like, oh my God.
300
00:08:38,289 --> 00:08:40,659
And they're pulling fish out.
301
00:08:40,659 --> 00:08:43,419
And they're throwing them in a
truck.
302
00:08:43,419 --> 00:08:45,120
And they're taking them somewhere
else.
303
00:08:45,120 --> 00:08:45,760
And they're selling them.
304
00:08:45,760 --> 00:08:48,080
And they're closing these leads.
305
00:08:48,080 --> 00:08:50,420
And they're just like, oh my God,
this is great.
306
00:08:50,420 --> 00:08:51,940
And so then what should you do?
Right there.
307
00:08:51,940 --> 00:08:53,340
In that moment, what should you
do?
308
00:08:53,340 --> 00:08:55,020
Based on the framework I just told
you.
309
00:08:55,020 --> 00:08:55,580
More, better, new.
310
00:08:55,580 --> 00:08:56,160
Go get more.
311
00:08:56,160 --> 00:08:57,600
Go get more fishing rods.
312
00:08:57,740 --> 00:08:58,560
Which means make more content.
313
00:08:58,680 --> 00:09:00,120
It's the equivalent, right?
You draw that parallel there.
314
00:09:00,120 --> 00:09:03,270
Or I have to connect the dots for
you there.
315
00:09:03,270 --> 00:09:04,590
Go get more fishing rods.
316
00:09:04,590 --> 00:09:04,870
Go do.
317
00:09:04,950 --> 00:09:05,770
what the other people are doing.
318
00:09:05,770 --> 00:09:06,770
The other people have 50 rods in
319
00:09:06,770 --> 00:09:08,330
and they're fishing with 50 and
catching fish, fish hand over
320
00:09:08,330 --> 00:09:08,610
fist.
321
00:09:08,610 --> 00:09:10,170
Like they're just doing more
322
00:09:10,170 --> 00:09:10,370
content.
323
00:09:10,490 --> 00:09:10,890
So go do that.
324
00:09:10,970 --> 00:09:15,010
But instead, you guys, you want to
go buy a different type of rod and
325
00:09:15,010 --> 00:09:17,710
you want to then go trucking down
the road, looking for a different
326
00:09:17,710 --> 00:09:18,390
pond to fish in.
327
00:09:18,830 --> 00:09:22,290
And you start, and it's just like,
328
00:09:22,290 --> 00:09:26,090
I'm like, why don't you have 50
lures in the water here?
329
00:09:26,090 --> 00:09:26,530
50 rods.
330
00:09:26,530 --> 00:09:26,650
Why?
331
00:09:26,650 --> 00:09:28,130
Why do you keep shifting gears and
going over here?
332
00:09:28,130 --> 00:09:28,590
I don't understand.
333
00:09:28,590 --> 00:09:29,970
Well, I do understand.
334
00:09:29,970 --> 00:09:33,160
But then when you hear somebody
talk about and explain it, it's
335
00:09:33,400 --> 00:09:36,980
either you think I'm full of shit,
you don't believe me, or you're
336
00:09:36,980 --> 00:09:38,760
just like have no discipline.
337
00:09:38,760 --> 00:09:38,920
Right?
338
00:09:38,920 --> 00:09:42,080
It's like, do you have discipline?
Like, stop going to a different
339
00:09:42,220 --> 00:09:42,280
pond.
340
00:09:42,280 --> 00:09:44,980
all the leads, all the fish are in
341
00:09:44,980 --> 00:09:47,600
the pond and you can see all the
other people creating amazing
342
00:09:47,600 --> 00:09:49,300
businesses at that pond.
343
00:09:49,720 --> 00:09:50,940
So now you just do more.
344
00:09:50,940 --> 00:09:52,540
So more is more rods.
345
00:09:52,600 --> 00:09:53,140
Go get more rods.
346
00:09:53,240 --> 00:09:53,840
Go buy more rods.
347
00:09:53,840 --> 00:09:56,260
I can see you leaving to go get
348
00:09:56,420 --> 00:09:57,080
more rods.
349
00:09:58,000 --> 00:09:59,440
And then guess what?
350
00:09:59,440 --> 00:10:00,680
You get the rods.
351
00:10:00,680 --> 00:10:04,080
Now you're going to go get better.
352
00:10:04,260 --> 00:10:08,140
You're going to go, which lures
work the best, right?
353
00:10:08,140 --> 00:10:09,880
It's equivalent of what are the
best hooks?
354
00:10:09,880 --> 00:10:13,620
What is my marketing avatar?
How do I record?
355
00:10:13,620 --> 00:10:17,000
Is it green screen talking head?
Is it who edits?
356
00:10:18,280 --> 00:10:19,880
How do they edit?
Is it unfiltered?
357
00:10:19,880 --> 00:10:25,240
Is it edited?
Is it like, and that's the better.
358
00:10:25,240 --> 00:10:27,480
And that's just you getting better
at fishing.
359
00:10:27,480 --> 00:10:31,760
But you always need the 50 rods in
the pond where it has unlimited
360
00:10:31,760 --> 00:10:32,600
fish.
361
00:10:32,600 --> 00:10:35,480
But you keep wanting to jump.
362
00:10:35,480 --> 00:10:38,800
And so like, seriously, you should
think about that in your own world
363
00:10:38,800 --> 00:10:39,160
right now.
364
00:10:39,160 --> 00:10:40,600
It's one of those things, like if
365
00:10:40,600 --> 00:10:41,180
you just went away.
366
00:10:41,300 --> 00:10:42,420
If you shut out, it's why I left
367
00:10:42,560 --> 00:10:43,200
all Facebook groups and unfollowed
it.
368
00:10:43,200 --> 00:10:46,120
Like I just got rid of all the
distractions in my life.
369
00:10:46,300 --> 00:10:49,080
And I'm just like, I'm so better
off for it.
370
00:10:49,320 --> 00:10:50,200
So better off.
371
00:10:50,200 --> 00:10:52,770
I could be laser freaking focused
372
00:10:52,970 --> 00:10:53,170
on stuff.
373
00:10:53,170 --> 00:10:55,330
And I can see the massive
374
00:10:55,330 --> 00:10:55,610
difference.
375
00:10:55,610 --> 00:10:56,730
And it's like, what happened?
376
00:10:57,010 --> 00:10:58,110
Just humor me.
377
00:10:58,310 --> 00:10:59,690
What happened if you just went
378
00:10:59,830 --> 00:11:02,730
into a cave, like your version of
it in your world, and you just
379
00:11:02,730 --> 00:11:06,710
peaced out over here for six
months to go build shit, go build
380
00:11:06,710 --> 00:11:07,990
your brand.
381
00:11:09,150 --> 00:11:10,210
Build your social media process,
382
00:11:10,210 --> 00:11:13,370
record the content, crush doing
opens, relentless talking to
383
00:11:13,370 --> 00:11:15,130
people, telling them what you do,
introducing yourself, starting
384
00:11:15,890 --> 00:11:19,250
conversations, making it so that
the end of every single day, X
385
00:11:19,660 --> 00:11:22,620
number of people know you versus
when you started the day, right?
386
00:11:22,620 --> 00:11:23,840
That's the problem.
387
00:11:23,940 --> 00:11:24,580
Not enough people know you.
388
00:11:24,580 --> 00:11:27,480
Not enough people know your name
or what you do is why you don't
389
00:11:27,480 --> 00:11:29,020
have your business where you want
it.
390
00:11:29,020 --> 00:11:33,360
So it's pretty crazy what can
happen if you were just... go off
391
00:11:33,360 --> 00:11:37,880
the grid for six months and go
into build mode and just stop
392
00:11:37,980 --> 00:11:38,580
consuming everyone's shit.
393
00:11:38,580 --> 00:11:40,660
You can build some pretty
394
00:11:40,660 --> 00:11:41,280
spectacular stuff.
395
00:11:41,280 --> 00:11:42,840
I always think of like the nine to
396
00:11:42,840 --> 00:11:43,140
five gig.
397
00:11:43,140 --> 00:11:45,100
And it's an interesting, when you
398
00:11:45,100 --> 00:11:48,700
think about it, nine to five, you
show up, you get paid.
399
00:11:48,700 --> 00:11:52,340
Boss says, hey, I need the report
by four.
400
00:11:52,340 --> 00:11:52,800
Done.
401
00:11:52,980 --> 00:11:54,860
Hey, I need this by then.
402
00:11:54,860 --> 00:11:54,960
Done.
403
00:11:54,960 --> 00:11:56,500
Hey, I need this.
404
00:11:56,700 --> 00:11:59,200
Hey, can you do this?
Can you come in early?
405
00:11:59,200 --> 00:12:02,040
Can you work late?
Can you do that?
406
00:12:02,040 --> 00:12:03,940
Done, done, done.
407
00:12:03,940 --> 00:12:04,400
Why?
408
00:12:04,400 --> 00:12:05,180
Because they're your boss.
409
00:12:05,520 --> 00:12:07,720
And you do it or you lose your
410
00:12:07,720 --> 00:12:07,940
job.
411
00:12:08,600 --> 00:12:09,620
You're like, cool.
412
00:12:09,620 --> 00:12:10,820
Now you're self -employed.
413
00:12:10,820 --> 00:12:11,460
You're an entrepreneur.
414
00:12:11,460 --> 00:12:13,640
And like, you're the boss and
you're telling yourself what to
415
00:12:13,640 --> 00:12:16,040
do, but you don't do it.
416
00:12:16,040 --> 00:12:17,940
It's just so when you put it, it's
417
00:12:17,940 --> 00:12:18,280
just backwards.
418
00:12:18,280 --> 00:12:19,720
It's kind of like, huh, I'll go
419
00:12:19,720 --> 00:12:21,760
listen to a fucking stranger.
420
00:12:21,760 --> 00:12:24,960
Tell me what to do.
421
00:12:24,960 --> 00:12:26,580
A grown ass adult.
422
00:12:26,760 --> 00:12:28,200
Tell me what to do because that's
423
00:12:28,200 --> 00:12:31,180
the hierarchy and that's the
structure and that's what I signed
424
00:12:31,180 --> 00:12:31,540
up for.
425
00:12:31,680 --> 00:12:33,040
But if I told myself what to do.
426
00:12:33,040 --> 00:12:37,260
In the interest of my own business
and my family, I'm not going to do
427
00:12:37,260 --> 00:12:37,440
it.
428
00:12:37,440 --> 00:12:39,360
It's like, whoa, that should smack
429
00:12:39,360 --> 00:12:40,080
you in the face.
430
00:12:40,080 --> 00:12:41,160
Like, oh my God, I'm not listening
431
00:12:41,400 --> 00:12:41,640
to myself.
432
00:12:41,640 --> 00:12:41,860
Seriously.
433
00:12:41,860 --> 00:12:45,140
I think of these different angles
of all this stuff all the time.
434
00:12:45,140 --> 00:12:47,800
And so bringing it back to the
more, better, new, this works in
435
00:12:47,880 --> 00:12:49,800
all the areas of your business.
436
00:12:49,800 --> 00:12:51,520
You only need the certain
437
00:12:51,520 --> 00:12:54,620
foundations of your business to be
up to a six or seven out of 10.
438
00:12:55,420 --> 00:12:55,980
you're good.
439
00:12:55,980 --> 00:12:57,020
You have an amazing business.
440
00:12:57,020 --> 00:12:59,000
So you have to identify what those
foundations are.
441
00:12:59,220 --> 00:13:01,340
I'm going to walk through what
those are.
442
00:13:02,440 --> 00:13:04,400
But it was interesting.
443
00:13:04,400 --> 00:13:07,700
I received a note from someone on
444
00:13:07,700 --> 00:13:10,700
the team and we write these drip
campaigns for people.
445
00:13:10,700 --> 00:13:12,020
And I write, ChatGPT does not
write them.
446
00:13:12,020 --> 00:13:14,580
I write them and then I tweak them
there.
447
00:13:14,580 --> 00:13:16,160
So don't be like, oh, they're
ChatGPT.
448
00:13:16,160 --> 00:13:17,560
No, no, I've written thousands of
emails.
449
00:13:17,680 --> 00:13:18,900
I'm very good at it.
450
00:13:18,900 --> 00:13:22,160
So I write these and we hook them
451
00:13:22,160 --> 00:13:26,660
up and we set them up and we have
an email marketing machine built
452
00:13:27,660 --> 00:13:28,800
for each of our agents.
453
00:13:28,800 --> 00:13:29,760
And none of them are videos.
454
00:13:29,760 --> 00:13:32,920
Some agents take it upon
themselves to go and record a
455
00:13:33,200 --> 00:13:36,020
video and just talking about our
script sometimes and they weave
456
00:13:36,020 --> 00:13:37,620
them in there.
457
00:13:37,620 --> 00:13:38,460
Good for them.
458
00:13:38,460 --> 00:13:41,380
So an agent approached me the
other day and she's like, hey, I
459
00:13:41,380 --> 00:13:47,280
want to do, I see one of our top
producers has a couple of videos
460
00:13:47,280 --> 00:13:47,800
in there.
461
00:13:47,800 --> 00:13:48,780
Should I do videos?
462
00:13:48,780 --> 00:13:49,240
And I go, great.
463
00:13:49,240 --> 00:13:51,160
Before I met you, your email
464
00:13:51,160 --> 00:13:53,560
marketing was probably a two out
of 10.
465
00:13:53,560 --> 00:13:56,120
Now, with this drip campaign, with
me writing all the emails and
466
00:13:56,240 --> 00:13:59,060
setting up and hooking up, it's
set it, forget it.
467
00:13:59,060 --> 00:13:59,600
It gets done.
468
00:13:59,600 --> 00:14:00,360
It gets you book calls.
469
00:14:00,560 --> 00:14:02,320
It's about a seven and a half out
of 10.
470
00:14:02,320 --> 00:14:06,900
You making videos on that, this is
a concept you all need to
471
00:14:06,900 --> 00:14:07,040
understand.
472
00:14:07,040 --> 00:14:08,020
You making videos in there on a
473
00:14:08,020 --> 00:14:11,960
couple of the video, is that going
to improve the book calls you get
474
00:14:11,960 --> 00:14:14,600
and the quality leads that come
in?
475
00:14:14,600 --> 00:14:15,120
Let's say it does.
476
00:14:15,480 --> 00:14:17,340
It's going to take you maybe to an
477
00:14:17,340 --> 00:14:19,700
eight or an eight and a half.
478
00:14:19,700 --> 00:14:21,820
So you go from a seven and a half
479
00:14:21,820 --> 00:14:24,220
to an eight or eight and a half.
480
00:14:24,220 --> 00:14:25,040
Meanwhile, you have these other
481
00:14:25,040 --> 00:14:26,000
foundational pieces over here.
482
00:14:26,000 --> 00:14:27,120
And prospecting is one of them,
483
00:14:27,120 --> 00:14:28,700
right?
Daily non -negotiables is one of
484
00:14:28,700 --> 00:14:28,820
them.
485
00:14:28,820 --> 00:14:29,580
And so is your daily non
486
00:14:29,580 --> 00:14:32,020
-negotiables up to a seven out of
10?
487
00:14:32,020 --> 00:14:34,260
No. Daily non -negotiables, it
might be at a three or four.
488
00:14:34,260 --> 00:14:36,630
I'm guessing, not sure, but I'm
guessing.
489
00:14:36,630 --> 00:14:40,010
So if that's the case, why would I
go take some from a seven and a
490
00:14:40,010 --> 00:14:42,450
half to an eight?
where I still have a three or a
491
00:14:42,570 --> 00:14:44,150
four or a 10 that I could get to a
seven.
492
00:14:45,290 --> 00:14:47,610
That's where I go.
493
00:14:47,610 --> 00:14:49,050
I go, let the seven, seven and a
494
00:14:49,050 --> 00:14:50,030
half stuff live.
495
00:14:50,030 --> 00:14:52,010
That stuff's amazing.
496
00:14:52,010 --> 00:14:55,750
That like you're, no matter what
it is, if you can get that
497
00:14:55,750 --> 00:14:57,490
foundational piece, right?
Your database mining.
498
00:14:57,490 --> 00:14:58,650
How often are you going through
the data?
499
00:14:59,260 --> 00:15:02,220
Are you going line by line, making
sure it's accurate, looking for
500
00:15:02,220 --> 00:15:03,720
opportunities, reaching out and
letting the people know you looked
501
00:15:03,720 --> 00:15:04,580
for an opportunity, but there was
none.
502
00:15:04,580 --> 00:15:05,280
Those are great emails to get.
503
00:15:05,280 --> 00:15:06,300
Hey, he's got my back.
504
00:15:06,400 --> 00:15:07,000
She's got my back.
505
00:15:07,000 --> 00:15:08,120
They're checking in.
506
00:15:08,120 --> 00:15:09,400
You find opportunities.
507
00:15:09,400 --> 00:15:10,760
You position different stories of
508
00:15:10,960 --> 00:15:12,220
them, right?
Depending on where interest rates
509
00:15:12,220 --> 00:15:14,140
are, where penalties are, where
maturity dates are.
510
00:15:14,140 --> 00:15:15,360
You're going with a sniper rifle.
511
00:15:15,360 --> 00:15:18,580
If that's not a 7 out of 10 where
512
00:15:18,580 --> 00:15:21,020
you're doing it at least once a
month, then you go do that.
513
00:15:22,140 --> 00:15:24,380
What's your follow -up game like?
How are you following up with
514
00:15:24,380 --> 00:15:25,420
everybody, right?
If you want to build automation
515
00:15:25,420 --> 00:15:28,940
into that or you want to do it
manually, that should be a 7 out
516
00:15:28,940 --> 00:15:29,220
of 10.
517
00:15:29,220 --> 00:15:31,380
If you get all these things, 7 out
518
00:15:31,380 --> 00:15:32,980
of 10 is your social media.
519
00:15:33,140 --> 00:15:33,720
Are you posting regularly?
520
00:15:33,720 --> 00:15:37,660
Are you posting minimum one reel a
day across three platforms?
521
00:15:37,660 --> 00:15:38,220
and doing three stories a day.
522
00:15:38,220 --> 00:15:40,440
Cause that's probably a six and a
523
00:15:40,440 --> 00:15:42,080
half or seven out of 10.
524
00:15:42,080 --> 00:15:43,780
If you can get that, Hey, get
525
00:15:43,780 --> 00:15:43,920
that.
526
00:15:43,920 --> 00:15:46,180
If not go there, don't go change
527
00:15:46,180 --> 00:15:47,960
the emails that are already
working.
528
00:15:47,960 --> 00:15:48,120
Right.
529
00:15:48,120 --> 00:15:49,640
You see where I'm going here, but
530
00:15:49,800 --> 00:15:50,180
that feels comfortable.
531
00:15:50,180 --> 00:15:52,400
And it feels like, Ooh, I like
532
00:15:52,520 --> 00:15:52,780
doing that.
533
00:15:52,780 --> 00:15:53,980
And I'll make a video and that's
534
00:15:54,100 --> 00:15:54,160
comfortable.
535
00:15:54,160 --> 00:15:56,740
And I feel like I'm doing stuff.
536
00:15:56,740 --> 00:16:00,880
So I use that as an example, but a
lot of you, you're dealing with
537
00:16:01,060 --> 00:16:02,680
these decisions every single day.
538
00:16:02,680 --> 00:16:04,440
And so it's like, what are the
539
00:16:04,440 --> 00:16:05,160
foundational pieces of your
business?
540
00:16:05,160 --> 00:16:05,920
You're branding your social media.
541
00:16:05,920 --> 00:16:06,920
Is your profile dialed in?
542
00:16:06,920 --> 00:16:08,440
Are you consistently putting stuff
out there?
543
00:16:08,700 --> 00:16:10,220
Are you opening the people
following you?
544
00:16:10,540 --> 00:16:12,140
Are you opening the people
watching your content?
545
00:16:12,420 --> 00:16:15,020
Are you staying in touch with them
because they're the warmest and
546
00:16:15,020 --> 00:16:16,460
fuzziest?
That all has to be a 7 out of 10
547
00:16:16,460 --> 00:16:17,440
before you go do the other thing.
548
00:16:17,440 --> 00:16:18,240
And then you'll eventually find
549
00:16:18,240 --> 00:16:21,900
out if you get these areas, your
email marketing 7 out of 10, your
550
00:16:21,900 --> 00:16:25,820
daily non -negotiable 7 out of 10,
your client journey.
551
00:16:25,820 --> 00:16:29,960
Mapping out who's doing what,
where, and when, 7 out of 10.
552
00:16:29,960 --> 00:16:32,680
Your content going out, social
media, 7 out of 10.
553
00:16:32,680 --> 00:16:34,260
Your database mining, 7 out of 10.
554
00:16:34,260 --> 00:16:35,480
Your objection handling and
555
00:16:35,480 --> 00:16:39,200
crushing a discovery call and
looking for opportunities and
556
00:16:39,280 --> 00:16:42,620
finding pain points so you know
how to actually avoid the rate
557
00:16:42,620 --> 00:16:45,060
conversation or get past the rate
conversation is 7 out of 10.
558
00:16:45,060 --> 00:16:47,880
If you're 7 out of 10 on all
those, you've got a $50 to $100
559
00:16:47,880 --> 00:16:48,160
million business.
560
00:16:48,160 --> 00:16:48,720
And you're good.
561
00:16:48,880 --> 00:16:51,220
And now you don't even have to go
and do these scraping email
562
00:16:51,220 --> 00:16:52,800
addresses and redoing your drip
campaign with videos.
563
00:16:52,800 --> 00:16:54,420
You don't have to do it.
564
00:16:54,870 --> 00:16:56,430
But now you can experiment.
565
00:16:56,630 --> 00:16:59,210
You go, hey, I'm going to go.
566
00:16:59,210 --> 00:17:00,930
But really what you should be
567
00:17:00,930 --> 00:17:03,290
doing is you should be going to
each of those foundational pieces
568
00:17:03,290 --> 00:17:04,109
and getting better.
569
00:17:04,310 --> 00:17:05,609
And now you get them to an eight
570
00:17:05,609 --> 00:17:08,750
and you slowly work your way
through them and get them all up
571
00:17:08,750 --> 00:17:09,170
to an eight.
572
00:17:09,170 --> 00:17:11,030
So that's how the games play.
573
00:17:11,030 --> 00:17:13,450
That is how the games play.
574
00:17:13,450 --> 00:17:15,930
Man, I don't have water in here.
575
00:17:15,930 --> 00:17:17,270
No coffee going to this.
576
00:17:17,270 --> 00:17:18,970
Podcast is sponsored by nobody and
577
00:17:18,970 --> 00:17:21,640
I don't have water and my mouth is
dry.
578
00:17:21,640 --> 00:17:23,819
And oh my God, I don't have
anything in here.
579
00:17:23,819 --> 00:17:27,400
Oh man, this is our production
team.
580
00:17:27,400 --> 00:17:28,280
I don't know.
581
00:17:28,280 --> 00:17:30,760
This is, it's on the budget, I
582
00:17:30,760 --> 00:17:30,880
guess.
583
00:17:30,880 --> 00:17:31,080
Okay.
584
00:17:31,400 --> 00:17:35,920
So that's, this is a shorter
podcast because I wanted to get
585
00:17:35,920 --> 00:17:37,080
that off my chest.
586
00:17:37,080 --> 00:17:39,140
It happened in the moment and it
587
00:17:39,140 --> 00:17:41,260
played out live in front of us
training.
588
00:17:41,260 --> 00:17:42,540
And she was like, oh my God.
589
00:17:42,540 --> 00:17:42,600
Yep.
590
00:17:42,720 --> 00:17:43,940
And you know who you are.
591
00:17:43,940 --> 00:17:45,380
You're like, yep, totally get it.
592
00:17:45,380 --> 00:17:46,060
Don't do it.
593
00:17:46,060 --> 00:17:48,980
Go back to content.
594
00:17:48,980 --> 00:17:50,170
Content, content, content,
content.
595
00:17:50,170 --> 00:17:50,690
Sing the song, everybody.
596
00:17:50,690 --> 00:17:54,010
Get my kids in here making a rap
597
00:17:54,010 --> 00:17:55,790
song for it.
598
00:17:55,790 --> 00:17:56,410
Content, content, content,
599
00:17:56,410 --> 00:17:56,730
content.
600
00:17:57,050 --> 00:17:57,590
Daddy likes content.
601
00:17:57,590 --> 00:17:58,250
Yeah, do the content.
602
00:17:58,250 --> 00:17:58,650
There you go.
603
00:17:58,650 --> 00:18:00,050
Okay, that's it, kids.
604
00:18:00,150 --> 00:18:01,190
This was a shorter one.
605
00:18:01,190 --> 00:18:02,070
Wham, bam, thank you, ma 'am.
606
00:18:02,070 --> 00:18:02,330
Enjoy your weekend.
607
00:18:02,330 --> 00:18:02,550
Peace out.