285: Shiny Objects Don't Build Business, Reps Do

1
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
00:05:21,470 --> 00:05:21,690
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.

180
00:05:26,430 --> 00:05:29,470
You could have understand how
you're going to do better

181
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.