286: Forget the Vision Board, Build Systems That Actually Make You Money

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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.

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So now I want to distill all that
information, all the things I've

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learned from that and bring it
directly to you in a simple to

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understand way.

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I hope you enjoy.

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All right, welcome to the Mortgage
Game Podcast.

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Whiteboard Wiley coming to you
live from the Dodge Ram studio.

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Let's get into it.

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Before we do, I know a bunch of

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you have been reaching out to me.

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Thank you so much.

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When's the next podcast, Ryan?
It's been a month.

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Yeah, it has been a month.

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My bad.

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I have a ton of stuff to talk
about, which I'm going to crush

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out some podcasts here.

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I've been out doing things.

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I've been building things.

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I've been traveling.

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And so, and it also, I'm not like
where I'm just going to put

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content out to put content out.

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If I not feeling it, if I just

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don't have the, I don't want, I
want to like give you everything

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on this.

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If I don't feel like there's going

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to be value for you, I just don't
want to put it out there.

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So it's like every Thursday, the
podcast comes out.

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Like, that's just not my energy.

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I'm going to do it when it feels

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right and it's authentic and
whatnot.

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And so I've been building things.

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I've been like.

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I like to go away and go build
things.

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And I've been doing that.

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So I did MPC in Ottawa, which was

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absolutely awesome.

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We stopped in Toronto first and

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did a team Wiley social.

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We had maybe, I don't know, 30

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agents out, 25, 30, something like
that.

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I don't know.

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But I hadn't met a lot of these

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people.

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So I'm just, I'm going to share

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this personal stuff with you
upfront just because, because it's

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my podcast.

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That's why.

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And then I'll get into what the
podcast is actually about and I'll

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give you some value, but it was so
awesome seeing.

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the team and a lot of them some of
them i'd seen before and others i

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just had never met before and it
was so cool and it just felt um

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yeah it just felt like a very
family type environment and

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something i've really never been a
part of before uh like in a work

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capacity and so for a lot of you
out there who have that Kudos to

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you.

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I'd never had that brokering.

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And this is now we've created it.

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And that wasn't the vision, but

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it's turning into that.

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And so I wanted to go make a

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brokerage where, or not a
brokerage, but a team where we

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just help you make money and help
you double, triple your business

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or live the life you want and
align yourself with all awesome

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people.

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And we'll go build things and

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we'll go teach you things and
coach and mentor and all these

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awesome things that really no
one's doing out there.

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and then this other piece has come
into play with like the community

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and the family feel and i'm like
oh my god it's like smacked me in

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the face and so now i have just
such a personal connection with so

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many of the agents and it's just
awesome it's it's i tell people it

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scratches niche i didn't know i
need scratch um so we did that in

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in toronto and then we went to
ottawa we did a team wiley dinner

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uh before that and that was
freaking awesome and then we did

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mpc and i spoke at mpc um and that
was great And yeah, and then we

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did Calgary and was out there with
Tango, Alberta and did like a

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little launch party there.

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And then we're building things

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internally.

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We're launching a CRM this month,

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a team Wiley CRM.

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So we're super excited about that.

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That'll come out in a couple of
weeks with all these client

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journeys and automations built in
and some marketing components and

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drip campaigns and just awesome,
awesome, awesome stuff.

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And we're building other things.

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And so that's what I've been

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doing.

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Okay.

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I'm not just sitting around going,
doing twiddling my thumbs, but

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let's get into what we're talking
about today.

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So business planning.

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We're coming into that time of

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year now where it's like everyone
wants to get, and I am hosting a

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couple of these behind the scenes,
an accountability group.

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And also within Team Wiley, we are
doing a business planning session

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for 2026, but we're going to do my
version of it.

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And so, but I'm going to share
with you right now why I think a

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lot of those things are just a
crock of shit.

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and why, what you should do
instead.

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And so how many times have you
done these business planning

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sessions where you got to, let's
get ramped up for 2026 for next

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year.

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I'm going to put my business plan

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together.

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And you're just like, okay.

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And then you show up and, but when
you map out, how many deals do I

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want to do?
And how many files that be?

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What's my average more size?
And how am I going to get them?

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And I'm going to do this.

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And you put all this thing

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together and your four or five
pages in, and maybe you have a PDF

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and you're filling out or your
hand.

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writing on something and you're
all like jacked up and then just

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then it's like time to actually go
execute the fucking plan that you

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just spent hours mapping out and
getting jacked up but you don't

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and then like life happens january
comes february march april did you

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have you checked it do you have
checks and balances in place do

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you have kpis do you have are are
you following along are you

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meeting are you tracking your
opens and and and uh discovery

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calls and applications and like
half you don't most you don't

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record any of that so it's like
you can't improve on what you

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don't track but the whole point
what i'm trying to say is the

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business plan just gets tucked
away somewhere you have all these

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dreams and aspirations and you
feel great in the moment and it

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makes you feel like you're doing
something in the moment and blah

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blah blah but like you already
know what to do like you literally

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know what to do go create content
and talk to people like whatever

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that version means of you but we
go put this plan together And then

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we never execute the fucking plan.

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And then it just comes full cycle

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again.

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I'm going to crush next year.

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And then now we're going to go do
this.

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And now, oh, and then it comes
next year.

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And you're like, I'm going to
build my business plan for 2027.

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And blah, blah, blah.

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And you sit there.

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And it's more you sit there with
other agents and you might build

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it.

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And you all feel good and warm and

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fuzzy together.

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But I'm like an execution guy.

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I'm like, did you go do the plan?
Like, what have you been doing?

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So like, why even do that?
So I'm going to give you a better

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way to do this.

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I'm going to give you a much

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better way, something that I've
done and I currently do.

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And this helps me.

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And it's like funny, someone asked

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me, I got asked this question
maybe last week and they're like,

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Ryan, what's the plan for Team
Wiley?

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Like, what's the vision?
And I was like, oh shit, there is

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no plan.

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There's literally no plan.

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It's we want to help 10 to $40
million producing agents double

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their business.

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coach and mentor and give them

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done for you tools.

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And we're going to show up every

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day.

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That's our avatar.

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We have people that are, you know,
40 to 100 million as well, a bunch

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in there.

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But I'm like, that's our avatar.

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And it's, what's the plan?
There is no plan.

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It's literally, we just show up
every day.

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We do what we say we're going to
do.

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We help people in the moment.

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We have one -on -one, one to many,

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done for you.

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Like, there's no plan.

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And they're like, wow, I've never
heard that answer.

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Usually people have these plans,
and we want it to be this, and we

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want it to be that.

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And I'm like, no. It's literally,

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I love what I do.

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I get up, and I just do it.

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And I do the thing.

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There's no plan.

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And it'll turn into something
more, and it has.

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But we're not sitting here going,
we want this number of agents,

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this much volume.

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That's all bullshit.

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It truly is.

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It's just bullshit.

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We want all this.

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And it's like, yeah, yeah, then

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you lose sight.

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It's not even about the agents

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anymore.

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Now it's about you and your plan.

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So like same thing in the mortgage
side, like if I'm running a

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mortgage business, it's like,
sure, I can have kind of things I

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want to do, but literally I want
to wake up and I want to serve

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clients.

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And this is what I'm going to do.

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And I want to have all these
things in my business I want to

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build on.

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And then I build this bullshit

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plan and then none of it gets done
or I get to like three out of 10

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on all the projects.

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So I'm going to give you a more

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practical plan, more practical,
tactical, throw another rhyming

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word in there, plan on like.

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how to actually have a business

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okay so you write down everything
on your all the stuff you want to

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do in your business you write it
down somewhere And it's like, I

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want to do this.

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I want to build webinars.

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And I want to get referral
partners.

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I want to reach out to realtors
and FAs.

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And I want to do drip campaigns.

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I want to build social media.

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And I want to put my reels out
there.

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And I want to have carousel posts.

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And I want to be on three

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platforms.

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And I want to build a client

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journey.

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And I want to get good at

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understanding the Man1 product and
other advanced strategies.

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And you just like map it all out.

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Okay?

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It's your wish list.

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Your to -do list.

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All these things.

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Right?

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I've done this exercise with a lot
of agents.

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And you map it all up.

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And then I start going, okay,

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which of these is a $30 ,000
conversation and which one's a $3

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conversation?
Because I don't do $3

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conversations.

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I don't do that.

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There's a lot of stuff in my
current business right now that's

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just like those loose ends that
are never going to get tied up

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because it's a $3 problem.

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And I don't want to fix it.

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I'm going to go fix the $30 ,000.

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Let's say you identify that on

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your board.

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00:08:24,990 --> 00:08:26,030
What's the one thing that you

254
00:08:26,030 --> 00:08:28,660
solve and it solves other
problems?

255
00:08:28,820 --> 00:08:31,100
Or what's the one thing that's
actually going to drive, like put

256
00:08:31,100 --> 00:08:33,020
money in the bank account?
So you eventually want to work

257
00:08:33,039 --> 00:08:34,200
through all these problems.

258
00:08:34,200 --> 00:08:36,220
And you'll end up working through

259
00:08:36,220 --> 00:08:37,539
four, five, six, whatever.

260
00:08:37,700 --> 00:08:40,919
I'm going to give you a plan here.

261
00:08:40,919 --> 00:08:41,919
This is what I did.

262
00:08:41,919 --> 00:08:44,400
I didn't go write all these things

263
00:08:44,400 --> 00:08:47,980
down in a business plan and then
stuff that under in a binder

264
00:08:47,980 --> 00:08:48,140
somewhere.

265
00:08:48,140 --> 00:08:49,480
People even have binders anymore.

266
00:08:49,480 --> 00:08:51,520
I don't know.

267
00:08:51,520 --> 00:08:52,420
You stuff it somewhere and you

268
00:08:52,960 --> 00:08:57,670
never look at it or you look at it
again and you're like, yeah, I'm

269
00:08:57,670 --> 00:08:58,270
not doing that.

270
00:08:58,270 --> 00:08:59,990
Okay, I wish I would have done

271
00:08:59,990 --> 00:09:00,110
that.

272
00:09:00,110 --> 00:09:01,230
Instead, I put a 30 -day.

273
00:09:01,230 --> 00:09:02,150
It's called a sprint.

274
00:09:02,150 --> 00:09:04,330
And they do this in the SaaS

275
00:09:04,330 --> 00:09:06,830
community a lot, software as a
service.

276
00:09:06,830 --> 00:09:09,960
And they use it in other
businesses as well, but it's a

277
00:09:09,960 --> 00:09:10,200
sprint.

278
00:09:10,200 --> 00:09:12,340
And it could be a two -week, it

279
00:09:12,340 --> 00:09:12,920
could be a 30 -day.

280
00:09:13,000 --> 00:09:13,420
I'm going to say.

281
00:09:13,420 --> 00:09:15,920
Imagine if every month you got one
of those big $30 ,000 conversation

282
00:09:15,920 --> 00:09:19,860
things off of your list that we
just had off the whiteboard.

283
00:09:19,860 --> 00:09:20,860
You got it done.

284
00:09:21,000 --> 00:09:22,340
So you knew in January you were

285
00:09:22,340 --> 00:09:23,480
getting this done.

286
00:09:23,480 --> 00:09:24,140
And then February comes and you

287
00:09:24,140 --> 00:09:24,460
get this done.

288
00:09:24,460 --> 00:09:25,280
And March comes and you get this

289
00:09:25,280 --> 00:09:25,560
done.

290
00:09:25,700 --> 00:09:26,500
By the end of the year, your

291
00:09:26,500 --> 00:09:28,940
business is drastically different
and you actually got the shit

292
00:09:28,940 --> 00:09:29,080
done.

293
00:09:29,080 --> 00:09:30,440
And so this is my business plan.

294
00:09:30,440 --> 00:09:32,580
I figure out what the thing is.

295
00:09:32,580 --> 00:09:35,540
And then I put 30 days in and, and

296
00:09:35,540 --> 00:09:37,300
some of these you can solve in two
weeks, but I'm going to say 30

297
00:09:37,300 --> 00:09:37,380
days.

298
00:09:37,380 --> 00:09:38,680
So, and I break into a weekly

299
00:09:38,840 --> 00:09:39,320
things.

300
00:09:39,320 --> 00:09:43,960
So I go, I look at how much this

301
00:09:43,960 --> 00:09:47,260
is going to take me to do.

302
00:09:47,260 --> 00:09:47,680
Okay.

303
00:09:47,680 --> 00:09:50,420
So I'm going to give you a real
example here, because I'm kind of

304
00:09:50,420 --> 00:09:51,460
talking in circles here.

305
00:09:51,460 --> 00:09:53,340
I'm going to give you a real

306
00:09:53,340 --> 00:09:53,680
example.

307
00:09:53,680 --> 00:09:56,380
Let's say I wanted to start doing,

308
00:09:56,380 --> 00:09:57,200
being consistent on social media.

309
00:09:57,200 --> 00:09:57,380
Okay.

310
00:09:57,580 --> 00:09:59,720
And that's what I want to do.

311
00:09:59,720 --> 00:10:03,020
I want to do three reels a week

312
00:10:03,020 --> 00:10:04,520
across three platforms and.

313
00:10:04,520 --> 00:10:05,720
That's what I want to do.

314
00:10:05,920 --> 00:10:09,550
That's the plan I want to put in
place and hold myself to it, okay?

315
00:10:09,550 --> 00:10:12,550
So I'm going to go, okay, week
one, two, three, four.

316
00:10:12,550 --> 00:10:14,430
I'm going to have four sessions
where I'm going to work on

317
00:10:14,430 --> 00:10:14,970
building this.

318
00:10:14,970 --> 00:10:17,690
I'm going to write down all the

319
00:10:17,690 --> 00:10:19,370
things that need to happen for me
to build a process around this.

320
00:10:19,510 --> 00:10:20,750
So at the end of the month, let's
just say January.

321
00:10:20,750 --> 00:10:22,970
At the end of January, I've got a
process dialed in.

322
00:10:22,970 --> 00:10:27,310
Now I just show up and I put the
process to work or I get other

323
00:10:27,310 --> 00:10:30,150
people around me working in the
process, whatever that is.

324
00:10:30,150 --> 00:10:30,770
I need to build this out.

325
00:10:30,770 --> 00:10:34,930
a system or process so that i will

326
00:10:34,930 --> 00:10:37,620
have consistent content going out
on three platforms and i will time

327
00:10:37,620 --> 00:10:39,100
block four sessions one a week
wednesday at 8 a

328
00:10:39,100 --> 00:10:44,200
m let's say from 8 to 9 or 8 to 10
depending on how much i need to do

329
00:10:44,200 --> 00:10:47,820
in there let's say 8 to 9 and i'm
going to week one i'm going to do

330
00:10:47,820 --> 00:10:51,200
this week two this week three this
week for this boom by the end of

331
00:10:51,200 --> 00:10:54,080
week four i've got the thing done
it is done i don't do anything

332
00:10:54,080 --> 00:10:56,660
else I'm not working on my client
journey.

333
00:10:56,660 --> 00:10:58,020
I'm not writing emails for a drip
campaign.

334
00:10:58,020 --> 00:10:59,560
I'm not building the webinar.

335
00:10:59,560 --> 00:11:00,420
I'm not doing anything.

336
00:11:00,420 --> 00:11:03,220
I'm showing up in time slot one
for week one, execute the thing.

337
00:11:03,220 --> 00:11:05,910
So it might be, okay, figure out
my marketing avatar.

338
00:11:05,910 --> 00:11:09,130
70 % of my content needs to go
towards one person.

339
00:11:09,130 --> 00:11:14,150
So I'm going to sit here for one
hour on Wednesday and I'm going to

340
00:11:14,150 --> 00:11:15,710
figure out who my marketing avatar
is.

341
00:11:15,710 --> 00:11:17,290
That's all I'm doing today.

342
00:11:17,290 --> 00:11:18,150
And then I'm done.

343
00:11:18,150 --> 00:11:19,090
Now week two, I go into the time
slot.

344
00:11:19,090 --> 00:11:19,310
Right.

345
00:11:19,310 --> 00:11:20,650
Wednesday at eight o 'clock, eight

346
00:11:20,650 --> 00:11:21,090
to nine.

347
00:11:21,090 --> 00:11:22,950
Next thing I need to accomplish is

348
00:11:22,950 --> 00:11:25,050
I'm going to identify and I'm
spitballing here.

349
00:11:25,050 --> 00:11:27,590
I'm going to identify, but this
actually wouldn't be the plan.

350
00:11:27,590 --> 00:11:30,870
I'm going to identify the
platforms I'm going to post on

351
00:11:30,870 --> 00:11:33,370
Facebook, Instagram, LinkedIn,
because that's where my avatar is.

352
00:11:33,370 --> 00:11:36,090
It hangs out on LinkedIn decision
makers.

353
00:11:36,090 --> 00:11:38,430
FYI, more decision makers are on
LinkedIn than Instagram.

354
00:11:38,890 --> 00:11:40,750
If you're looking for white collar
individuals.

355
00:11:40,750 --> 00:11:43,470
with mortgages good credit
approval income and decision

356
00:11:43,470 --> 00:11:46,570
makers linkedin okay so i'm going
to identify those three platforms

357
00:11:46,570 --> 00:11:50,490
and then i'm going to go okay i'm
going to go optimize my profiles

358
00:11:50,490 --> 00:11:53,910
so i'm going to sit there in that
hour and optimize my profiles and

359
00:11:53,910 --> 00:11:57,210
make sure each of those profiles
my facebook my banners um my links

360
00:11:57,210 --> 00:12:00,810
my links all work my link tree
works i'm going to go in make sure

361
00:12:00,810 --> 00:12:05,310
it's continuity that says the same
thing on all of them so if you go

362
00:12:05,310 --> 00:12:09,790
to one you go the other like i'll
make sure it shows the areas that

363
00:12:09,790 --> 00:12:12,370
i serve what i do some fun facts
about me and all my branding's

364
00:12:12,370 --> 00:12:17,210
tight and it's all that that's
what i'm going to do in that day

365
00:12:17,210 --> 00:12:20,570
so maybe that's two hours right
but i would have mapped this out

366
00:12:20,690 --> 00:12:23,990
day one what i'm going to do in
each of those days okay and then

367
00:12:23,990 --> 00:12:30,450
three day three comes around And
I'm going to go, okay, now I need

368
00:12:30,450 --> 00:12:32,690
to batch record and I need to
write my scripts.

369
00:12:32,690 --> 00:12:34,130
So I'm going to come up with some
prompts.

370
00:12:34,130 --> 00:12:37,170
I'm going to figure out the topics
using ChatGPT around serving my

371
00:12:37,170 --> 00:12:38,370
marketing avatar that I decided
on.

372
00:12:38,370 --> 00:12:40,150
Let's just say my marketing avatar
was BFS.

373
00:12:40,150 --> 00:12:41,130
Business for self.

374
00:12:41,130 --> 00:12:44,380
So I'm going to use, I'm going to

375
00:12:44,380 --> 00:12:46,920
figure out the topics I can talk
about, and then I'm going to get

376
00:12:46,920 --> 00:12:49,420
ChatGPT to give me some awesome
hooks because that's going to go

377
00:12:49,420 --> 00:12:51,080
in the first three, four seconds
of the video so I can captivate

378
00:12:51,080 --> 00:12:52,060
people and keep them in.

379
00:12:52,060 --> 00:12:53,400
Don't leave the hook.

380
00:12:53,400 --> 00:12:55,020
Don't be like, hey, I'm a mortgage
broker.

381
00:12:55,020 --> 00:12:55,940
Like, blah.

382
00:12:55,940 --> 00:12:56,700
Don't do that.

383
00:12:56,700 --> 00:12:57,080
Don't be boring.

384
00:12:57,080 --> 00:12:57,800
Get them with the hook.

385
00:12:57,800 --> 00:12:57,840
Okay.

386
00:12:57,840 --> 00:12:58,860
Stop paying CRA money just to get

387
00:12:58,860 --> 00:12:59,380
a mortgage.

388
00:12:59,380 --> 00:13:01,080
Let me explain what I mean by

389
00:13:01,080 --> 00:13:01,260
that.

390
00:13:01,260 --> 00:13:01,460
Right.

391
00:13:01,460 --> 00:13:02,900
Stuff like that.

392
00:13:02,900 --> 00:13:03,480
Are you a business owner in

393
00:13:03,480 --> 00:13:06,660
Ontario?
I'm going to show you how you get

394
00:13:06,660 --> 00:13:08,770
a mortgage with an A lender
without declaring more personal

395
00:13:08,770 --> 00:13:08,910
income.

396
00:13:08,910 --> 00:13:09,050
Right.

397
00:13:09,050 --> 00:13:09,810
Stuff like that.

398
00:13:09,810 --> 00:13:10,930
And then I'm just going to work

399
00:13:11,270 --> 00:13:13,690
and I'm going to work on my
scripting and I'm going to figure

400
00:13:13,690 --> 00:13:14,370
out my prompts.

401
00:13:14,370 --> 00:13:17,930
So now I know and I'm going to

402
00:13:17,930 --> 00:13:21,930
figure out the day that I'm going
to record and I'm going to go back

403
00:13:21,930 --> 00:13:25,070
to record and I'm going to record
15 videos in one day.

404
00:13:25,070 --> 00:13:27,290
And so I'm going to figure out,
OK, where am I recording?

405
00:13:27,290 --> 00:13:29,730
Am I using my webcam?
Am I using my phone?

406
00:13:29,730 --> 00:13:31,990
What day am I recording?
I'm going to put that in the

407
00:13:31,990 --> 00:13:32,110
calendar.

408
00:13:32,110 --> 00:13:33,750
So I'm going to map out the batch

409
00:13:33,750 --> 00:13:36,190
record day with the scripting on
that week three time slot I have.

410
00:13:36,190 --> 00:13:36,490
Okay.

411
00:13:36,490 --> 00:13:38,210
So I've got all that figured.

412
00:13:38,470 --> 00:13:42,850
Now day four is actually recording
and going through the process of

413
00:13:42,850 --> 00:13:47,310
recording and editing the video
and scheduling to put it out.

414
00:13:47,310 --> 00:13:49,420
So I'm going to go map all this
stuff out.

415
00:13:49,480 --> 00:13:52,600
So by the end of January, I've got
a process dialed in where then

416
00:13:52,600 --> 00:13:53,480
starting February, I can go, okay.

417
00:13:53,480 --> 00:13:56,600
Now I'm going to go execute the

418
00:13:56,820 --> 00:13:58,320
plan that I just built.

419
00:13:58,320 --> 00:13:59,140
I spent four weeks building four

420
00:13:59,140 --> 00:14:00,720
time slots in my sprint, my 30 day
sprint to create consistent

421
00:14:00,720 --> 00:14:01,300
content across three platforms.

422
00:14:01,300 --> 00:14:03,620
And so now I'm going to go, okay,

423
00:14:03,620 --> 00:14:06,000
well, I've got my batch recording
day on, um, I put it in for the

424
00:14:06,000 --> 00:14:06,880
15th of the month.

425
00:14:06,880 --> 00:14:09,660
Um, and I know that I need to have

426
00:14:09,660 --> 00:14:12,460
my scripts done a week before, and
that's already in my calendar.

427
00:14:12,460 --> 00:14:14,340
Cause I put that into my week
three session.

428
00:14:14,340 --> 00:14:16,020
And so I've got already in there.

429
00:14:16,020 --> 00:14:17,060
And when I go into my calendar in

430
00:14:17,060 --> 00:14:19,700
the description, I've got all the
things I need to do, all the

431
00:14:19,700 --> 00:14:22,340
prompts I need, all my logins.

432
00:14:22,340 --> 00:14:23,780
I've got the process started.

433
00:14:24,060 --> 00:14:25,820
I know how to create my scripts.

434
00:14:25,960 --> 00:14:28,520
I know how I'm going to record.

435
00:14:28,520 --> 00:14:30,060
I know how I'm going to edit.

436
00:14:30,060 --> 00:14:31,960
I know it's all laid out for me

437
00:14:31,960 --> 00:14:33,660
because I went and built that in
that 30 day sprint.

438
00:14:33,660 --> 00:14:35,400
So now I've dummy proofed it.

439
00:14:35,400 --> 00:14:37,940
Now I just show up.

440
00:14:37,940 --> 00:14:43,110
I show up to the time slot, ready
to build my scripts.

441
00:14:43,110 --> 00:14:44,890
I show up ready to record on the
other day.

442
00:14:44,890 --> 00:14:47,850
And then I show up, I either
outsource the editing.

443
00:14:47,850 --> 00:14:53,130
And if that's one of the things,
my 30 day sprint, who's going to

444
00:14:53,130 --> 00:14:54,670
edit my video.

445
00:14:54,670 --> 00:14:55,730
So I figured that out.

446
00:14:55,730 --> 00:14:59,910
That could have been one of the
things, maybe on week four, I

447
00:14:59,910 --> 00:15:02,650
figure out who's going to edit the
video and are they going to

448
00:15:02,650 --> 00:15:04,270
schedule for me?
Are they going to hand it back?

449
00:15:04,270 --> 00:15:05,930
What's the process?
Where do I, how do I get them the

450
00:15:05,930 --> 00:15:07,310
videos?
Do I drop into Google drive and

451
00:15:07,860 --> 00:15:09,480
alert them and have an automated
alert sent to them?

452
00:15:09,480 --> 00:15:11,240
Do I, and how do they get it back
to me?

453
00:15:11,240 --> 00:15:13,240
I'm going to figure that out in
day, in that fourth session,

454
00:15:13,240 --> 00:15:14,920
right?
You see where I'm going with this?

455
00:15:14,920 --> 00:15:16,040
Now that's a plan.

456
00:15:16,040 --> 00:15:16,580
So I execute that.

457
00:15:16,580 --> 00:15:18,320
So now I've got this process
system built in and I stick to the

458
00:15:18,320 --> 00:15:18,400
plan.

459
00:15:18,400 --> 00:15:19,700
Now I'm going to have consistent

460
00:15:19,700 --> 00:15:21,680
content as long as I show up to
the calendar days and do it.

461
00:15:21,680 --> 00:15:21,980
Right.

462
00:15:22,280 --> 00:15:23,740
And a lot of you just don't have

463
00:15:23,740 --> 00:15:24,140
that process.

464
00:15:24,140 --> 00:15:25,920
You go, I'm going to do it.

465
00:15:25,920 --> 00:15:29,560
And then you show up by recording
and you walk in, you're like, I

466
00:15:29,560 --> 00:15:30,640
don't know what to do.

467
00:15:30,640 --> 00:15:32,420
I don't know where to start.

468
00:15:32,420 --> 00:15:34,200
So I'm just going to go do
something that's easier.

469
00:15:34,300 --> 00:15:35,900
And that's looking at down payment
docs.

470
00:15:35,900 --> 00:15:38,910
I'm going to upload that to the
portal and feel good about myself.

471
00:15:38,910 --> 00:15:39,170
Right.

472
00:15:39,170 --> 00:15:40,470
I mean, while other people are

473
00:15:40,470 --> 00:15:42,190
just crushing content because they
have this process built up and

474
00:15:42,190 --> 00:15:44,710
then February is going to come and
I'm going to go, what's my 30 day

475
00:15:44,710 --> 00:15:46,450
sprint for February?
Well, my third day spread for

476
00:15:46,530 --> 00:15:47,830
February is I'm going to write
email marketing drip campaigns.

477
00:15:47,830 --> 00:15:50,530
I'm going to go build out the
first six months of that campaign.

478
00:15:50,530 --> 00:15:52,190
I'm going to go connect it all.

479
00:15:52,190 --> 00:15:53,150
So I'm going to put in my calendar

480
00:15:53,150 --> 00:15:54,390
Wednesday, eight to nine for four
weeks.

481
00:15:54,390 --> 00:15:58,870
And I'm going to map out what am I
doing in each of those day, day

482
00:15:58,870 --> 00:15:58,930
one.

483
00:15:58,930 --> 00:16:00,290
And then same thing.

484
00:16:00,290 --> 00:16:03,400
You build out the plan and then
you execute the plan for February

485
00:16:03,400 --> 00:16:04,860
and it's ready to go for March.

486
00:16:04,860 --> 00:16:06,240
And now March, you're just, now I

487
00:16:06,240 --> 00:16:07,060
know how to go build.

488
00:16:07,060 --> 00:16:09,160
I've already got the six month

489
00:16:09,240 --> 00:16:09,440
drip campaign bill.

490
00:16:09,440 --> 00:16:10,780
So now I put in my calendar five

491
00:16:10,780 --> 00:16:12,140
months down the road, I'm going to
go execute that plan again.

492
00:16:12,140 --> 00:16:13,260
Right?
So that's how you do it.

493
00:16:13,320 --> 00:16:14,620
So at the end of every month, you
have all these things done.

494
00:16:14,620 --> 00:16:16,800
So by the time December rolls
around in this example, you are 12

495
00:16:17,020 --> 00:16:18,820
things have been fixed or built.

496
00:16:18,820 --> 00:16:20,040
all the money -making tasks, the

497
00:16:20,040 --> 00:16:22,780
things that put money in your bank
account, the $30 ,000

498
00:16:22,780 --> 00:16:24,700
conversations, and you've got all
these little loose end $3 problems

499
00:16:24,700 --> 00:16:25,700
around you, which is okay.

500
00:16:25,700 --> 00:16:26,940
You can live with that.

501
00:16:26,940 --> 00:16:27,580
Do not spend your time fixing $3
problems.

502
00:16:27,640 --> 00:16:28,560
And so that's the plan.

503
00:16:28,560 --> 00:16:30,020
That's the business plan.

504
00:16:30,020 --> 00:16:33,400
You don't know because half of us,
we don't know what's going to

505
00:16:33,400 --> 00:16:34,000
happen.

506
00:16:34,000 --> 00:16:35,600
Six months from now, nine months,

507
00:16:35,600 --> 00:16:36,920
a year.

508
00:16:36,920 --> 00:16:39,080
It's really hard to see that in

509
00:16:39,080 --> 00:16:39,220
the future.

510
00:16:39,220 --> 00:16:41,000
And if you're anything like me,

511
00:16:41,000 --> 00:16:45,000
I'm like, I don't have a hot clue
where I'm going to be in a year.

512
00:16:45,000 --> 00:16:46,660
And I'm going to write on a piece
of paper, like a dream board

513
00:16:46,780 --> 00:16:48,540
thing, like, hey, I'm going to be.

514
00:16:48,540 --> 00:16:50,380
And then I just have this fluffy

515
00:16:50,380 --> 00:16:51,320
thing out there.

516
00:16:51,320 --> 00:16:53,000
But I'm like, but I'm just going

517
00:16:53,000 --> 00:16:55,270
to go execute my daily things.

518
00:16:55,270 --> 00:16:56,690
And then it is going to be what

519
00:16:56,850 --> 00:16:57,490
it's going to be.

520
00:16:57,490 --> 00:16:59,110
My volumes, if I'm a mortgage

521
00:16:59,110 --> 00:17:02,190
broker, are going to be what
they're going to be based on all

522
00:17:02,190 --> 00:17:05,930
the daily things I've built that
just start compounding and adding

523
00:17:05,930 --> 00:17:06,010
up.

524
00:17:06,010 --> 00:17:06,950
So a lot of you have this big

525
00:17:06,950 --> 00:17:07,410
fluffy plan.

526
00:17:07,550 --> 00:17:08,530
You don't execute.

527
00:17:08,530 --> 00:17:09,990
I don't have the plan.

528
00:17:09,990 --> 00:17:12,109
I have a 30 -day plan.

529
00:17:12,109 --> 00:17:15,630
I can only see 30 days ahead of
me.

530
00:17:15,630 --> 00:17:19,770
I do not know what's happening in
September next year.

531
00:17:19,770 --> 00:17:21,730
Why the hell am I planning for
that right now?

532
00:17:21,730 --> 00:17:23,970
Like, let's be honest.

533
00:17:23,970 --> 00:17:24,650
I mean, you're doing it.

534
00:17:24,650 --> 00:17:26,310
A lot of you are.

535
00:17:26,310 --> 00:17:28,670
So let's put a 30 -day, I love 30

536
00:17:28,930 --> 00:17:29,190
-day plans.

537
00:17:29,190 --> 00:17:32,150
Let's put a 30 -day plan together.

538
00:17:32,150 --> 00:17:33,190
Let's do that.

539
00:17:33,190 --> 00:17:37,020
And let's focus on one fucking

540
00:17:37,020 --> 00:17:38,740
thing, right?
Instead of this laundry list of

541
00:17:38,740 --> 00:17:42,780
crap in your business, and you get
to a two or three out of 10 on all

542
00:17:42,780 --> 00:17:44,920
of them, and then you get
extremely frustrated, feel like

543
00:17:44,920 --> 00:17:46,920
you're spinning your wheels, you
feel like this industry's hard,

544
00:17:46,920 --> 00:17:49,260
and then you start blaming things.

545
00:17:49,260 --> 00:17:49,980
You start blaming, oh, that

546
00:17:50,080 --> 00:17:50,620
doesn't work.

547
00:17:50,620 --> 00:17:51,040
This didn't work.

548
00:17:51,040 --> 00:17:52,080
Interest rates are too high.

549
00:17:52,540 --> 00:17:53,520
No one's buying.

550
00:17:53,520 --> 00:17:55,080
Real estate agents aren't.

551
00:17:55,100 --> 00:17:55,900
None of that business.

552
00:17:56,060 --> 00:17:57,040
No, the good ones do.

553
00:17:57,040 --> 00:17:59,060
You just don't know them.

554
00:17:59,440 --> 00:18:00,000
They do.

555
00:18:00,000 --> 00:18:01,180
And I get it.

556
00:18:01,180 --> 00:18:01,840
Some of them don't.

557
00:18:01,840 --> 00:18:04,380
But you know, I'm going like you

558
00:18:04,380 --> 00:18:05,200
start playing the blame game.

559
00:18:05,200 --> 00:18:07,340
And then before you know it, nine

560
00:18:07,340 --> 00:18:09,140
months, 12 months go by and your
business isn't what you wanted.

561
00:18:09,140 --> 00:18:13,260
But it's because you just didn't
go execute all these mini plans

562
00:18:13,260 --> 00:18:16,620
because you had this big fluffy
plan with no actual tactical way

563
00:18:16,620 --> 00:18:17,500
to get there.

564
00:18:17,500 --> 00:18:19,300
So that's my plan.

565
00:18:19,520 --> 00:18:20,320
That's how I operate.

566
00:18:20,320 --> 00:18:22,100
I work in solving one problem,

567
00:18:22,100 --> 00:18:22,660
launching one thing.

568
00:18:22,660 --> 00:18:23,060
That's it.

569
00:18:23,060 --> 00:18:26,060
And maybe it takes me two weeks to
do it.

570
00:18:26,060 --> 00:18:27,140
Maybe it's a month.

571
00:18:27,140 --> 00:18:29,340
I just gave you an example.

572
00:18:29,340 --> 00:18:31,000
Imagine if you had something
accomplished every month.

573
00:18:31,280 --> 00:18:33,680
I think that's a great framework
for everyone.

574
00:18:33,680 --> 00:18:35,460
This podcast is brought to you by
Gatorade Zero.

575
00:18:35,460 --> 00:18:35,640
Orange.

576
00:18:35,640 --> 00:18:36,160
Kind of warm.

577
00:18:36,220 --> 00:18:38,640
So it's kind of like, I don't
know.

578
00:18:38,640 --> 00:18:38,720
Okay.

579
00:18:38,720 --> 00:18:39,940
So hopefully you can take this.

580
00:18:39,940 --> 00:18:43,460
And just do exactly what I just
said there.

581
00:18:44,400 --> 00:18:45,360
Like this works.

582
00:18:45,360 --> 00:18:47,040
This is how people build

583
00:18:47,040 --> 00:18:47,280
businesses.

584
00:18:47,280 --> 00:18:49,180
And then before you know it, six

585
00:18:49,180 --> 00:18:50,840
months go by and you've solved two
or three of your biggest problems.

586
00:18:50,840 --> 00:18:54,940
You put process and system behind
it and you're like off to the

587
00:18:54,940 --> 00:18:55,060
races.

588
00:18:55,060 --> 00:18:57,280
And a lot of you are looking like

589
00:18:57,280 --> 00:19:01,340
the business, this business is
actually pretty easy and you just

590
00:19:01,340 --> 00:19:02,840
think things should always be
hard.

591
00:19:02,840 --> 00:19:07,430
And if you just do these tactical
things, I'm telling you these very

592
00:19:08,170 --> 00:19:10,830
strategic things and you put in
the calendar and guess what?

593
00:19:11,070 --> 00:19:12,990
Hey, I'm going to give you a
secret here.

594
00:19:12,990 --> 00:19:15,290
When the thing pops up in your
calendar from eight to nine and

595
00:19:15,290 --> 00:19:18,390
you've got deals on the go that
need your energy, you say, yeah,

596
00:19:18,390 --> 00:19:21,090
I'll fucking get to those later
because I need to do this.

597
00:19:21,090 --> 00:19:24,930
I don't mute it, silent it, do it
later, shift it, slide it along in

598
00:19:24,930 --> 00:19:25,530
the calendar.

599
00:19:25,530 --> 00:19:29,270
I sit there and I do the thing

600
00:19:29,270 --> 00:19:33,030
from eight to nine, right?
It drives me crazy.

601
00:19:33,030 --> 00:19:37,570
I'm like, okay, we have 30 -day
check -in calls.

602
00:19:37,570 --> 00:19:39,970
Did you?
No, I didn't do it.

603
00:19:39,970 --> 00:19:41,250
Why not?
Oh, because I got busy.

604
00:19:41,250 --> 00:19:41,710
No, bullshit.

605
00:19:41,710 --> 00:19:42,290
Bull fucking shit.

606
00:19:42,510 --> 00:19:43,930
You just didn't think it was a
priority.

607
00:19:43,930 --> 00:19:46,290
So you chose to do more
comfortable things than the thing

608
00:19:46,290 --> 00:19:49,010
where you actually had to roll
your sleeves up, turn the lights

609
00:19:49,010 --> 00:19:54,270
off, focus and concentrate and do
something you don't know how to do

610
00:19:54,310 --> 00:19:54,770
that well.

611
00:19:54,770 --> 00:19:58,170
So instead of you trying to figure

612
00:19:58,170 --> 00:20:01,430
out how to do it and really
getting in the nuts and bolts of

613
00:20:01,510 --> 00:20:01,630
it.

614
00:20:01,630 --> 00:20:03,670
You decide to just go back to the

615
00:20:03,670 --> 00:20:05,150
other thing, telling yourself,
these people need me.

616
00:20:05,150 --> 00:20:07,590
I need to do it.

617
00:20:07,590 --> 00:20:08,890
You can go do that after.

618
00:20:08,890 --> 00:20:10,030
It's only an hour.

619
00:20:10,030 --> 00:20:12,830
Like, it's not like you're locking

620
00:20:12,830 --> 00:20:14,970
yourself up for three days in a
room.

621
00:20:14,970 --> 00:20:15,850
It's one fucking hour.

622
00:20:15,850 --> 00:20:16,350
Right?

623
00:20:16,350 --> 00:20:17,550
So stick to the plan.

624
00:20:17,550 --> 00:20:19,950
That's what I could tell you.

625
00:20:19,950 --> 00:20:22,330
Like, that should be a motto.

626
00:20:22,330 --> 00:20:22,990
Stick to the plan.

627
00:20:22,990 --> 00:20:24,230
Go build the plan.

628
00:20:24,230 --> 00:20:26,290
Make sure the plan makes sense.

629
00:20:26,290 --> 00:20:27,830
And then stick to the plan.

630
00:20:27,830 --> 00:20:29,000
And then guess what?

631
00:20:29,280 --> 00:20:31,980
You have hundreds of thousands of
dollars at the end of the year.

632
00:20:31,980 --> 00:20:33,360
And you made a bunch of money.

633
00:20:33,360 --> 00:20:36,800
And you're like, oh, this is

634
00:20:36,800 --> 00:20:37,680
actually easier than I thought.

635
00:20:37,680 --> 00:20:39,720
Because you had the plan.

636
00:20:39,720 --> 00:20:41,260
You rolled your sleeves up, you
executed.

637
00:20:41,260 --> 00:20:44,780
But as soon as we run up against
things that we don't have the

638
00:20:44,780 --> 00:20:50,320
answers for, a lot of you, like I
see a wall, like I just run

639
00:20:50,320 --> 00:20:51,200
through the wall.

640
00:20:51,200 --> 00:20:53,820
Sometimes I kind of, I don't try

641
00:20:53,820 --> 00:20:55,220
to like go around.

642
00:20:55,380 --> 00:20:56,500
I want to learn.

643
00:20:56,500 --> 00:20:58,800
And that's what this holds you
accountable on that.

644
00:20:58,800 --> 00:21:01,120
There's certain things that you're
going to build these problems that

645
00:21:01,420 --> 00:21:05,400
you need to solve where you don't
have the answers.

646
00:21:05,400 --> 00:21:07,800
And so you putting these four
sessions, hour sessions together

647
00:21:07,800 --> 00:21:10,020
allows you to dig deep into it.

648
00:21:10,020 --> 00:21:11,260
And you start to learn it and it

649
00:21:11,360 --> 00:21:13,400
becomes a craft that you work on.

650
00:21:13,400 --> 00:21:15,540
And I have mad respect for people.

651
00:21:15,540 --> 00:21:18,720
I can see it happening all around
me where I'm like, whoa, you did

652
00:21:18,720 --> 00:21:19,680
not know social media.

653
00:21:19,680 --> 00:21:21,080
And now you're green screening

654
00:21:21,080 --> 00:21:21,220
stuff.

655
00:21:21,220 --> 00:21:22,740
You're doing your carousels.

656
00:21:22,740 --> 00:21:23,320
You're editing correctly.

657
00:21:23,320 --> 00:21:24,100
You're using current events.

658
00:21:24,100 --> 00:21:25,740
You're doing, you got the hook up
front.

659
00:21:25,740 --> 00:21:26,260
But you didn't know that.

660
00:21:26,260 --> 00:21:27,940
So what did you do?

661
00:21:27,940 --> 00:21:28,760
You figured it out.

662
00:21:28,760 --> 00:21:30,020
You use the resources around you

663
00:21:30,020 --> 00:21:31,080
to figure it out.

664
00:21:31,080 --> 00:21:31,740
We have unlimited resources

665
00:21:31,740 --> 00:21:33,060
absolutely everywhere in this
world.

666
00:21:33,060 --> 00:21:36,200
There's no reason you can't figure
something out.

667
00:21:36,200 --> 00:21:38,440
You didn't know the answer and you
figured it out.

668
00:21:38,440 --> 00:21:39,380
And I can tell now.

669
00:21:39,380 --> 00:21:41,120
Now you've taken it on.

670
00:21:41,120 --> 00:21:42,460
Your pride has kicked in.

671
00:21:42,460 --> 00:21:43,300
You've problem solved.

672
00:21:43,480 --> 00:21:45,700
You're learning something to solve
that problem that you know will

673
00:21:45,800 --> 00:21:46,220
change your business.

674
00:21:46,220 --> 00:21:47,180
And you're figuring it out.

675
00:21:47,180 --> 00:21:48,280
And it's so cool to see.

676
00:21:48,280 --> 00:21:49,880
And other people dip their toe in.

677
00:21:49,880 --> 00:21:51,160
And then the water's cold and they
go, fuck that.

678
00:21:51,160 --> 00:21:53,280
I'm going to wait till the water's
warm.

679
00:21:53,280 --> 00:21:54,400
Guess what?
The water never gets warm.

680
00:21:54,540 --> 00:21:55,960
Anytime the water's warm, it's
probably a little puddle.

681
00:21:55,960 --> 00:21:59,340
When you jump in, you're going to
crack your head open, right?

682
00:21:59,340 --> 00:22:04,520
You want to jump in that cold, big
pool and then you figure it out.

683
00:22:04,520 --> 00:22:05,540
So you prep your cell phone.

684
00:22:05,540 --> 00:22:06,520
I already know it's going to be

685
00:22:06,520 --> 00:22:06,700
cold.

686
00:22:06,880 --> 00:22:08,040
So how do I address that?

687
00:22:08,040 --> 00:22:11,520
What am I going to do now?
So that was maybe just not a good

688
00:22:11,520 --> 00:22:12,600
analogy, but you get the idea.

689
00:22:12,600 --> 00:22:14,240
So there you go, kids.

690
00:22:14,240 --> 00:22:17,420
I want to give that to you.

691
00:22:17,420 --> 00:22:20,380
I have a bunch of other things I

692
00:22:20,380 --> 00:22:23,930
want to talk about, but I'm going
to chop this up in another

693
00:22:23,930 --> 00:22:24,670
podcast.

694
00:22:24,670 --> 00:22:26,750
But this was, I know it's just tis

695
00:22:26,750 --> 00:22:28,690
the season for business planning
sessions, fluffy stuff out there

696
00:22:28,690 --> 00:22:32,650
to make you feel better about
where you're at now and what you

697
00:22:32,650 --> 00:22:35,890
are going to accomplish later and
crush it.

698
00:22:35,890 --> 00:22:38,030
But go do this 30 day plan.

699
00:22:38,030 --> 00:22:39,430
It's way better.

700
00:22:39,430 --> 00:22:40,270
I'm telling you way more.

701
00:22:40,270 --> 00:22:41,490
It's my speed.

702
00:22:41,490 --> 00:22:42,290
It's what I do.

703
00:22:42,370 --> 00:22:42,830
So there you go.

704
00:22:42,830 --> 00:22:43,790
That's it kids.

705
00:22:43,790 --> 00:22:44,840
Enjoy your day.

706
00:22:44,840 --> 00:22:45,760
Enjoy your weekend.

707
00:22:45,760 --> 00:22:47,240
Thank you for listening.

708
00:22:47,240 --> 00:22:49,320
I love the, the, um, I love.

709
00:22:49,320 --> 00:22:50,420
that you're spending time doing

710
00:22:50,420 --> 00:22:50,540
this.

711
00:22:50,540 --> 00:22:52,540
Like, and that's why I show up

712
00:22:52,540 --> 00:22:52,780
every time.

713
00:22:52,780 --> 00:22:53,500
So thank you so much.

714
00:22:53,500 --> 00:22:53,620
Okay.

715
00:22:53,620 --> 00:22:53,880
That's it, kids.

716
00:22:53,880 --> 00:22:54,220
Peace out.