287: Your Pre-Approval Playbook...Without the Chaos

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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.

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Welcome to Mortgage Game Podcast.

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Whiteboard Wiley here coming from
the Dodge Ram Studio at the beach.

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Let's get into it.

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So this is a little different one.

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This isn't like motivational and
gets you jacked up.

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Maybe it is.

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I don't know.

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I just got out of some pre
-approval training and I know

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you're like, ah, pre -approvals.

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Brian, I need files to work on.

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I don't need to learn how, no, no,
no, no. Hear me out.

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This 20 minute, I mean, this will
be 20 minute podcast, give or

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take.

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If I can save you 15 minutes on

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every single pre -approval you do
moving forward over the next five

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years, that's like weeks of
vacation.

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I just came up with best practices
using in the pre -approval

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journey.

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I'm going to go through, I'm going

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to give you an overview.

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you know, with what that looks

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like.

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And then I'm going to go into each

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section.

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I'm going to share best practices.

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And this is me.

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I did this with a bunch of

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brokers.

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Some of them seasoned, some of

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them not so much.

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There were big takeaways from

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everybody on that training.

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So I wanted to bring that in here

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live to you.

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Okay.

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That's what we're going to do.

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And in my opinion, the pre

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-approval process is the most
inefficient process in a mortgage

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broker's client journey.

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I see top mortgage brokers

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spending three, four hours on pre
-approvals.

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It's just...

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Insane.

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Absolutely insane.

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And when I get in there and I

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break it down, I'm like, oh my
God, like it should be an hour and

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a half, two hours tops.

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And it's like, and then you start

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seeing layers to the onion.

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You're like, well, no shit,

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because you're working with
everybody.

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You're doing B and private, A and
multi.

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And you're trying to like solve
every problem, like pull a rabbit

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of a hat and be a magician to
everybody.

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And like, then you have, and how
many times do you have clients?

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I know I'm talking to a bunch of
here where they're like, you're

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like, yeah, I'll find a thing for
you.

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They're like, okay, cool.

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And you don't even know if they're

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going to work with you yet.

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But you don't have a lot else

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going on.

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So you start working on that deal.

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And then all of a sudden you're
sending out emails to BDMs, you're

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phone calling, you're putting
posts in Facebook groups.

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You're just spending so much time
and energy.

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And then you run into brick walls
and then you get exhausted.

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And then you sort of push it to
the side because something else

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that sounds easier comes up.

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So you work on that.

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And then the client reaches out to
you three days later and they're

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like, hey.

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that pre -approval, like, how are

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we doing?
And you're like, oh shit.

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And you're like, deep down, you're
like, oh yeah, I don't really want

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to do this anymore.

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I don't have the answers.

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It's not easy anymore.

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It's hard and blah, blah, blah.

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And then you have to brush them
off or you have to go, I'm working

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on it.

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I'm coming back.

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I got some feelers out there.

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That whole game, right?

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That's what happens.

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We saw that in the training.

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That sort of came out to some
people.

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That's not what we're talking
about today.

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Okay.

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That was just like a sidebar.

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So I'm just going to go through
the pre -approval process.

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I think there is, we have client
journeys as, mortgage brokers and

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i don't think we have one big
client journey i think we have two

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i think we have a pre -approval
journey and an approval journey

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because clients come into your
world you might pre -approve them

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send them off they might not buy
for eight months so you're just

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saying the journey picks back up
like it never stopped i think we

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all need two and can it be mapped
out on the same one sure so i

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think you have to look at it
differently pre -approval approval

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okay and there's a one call method
there's a two call method and i'm

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going to walk through that and
then there is a taken application

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over the phone method and then
there's a no doc no talk method

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which is so old school brokering i
don't know who does that anymore

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and there's like a lot of things
we're going to break down here

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okay um and we'll give you some
tidbits we'll give some software

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to use we'll give you some best
practices from top brokers and so

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the cool thing is with this I get
to take everything I did as a

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broker and I get to take
everything I've done from coaching

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hundreds and hundreds.

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And we're probably close to like

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five, six, 700 agents, maybe more
that we've coached that I can take

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all their models.

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And I get to go and I get to be

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like a rain man.

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And I have to come out here and go

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74, 83.

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And let's do this.

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It's so cool.

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I get all these perspectives and

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then I like to bring it here and
just share it with you.

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Okay.

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So standard pre -approval process.

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You've got the lead intake.

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I'm going to go just do a quick

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overview and then we'll dig into
each one with a couple of best

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practices.

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You got lead intake.

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And then we go to typically
discovery call.

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Now, some, there's an old school
way of brokering used to be no

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doc, no talk.

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I will not jump on our discovery

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call.

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And yes, I'm doing a fake yell

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until I have all the docs.

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And I just think it's such an old

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method.

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It's such a broken philosophy.

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It's such like, think about it.

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Someone gets introduced to you.

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Hey, My neighbor said to talk.

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Okay, cool.

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Send me an app in Docs.

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It's like, excuse me?

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You want my SIN number?
And I don't even know who the fuck

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you are?
Okay.

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Let's just assume some people do
that.

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Now, let's just say they're like,
yeah, my neighbor says I should

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talk to you.

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So what do I do next?

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Well, me, I say book a call.

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Some other brokers say, no doc, no

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doc.

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Here's an app in Docs.

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And then we'll get this thing on.

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And now you send all the docs in

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the app in.

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And then I look at it and my team

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processes and we go back and
forth.

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And then all of a sudden we have a
jump in the call.

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And then on the call, I tell you,
Hey, yeah, you make 60 grand a

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year and you have 8 ,000 bucks.

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Can't do anything.

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So thanks for sending all that
stuff in though.

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Cause I have a no doc, no talk
policy.

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Like it says bullshit.

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It's just such a, it's just, you

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create so much work and energy up
front.

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I'd rather have a 15 minute.

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You triage the call and go and

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you.

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crush your discovery call and

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decide, okay, am I going to let
them in the club?

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Remember you're the bouncer.

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Do I let them in the club to hang

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out to party in the club?
Or do I kick them out?

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Like you're not here.

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You're not ready for the club.

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You're not even old enough.

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Right.

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So let's go back.

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We've got lead.

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Then we go discovery call after
discovery call.

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If you decide to partner, then
we're going to go to apps and

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docs.

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And then after apps and docs, we

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go to underwrite the file.

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After underwrite the file, we go

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to, um, present.

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the pre -approval in whatever

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form.

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And then after that, we go to

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follow up, right?
And when you're presenting the pre

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-approval, this is where the one
call versus two call strategy, and

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this is like talking politics in
our broker world.

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I see agents doing both.

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I done both.

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There's one I like drastically
more than the other, but I get the

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pre -approval done.

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And then we present the video, we

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record the budget, the numbers.

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If you're not giving, this is a

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broken record here, but if you're
not giving numbers, broken down

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with closing costs and appraisal
and transfer tax and, and pay out

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of debt.

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And if you're not doing that, I

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don't know what you're doing for
pre -approvals.

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You're letting your clients down.

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You're letting your business down.

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It is a massive value.

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I'm just going to assume

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everybody's doing it because I've
been talking about for so long and

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you need to be doing that.

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So you can present it with a

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video.

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You can jam it all into a long

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email where people are just going
to read paragraph on top

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paragraph, or you can put it into
a three, four, five minute video,

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walking them through the budget.

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that is recorded, or you can jump

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on a strategy call.

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And so I've done all three of

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those.

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I'm going to let you do what you

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do.

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The recorded video, I like it

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because I'm not going back and
forth with scheduling the strategy

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call.

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I'm making sure the decision

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makers are good to see it.

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It's recorded.

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It covers my ass on a lot of
things.

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It also lets them rewatch it.

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It answers all their questions.

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If they have others, they can come
back.

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Usually answers 90, 95 % of the
questions.

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The strategy call is very clunky.

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I think the strategical is more if

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you want to hear the sound of your
own voice and you want to, it

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could be sticky.

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Sure.

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Not my jam though.

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Now, depending on how many files

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you're doing, it kind of makes it
a little, but I'm not going to

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debate that.

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That's not what we're talking

262
00:07:35,140 --> 00:07:35,300
about.

263
00:07:35,300 --> 00:07:35,760
Okay.

264
00:07:35,760 --> 00:07:36,640
That's the overview.

265
00:07:36,640 --> 00:07:37,820
So let's go into each category.

266
00:07:37,820 --> 00:07:38,080
Okay.

267
00:07:38,200 --> 00:07:39,540
And I'll give you some value adds

268
00:07:39,620 --> 00:07:40,760
in there, some best practices.

269
00:07:41,020 --> 00:07:42,620
And these just, these aren't all

270
00:07:44,160 --> 00:07:44,340
mine.

271
00:07:44,340 --> 00:07:45,500
These are ones I've picked up from

272
00:07:45,500 --> 00:07:45,920
other people that's working.

273
00:07:45,920 --> 00:07:47,400
Before I do that though, this

274
00:07:47,400 --> 00:07:48,320
podcast is brought to you by
Mocha.

275
00:07:48,320 --> 00:07:48,740
Yeah.

276
00:07:48,960 --> 00:07:49,080
Mocha.

277
00:07:49,520 --> 00:07:50,040
It's like.

278
00:07:50,040 --> 00:07:51,620
Two o 'clock in the afternoon.

279
00:07:51,620 --> 00:07:52,980
Oh, nothing like a lukewarm mocha.

280
00:07:52,980 --> 00:07:54,600
Man, why don't they make that

281
00:07:54,600 --> 00:07:55,040
hotter?
It's not even Starbucks.

282
00:07:55,040 --> 00:07:55,580
It's some other shop.

283
00:07:55,580 --> 00:07:55,860
Okay, let's go.

284
00:07:55,860 --> 00:07:56,020
Lead.

285
00:07:56,160 --> 00:07:57,540
Lead comes in.

286
00:07:57,540 --> 00:07:58,600
Some best practices around that.

287
00:07:58,600 --> 00:07:59,860
Okay, we had a one -hour

288
00:07:59,860 --> 00:08:00,220
turnaround time.

289
00:08:00,220 --> 00:08:01,360
We respond within one hour.

290
00:08:01,360 --> 00:08:03,380
Okay, we had a wow email.

291
00:08:03,380 --> 00:08:04,940
The wow email going back has... a

292
00:08:04,940 --> 00:08:07,940
recorded video in there it has a
link to the calendar it has all

293
00:08:07,940 --> 00:08:11,740
your google reviews in your in
your email signature so you're

294
00:08:11,740 --> 00:08:15,010
wowing them you give them social
proof you can quick turnaround you

295
00:08:15,010 --> 00:08:19,770
have the recorded video we used to
do custom videos hey tom nice to

296
00:08:19,970 --> 00:08:24,830
meet you man i can't wait to work
with you the next call it's just

297
00:08:24,830 --> 00:08:29,230
to book a call below my calendar
but uh i stopped doing it because

298
00:08:29,230 --> 00:08:33,030
i was the bald neck then we went
to recorded eight different videos

299
00:08:33,030 --> 00:08:36,059
for refinance investment property,
property ladder, sell, first time,

300
00:08:36,059 --> 00:08:37,480
like all this thing, and it's just
too much.

301
00:08:37,480 --> 00:08:39,400
So we went to new client, past
client, right?

302
00:08:39,400 --> 00:08:42,419
So with two recorded videos, you
just drop it in with a template,

303
00:08:42,419 --> 00:08:44,179
boom, boom, boom, and you go here.

304
00:08:44,179 --> 00:08:45,360
So that's the next step.

305
00:08:45,360 --> 00:08:48,560
The only thing I'm doing in that
video is telling them, book a

306
00:08:48,560 --> 00:08:48,660
call.

307
00:08:48,660 --> 00:08:49,680
I'm not going, hey, and then we'll

308
00:08:49,680 --> 00:08:52,060
get documents and application and
then instructions will be sent

309
00:08:52,060 --> 00:08:52,920
later.

310
00:08:52,920 --> 00:08:54,400
No, no, no, no. I'm just going,

311
00:08:54,400 --> 00:08:55,420
hey, this is who I am.

312
00:08:55,420 --> 00:08:57,100
Can't wait to talk to you.

313
00:08:57,100 --> 00:09:01,030
Book a call on my calendar.

314
00:09:01,490 --> 00:09:02,430
Let's get, let's get going.

315
00:09:02,430 --> 00:09:03,070
You'll direct access to my
calendar.

316
00:09:03,070 --> 00:09:04,810
I can't wait to talk to you.

317
00:09:05,010 --> 00:09:07,410
This is a super efficient way of

318
00:09:07,410 --> 00:09:07,930
setting this up.

319
00:09:07,930 --> 00:09:08,450
Let's just go.

320
00:09:08,450 --> 00:09:08,610
Okay.

321
00:09:08,610 --> 00:09:10,150
So there's that, that lead comes

322
00:09:10,150 --> 00:09:10,230
in.

323
00:09:10,230 --> 00:09:11,770
Um, now what happens if you send

324
00:09:11,870 --> 00:09:13,330
that and you don't get a response
back, right?

325
00:09:13,330 --> 00:09:16,730
What's your followup?
So some of us will tag it in a CRM

326
00:09:16,730 --> 00:09:19,210
and the CRM will automatically
follow up, which I don't

327
00:09:19,210 --> 00:09:20,690
necessarily like that setup, but
okay.

328
00:09:20,730 --> 00:09:23,970
sure because then you have to shut
it off okay some of you are dialed

329
00:09:23,970 --> 00:09:27,590
in and that's awesome some of you
you create it you add like a lead

330
00:09:27,710 --> 00:09:31,390
tag to it new lead throws in your
crm and then it creates a task for

331
00:09:31,390 --> 00:09:33,550
you and this is what drives me
bonkers about crms is i'm just

332
00:09:33,930 --> 00:09:38,050
like building this never -ending
to -do list of over and over and i

333
00:09:38,050 --> 00:09:41,430
guess it doesn't fall through the
cracks but it's like i hate the

334
00:09:41,430 --> 00:09:44,190
idea of waking up every day and
looking at this never -ending task

335
00:09:44,190 --> 00:09:49,350
list that just creates all these
tasks and some of you geek out on

336
00:09:49,570 --> 00:09:52,770
it and you love xing out the task
or putting a checkbox done done

337
00:09:52,770 --> 00:09:55,330
done for me it gives me massive
stress i'm like this is not my

338
00:09:55,330 --> 00:09:59,190
life i am not i if i'm here just
waking up looking at a fucking

339
00:09:59,190 --> 00:10:03,610
task list all day of all these
mundane things i can't do it

340
00:10:03,610 --> 00:10:07,190
that's why i would rather have
automation in And I just, it's a

341
00:10:07,190 --> 00:10:07,890
mental thing.

342
00:10:07,890 --> 00:10:10,750
I don't like someone giving me a

343
00:10:10,750 --> 00:10:10,910
list.

344
00:10:10,910 --> 00:10:11,670
It just never ends.

345
00:10:11,670 --> 00:10:12,010
Rant over.

346
00:10:12,010 --> 00:10:13,370
It works for many of you.

347
00:10:13,760 --> 00:10:15,540
And I respect that.

348
00:10:15,540 --> 00:10:16,600
We're just wired differently.

349
00:10:16,600 --> 00:10:19,700
So what do we do?
Well, we use Boomerang.

350
00:10:19,700 --> 00:10:22,300
Boomerang is a, you can use it in
Outlook.

351
00:10:22,300 --> 00:10:23,340
You can use it in Gmail.

352
00:10:23,340 --> 00:10:24,960
Super awesome, easy concept

353
00:10:24,960 --> 00:10:25,100
software.

354
00:10:25,100 --> 00:10:26,080
You load in the widget.

355
00:10:26,080 --> 00:10:27,020
Super easy.

356
00:10:27,020 --> 00:10:27,660
Boomerang.

357
00:10:27,660 --> 00:10:28,920
Go check it out.

358
00:10:28,920 --> 00:10:31,220
So we send out the lead.

359
00:10:31,220 --> 00:10:31,580
Hey.

360
00:10:31,580 --> 00:10:31,760
Great.

361
00:10:31,760 --> 00:10:32,360
Here you go.

362
00:10:32,360 --> 00:10:33,900
Here's our wow email.

363
00:10:33,900 --> 00:10:35,340
And then we boomerang it to
respond.

364
00:10:35,340 --> 00:10:38,700
If they don't respond to this
email, I'm going to boomerang back

365
00:10:38,700 --> 00:10:40,740
in 24 or 40 hours.

366
00:10:40,740 --> 00:10:42,620
I get to say, and what does that

367
00:10:42,620 --> 00:10:44,960
mean?
It means when I wake up the next

368
00:10:45,100 --> 00:10:50,200
day or 24 hours later, it's going
to pop back up to my inbox.

369
00:10:50,200 --> 00:10:53,460
It's just going to go, Hey, this
person never responded.

370
00:10:53,460 --> 00:10:56,880
What do you want to do?
That way your assistant could be

371
00:10:57,040 --> 00:10:59,700
notified and you could just boom,
fire back.

372
00:10:59,760 --> 00:11:00,020
Okay, cool.

373
00:11:00,020 --> 00:11:00,860
Hey, I'm just following up on

374
00:11:00,860 --> 00:11:04,060
this, pushing it to the top of
your inbox.

375
00:11:04,060 --> 00:11:06,260
You still want to book a call.

376
00:11:06,260 --> 00:11:08,180
You should use Boomerang in a lot

377
00:11:08,180 --> 00:11:11,670
of different ways because there's
a lot of stuff that you can't go.

378
00:11:11,670 --> 00:11:15,130
You send emails out asking
questions to people that you can't

379
00:11:15,130 --> 00:11:18,610
put in the CRM or you have to go
create a fucking task.

380
00:11:18,610 --> 00:11:21,110
So what if you use Boomerang when
you reach out to the lawyer and

381
00:11:21,290 --> 00:11:22,310
you go, hey, confirming you got
instructions, right?

382
00:11:22,310 --> 00:11:24,210
Boomerang it to 24 hours.

383
00:11:24,210 --> 00:11:26,070
If it doesn't, if it shows back

384
00:11:26,070 --> 00:11:26,930
up, go follow up.

385
00:11:26,930 --> 00:11:28,470
But what am I going to do?

386
00:11:28,470 --> 00:11:31,090
I'm going to send that and I'm
going to go into my CRM and create

387
00:11:31,090 --> 00:11:32,130
a task to follow.

388
00:11:32,130 --> 00:11:34,210
Like it's like so backwards to me

389
00:11:34,250 --> 00:11:34,630
to do that.

390
00:11:34,630 --> 00:11:34,910
Use boomerang.

391
00:11:34,910 --> 00:11:36,990
It'll just keep all the times you
reach out to people asking

392
00:11:36,990 --> 00:11:38,890
questions where it's not in the
client journey specifically.

393
00:11:38,890 --> 00:11:39,730
Put a boomerang on it.

394
00:11:39,730 --> 00:11:41,030
Fire it back in a week, three

395
00:11:41,030 --> 00:11:42,770
days, two days, one day.

396
00:11:42,930 --> 00:11:43,690
I don't know.

397
00:11:43,690 --> 00:11:47,170
If you send a boomerang to a
realtor to meet for lunch, to

398
00:11:47,170 --> 00:11:48,050
break bread, put a boomerang of
three days.

399
00:11:48,050 --> 00:11:51,230
And then it's going to come back
to the top.

400
00:11:51,230 --> 00:11:52,390
And then you're going to reach
out.

401
00:11:52,390 --> 00:11:55,130
Hey, I just wanted to reach out.

402
00:11:55,130 --> 00:11:57,810
Send you a text.

403
00:11:57,810 --> 00:12:00,950
Send you a text, right?
This is a software that very

404
00:12:00,950 --> 00:12:01,210
underutilized.

405
00:12:01,370 --> 00:12:03,500
The people I know who are using it

406
00:12:03,500 --> 00:12:03,880
absolutely love it.

407
00:12:03,880 --> 00:12:04,740
So that's part of the lead side.

408
00:12:04,740 --> 00:12:05,280
That's some best practice.

409
00:12:05,280 --> 00:12:07,000
This podcast is brought to you by

410
00:12:07,240 --> 00:12:07,420
Mocha.

411
00:12:07,420 --> 00:12:09,320
I'm sorry, I got to drink this

412
00:12:09,320 --> 00:12:11,200
thing because it's so lukewarm
right now.

413
00:12:11,200 --> 00:12:13,140
It's like, if this goes cold, I
can't do it.

414
00:12:13,140 --> 00:12:16,200
And I paid $7 for this because I
tipped.

415
00:12:16,200 --> 00:12:19,380
They guilted me into the tip.

416
00:12:19,380 --> 00:12:20,420
They didn't say anything.

417
00:12:20,420 --> 00:12:22,100
but they like looked at you.

418
00:12:22,100 --> 00:12:22,900
It wasn't Starbucks.

419
00:12:23,140 --> 00:12:24,680
It was like one of those boutique
shops.

420
00:12:24,680 --> 00:12:26,920
It was six bucks for this tiny
thing.

421
00:12:26,920 --> 00:12:32,200
And then they like look at you and
they pass the thing over and they

422
00:12:32,200 --> 00:12:34,300
just like stare at you with like
their granola sweater on.

423
00:12:34,300 --> 00:12:35,340
And I'm like, fuck, I'll give you
a dollar.

424
00:12:35,340 --> 00:12:37,220
I got, I got looped into that.

425
00:12:37,220 --> 00:12:38,600
So anyways, let's carry on.

426
00:12:38,600 --> 00:12:38,700
Okay.

427
00:12:38,700 --> 00:12:41,340
So lead practice, follow up,

428
00:12:41,460 --> 00:12:41,880
right?
It's pretty simple.

429
00:12:41,880 --> 00:12:44,700
You get back within an hour, you
give them a wow email, ability to

430
00:12:44,700 --> 00:12:45,340
book and follow up.

431
00:12:45,340 --> 00:12:45,820
That's it.

432
00:12:46,040 --> 00:12:49,480
Next discovery call, but I'm going
to say booking the discovery call.

433
00:12:49,480 --> 00:12:49,600
Okay.

434
00:12:49,600 --> 00:12:51,080
So now the client clicks the link

435
00:12:51,080 --> 00:12:53,520
and it goes to my calendar booking
software.

436
00:12:53,520 --> 00:12:53,720
Okay.

437
00:12:53,720 --> 00:12:55,300
Here's some best practices for

438
00:12:55,380 --> 00:12:55,620
that.

439
00:12:55,620 --> 00:12:57,920
And like, this was an aha moment

440
00:12:57,920 --> 00:13:00,020
for a lot of top brokers in the
training.

441
00:13:00,020 --> 00:13:02,940
It was like, number one, bunch of
brokers, me included when I

442
00:13:02,940 --> 00:13:05,100
brokered was you could not get
access to me that day.

443
00:13:05,100 --> 00:13:06,200
There's nothing you need from me
today.

444
00:13:06,200 --> 00:13:07,860
I don't care if my calendar is
wide open.

445
00:13:07,860 --> 00:13:08,400
It's a filter.

446
00:13:08,400 --> 00:13:09,560
I'm going to allow you to book

447
00:13:09,560 --> 00:13:13,520
tomorrow and I will have the time
slots because I don't want your

448
00:13:13,720 --> 00:13:14,480
stress on me.

449
00:13:14,480 --> 00:13:16,760
I don't want your pressure on me.

450
00:13:16,760 --> 00:13:21,080
I don't want you skipping the line
from other clients just because

451
00:13:21,080 --> 00:13:23,160
you need me today.

452
00:13:23,300 --> 00:13:24,860
That's not the energy I wanted in

453
00:13:24,860 --> 00:13:25,240
my book.

454
00:13:25,360 --> 00:13:27,160
So I make it the other day.

455
00:13:27,160 --> 00:13:33,270
So I set that up in the calendar.

456
00:13:33,270 --> 00:13:34,430
Next, I time block out each day.

457
00:13:34,430 --> 00:13:37,090
two to three hours where I will
take discovery calls.

458
00:13:37,090 --> 00:13:39,870
And so it might be 10 to one one
day.

459
00:13:39,870 --> 00:13:41,890
It might be nine to 12 one day.

460
00:13:41,890 --> 00:13:43,550
It might be two to five another

461
00:13:43,550 --> 00:13:43,850
day.

462
00:13:43,850 --> 00:13:44,370
It doesn't matter.

463
00:13:44,370 --> 00:13:46,330
But what you do is your time
blocking.

464
00:13:46,330 --> 00:13:49,930
So when they go to click, they're
going to have 15, 20, 30 minute

465
00:13:49,930 --> 00:13:50,990
increments within a compact two,
three hours.

466
00:13:50,990 --> 00:13:53,030
And it's not even about them.

467
00:13:53,030 --> 00:13:55,090
this is about you this is about

468
00:13:55,090 --> 00:13:58,100
you protecting your time so you
can stay disciplined and focused

469
00:13:58,100 --> 00:14:00,300
on other areas of your business if
you are constantly going from oh

470
00:14:00,300 --> 00:14:03,960
an 8 30 call just booked in a 1 30
call of 4 30 5 15. 10 .45, and

471
00:14:03,960 --> 00:14:06,760
you're just all over the place,
and you just switch gears from

472
00:14:06,760 --> 00:14:07,960
satisfying conditions,
prospecting, social media,

473
00:14:08,880 --> 00:14:11,400
discovery call, and you're weaving
discovery calls all within there?

474
00:14:11,500 --> 00:14:12,900
Do you think you're going to be at
your best?

475
00:14:12,900 --> 00:14:15,660
Do you think it's going to keep
you distracted from the other

476
00:14:15,660 --> 00:14:18,330
things in your business you need
to do to make money?

477
00:14:18,330 --> 00:14:19,370
Hell to the yeah.

478
00:14:19,370 --> 00:14:20,730
So you book out the times.

479
00:14:20,730 --> 00:14:22,230
Some people don't even have
certain calls on certain days.

480
00:14:22,230 --> 00:14:23,270
I know some brokers work Tuesday,
Wednesday, Thursday.

481
00:14:23,270 --> 00:14:24,710
They're like, I'm not doing a
discovery call on Friday.

482
00:14:24,710 --> 00:14:26,150
I'm not doing one on Monday.

483
00:14:26,150 --> 00:14:27,530
I'm going to work on the other

484
00:14:27,530 --> 00:14:28,990
areas of my business.

485
00:14:28,990 --> 00:14:30,550
It fits here.

486
00:14:30,550 --> 00:14:32,550
Make it work type thing.

487
00:14:32,710 --> 00:14:34,130
And so it's a scarcity mentality.

488
00:14:34,410 --> 00:14:37,730
You feel like you're going to miss
out on stuff, but I promise you,

489
00:14:37,730 --> 00:14:38,230
you don't.

490
00:14:38,230 --> 00:14:40,290
You set the rules, right?

491
00:14:40,290 --> 00:14:41,270
You run the daycare.

492
00:14:41,270 --> 00:14:43,410
Don't let the inmates run the

493
00:14:43,410 --> 00:14:44,990
asylum, right?
That's what happens when you just

494
00:14:44,990 --> 00:14:46,010
go, my calendar is open.

495
00:14:46,010 --> 00:14:46,410
Come whenever.

496
00:14:46,410 --> 00:14:49,440
And I'm even available right now.

497
00:14:49,440 --> 00:14:50,360
I'm even available right now.

498
00:14:50,360 --> 00:14:51,600
Because I promise if you tracked
all this.

499
00:14:51,600 --> 00:14:54,320
I didn't track it.

500
00:14:54,320 --> 00:14:56,700
I did a mental track, but over my

501
00:14:56,700 --> 00:14:58,780
career, the people who wanted me
access to me right then and there,

502
00:14:58,780 --> 00:14:59,920
it never worked out.

503
00:14:59,920 --> 00:15:01,620
And when it did, it was horrible

504
00:15:01,620 --> 00:15:02,880
and it wasn't worth the money.

505
00:15:02,880 --> 00:15:03,860
And you're like, fuck that.

506
00:15:03,860 --> 00:15:06,600
I don't want to do that anymore.

507
00:15:06,600 --> 00:15:08,660
I want this to be a business where

508
00:15:08,660 --> 00:15:10,500
it's like, you know, there's
always one off.

509
00:15:10,740 --> 00:15:11,540
So I get it.

510
00:15:11,540 --> 00:15:14,140
So you time block your calendar,

511
00:15:14,240 --> 00:15:15,760
you make it so they can't book
that day.

512
00:15:15,760 --> 00:15:16,800
And then last but not least.

513
00:15:17,260 --> 00:15:18,020
Why do your discovery calls are

514
00:15:18,020 --> 00:15:18,760
too long?
And you're on there.

515
00:15:18,860 --> 00:15:22,840
So what do you want to do?
You want to do refinance?

516
00:15:22,840 --> 00:15:24,920
Are you employed?
All the stuff you could already

517
00:15:24,920 --> 00:15:26,480
have info for by just adding
questions into the calendar

518
00:15:26,480 --> 00:15:26,600
software.

519
00:15:26,600 --> 00:15:29,960
So when they go to book a call and

520
00:15:29,960 --> 00:15:34,180
they put name, phone number,
email, or whatever they're putting

521
00:15:34,420 --> 00:15:37,740
in there, you have questions below
of the things you're going to ask

522
00:15:37,740 --> 00:15:38,300
them anyways.

523
00:15:38,300 --> 00:15:38,900
Put it there.

524
00:15:38,900 --> 00:15:41,440
Just don't click the required
button.

525
00:15:41,440 --> 00:15:42,500
Make it so there's no asterisk.

526
00:15:42,500 --> 00:15:45,010
Make it so they just put it.

527
00:15:45,010 --> 00:15:45,630
And guess what?
They will.

528
00:15:45,630 --> 00:15:48,670
Majority of people will fill out a
bunch of it.

529
00:15:48,670 --> 00:15:52,110
So what did you just do?
You shaved off four, five, 10, 12

530
00:15:52,110 --> 00:15:53,910
minutes off the discovery call
because you have the info.

531
00:15:53,910 --> 00:15:54,610
Promise you way better.

532
00:15:54,610 --> 00:15:55,190
Just do that.

533
00:15:55,190 --> 00:15:56,930
It's already in the software
you're using.

534
00:15:56,930 --> 00:16:00,310
And then you're going to want to
use the software to follow up.

535
00:16:00,310 --> 00:16:03,190
There's four things we're talking
about scheduling discovery call.

536
00:16:03,330 --> 00:16:07,270
So now you click it on and it's
got these follow -ups built in.

537
00:16:07,270 --> 00:16:08,270
And if you have SMS, sure.

538
00:16:08,390 --> 00:16:09,310
If you have email, whatever, I'm

539
00:16:10,040 --> 00:16:11,240
just going to follow up for you.

540
00:16:11,240 --> 00:16:12,460
So. Just turn it on and set it to,

541
00:16:12,460 --> 00:16:14,120
I don't know, 24 hours, 48 hours,
72 hours before.

542
00:16:14,120 --> 00:16:16,860
And it starts hitting them.

543
00:16:16,860 --> 00:16:18,240
We all have this people following

544
00:16:18,240 --> 00:16:19,260
up with us.

545
00:16:19,260 --> 00:16:21,560
Does it annoy you?

546
00:16:21,560 --> 00:16:23,500
Well, they're taking your time for
like a half.

547
00:16:23,500 --> 00:16:25,080
They want a half a million
dollars.

548
00:16:25,080 --> 00:16:29,660
Like, it's not like we're talking
about, like, give me a quote to

549
00:16:29,660 --> 00:16:30,620
clean my barbecue.

550
00:16:30,620 --> 00:16:31,520
Like, and you're taking it.

551
00:16:31,520 --> 00:16:33,800
It's it's this is like real deal
stuff here.

552
00:16:33,800 --> 00:16:37,580
So if you can't do that and you
want to hit people, like, then

553
00:16:37,580 --> 00:16:38,280
you're not valuing your time
enough.

554
00:16:38,500 --> 00:16:38,860
Right.

555
00:16:38,860 --> 00:16:40,440
We're running a business.

556
00:16:40,440 --> 00:16:41,160
This is a business.

557
00:16:41,160 --> 00:16:41,780
This isn't a hobby.

558
00:16:41,780 --> 00:16:44,260
A lot of you are running, this is
hobby to you.

559
00:16:44,420 --> 00:16:46,660
And you're just trying to dip in
your, I'm running a fucking

560
00:16:46,660 --> 00:16:50,780
business, right?
The essence of business is to make

561
00:16:50,860 --> 00:16:50,900
profit.

562
00:16:50,900 --> 00:16:52,060
That's what we're doing, right?

563
00:16:52,060 --> 00:16:52,900
With the least amount of time
spent.

564
00:16:52,900 --> 00:16:54,480
And so do this, turn that on.

565
00:16:54,480 --> 00:16:55,200
That's it.

566
00:16:55,200 --> 00:16:57,040
Okay, that's how you set that up.

567
00:16:57,040 --> 00:16:58,500
Now we go discovery calls.

568
00:16:58,500 --> 00:17:00,160
So you jump on the discovery call.

569
00:17:00,160 --> 00:17:01,700
And some of you do a Zoom.

570
00:17:01,700 --> 00:17:03,500
Some of you do a phone.

571
00:17:03,720 --> 00:17:04,760
Fill your boots.

572
00:17:04,760 --> 00:17:05,119
They're both awesome.

573
00:17:05,119 --> 00:17:07,650
I can pros and cons to both.

574
00:17:07,650 --> 00:17:08,130
Love it.

575
00:17:08,130 --> 00:17:09,050
We're not going to break that

576
00:17:09,310 --> 00:17:09,670
down.

577
00:17:09,670 --> 00:17:11,069
But discovery call, there are

578
00:17:11,069 --> 00:17:12,470
certain things you want to hit on
discovery calls.

579
00:17:12,470 --> 00:17:16,170
I'm just going to share a couple
of things here out of the gate.

580
00:17:16,170 --> 00:17:18,910
Number one, I've talked about this
before, but there's some

581
00:17:18,910 --> 00:17:19,010
additional.

582
00:17:19,010 --> 00:17:20,869
I'm going to ask who referred you

583
00:17:20,869 --> 00:17:21,790
and what they say.

584
00:17:21,930 --> 00:17:22,650
I already know.

585
00:17:22,650 --> 00:17:26,829
Or I'll be like, if I knew it was
Tom referred me, I'd be like, hey,

586
00:17:26,829 --> 00:17:29,550
it's like Tom referred you to me.

587
00:17:29,550 --> 00:17:30,170
Mentioned my name.

588
00:17:30,170 --> 00:17:31,890
What did he say?
Why do you say we need to talk?

589
00:17:31,890 --> 00:17:36,500
And I want them to say like, oh,
Tom said you're good at this and

590
00:17:36,500 --> 00:17:36,740
that.

591
00:17:36,740 --> 00:17:38,040
I want them to like.

592
00:17:38,040 --> 00:17:38,740
Say it out loud.

593
00:17:38,740 --> 00:17:40,500
It just sets the tone for the

594
00:17:40,500 --> 00:17:40,820
call.

595
00:17:40,820 --> 00:17:41,320
There's some psychology there.

596
00:17:41,460 --> 00:17:44,520
I want to take control of the
call.

597
00:17:44,520 --> 00:17:46,780
And I know this is a big
difference.

598
00:17:47,020 --> 00:17:49,080
We found this in the training.

599
00:17:49,080 --> 00:17:51,020
Some people want to build a

600
00:17:51,300 --> 00:17:52,620
rapport and build an awesome.

601
00:17:52,620 --> 00:17:53,860
I'm going to build that within my

602
00:17:53,860 --> 00:17:54,260
questioning and small talk.

603
00:17:54,340 --> 00:17:55,740
And I find that more women want to

604
00:17:55,740 --> 00:17:58,920
build more of a rapport and a warm
and fuzzy and hug, hug it out.

605
00:17:58,920 --> 00:18:00,640
and build that relationship.

606
00:18:00,640 --> 00:18:03,730
And more guys want to go a little

607
00:18:03,730 --> 00:18:05,650
more like, Hey, let's just get to
us, stick the numbers.

608
00:18:05,650 --> 00:18:07,810
I'm going to keep us on pace.

609
00:18:07,810 --> 00:18:08,650
We're going to go.

610
00:18:08,650 --> 00:18:09,710
And there's no wrong answer there.

611
00:18:09,810 --> 00:18:10,010
That's awesome.

612
00:18:10,010 --> 00:18:10,490
That's just, we're wired
different.

613
00:18:10,490 --> 00:18:10,610
Right.

614
00:18:10,610 --> 00:18:11,950
And some of you will cross over

615
00:18:12,070 --> 00:18:13,550
and do the other one.

616
00:18:13,550 --> 00:18:14,390
And that's cool.

617
00:18:14,390 --> 00:18:17,650
But I always like to take control
of it and just set the

618
00:18:17,650 --> 00:18:17,790
expectation.

619
00:18:17,790 --> 00:18:19,650
It should take 20 minutes.

620
00:18:19,650 --> 00:18:20,530
I'm going to ask you a bunch of
questions.

621
00:18:20,530 --> 00:18:21,450
I'm looking for red flags.

622
00:18:21,450 --> 00:18:23,830
I want to really see if we can, if

623
00:18:24,450 --> 00:18:25,530
it makes sense for us to partner.

624
00:18:25,630 --> 00:18:26,010
Does that sound good?

625
00:18:26,010 --> 00:18:26,170
Yeah.

626
00:18:26,170 --> 00:18:27,370
And at the end of it.

627
00:18:27,370 --> 00:18:28,850
If it makes sense, I'll walk
through the next steps.

628
00:18:28,850 --> 00:18:29,930
I'll answer some questions for
you.

629
00:18:29,930 --> 00:18:30,530
Let's get into it.

630
00:18:30,680 --> 00:18:31,240
Start asking questions.

631
00:18:31,240 --> 00:18:32,000
Scale 1 to 10.

632
00:18:32,000 --> 00:18:32,780
How good is your credit?

633
00:18:32,940 --> 00:18:34,980
What are you trying to do?
Blah, blah, blah.

634
00:18:34,980 --> 00:18:36,920
Going to get into all that.

635
00:18:36,920 --> 00:18:37,720
There's some questions that are

636
00:18:37,720 --> 00:18:38,520
non -negotiable, though.

637
00:18:38,520 --> 00:18:41,380
I want to ask, do you know how I

638
00:18:41,380 --> 00:18:42,420
get paid?
I'll explain.

639
00:18:42,420 --> 00:18:45,420
I don't want bad information out
there around how I get paid as a

640
00:18:45,420 --> 00:18:45,700
broker.

641
00:18:46,700 --> 00:18:48,440
I don't want the banks telling

642
00:18:48,440 --> 00:18:49,360
them lies.

643
00:18:49,360 --> 00:18:51,060
I don't want past brokers screwing

644
00:18:51,060 --> 00:18:51,460
up for me.

645
00:18:51,460 --> 00:18:53,880
I don't want the peanut gallery

646
00:18:54,280 --> 00:18:55,740
they're talking to getting in
their ear.

647
00:18:55,740 --> 00:18:59,580
I want to just tell them, I earn
on average 1 % of the mortgage

648
00:18:59,640 --> 00:18:59,700
amount.

649
00:18:59,700 --> 00:19:00,720
If your mortgage is half a million

650
00:19:00,720 --> 00:19:01,600
dollars, that's $5 ,000 I earned.

651
00:19:01,720 --> 00:19:03,080
I work really hard for it.

652
00:19:03,200 --> 00:19:04,840
But it's not included in the
interest rate.

653
00:19:05,280 --> 00:19:06,180
It's not baked in somewhere.

654
00:19:06,180 --> 00:19:07,080
There's no hidden fees.

655
00:19:07,080 --> 00:19:07,700
I represent only you.

656
00:19:07,760 --> 00:19:08,960
So it's like that stuff.

657
00:19:08,960 --> 00:19:10,040
I'm going to have that spiel down.

658
00:19:10,040 --> 00:19:11,460
But I want to know that.

659
00:19:11,460 --> 00:19:13,880
I'm going to ask him for a
commitment at some point.

660
00:19:13,880 --> 00:19:15,460
I'm not going to get you to sign
anything.

661
00:19:15,620 --> 00:19:16,420
I'm not going to charge you
anything.

662
00:19:16,420 --> 00:19:19,760
I want to show you how I operate
after I pre -approve you and show

663
00:19:20,160 --> 00:19:20,800
you your proposal.

664
00:19:20,800 --> 00:19:22,030
Then I will ask you for a

665
00:19:22,030 --> 00:19:22,190
commitment.

666
00:19:22,290 --> 00:19:22,810
Does that sound fair?

667
00:19:22,810 --> 00:19:23,910
I'm going to keep going.

668
00:19:23,910 --> 00:19:25,890
If we partner, if we decide to

669
00:19:26,470 --> 00:19:27,930
partner together, this is what
I'll do.

670
00:19:27,930 --> 00:19:29,690
If we decide to partner together,
I'd love to show you this.

671
00:19:29,690 --> 00:19:32,110
If we decide to partner together,
based on what we talked about, I

672
00:19:32,110 --> 00:19:33,750
received some opportunities to
save you some money.

673
00:19:33,750 --> 00:19:36,270
That could be from, hey, an
increase on your tax refund to,

674
00:19:36,270 --> 00:19:38,950
hey, a prepayment strategy that's
sort of sitting in front of us

675
00:19:38,950 --> 00:19:40,910
right now, but could shave four or
five years off your mortgage

676
00:19:40,910 --> 00:19:41,790
without changing your quality of
life.

677
00:19:41,790 --> 00:19:43,690
I'd love to present that to you.

678
00:19:43,690 --> 00:19:44,270
How does that sound?

679
00:19:44,270 --> 00:19:46,510
I'm always going to be mentioning
if we decide to partner together.

680
00:19:46,510 --> 00:19:48,670
It makes it so it's not
transactional and like it's a

681
00:19:48,670 --> 00:19:50,260
partnership is what we're doing.

682
00:19:50,260 --> 00:19:51,400
So I'm going to do that.

683
00:19:51,520 --> 00:19:56,140
And then at the end, the call, if
I decide at some point, it just

684
00:19:56,140 --> 00:19:58,180
makes sense for us to work
together.

685
00:19:58,180 --> 00:20:00,660
The next step, I'm always going to
go.

686
00:20:00,660 --> 00:20:03,980
I just want to let them know the
next step.

687
00:20:03,980 --> 00:20:05,820
I'm going to do X, whatever that
is, but I'm going to need these

688
00:20:05,820 --> 00:20:05,980
documents.

689
00:20:06,100 --> 00:20:06,800
And I'll go through the documents.

690
00:20:06,800 --> 00:20:08,660
And this was a big aha.

691
00:20:08,660 --> 00:20:09,620
It was, I'm going to list out the

692
00:20:09,780 --> 00:20:09,940
documents verbally.

693
00:20:09,940 --> 00:20:11,370
If this takes an extra five

694
00:20:11,370 --> 00:20:13,210
minutes, so be it, because I've
already determined they're worth

695
00:20:13,210 --> 00:20:13,710
my time.

696
00:20:13,710 --> 00:20:15,050
So I will spend more time because

697
00:20:15,050 --> 00:20:17,590
this will save me a lot on the
back end with the back and forth.

698
00:20:17,590 --> 00:20:20,970
If I just go, great, I'm going to
send you apps and docs I need, an

699
00:20:20,970 --> 00:20:21,670
app and docs I need.

700
00:20:21,670 --> 00:20:22,990
And then they get hit and there's

701
00:20:22,990 --> 00:20:23,770
12 things on there.

702
00:20:23,770 --> 00:20:25,290
And they're like, what the hell,

703
00:20:25,290 --> 00:20:26,370
Ryan?
I'm going to preface it.

704
00:20:26,370 --> 00:20:28,500
I'm going to go, I'm going to need
this.

705
00:20:28,500 --> 00:20:29,780
T1 General's statement of business
activities, NOA.

706
00:20:29,780 --> 00:20:32,400
blah, blah, blah, blah, blah,
blah, blah, blah, blah.

707
00:20:32,400 --> 00:20:33,320
Private tax statement, mortgage
statement.

708
00:20:33,320 --> 00:20:34,620
I'm going to go through it all.

709
00:20:34,740 --> 00:20:35,780
Does that all make sense?

710
00:20:35,780 --> 00:20:37,620
Do you know where all that is?
Yes.

711
00:20:37,620 --> 00:20:38,200
They ask questions.

712
00:20:38,200 --> 00:20:38,340
Okay.

713
00:20:38,420 --> 00:20:38,700
That's cool.

714
00:20:38,700 --> 00:20:39,800
Now they're not like caught off

715
00:20:39,800 --> 00:20:39,920
guard.

716
00:20:39,920 --> 00:20:41,380
And then at the end, before I

717
00:20:41,380 --> 00:20:44,280
leave, I'm going to go, are you
crystal clear on the next step?

718
00:20:44,280 --> 00:20:46,720
I want to know this.

719
00:20:46,720 --> 00:20:49,020
I don't want it to be like this

720
00:20:49,020 --> 00:20:51,020
gray area of like expectations and
what I'm supposed to be doing.

721
00:20:51,060 --> 00:20:52,460
Are they waiting for something?
Are you crystal clear?

722
00:20:52,460 --> 00:20:52,900
Yeah, cool.

723
00:20:52,900 --> 00:20:54,560
You're going to get the email from

724
00:20:54,560 --> 00:20:54,780
me.

725
00:20:54,860 --> 00:20:56,220
It has the link to this.

726
00:20:56,220 --> 00:20:58,160
And then by time I get everything
back, I'm going to give you.

727
00:20:58,160 --> 00:21:00,040
Your pre -approval proposal custom
within 24 hours.

728
00:21:00,040 --> 00:21:00,580
How does that sound?
Wow.

729
00:21:00,580 --> 00:21:01,660
That quick.

730
00:21:01,660 --> 00:21:02,200
That sounds awesome.

731
00:21:02,200 --> 00:21:02,880
That's my service.

732
00:21:02,880 --> 00:21:03,000
Okay.

733
00:21:03,000 --> 00:21:05,180
That's what I'm going to deliver.

734
00:21:05,260 --> 00:21:06,320
That's the white glove concierge

735
00:21:06,320 --> 00:21:06,460
style.

736
00:21:06,460 --> 00:21:08,320
So my pre -approvals go to the top

737
00:21:08,320 --> 00:21:09,860
of the list over live files.

738
00:21:09,860 --> 00:21:12,040
Because a lot of files, I can like

739
00:21:12,040 --> 00:21:14,060
play with the condition of
financing.

740
00:21:14,060 --> 00:21:15,180
I can play with the documents.

741
00:21:15,180 --> 00:21:16,600
I can play obviously the time on

742
00:21:16,600 --> 00:21:16,720
that.

743
00:21:16,720 --> 00:21:18,300
I'm telling them I'm still in the

744
00:21:18,300 --> 00:21:19,500
audition stage, right?
Just because they're say they're

745
00:21:19,500 --> 00:21:22,260
going to work for me doesn't mean
they're going to.

746
00:21:22,260 --> 00:21:22,840
And so I'm always auditioning.

747
00:21:22,840 --> 00:21:24,180
I'm always earning the business.

748
00:21:24,280 --> 00:21:24,860
I'm never taking for granted.

749
00:21:24,860 --> 00:21:25,640
They're my client.

750
00:21:25,640 --> 00:21:26,260
I'm always earning it.

751
00:21:26,300 --> 00:21:27,000
I'm going to hold myself

752
00:21:27,000 --> 00:21:27,080
accountable.

753
00:21:27,080 --> 00:21:28,720
One hour turnaround on leads, 24

754
00:21:28,720 --> 00:21:30,040
hour turnaround pre -approvals.

755
00:21:30,300 --> 00:21:31,620
Non -negotiable in my head.

756
00:21:31,620 --> 00:21:32,220
If I can't make it.

757
00:21:32,220 --> 00:21:33,360
Because we get into it and

758
00:21:33,360 --> 00:21:33,540
something's wrong.

759
00:21:33,540 --> 00:21:35,060
I'm going to let them know.

760
00:21:35,060 --> 00:21:35,640
I'm going to apologize.

761
00:21:35,640 --> 00:21:36,900
I'm going to give them a reason

762
00:21:36,900 --> 00:21:37,120
why.

763
00:21:37,120 --> 00:21:39,060
And I'm going to tell them 48

764
00:21:39,060 --> 00:21:39,640
hours now.

765
00:21:39,640 --> 00:21:39,800
Okay.

766
00:21:39,800 --> 00:21:40,660
That's that.

767
00:21:40,660 --> 00:21:41,640
So we got to, that's discovery

768
00:21:41,640 --> 00:21:41,880
call.

769
00:21:42,000 --> 00:21:42,800
Now, after discovery call, we go

770
00:21:42,800 --> 00:21:43,840
to apps and docs.

771
00:21:43,840 --> 00:21:45,040
After apps and that's you

772
00:21:45,040 --> 00:21:45,580
requesting apps and docs.

773
00:21:45,580 --> 00:21:46,220
Everyone has a different system

774
00:21:46,220 --> 00:21:48,920
for this different submission
platform, different email scripts,

775
00:21:48,920 --> 00:21:49,500
different, whatever.

776
00:21:49,500 --> 00:21:50,480
I'm not going to get into that

777
00:21:50,480 --> 00:21:53,360
because it's very specific on how
you're running your business

778
00:21:53,360 --> 00:21:54,500
there, but essentially you're
asking for apps and docs.

779
00:21:54,500 --> 00:21:57,000
The only thing I will say is we
sit on our hands, right?

780
00:21:57,000 --> 00:22:02,440
We sit on our hands until we don't
underwrite the file until we get

781
00:22:02,440 --> 00:22:03,560
all that stuff.

782
00:22:03,560 --> 00:22:05,120
It should go without saying.

783
00:22:05,280 --> 00:22:07,520
especially as new agent or people
without stuff on your plate,

784
00:22:07,520 --> 00:22:11,740
you're going to have to resist the
urge to creep and get in there and

785
00:22:11,740 --> 00:22:14,460
look at the stuff and start
plugging it into the thing.

786
00:22:14,460 --> 00:22:16,740
Cause they could just ghost you
and you wasted 25 minutes, right?

787
00:22:16,740 --> 00:22:17,840
Not going to do that.

788
00:22:17,840 --> 00:22:20,140
I'm not going to go in until we

789
00:22:20,140 --> 00:22:20,480
have everything.

790
00:22:20,480 --> 00:22:20,660
Okay.

791
00:22:20,860 --> 00:22:21,740
You have everything.

792
00:22:21,740 --> 00:22:23,680
Now you're going to go in and

793
00:22:23,780 --> 00:22:23,900
underwrite.

794
00:22:23,900 --> 00:22:25,040
So underwrites file, pretty

795
00:22:25,040 --> 00:22:25,180
standard stuff.

796
00:22:25,180 --> 00:22:25,840
You're going in underwriting based

797
00:22:25,840 --> 00:22:26,380
on the situation.

798
00:22:26,520 --> 00:22:28,620
that they came to you with and

799
00:22:28,620 --> 00:22:31,640
your lender or the notes you took
from the discovery call.

800
00:22:31,640 --> 00:22:35,280
We just had a rule of thumb,
especially on the A side was we

801
00:22:35,280 --> 00:22:38,960
underwrite everything as if it's
going to Scotiabank because I can

802
00:22:38,960 --> 00:22:40,080
go up to 50 TDS.

803
00:22:40,080 --> 00:22:41,200
There is no GDS.

804
00:22:41,200 --> 00:22:42,300
I don't need exceptions on 50 TDS.

805
00:22:42,460 --> 00:22:43,000
It's just the standard now.

806
00:22:43,000 --> 00:22:43,380
That's what I need.

807
00:22:43,380 --> 00:22:44,620
As long as the credit's good, I

808
00:22:44,620 --> 00:22:45,200
can go there.

809
00:22:45,200 --> 00:22:46,020
They have the best non -subject

810
00:22:46,020 --> 00:22:46,520
rental offset.

811
00:22:46,940 --> 00:22:48,640
on the a side subject property

812
00:22:48,640 --> 00:22:54,900
rental sure not as great now but
i'm going to underwrite the files

813
00:22:54,900 --> 00:22:59,810
because the guidelines are easy i
don't need a spreadsheet and i can

814
00:22:59,810 --> 00:23:04,010
it doesn't mean the deal is going
to go there i just want to give

815
00:23:04,210 --> 00:23:07,550
them a rock solid a pre -approval
but here's the thing when i pre

816
00:23:07,550 --> 00:23:10,550
-approved them i'm not pre
-approving them up to the 50.

817
00:23:10,550 --> 00:23:12,350
i'm pre -approving them based on a
44 44 if it's uninsured 44 39

818
00:23:12,350 --> 00:23:16,110
insured insurable and if i know i
can push it above that for the

819
00:23:16,110 --> 00:23:19,270
uninsured stuff i'll go hey you're
pre -approved at 500 000 for the

820
00:23:20,040 --> 00:23:22,880
standard guidelines but i believe
we can get you to 550 or 600 over

821
00:23:22,880 --> 00:23:25,720
here we'll ask for an exception
after i see all the docs and

822
00:23:25,720 --> 00:23:28,100
everything this is what we're
gonna or sorry once you execute on

823
00:23:28,100 --> 00:23:30,740
something we have a property you
put your hand up this is what

824
00:23:31,340 --> 00:23:33,640
we're going to look at doing over
here if that's something you're

825
00:23:33,640 --> 00:23:37,840
interested in so i'm going to give
that back to them I'm going to

826
00:23:37,840 --> 00:23:38,160
show them two.

827
00:23:38,160 --> 00:23:41,280
I'm going to show them the

828
00:23:41,280 --> 00:23:41,580
standard.

829
00:23:41,740 --> 00:23:43,240
I'm going to show them what I

830
00:23:43,240 --> 00:23:46,220
think we might be able to do.

831
00:23:46,220 --> 00:23:48,180
And what that's going to do is

832
00:23:48,180 --> 00:23:49,100
it's going to stand out.

833
00:23:49,260 --> 00:23:51,400
So if they go talk to RBC, RBC is

834
00:23:51,400 --> 00:23:53,640
going to give them the $500 ,000
pre -approval.

835
00:23:53,640 --> 00:23:56,800
I've given them the five, but I've
also given them 575 because I can

836
00:23:56,980 --> 00:23:57,480
push my ratios.

837
00:23:57,480 --> 00:24:00,340
I know if we decide to go there.

838
00:24:00,480 --> 00:24:01,660
So I'm dangling a carrot.

839
00:24:01,960 --> 00:24:02,360
Okay.

840
00:24:02,360 --> 00:24:03,200
So I go build, pull that up.

841
00:24:03,200 --> 00:24:03,820
Different scenarios.

842
00:24:03,940 --> 00:24:05,020
losing my train of thought here.

843
00:24:05,020 --> 00:24:06,340
I got a mute.

844
00:24:06,340 --> 00:24:08,570
We're going to, or not mute.

845
00:24:08,570 --> 00:24:09,190
Mocha.

846
00:24:09,190 --> 00:24:09,710
Mocha.

847
00:24:09,710 --> 00:24:10,590
It's Mocha time.

848
00:24:10,590 --> 00:24:10,750
Sorry.

849
00:24:10,750 --> 00:24:11,590
There's this old couple in front

850
00:24:11,590 --> 00:24:13,070
of me blowing up a paddleboard.

851
00:24:13,070 --> 00:24:14,190
And I'm like, it's in November.

852
00:24:14,190 --> 00:24:17,210
And I'm like, where are you going?
Like, are they serious?

853
00:24:17,210 --> 00:24:18,030
That's kind of caught me off
track.

854
00:24:18,030 --> 00:24:20,510
I'm like, that's the thing we do
with the podcast, the beach.

855
00:24:20,510 --> 00:24:22,030
You get all these sites in this
old couple.

856
00:24:22,030 --> 00:24:23,290
I have mad respect for them.

857
00:24:23,290 --> 00:24:25,190
But like, man, oh man, like good

858
00:24:25,190 --> 00:24:25,630
for you.

859
00:24:25,630 --> 00:24:28,450
So we've underwritten the file.

860
00:24:28,450 --> 00:24:31,530
We've built out the custom
proposal.

861
00:24:31,530 --> 00:24:34,190
Um, we've showed them different
options based on, I'm always

862
00:24:34,190 --> 00:24:35,610
showing, I'm not just being an
order taker.

863
00:24:35,610 --> 00:24:40,250
I'm going to show them other
things they might not have thought

864
00:24:40,250 --> 00:24:42,410
of depending on the original call.

865
00:24:42,410 --> 00:24:42,570
Right.

866
00:24:42,570 --> 00:24:45,870
And all the questions I ask on
that discovery call, I'm looking

867
00:24:45,870 --> 00:24:47,310
for opportunities to weave in
value.

868
00:24:47,310 --> 00:24:49,410
I'm looking for opportunities
where they have $30 ,000 sitting

869
00:24:49,410 --> 00:24:51,610
in a rainy day fund.

870
00:24:51,610 --> 00:24:52,490
at a fricking high interest

871
00:24:52,490 --> 00:24:52,710
savings account.

872
00:24:52,710 --> 00:24:53,870
I know that's a debt swap move

873
00:24:53,870 --> 00:24:54,970
where I can bring it in.

874
00:24:54,970 --> 00:24:56,410
I don't need an accountant to tell

875
00:24:56,410 --> 00:24:57,290
me how to do this.

876
00:24:57,290 --> 00:24:59,120
I don't need an accountant to sign

877
00:24:59,120 --> 00:25:00,080
off on this.

878
00:25:00,220 --> 00:25:00,400
It's basic shit.

879
00:25:00,400 --> 00:25:02,200
I'm going to weave that into my
proposal and go, oh, I have a way

880
00:25:02,200 --> 00:25:04,200
where we can do, I'm not going to
show them, but I'm going to, I

881
00:25:04,200 --> 00:25:06,920
have a way where we can do X, Y,
Z. If we decide to partner.

882
00:25:06,920 --> 00:25:10,420
You give me your, like, and we
make a commitment to each other.

883
00:25:10,420 --> 00:25:12,800
I'll help you execute that plan.

884
00:25:12,800 --> 00:25:14,380
I'm going to weave that into my

885
00:25:14,380 --> 00:25:15,000
proposal.

886
00:25:15,000 --> 00:25:16,180
I'm going to look at any

887
00:25:16,180 --> 00:25:20,820
opportunity, if it's paying out
debt, paying out a car, even if

888
00:25:20,820 --> 00:25:23,640
it's a low interest rate, but want
to improve cashflow.

889
00:25:23,840 --> 00:25:25,240
But depending on the situation,
I'm building my proposal as such.

890
00:25:25,380 --> 00:25:28,120
I'm not just coming back to, can
you pre -approve me?

891
00:25:28,120 --> 00:25:29,760
Here's my thing, blah, blah.

892
00:25:29,760 --> 00:25:31,400
I'm going to show you something.

893
00:25:31,500 --> 00:25:33,020
I'm going to show you something
you haven't seen.

894
00:25:33,020 --> 00:25:35,580
I might show you a 5, 10, 15, 20 %
down payment.

895
00:25:35,580 --> 00:25:36,800
I might show you that.

896
00:25:36,800 --> 00:25:37,600
I might show you how you're at

897
00:25:37,720 --> 00:25:37,780
10%.

898
00:25:37,780 --> 00:25:39,260
I'm going to show you how to get

899
00:25:39,260 --> 00:25:41,440
to 20 % and avoid the insurance
premium and extend the

900
00:25:41,540 --> 00:25:42,400
amortization up a bit.

901
00:25:42,400 --> 00:25:45,280
I'm going to show you something.

902
00:25:45,280 --> 00:25:47,060
I'm not going to be an order
taker.

903
00:25:47,060 --> 00:25:51,380
And that proposal is going to come
in because that's how I'm

904
00:25:51,380 --> 00:25:51,660
different.

905
00:25:51,760 --> 00:25:52,280
That's how I'm different than

906
00:25:52,280 --> 00:25:52,740
everybody else.

907
00:25:52,840 --> 00:25:53,620
So I'm different than the bank.

908
00:25:53,620 --> 00:25:55,060
Okay, so now I've got this
proposal.

909
00:25:55,060 --> 00:25:57,460
Then I present it back to them.

910
00:25:57,540 --> 00:25:58,380
We talked about this already.

911
00:25:58,380 --> 00:25:59,920
You can present it back and record
a video.

912
00:25:59,920 --> 00:26:03,380
You can present it back in an
email, which please don't do that.

913
00:26:03,380 --> 00:26:04,220
That's just...

914
00:26:04,220 --> 00:26:05,440
No one wants to read eight

915
00:26:05,960 --> 00:26:08,400
paragraphs of an email, nor do you
want to write one out.

916
00:26:08,400 --> 00:26:09,900
The budget proposals are the best,
in my opinion.

917
00:26:09,900 --> 00:26:11,960
And then the other one is, hey,
this is your pre -approved.

918
00:26:11,960 --> 00:26:12,980
Let's book a strategy call now.

919
00:26:12,980 --> 00:26:13,280
Okay.

920
00:26:13,280 --> 00:26:15,200
I'm not going to argue that on
that.

921
00:26:15,200 --> 00:26:17,000
I think it's a little clunky.

922
00:26:17,000 --> 00:26:19,260
You do get more face time, but I

923
00:26:19,260 --> 00:26:19,960
just think it's an unnecessary
step.

924
00:26:19,960 --> 00:26:22,180
But it's only because I ran in my
way to record a video for 10 plus

925
00:26:22,180 --> 00:26:22,340
years.

926
00:26:22,340 --> 00:26:24,120
And I saw how much success we had

927
00:26:24,120 --> 00:26:25,760
and how much I could protect my
time.

928
00:26:25,960 --> 00:26:26,080
Okay.

929
00:26:26,100 --> 00:26:27,100
Now they get the proposal.

930
00:26:27,100 --> 00:26:28,540
We're still in the period.

931
00:26:28,540 --> 00:26:29,680
Now they go out shopping.

932
00:26:29,680 --> 00:26:32,120
And so we're going to empower them
to send us MLS listings for any

933
00:26:32,120 --> 00:26:32,520
property.

934
00:26:32,700 --> 00:26:33,520
We're going to empower them.

935
00:26:33,760 --> 00:26:35,400
And then we're going to reevaluate
the numbers, readjust the numbers

936
00:26:35,400 --> 00:26:36,020
for that specific property.

937
00:26:36,020 --> 00:26:37,320
Give it back.

938
00:26:37,320 --> 00:26:38,780
Go, here's a layout.

939
00:26:38,780 --> 00:26:40,040
You're fully pre -approved.

940
00:26:40,040 --> 00:26:43,320
Just want to show you the real
numbers for the properties you're

941
00:26:43,320 --> 00:26:45,180
going to go look at.

942
00:26:45,280 --> 00:26:45,860
Test a lot.

943
00:26:45,860 --> 00:26:45,920
Okay.

944
00:26:45,920 --> 00:26:46,940
So that's ongoing stuff.

945
00:26:47,120 --> 00:26:48,040
Plus we have the ongoing drip
campaign.

946
00:26:48,040 --> 00:26:50,700
As soon as they come into our CRM,
we're throwing them into their

947
00:26:50,700 --> 00:26:51,380
master drip campaigns.

948
00:26:51,880 --> 00:26:52,760
They're getting nurtured that way.

949
00:26:53,020 --> 00:26:54,720
Plus we have Monday follow -ups.

950
00:26:54,720 --> 00:26:55,720
um we used to do every monday we

951
00:26:55,720 --> 00:26:58,020
followed with everyone in our
world plus you have the boomerang

952
00:26:58,020 --> 00:27:01,880
follow up with pre -approvals or
you can boomerang it back to the

953
00:27:01,880 --> 00:27:06,000
top of your inbox i know other
people that build up a drip

954
00:27:06,000 --> 00:27:07,580
campaign a pre -approval drip
campaign and they throw people

955
00:27:07,580 --> 00:27:11,120
into that to me we already have
our master drip and they get 70 80

956
00:27:11,560 --> 00:27:14,000
emails so i don't want to layer
more emails like that i let that

957
00:27:14,000 --> 00:27:16,920
big master drip cover us in a lot
of different ways it covers us so

958
00:27:16,920 --> 00:27:19,220
we don't have to do post funding
email drips, pre -approval drips.

959
00:27:19,220 --> 00:27:22,260
It's a one drip that covers
everything and keeps us top of

960
00:27:22,260 --> 00:27:22,800
mind.

961
00:27:22,800 --> 00:27:24,680
And then my weekly follow -ups and

962
00:27:24,680 --> 00:27:26,600
my boomerang follow -ups
supplement everything else.

963
00:27:26,600 --> 00:27:28,040
Now the clients are pre -approved.

964
00:27:28,040 --> 00:27:28,620
They're out shopping.

965
00:27:28,620 --> 00:27:29,660
I asked for the commitment.

966
00:27:29,780 --> 00:27:30,520
I've seen a lot.

967
00:27:30,520 --> 00:27:31,840
I'd love to get your commitment.

968
00:27:31,840 --> 00:27:33,280
That's my pre -approval process.

969
00:27:33,280 --> 00:27:34,160
So those are best practices on
that.

970
00:27:34,160 --> 00:27:34,580
This is 29 minutes.

971
00:27:34,580 --> 00:27:36,360
Man, that's long, but that's okay.

972
00:27:36,360 --> 00:27:36,900
I talk fast.

973
00:27:36,900 --> 00:27:38,860
There's a ton of value in there.

974
00:27:38,860 --> 00:27:40,540
Top brokers are doing all of this.

975
00:27:40,540 --> 00:27:41,640
So it's like the question is,

976
00:27:41,640 --> 00:27:43,700
what's your takeaway?
What's your one or two things you

977
00:27:43,700 --> 00:27:45,540
can put in here?
And obviously you need a master

978
00:27:45,540 --> 00:27:47,000
template with all your scripts on
it.

979
00:27:47,000 --> 00:27:49,860
The last thing I'll say, we had
our journey mapped out like on a

980
00:27:49,860 --> 00:27:52,960
board and each spot in the journey
had a number associated to it

981
00:27:52,960 --> 00:27:53,420
potentially.

982
00:27:53,580 --> 00:27:54,780
So we had our master email script

983
00:27:54,780 --> 00:27:55,040
over here.

984
00:27:55,040 --> 00:27:57,260
We had all the email scripts we

985
00:27:57,260 --> 00:28:00,060
use in our business and we just
labeled them one to whatever.

986
00:28:00,180 --> 00:28:01,460
So let's just say one to 15.

987
00:28:01,460 --> 00:28:02,640
All the emails we're going to send

988
00:28:02,640 --> 00:28:03,760
at any point during our client
journey.

989
00:28:03,760 --> 00:28:06,720
Then in our, when we map out our
journey, like at the beginning,

990
00:28:06,720 --> 00:28:08,680
lead intro, well, we have email
one.

991
00:28:08,680 --> 00:28:12,780
So we know that anyone on the
team, me included, can go in and

992
00:28:12,780 --> 00:28:16,100
see the master drip or sorry, not
a drip, the master script template

993
00:28:16,400 --> 00:28:17,380
and it's email one.

994
00:28:17,380 --> 00:28:18,280
And then throughout the journey,

995
00:28:18,280 --> 00:28:18,920
there'll be a two.

996
00:28:18,920 --> 00:28:20,800
Well, we know that means we go to

997
00:28:20,800 --> 00:28:22,160
the template and it's email number
two.

998
00:28:22,160 --> 00:28:24,520
So at every part in the journey,
we knew what email to send.

999
00:28:24,520 --> 00:28:27,820
And then some people build that
out in a client journey and put in

1000
00:28:27,820 --> 00:28:30,140
the CRM and they automate a lot of
it.

1001
00:28:30,140 --> 00:28:30,820
There you go.

1002
00:28:30,820 --> 00:28:31,440
That's it.

1003
00:28:31,440 --> 00:28:34,260
I have some thoughts on that, but
I'm not going to get into it.

1004
00:28:34,260 --> 00:28:35,700
This is a little too long.

1005
00:28:35,700 --> 00:28:36,260
30 minutes.

1006
00:28:36,260 --> 00:28:37,080
That's it, kids.

1007
00:28:37,080 --> 00:28:38,820
I hope, I hope, I hope you got

1008
00:28:38,820 --> 00:28:39,120
some from that.

1009
00:28:39,120 --> 00:28:41,440
30 minutes of your life could save

1010
00:28:41,440 --> 00:28:45,180
you 10 to 15 minutes or increase
your pre -approval to app ratio

1011
00:28:45,180 --> 00:28:45,880
and time will stop.

1012
00:28:45,880 --> 00:28:46,140
Okay.

1013
00:28:46,280 --> 00:28:47,080
That's it, kids.

1014
00:28:47,080 --> 00:28:48,120
Appreciate the support.

1015
00:28:48,120 --> 00:28:48,280
support.

1016
00:28:48,280 --> 00:28:48,760
Peace out.