288: Your Environment is Failing You

1
00:00:06,110 --> 00:00:07,550
Welcome to the mortgage game.

2
00:00:07,830 --> 00:00:09,870
I truly, truly believe that

3
00:00:09,870 --> 00:00:13,370
building a mortgage business, a
successful one is like playing a

4
00:00:13,370 --> 00:00:13,510
game.

5
00:00:13,510 --> 00:00:15,050
There's winners, there's losers.

6
00:00:15,050 --> 00:00:16,410
There's certain things you try.

7
00:00:16,410 --> 00:00:18,110
Some of us are playing checkers

8
00:00:18,110 --> 00:00:19,910
while others are playing chess.

9
00:00:19,910 --> 00:00:22,410
I've had the ability to coach and

10
00:00:22,410 --> 00:00:23,550
mentor hundreds of mortgage
brokers.

11
00:00:23,550 --> 00:00:26,290
I myself built a very nice
business.

12
00:00:26,290 --> 00:00:29,570
So now I want to distill all that
information, all the things I've

13
00:00:29,810 --> 00:00:32,850
learned from that and bring it
directly to you in a simple to

14
00:00:32,850 --> 00:00:33,190
understand way.

15
00:00:33,190 --> 00:00:34,170
I hope you enjoy.

16
00:00:34,170 --> 00:00:34,940
All right.

17
00:00:34,940 --> 00:00:39,060
Welcome to the mortgage game

18
00:00:39,340 --> 00:00:39,500
podcast.

19
00:00:39,500 --> 00:00:40,740
Whiteboard Wiley in the house,

20
00:00:41,200 --> 00:00:45,860
sitting outside a soccer dome in
the Dodge Ram studio.

21
00:00:45,860 --> 00:00:48,020
Yes, that's it kids.

22
00:00:48,020 --> 00:00:51,240
We try to jam this stuff in,

23
00:00:51,240 --> 00:00:51,920
right?
Kids at soccer practice.

24
00:00:51,920 --> 00:00:56,200
So we do this much like a lot of
you have a lot of downtime

25
00:00:56,200 --> 00:00:56,860
downtime here and there and there.

26
00:00:56,860 --> 00:00:59,160
And what do you do?

27
00:00:59,160 --> 00:01:00,440
You probably just like scroll
Instagram and get your brain all

28
00:01:00,440 --> 00:01:00,900
banged up.

29
00:01:00,900 --> 00:01:04,040
and get jacked up on memes uh i do

30
00:01:04,400 --> 00:01:10,440
things i do opens i do podcasts i
write emails um business plan oh

31
00:01:10,440 --> 00:01:15,920
that sounds weird i don't really
business plan but idea plan right

32
00:01:15,920 --> 00:01:20,220
stuff like that anyways now we're
talking about today today we have

33
00:01:20,220 --> 00:01:23,260
a special episode this is if you
want to completely fuck your

34
00:01:23,260 --> 00:01:27,160
business up for 2026 if you want
to self -sabotage if you want to

35
00:01:27,160 --> 00:01:30,720
um, have a blueprint for just a
bad mortgage business.

36
00:01:30,720 --> 00:01:33,750
I'm going to tell you the things
to do.

37
00:01:33,750 --> 00:01:34,250
Okay.

38
00:01:34,250 --> 00:01:38,310
Before we do that though, uh, had

39
00:01:38,310 --> 00:01:41,810
a broker reach out to me, did not
know this broker before, uh, she

40
00:01:41,810 --> 00:01:45,710
reached out and she's like, Hey
Ryan, can I blah, blah, blah with

41
00:01:45,710 --> 00:01:47,970
the podcast and all these things.

42
00:01:47,970 --> 00:01:50,270
And can I jump on a five minute

43
00:01:50,270 --> 00:01:52,450
call with you?
And I was like, well, five minute

44
00:01:52,450 --> 00:01:55,330
calls are never five minute calls,
but we'll do a 15 minute call.

45
00:01:55,510 --> 00:01:56,050
That's cool.

46
00:01:56,050 --> 00:01:58,170
Um, but she buttered me up and

47
00:01:58,170 --> 00:01:58,810
warmed me up.

48
00:01:58,810 --> 00:02:00,670
And I'm like, yeah, a hundred

49
00:02:00,670 --> 00:02:00,910
percent.

50
00:02:00,910 --> 00:02:03,160
And I had the time.

51
00:02:03,160 --> 00:02:04,040
It was just weird.

52
00:02:04,040 --> 00:02:05,400
I had the time, like right there.

53
00:02:05,460 --> 00:02:06,220
I'm like, let's go.

54
00:02:06,360 --> 00:02:06,660
We jump on.

55
00:02:06,660 --> 00:02:07,680
She's like, I am, this is what I'm
doing.

56
00:02:07,680 --> 00:02:09,419
And blah, blah, blah, blah, blah.

57
00:02:09,419 --> 00:02:10,180
My business is this.

58
00:02:10,180 --> 00:02:15,200
And I haven't told her I'm going
to do it, but I'm not going to use

59
00:02:15,240 --> 00:02:15,300
names.

60
00:02:15,360 --> 00:02:17,740
So no one will know who it is.

61
00:02:17,740 --> 00:02:18,400
Um, I didn't know who she was.

62
00:02:18,440 --> 00:02:19,160
And so her business was doing 8

63
00:02:19,320 --> 00:02:21,500
million and she's sort of been
around that 8 to 10 million for

64
00:02:21,500 --> 00:02:22,740
the last two, three years.

65
00:02:22,740 --> 00:02:26,480
and just can't seem to get to the

66
00:02:26,480 --> 00:02:26,700
next thing.

67
00:02:26,700 --> 00:02:28,840
And I said, okay, I just asked

68
00:02:28,840 --> 00:02:30,280
some basic questions.

69
00:02:30,280 --> 00:02:31,910
Like, are you full -time?

70
00:02:31,910 --> 00:02:33,130
Yes, I'm full -time.

71
00:02:33,130 --> 00:02:34,550
Are you like, how many, what does

72
00:02:34,610 --> 00:02:36,850
that mean to you?
How many hours are you working?

73
00:02:36,850 --> 00:02:37,910
She's like 40 to 50.

74
00:02:37,910 --> 00:02:39,330
I'm like, okay, that's impossible.

75
00:02:39,410 --> 00:02:39,650
That's impossible.

76
00:02:39,770 --> 00:02:40,230
What are you doing?

77
00:02:40,230 --> 00:02:41,090
Walk me through a day.

78
00:02:41,090 --> 00:02:44,070
She walks me through a day.

79
00:02:44,070 --> 00:02:44,970
Boom, boom, boom.

80
00:02:44,970 --> 00:02:49,230
And what it eventually got to is

81
00:02:49,230 --> 00:02:51,390
she's sitting there and she's
like, I'm in front of the

82
00:02:51,390 --> 00:02:51,510
computer.

83
00:02:51,510 --> 00:02:52,750
And I'm like, okay, so.

84
00:02:52,830 --> 00:02:55,410
What are the things you need to do
in your business to drive to like

85
00:02:55,490 --> 00:02:56,550
get more book calls?
And she knew the answers.

86
00:02:56,550 --> 00:02:59,520
And I'm like, so you're telling me
you're spending because I know you

87
00:02:59,520 --> 00:03:03,020
only have two, three files on the
go at any given time.

88
00:03:03,020 --> 00:03:07,320
And for a lot of you that have
two, three files on the go or even

89
00:03:07,320 --> 00:03:08,280
eight files on the go.

90
00:03:08,380 --> 00:03:09,720
And you tell yourself like, oh,

91
00:03:09,720 --> 00:03:11,560
the whole day was I'm following up
with down payment docs.

92
00:03:11,560 --> 00:03:12,380
I'm following up the lenders.

93
00:03:12,380 --> 00:03:14,080
Yeah, those are like emails that

94
00:03:14,080 --> 00:03:14,540
take 20 seconds to write.

95
00:03:14,540 --> 00:03:16,060
And then it's like now what are

96
00:03:16,060 --> 00:03:18,380
you doing with the rest of that
minute?

97
00:03:18,380 --> 00:03:21,060
And then the other 59 minutes on
top of that.

98
00:03:21,060 --> 00:03:22,120
And then on that.

99
00:03:22,120 --> 00:03:24,320
And it's like, I'm not convinced

100
00:03:24,320 --> 00:03:26,820
people are the moral of the story
on this one is I'm not convinced

101
00:03:27,560 --> 00:03:31,520
that she's actually doing all the
things that she has to do.

102
00:03:31,520 --> 00:03:33,380
And it's not as consistently as
she has.

103
00:03:33,380 --> 00:03:35,280
And it's pretty obvious.

104
00:03:35,280 --> 00:03:36,060
You can tell the truth, the

105
00:03:36,060 --> 00:03:38,840
numbers, the money in a bank
account tells the truth.

106
00:03:38,840 --> 00:03:41,920
The truth always comes out there
as to what you're doing.

107
00:03:41,920 --> 00:03:45,500
And this is a very common theme
I'm seeing all over the place.

108
00:03:45,500 --> 00:03:48,880
A lot of people I'm talking to and
it ends up being this.

109
00:03:48,880 --> 00:03:53,480
And I think you working at home, I
think it's like fucking a lot of

110
00:03:53,640 --> 00:03:54,180
you up.

111
00:03:54,180 --> 00:03:56,020
I think you look at it.

112
00:03:56,020 --> 00:03:59,980
A lot of you're starting and this
was her and this is what I was

113
00:03:59,980 --> 00:04:00,240
telling her.

114
00:04:00,240 --> 00:04:03,040
I'm like, you're trying to build a

115
00:04:03,040 --> 00:04:03,520
lifestyle business.

116
00:04:03,720 --> 00:04:04,240
You're at home.

117
00:04:04,240 --> 00:04:05,480
You don't have to get dressed.

118
00:04:05,480 --> 00:04:06,940
You don't have to get showered.

119
00:04:06,940 --> 00:04:08,840
Like think of the old days.

120
00:04:08,840 --> 00:04:09,940
It wasn't that long ago, but like,

121
00:04:09,940 --> 00:04:11,200
you know, I wore a suit for four
or five years.

122
00:04:11,200 --> 00:04:15,800
I had to get showered and wear a
suit and show up in an office and

123
00:04:15,800 --> 00:04:16,519
work nine to five.

124
00:04:16,660 --> 00:04:17,180
Like that's a career you're

125
00:04:17,180 --> 00:04:17,440
building.

126
00:04:18,329 --> 00:04:19,250
That's you going in.

127
00:04:19,250 --> 00:04:21,930
A lot of you are trying, this lady
included, she's trying to build a

128
00:04:21,930 --> 00:04:22,570
lifestyle business.

129
00:04:22,570 --> 00:04:23,450
She's got to be at home.

130
00:04:23,450 --> 00:04:25,590
So when the plumber comes and when
the kid's out the door and when

131
00:04:26,150 --> 00:04:29,970
the, you know, the package arrives
and I can pop out to the grocery

132
00:04:29,970 --> 00:04:34,450
store and I could fold the laundry
and I can do the things and all

133
00:04:34,450 --> 00:04:35,230
these things around the house.

134
00:04:35,230 --> 00:04:36,390
And then you like, you're never

135
00:04:36,390 --> 00:04:37,070
focused entirely on your business.

136
00:04:37,070 --> 00:04:39,770
And so now it's more of a hobby.

137
00:04:39,770 --> 00:04:42,210
You're trying to like weave all
the stuff, all that fluffy stuff

138
00:04:42,210 --> 00:04:43,930
in your business, in your world
you're doing.

139
00:04:43,930 --> 00:04:45,490
You're trying to, it intertwines
with your actual mortgage

140
00:04:45,490 --> 00:04:45,710
business.

141
00:04:45,710 --> 00:04:46,910
And it's just so bonkers.

142
00:04:46,910 --> 00:04:47,590
It's absolutely bonkers.

143
00:04:47,590 --> 00:04:50,330
Imagine if you were to, you had to

144
00:04:50,330 --> 00:04:53,290
be somewhere from nine to five in
a business casual outfit.

145
00:04:53,290 --> 00:04:57,070
in an office, we're going to
commute half hour each way.

146
00:04:57,290 --> 00:04:59,030
A lot of you are like, oh, that's
horrible.

147
00:04:59,130 --> 00:05:01,310
Don't want to do that.

148
00:05:01,310 --> 00:05:03,270
And I'm sitting here going, yeah,

149
00:05:03,270 --> 00:05:09,770
but I bet you'd have a business
four or five times bigger than you

150
00:05:09,770 --> 00:05:10,690
have now.

151
00:05:10,690 --> 00:05:13,370
I think as being at home, it's

152
00:05:13,370 --> 00:05:16,760
actually really, really working
against what a lot of you are

153
00:05:16,760 --> 00:05:17,520
trying to accomplish.

154
00:05:17,520 --> 00:05:18,160
You're trying to go build this

155
00:05:18,260 --> 00:05:20,700
passive income or this 100 %
commission based business over

156
00:05:20,700 --> 00:05:20,880
here.

157
00:05:20,880 --> 00:05:22,720
But you're doing it in an

158
00:05:22,720 --> 00:05:24,840
environment that is not letting
you do that.

159
00:05:24,840 --> 00:05:27,680
But you've set yourself up that
way for failure.

160
00:05:27,680 --> 00:05:32,400
And you like the convenience of
being home, but you don't like the

161
00:05:32,400 --> 00:05:33,100
inconvenience of actually doing
the fucking work.

162
00:05:33,100 --> 00:05:35,800
Right?
And it's so easy to like, oh, I'm

163
00:05:35,800 --> 00:05:39,240
just going to pop out and make a
sandwich.

164
00:05:39,240 --> 00:05:41,290
I'm going to pop out and grab a
coffee.

165
00:05:41,290 --> 00:05:45,250
I'm going to, oh, and then someone
in the house comes in and you guys

166
00:05:45,250 --> 00:05:45,990
chit chat.

167
00:05:45,990 --> 00:05:48,010
And then, oh, I'm always here.

168
00:05:48,010 --> 00:05:49,530
It's a work life.

169
00:05:49,530 --> 00:05:50,270
It's a lifestyle thing.

170
00:05:50,270 --> 00:05:53,170
Like, this is why I'm a mortgage
broker.

171
00:05:54,390 --> 00:05:55,170
Okay, that's cool.

172
00:05:55,170 --> 00:05:55,710
And that's awesome.

173
00:05:55,710 --> 00:05:57,190
But a lot of you are not good at
working at home.

174
00:05:57,190 --> 00:05:58,470
So what do you do?
You set your expectation.

175
00:05:58,470 --> 00:06:00,330
He goes, well, I'm only going to
make 100 grand then.

176
00:06:00,330 --> 00:06:02,350
Because I'm not good at staying
focused in the environment I'm in.

177
00:06:02,470 --> 00:06:05,590
Now, imagine if you had to go in
somewhere in a business casual

178
00:06:05,750 --> 00:06:06,770
outfit and you had to shower every
day.

179
00:06:06,770 --> 00:06:08,010
Oh, my God.

180
00:06:08,010 --> 00:06:10,740
And you had to commute half an

181
00:06:10,740 --> 00:06:10,980
hour somewhere.

182
00:06:10,980 --> 00:06:14,480
And then you go in and there's a

183
00:06:14,480 --> 00:06:15,440
cubicle.

184
00:06:15,440 --> 00:06:17,160
And imagine if you had a meeting

185
00:06:17,320 --> 00:06:18,060
in the morning with your team.

186
00:06:18,060 --> 00:06:19,200
And you guys, blah, blah.

187
00:06:20,740 --> 00:06:24,080
And where are the numbers today?
What are we doing?

188
00:06:24,080 --> 00:06:24,480
Okay.

189
00:06:24,480 --> 00:06:26,700
And then let's check back at the

190
00:06:26,700 --> 00:06:27,420
end of the day.

191
00:06:27,420 --> 00:06:29,020
And you go in your cubicle and you

192
00:06:29,020 --> 00:06:30,800
go do all your things.

193
00:06:30,840 --> 00:06:32,360
You make all your calls and

194
00:06:32,360 --> 00:06:34,700
there's people all around you
making calls and there's this

195
00:06:34,700 --> 00:06:34,840
energy.

196
00:06:34,840 --> 00:06:36,960
And then you come back at four o

197
00:06:36,960 --> 00:06:40,180
'clock and everyone compares their
numbers and what they did and how

198
00:06:40,180 --> 00:06:41,780
many book calls they got and what
sort of social they did.

199
00:06:41,780 --> 00:06:42,380
And everyone compares.

200
00:06:42,580 --> 00:06:43,620
And then you go home the day and

201
00:06:43,620 --> 00:06:44,060
you get home at six.

202
00:06:44,060 --> 00:06:44,900
And then you throw yourself back

203
00:06:44,900 --> 00:06:45,240
into that world.

204
00:06:45,240 --> 00:06:46,580
Do you think your business would

205
00:06:46,580 --> 00:06:48,820
be better, the same or worse if
you did that for a whole year?

206
00:06:48,940 --> 00:06:50,400
I'm telling you, I already know
the answer.

207
00:06:50,400 --> 00:06:51,100
You know the answer.

208
00:06:51,100 --> 00:06:52,120
Your business would be probably

209
00:06:52,120 --> 00:06:53,520
what you wanted it to be.

210
00:06:53,520 --> 00:06:54,900
It'd be everything you wanted, but

211
00:06:54,900 --> 00:06:56,820
instead you choose to keep your
current environment the way it is.

212
00:06:56,820 --> 00:07:00,040
And a lot of you are treating your
business like a hobby, not a

213
00:07:00,040 --> 00:07:00,340
career.

214
00:07:00,340 --> 00:07:01,060
You hold people's financial

215
00:07:01,640 --> 00:07:03,060
decisions in the palm of your
hand.

216
00:07:03,060 --> 00:07:07,320
You're a big advisor for them, and
you're not upping your game on

217
00:07:07,320 --> 00:07:07,720
that side.

218
00:07:08,010 --> 00:07:09,250
And you're running this like off

219
00:07:09,250 --> 00:07:12,830
the side of your desk, off the
side of your kitchen eyelid, off

220
00:07:12,830 --> 00:07:16,850
the side of your, and you're
expecting these glorious results.

221
00:07:16,850 --> 00:07:18,890
And you don't know why.

222
00:07:18,890 --> 00:07:21,170
Like, what do you think lawyers

223
00:07:21,170 --> 00:07:22,550
are doing?
What do you think like people with

224
00:07:22,550 --> 00:07:25,950
like actual professions and
careers who are trying to move up

225
00:07:26,290 --> 00:07:29,510
the ladder, the corporate ladder,
right?

226
00:07:29,510 --> 00:07:32,130
And they're trying to move up and
they're trying to, Hey, next

227
00:07:32,130 --> 00:07:35,530
month, hopefully I get the
promotion.

228
00:07:35,530 --> 00:07:37,430
And then I get like.

229
00:07:37,940 --> 00:07:39,940
think about them are you doing any

230
00:07:39,940 --> 00:07:43,720
of that are you bettering yourself
showing up ready to go is your

231
00:07:43,720 --> 00:07:46,760
mindset always dialed into your
like you're trying to build a

232
00:07:47,880 --> 00:07:51,180
career when i left toronto one of
the things i did not like about

233
00:07:51,340 --> 00:07:56,720
toronto was it was a hamster
wheels go go go but that's from

234
00:07:56,720 --> 00:07:59,720
like a career perspective it was
just go everyone's like work work

235
00:08:00,140 --> 00:08:02,580
work they're working to live right
and i think that's how you say

236
00:08:02,660 --> 00:08:05,580
that instead of living to work
yeah you know what i mean think

237
00:08:05,960 --> 00:08:09,800
that's how you say that instead of
living to work yeah you know what

238
00:08:09,800 --> 00:08:13,700
i mean They're just, they're
working their asses off, but they

239
00:08:13,700 --> 00:08:14,100
have careers.

240
00:08:14,100 --> 00:08:14,900
They have professions.

241
00:08:14,900 --> 00:08:16,280
You go downtown, everyone's into
it.

242
00:08:16,280 --> 00:08:16,820
Everyone's serious stuff.

243
00:08:16,820 --> 00:08:17,780
Like they're all there to like

244
00:08:17,780 --> 00:08:20,580
build something, a foundation, a
career they can be proud of, a

245
00:08:20,580 --> 00:08:20,760
legacy.

246
00:08:20,760 --> 00:08:23,060
And then like, so we, we, we left

247
00:08:23,060 --> 00:08:23,240
Toronto.

248
00:08:23,240 --> 00:08:24,520
That wasn't the main reason, but

249
00:08:24,520 --> 00:08:25,380
it played into it.

250
00:08:25,380 --> 00:08:30,080
And we went for more of a

251
00:08:30,080 --> 00:08:31,080
lifestyle here, but I already had
the business.

252
00:08:31,080 --> 00:08:32,520
So I could, I could build the
lifestyle.

253
00:08:32,520 --> 00:08:30,140
into the business buyer.

254
00:08:30,140 --> 00:08:30,860
You had the fricking business.

255
00:08:30,860 --> 00:08:33,460
So a lot of you aren't treating
this like an actual career where

256
00:08:33,460 --> 00:08:36,980
you wake up and you're trying to
like go build something special.

257
00:08:37,240 --> 00:08:39,120
You're, it's a fricking hobby.

258
00:08:39,120 --> 00:08:40,460
And it's very evident.

259
00:08:40,659 --> 00:08:45,220
I can tell right away if it's a
career for you or a hobby and

260
00:08:45,220 --> 00:08:48,240
having it as a hobby is okay, but
it's dangerous.

261
00:08:48,240 --> 00:08:49,220
It's dangerous to clients.

262
00:08:49,220 --> 00:08:51,060
Are they getting the best version

263
00:08:51,200 --> 00:08:52,920
of someone helping them that they
should be?

264
00:08:52,920 --> 00:08:55,220
And it's dangerous to you and your
family because are you just have

265
00:08:55,220 --> 00:09:00,810
these crazy things and like, do
you start getting down on yourself

266
00:09:00,810 --> 00:09:02,390
because you're not where you
wanted to be?

267
00:09:03,350 --> 00:09:03,790
Right.

268
00:09:03,790 --> 00:09:04,790
You know what I mean?

269
00:09:04,790 --> 00:09:07,850
Like call it a hobby and go, Hey,
I'm going to make 60 to 120 K off

270
00:09:07,850 --> 00:09:11,610
the side of my desk.

271
00:09:11,610 --> 00:09:14,970
It's a hobby and I can work at

272
00:09:14,970 --> 00:09:17,790
home and in my pajamas.

273
00:09:17,790 --> 00:09:18,090
Okay, sure.

274
00:09:18,090 --> 00:09:18,670
Do that.

275
00:09:18,670 --> 00:09:21,730
It's not, you're not, that's not a

276
00:09:21,730 --> 00:09:21,830
profession.

277
00:09:21,830 --> 00:09:23,730
That's just a hobby and that's

278
00:09:23,730 --> 00:09:26,350
cool, but that's, that's okay.

279
00:09:27,110 --> 00:09:28,290
I'm not saying there's nothing

280
00:09:28,290 --> 00:09:29,130
wrong with that.

281
00:09:29,130 --> 00:09:30,790
But then don't expect to go have

282
00:09:30,790 --> 00:09:34,730
this glorious business because it
won't happen because of that

283
00:09:34,730 --> 00:09:34,830
environment.

284
00:09:34,830 --> 00:09:36,730
So one of the things you're going

285
00:09:36,790 --> 00:09:38,810
to do if you're going to self
-sabotage your business, keep

286
00:09:38,810 --> 00:09:40,790
doing this, goes in line with what
we're talking about in the

287
00:09:40,850 --> 00:09:42,250
podcast, is for 2026, if you want
to have the blueprint for

288
00:09:42,250 --> 00:09:45,250
disaster, keep doing exactly what
you're doing right now that's not

289
00:09:45,250 --> 00:09:45,350
working.

290
00:09:45,350 --> 00:09:46,330
doing exactly what you're doing

291
00:09:46,330 --> 00:09:47,290
right now that's not working.

292
00:09:47,290 --> 00:09:50,690
So if you truly, every bone in

293
00:09:50,930 --> 00:09:52,810
your body, want to drastically
change your business, change your

294
00:09:52,810 --> 00:09:54,670
environment, is that your team,
your brokerage, your working

295
00:09:54,730 --> 00:09:56,850
environment, the people you hang
out with?

296
00:09:56,850 --> 00:10:00,230
If you want to sabotage your
business and have a horrible year,

297
00:10:00,230 --> 00:10:04,670
keep hanging out with the same
people, keep working in the same

298
00:10:05,110 --> 00:10:05,250
environment.

299
00:10:05,250 --> 00:10:06,410
Stay on that same team, that same

300
00:10:06,410 --> 00:10:06,870
brokerage, the same everything.

301
00:10:06,870 --> 00:10:08,790
Just keep it all the same.

302
00:10:08,790 --> 00:10:11,530
And then guess what?
By the end of 2026, you'd be like,

303
00:10:11,530 --> 00:10:13,050
it's so hard.

304
00:10:13,050 --> 00:10:13,870
So hard.

305
00:10:13,870 --> 00:10:14,570
It's hard.

306
00:10:14,570 --> 00:10:16,230
It's not when you set yourself up

307
00:10:16,230 --> 00:10:19,550
right.

308
00:10:19,550 --> 00:10:21,190
It really isn't.

309
00:10:21,190 --> 00:10:24,050
I've seen eight different angles
of all this.

310
00:10:19,550 --> 00:10:19,910
Okay.

311
00:10:19,910 --> 00:10:21,850
So that's number one, right?

312
00:10:21,850 --> 00:10:24,050
There's no order here.

313
00:10:24,480 --> 00:10:28,800
There's no, if you want to keep,

314
00:10:28,800 --> 00:10:36,200
if you want the blueprint disaster
and you just want to have a

315
00:10:36,200 --> 00:10:39,640
horrible 2026, don't follow up
with anyone.

316
00:10:39,640 --> 00:10:43,580
don't have anything in the
calendar follow -up have no

317
00:10:43,580 --> 00:10:45,640
automation built into your process
manually keep remembering what you

318
00:10:45,640 --> 00:10:50,680
need to do one of the biggest
secrets but it's not a secret to a

319
00:10:50,680 --> 00:10:54,720
lot of the success that realtors
and mortgage brokers have if you

320
00:10:54,720 --> 00:10:57,260
have to boil it down to like one
thing my favorite thing is

321
00:10:57,260 --> 00:11:01,380
execution um but this is and this
would be executing this but it's

322
00:11:01,880 --> 00:11:07,540
following up with people it's the
simplest thing And a lot of you

323
00:11:07,540 --> 00:11:08,460
follow up once.

324
00:11:08,460 --> 00:11:11,200
I talked to a broker the other

325
00:11:11,280 --> 00:11:12,720
day, big 100 million plus broker,
mortgage broker.

326
00:11:12,720 --> 00:11:15,240
He's like, oh, my follow ups like
40 plus times until they tell me

327
00:11:15,240 --> 00:11:16,120
to fuck off.

328
00:11:16,120 --> 00:11:17,700
I'm not saying you go do that, but

329
00:11:18,020 --> 00:11:19,950
I'm saying you don't do one.

330
00:11:19,950 --> 00:11:20,550
You don't do two.

331
00:11:20,550 --> 00:11:21,750
You don't do six.

332
00:11:21,750 --> 00:11:23,670
You do somewhere in the middle.

333
00:11:23,670 --> 00:11:24,850
Right.

334
00:11:24,850 --> 00:11:27,230
And if you're worried, oh, I don't

335
00:11:27,230 --> 00:11:28,050
want to offend people.

336
00:11:28,050 --> 00:11:29,110
You're not offending people.

337
00:11:29,110 --> 00:11:34,210
And do I have to break down the
psyche of following up with

338
00:11:34,210 --> 00:11:36,250
people?
It's the simplest thing you can do

339
00:11:36,250 --> 00:11:41,650
in life to just improve your
quality of life at zero cost is

340
00:11:41,650 --> 00:11:43,750
following up with people,
following up with friends I'm

341
00:11:43,750 --> 00:11:47,710
connected with, following up with
the appraiser, following up with

342
00:11:47,710 --> 00:11:52,020
the lender, following up with the
client who didn't fill out the

343
00:11:52,020 --> 00:11:56,880
app, following up the client who
filled the app, but only sent in

344
00:11:57,180 --> 00:11:59,380
half the docs.

345
00:11:59,380 --> 00:12:00,600
following up but like follow up

346
00:12:00,600 --> 00:12:03,880
follow up follow up and if you're
doing it all manually awesome i

347
00:12:03,880 --> 00:12:07,320
did it manual for many years build
some automation into it and

348
00:12:07,320 --> 00:12:11,460
automation is like a sexy word but
i've seen the light on a lot of

349
00:12:11,460 --> 00:12:15,560
this there's a lot of easy follow
-ups you can do so follow up

350
00:12:15,860 --> 00:12:18,440
follow up follow simplest thing
you want to review how many times

351
00:12:18,440 --> 00:12:22,340
you ask you know i know a couple
people have reviews over a

352
00:12:22,340 --> 00:12:25,840
thousand five -star reviews and
they follow uh They ask and follow

353
00:12:25,840 --> 00:12:30,680
up for 10 to 11 times throughout
the client journey.

354
00:12:30,680 --> 00:12:35,420
If you're asking once and you're
following up once on the, hey, I

355
00:12:35,420 --> 00:12:37,180
wonder if you can get that review.

356
00:12:37,180 --> 00:12:37,880
If that's it.

357
00:12:37,880 --> 00:12:40,240
Okay, well, shit, you're not going
to get a lot of reviews.

358
00:12:40,240 --> 00:12:41,640
So I don't know what to tell you.

359
00:12:41,640 --> 00:12:43,240
So there you go.

360
00:12:43,240 --> 00:12:46,600
And everything you can do this
year to confirm that you will not

361
00:12:46,600 --> 00:12:53,880
have no success or it will be
another piece of the puzzle of you

362
00:12:53,880 --> 00:12:55,360
having a horrible 2026 email
marketing.

363
00:12:55,360 --> 00:12:55,840
If you're not.

364
00:12:55,840 --> 00:12:57,520
Just continue to keep sending out

365
00:12:57,520 --> 00:12:58,640
the same shit you're sending.

366
00:12:58,640 --> 00:13:00,780
If you're sending out good stuff,

367
00:13:00,780 --> 00:13:01,460
well, you already know.

368
00:13:01,460 --> 00:13:02,960
Then you can just like fast

369
00:13:02,960 --> 00:13:05,640
forward past this part, right?
If you're sending out the

370
00:13:05,640 --> 00:13:07,540
newsletter your brokerage gives
you or your network gives you and

371
00:13:07,540 --> 00:13:09,620
that's what you're sending, good
fucking luck because they're all

372
00:13:09,620 --> 00:13:11,740
dog shit for the most part.

373
00:13:11,740 --> 00:13:13,120
Being honest, I've seen them all.

374
00:13:13,120 --> 00:13:14,000
I'm an email marketer.

375
00:13:14,620 --> 00:13:16,660
That's like one of my favorite

376
00:13:16,660 --> 00:13:17,380
things to do.

377
00:13:17,380 --> 00:13:19,100
That sounds really lame saying it

378
00:13:19,100 --> 00:13:19,220
out loud.

379
00:13:19,220 --> 00:13:22,120
But it's made me a lot of money.

380
00:13:22,260 --> 00:13:22,780
A lot of money.

381
00:13:22,780 --> 00:13:23,500
It's given me a lot of

382
00:13:23,700 --> 00:13:24,760
opportunities nailing in the email
marketing game.

383
00:13:24,760 --> 00:13:27,760
And so if you, you should be
sending out an email every week.

384
00:13:27,760 --> 00:13:29,400
Worst case, every 10 days.

385
00:13:29,400 --> 00:13:30,120
I've talked about this.

386
00:13:30,120 --> 00:13:32,500
Keeping the list warm.

387
00:13:32,500 --> 00:13:34,720
You have people who want to hear

388
00:13:34,720 --> 00:13:35,140
from you.

389
00:13:35,140 --> 00:13:39,100
They just don't want the bullshit

390
00:13:39,100 --> 00:13:40,220
most people send.

391
00:13:40,220 --> 00:13:42,340
They all want the how to winterize

392
00:13:42,340 --> 00:13:42,780
your home.

393
00:13:42,780 --> 00:13:43,960
And here's a recipe for fricking

394
00:13:43,960 --> 00:13:44,340
eggnog.

395
00:13:44,380 --> 00:13:45,140
Like what?

396
00:13:45,140 --> 00:13:47,000
Once again, is this a hobby or a
career?

397
00:13:47,000 --> 00:13:49,240
Does a career person send out
that?

398
00:13:49,240 --> 00:13:51,680
Does a career person forget about
the database?

399
00:13:51,680 --> 00:13:53,920
Forget about past clients?
You know, those businesses, we all

400
00:13:53,920 --> 00:13:56,620
know them because they hit you
with something.

401
00:13:56,620 --> 00:13:59,860
Is it a gift?
Is it a follow -up message?

402
00:13:59,860 --> 00:14:01,860
Is it their communication?
Is it, we all have these

403
00:14:02,100 --> 00:14:05,710
businesses, I don't know if it's
financial service or whatnot, that

404
00:14:05,710 --> 00:14:07,990
come into our life at some point.

405
00:14:09,230 --> 00:14:10,890
Maybe it's today, maybe it's this

406
00:14:10,890 --> 00:14:12,630
month, maybe it's this year.

407
00:14:12,630 --> 00:14:13,470
And you're just like, whoa.

408
00:14:13,470 --> 00:14:15,630
And you just get this VOD.

409
00:14:15,630 --> 00:14:17,930
This VOD that they have their shit

410
00:14:18,050 --> 00:14:18,330
together.

411
00:14:18,330 --> 00:14:20,270
And then you have other people.

412
00:14:20,270 --> 00:14:26,710
And you're like, huh, I actually
don't think, I thought they were

413
00:14:26,830 --> 00:14:29,210
good, but based on their actions.

414
00:14:29,210 --> 00:14:30,510
and their behavior and how I feel

415
00:14:30,610 --> 00:14:30,890
right now.

416
00:14:30,890 --> 00:14:32,490
And it's nothing you can really

417
00:14:32,490 --> 00:14:35,600
put your finger on, but it is a
thing.

418
00:14:35,600 --> 00:14:36,160
I know.

419
00:14:36,300 --> 00:14:39,260
So how are other people feeling

420
00:14:39,260 --> 00:14:42,620
about you?
Are they like, whoa, Ryan's got

421
00:14:42,620 --> 00:14:44,200
his shit together.

422
00:14:44,200 --> 00:14:46,960
Or is it like, huh?

423
00:14:46,960 --> 00:14:50,420
I don't because I don't hear from
him a lot.

424
00:14:50,420 --> 00:14:54,640
When I do reach out, it takes a
while to get back.

425
00:14:54,940 --> 00:14:57,980
Yeah, like I don't know.

426
00:14:57,980 --> 00:15:00,660
I don't see him on social a lot.

427
00:15:00,660 --> 00:15:04,700
Um, and when I do, like, I don't
like, it just doesn't seem

428
00:15:04,700 --> 00:15:07,360
confident or doesn't like, it's
just regular stuff.

429
00:15:07,360 --> 00:15:07,700
It's nothing earth shattering.

430
00:15:07,700 --> 00:15:09,600
It's like, what vibe are you

431
00:15:09,600 --> 00:15:12,340
putting out there?
And a lot of you are putting out,

432
00:15:12,340 --> 00:15:13,320
Hey, this is just a hobby.

433
00:15:13,320 --> 00:15:14,260
I'm trying it.

434
00:15:14,260 --> 00:15:15,620
I'll see how it goes.

435
00:15:15,620 --> 00:15:19,020
Um, I might have to go back to the

436
00:15:19,020 --> 00:15:19,540
other thing.

437
00:15:19,540 --> 00:15:22,800
It's like, no, no, no, no. It's

438
00:15:22,920 --> 00:15:27,300
like, if this is a career, this is
your career.

439
00:15:27,300 --> 00:15:27,980
You're all it.

440
00:15:27,980 --> 00:15:29,620
And so your email marketing

441
00:15:29,620 --> 00:15:30,830
continue not emailing.

442
00:15:30,830 --> 00:15:33,050
And other people are going to

443
00:15:33,050 --> 00:15:35,310
email your clients and they're
eventually just going to take

444
00:15:35,310 --> 00:15:35,670
them.

445
00:15:35,670 --> 00:15:37,270
That's going to happen.

446
00:15:37,270 --> 00:15:43,190
Social media, we're not going to
beat this drum a lot, but if you

447
00:15:43,190 --> 00:15:49,150
don't want to have a good 2026,
just don't do a lot on social and

448
00:15:49,150 --> 00:15:50,510
please don't be consistent.

449
00:15:50,510 --> 00:15:50,790
Okay.

450
00:15:50,790 --> 00:15:52,950
You'll absolutely ensure that you
won't do a, just don't be

451
00:15:52,950 --> 00:15:53,150
consistent.

452
00:15:53,150 --> 00:15:56,710
Like maybe you get into it for a

453
00:15:56,710 --> 00:16:00,660
couple of weeks and then please
just stop, stop doing the social

454
00:16:01,800 --> 00:16:02,900
media because it's, It's a lot of
work.

455
00:16:02,900 --> 00:16:04,560
And I know you're not comfortable
on camera.

456
00:16:04,560 --> 00:16:05,660
Like, get over it.

457
00:16:05,660 --> 00:16:08,080
And you just feel like no one

458
00:16:08,080 --> 00:16:10,000
wants to hear what you're talking
about.

459
00:16:10,000 --> 00:16:10,920
Like, get over that.

460
00:16:10,920 --> 00:16:11,220
Like, come on.

461
00:16:11,220 --> 00:16:14,060
Is this a career or a hobby?
I feel like yelling right now.

462
00:16:14,140 --> 00:16:14,920
I'm getting so jacked up.

463
00:16:15,540 --> 00:16:16,880
It's like six on the clock in the

464
00:16:16,880 --> 00:16:17,160
morning here.

465
00:16:17,160 --> 00:16:18,080
It's what happens when we get into

466
00:16:18,180 --> 00:16:18,540
this stuff.

467
00:16:18,680 --> 00:16:20,160
I'll have some more technical

468
00:16:20,240 --> 00:16:23,980
podcasts where we talk about
trainings and here and that and

469
00:16:23,980 --> 00:16:24,200
whatnot.

470
00:16:24,200 --> 00:16:25,800
I will.

471
00:16:25,800 --> 00:16:26,200
Okay.

472
00:16:26,200 --> 00:16:27,690
But regardless.

473
00:16:27,690 --> 00:16:29,230
Um, but yeah, just do that.

474
00:16:29,230 --> 00:16:30,690
Like, please just don't, don't go

475
00:16:30,690 --> 00:16:31,250
all in on it.

476
00:16:32,230 --> 00:16:34,910
Um, just dabble a little and then

477
00:16:34,910 --> 00:16:37,410
tell yourself it doesn't work or
you don't have time because you're

478
00:16:37,410 --> 00:16:41,150
looking at down payment docs and
following up with people, right?

479
00:16:41,150 --> 00:16:43,470
Don't make it a foundational piece
in your business.

480
00:16:43,470 --> 00:16:47,830
Just make it something like that.

481
00:16:47,830 --> 00:16:49,630
You're like, oh, I'll just kind of

482
00:16:49,630 --> 00:16:50,450
do this.

483
00:16:50,450 --> 00:16:51,830
So it kind of looks like I'm

484
00:16:51,830 --> 00:16:52,730
breathing to someone who looks me
up.

485
00:16:52,730 --> 00:16:52,970
Right.

486
00:16:52,970 --> 00:16:55,090
So just do that.

487
00:16:55,090 --> 00:16:58,670
On the flip side, I can just tell
you right now, like the simplest

488
00:16:58,670 --> 00:16:58,770
plan.

489
00:16:58,770 --> 00:17:00,970
that you can have i'm just gonna

490
00:17:01,110 --> 00:17:03,330
like cut through a couple of stuff
here fast forward a little bit and

491
00:17:03,330 --> 00:17:07,950
go the other side if you really do
want a kick -ass 2026 like i have

492
00:17:08,210 --> 00:17:13,210
the model like it's not a secret
it's it's very simple and a lot of

493
00:17:13,210 --> 00:17:16,069
you are complicating the out of
everything and yes and just keep

494
00:17:16,069 --> 00:17:20,270
swearing to that so here is the
model and i've talked about it so

495
00:17:20,270 --> 00:17:23,550
much i've seen it happen it right
in front of me People going from

496
00:17:23,550 --> 00:17:26,060
nothing to a lot of money.

497
00:17:26,060 --> 00:17:27,680
And I keep saying the money and

498
00:17:27,680 --> 00:17:31,320
you're like, and you could say
families helped and you could say

499
00:17:31,320 --> 00:17:31,480
whatever.

500
00:17:31,480 --> 00:17:33,520
I'm just like, okay, we're doing

501
00:17:33,520 --> 00:17:36,120
this for money, right?
Like at the end of the day, we're

502
00:17:36,120 --> 00:17:37,000
doing this for money.

503
00:17:37,660 --> 00:17:39,820
I'm not like a cold person where

504
00:17:39,820 --> 00:17:40,940
all I talk about is money.

505
00:17:40,940 --> 00:17:42,120
That's very much the opposite.

506
00:17:42,180 --> 00:17:44,140
I'm just trying to also cut
through that stuff and just go,

507
00:17:44,140 --> 00:17:46,080
that's why you're doing this,
right?

508
00:17:46,080 --> 00:17:50,040
You're trying to build your career
to go make money so your family

509
00:17:50,040 --> 00:17:51,440
can live an amazing and
exceptional life.

510
00:17:51,440 --> 00:17:54,350
So you can have the best
healthcare, private healthcare,

511
00:17:54,350 --> 00:17:55,030
not this other shit.

512
00:17:55,030 --> 00:17:56,110
So you can eat the best food.

513
00:17:56,110 --> 00:17:58,310
So you can have the best coaching,
the best training.

514
00:17:58,310 --> 00:17:59,170
Your kids can have it all.

515
00:17:59,170 --> 00:18:01,210
You can have it all.

516
00:18:01,210 --> 00:18:03,650
Right?
You no longer have to be all

517
00:18:03,650 --> 00:18:05,190
stressed out.

518
00:18:05,190 --> 00:18:08,490
That's what we're doing this for.

519
00:18:08,490 --> 00:18:10,530
So that's why I'm talking about
that.

520
00:18:10,530 --> 00:18:12,570
But here's the model.

521
00:18:12,570 --> 00:18:14,590
Like, it's so simple.

522
00:18:14,590 --> 00:18:15,730
And you just go, bah.

523
00:18:15,730 --> 00:18:18,890
And then you give yourself a year

524
00:18:18,890 --> 00:18:19,590
runway.

525
00:18:19,590 --> 00:18:21,410
And that's where most of you fail.

526
00:18:21,410 --> 00:18:26,750
is I'm going to give you them all,
but 30 days in, if you even make

527
00:18:26,750 --> 00:18:30,250
30 days, a lot of you don't, you
make two weeks and then the

528
00:18:30,250 --> 00:18:33,770
excuses come out, right?
And then it tells me it's a hobby.

529
00:18:33,770 --> 00:18:35,710
So you stick to this for a year,
much like anything.

530
00:18:35,710 --> 00:18:37,590
God, I just said, eating crappy
food, watch your macros, go to the

531
00:18:37,590 --> 00:18:39,590
gym, get in cardio two, three
times a week, weights two, three

532
00:18:39,710 --> 00:18:43,750
times a week, get 10 ,000 steps,
drink three liters of water, get 0

533
00:18:43,750 --> 00:18:47,050
.75 or one gram of protein in per
body weight, per pound of body

534
00:18:47,050 --> 00:18:47,230
weight.

535
00:18:47,230 --> 00:18:50,050
If you did that for a whole year,

536
00:18:50,050 --> 00:18:53,130
limit how much alcohol you
consume, cut out sugar.

537
00:18:53,570 --> 00:18:57,550
Like if you did that for a year,
what do you think would happen?

538
00:18:58,030 --> 00:19:00,170
You'd be very healthy, like
extremely healthy, but we don't.

539
00:19:00,170 --> 00:19:03,370
And we complain about aches and
pains and my energy levels and

540
00:19:03,370 --> 00:19:04,710
like all this stuff.

541
00:19:04,710 --> 00:19:07,190
So it's like, okay, and that's

542
00:19:07,190 --> 00:19:07,350
cool.

543
00:19:07,350 --> 00:19:08,550
I'm going to tell you the mortgage

544
00:19:08,610 --> 00:19:08,970
version of that.

545
00:19:08,970 --> 00:19:09,790
If you started 20 conversations a

546
00:19:09,790 --> 00:19:10,270
day, that's it.

547
00:19:10,270 --> 00:19:11,490
I don't care.

548
00:19:11,490 --> 00:19:13,730
Call, text, voice memo, in person,
whatever.

549
00:19:14,670 --> 00:19:15,630
You started 20 conversations a
day.

550
00:19:15,810 --> 00:19:21,010
You did three to four reels a day
across three platforms and two to

551
00:19:21,010 --> 00:19:22,360
three stories a day.

552
00:19:22,360 --> 00:19:23,540
If you just did that and email

553
00:19:23,540 --> 00:19:26,960
your database, I'm going to even
say twice a month, twice a month

554
00:19:26,960 --> 00:19:27,800
to email your database.

555
00:19:27,800 --> 00:19:30,620
If you did that and you stayed in

556
00:19:31,060 --> 00:19:34,960
touch with your referral partners,
And you met them once a quarter to

557
00:19:34,960 --> 00:19:35,420
break bread.

558
00:19:35,420 --> 00:19:37,000
And you made sure you're in front

559
00:19:37,260 --> 00:19:41,740
of them once a month for a phone
call.

560
00:19:41,740 --> 00:19:45,660
If you did that, and on top of
that, you're a good mortgage

561
00:19:45,660 --> 00:19:45,880
broker.

562
00:19:46,040 --> 00:19:47,420
And you know what you're doing.

563
00:19:47,940 --> 00:19:49,460
And you have a client journey
build.

564
00:19:49,460 --> 00:19:51,140
You control your data.

565
00:19:51,470 --> 00:19:53,650
You don't even have to do it.

566
00:19:53,650 --> 00:19:55,770
You can fuck a lot of that up.

567
00:19:55,770 --> 00:19:57,510
You don't even have to be a

568
00:19:57,510 --> 00:19:58,030
mortgage broker.

569
00:19:58,450 --> 00:20:00,410
You'll still fall into a bunch of

570
00:20:00,410 --> 00:20:00,590
money.

571
00:20:00,590 --> 00:20:02,990
But if you just do that for one

572
00:20:02,990 --> 00:20:08,630
year, what I just said, your
business will be what you want it

573
00:20:08,630 --> 00:20:09,590
to be.

574
00:20:09,590 --> 00:20:11,870
And everyone, I can do that, Ryan.

575
00:20:11,870 --> 00:20:12,930
I can do that, Ryan.

576
00:20:12,930 --> 00:20:14,210
I'll commit to that.

577
00:20:14,210 --> 00:20:14,830
I'll commit to that.

578
00:20:14,830 --> 00:20:16,010
And then it falls off.

579
00:20:16,010 --> 00:20:19,840
And a big reason it falls off is
go back to the beginning of the

580
00:20:19,840 --> 00:20:20,240
podcast.

581
00:20:20,240 --> 00:20:21,260
Your environment.

582
00:20:21,260 --> 00:20:23,160
A lot of it's just where you're
working.

583
00:20:23,400 --> 00:20:28,740
And I'm not going to say brokerage
because it's not your brokerage's

584
00:20:28,740 --> 00:20:31,640
fault that you're not focused and
you can't do things.

585
00:20:31,640 --> 00:20:35,160
Are they maybe giving you some
motivation, which that's kind of a

586
00:20:35,160 --> 00:20:35,560
crock too.

587
00:20:35,560 --> 00:20:38,880
They shouldn't have to motivate

588
00:20:38,880 --> 00:20:39,300
you.

589
00:20:39,300 --> 00:20:40,780
You should bring the motivation

590
00:20:40,780 --> 00:20:41,160
table.

591
00:20:41,160 --> 00:20:43,780
You're an adult running a

592
00:20:43,780 --> 00:20:43,960
business.

593
00:20:43,960 --> 00:20:45,160
You should be more motivated than

594
00:20:45,160 --> 00:20:45,540
anybody.

595
00:20:45,540 --> 00:20:47,160
So the motivation people shouldn't

596
00:20:47,160 --> 00:20:50,960
have to help you with, but it
should be, maybe there's a little

597
00:20:50,960 --> 00:20:52,120
bit of accountability.

598
00:20:52,120 --> 00:20:53,160
Maybe there's a little bit of a

599
00:20:53,160 --> 00:20:56,160
spot where you can talk about
things with other people on the

600
00:20:56,160 --> 00:20:56,640
journey.

601
00:20:56,660 --> 00:20:59,100
But if you did that, and then you

602
00:20:59,100 --> 00:21:00,660
surround yourself with people who
are where you want to be business

603
00:21:00,660 --> 00:21:00,740
wise.

604
00:21:00,740 --> 00:21:02,680
So if you're doing 10 million and

605
00:21:03,060 --> 00:21:04,940
all you're doing is hanging out
with people doing five to 15 mil,

606
00:21:04,940 --> 00:21:05,740
not a great place to hang out.

607
00:21:05,740 --> 00:21:06,820
If you're doing 10 million and you

608
00:21:06,820 --> 00:21:09,980
want to do 30, go hang out with
the people doing 20 to 40.

609
00:21:09,980 --> 00:21:11,400
or even more.

610
00:21:11,400 --> 00:21:14,380
Go hang out with one or two of

611
00:21:14,380 --> 00:21:14,620
them.

612
00:21:14,620 --> 00:21:15,080
Create that environment.

613
00:21:15,080 --> 00:21:16,420
You have to change your
environment.

614
00:21:16,420 --> 00:21:17,240
It'll change your life.

615
00:21:17,240 --> 00:21:17,340
Right?

616
00:21:17,340 --> 00:21:18,660
And is it your brokerage or your
team?

617
00:21:18,840 --> 00:21:21,440
I'm going to push that aside
because a lot of you listening to

618
00:21:21,440 --> 00:21:22,280
this are on my team.

619
00:21:22,280 --> 00:21:23,360
So I'm like, yeah, don't change

620
00:21:23,360 --> 00:21:23,420
that.

621
00:21:23,420 --> 00:21:27,060
Like, you're in the right spot.

622
00:21:27,060 --> 00:21:29,240
But is it where you work?
Is it, like, these are just

623
00:21:29,240 --> 00:21:30,580
questions you have to ask
yourself.

624
00:21:30,580 --> 00:21:34,340
Am I setting myself up for success
based on where I'm working?

625
00:21:34,960 --> 00:21:37,800
And this is a bigger one than we
realized.

626
00:21:37,800 --> 00:21:38,820
Like, it truly is.

627
00:21:38,820 --> 00:21:39,800
Where could I go?

628
00:21:39,800 --> 00:21:41,720
You can rent offices all over the
place.

629
00:21:41,720 --> 00:21:45,020
Something awesome happens when you
are forcing yourself into a work

630
00:21:45,020 --> 00:21:45,160
environment.

631
00:21:45,160 --> 00:21:46,800
Like the lights come on.

632
00:21:47,440 --> 00:21:51,300
You get like centered in the
energy of the task at hand.

633
00:21:51,300 --> 00:21:54,760
You don't get distracted from any
of the things going on in the

634
00:21:54,760 --> 00:21:54,880
house.

635
00:21:54,880 --> 00:21:55,740
And you might be like, I can't

636
00:21:55,740 --> 00:21:56,080
afford that.

637
00:21:56,080 --> 00:21:57,400
Well, I don't know what to tell

638
00:21:57,400 --> 00:21:57,660
you.

639
00:21:58,000 --> 00:22:00,280
You can go get an office space, a

640
00:22:00,280 --> 00:22:01,240
shared office space.

641
00:22:01,240 --> 00:22:02,060
You can get that.

642
00:22:02,060 --> 00:22:04,540
$300 to $600, $700 a month,
depending where you live.

643
00:22:04,540 --> 00:22:06,900
And if you can't afford that
coming in, this is a business.

644
00:22:06,900 --> 00:22:07,900
There are expenses.

645
00:22:07,900 --> 00:22:10,080
Put it on the credit card.

646
00:22:10,080 --> 00:22:12,060
Or just keep running the hobby.

647
00:22:12,060 --> 00:22:13,100
People building careers go and buy

648
00:22:13,100 --> 00:22:13,540
outfits for work.

649
00:22:13,720 --> 00:22:14,200
They buy suits.

650
00:22:14,200 --> 00:22:14,640
They buy computers.

651
00:22:14,640 --> 00:22:15,500
They buy things.

652
00:22:15,500 --> 00:22:17,020
You have to.

653
00:22:17,020 --> 00:22:17,720
You're getting haircuts more.

654
00:22:17,720 --> 00:22:18,380
You're taking care of yourself
more.

655
00:22:18,380 --> 00:22:19,460
You're getting shoes more.

656
00:22:19,700 --> 00:22:20,420
You're getting handbags more.

657
00:22:20,420 --> 00:22:21,120
All this stuff.

658
00:22:21,120 --> 00:22:23,780
So it's an investment, much like

659
00:22:23,780 --> 00:22:25,280
you paying to go into an office.

660
00:22:25,280 --> 00:22:27,520
COVID's done a number on a lot of

661
00:22:27,520 --> 00:22:27,620
us.

662
00:22:27,620 --> 00:22:28,720
It's made us feel that we can go

663
00:22:28,920 --> 00:22:28,960
build.

664
00:22:28,960 --> 00:22:29,760
It's sort of fool's gold.

665
00:22:29,760 --> 00:22:32,680
It's like told us we can go build
this awesome business from our

666
00:22:32,680 --> 00:22:33,040
basement.

667
00:22:33,200 --> 00:22:34,000
And some of you can.

668
00:22:34,000 --> 00:22:35,360
I was one of them that could.

669
00:22:35,660 --> 00:22:37,740
I was doing that way before COVID.

670
00:22:37,740 --> 00:22:41,460
But a lot of you should not be in
that environment.

671
00:22:41,460 --> 00:22:41,920
Absolutely not.

672
00:22:41,920 --> 00:22:43,820
You should buck up, change it.

673
00:22:44,590 --> 00:22:45,590
Suit up, whatever that means to
you.

674
00:22:45,590 --> 00:22:46,370
Business casual up.

675
00:22:46,370 --> 00:22:49,290
If those little shirts with the

676
00:22:49,290 --> 00:22:54,310
collars, pop a sweater on it, Ned
Flander it up.

677
00:22:55,670 --> 00:22:57,090
Get out there.

678
00:22:57,090 --> 00:22:58,590
I'm just set.

679
00:22:58,590 --> 00:22:59,770
This is a thing.

680
00:22:59,770 --> 00:23:03,190
Okay, so I didn't go as deep as I

681
00:23:03,190 --> 00:23:05,090
want to on all the other things.

682
00:23:05,090 --> 00:23:07,210
I think you saw where I was going

683
00:23:07,210 --> 00:23:07,470
with that.

684
00:23:07,530 --> 00:23:09,530
I'm going to have a part two of

685
00:23:09,530 --> 00:23:11,390
this because there's a lot of
other things that you should be

686
00:23:11,530 --> 00:23:11,570
doing.

687
00:23:11,570 --> 00:23:14,220
A lot of this was like, and the

688
00:23:14,220 --> 00:23:18,080
overall theme, I guess, wasn't how
do you sabotage your business.

689
00:23:18,080 --> 00:23:21,280
It was more about, I truly believe
too many of you are.

690
00:23:21,380 --> 00:23:22,960
treating like a hobby, but you
have career expectations.

691
00:23:22,960 --> 00:23:26,280
You think you should have this
business over here.

692
00:23:26,280 --> 00:23:30,760
I've seen the people who have the
well -oiled machine businesses.

693
00:23:30,760 --> 00:23:34,920
There's a lot of work that goes
into it.

694
00:23:34,920 --> 00:23:38,060
They're not staring at a computer
and scrolling on Instagram, right?

695
00:23:38,060 --> 00:23:40,600
They're not popping into chit chat
with people.

696
00:23:40,600 --> 00:23:41,960
There's none of that.

697
00:23:41,960 --> 00:23:44,270
They're in it.

698
00:23:44,270 --> 00:23:44,510
They're working.

699
00:23:44,510 --> 00:23:45,650
They're perfecting their craft.

700
00:23:45,650 --> 00:23:46,550
They're getting better at it.

701
00:23:46,550 --> 00:23:48,350
They're training themselves on

702
00:23:48,350 --> 00:23:48,790
discovery calls.

703
00:23:48,790 --> 00:23:49,850
They're role -playing on that.

704
00:23:49,850 --> 00:23:51,110
They're doing a lot of pre
-approval proposals.

705
00:23:51,110 --> 00:23:52,490
They're running numbers eight
different ways.

706
00:23:52,490 --> 00:23:54,090
They're understanding the ins and
the outs of things.

707
00:23:54,090 --> 00:23:57,050
They're talking to a lot of
people.

708
00:23:57,050 --> 00:23:59,990
They're trying to understand all
the angles.

709
00:24:00,450 --> 00:24:02,030
They're talking to people and
telling them what they do.

710
00:24:02,030 --> 00:24:05,650
They're getting people in social
media to be involved in their team

711
00:24:05,650 --> 00:24:12,490
so they can help with recording
and editing so they don't have to

712
00:24:12,490 --> 00:24:14,500
do it.

713
00:24:14,500 --> 00:24:16,000
They're outsourcing a lot of

714
00:24:16,000 --> 00:24:16,080
stuff.

715
00:24:16,260 --> 00:24:18,340
They're clearing their desk of

716
00:24:18,340 --> 00:24:19,980
those little things that just
don't do much.

717
00:24:19,980 --> 00:24:24,060
And they shouldn't be doing
because it's, it's, it's below

718
00:24:24,060 --> 00:24:25,600
their pay grade.

719
00:24:25,600 --> 00:24:27,400
So I wanted to share this with

720
00:24:27,400 --> 00:24:27,500
you.

721
00:24:27,500 --> 00:24:28,580
I kind of went a little all over

722
00:24:28,580 --> 00:24:28,980
the place there.

723
00:24:28,980 --> 00:24:29,460
That's okay.

724
00:24:29,680 --> 00:24:31,300
I'm not feeling the best either,
but I wanted to power through on a

725
00:24:31,300 --> 00:24:31,760
podcast for you.

726
00:24:31,760 --> 00:24:33,680
Um, I will have, we have a bunch

727
00:24:33,680 --> 00:24:34,280
more coming though.

728
00:24:34,280 --> 00:24:35,580
I am going to drop something here

729
00:24:35,580 --> 00:24:38,440
though, before I leave, um, as of
January, first week of January.

730
00:24:38,440 --> 00:24:39,040
So pretty exciting.

731
00:24:39,040 --> 00:24:40,740
All these things you listen to on,

732
00:24:40,740 --> 00:24:41,960
on this podcast.

733
00:24:41,960 --> 00:24:45,420
And if you've listened to a bunch

734
00:24:45,420 --> 00:24:50,000
of this, like I'm opening up a
training company.

735
00:24:50,000 --> 00:24:53,220
And that sounds like a big, big
thing, but it's really not.

736
00:24:53,220 --> 00:24:56,260
Don't know what it's called yet,
the Mortgage Game Academy, not

737
00:24:56,260 --> 00:24:56,380
sure.

738
00:24:56,380 --> 00:24:58,120
But I'm going to teach sales,

739
00:24:58,120 --> 00:25:00,180
marketing, mindset, process,
systems, social media, all the

740
00:25:00,180 --> 00:25:03,600
things I talk about and have
talked about for years on this

741
00:25:03,940 --> 00:25:07,120
podcast, I'm going to bring into
training.

742
00:25:07,120 --> 00:25:10,220
And here's the awesome part.

743
00:25:10,220 --> 00:25:13,060
It's going to be one day a week,

744
00:25:13,060 --> 00:25:15,580
and it's going to be $100 a month.

745
00:25:15,580 --> 00:25:16,740
Come and go as you please.

746
00:25:16,740 --> 00:25:20,720
This way, I wanted to make it so
that everybody could afford it.

747
00:25:20,720 --> 00:25:21,400
Give absolute crazy value.

748
00:25:21,400 --> 00:25:23,300
There'll be one live call a week,

749
00:25:23,300 --> 00:25:23,880
one hour recorded.

750
00:25:24,000 --> 00:25:25,100
You can watch the library.

751
00:25:25,100 --> 00:25:26,280
So stay tuned.

752
00:25:26,280 --> 00:25:27,500
I'll be launching this in January.

753
00:25:27,500 --> 00:25:29,560
Probably on Tuesdays will be the
call.

754
00:25:29,560 --> 00:25:31,560
So if you're interested in that,
just, hey, it's coming.

755
00:25:31,560 --> 00:25:33,220
You'll get more access to me
actually showing you things and

756
00:25:33,220 --> 00:25:36,020
giving you resources for things
out of all the things I talk

757
00:25:36,520 --> 00:25:36,960
about.

758
00:25:36,960 --> 00:25:39,320
So that's my wheelhouse.

759
00:25:39,320 --> 00:25:40,720
That's my sweet spot.

760
00:25:40,720 --> 00:25:43,160
And I'm going to put it out to the

761
00:25:43,160 --> 00:25:44,720
industry for a hundred bucks a
month.

762
00:25:44,720 --> 00:25:46,520
I will not be increasing that
price.

763
00:25:46,520 --> 00:25:48,320
This isn't like a hundred bucks
and then it goes up.

764
00:25:48,320 --> 00:25:49,580
It's not that a hundred bucks a
month.

765
00:25:49,800 --> 00:25:50,280
That's it.

766
00:25:50,280 --> 00:25:50,480
Okay.

767
00:25:50,480 --> 00:25:52,500
And I'm going to be launching more
accountability calls as well.

768
00:25:52,500 --> 00:25:55,320
And if you're a member of that
hundred dollar a month Academy,

769
00:25:55,320 --> 00:25:56,660
you're going to get a half price
accountability calls.

770
00:25:56,660 --> 00:25:57,280
Okay.

771
00:25:57,280 --> 00:25:58,420
So there you go, kids.

772
00:25:58,420 --> 00:25:59,180
That's it.

773
00:25:59,420 --> 00:26:00,300
Enjoy your weekend.

774
00:26:00,540 --> 00:26:00,980
Enjoy your family.

775
00:26:00,980 --> 00:26:03,080
Some crazy times are coming into

776
00:26:03,080 --> 00:26:04,080
this should be joyful.

777
00:26:04,080 --> 00:26:06,340
Hopefully you take one a piece,

778
00:26:06,340 --> 00:26:06,880
something from that podcast there.

779
00:26:06,880 --> 00:26:07,320
Change your environment.

780
00:26:07,320 --> 00:26:09,780
That's probably the moral of that
story.

781
00:26:10,120 --> 00:26:10,340
Okay.

782
00:26:10,340 --> 00:26:10,980
That's it, kids.

783
00:26:10,980 --> 00:26:11,220
Peace out.