289: My Motto for 2026 - F@$% Yes or NO

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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 the mortgage game

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podcast.

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Whiteboard Wiley coming to you

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live from the Dodge Ram studio.

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It's the only studio in the world

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that has to be warmed up.

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You got to start the truck 15

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minutes before.

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It's not even cold here.

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It's like five in the morning and
it's five above.

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pretty good.

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But I was just thinking of that as

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I was starting the truck, I'm
like, oh, warming up the podcast

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studio.

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Oh, too funny.

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Okay.

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So let's get into it.

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This is, we're coming into the end
of 2025, probably going to get

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this and maybe another podcast
out.

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And I'm really looking forward to
the next one podcast I'm going to

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do as well.

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I'm going to, it's going to be,

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you know, the things I've learned
building team Wiley, building my

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mortgage team, the things I've
learned over 2025, it's been just

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a little over a year.

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Oh man, there's some humdingers in

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there.

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some zingers there's some stuff

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that you should know that you can
learn from okay but that's not

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what we're talking about today so
today we're going to talk about so

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these are three i want to talk
three different topics and these

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aren't going to be like super
technical like go do this strategy

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to help you do this we're not
going to get into that today uh i

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am going to bring more of those
out in 2026 so don't worry about

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that a lot of technical strategy
stuff And so today I want to talk

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about three concepts.

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Actually, we're going to start

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with a different one.

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So this is my motto.

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I have a motto every year.

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I think you should have a motto

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every year.

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It's like just something that

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keeps me centered.

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I just come back to and I just say

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that I put the saying out there
and I write it down.

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It goes on the wall in front of my
desk.

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And last year for 2025, my motto
was, and I was just starting the

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team and doing, you know, coaching
and strategy hub and I'm unwinding

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some things.

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I'm just going all in on, on team

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Wiley.

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My motto was show up, show up.

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I'm really good at showing up in
life.

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I am, I show up like family,
personal business, show up.

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It's I show up with, and it was
team live.

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It's like, these people are coming
here.

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I need to show up.

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So that was my model there.

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I have a new model for 2026, but
just some examples of how I showed

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up, you know, just cause you show
up doesn't mean you want to be

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there, but you show up because you
committed to showing up in a lot

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of different areas.

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And so, cause there's a lot of

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things we do in life that we just
don't want to do.

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And we're going to get into that
in a second.

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Show up daily calls, show up
training, show up team meetings,

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show up one -on -one calls, show
up.

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When you just know people need you
and they need to hear from me, you

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show up.

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So it was like, that is half the

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battle in life is just showing up
over and over and over.

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And now just because I changed my
model for 2026, doesn't mean I'm

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not going to keep showing up.

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That's just now the new muscle I

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have.

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That's just.

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It's there.

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That's the baseline.

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It's like, okay, now what do we
stack on top of that?

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But the goal I made to myself was
to show up.

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Now, what I did not do, which I
will do in 2026, is I didn't show

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up for myself personally.

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I was showing up for everybody

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else.

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I was showing up for the team.

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I was showing up for family.

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I was showing up for friends when

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they needed me.

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I wasn't showing up for myself.

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And what I mean by that is that's
more a health thing.

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I was extremely healthy.

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I started 2025, eating habits, I'm

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working out, all that.

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And then it's not that I'm not

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healthy, but I just dropped off
from where the standard I want to

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be.

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And so that will be for 2026.

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I will show up for myself now.

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That will be a massive priority

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because that just lets me show up
better for everyone else.

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I bring the best version of me
everywhere.

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But that was my model for 2025.

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And I'm going to say I knocked it

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out of the park.

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I just show up.

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And if each and every one of you
just did that.

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Right.

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You showed up for your clients.

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You did the things you said you
were going to do.

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You got back to them when you said
you're going to get back to them.

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You followed up and you said
you're going to follow up.

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You answer a text and you said
you're going to.

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You committed yourself.

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You're going to show up in social

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media more.

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And you did that consistently.

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You showed up like if you just did
those things.

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Oh, my goodness.

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So model for 2026.

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It's this.

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It's either fuck yeah or no. Fuck

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yes or no. Meaning.

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I need to really want, it has to

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be like off the charts.

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Yes.

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I want to make sense that I'm
going to do that or I'm not going

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to do it.

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There's no four, five, six, seven,

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maybe not even eight out of 10
stuff.

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Now I'm not saying the day to day
where you're like, cause we all

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have stuff we don't want to do.

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That's being an entrepreneur.

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That's being a parent.

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That's being just an adult.

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There's shit every day you don't
want to do.

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So a lot of you have this illusion
that you want to run a mortgage

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business and you want to just.

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bring in a team to handle

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everything.

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And you just want to be on social

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and talk to referral partners on
the golf course and do discovery

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calls.

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That's never happening.

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So get that out of your head.

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It's you getting punched in the

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mouth every single day.

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That's an entrepreneur.

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That's being an adult.

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That's being a parent.

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A lot of you are showing up as a
parent.

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But then you're letting your
business, you're not showing up

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for your business.

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You're showing, you're like,

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you're making your kids lunch
because you have to.

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You're doing the laundry because
you have to.

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You are cleaning the house because
you have to.

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You're doing like these chores and
around the stuff, just always for

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other people, nothing for you
because you have to.

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But then your business, you're
letting yourself, you're just not

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showing up at all for your
business.

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And it shows in your bank account.

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It's pretty obvious.

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And so for me, it's, and I'll give
you some examples.

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And once again, this isn't the day
to day.

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Because there's still things every
single day I don't want to do, but

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I do them.

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But that's being a business owner.

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And I'm just going to talk about
business.

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I'm not talking about being a
parent or an adult.

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Now I'm just saying a business
owner.

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You will never have that glorious
business that you just talked

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about because then you have to get
those people involved.

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Now you need people because who's
going to do the shit?

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Well, you have to have people to
do the shit.

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So now you hire people.

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So now you have to hire, train.

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Fire, performance reviews, manage.

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If any fires go out, it always

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comes to you.

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Like, you're never going to get

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away from getting punched in the
mouth.

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So for any of you that are sitting
here just thinking, like, being a

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mortgage broker is you get
punched, you get kicked, you get

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punched.

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And it's just learning from it.

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And eventually, you just, you know
how to block a bit.

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You see the punch coming.

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But you have battle scars on top

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of battle scars on top of battle
scars.

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And it's not going to get any
better.

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It'll just be different types of
pain.

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But there will always be pain.

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That is being a business owner.

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You're never sitting at the top on
a pile of money, laughing and

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smoking cigars and drinking scotch
or whatever the heck you do, and

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just having people below you.

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That's not the world.

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That's not how this works.

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So if you don't like getting

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punched in the mouth and you're
tired of it, then just go get a

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job.

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And you'll get punched in a

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different way.

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But it's just coming.

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I'm not talking about the day -to
-day when it's fuck yes or no. I'm

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talking about my time, my energy,
who I spend time with.

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If I talk to an agent and they're
not a fuck yes, you need to be on

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Team Wiley and let's do this, then
it's a no. And I had a couple of

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these this week.

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I would have taken them and said,

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yeah, we could work with that.

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But instead I was like, no, I'm

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going to start my 2026 model right
now.

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And it's like, sorry, not a thing.

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What?

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What do you mean?
Like, no, not feeling it for X, Y,

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Z. And I won't get into it, but
blah, blah, blah.

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And I'm like, yeah, no, it's not,
it has to be fuck yes or no. And

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that's it.

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If you need something from me, you

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need help.

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If I've made a commitment to you,

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I'm going to come through.

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I'm going to show up 2025.

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I'm showing up.

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I'm going to do it.

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But if there's other things that
you're pulling me in directions

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and you want stuff, if it's not a
fuck yes, it's a no. There's stuff

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we want to bring into team Wiley
and, and stuff we want to build

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for the ages that if it's not that
it's a no. Because then it's just

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a bunch of this mediocre stuff.

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And I just, you live like a lot of

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you are doing.

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You're living in the three to six

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out of 10 bubble.

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And nothing really percolates to

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the top and stands out and is
awesome.

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Because you've surrounded yourself
with a lot of two to six out of 10

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people and situations and areas
where you spend your time instead

257
00:08:24,300 --> 00:08:25,240
of the nine and 10.

258
00:08:25,240 --> 00:08:26,620
Out of 10 stuff that will just

259
00:08:26,640 --> 00:08:28,620
take you where you want to go way
faster.

260
00:08:28,620 --> 00:08:29,940
So fuck yes or no. Nothing in
between.

261
00:08:29,940 --> 00:08:31,790
And that's the model for 2026.

262
00:08:31,790 --> 00:08:32,570
the model for 2026.

263
00:08:32,570 --> 00:08:36,950
It's that simple.

264
00:08:36,950 --> 00:08:38,450
It's kind of like we're all in or

265
00:08:38,450 --> 00:08:38,730
we're not.

266
00:08:38,730 --> 00:08:40,549
If I have to be talked into

267
00:08:40,549 --> 00:08:42,809
something, on to the next thing.

268
00:08:42,809 --> 00:08:44,390
On to the next idea.

269
00:08:44,390 --> 00:08:47,770
On to the next ask for my time.

270
00:08:47,770 --> 00:08:49,070
On to the next.

271
00:08:49,070 --> 00:08:54,270
Once again, I'll preface this with
saying, if I partnered with you on

272
00:08:54,270 --> 00:08:57,990
something and we made a
commitment, yeah, I'm showing up.

273
00:08:57,990 --> 00:09:00,860
I will never, ever, ever not show
up.

274
00:09:00,860 --> 00:09:03,280
That's part of the gig.

275
00:09:03,280 --> 00:09:04,560
You'll always get that.

276
00:09:04,560 --> 00:09:07,660
But you will see a shift.

277
00:09:07,660 --> 00:09:12,660
The shift will be what I just

278
00:09:12,660 --> 00:09:14,080
mentioned.

279
00:09:14,080 --> 00:09:14,180
That's my motto for 2026.

280
00:09:14,180 --> 00:09:17,280
I'm curious what your motto is for
2026.

281
00:09:17,280 --> 00:09:18,740
That's something you need some
deep reflection on, right?

282
00:09:18,740 --> 00:09:20,580
I have all these mottos in my
world and I...

283
00:09:20,780 --> 00:09:21,500
And they're nice.

284
00:09:21,500 --> 00:09:24,240
And I just, it helps me think in

285
00:09:24,240 --> 00:09:28,840
the moment, very quick, does what
I'm about to do or what I'm doing,

286
00:09:28,940 --> 00:09:31,580
does it fit with one of those
models?

287
00:09:31,580 --> 00:09:33,180
And I've mentioned a bunch of
these, right?

288
00:09:33,180 --> 00:09:35,480
We have a couple of Team Wiley, no
assholes, right?

289
00:09:35,480 --> 00:09:38,440
One for the family, protect his
house, stuff like that.

290
00:09:38,440 --> 00:09:42,520
So one second, this podcast is
brought to you by, fuck yes,

291
00:09:42,520 --> 00:09:42,860
Americano.

292
00:09:43,060 --> 00:09:43,440
Okay.

293
00:09:43,440 --> 00:09:44,740
So that's one thing.

294
00:09:44,740 --> 00:09:46,000
I want to talk about my mom.

295
00:09:46,000 --> 00:09:47,780
Next, next time.

296
00:09:47,780 --> 00:09:50,380
I went in reverse order how I was

297
00:09:50,380 --> 00:09:52,820
going to do this, but you don't
know that.

298
00:09:52,820 --> 00:09:53,800
So here we go.

299
00:09:53,800 --> 00:09:55,420
Uh, I've been doing a lot of one

300
00:09:55,520 --> 00:09:59,420
-on -one calls with people and a
lot of it's mindset and a hundred

301
00:09:59,420 --> 00:09:59,680
percent.

302
00:09:59,680 --> 00:10:00,320
I get it.

303
00:10:00,320 --> 00:10:01,400
I understand that it's this game.

304
00:10:01,400 --> 00:10:02,760
Life is 95 % mental sports is

305
00:10:02,920 --> 00:10:04,460
entrepreneur is like, it's just,
it is.

306
00:10:04,460 --> 00:10:06,960
If your mind is good, you'll
figure it out.

307
00:10:06,960 --> 00:10:07,300
Right.

308
00:10:07,420 --> 00:10:10,620
A lot of you are, you're not in

309
00:10:10,620 --> 00:10:12,460
that figured out stage.

310
00:10:12,460 --> 00:10:14,380
You're like, you don't start, you

311
00:10:14,380 --> 00:10:15,320
want a definite.

312
00:10:15,320 --> 00:10:16,700
known commodity or outcome.

313
00:10:17,500 --> 00:10:21,020
And that's not being a mortgage or
that's not being a business owner.

314
00:10:21,020 --> 00:10:24,720
I thrive in situations where I
don't know how it's going to get

315
00:10:24,720 --> 00:10:25,560
done, but it's going to get done.

316
00:10:25,560 --> 00:10:26,360
And there's no guarantee.

317
00:10:26,360 --> 00:10:28,640
No one said, if I go do this, I
get this.

318
00:10:28,640 --> 00:10:33,040
And a lot of you are like, well,
if I call a hundred people, how

319
00:10:33,040 --> 00:10:36,500
many deals do I get?
If I do 10 reels, how many files

320
00:10:36,500 --> 00:10:42,120
am I going to get?
Oh my God, that is not how this

321
00:10:42,240 --> 00:10:42,580
works.

322
00:10:42,580 --> 00:10:44,420
You need to go into your situation

323
00:10:44,420 --> 00:10:47,340
as a mortgage broker going, I
don't know how, but I'm going to

324
00:10:47,340 --> 00:10:54,200
reach my goal of X. I literally
have no idea how to get there.

325
00:10:54,200 --> 00:10:58,100
I have a general idea, but all
this stuff I'm going to do, I

326
00:10:58,100 --> 00:11:01,460
don't know if it's going to work.

327
00:11:01,460 --> 00:11:03,720
I'm going to believe it is, but I

328
00:11:03,720 --> 00:11:04,860
don't know.

329
00:11:04,860 --> 00:11:07,620
And then you start and you do it.

330
00:11:07,620 --> 00:11:11,800
And so if you're looking for
People that pat you on the back

331
00:11:12,000 --> 00:11:12,740
go, you got this.

332
00:11:12,740 --> 00:11:13,880
And if you just do these four

333
00:11:13,880 --> 00:11:15,300
things, I guarantee you'll get
that.

334
00:11:15,300 --> 00:11:16,300
Like there's zero guarantees.

335
00:11:16,480 --> 00:11:19,720
You could go do the four things

336
00:11:19,720 --> 00:11:24,120
and make $20 ,000 this year or
make a hundred, but you're used to

337
00:11:24,120 --> 00:11:24,700
making 300.

338
00:11:25,180 --> 00:11:26,560
That's the way this goes.

339
00:11:26,560 --> 00:11:27,640
You don't know.

340
00:11:27,640 --> 00:11:31,040
And so the people I know that are

341
00:11:31,220 --> 00:11:34,700
the most successful, they start
only having a little bit of the

342
00:11:34,700 --> 00:11:36,220
plan, a tiny bit of the plan.

343
00:11:36,340 --> 00:11:39,500
but they show up and they don't

344
00:11:39,500 --> 00:11:41,460
need a guarantee because it's just
not, we can't operate life that

345
00:11:41,460 --> 00:11:41,580
way.

346
00:11:41,580 --> 00:11:41,660
Right.

347
00:11:41,660 --> 00:11:43,360
You have to jump all in.

348
00:11:43,360 --> 00:11:45,080
And so, and then they just start

349
00:11:45,080 --> 00:11:45,580
showing up.

350
00:11:45,580 --> 00:11:47,240
Um, so that's not what I want to

351
00:11:47,240 --> 00:11:51,560
talk about, but the one -on -one
coach show I do, I'm seeing a, I'm

352
00:11:51,560 --> 00:11:54,740
seeing a theme and the theme here
is we're entrepreneurs.

353
00:11:54,740 --> 00:11:55,040
Okay.

354
00:11:55,040 --> 00:11:57,640
And the people around you and a

355
00:11:57,640 --> 00:11:58,980
lot of you work from home.

356
00:11:58,980 --> 00:12:02,400
And the people all around you

357
00:12:02,400 --> 00:12:04,740
could be your spouse, could be
your siblings, could be cousins

358
00:12:04,800 --> 00:12:09,600
and aunts and uncles and
grandparents and parents and your

359
00:12:09,600 --> 00:12:10,440
kids and whoever.

360
00:12:10,440 --> 00:12:11,640
Not a lot of people are

361
00:12:11,640 --> 00:12:12,220
entrepreneurs.

362
00:12:12,240 --> 00:12:14,920
A lot of people are employees.

363
00:12:14,920 --> 00:12:18,800
And especially when you work from
home, and I referenced this on the

364
00:12:18,800 --> 00:12:25,220
last podcast, but especially when
you work from home, people just

365
00:12:25,220 --> 00:12:28,140
think you're always around, right?
They don't have the respect that

366
00:12:28,140 --> 00:12:29,540
they need for you and your
business because, well, you

367
00:12:29,540 --> 00:12:29,660
haven't.

368
00:12:29,660 --> 00:12:31,980
drawn the line and you haven't

369
00:12:31,980 --> 00:12:32,180
told them.

370
00:12:32,180 --> 00:12:33,980
And so I see a lot of people who

371
00:12:33,980 --> 00:12:35,120
are getting dragged into helping
other people before they help

372
00:12:35,220 --> 00:12:36,120
themselves in their business.

373
00:12:36,120 --> 00:12:37,840
They have, they're that person,

374
00:12:37,840 --> 00:12:40,980
they're a people pleaser, which is
sure, that's fine.

375
00:12:40,980 --> 00:12:42,520
There's people around you, but
then you're like, you're just

376
00:12:42,520 --> 00:12:44,780
going to get trampled on and
people are going to take advantage

377
00:12:44,780 --> 00:12:45,580
of your time.

378
00:12:45,580 --> 00:12:46,720
That's human nature.

379
00:12:46,720 --> 00:12:49,760
And then every time you go help
Sally, your best friend.

380
00:12:49,760 --> 00:12:50,520
your family.

381
00:12:51,240 --> 00:12:52,680
You can't be the rock for

382
00:12:52,680 --> 00:12:53,220
everybody.

383
00:12:53,800 --> 00:12:57,240
You need to be the rock for the

384
00:12:57,240 --> 00:12:59,020
people you deem the most important
to start.

385
00:12:59,020 --> 00:13:01,440
Your business, which should be the
foundational piece that just

386
00:13:01,440 --> 00:13:01,760
builds everything else.

387
00:13:01,760 --> 00:13:03,020
Everybody else wins if your

388
00:13:03,020 --> 00:13:03,580
business wins.

389
00:13:03,900 --> 00:13:06,000
There's money in the bank account

390
00:13:06,000 --> 00:13:07,680
and money's not everything.

391
00:13:07,680 --> 00:13:09,660
But money solves money problems.

392
00:13:10,060 --> 00:13:12,280
Money gives you better quality of
life, without a doubt.

393
00:13:12,280 --> 00:13:14,480
Money doesn't make you bad people.

394
00:13:14,480 --> 00:13:15,820
Bad people are always going to be

395
00:13:15,820 --> 00:13:17,040
bad people.

396
00:13:17,040 --> 00:13:20,140
Just money just amplifies it.

397
00:13:20,140 --> 00:13:23,360
And so good people with money do
really good things.

398
00:13:23,360 --> 00:13:25,540
So let's just get that off the
table.

399
00:13:25,540 --> 00:13:29,220
Where I'm going with this is you
have people all around you.

400
00:13:29,340 --> 00:13:31,700
I know a lot of you are spending a
lot of time helping solve other

401
00:13:31,700 --> 00:13:33,000
people's problems and skipping
over your own.

402
00:13:33,180 --> 00:13:36,280
Is that your own personal or your
business problems?

403
00:13:36,460 --> 00:13:40,230
And I'm here to say it's okay to
say no to people.

404
00:13:40,230 --> 00:13:41,790
You can't save everybody.

405
00:13:41,790 --> 00:13:43,350
Just say no. I've been saying this

406
00:13:43,350 --> 00:13:43,670
for years.

407
00:13:43,670 --> 00:13:46,430
Take care of your own shit.

408
00:13:46,670 --> 00:13:50,790
And if you're just, you'd rather
take care of other people's shit

409
00:13:51,130 --> 00:13:56,190
because you think it's easier than
you trying your hardest in your

410
00:13:56,190 --> 00:14:00,030
own stuff and failing and people
noticing that you failed or you

411
00:14:00,290 --> 00:14:03,010
internally thinking you're a
failure, well, that's a different

412
00:14:03,010 --> 00:14:06,330
problem you have to figure out.

413
00:14:06,330 --> 00:14:07,670
Because you're so busy answering

414
00:14:07,670 --> 00:14:08,250
phone calls from other people.

415
00:14:08,250 --> 00:14:11,290
that want to take your time and

416
00:14:11,290 --> 00:14:14,630
don't respect the fact that you
need an eight hour work day.

417
00:14:14,630 --> 00:14:17,330
Let's get rid of this other stuff
of, hey, I want to build my

418
00:14:17,330 --> 00:14:19,630
business off the side of my desk
in 20 hours a week.

419
00:14:19,630 --> 00:14:21,990
Good fucking luck.

420
00:14:21,990 --> 00:14:23,730
You're going to build something.

421
00:14:23,730 --> 00:14:26,610
It won't be much, but you'll build
something.

422
00:14:26,610 --> 00:14:30,070
You'll build like a tent that you
can go camping in.

423
00:14:30,350 --> 00:14:32,570
Whereas like other people are
building like log cabins that you

424
00:14:32,570 --> 00:14:36,660
can live in four seasons a year.

425
00:14:36,660 --> 00:14:36,940
Right?

426
00:14:36,940 --> 00:14:41,680
So sure, you'll build something,
but it won't be anything that

427
00:14:41,680 --> 00:14:45,180
you're super proud of, or that's
going to change your family's

428
00:14:45,180 --> 00:14:45,340
life.

429
00:14:45,340 --> 00:14:47,140
So a lot of you, because this has

430
00:14:47,140 --> 00:14:51,480
come up in a lot of one -on -one
coaching in the past three, four

431
00:14:51,480 --> 00:14:53,960
weeks, is the problem is they're
being pulled into other stuff.

432
00:14:53,960 --> 00:14:55,800
And you just need to say no.

433
00:14:55,800 --> 00:14:59,040
Because every time you get pulled

434
00:14:59,040 --> 00:15:02,140
into someone else's stuff and
you're there.

435
00:15:02,140 --> 00:15:05,440
person to lean on and you're the
person to listen to their problem

436
00:15:05,440 --> 00:15:09,400
and you take on their stress and
their pressure and you take it on

437
00:15:09,400 --> 00:15:12,080
and then you jump in and you're
trying to help and you get on

438
00:15:12,080 --> 00:15:13,380
these little calls and you're
shifting gears mentally and

439
00:15:13,380 --> 00:15:15,780
emotionally throughout the day all
over the time.

440
00:15:15,780 --> 00:15:17,500
It's costing you money.

441
00:15:17,500 --> 00:15:20,100
So you go and help this person,

442
00:15:20,100 --> 00:15:23,520
your cousin come in because you're
the one that solves the thing

443
00:15:23,520 --> 00:15:24,240
about the thing.

444
00:15:24,240 --> 00:15:27,780
That might have cost you $10 ,000

445
00:15:27,780 --> 00:15:31,740
to go solve that problem because
you took your eye off the prize of

446
00:15:31,940 --> 00:15:35,300
the things over here you need to
do in your business that would

447
00:15:35,300 --> 00:15:36,140
have generated income.

448
00:15:36,140 --> 00:15:39,200
So call it what it is.

449
00:15:39,200 --> 00:15:41,000
You're working for them.

450
00:15:41,000 --> 00:15:41,820
You are working to help other

451
00:15:41,820 --> 00:15:41,900
people.

452
00:15:41,900 --> 00:15:42,700
You're literally paying them to

453
00:15:42,700 --> 00:15:43,160
solve their problems.

454
00:15:43,260 --> 00:15:44,520
So fucking stop.

455
00:15:44,520 --> 00:15:45,820
Just stop, please.

456
00:15:45,820 --> 00:15:50,640
I know you can help people, but go

457
00:15:50,640 --> 00:15:52,600
help yourself first, right?
The airplane, put your mask on

458
00:15:52,600 --> 00:15:53,680
before you put others on.

459
00:15:53,680 --> 00:15:54,460
Go build your thing.

460
00:15:54,920 --> 00:15:56,800
Unless you're just hiding from the
fact of hard work, right?

461
00:15:56,800 --> 00:15:59,080
And rejection and that you might
fail and that this is way harder

462
00:15:59,080 --> 00:16:00,300
than you thought and that, oh my
God.

463
00:16:00,300 --> 00:16:02,100
And that like, if you're hiding
from that, then go hide in that,

464
00:16:02,100 --> 00:16:03,240
but then call what it is.

465
00:16:03,240 --> 00:16:04,380
Just go, you're scared.

466
00:16:04,380 --> 00:16:05,480
Say, I'm scared.

467
00:16:05,480 --> 00:16:07,340
I'm chicken shit right now to lay

468
00:16:07,340 --> 00:16:09,840
it on the line in my business.

469
00:16:09,840 --> 00:16:13,000
So I'm going to go meddle in other

470
00:16:13,000 --> 00:16:13,320
people's things.

471
00:16:13,320 --> 00:16:15,520
And I'm going to go tinker in the

472
00:16:15,520 --> 00:16:17,400
things in my business that do
nothing.

473
00:16:17,400 --> 00:16:19,360
I'm going to go build my landing
page.

474
00:16:19,360 --> 00:16:21,320
I'm going to go build my lead
magnet.

475
00:16:21,320 --> 00:16:22,920
I'm going to go for lunch and
learns with lenders.

476
00:16:22,920 --> 00:16:23,540
Oh God.

477
00:16:23,540 --> 00:16:25,800
I'm going to sit in on these

478
00:16:25,800 --> 00:16:30,640
meetings and talk about products
where I don't have clients for.

479
00:16:30,640 --> 00:16:36,890
I'm going to like enter in excuse
here and just say you're a chicken

480
00:16:36,890 --> 00:16:43,810
shit and you don't want to like do
the stuff because you all know

481
00:16:43,810 --> 00:16:45,690
what stuff to do.

482
00:16:45,850 --> 00:16:47,330
So that was number two.

483
00:16:47,330 --> 00:16:47,490
Okay.

484
00:16:47,490 --> 00:16:50,110
This podcast is brought to you by

485
00:16:50,110 --> 00:16:50,230
fuck.

486
00:16:50,230 --> 00:16:50,530
Yes.

487
00:16:50,710 --> 00:16:50,930
America.

488
00:16:50,930 --> 00:16:52,490
Last but not least.

489
00:16:52,490 --> 00:16:54,430
Um, so this was explained to me.

490
00:16:54,430 --> 00:16:56,450
I can't remember when, but I've

491
00:16:56,450 --> 00:16:58,150
always just thought about, and
it's like, so true.

492
00:16:58,150 --> 00:17:01,530
And I'm going to tell you a story
and maybe I'm paraphrasing it, but

493
00:17:01,530 --> 00:17:03,570
you'll get the gist of it here.

494
00:17:03,570 --> 00:17:05,030
Um, You've got two salespeople and

495
00:17:05,030 --> 00:17:08,740
they're out and it's raining and
they're door -to -door

496
00:17:08,740 --> 00:17:08,960
salespeople.

497
00:17:08,960 --> 00:17:11,000
And you got the one that wakes up

498
00:17:11,000 --> 00:17:15,579
and it's like, oh man, I'm going
to like, my boots are going to be

499
00:17:15,579 --> 00:17:19,020
wet and it's going to be, I'm
going to need an umbrella and my

500
00:17:20,319 --> 00:17:21,440
sheets are going to get wet.

501
00:17:21,440 --> 00:17:23,520
And it's just like, oh my God,

502
00:17:23,520 --> 00:17:24,000
it's raining.

503
00:17:24,000 --> 00:17:27,300
And it just never stops raining.

504
00:17:27,300 --> 00:17:31,280
And it's like, it's almost like
you live in Vancouver.

505
00:17:31,280 --> 00:17:34,000
It's not a shot of Vancouver, but
it kind of is.

506
00:17:34,000 --> 00:17:34,320
It's always raining.

507
00:17:34,320 --> 00:17:34,460
Okay.

508
00:17:34,460 --> 00:17:37,300
So you can have that mentality.

509
00:17:37,300 --> 00:17:39,860
People in Vancouver don't have

510
00:17:39,860 --> 00:17:40,360
that mentality, but.

511
00:17:40,360 --> 00:17:41,120
You get the point.

512
00:17:41,120 --> 00:17:43,300
Uh, and it's like, oh man, it's
going to take me longer.

513
00:17:43,300 --> 00:17:47,020
And then you got the other
salesperson who wakes up and says

514
00:17:47,120 --> 00:17:47,320
rain.

515
00:17:47,320 --> 00:17:48,300
It's like, yeah, it's raining.

516
00:17:48,300 --> 00:17:52,040
Guess what?
It means people aren't going to be

517
00:17:52,480 --> 00:17:55,060
out walking their dogs.

518
00:17:55,060 --> 00:17:56,920
It means people aren't going to be

519
00:17:56,920 --> 00:17:59,420
out enjoying the sunshine and that
they're going to be at home.

520
00:17:59,600 --> 00:18:03,440
So when I come up the door and I
knock, I've got people at home and

521
00:18:03,440 --> 00:18:04,140
it's such like a different
perspective.

522
00:18:04,140 --> 00:18:09,080
And it's, then I, you follow up
this conversation and you make the

523
00:18:09,080 --> 00:18:10,380
statement of.

524
00:18:10,380 --> 00:18:11,840
When it rains, it rains for

525
00:18:11,840 --> 00:18:11,980
everyone.

526
00:18:11,980 --> 00:18:12,120
Literally.

527
00:18:12,120 --> 00:18:13,140
It's like, okay, it's raining.

528
00:18:13,140 --> 00:18:14,320
So how do you deal with it?

529
00:18:14,320 --> 00:18:17,120
So in the mortgage business, when
it rains, it rains for everybody.

530
00:18:17,120 --> 00:18:18,060
When the rates are up, they're up
for everybody.

531
00:18:18,060 --> 00:18:20,640
When the economic forecast is
shit, it's shit for everyone.

532
00:18:20,640 --> 00:18:22,600
When Bank of Canada, now you get
where I'm going.

533
00:18:22,600 --> 00:18:24,640
When the lender turnaround time
sucks, it's that way for everyone.

534
00:18:24,640 --> 00:18:27,780
When clients aren't getting you
the documents, it's that way for

535
00:18:27,780 --> 00:18:28,140
everyone.

536
00:18:28,320 --> 00:18:28,860
No clients are getting the

537
00:18:29,460 --> 00:18:31,440
documents, right?
When your pre -approvals aren't

538
00:18:31,440 --> 00:18:32,160
buying anything, it's for
everyone.

539
00:18:32,580 --> 00:18:33,500
It's raining for everyone.

540
00:18:33,500 --> 00:18:35,540
So what do you do?

541
00:18:35,540 --> 00:18:38,340
What do you do?
Do you complain about your boots

542
00:18:38,500 --> 00:18:39,200
getting wet and having an
umbrella?

543
00:18:39,200 --> 00:18:42,440
Or do you celebrate the fact
people are going to be at home?

544
00:18:42,440 --> 00:18:43,520
And it's a perspective thing.

545
00:18:44,020 --> 00:18:46,000
And we've all heard this in

546
00:18:46,000 --> 00:18:46,820
different ways, shape, or form.

547
00:18:46,820 --> 00:18:49,360
But this is now a saying I'm going

548
00:18:49,360 --> 00:18:51,280
to bring out a lot when I talk to
people.

549
00:18:51,280 --> 00:18:52,640
And I'm like, it's raining for
everyone.

550
00:18:53,120 --> 00:18:55,060
So what are we doing now?
And this is something I've done

551
00:18:55,060 --> 00:18:58,780
extremely well in my life is I've
dealt this situation and I know

552
00:18:58,780 --> 00:18:59,780
it's everyone's situation.

553
00:18:59,940 --> 00:19:02,020
You will not hear me complain.

554
00:19:02,020 --> 00:19:02,800
I do not complain.

555
00:19:02,800 --> 00:19:04,760
I do not sit here.

556
00:19:04,760 --> 00:19:10,200
I might go, someone says something
like, yeah, I agree.

557
00:19:10,420 --> 00:19:11,020
It's like that.

558
00:19:11,020 --> 00:19:12,280
But hey, it's that way for

559
00:19:12,280 --> 00:19:12,360
everybody.

560
00:19:12,360 --> 00:19:14,960
And now what are we doing?

561
00:19:14,960 --> 00:19:18,080
And like, kind of like change the
conversation away because we could

562
00:19:18,080 --> 00:19:20,760
all have a pity party.

563
00:19:20,760 --> 00:19:22,080
We could all talk about.

564
00:19:22,080 --> 00:19:24,620
how much shit's going on in the
world.

565
00:19:24,620 --> 00:19:26,480
We could all talk about how we're
all divided.

566
00:19:26,480 --> 00:19:27,580
We could all talk.

567
00:19:27,580 --> 00:19:30,920
And it's like, but how am I better

568
00:19:30,920 --> 00:19:32,260
off now?
I'm in a worse mood.

569
00:19:32,260 --> 00:19:35,510
I did not help anything about me.

570
00:19:36,350 --> 00:19:39,090
I need to go over here and serve

571
00:19:39,090 --> 00:19:40,050
people and protect people.

572
00:19:40,050 --> 00:19:42,190
And now that's the mindset I'm

573
00:19:42,190 --> 00:19:42,590
bringing in.

574
00:19:43,370 --> 00:19:44,050
That's hard.

575
00:19:44,050 --> 00:19:45,750
And guess what?
It's contagious as shit.

576
00:19:45,750 --> 00:19:47,310
You start talking that way.

577
00:19:47,310 --> 00:19:51,010
And we all have these people in

578
00:19:51,010 --> 00:19:51,490
our world.

579
00:19:51,490 --> 00:19:52,350
And maybe you are that person.

580
00:19:52,350 --> 00:19:55,630
A lot of you listening probably
are, and you know it, you're not

581
00:19:55,630 --> 00:19:58,750
hiding away from it, unless you're
just not self -aware at all.

582
00:19:58,750 --> 00:19:59,930
And some people aren't, they'll
come at you.

583
00:19:59,930 --> 00:20:02,390
And they're just like, every time
I talk to you, we have these

584
00:20:03,180 --> 00:20:05,080
people, every time you talk to
them, it's negative, right?

585
00:20:05,080 --> 00:20:09,500
And so if you look at something
and you go, this mortgage business

586
00:20:09,500 --> 00:20:11,760
sucks, or this mortgage business
is awesome.

587
00:20:11,760 --> 00:20:14,060
Well, whatever you choose is
correct, right?

588
00:20:14,060 --> 00:20:16,660
Whatever you choose is correct.

589
00:20:17,100 --> 00:20:18,000
Where's the opportunity?

590
00:20:18,000 --> 00:20:18,960
There's always opportunity in
everything.

591
00:20:18,960 --> 00:20:21,540
When we get new announcements from
the lenders or the licensing

592
00:20:21,540 --> 00:20:25,560
bodies or new guidelines, a lot of
people go, oh, it's going to be so

593
00:20:25,740 --> 00:20:26,280
much harder now.

594
00:20:26,280 --> 00:20:28,520
And it's just like, ah, and then

595
00:20:28,520 --> 00:20:29,280
you're in Facebook groups.

596
00:20:29,280 --> 00:20:31,580
And it's just like, oh my God,

597
00:20:31,580 --> 00:20:33,360
like get that away from me.

598
00:20:33,360 --> 00:20:34,260
It's like, where's the

599
00:20:34,260 --> 00:20:35,560
opportunity?
There is absolutely opportunity in

600
00:20:35,560 --> 00:20:38,620
there for X, Y, and Z for us to
now up my game.

601
00:20:38,620 --> 00:20:39,240
sharpen my sword.

602
00:20:39,240 --> 00:20:41,780
Clients are going to need me more

603
00:20:42,220 --> 00:20:47,540
than ever now, but now I need to
go up my game, figure my shit out

604
00:20:47,540 --> 00:20:51,120
onto how to get around that.

605
00:20:51,120 --> 00:20:53,300
But now I'm even that much more

606
00:20:53,300 --> 00:20:53,620
valuable.

607
00:20:53,740 --> 00:20:55,140
And that's the landscape we're in

608
00:20:55,140 --> 00:20:56,720
right now.

609
00:20:56,720 --> 00:20:57,900
And that's not going away.

610
00:20:57,900 --> 00:20:59,200
There's going to be more curve
balls thrown at us.

611
00:20:59,200 --> 00:21:01,380
And this is a baseball analogy.

612
00:21:01,380 --> 00:21:01,960
If you didn't know.

613
00:21:01,960 --> 00:21:02,660
More curveballs.

614
00:21:02,780 --> 00:21:04,200
There's not balls thrown right

615
00:21:04,200 --> 00:21:05,060
down the middle now.

616
00:21:05,060 --> 00:21:06,880
There's balls coming and then it

617
00:21:06,880 --> 00:21:09,260
curves and you didn't know it was
curving until the last second.

618
00:21:09,480 --> 00:21:11,200
So what do you do?
Do you just strike out?

619
00:21:11,200 --> 00:21:11,780
Do you complain about the
curveball?

620
00:21:11,880 --> 00:21:13,620
Do you say you can't throw
curveballs every time?

621
00:21:14,160 --> 00:21:16,180
They can do whatever the hell they
want.

622
00:21:16,180 --> 00:21:18,180
Learn to hit a fucking curveball.

623
00:21:18,180 --> 00:21:20,960
That's what you need to do.

624
00:21:20,960 --> 00:21:26,360
Because you go, ah, once I know
how to hit that, then what do you

625
00:21:27,550 --> 00:21:27,950
got?
Right.

626
00:21:27,950 --> 00:21:29,350
It's raining for everybody.

627
00:21:29,350 --> 00:21:31,170
So you need to catch yourself in

628
00:21:31,170 --> 00:21:35,170
the moment when you start seeing
other people complain about the

629
00:21:35,170 --> 00:21:36,310
rain and go.

630
00:21:36,310 --> 00:21:37,430
Are you going to be the guy or

631
00:21:37,430 --> 00:21:41,410
girl that's like, hey, no,
everyone's at home and we have

632
00:21:41,410 --> 00:21:41,690
massive opportunity here.

633
00:21:41,690 --> 00:21:42,870
This is awesome.

634
00:21:42,870 --> 00:21:45,130
Because when you come away from
that relationship, when you come

635
00:21:45,130 --> 00:21:50,210
away from that interaction with
that person who wants to drag you

636
00:21:50,210 --> 00:21:55,030
down and wants to complain and who
wants to tell you all the problems

637
00:21:55,030 --> 00:22:00,420
and all things wrong and you never
even ask the question or you said,

638
00:22:00,420 --> 00:22:01,720
hey, what's up?
And you're like, blah, blah, blah.

639
00:22:01,720 --> 00:22:03,180
And you're like, that's where I'm
like, nope.

640
00:22:03,180 --> 00:22:05,980
It's not fuck yes, I want to hang
out with you.

641
00:22:05,980 --> 00:22:09,540
It's no, I will not hang out with
you.

642
00:22:09,540 --> 00:22:10,040
This is done.

643
00:22:10,160 --> 00:22:12,540
It's got to always be fuck yes.

644
00:22:12,540 --> 00:22:15,420
And that's just one thing about
building up your circle around you

645
00:22:15,420 --> 00:22:19,400
and building up those layers of
things that protect you.

646
00:22:19,580 --> 00:22:21,100
So when you need help, inevitably
you will.

647
00:22:21,100 --> 00:22:24,240
When times are tough for you for
XYZ reason, you can fall back and

648
00:22:24,240 --> 00:22:25,540
you've got the support.

649
00:22:25,540 --> 00:22:27,220
But if it's filled with negative

650
00:22:27,220 --> 00:22:27,320
Nellies.

651
00:22:27,320 --> 00:22:30,520
who don't have a clue what it

652
00:22:30,520 --> 00:22:33,280
means to be an entrepreneur, how
you operate and what you're going

653
00:22:33,280 --> 00:22:33,840
through.

654
00:22:33,840 --> 00:22:35,220
If it's filled with that, it's

655
00:22:35,220 --> 00:22:37,800
going to make your life so much
harder.

656
00:22:37,800 --> 00:22:40,860
And it's your job to insulate your
family.

657
00:22:40,860 --> 00:22:43,740
It's to do that, right?
Go earn money, help them live a

658
00:22:43,740 --> 00:22:47,570
way better life, give them
opportunities that they had no

659
00:22:47,570 --> 00:22:51,530
idea they had or couldn't have
even seen was possible.

660
00:22:51,530 --> 00:22:53,830
Live your quality of life.

661
00:22:53,830 --> 00:22:54,690
Stay extremely positive.

662
00:22:54,690 --> 00:22:59,950
all the time so a lot of you know
we spend a lot of time together

663
00:22:59,950 --> 00:23:02,430
you'll you'll i'm sure you'll
agree like i just don't complain

664
00:23:02,430 --> 00:23:05,670
there's i don't see the upside i'm
always like what's the upside give

665
00:23:05,670 --> 00:23:08,310
me the upside i'm all about
listening to sides of stories and

666
00:23:08,310 --> 00:23:11,430
stuff i have like a strong opinion
on stuff but i like listening you

667
00:23:11,430 --> 00:23:13,050
complaining us shitting here
shitting on stuff on lenders on

668
00:23:13,050 --> 00:23:15,390
this on that on that no Like I
just, I walk away.

669
00:23:15,390 --> 00:23:16,090
I can't do it.

670
00:23:16,090 --> 00:23:18,590
So for you, I want to share this.

671
00:23:18,590 --> 00:23:21,530
My motto, fuck yes or no. That's
it.

672
00:23:21,990 --> 00:23:22,730
Nothing in between.

673
00:23:22,730 --> 00:23:23,690
That's going to be one that I'll

674
00:23:23,690 --> 00:23:26,570
keep sharing examples of how that
happened.

675
00:23:26,570 --> 00:23:31,160
I already shared one with you
where there was, I talked to eight

676
00:23:31,160 --> 00:23:34,120
agents last week who wanted to
join team Wiley.

677
00:23:34,120 --> 00:23:36,980
Two of them I would have taken on
in 2025.

678
00:23:36,980 --> 00:23:37,680
A hundred percent.

679
00:23:37,680 --> 00:23:37,880
Yeah.

680
00:23:37,880 --> 00:23:38,400
Not now.

681
00:23:38,400 --> 00:23:38,640
Nope.

682
00:23:38,780 --> 00:23:41,620
They, they'll, they'll land on
their feet.

683
00:23:41,620 --> 00:23:43,380
Anybody else will take them a
hundred percent.

684
00:23:43,380 --> 00:23:48,080
Every person, they will not get
turned down anywhere they go.

685
00:23:48,080 --> 00:23:48,440
Not here.

686
00:23:48,440 --> 00:23:50,240
And I have my reasons.

687
00:23:50,240 --> 00:23:53,020
So there you go.

688
00:23:53,020 --> 00:23:53,540
Um, okay.

689
00:23:53,540 --> 00:23:54,620
That's it kids.

690
00:23:54,620 --> 00:23:56,080
I'm going to share the, uh, and

691
00:23:56,080 --> 00:23:59,140
don't forget I've got last thing,
or maybe it's not last thing.

692
00:23:59,140 --> 00:24:01,860
Cause I don't want you to not
listen, but in January I will be

693
00:24:01,860 --> 00:24:03,260
launching team Wiley training.

694
00:24:03,260 --> 00:24:04,740
This is every Tuesday.

695
00:24:04,740 --> 00:24:08,180
It's sales and marketing, social
media, process, system, mindset.

696
00:24:08,180 --> 00:24:09,680
It'll be a one -hour training.

697
00:24:09,680 --> 00:24:10,760
It's all recorded.

698
00:24:10,760 --> 00:24:11,860
You'll have a library like
Netflix.

699
00:24:11,860 --> 00:24:14,340
You'll be able to go in.

700
00:24:14,340 --> 00:24:17,020
Every Tuesday, you spend time with

701
00:24:17,340 --> 00:24:19,790
me, a one -to -many call.

702
00:24:19,790 --> 00:24:20,810
It gets your questions answered.

703
00:24:20,810 --> 00:24:21,710
That's $100 a month.

704
00:24:21,710 --> 00:24:22,010
We're starting this.

705
00:24:22,010 --> 00:24:24,710
We wanted to make it super
affordable for everybody.

706
00:24:24,710 --> 00:24:26,030
And this is for new agents.

707
00:24:26,030 --> 00:24:26,990
This is for seasoned agents.

708
00:24:26,990 --> 00:24:28,790
I have this running right now
already.

709
00:24:28,790 --> 00:24:30,770
Just kind of behind the scenes.

710
00:24:30,770 --> 00:24:32,610
There are agents in there doing

711
00:24:32,610 --> 00:24:37,710
over 100 million that pop in and
there are agents where it's their

712
00:24:37,710 --> 00:24:39,570
first two months.

713
00:24:39,570 --> 00:24:41,430
Everyone is getting value.

714
00:24:41,430 --> 00:24:46,690
There's no way you won't get value
for 100 bucks a month.

715
00:24:47,080 --> 00:24:50,520
There's nothing else you could
spend $100 a month on and get that

716
00:24:50,520 --> 00:24:51,100
much value.

717
00:24:51,100 --> 00:24:51,900
So keep your ear open.

718
00:24:51,900 --> 00:24:57,040
I'll announce when it's launched
and I'll show you where to go.

719
00:24:57,040 --> 00:24:57,800
It'll be in my bio.

720
00:24:57,800 --> 00:24:59,380
You'll be able to go sign up.

721
00:24:59,380 --> 00:24:59,800
No contract.

722
00:24:59,800 --> 00:25:00,840
Come and go as you please.

723
00:25:00,840 --> 00:25:02,020
100 bucks a month.

724
00:25:02,020 --> 00:25:03,320
That's my little part of giving

725
00:25:03,320 --> 00:25:06,460
back, trying to help the industry.

726
00:25:06,460 --> 00:25:08,080
Uh, there's a lot of you flailing

727
00:25:08,080 --> 00:25:08,640
out there.

728
00:25:09,140 --> 00:25:13,040
There's a lot of you that need

729
00:25:13,590 --> 00:25:16,750
true guidance and coaching and
just, you're not getting it for

730
00:25:16,750 --> 00:25:17,110
whatever reason.

731
00:25:17,110 --> 00:25:20,310
And to be honest, there's only so

732
00:25:20,310 --> 00:25:25,810
many people that would be able to
give that to you, um, for the type

733
00:25:26,210 --> 00:25:27,910
of training you do need.

734
00:25:28,150 --> 00:25:30,490
Uh, but there you go.

735
00:25:30,490 --> 00:25:31,290
That's my 30 second spiel.

736
00:25:31,410 --> 00:25:32,530
Um, I'm proud of it.

737
00:25:32,530 --> 00:25:34,270
It's going to be awesome.

738
00:25:34,270 --> 00:25:35,190
And so that's going to be out

739
00:25:35,190 --> 00:25:35,270
there.

740
00:25:35,270 --> 00:25:36,130
Uh, that's it.

741
00:25:36,150 --> 00:25:39,470
Okay, kids, we're heading into the
holiday season.

742
00:25:39,470 --> 00:25:41,960
Enjoy, enjoy your family.

743
00:25:41,960 --> 00:25:43,480
Remember why we're doing this.

744
00:25:43,480 --> 00:25:43,660
Right.

745
00:25:43,660 --> 00:25:47,520
Remember why we're doing this and

746
00:25:47,780 --> 00:25:49,100
then get punched in the mouth
after Christmas.

747
00:25:49,100 --> 00:25:49,920
OK. All right.

748
00:25:49,920 --> 00:25:50,580
Much love, everyone.

749
00:25:50,580 --> 00:25:51,200
Peace out.