290: Reaction to Dustan Woodhouse's Podcast - Questions to Ask Yourself Before Starting a Team or Brokerage

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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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Welcome to the Morage Game
Podcast.

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West Coast Wiley in the house,
coming to you live from Dodge Ram

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Studio.

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I'm at the beach again.

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Yeah, no snow here.

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Funny story, had someone reach out

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and they go, Ryan just clued in.

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I feel dumb, but Dodge Ram Studio,

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I thought that was like a studio
you recorded the podcast in.

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It was just named that and
sponsored by it.

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had no idea that was what you
drove and you were just in your

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truck.

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And I thought that was kind of

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funny.

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So you know who you are.

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So anyways, I thought that was a
funny story.

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Okay.

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This is going to be, let's just

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get into it because I have a bunch
of things here.

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So this is a reaction podcast to
Dustin Woodhouse's podcast.

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He did one on Be the Better
Broker.

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And I don't listen.

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I listen very few.

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I'm just not a podcast guy,
ironically.

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But I listened to this one because
it piqued my interest.

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It was, hey.

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questions to ask yourself when

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building a team before you build a
team or a brokerage.

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And I thought, whoa, okay, let me
go listen.

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And then I said, now I'm 14 months
into building a mortgage team.

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I can add a lot of perspective on
this and show you behind the

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scenes stuff, but I want to answer
the questions.

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So he went through, there's a ton
of questions.

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I'm going to fly through these.

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Some, I print this out.

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I'm actually prepared for this.

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I don't really print stuff out.

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I just.

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Go, hey, I have a topic to talk

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about and there's no scripting and
I just run with it.

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So this is something I know some
of you have thought about building

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a team.

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You've thought about building a

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brokerage and other people are
like, hell to the no. You're going

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to get stuff out of this.

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Okay, I'm going to share things

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with you that you just might not
have known.

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Just a perspective on it.

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Like I'm 14 months in.

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So I have a lot of things to
share.

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So I'm going to use Dustin's
questions.

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If you could ask yourself, here
you go.

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Let's just get into it.

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Okay, these are in no specific

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order.

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I sort of took them from there.

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Let me just run through.

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I'm going to say the question out

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and then just go with it.

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Why do I actually want to build a

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team or brokerage?
So these are questions you should

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be asking yourself before you go
do a team.

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So why do I actually want to build
a team or brokerage?

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I was tired of brokering myself
and I just wanted to... I have a

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lot of information.

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I'm really good at sales and

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marketing.

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I love coaching, but I was tired

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of coaching and helping other
people and other broker owners who

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aren't supporting their agents win
long term.

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Instead, I said, why don't I coach
my own agents?

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And why don't I build Dumbview
Tools and all that stuff?

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So that's why I did it.

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So why do I actually want to do

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it?
It's because I can.

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I think the industry is broken to
some degree in some parts.

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I can fix my little piece of it
and I can carve out my people and

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we can go on a journey, a long
term journey together where we

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both.

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That's my answer.

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Check.

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If I'm brutally honest, how much

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of this is ego versus strategy?
I don't have an ego.

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Zero, zilch, nada.

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None of it's ego.

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I know a lot of other broker
owners, team leads, they're like,

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and they do it and they like to
say, hey, I have 17 agents, I have

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12 agents.

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They like to puff their chest out

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and they're running their own book
and they're doing their things and

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it's an ego play.

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That is a true story.

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Power, money, ego, all that stuff.

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Something resonates with a lot of

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people there.

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For me, it's not that.

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So it's zero about ego.

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It's all about I feel like I can

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give back to so many people that
need the help.

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And I have the answer.

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That's the thing.

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I have the cheat codes.

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I have the answers.

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If I didn't have the answers, I'm
like, hey, I need to go figure out

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how to do this.

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Then that's a different thing.

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It's like, whoa, I'm taking a big
risk.

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This I'm not.

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Like, I literally know all the

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answers.

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It's a matter of if the people are

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going to do it.

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But I'm going to take that off

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play.

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But that's why I did it.

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Because I have the answers to the
questions that people have.

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I have the light.

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Number three.

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What will it cost me in time,
energy, and focus?

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What will this cost me time,
energy?

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It's everything.

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So if you are running your own

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book and you want to go build a
team, good luck.

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If you want to build one, two,
three people that report into you,

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sure, whatever.

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But if you're like trying to build

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something worth something, good
luck with that.

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So what is this going to cost me
time, energy, focus?

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I'll just answer it with
everything I have.

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So I'm asking myself this
question, remember, before I start

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the team.

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Now I can reflect back.

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It is everything I have.

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Year of 2025 for me was the year

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of showing up, showing up for the
agents, showing up everywhere.

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2026, the motto is it's either
fuck yes or hell no. Okay.

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And that goes in so many areas of
my life.

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There you go.

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Next one.

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What opportunities am I giving up
by choosing this path?

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Oh yeah, lots.

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I could easily go and run my own

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book.

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I'd know how to do it.

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I like could map it out for you
and go here.

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I would just do this and that
would be awesome.

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but I don't want to broker
anymore.

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So I gave up an opportunity of
brokering myself.

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I've walked away from coaching
platform with Strategy Hub.

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I have to focus my time and energy
on this.

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Only fly one plane, right?
So VIP club, I'm still involved

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with, but in a very minor way,
still a shared partnership with

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Jason Henneberry on VIP club.

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And that's coming along and doing

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really well, but I'm not involved
in the day -to -day.

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That's Jason and his kids are
running that and they're awesome

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operators and our developer and
they've got something really good

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going.

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but i'm not involved much there uh

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so really 99 of my time is over
here so i didn't i had to give up

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opportunities like anybody should
to do this so if you're running

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your own book and now you want to
open up another team well the

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opportunity you're giving up is uh
opportunity cost on your book

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growing because now your your time
is going to be split it's going

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over here and i'm not talking you
out of building a team definitely

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not i'm just going you need to
know this stuff right you're not

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going to make more money having a
team You will lose money versus

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what you could have made in your
own book.

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What parts of my current life or
business will inevitably suffer?

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I'm all in timeline.

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So if anything, it's just having a

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conversation, which I did with
people under the household of,

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hey, this is a massive commitment.

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This is a big long journey.

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Are we all ready for it?
And it was a sit down, talk about

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it.

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And everyone was on board and

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ready to go.

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Understand the sacrifices dad's

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going to have to make.

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I'm going to have to travel more.

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I'm going to have to go see
agents, right?

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You can't just run this and never
see people.

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I have to go do that.

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I have to go to certain industry

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things I've never went to before.

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So I have to do things.

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There's certain things I have to
do.

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I have to put myself out there in
social media.

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I have to, like, there's a lot of
things I have to do to do this.

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But the family, they're all in on.

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What's the worst realistic outcome

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if this fails?
Worst realistic outcome if me

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building a team fails is, I just
won't fail and just keep going.

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But if it fails, the worst outcome
is, cost you a bunch of time and

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money from other things you could
have been doing.

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Pretty simple.

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Who else is exposed to the risk?

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My family, agents, reputation, all
of it.

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Everyone's exposed to the risk.

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Everybody.

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Agents on my team.

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If this goes sideways and I decide

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not to do it anymore or it falls
apart, a lot of agents, they're

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going to have to go find new
homes, like brokerage homes.

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They're going to like, so yeah,
there's a lot.

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My reputation, definitely, 100%.

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Who's exposed to that?

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Yeah.

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Next question.

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How long can I financially and
emotionally survive a slow start?

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As long as I need to.

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Emotionally, not worried about

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that.

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I'm bulletproof, as bulletproof as

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you can get.

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I've got the battle scars from

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years and decades and decades of
grinding, hustling, being torn

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down, build myself up.

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I've seen so many things.

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I am battle tested.

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I am ready.

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So emotionally, not good.

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Financially, I was lucky because I

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have other businesses.

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So the other business is like pay

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the bills until the team gets up
to pay the bills.

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So I had like, I could hedge
myself there much like most people

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do, right?
Very rarely do you go all in, shut

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down all your income and go all
in, start from zero.

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I had, I could hedge things until
I didn't have to.

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At what point do you shut this
down if it's not working?

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These are all questions Dustin
asked on his podcast about what

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you should be asking yourself.

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What time do you shut it down if

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it's not working?
It will work.

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So never not shutting it down.

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That's easy.

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There's no way it doesn't work.

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That's the part I want to get to

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there.

257
00:08:03,610 --> 00:08:05,770
I'm a true believer in myself and

258
00:08:05,770 --> 00:08:07,810
I just, I'm betting on myself 18
different ways.

259
00:08:07,810 --> 00:08:09,730
Always have, always will, and I
always come out winning.

260
00:08:09,730 --> 00:08:11,250
It's just a matter of when.

261
00:08:11,250 --> 00:08:12,390
Who is my objective outsider?

262
00:08:12,390 --> 00:08:16,150
They'll tell me the truth when I'm
too close to it.

263
00:08:16,150 --> 00:08:17,090
Yep, I had people for that.

264
00:08:17,090 --> 00:08:17,610
That's a question.

265
00:08:17,730 --> 00:08:20,290
Do I truly know my numbers or am I
operating on optimism and vibes?

266
00:08:20,290 --> 00:08:20,390
Nope.

267
00:08:20,390 --> 00:08:22,010
know my numbers, did my research

268
00:08:22,010 --> 00:08:27,250
up front, knew what we had to earn
per agent, knew what our split

269
00:08:27,250 --> 00:08:31,460
grid had to be, knew what our
expenses were going to be, had

270
00:08:31,460 --> 00:08:33,820
like a very good idea, modeled
this out from 25, 50, 100, 150,

271
00:08:33,820 --> 00:08:35,580
200 agents, modeled it all out.

272
00:08:35,580 --> 00:08:39,260
How much do I have to earn gross?

273
00:08:39,400 --> 00:08:42,280
What's the net?
How much am I kicking up to a

274
00:08:42,280 --> 00:08:44,540
brokerage or a network?
Like we've modeled this out 18

275
00:08:44,660 --> 00:08:44,900
different ways.

276
00:08:44,900 --> 00:08:46,500
So did the homework, but I knew a

277
00:08:46,500 --> 00:08:47,720
lot of information going.

278
00:08:47,720 --> 00:08:49,620
What volume do I actually need for

279
00:08:49,620 --> 00:08:51,440
this to be worth the headaches?
A billion, which were there.

280
00:08:51,440 --> 00:08:55,010
So over that, like to be worth the
headaches, because there's a lot

281
00:08:55,170 --> 00:08:55,430
of headaches.

282
00:08:55,430 --> 00:08:55,930
A billion of volume.

283
00:08:55,930 --> 00:08:58,330
Like, why would you start
something that you're going to,

284
00:08:58,330 --> 00:09:00,890
hey, I want to, if I'm all in,
like a billion is an absolute

285
00:09:00,890 --> 00:09:05,010
minimum where you're like, okay,
so now let's go 3x that type

286
00:09:05,010 --> 00:09:05,370
thing.

287
00:09:05,590 --> 00:09:06,590
So that's my numbers.

288
00:09:07,130 --> 00:09:09,850
Is there a clear, believable path
to scale or just hope?

289
00:09:09,850 --> 00:09:11,310
Yeah, I'm not a big fan of
scaling.

290
00:09:11,310 --> 00:09:15,810
The word scale, I feel like people
use it too loosely.

291
00:09:15,810 --> 00:09:17,250
I like slow, controlled, organic
growth.

292
00:09:17,250 --> 00:09:17,910
That's not scaling.

293
00:09:17,950 --> 00:09:19,630
Scaling means a lot of systems and

294
00:09:19,630 --> 00:09:21,440
process put in place.

295
00:09:21,440 --> 00:09:22,680
You strip out human elements and a

296
00:09:22,680 --> 00:09:23,320
lot of things.

297
00:09:24,300 --> 00:09:29,020
So you can just go bring people in

298
00:09:29,380 --> 00:09:31,180
and jam them in and then you lose
sight of the community.

299
00:09:31,180 --> 00:09:36,260
The actual understanding and
knowing the agents, you're trying

300
00:09:36,260 --> 00:09:37,620
to pull yourself out to wear
different hats.

301
00:09:37,660 --> 00:09:39,260
I'm not interested in doing that.

302
00:09:39,260 --> 00:09:40,560
This is my name's on it.

303
00:09:40,560 --> 00:09:42,660
This is my team.

304
00:09:42,660 --> 00:09:44,400
I obviously have a business

305
00:09:44,400 --> 00:09:45,240
partner in Courtney.

306
00:09:45,240 --> 00:09:47,200
She's an owner, but it's like,

307
00:09:47,200 --> 00:09:51,340
this is our team, but it's like,
yeah, there's scales not there.

308
00:09:51,340 --> 00:09:52,880
So is there a clear, believable
path to scaling?

309
00:09:52,880 --> 00:09:54,140
There is no plan.

310
00:09:54,320 --> 00:09:55,600
That's our plan for this year.

311
00:09:55,600 --> 00:09:58,280
There is no plan.

312
00:09:58,280 --> 00:10:03,380
We just show up and we do what we

313
00:10:03,380 --> 00:10:04,960
say we're going to do.

314
00:10:04,960 --> 00:10:07,000
And we keep doing right by agents.

315
00:10:07,000 --> 00:10:07,960
Right?
So that's our plan.

316
00:10:07,960 --> 00:10:09,980
Would I be calmer, richer, and
happier staying solo or staying

317
00:10:09,980 --> 00:10:10,180
small?
Nope.

318
00:10:10,180 --> 00:10:13,420
Would not be calmer, would not be
richer, and would not be happier.

319
00:10:14,030 --> 00:10:16,790
So no. How many recruiting
conversations realistically led to

320
00:10:16,790 --> 00:10:17,870
productive agents?
Yeah, that's a good question.

321
00:10:17,870 --> 00:10:20,330
How many calls do you have to have
recruiting?

322
00:10:20,330 --> 00:10:22,290
Everyone thinks it's super easy to
get good agents.

323
00:10:22,290 --> 00:10:22,890
It's not.

324
00:10:22,890 --> 00:10:24,490
I'll tell you right now.

325
00:10:24,490 --> 00:10:27,650
I've had, I think we're around 90
some agents right now.

326
00:10:27,770 --> 00:10:30,710
And I've had over 200
conversations and more of those

327
00:10:30,710 --> 00:10:32,350
were people we turned away.

328
00:10:32,350 --> 00:10:33,870
There were some people where it

329
00:10:33,870 --> 00:10:37,310
just wasn't a fit for X, Y, and Z.

330
00:10:37,310 --> 00:10:38,110
Obviously, that's how this works.

331
00:10:38,110 --> 00:10:39,350
So over 200 some conversations.

332
00:10:39,350 --> 00:10:40,490
So 200 some hours of phone calls

333
00:10:40,490 --> 00:10:41,930
to bring on 97 agents right now.

334
00:10:41,930 --> 00:10:42,110
Okay.

335
00:10:42,110 --> 00:10:45,440
What is my true revenue per agent?
Not theoretical, but real.

336
00:10:45,440 --> 00:10:46,360
Our goal is...

337
00:10:46,360 --> 00:10:48,520
And I'm just being an open book

338
00:10:48,900 --> 00:10:49,620
here, like whatever.

339
00:10:49,620 --> 00:10:51,420
It is what it is.

340
00:10:51,420 --> 00:10:53,040
We don't hide anything from
anybody.

341
00:10:53,160 --> 00:10:57,000
We're very open with our agents
and everything.

342
00:10:57,000 --> 00:11:02,440
Our average is if we net out 16
,000 an agent, that's our year.

343
00:11:02,440 --> 00:11:04,860
And that's a range from some
people who are, you know, the

344
00:11:04,860 --> 00:11:08,380
three to 5 million and then some
people five to 10 million.

345
00:11:08,380 --> 00:11:10,960
We don't have a ton of those.

346
00:11:10,960 --> 00:11:13,310
We're not taking on a lot of those

347
00:11:13,310 --> 00:11:14,070
agents.

348
00:11:14,070 --> 00:11:16,550
10 million plus with splits and

349
00:11:16,550 --> 00:11:17,790
everything we net out.

350
00:11:17,790 --> 00:11:18,990
If you factor it all in together,

351
00:11:18,990 --> 00:11:19,890
it's 16 ,000 an agent.

352
00:11:19,930 --> 00:11:21,170
Are we there?

353
00:11:21,410 --> 00:11:22,490
No. Are we close?
Yes.

354
00:11:23,070 --> 00:11:24,050
There you go.

355
00:11:24,050 --> 00:11:25,810
Am I underestimating the time it

356
00:11:25,810 --> 00:11:28,070
takes for agents to become
productive?

357
00:11:28,070 --> 00:11:32,250
No. Maybe I did in the beginning
because not all of us are wired

358
00:11:32,410 --> 00:11:38,080
the same, but we're really trying
not to take on new agents.

359
00:11:38,080 --> 00:11:40,360
So moving in the past year, we did
take on some.

360
00:11:40,360 --> 00:11:43,560
So was I underestimating the time?
No, I was being very realistic

361
00:11:43,560 --> 00:11:43,740
there.

362
00:11:43,740 --> 00:11:44,440
And next question.

363
00:11:44,740 --> 00:11:47,860
Who am I building this for?
Rookies, mid -producers, or top

364
00:11:47,860 --> 00:11:50,280
producers?
Mid -producers is our sweet spot.

365
00:11:50,280 --> 00:11:53,140
So 10 to 40 mil is our sweet spot.

366
00:11:53,420 --> 00:11:54,900
We have agents on the team all the

367
00:11:54,900 --> 00:11:56,380
way up to 100 and a couple joining
over 100.

368
00:11:56,380 --> 00:11:57,960
Are they our perfect agent?
Yeah, we work with them.

369
00:11:57,960 --> 00:11:58,380
We coach them.

370
00:11:58,840 --> 00:11:59,220
It's awesome.

371
00:11:59,220 --> 00:12:02,960
But there's only so many of those,
and they're a lot harder to move

372
00:12:02,960 --> 00:12:08,050
over because they've got a lot
deeper relationships with their

373
00:12:08,050 --> 00:12:08,670
current brokerage.

374
00:12:09,630 --> 00:12:11,570
Their current brokerage is willing

375
00:12:11,570 --> 00:12:14,730
to drop their pants and play the
rate game.

376
00:12:14,730 --> 00:12:16,290
They're willing to be like the
RBC.

377
00:12:17,270 --> 00:12:20,290
you know, the whatever mortgage
companies out there that just buy

378
00:12:20,290 --> 00:12:22,930
the shit down of everything and
they'll just do that.

379
00:12:22,930 --> 00:12:25,690
And then they got all these files
there and it's just really heavy

380
00:12:25,690 --> 00:12:26,750
to move top top producers over.

381
00:12:27,110 --> 00:12:29,070
We know in reality, the people we

382
00:12:29,250 --> 00:12:32,030
serve the best are the 10 to 40.

383
00:12:32,030 --> 00:12:33,180
That's our sweet spot.

384
00:12:33,180 --> 00:12:35,000
Do I underestimate the economics
of each group?

385
00:12:35,000 --> 00:12:35,940
No, I don't.

386
00:12:35,940 --> 00:12:36,980
I understand the economics.

387
00:12:36,980 --> 00:12:40,680
Am I prepared for cleanup on aisle
five to be my primary job?

388
00:12:40,680 --> 00:12:43,160
So in his podcast, he referenced,
hey, when you come on agents, it's

389
00:12:43,160 --> 00:12:43,320
basically.

390
00:12:43,320 --> 00:12:45,340
Clean up on all five.

391
00:12:45,340 --> 00:12:47,440
You're the guy that comes in and
cleans the shit up.

392
00:12:47,440 --> 00:12:49,920
And am I willing to do that?
100%.

393
00:12:49,920 --> 00:12:50,920
And will be my primary job
forever?

394
00:12:50,920 --> 00:12:54,060
No. How much support will agents
actually demand and can I deliver?

395
00:12:54,060 --> 00:12:58,060
Well, I already know agents are
wired and they're going to need a

396
00:12:58,060 --> 00:12:59,780
shitload of support and they're
going to demand it.

397
00:12:59,780 --> 00:13:00,880
That's what they're going to want.

398
00:13:01,630 --> 00:13:02,390
Is it warranted?

399
00:13:02,390 --> 00:13:04,650
Not all the time.

400
00:13:04,650 --> 00:13:05,770
Some people don't do volume, but

401
00:13:05,770 --> 00:13:06,210
want everything.

402
00:13:06,210 --> 00:13:08,330
Some people do a lot of volume and

403
00:13:08,330 --> 00:13:09,310
don't need a lot of stuff.

404
00:13:09,310 --> 00:13:10,490
There's a spot, a sweet spot of

405
00:13:10,490 --> 00:13:11,590
finding those middle people.

406
00:13:11,810 --> 00:13:13,110
And sometimes you get people on

407
00:13:13,110 --> 00:13:14,450
both sides and that's the way the
world works.

408
00:13:14,450 --> 00:13:17,410
But really it's that sweet spot.

409
00:13:17,410 --> 00:13:19,350
And so how much support will they

410
00:13:19,490 --> 00:13:21,410
demand?
They're going to need a lot.

411
00:13:21,410 --> 00:13:24,870
But what if, what if you could
give certain levels of support

412
00:13:24,870 --> 00:13:27,250
that no one else has given?
It's called scaling the

413
00:13:27,390 --> 00:13:27,490
unscalable.

414
00:13:27,670 --> 00:13:29,850
So Gary V, if you haven't heard

415
00:13:30,440 --> 00:13:32,420
him, he's, you know, a big social
media guy, but he calls us.

416
00:13:32,420 --> 00:13:37,160
So he will go in and physically
like talk to and answer people on

417
00:13:37,160 --> 00:13:40,440
his social media where other CEO
buddies of his are like, why are

418
00:13:40,440 --> 00:13:41,540
you doing that?
It's wasting time.

419
00:13:41,540 --> 00:13:43,420
It's like, I'm creating a
connection I'm doing.

420
00:13:43,420 --> 00:13:43,940
It's called scaling the
unscalable.

421
00:13:43,940 --> 00:13:46,180
And that's why I don't like the
idea of scaling.

422
00:13:46,180 --> 00:13:48,660
Because when I start scaling, you
have to strip away a lot of that

423
00:13:48,660 --> 00:13:48,780
stuff.

424
00:13:48,780 --> 00:13:50,680
Because there's no way you can

425
00:13:50,680 --> 00:13:53,820
bring in all these levels of
support and all these agents and

426
00:13:53,820 --> 00:13:54,800
do all these things.

427
00:13:54,800 --> 00:13:57,700
Well, you go scale the shit out of

428
00:13:57,700 --> 00:14:00,390
the business and bring in a ton of
people.

429
00:14:00,390 --> 00:14:02,850
Like you just, you lose your
finger on the pulse of so many

430
00:14:02,850 --> 00:14:03,170
things.

431
00:14:03,390 --> 00:14:05,390
And so what if we could, what if

432
00:14:05,390 --> 00:14:07,810
we could scale the unscalable and
give amazing support?

433
00:14:07,810 --> 00:14:08,790
And so that's where we're at right
now.

434
00:14:09,050 --> 00:14:11,190
We're giving amazing support on
many, many, many levels.

435
00:14:11,190 --> 00:14:12,290
And it's awesome to see.

436
00:14:12,290 --> 00:14:14,210
It's a shit ton of work.

437
00:14:14,210 --> 00:14:16,090
It's a lot of work.

438
00:14:16,090 --> 00:14:18,010
This is the hardest thing I've

439
00:14:18,010 --> 00:14:19,010
done in my life is building this.

440
00:14:19,010 --> 00:14:20,950
So I'm just saying, but what if we

441
00:14:20,950 --> 00:14:22,190
get it right?
What then?

442
00:14:22,190 --> 00:14:23,990
And that's what we're going for.

443
00:14:23,990 --> 00:14:25,730
Everyone says they got the thing.

444
00:14:25,730 --> 00:14:28,150
They do the thing and we give the
thing and we help with there.

445
00:14:28,150 --> 00:14:28,790
I'm like, bullshit.

446
00:14:28,790 --> 00:14:30,610
Once in a while I see it, but

447
00:14:30,610 --> 00:14:31,070
bullshit.

448
00:14:31,250 --> 00:14:31,930
We're actually doing it.

449
00:14:31,930 --> 00:14:33,510
So just saying, we're halfway
through the questions.

450
00:14:33,510 --> 00:14:35,290
Do I understand how long
recruiting cycles, recruiting

451
00:14:35,290 --> 00:14:37,430
sales cycle really is?
Oh yeah, I get it.

452
00:14:37,430 --> 00:14:39,830
You talk to someone and sometimes
they move in a week and other

453
00:14:39,830 --> 00:14:41,430
times you don't hear from for six
months.

454
00:14:41,430 --> 00:14:42,310
Yep, totally get it.

455
00:14:42,310 --> 00:14:43,110
Not banking on it.

456
00:14:43,110 --> 00:14:44,230
Really haven't made any outbound
calls, any outbound reach.

457
00:14:44,230 --> 00:14:45,670
Don't have a sales team.

458
00:14:45,670 --> 00:14:46,490
Everything's organic, word of

459
00:14:46,490 --> 00:14:48,930
mouth, people coming in, people
listen to podcasts, people listen

460
00:14:48,930 --> 00:14:53,190
to social, people coming in, watch
a webinar, book a call, jump in a

461
00:14:53,190 --> 00:14:54,450
call with me.

462
00:14:54,850 --> 00:14:56,090
It's a pretty simple process.

463
00:14:56,090 --> 00:14:58,180
The sales cycle, I don't care
about it.

464
00:14:58,180 --> 00:15:00,300
It doesn't matter.

465
00:15:00,440 --> 00:15:03,900
They come in, we hit them with a

466
00:15:03,900 --> 00:15:05,920
drip campaign, showing things in
the team.

467
00:15:05,920 --> 00:15:06,500
It's outdated now.

468
00:15:06,500 --> 00:15:07,780
I haven't updated it.

469
00:15:07,780 --> 00:15:11,020
I'm going to update it, but I
don't need to right now.

470
00:15:11,020 --> 00:15:12,520
What we're doing is working.

471
00:15:12,520 --> 00:15:14,300
Not worried about the sales cycle

472
00:15:14,300 --> 00:15:15,600
of bringing agents in.

473
00:15:15,600 --> 00:15:17,700
Getting agents to join the team is

474
00:15:17,700 --> 00:15:20,940
not a sore point for us, but
that's a sore point for a lot of

475
00:15:20,940 --> 00:15:22,340
people building a team or
brokerage.

476
00:15:23,080 --> 00:15:24,520
How do you stand out?
How do you differ?

477
00:15:24,520 --> 00:15:29,300
What are you doing?
Where are you getting people from?

478
00:15:29,300 --> 00:15:32,200
Do I know what an underwriting
desk costs per file?

479
00:15:32,200 --> 00:15:35,420
Oh, this is, he mentioned on his
podcast, what's your

480
00:15:35,440 --> 00:15:36,700
differentiator?
Are you going to build an

481
00:15:36,700 --> 00:15:38,880
underwriting hub?
Hell to the no. Never, ever, ever.

482
00:15:38,880 --> 00:15:39,640
It's a lost leader.

483
00:15:39,640 --> 00:15:40,180
You make no money.

484
00:15:40,180 --> 00:15:41,620
It stresses you out.

485
00:15:41,620 --> 00:15:42,000
Everyone's irritated.

486
00:15:42,080 --> 00:15:44,400
Really don't know anyone where
everyone's like thumbs up all over

487
00:15:44,540 --> 00:15:47,680
the place from the broker owner to
the staff and underwriting hub to

488
00:15:47,680 --> 00:15:48,760
the agents using it.

489
00:15:48,940 --> 00:15:50,780
Like, I don't know a system where

490
00:15:50,780 --> 00:15:52,420
everyone's like, this is awesome.

491
00:15:52,420 --> 00:15:53,600
It was built to fail.

492
00:15:53,720 --> 00:15:57,050
But people use it because it's the
only way they can stand out.

493
00:15:57,050 --> 00:15:58,390
So they say, hey, come join my
team.

494
00:15:58,710 --> 00:16:00,450
You get this underwriting and
that's a built -in retention

495
00:16:00,450 --> 00:16:00,550
program.

496
00:16:00,550 --> 00:16:02,010
It's hard, tough for you to get

497
00:16:02,010 --> 00:16:05,350
off the tit if you have to like
run all your files through us,

498
00:16:05,350 --> 00:16:06,810
right?
So it's kind of that.

499
00:16:06,810 --> 00:16:09,070
We're not building that, never
will, never want to.

500
00:16:09,070 --> 00:16:09,590
Not my jam.

501
00:16:09,590 --> 00:16:11,030
Am I building systems based on

502
00:16:11,470 --> 00:16:13,110
reality, not what agents say they
want?

503
00:16:13,110 --> 00:16:15,070
Yeah, I'm skipping that question.

504
00:16:15,070 --> 00:16:16,430
I don't really like it.

505
00:16:16,430 --> 00:16:19,130
Should I bring on a partner or is
that just emotional risk carry?

506
00:16:19,270 --> 00:16:20,370
I did bring on a partner.

507
00:16:20,370 --> 00:16:21,630
Would I bring on a 50 -50 partner?

508
00:16:21,630 --> 00:16:21,870
No, definitely not.

509
00:16:21,870 --> 00:16:24,180
So I did bring on a partner

510
00:16:24,180 --> 00:16:26,000
because she brought, is
drastically different from me.

511
00:16:26,000 --> 00:16:27,120
We do two completely different
skill sets.

512
00:16:27,320 --> 00:16:30,060
I've worked with her for years,
tons of trust, and she makes the

513
00:16:30,060 --> 00:16:32,440
team better because she's a part
of it.

514
00:16:32,440 --> 00:16:34,060
And everyone on the team would say
that.

515
00:16:34,140 --> 00:16:35,020
They're like, she's amazing.

516
00:16:35,160 --> 00:16:36,520
And this is Courtney.

517
00:16:36,520 --> 00:16:37,940
Oh my God, she's amazing.

518
00:16:37,940 --> 00:16:39,120
And yes, so perfect type of

519
00:16:39,120 --> 00:16:39,320
partner.

520
00:16:39,320 --> 00:16:42,180
And a win -win for her and win

521
00:16:42,180 --> 00:16:45,500
-win for me and win -win for the
agents and a win -win for

522
00:16:45,500 --> 00:16:46,000
everybody.

523
00:16:46,000 --> 00:16:48,520
So is my model dependent on unpaid

524
00:16:48,520 --> 00:16:51,300
mentorship for me?
Ah, this is the one where, okay,

525
00:16:51,300 --> 00:16:52,280
I'm going to get into this.

526
00:16:52,440 --> 00:16:53,160
So he said something on there,

527
00:16:53,160 --> 00:16:54,360
which really stuck on with me.

528
00:16:54,360 --> 00:16:56,340
It was the biggest thing I took

529
00:16:56,500 --> 00:16:59,000
from the podcast, the question
asked, where he said, I know I'm

530
00:16:59,000 --> 00:17:01,300
talking fast because I'm trying to
get through all this.

531
00:17:01,300 --> 00:17:03,760
And it was like, ooh, yeah, that
one cut deep.

532
00:17:03,760 --> 00:17:05,040
He's like a Canadian mortgage
model.

533
00:17:05,040 --> 00:17:08,220
is the most broken business model
in Canada.

534
00:17:08,220 --> 00:17:10,560
And it was what I positioned it
to.

535
00:17:10,560 --> 00:17:13,140
You'll be like, oh yeah, it makes
no sense.

536
00:17:13,140 --> 00:17:14,400
Hey, I'm going to mentor you.

537
00:17:14,920 --> 00:17:17,180
I'm going to be at your back and

538
00:17:17,180 --> 00:17:17,280
call.

539
00:17:17,280 --> 00:17:18,829
I'm going to train you.

540
00:17:18,829 --> 00:17:19,530
I'm going to coach you.

541
00:17:20,109 --> 00:17:21,550
I'm going to do all these things.

542
00:17:21,550 --> 00:17:24,510
I'm going to share resources.

543
00:17:24,510 --> 00:17:25,790
I'm going to share what I did.

544
00:17:25,790 --> 00:17:28,410
I'm going to do this, do that.

545
00:17:28,850 --> 00:17:31,990
Just to hope you show up and to

546
00:17:31,990 --> 00:17:34,850
hope you do business and to hope
you get that lead across the

547
00:17:34,850 --> 00:17:35,090
place.

548
00:17:35,090 --> 00:17:38,230
Hope that you close the deal.

549
00:17:38,230 --> 00:17:40,090
To hope that you get paid.

550
00:17:40,090 --> 00:17:42,230
So that I get my piece of the

551
00:17:42,230 --> 00:17:42,330
action.

552
00:17:42,330 --> 00:17:44,730
And then I'm going to hope you're

553
00:17:44,910 --> 00:17:46,510
going to do that some more.

554
00:17:46,510 --> 00:17:48,860
And I'm going to keep on giving

555
00:17:48,860 --> 00:17:50,700
you this free training and
mentorship where I only get paid

556
00:17:50,700 --> 00:17:51,560
later on in the world.

557
00:17:51,560 --> 00:17:54,740
And then I'm going to hope you

558
00:17:54,740 --> 00:17:55,620
stick around.

559
00:17:55,620 --> 00:17:57,520
It's like all this hope.

560
00:17:57,520 --> 00:17:58,880
It's a whole business model built
on hope.

561
00:17:58,880 --> 00:18:01,740
And when he said that, I'm going
to be honest.

562
00:18:01,740 --> 00:18:03,120
I was like, fuck.

563
00:18:03,120 --> 00:18:03,720
And he's like, why wouldn't you

564
00:18:03,720 --> 00:18:06,880
just charge someone and go, hey,
I'll give you a 95 .5 and charge

565
00:18:07,040 --> 00:18:07,580
you whatever.

566
00:18:07,580 --> 00:18:08,400
$1 ,000 a month.

567
00:18:08,400 --> 00:18:11,820
And now you're betting on yourself
because you could have paid me 25

568
00:18:12,140 --> 00:18:15,000
grand over the year commission,
but instead this way you'll pay me

569
00:18:15,340 --> 00:18:15,680
17.

570
00:18:15,680 --> 00:18:19,820
So you make an extra AK, I get

571
00:18:19,820 --> 00:18:20,060
guaranteed return.

572
00:18:20,060 --> 00:18:20,860
I know what I'm getting.

573
00:18:20,960 --> 00:18:22,480
And he's like, but that's not how
this works.

574
00:18:22,480 --> 00:18:25,320
I know some brokers just have a
version of that, but it's usually

575
00:18:25,320 --> 00:18:25,380
broken.

576
00:18:25,380 --> 00:18:26,560
But it was just interesting to

577
00:18:26,560 --> 00:18:27,920
hear that spelled out like that.

578
00:18:27,920 --> 00:18:29,680
And it really was a bit of a punch

579
00:18:29,680 --> 00:18:30,740
in the gut for me.

580
00:18:30,740 --> 00:18:31,520
And my biggest takeaway from those

581
00:18:31,760 --> 00:18:31,820
questions.

582
00:18:31,820 --> 00:18:33,340
was do you have a model built on

583
00:18:33,340 --> 00:18:34,980
that unpaid mentorship?
And I do.

584
00:18:34,980 --> 00:18:35,600
Most people do.

585
00:18:35,600 --> 00:18:37,340
It's like, I'm not different here.

586
00:18:37,340 --> 00:18:40,840
But where I can get better is who
we let in the front door.

587
00:18:40,840 --> 00:18:43,180
Because if you're letting people
into your team, your brokerage,

588
00:18:43,180 --> 00:18:45,280
and it's built on you hope, they
turn into a rock star and do deals

589
00:18:45,280 --> 00:18:48,140
and show up and they do the things
and use the tools and use all.

590
00:18:48,140 --> 00:18:48,980
Oh my God.

591
00:18:48,980 --> 00:18:50,700
Imagine trying to sell that to an

592
00:18:50,700 --> 00:18:50,940
investor.

593
00:18:50,940 --> 00:18:52,540
So you're just going to hope they

594
00:18:52,540 --> 00:18:52,900
shell out.

595
00:18:52,900 --> 00:18:54,380
Whereas if you start with people

596
00:18:54,380 --> 00:18:57,920
who've been in the game a bit, who
have business coming in, they have

597
00:18:57,920 --> 00:19:00,380
a track record, who have some
things figured out.

598
00:19:00,380 --> 00:19:03,720
If you start with those people,
way different.

599
00:19:03,720 --> 00:19:06,040
It's not built on hope in my
opinion, especially with the

600
00:19:06,040 --> 00:19:09,280
training and coaching and guidance
and tools we do.

601
00:19:09,280 --> 00:19:12,520
Yeah, now it's like, it's very
predictable on our end.

602
00:19:12,520 --> 00:19:14,260
So that was an aha moment.

603
00:19:14,260 --> 00:19:17,060
And a lot of you are building your

604
00:19:17,060 --> 00:19:17,800
team or brokerage on hope.

605
00:19:17,800 --> 00:19:18,820
And I just say, Godspeed.

606
00:19:18,820 --> 00:19:19,880
Godspeed to you.

607
00:19:19,880 --> 00:19:21,340
Am I running a business or

608
00:19:21,340 --> 00:19:22,980
subsidizing hope?
I think we kind of answered that

609
00:19:22,980 --> 00:19:23,100
question.

610
00:19:23,100 --> 00:19:24,200
We're going to more run a

611
00:19:24,200 --> 00:19:24,460
business.

612
00:19:24,460 --> 00:19:26,940
Would I join this model if I was

613
00:19:26,940 --> 00:19:28,240
an agent?
Fuck yes.

614
00:19:28,240 --> 00:19:28,480
Yeah, definitely.

615
00:19:28,480 --> 00:19:30,940
It's the model I built that I

616
00:19:30,940 --> 00:19:32,920
wanted, that I wish was around
when I broke it.

617
00:19:32,920 --> 00:19:36,760
So yes, I would build this model
or I would join this model.

618
00:19:36,760 --> 00:19:40,000
Why would a 15 to 35 million
dollar producer leave their

619
00:19:40,000 --> 00:19:41,500
current setup for mine?
100%.

620
00:19:41,500 --> 00:19:45,000
This was the biggest lack in the
marketplace I saw.

621
00:19:45,000 --> 00:19:47,280
There's no true coaching
mentorship model out there with

622
00:19:47,280 --> 00:19:50,080
Dumb4U services and tools that
aren't just given from the

623
00:19:50,080 --> 00:19:51,080
brokerage level, the network
level.

624
00:19:51,080 --> 00:19:52,600
I'm talking stuff like action your
business.

625
00:19:52,600 --> 00:19:55,560
If I join a brokerage under a
network, that brokerage didn't

626
00:19:55,560 --> 00:19:56,680
give me the tool.

627
00:19:56,680 --> 00:19:57,920
The network gave the brokerage the

628
00:19:57,920 --> 00:19:58,200
tool.

629
00:19:58,200 --> 00:19:59,480
I could go to any brokerage under

630
00:20:00,120 --> 00:20:01,960
that network and get the tool.

631
00:20:01,960 --> 00:20:04,350
So it's not exclusive to that

632
00:20:04,350 --> 00:20:04,390
brokerage.

633
00:20:04,390 --> 00:20:05,210
So why would they join my

634
00:20:05,210 --> 00:20:07,270
brokerage under the network?
Right now, I'm just fighting with

635
00:20:07,270 --> 00:20:07,770
other people for stuff.

636
00:20:07,770 --> 00:20:09,810
So yeah, so I saw a lack in the

637
00:20:09,810 --> 00:20:12,030
marketplace for unique skill sets,
tools, done for you services,

638
00:20:12,030 --> 00:20:15,090
tools that were built for your own
thing that are exclusive to you.

639
00:20:15,090 --> 00:20:16,350
No one else is doing this.

640
00:20:16,350 --> 00:20:18,190
And then to have true one to many

641
00:20:18,190 --> 00:20:21,050
coaching and one to one coaching
and mentorship along the journey.

642
00:20:21,050 --> 00:20:23,710
We're someone that actually
listens and 95 % of this is

643
00:20:23,710 --> 00:20:25,870
mindset, but actually listens and
gives a plan and actually talks it

644
00:20:25,870 --> 00:20:30,600
through and everyone's supportive
and creative and helps each other

645
00:20:30,600 --> 00:20:33,420
out and we share and we do all
this stuff.

646
00:20:33,420 --> 00:20:35,560
Like it does not exist to that.

647
00:20:35,560 --> 00:20:37,240
There are people that train new

648
00:20:37,240 --> 00:20:40,920
agents and there are people that
help just run a lean mean machine

649
00:20:41,880 --> 00:20:43,900
with a business already up and
operating.

650
00:20:43,900 --> 00:20:48,700
But is there anyone showing you
how to get from 10 to 20 to 20 to

651
00:20:48,700 --> 00:20:50,920
40?
It's sure there's one -offs here

652
00:20:50,920 --> 00:20:53,540
and there, but there's no actual
person putting their flag in the

653
00:20:53,540 --> 00:20:55,400
ground going, this is what I do.

654
00:20:55,400 --> 00:20:57,900
And even if they said they're

655
00:20:57,900 --> 00:20:59,580
going to do it, are they good at
it?

656
00:20:59,580 --> 00:21:03,240
Have they done it with hundreds of
other people?

657
00:21:03,240 --> 00:21:07,200
Have they actually sit there?
Have they built it themselves and

658
00:21:07,200 --> 00:21:09,580
helped other people?
It's a rare, rare, rare, rare

659
00:21:09,580 --> 00:21:14,100
thing, especially someone staying
in it to run it the whole time and

660
00:21:14,100 --> 00:21:15,920
not peacing out to go build
something else.

661
00:21:15,920 --> 00:21:17,280
So that's where I'm different.

662
00:21:17,280 --> 00:21:19,000
And yes, that's why they would

663
00:21:19,000 --> 00:21:19,560
leave.

664
00:21:19,560 --> 00:21:20,620
Because they're paying money to a

665
00:21:20,620 --> 00:21:20,820
brokerage.

666
00:21:21,280 --> 00:21:22,720
They're in a relationship, a

667
00:21:22,720 --> 00:21:25,540
partnership with someone who's
taking money, and chances are not

668
00:21:25,540 --> 00:21:27,900
delivering on what they should be.

669
00:21:27,900 --> 00:21:28,980
And unfortunately, there's a lot

670
00:21:28,980 --> 00:21:32,140
of brokerages, broker owners and
team leads that have been getting

671
00:21:32,140 --> 00:21:39,240
away with murder for a while
because a lot of agents don't want

672
00:21:39,240 --> 00:21:40,500
to rock the boat.

673
00:21:40,500 --> 00:21:42,240
And so the brokerages are relying

674
00:21:42,240 --> 00:21:44,100
on these kick -ass relationships
they have.

675
00:21:44,100 --> 00:21:46,120
And they think that, but the
business isn't growing.

676
00:21:46,120 --> 00:21:49,960
But the relationship, and they
just feel bags or a buddy and they

677
00:21:49,960 --> 00:21:52,040
had drinks together, their
families hang out.

678
00:21:52,040 --> 00:21:55,940
And like, so do you not think
that's part of the plan?

679
00:21:55,940 --> 00:21:56,560
For sure is.

680
00:21:56,560 --> 00:21:57,820
Because otherwise they would help

681
00:21:57,820 --> 00:22:00,440
you grow your business because
then they make more money.

682
00:22:00,440 --> 00:22:01,400
But that's not how it works.

683
00:22:01,400 --> 00:22:01,520
Okay.

684
00:22:01,520 --> 00:22:02,700
I have a couple more.

685
00:22:02,700 --> 00:22:05,120
What do I offer that they can't

686
00:22:05,120 --> 00:22:06,000
build or buy themselves?
Yeah.

687
00:22:06,000 --> 00:22:09,200
Well, right out of the gate is you
can't replace me.

688
00:22:09,200 --> 00:22:10,680
It's just, there's only one of me.

689
00:22:10,680 --> 00:22:11,980
It's like, there's one of you.

690
00:22:11,980 --> 00:22:13,280
So you can't get that.

691
00:22:13,280 --> 00:22:14,380
Our coach or mentor who's been

692
00:22:14,380 --> 00:22:16,620
there, done that, and is doing it.

693
00:22:16,620 --> 00:22:17,140
Can't get that.

694
00:22:17,140 --> 00:22:19,880
Do you have a Courtney?
I'll say, fuck no. You don't have

695
00:22:19,880 --> 00:22:20,260
a Courtney.

696
00:22:20,300 --> 00:22:21,020
Oh, we have a Courtney.

697
00:22:21,140 --> 00:22:23,640
And then we have a support team
built in to help you build things

698
00:22:23,640 --> 00:22:24,580
in your business.

699
00:22:24,580 --> 00:22:25,840
From your rate tracker and help

700
00:22:25,840 --> 00:22:28,380
database mind to your email drip
campaigns that are all done for

701
00:22:28,380 --> 00:22:33,200
you to training on our CRM, which
we are getting dialed in.

702
00:22:33,200 --> 00:22:38,360
And it's CRM for you, for Team
Wiley, and we're going to keep on

703
00:22:38,360 --> 00:22:38,960
building it.

704
00:22:38,960 --> 00:22:41,020
So it's really just our thing with

705
00:22:41,020 --> 00:22:41,340
that.

706
00:22:41,340 --> 00:22:42,520
And then do ongoing training

707
00:22:42,680 --> 00:22:45,270
around certain mortgage strategies
and certain foundational pieces in

708
00:22:45,270 --> 00:22:45,750
your business.

709
00:22:45,750 --> 00:22:47,330
Like it just doesn't exist.

710
00:22:47,330 --> 00:22:49,830
It does not exist.

711
00:22:49,830 --> 00:22:52,870
What do I offer that they can't

712
00:22:52,870 --> 00:22:55,570
build it by themselves?
Everything I just said.

713
00:22:55,990 --> 00:22:56,510
Right?
Everything.

714
00:22:56,510 --> 00:22:58,130
There you go.

715
00:22:58,130 --> 00:23:00,730
Is my value tangible or just

716
00:23:00,730 --> 00:23:01,370
vision and vibes?
It's tangible.

717
00:23:01,370 --> 00:23:02,430
We don't like the vision.

718
00:23:02,430 --> 00:23:04,610
We could get cheesier on our sales

719
00:23:04,610 --> 00:23:05,350
thing, but we don't.

720
00:23:05,350 --> 00:23:07,050
We're just like, this is what we

721
00:23:07,050 --> 00:23:07,150
do.

722
00:23:07,150 --> 00:23:09,330
This is what we're good at and

723
00:23:09,330 --> 00:23:11,230
this is what we're not good at.

724
00:23:11,230 --> 00:23:13,360
What are your three problems?

725
00:23:13,360 --> 00:23:16,160
What are you missing from where
you are and where do you want to

726
00:23:16,160 --> 00:23:17,740
go?
And why aren't you there?

727
00:23:17,920 --> 00:23:20,340
Well, chances are you might get
there on your own.

728
00:23:20,340 --> 00:23:23,580
I'm extremely positive or
confident we would get you there

729
00:23:23,580 --> 00:23:23,700
faster.

730
00:23:23,700 --> 00:23:25,100
And some people just will never

731
00:23:25,100 --> 00:23:25,440
get there.

732
00:23:25,440 --> 00:23:27,500
And so we at least give no

733
00:23:27,500 --> 00:23:27,660
fighting chance.

734
00:23:27,920 --> 00:23:28,060
Okay.

735
00:23:28,140 --> 00:23:30,940
If I take a cut of their income,
what do they get in return

736
00:23:30,940 --> 00:23:33,400
specifically?
I think I broke that down and not

737
00:23:33,400 --> 00:23:33,880
so many things.

738
00:23:33,880 --> 00:23:36,580
I don't want this to turn into

739
00:23:36,580 --> 00:23:37,840
like a sales thing for the team.

740
00:23:37,840 --> 00:23:39,520
Can someone succeed here without

741
00:23:39,520 --> 00:23:41,110
thinking like me?
Yes, 100%.

742
00:23:41,110 --> 00:23:42,450
That was a big thing.

743
00:23:42,450 --> 00:23:43,770
I have my way of thinking about

744
00:23:43,990 --> 00:23:48,450
brokering and I've had to switch,
shift gears on some of my things

745
00:23:48,950 --> 00:23:54,050
because I have a very unique
perspective on things and I run my

746
00:23:54,050 --> 00:23:55,910
business a certain way that
probably only resonates with 10,

747
00:23:55,910 --> 00:23:56,590
15 % of people.

748
00:23:56,590 --> 00:23:58,760
So yes, we have built things so

749
00:23:58,760 --> 00:24:00,580
you don't need to think like me.

750
00:24:00,580 --> 00:24:01,840
Am I prepared to watch people

751
00:24:01,840 --> 00:24:04,160
ignore systems and fail anyway?
Oh yeah.

752
00:24:04,320 --> 00:24:04,540
Oh yeah.

753
00:24:04,540 --> 00:24:05,340
That was coaching.

754
00:24:05,340 --> 00:24:09,160
That's coaching 101, which I
learned many times over the years.

755
00:24:09,160 --> 00:24:11,720
A lot, you can give everything
out.

756
00:24:11,720 --> 00:24:14,800
paint by numbers, do this, do
that, do this, do that,

757
00:24:14,800 --> 00:24:14,900
everything.

758
00:24:14,900 --> 00:24:18,060
And it's just not going to get

759
00:24:18,060 --> 00:24:18,720
done.

760
00:24:18,720 --> 00:24:20,620
I've come to terms with that.

761
00:24:20,720 --> 00:24:24,260
That's something I've cut my teeth
on for a long time.

762
00:24:24,260 --> 00:24:25,520
So yeah, people can ignore and
fail anyway.

763
00:24:25,520 --> 00:24:27,000
I have to live with that.

764
00:24:27,000 --> 00:24:30,000
Otherwise, I'm just like, people

765
00:24:30,000 --> 00:24:31,480
are adults, they're business
owners.

766
00:24:31,480 --> 00:24:34,460
You can only help people so much.

767
00:24:34,460 --> 00:24:37,680
We feel like we're going way above

768
00:24:37,680 --> 00:24:38,780
and beyond in helping people.

769
00:24:38,780 --> 00:24:40,860
But as soon as we feel like we

770
00:24:40,940 --> 00:24:41,780
care more than they care, we pull
back.

771
00:24:41,780 --> 00:24:42,660
And we've had to do that.

772
00:24:42,660 --> 00:24:43,180
It is what it is.

773
00:24:43,180 --> 00:24:46,660
Okay, I have a couple more here.

774
00:24:46,660 --> 00:24:47,860
Can my ego survive being blamed

775
00:24:47,860 --> 00:24:49,420
for things that aren't my fault?
Oh yeah, shit, that's just

776
00:24:49,420 --> 00:24:49,560
business.

777
00:24:49,560 --> 00:24:52,200
I get blamed all the time for

778
00:24:52,200 --> 00:24:52,340
stuff.

779
00:24:52,340 --> 00:24:54,340
Around the house, in business, in

780
00:24:54,340 --> 00:24:56,340
partnerships I've had, I get
blamed for so many things.

781
00:24:57,080 --> 00:24:59,020
So that's just normal and I'm okay
with that.

782
00:24:59,380 --> 00:25:04,880
I've got thick skin and I've got
battle scars, so we're good.

783
00:25:04,880 --> 00:25:06,320
What is my real monthly burn rate
during growth?

784
00:25:06,320 --> 00:25:06,820
Yeah, I don't know.

785
00:25:06,820 --> 00:25:08,540
How much runway do I actually

786
00:25:08,540 --> 00:25:08,720
have?
Unlimited.

787
00:25:08,720 --> 00:25:10,980
So we'll just scratch that out.

788
00:25:11,120 --> 00:25:11,620
What's my real monthly burn rate?

789
00:25:11,620 --> 00:25:15,360
I'll answer that in a different
question because there's not

790
00:25:15,360 --> 00:25:16,740
really a specific answer.

791
00:25:16,740 --> 00:25:17,980
Well, burn rate.

792
00:25:18,200 --> 00:25:21,270
So like, are you prepared to
invest in marketing, tech,

793
00:25:21,270 --> 00:25:23,050
compliance, training, and culture?
Yes, yes, yes, yes, yes, yes.

794
00:25:23,050 --> 00:25:25,630
And that comes with burn rate.

795
00:25:25,630 --> 00:25:27,550
And so are we invested?

796
00:25:27,550 --> 00:25:27,810
Yes.

797
00:25:27,810 --> 00:25:30,690
We spend money on handing out big

798
00:25:30,690 --> 00:25:32,570
gifts for our social media
challenges internally with the CRM

799
00:25:32,570 --> 00:25:36,190
that we have with support that
goes along with it.

800
00:25:36,190 --> 00:25:37,890
traveling around and holding
social events and picking up the

801
00:25:37,890 --> 00:25:40,230
tab everywhere on dinners and
stuff like that and um the

802
00:25:40,230 --> 00:25:44,850
training that we do the software
we do to host it all the staff

803
00:25:44,850 --> 00:25:48,790
that we have we're paying like if
you look at our expenses like

804
00:25:48,910 --> 00:25:52,530
you'd be able to tell we're all in
right we could be socking away a

805
00:25:52,630 --> 00:25:56,810
bunch of cash somewhere but we're
not and if you're on the team and

806
00:25:56,810 --> 00:25:59,630
you're listening as you know that
you can feel that we're not

807
00:25:59,630 --> 00:26:01,510
pinching pennies over here but we
are Right.

808
00:26:01,510 --> 00:26:04,010
There's there's a world where it's
like certain things happen and

809
00:26:04,010 --> 00:26:05,470
other things don't.

810
00:26:05,470 --> 00:26:08,530
But this is my way of saying, yes,

811
00:26:09,270 --> 00:26:11,610
we planned and we are investing in
a bunch of stuff.

812
00:26:11,610 --> 00:26:14,490
Or am I secretly hoping agents
bring their own systems and just

813
00:26:14,490 --> 00:26:15,490
plug in?
No, but we do have agents.

814
00:26:15,490 --> 00:26:18,890
We have agents who haven't tapped
into 90 percent of our stuff

815
00:26:18,890 --> 00:26:21,290
because they have a business
that's running.

816
00:26:21,290 --> 00:26:23,770
But you know what they want?
They want a second opinion, a

817
00:26:23,770 --> 00:26:24,450
sounding board.

818
00:26:24,450 --> 00:26:25,630
They want a community and culture

819
00:26:25,630 --> 00:26:29,090
and they want me in their corner
to run ideas by that just helps

820
00:26:29,090 --> 00:26:33,030
them save time and money down the
road.

821
00:26:33,650 --> 00:26:35,530
And they want that.

822
00:26:35,710 --> 00:26:36,930
They want a true mentorship

823
00:26:36,930 --> 00:26:41,210
relationship that they can tap
into once in a while, but they

824
00:26:41,330 --> 00:26:43,390
have their own business up and
running and they don't need it.

825
00:26:43,390 --> 00:26:46,910
They don't need to tap into all
the cool things we're doing

826
00:26:47,110 --> 00:26:48,030
because they have their thing.

827
00:26:48,030 --> 00:26:50,300
They don't want to disrupt their

828
00:26:50,300 --> 00:26:50,700
business.

829
00:26:50,700 --> 00:26:51,520
And I go, that's great.

830
00:26:51,620 --> 00:26:53,500
So they tap in in other ways.

831
00:26:53,500 --> 00:26:53,720
Okay.

832
00:26:53,720 --> 00:26:54,260
A couple more here.

833
00:26:54,260 --> 00:26:56,360
Why would a top producer ever

834
00:26:56,360 --> 00:26:59,940
choose my team?
I think we sort of talked about

835
00:26:59,940 --> 00:27:00,280
that.

836
00:27:00,280 --> 00:27:02,320
If you're like, when I say top

837
00:27:02,360 --> 00:27:02,740
producer, like.

838
00:27:02,920 --> 00:27:03,420
I don't know.

839
00:27:03,460 --> 00:27:04,800
What is that?
Is that 50, 75, 100?

840
00:27:04,800 --> 00:27:06,000
Everyone has a different reason.

841
00:27:06,000 --> 00:27:08,480
I'm not going to, this isn't a

842
00:27:08,480 --> 00:27:13,320
sales thing because, you know,
I've already went on what we do

843
00:27:13,320 --> 00:27:15,240
and why I should join.

844
00:27:15,240 --> 00:27:16,420
This is just a redundant question

845
00:27:16,420 --> 00:27:19,350
on here from the podcast.

846
00:27:19,350 --> 00:27:23,170
Do I get how hard it is to retain

847
00:27:23,170 --> 00:27:24,970
elite performers?
Yeah, totally get it.

848
00:27:24,970 --> 00:27:27,910
Have a bunch on the team.

849
00:27:27,910 --> 00:27:28,970
They're still with us, which is

850
00:27:28,970 --> 00:27:29,330
really cool.

851
00:27:29,330 --> 00:27:30,870
And yeah, I get it though, but

852
00:27:30,870 --> 00:27:32,470
we're also, our avatar is an elite
performers.

853
00:27:32,470 --> 00:27:35,150
But I still consider a $30 million
as elite.

854
00:27:35,150 --> 00:27:38,590
So I'd rather have five $20
million producers than $100

855
00:27:38,590 --> 00:27:38,710
million.

856
00:27:38,710 --> 00:27:41,030
I don't know if that makes sense

857
00:27:41,030 --> 00:27:41,350
or not.

858
00:27:41,350 --> 00:27:42,710
And then if I stripped away ego

859
00:27:42,710 --> 00:27:45,890
pressure and the need to prove I
can do hard things, would I still

860
00:27:45,890 --> 00:27:47,090
choose this path?
100%.

861
00:27:47,720 --> 00:27:49,640
So knowing what I know now, that's
it, questions.

862
00:27:49,640 --> 00:27:52,920
That's a reaction from Dustin
Woodhouse podcast and should you

863
00:27:52,920 --> 00:27:54,760
start our team, the real questions
you should ask yourself.

864
00:27:54,760 --> 00:27:57,500
And this is me saying, yeah, 14
months in, hardest thing I've ever

865
00:27:57,500 --> 00:27:57,820
done.

866
00:27:57,820 --> 00:27:58,500
We've grown exponentially.

867
00:27:58,500 --> 00:28:01,260
We're not planning to scale by
whatever that means by your

868
00:28:01,260 --> 00:28:01,420
definition.

869
00:28:01,420 --> 00:28:03,140
And we feel like we're completely

870
00:28:03,140 --> 00:28:05,720
different, but I'm sure everyone
else feels that way.

871
00:28:05,720 --> 00:28:08,180
And I will tell you this, when you
go and you listen to pitches from

872
00:28:08,180 --> 00:28:11,800
people, a lot of it's going to
sound sexy and it's going to sound

873
00:28:11,800 --> 00:28:13,580
like, whoa, whoa, that sounds cool
because it will.

874
00:28:13,580 --> 00:28:14,460
That's their salespeople.

875
00:28:14,460 --> 00:28:15,600
That's what they do.

876
00:28:15,600 --> 00:28:18,320
What I would, I'd say, just go
talk to people who.

877
00:28:18,500 --> 00:28:22,420
Uh, like ask for references of 10
people at the agency from all

878
00:28:22,420 --> 00:28:22,840
different volume levels.

879
00:28:22,840 --> 00:28:24,740
And I would do my due diligence.

880
00:28:24,740 --> 00:28:28,060
I would not join a team without
speaking to people already there.

881
00:28:28,060 --> 00:28:30,700
I'd want to find people where you
help solve the problem.

882
00:28:30,700 --> 00:28:32,980
So if I'm coming to you, you're a
team leader, mortgage brokerage,

883
00:28:32,980 --> 00:28:35,920
and you ask me, what's my problem,
Ryan, why are your problem?

884
00:28:36,620 --> 00:28:39,000
Why are you joining?
Why do you want to join my

885
00:28:39,000 --> 00:28:41,000
brokerage?
I'd be like, I'm stuck at 15 mil

886
00:28:41,000 --> 00:28:42,300
and I want to get to 30.

887
00:28:42,440 --> 00:28:42,520
Cool.

888
00:28:42,520 --> 00:28:43,700
We can help with that.

889
00:28:44,090 --> 00:28:45,050
Then at my next question would be

890
00:28:45,050 --> 00:28:45,170
awesome.

891
00:28:45,170 --> 00:28:47,650
Can you now introduce me to the

892
00:28:47,650 --> 00:28:50,850
people at your brokerage that you
help go from 15 to 30?

893
00:28:51,050 --> 00:28:51,910
Ah, oh yeah.

894
00:28:51,910 --> 00:28:52,070
Right?

895
00:28:52,070 --> 00:28:53,630
So if your problem is culture,
then like, so whatever your

896
00:28:53,790 --> 00:28:55,870
problem is before you go join
somewhere, ask them to introduce

897
00:28:55,870 --> 00:28:58,650
you as social proof to someone who
you've helped solve the problem.

898
00:28:58,650 --> 00:29:01,450
Otherwise, it's just a lot of
talk.

899
00:29:01,450 --> 00:29:02,770
Blah, blah, blah, blah, blah,
blah.

900
00:29:03,870 --> 00:29:04,350
We're awesome.

901
00:29:04,350 --> 00:29:05,430
We're this, we're that, we have

902
00:29:06,130 --> 00:29:07,010
this tool.

903
00:29:07,110 --> 00:29:07,330
It's that.

904
00:29:07,330 --> 00:29:09,590
Really, you're joining a place,
not for all the real tools and

905
00:29:10,080 --> 00:29:10,480
trinkets.

906
00:29:10,480 --> 00:29:11,820
You're joining because you have

907
00:29:11,820 --> 00:29:14,880
one, two, three problems that you
need solved that aren't being

908
00:29:14,880 --> 00:29:18,840
solved where you're at and you're
not getting the value.

909
00:29:18,840 --> 00:29:19,480
So there you go.

910
00:29:20,040 --> 00:29:21,780
That's all I'm going to leave you

911
00:29:21,780 --> 00:29:22,180
with.

912
00:29:22,180 --> 00:29:22,600
This was long.

913
00:29:22,600 --> 00:29:23,260
Not too long, I guess.

914
00:29:23,260 --> 00:29:23,800
That's it, kids.

915
00:29:23,800 --> 00:29:24,720
Just want to share that.

916
00:29:25,140 --> 00:29:26,580
And thank you, Dustin, for putting

917
00:29:26,580 --> 00:29:27,300
that podcast out.

918
00:29:27,420 --> 00:29:30,080
And just definitely the building a

919
00:29:30,080 --> 00:29:31,360
mortgage brokerage on hope was
woof.

920
00:29:31,360 --> 00:29:34,540
I'm going to think about that
every time I have a call with a

921
00:29:34,540 --> 00:29:36,940
new agent who wants to join the
team.

922
00:29:36,940 --> 00:29:42,040
It's going to be, am I building,
is my business model now hoping

923
00:29:42,040 --> 00:29:43,980
this person shows up and does
everything?

924
00:29:43,980 --> 00:29:48,260
And if the answer is yes, then
that's not an agent for us.

925
00:29:48,260 --> 00:29:49,820
I'll leave it at that.

926
00:29:49,820 --> 00:29:50,500
Okay, kids, as always, I

927
00:29:50,580 --> 00:29:50,900
appreciate the support.

928
00:29:50,900 --> 00:29:52,000
If you have questions around us,

929
00:29:52,000 --> 00:29:53,480
you know where to find me.

930
00:29:53,480 --> 00:29:55,080
Hit me up on Instagram if you want

931
00:29:55,080 --> 00:29:55,840
to sell.

932
00:29:55,940 --> 00:29:56,840
Otherwise, peace out, kids.