291: The Industry Didn't Get Harder, Brokers Got Softer

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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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West Coast Whiteboard Wiley.

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Just keep adding on the names
there.

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Coming to you from the Dodge Ram
studio at the beach.

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It's 2 .15.

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I just discovered today I can do

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half decaf or two -third decaf or
one -third decaf lattes for the

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afternoon.

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Oh, my God.

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I was tired of drinking coffee in
the afternoon and your stomach

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feels off.

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But why can't we take so much

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caffeine in a day?
I feel like I've just hacked my

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life.

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That's amazing.

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So yeah, I'm a little behind the
times on some things.

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I'm at the beach and it's seven
above.

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There are three people in the
water, obviously doing like a cold

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type thing, but how cool is that?
It just makes me like I'm doing a

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podcast inside my truck and
they're on the beach.

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I don't know.

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I think they're going to feel

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better than I will after the
podcast.

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You know what I'm saying?
Okay, let's get into it.

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Probably be a quicker episode.

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I did this the beginning of

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training on one of a session
inside the team.

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And it was really I wanted to
illustrate.

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And I just thought, man, this is
so relevant for so many of us.

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I wrote down the whiteboard.

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I had probably 15, 17 different

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things.

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I said, I started brokering in

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2009.

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And I wrote down, like, where do I

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get my business from?
And I just wrote down, like, all

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the things.

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I brain dumped all.

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I went right back.

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It was like cold calling realtors.

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obviously cold calling sales
managers at brokerages it's not

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the owner of the brokerage you
want to talk to it's a sales

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manager because uh they have to
fill up lunch and learns for the

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people they have their finger on
the pulse of who's happy with the

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mortgage person who's not they'll
connect you with people like

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that's really the person you want
to connect with so i was cold

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calling them and i was coming in
presenting stuff to them and i

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just hey can i come and sit in the
office and i'd show up and sit in

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the office i'd bring donuts with
business cards like saying it out

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loud just sounds so cheesy right
now we did trade shows did you

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know Car wraps and flyers and
street text.

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If you're old school, you know
what street text is.

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I was all in on that stuff.

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Like there was 15, 17 things,

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networking groups, dinner clubs, B
&I, Toastmasters, book club.

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Like I'm just off topic,
advertising, paid ads.

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I bought leads.

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I paid to go into dentist offices.

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and some other bullshit thing
where you're just like you're up

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on a computer screen and they get
you hooked in for like 200 a month

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for six months or something like
that but moral of the story is I

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was out hustling my ass off it was
2009 and that was the option right

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it wasn't connecting with uh
center of influence people and

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like it's just go go go go it's
like you're outside you're out of

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the house doing things you're on
your phone putting yourself out

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there so that was brokering 2009.

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Brokering 2026, drastically

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different.

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But I will say this, you could go

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and do all those things I did.

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There was a, I wish I would have

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took a picture of this.

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Maybe I wrote down somewhere.

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17, 18 things.

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And a lot of them worked to some

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degree, but wasn't worth my time
and my money.

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The point I'm trying to make here
is you could broker old school

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like that and still get where you
want to go to some degree.

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But 2026, there's a new animal.

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There's a new beast in play that

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just takes all that away.

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I was spending time, money,

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showering, commuting.

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I don't mean like, cause I don't

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shower.

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It's more like that's time.

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Buying outfits to go out is time.

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Commuting, especially as in the

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GTA and you're going downtown,
you're walking through snow and

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you got different boots and
different shoes.

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Like all the pain in the ass
stuff.

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But I did it.

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And I built a business off of it.

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And that's all sitting in front of
you to go do now.

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But there's also like you can have
the front page ad in the biggest

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newspapers in the world for free
right now.

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And that's social media.

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And so there's a bunch of brokers.

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You've got the brokers who are
grew up back in that day and

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they're running off of their
database and you can't tell them

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to do social and blah, blah, blah.

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And it's not worth a thing.

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And like they're they're
dinosaurs.

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They're freaking dinosaurs.

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They don't understand nor do they

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want to.

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So they just go do this old school

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thing.

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That's cool.

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I respect that.

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Go do it.

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You know, go off into the sunset,
retire.

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Then you have the middle people
who did that and now they're still

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around and they can still get by
on their database, their

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relationships.

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They know the backside of their

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head, the side of their brain.

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They know they should be doing.

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something on social, but they also
have preconceived notions and they

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don't want to go into social.

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And then they think sometimes

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they're better than social.

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And then they think, oh, it looks

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desperate.

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And then I got to put myself out

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there.

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And then what are people going to

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say?
And I've never had to do that

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before and blah, blah, blah.

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And their business could be so

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much better, but they don't want
to go on social.

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So they'll sit and live off of
their old stuff and they'll ride

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the waves.

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Right now it's a good wave because

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there's renewal calls coming in.

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And if you're decent at converting

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renewal calls, your pipeline is
pretty full, but then that's going

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to go away.

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OK, but so you got those brokers,

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the old school dinosaurs, the ones
in between where if I was

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brokering, I'd be in that in
between spot.

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And then you have new brokers who
have come in play in the last

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three, four years.

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Post COVID.

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And these brokers are sitting here
going, hey, I'm trying to get some

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traction.

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I'm trying to do this.

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And 2021 had low interest rates.

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Early 22 had low interest rates.

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So everyone thought they were
better than they were as a broker

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because it was just easy to close
deals.

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This podcast is brought to you by
Pistachio Latte.

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One pump, by the way, not too
sweet.

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So now they're sitting here going,
okay.

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And so this is me saying to you,
you have the ability to run

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social.

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That costs you $0.

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You can do in your underwear, in
your pajamas, in your house, one

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hour a day, 90 minutes a day,
including prospecting.

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You can go build this glorious
business through social.

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And I sit here and I talk about it
and I show it and I watch people.

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And I want, and I'm not even
saying on my team, I just watch

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people and I see what they're
doing.

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And they've got this, like, the
answer is right there in front of

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you and you know it, but you don't
know it.

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And then you're off here, you're
off there.

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It's like, if you built everything
you had around social, if that's

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what you do is you built a brand
there, everything comes off it.

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And the old school way of thinking
on this or the negative side of

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this, where people just aren't
connecting the dots, right?

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Is they're saying.

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But how do I get deals on there

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and it doesn't work?
And I, yeah, it's so much more

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than that.

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So much more than that.

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You building something on social
will bring referral partners to

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you.

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They will literally come to you.

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You do not have to prospect them.

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It will give you this amount of

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people that are engaging with your
content that you can just then

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reach out.

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Remember, you have to be social on

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social.

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You can't just throw stuff off and

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go, where are the deals?
Where are they coming?

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It doesn't work like that.

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Much like when you leave your

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house to go out and join
networking groups and go put

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yourself in front.

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Like you have to knock on the

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door.

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And I did door knocking, by the

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way, with realtors.

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You have to go.

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And that's the worst thing I've
ever done in my life.

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Like I was like, what am I doing
right now?

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Don't want to do this.

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Get me out of here.

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Fuck this.

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I'm better than this.

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I'm better than door knocking.

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I'm just saying.

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If you door knock, mad respect.

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Maybe I'm not better than it.

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It's just I don't want to do it.

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I know there's things I want to do

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and that's not one of them.

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And so you've got the ability to

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go build any type of business you
want.

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And if you've started in the last
three, four years and you are not

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committed to social media every
single day, I just go, why?

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And this is what it comes down to.

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I've talked to many people about

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this.

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There is a sense of entitlement in

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our industry of people coming in
thinking they can.

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drive Uber and do this job,
thinking they can do XYZ other job

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and do this job, thinking it's a
hobby and not a career, thinking

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that they can just come in as a
side project, a side hustle, and

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make all this money.

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And I'm here to tell you, you

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could not be more dead wrong.

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There's this sense of entitlement,

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much like there are with younger
kids right now, where they're not

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hungry and earning things and
they're soft and they're coming

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in.

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Like we know this society, we're

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feeling it.

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It's coming up through the ranks.

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Well, the people coming in our
industry now, who are not hustling

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on social, it's like the nerve of
you.

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What did you think was going to
happen?

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Your business right now is where
it is because of those efforts or

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lack thereof.

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So this sense of entitlement that

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I just feel in my bones when I
talk to people where they're like,

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they think it's easier than it
actually is.

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00:08:27,310 --> 00:08:29,250
I'm kind of like, like F you in
the nicest way.

257
00:08:29,250 --> 00:08:32,690
Like I look, I wrote down what I
did growing up in this industry

258
00:08:32,690 --> 00:08:33,470
and it's a hustle.

259
00:08:33,630 --> 00:08:34,970
You are out there building it,

260
00:08:34,970 --> 00:08:37,169
getting told no nine times out of
10 easily.

261
00:08:37,169 --> 00:08:38,900
You are trying different things.

262
00:08:38,900 --> 00:08:41,700
You are leaving the house and

263
00:08:41,700 --> 00:08:43,200
coming back nine hours later.

264
00:08:43,200 --> 00:08:44,260
You are on the phone.

265
00:08:44,260 --> 00:08:48,540
If you're not on the phone, like
you're doing all these things.

266
00:08:48,540 --> 00:08:51,160
And then now to come in.

267
00:08:51,400 --> 00:08:54,200
And if this ability that if social

268
00:08:54,200 --> 00:08:58,000
media was around when I started my
career, I wouldn't have this

269
00:08:58,000 --> 00:08:58,200
podcast.

270
00:08:58,200 --> 00:08:59,820
I wouldn't have a mortgage team.

271
00:08:59,820 --> 00:09:00,920
I'd be on an island.

272
00:09:00,920 --> 00:09:03,420
I'd be burying money in the sand.

273
00:09:03,420 --> 00:09:07,180
I would have just jumped in full
force into social, much like I'm

274
00:09:07,180 --> 00:09:09,340
full force into social now.

275
00:09:09,340 --> 00:09:12,800
And I'd be like, oh my God, don't

276
00:09:12,800 --> 00:09:13,560
tell anyone.

277
00:09:13,560 --> 00:09:15,800
Do not tell anyone about this

278
00:09:15,800 --> 00:09:17,620
because this works crazy.

279
00:09:17,620 --> 00:09:20,100
I'd be printing money because I

280
00:09:20,100 --> 00:09:22,500
would have been 15, 16 years in
the game.

281
00:09:22,680 --> 00:09:24,680
Would have been printing money.

282
00:09:24,840 --> 00:09:25,120
I wouldn't have started.

283
00:09:25,120 --> 00:09:26,000
I wouldn't have like left.

284
00:09:26,000 --> 00:09:28,440
I would have just stayed doing

285
00:09:28,440 --> 00:09:29,740
that, but I didn't.

286
00:09:29,740 --> 00:09:31,580
And so now you have the

287
00:09:31,580 --> 00:09:32,420
opportunity to go print money.

288
00:09:32,420 --> 00:09:33,920
You have the opportunity to build

289
00:09:33,920 --> 00:09:35,860
this amazing brand where people
literally come to you.

290
00:09:35,980 --> 00:09:38,140
Every discovery call you have is
way easier because everyone's

291
00:09:38,140 --> 00:09:39,780
indoctrinated from your content.

292
00:09:39,780 --> 00:09:41,360
Referral partners are going to

293
00:09:41,360 --> 00:09:42,880
reach out to you.

294
00:09:43,060 --> 00:09:44,980
Or when you reach out and go, hey,

295
00:09:45,200 --> 00:09:46,760
I noticed you've been tracking
along my content.

296
00:09:47,560 --> 00:09:51,860
I'm wondering if it makes sense
for us to jump on a call, figure

297
00:09:52,080 --> 00:09:53,520
out a win -win here.

298
00:09:53,520 --> 00:09:55,160
You've got to see me in action on

299
00:09:55,160 --> 00:09:55,520
my socials.

300
00:09:55,680 --> 00:09:56,560
What do you think?

301
00:09:56,560 --> 00:09:58,160
Drastically different than you
cold calling a realtor, catching

302
00:09:58,160 --> 00:10:00,250
them on the way to a listing.

303
00:10:00,250 --> 00:10:02,710
Hey, I wanted to show you all

304
00:10:02,710 --> 00:10:04,350
these things I do.

305
00:10:04,350 --> 00:10:05,210
Communication commitment.

306
00:10:05,210 --> 00:10:08,010
And they're like, who are you?
What are you doing?

307
00:10:08,010 --> 00:10:09,010
Leave me alone.

308
00:10:09,010 --> 00:10:11,090
Stop selling me shit.

309
00:10:11,090 --> 00:10:12,430
It's way different.

310
00:10:12,430 --> 00:10:13,650
Your world opens up.

311
00:10:13,650 --> 00:10:14,790
The doors open up.

312
00:10:14,790 --> 00:10:18,430
So I sit back here and this is

313
00:10:18,430 --> 00:10:19,330
where I get really irritated.

314
00:10:19,330 --> 00:10:20,750
I saw what I went through growing

315
00:10:20,750 --> 00:10:20,870
up.

316
00:10:20,990 --> 00:10:22,730
I see what my colleagues went

317
00:10:22,730 --> 00:10:22,990
through.

318
00:10:22,990 --> 00:10:24,330
And the amount of energy and

319
00:10:24,330 --> 00:10:26,490
effort, the blood, sweat and tears
we put in to building our

320
00:10:26,490 --> 00:10:26,590
business.

321
00:10:26,590 --> 00:10:28,260
And then I fast forward to today

322
00:10:28,260 --> 00:10:29,920
and I see what people are doing
now.

323
00:10:29,920 --> 00:10:34,120
And it's like, oh, my God, what
did you think was going to happen?

324
00:10:34,120 --> 00:10:35,640
Why do you think you made X amount
of money?

325
00:10:35,640 --> 00:10:36,740
What's this magic pill you're
looking for?

326
00:10:36,740 --> 00:10:38,820
What's the shortcut you're looking
for?

327
00:10:38,820 --> 00:10:42,140
What's the thing you're going to
do that's going to bring in

328
00:10:42,140 --> 00:10:44,620
predictable revenue, sustainable
growth, organic leads, because

329
00:10:44,620 --> 00:10:46,000
leads solves all problems.

330
00:10:46,000 --> 00:10:47,920
We talked about this on another

331
00:10:48,120 --> 00:10:48,740
coaching call.

332
00:10:48,740 --> 00:10:49,880
Everyone's putting so much weight

333
00:10:49,880 --> 00:10:52,600
into so many files because it's
all they have.

334
00:10:52,600 --> 00:10:54,340
The pipeline's dry or not as full
as it should be.

335
00:10:54,340 --> 00:10:59,920
So you're putting so much pressure
on all these things and you end up

336
00:10:59,920 --> 00:11:03,640
actually grasping at straws and
working on files you should not be

337
00:11:03,640 --> 00:11:04,280
working on.

338
00:11:04,280 --> 00:11:06,180
And then you spin your wheels and

339
00:11:06,180 --> 00:11:09,700
you get frustrated and then it's
not your fault, it's someone

340
00:11:09,980 --> 00:11:10,600
else's.

341
00:11:10,600 --> 00:11:11,900
If you just put all that energy

342
00:11:12,140 --> 00:11:16,390
into building a brand on social to
the people you want to appeal to,

343
00:11:16,390 --> 00:11:16,890
problem solved.

344
00:11:16,890 --> 00:11:17,370
Problem solved.

345
00:11:17,510 --> 00:11:18,370
I'm living proof.

346
00:11:18,370 --> 00:11:19,790
I had no social.

347
00:11:19,790 --> 00:11:20,530
I have social.

348
00:11:20,530 --> 00:11:22,230
Most of the things I have right

349
00:11:22,230 --> 00:11:25,570
now are from this podcast and
social.

350
00:11:25,570 --> 00:11:29,290
If I was brokering, I would just
copy that.

351
00:11:29,290 --> 00:11:30,530
I've laid the blueprint out 18
times.

352
00:11:31,260 --> 00:11:34,800
It would be at minimum one reel a
day across the platforms, a

353
00:11:34,800 --> 00:11:36,820
YouTube channel, a podcast, short
form.

354
00:11:36,820 --> 00:11:38,180
I'd have VAs chopping and slicing
and dicing stuff.

355
00:11:38,340 --> 00:11:39,400
It'd be out there.

356
00:11:39,400 --> 00:11:40,980
And that would be one, two hours a

357
00:11:40,980 --> 00:11:42,540
day of what I would do.

358
00:11:42,540 --> 00:11:43,960
And then I would outsource my

359
00:11:43,960 --> 00:11:45,520
underwriting and fulfillment or
just fulfillment.

360
00:11:45,520 --> 00:11:46,160
I would do that.

361
00:11:46,160 --> 00:11:47,520
I would take the calls and

362
00:11:47,520 --> 00:11:51,020
eventually I would get someone
doing the calls and I would just

363
00:11:51,020 --> 00:11:52,340
be a brand that's building this
up.

364
00:11:52,340 --> 00:11:55,780
So I know that's a big plan, but
there's a version of that that's

365
00:11:55,780 --> 00:11:58,320
sitting there for everybody.

366
00:11:58,320 --> 00:12:01,210
So to sit there and go, this is

367
00:12:01,210 --> 00:12:01,550
hard.

368
00:12:01,970 --> 00:12:02,570
It's not hard.

369
00:12:02,570 --> 00:12:03,250
We choose our heart.

370
00:12:03,250 --> 00:12:04,070
I've mentioned that before.

371
00:12:04,070 --> 00:12:08,270
Someone told me that the other
day, it reminded me and I was

372
00:12:08,530 --> 00:12:09,750
like, oh, I love that.

373
00:12:09,750 --> 00:12:11,790
We choose our heart.

374
00:12:11,790 --> 00:12:16,470
You making videos on your phone
where you don't have to leave your

375
00:12:16,470 --> 00:12:16,850
house.

376
00:12:17,030 --> 00:12:18,890
Talking about stuff you're

377
00:12:19,070 --> 00:12:19,830
supposedly good at.

378
00:12:19,830 --> 00:12:20,910
You supposedly care about.

379
00:12:20,910 --> 00:12:22,690
You supposedly love doing.

380
00:12:22,690 --> 00:12:23,430
Being a mortgage broker.

381
00:12:23,430 --> 00:12:23,930
Helping people.

382
00:12:23,930 --> 00:12:25,030
Finding solutions.

383
00:12:25,030 --> 00:12:25,710
Showing them numbers.

384
00:12:25,710 --> 00:12:26,730
Talking them through scenarios.

385
00:12:26,730 --> 00:12:27,890
Holding their hands.

386
00:12:27,890 --> 00:12:28,210
Problem solving.

387
00:12:28,210 --> 00:12:32,730
This is all shit you supposedly,
and I'm using air quotes right

388
00:12:32,730 --> 00:12:33,630
now, you supposedly like doing.

389
00:12:33,630 --> 00:12:34,610
So show people that.

390
00:12:34,610 --> 00:12:35,290
Over and over and over.

391
00:12:35,290 --> 00:12:36,470
So just sit back and just the

392
00:12:36,470 --> 00:12:39,550
entitlement oozing out of you that
you could just come into this

393
00:12:39,550 --> 00:12:39,850
industry.

394
00:12:39,890 --> 00:12:41,510
The industry that I had blood,

395
00:12:41,510 --> 00:12:43,090
sweat and tears for.

396
00:12:43,090 --> 00:12:44,650
And still do.

397
00:12:44,650 --> 00:12:47,550
And come in and think you could
just recreate whatever this

398
00:12:48,730 --> 00:12:50,690
business thing is you want.

399
00:12:50,690 --> 00:12:53,070
A lot of people are, you're tying

400
00:12:53,070 --> 00:12:53,270
in like.

401
00:12:53,270 --> 00:12:54,030
online marketing and digital

402
00:12:54,030 --> 00:12:58,030
marketing and all the hustles you
see out there and make $10 ,000 a

403
00:12:58,030 --> 00:12:59,490
month passive income and this.

404
00:12:59,490 --> 00:12:59,910
You're like tying that in.

405
00:12:59,910 --> 00:13:02,710
It's blurring your vision about
this industry.

406
00:13:02,710 --> 00:13:05,990
This is the financial services
industry.

407
00:13:05,990 --> 00:13:08,570
You are a mortgage broker.

408
00:13:08,570 --> 00:13:10,270
You are licensed.

409
00:13:10,270 --> 00:13:16,290
You hold people's financial well
-being in the palm of your hand to

410
00:13:16,290 --> 00:13:16,950
some degree.

411
00:13:17,150 --> 00:13:18,390
This is big stuff.

412
00:13:18,390 --> 00:13:21,110
This isn't a hobby off the side of
your desk.

413
00:13:21,110 --> 00:13:22,590
This is real deal Holyfield stuff.

414
00:13:22,590 --> 00:13:25,850
So like act like it.

415
00:13:25,850 --> 00:13:30,930
And don't give me this, I'm part
-time, I'm working here between 10

416
00:13:30,930 --> 00:13:34,590
to 1, and I got here, and I got
the kid, and then the thing, and

417
00:13:35,430 --> 00:13:39,590
the thing, and I come over here,
and I go, but you're not.

418
00:13:39,590 --> 00:13:41,890
You're not a true professional
then.

419
00:13:41,890 --> 00:13:45,790
And the whole thing, the keys to
the castle, I told you, I'm

420
00:13:46,010 --> 00:13:47,030
getting into it here.

421
00:13:47,030 --> 00:13:49,990
This is like, I'm hoping, I

422
00:13:49,990 --> 00:13:51,130
actually don't care.

423
00:13:51,130 --> 00:13:53,050
This is going to offend some

424
00:13:53,050 --> 00:13:53,230
people.

425
00:13:53,230 --> 00:13:54,090
It is what it is.

426
00:13:54,090 --> 00:13:54,510
Whatever.

427
00:13:54,510 --> 00:13:55,570
Like, I don't know.

428
00:13:55,570 --> 00:13:56,450
I can't coddle everybody.

429
00:13:56,450 --> 00:13:59,430
And I sit here and go, like, the

430
00:13:59,430 --> 00:14:01,870
keys to the castle are right
there.

431
00:14:01,870 --> 00:14:04,170
They're right there and it's
social.

432
00:14:04,170 --> 00:14:08,290
And the ones who have leaned into
it, that I know, that have not

433
00:14:08,290 --> 00:14:09,450
stopped and have leaned into it.

434
00:14:09,450 --> 00:14:11,150
Ah, it's working.

435
00:14:11,150 --> 00:14:11,750
Go figure.

436
00:14:11,910 --> 00:14:12,770
No, shut the front door.

437
00:14:12,770 --> 00:14:13,110
It's working.

438
00:14:13,110 --> 00:14:15,750
So you do that and then you do

439
00:14:15,750 --> 00:14:16,150
stories.

440
00:14:16,930 --> 00:14:20,470
You do a reel a day and you do

441
00:14:20,470 --> 00:14:23,670
three stories a day and you do 10
opens where you open the people

442
00:14:23,670 --> 00:14:25,010
that are focusing on your content.

443
00:14:25,010 --> 00:14:26,570
You say thank you to all your new

444
00:14:26,590 --> 00:14:28,430
followers and you ask if they have
a mortgage question.

445
00:14:28,430 --> 00:14:32,530
and an email market to people, and
you ask for email addresses, you

446
00:14:32,830 --> 00:14:35,890
know, and you mind your database,
you do all that stuff, and it

447
00:14:35,890 --> 00:14:36,370
works?
What the hell?

448
00:14:36,370 --> 00:14:37,190
That's crazy talent.

449
00:14:37,470 --> 00:14:37,930
Go figure.

450
00:14:37,930 --> 00:14:38,690
Some people know what they're
talking about.

451
00:14:38,690 --> 00:14:41,690
But back to the social, like, at
what point, at what point does it

452
00:14:41,790 --> 00:14:44,490
take you waking up and just
realizing, like, what are the

453
00:14:44,630 --> 00:14:46,330
other options?
This is where I want you to start,

454
00:14:47,460 --> 00:14:48,760
like, playing around your head.

455
00:14:48,760 --> 00:14:50,280
This podcast is brought to you by

456
00:14:50,280 --> 00:14:50,880
Pustachio Latte.

457
00:14:51,420 --> 00:14:54,640
At what point do you like, what

458
00:14:54,640 --> 00:14:57,620
are the other options?
That's the conversation I always

459
00:14:57,840 --> 00:14:58,060
have.

460
00:14:58,060 --> 00:15:01,980
So if you don't want to do that

461
00:15:02,320 --> 00:15:05,160
because I don't like social,
whatever, I don't care what the

462
00:15:05,160 --> 00:15:05,480
reason is.

463
00:15:05,480 --> 00:15:06,260
You don't want to do it.

464
00:15:06,260 --> 00:15:07,880
What are the other options?
What are we doing?

465
00:15:07,880 --> 00:15:11,180
Are you going to go back to the
things I put on the whiteboard?

466
00:15:11,180 --> 00:15:12,040
The 2009 things?
Because those will work.

467
00:15:12,040 --> 00:15:12,760
You don't get leverage.

468
00:15:12,760 --> 00:15:13,380
You're out pounding the pavement.

469
00:15:13,380 --> 00:15:15,870
You're out putting yourself in
situations for rejection that.

470
00:15:16,030 --> 00:15:18,950
Just if you can't even go on
social, I don't know how you can

471
00:15:19,190 --> 00:15:19,270
do that.

472
00:15:19,270 --> 00:15:20,370
But it's like, then pick one.

473
00:15:20,670 --> 00:15:22,850
Then go do that.

474
00:15:22,850 --> 00:15:25,410
Build that business, the referral

475
00:15:25,410 --> 00:15:25,670
network.

476
00:15:25,670 --> 00:15:27,830
But you could build a referral

477
00:15:27,830 --> 00:15:28,630
network business through social.

478
00:15:28,850 --> 00:15:31,010
But I'm not saying you have to do

479
00:15:31,010 --> 00:15:31,130
social.

480
00:15:31,130 --> 00:15:33,070
Then go do the 2009 stuff.

481
00:15:33,070 --> 00:15:34,970
It still works.

482
00:15:34,970 --> 00:15:35,630
It will work.

483
00:15:35,630 --> 00:15:36,710
But you're not.

484
00:15:36,710 --> 00:15:37,210
You're not doing it.

485
00:15:37,210 --> 00:15:37,970
You're half -assing it.

486
00:15:37,970 --> 00:15:39,470
You're doing one video once in a

487
00:15:39,470 --> 00:15:44,070
while, two in a while, three in a
while.

488
00:15:44,070 --> 00:15:48,570
Are your videos better now than
they were three months ago?

489
00:15:48,570 --> 00:15:49,410
No, why not?
Why not?

490
00:15:49,530 --> 00:15:52,550
Back in the day, I would role play
my discovery call.

491
00:15:52,550 --> 00:15:53,630
I'd break it down.

492
00:15:53,850 --> 00:15:54,410
I'd script it out.

493
00:15:54,410 --> 00:15:54,850
I'd record it.

494
00:15:54,850 --> 00:15:55,470
I'd do it on my friends.

495
00:15:55,650 --> 00:15:57,070
I'd do it on colleagues.

496
00:15:57,330 --> 00:15:59,010
I'd do it on realtors.

497
00:15:59,010 --> 00:15:59,710
I'd do it in the household.

498
00:15:59,710 --> 00:16:00,530
I remember sitting in the shower,

499
00:16:00,530 --> 00:16:02,850
like just running through my
discovery call.

500
00:16:02,850 --> 00:16:06,650
Was my discovery call better 90
days later?

501
00:16:06,650 --> 00:16:07,530
100%, without a doubt.

502
00:16:08,670 --> 00:16:10,750
It was a very good discovery call.

503
00:16:10,750 --> 00:16:13,200
But I put a lot of work in.

504
00:16:13,200 --> 00:16:13,780
Much like social.

505
00:16:13,780 --> 00:16:15,600
My social now is better than it
was before.

506
00:16:15,600 --> 00:16:16,500
I'm just more comfortable on
camera.

507
00:16:17,080 --> 00:16:18,340
I've got the reps in.

508
00:16:18,340 --> 00:16:21,140
Picking up a camera and turning it

509
00:16:21,140 --> 00:16:22,600
on before seemed like a big task.

510
00:16:22,600 --> 00:16:25,820
I was like, oh God, do I really

511
00:16:25,820 --> 00:16:27,540
want to do this?
I don't.

512
00:16:27,540 --> 00:16:28,560
I really don't.

513
00:16:28,860 --> 00:16:31,360
But then someone told me, Ryan,

514
00:16:32,220 --> 00:16:35,260
everything you want is on the
other side of you turning the

515
00:16:35,630 --> 00:16:37,970
camera on and pressing click and
the I don't give a fuck muscle.

516
00:16:38,130 --> 00:16:38,690
Just work that up.

517
00:16:39,030 --> 00:16:40,190
I don't give a fuck.

518
00:16:40,190 --> 00:16:40,470
Boom, post.

519
00:16:40,470 --> 00:16:40,810
Boom, post.

520
00:16:40,810 --> 00:16:45,290
Everything you see of me on
social, if you follow me on

521
00:16:45,410 --> 00:16:47,990
Instagram or anywhere, 90 % of
that stuff, I don't want to post.

522
00:16:47,990 --> 00:16:48,690
I want to tweak.

523
00:16:48,690 --> 00:16:49,770
I want to make it better.

524
00:16:49,770 --> 00:16:51,010
I want to make the visual better.

525
00:16:51,110 --> 00:16:52,550
I want to put the hook better.

526
00:16:52,550 --> 00:16:54,550
And it's like, gah, gah, gah, gah,
gah.

527
00:16:54,550 --> 00:16:56,070
And I'm like, nope, I don't give a
fuck.

528
00:16:56,070 --> 00:16:56,390
Post.

529
00:16:56,390 --> 00:16:58,050
Let the chips fall where they

530
00:16:58,050 --> 00:16:58,310
fall.

531
00:16:58,310 --> 00:17:00,270
Let my people find me.

532
00:17:00,270 --> 00:17:03,270
Let the other people opt out
because they don't like my energy,

533
00:17:03,270 --> 00:17:03,630
my vibe, whatever.

534
00:17:03,630 --> 00:17:04,609
I don't care.

535
00:17:04,609 --> 00:17:05,730
I really don't care.

536
00:17:05,730 --> 00:17:08,790
And when I worked that muscle up,

537
00:17:08,790 --> 00:17:12,290
I was like, ah, and then I
realized everything I want in life

538
00:17:12,290 --> 00:17:14,750
is on the other side of that
camera and pressing post, pressing

539
00:17:14,750 --> 00:17:14,990
record.

540
00:17:14,990 --> 00:17:16,829
And I was like, wow.

541
00:17:16,829 --> 00:17:18,990
So I will, that's a trade -off
I'll make all day long.

542
00:17:18,990 --> 00:17:22,490
If I want to go build whatever I
want to build and I realized the

543
00:17:22,490 --> 00:17:23,930
fastest, quickest, most reliable
way is through social media.

544
00:17:23,930 --> 00:17:26,849
That's an easy trade -off for me
to make.

545
00:17:26,849 --> 00:17:29,140
I'm going to go do it all day
long.

546
00:17:29,140 --> 00:17:29,480
So now, now.

547
00:17:29,480 --> 00:17:31,640
My goal is becoming the best

548
00:17:31,640 --> 00:17:32,220
version of that.

549
00:17:32,220 --> 00:17:32,940
So now I learn.

550
00:17:32,940 --> 00:17:36,480
I don't really script a lot, but
it's like learn how to script,

551
00:17:36,480 --> 00:17:38,120
learn how to hooks, what
platforms, hold myself

552
00:17:38,120 --> 00:17:38,240
accountable.

553
00:17:38,240 --> 00:17:39,400
Then I get into that, but now that

554
00:17:39,400 --> 00:17:40,620
becomes just a pillar of my
business.

555
00:17:40,780 --> 00:17:41,220
It's a foundational piece in my
brand.

556
00:17:41,220 --> 00:17:43,500
And if I'm brokering, it's a
foundational piece in my business.

557
00:17:43,500 --> 00:17:45,080
So it has to be treated as such.

558
00:17:45,400 --> 00:17:47,700
There should be money spent on it,

559
00:17:47,700 --> 00:17:49,700
much like we spend money on
offices.

560
00:17:49,920 --> 00:17:52,440
And you spend money on commuting
and go train tickets and parking

561
00:17:52,440 --> 00:17:55,360
and lunches out and all that shit.

562
00:17:55,480 --> 00:17:57,720
It's part of the business.

563
00:17:57,720 --> 00:17:58,560
Much like every business has
expenses.

564
00:17:58,560 --> 00:18:00,260
Well, you should go towards
building your brand.

565
00:18:00,260 --> 00:18:02,820
Like, do you not think?
If you're not spending $500 ,000 a

566
00:18:02,820 --> 00:18:08,440
month on social stuff, I don't
know what to tell you.

567
00:18:08,440 --> 00:18:10,560
I don't know what to tell you.

568
00:18:10,720 --> 00:18:12,020
It tells me you're not going all

569
00:18:12,020 --> 00:18:13,100
in on this.

570
00:18:13,100 --> 00:18:14,140
It tells me you don't believe.

571
00:18:14,140 --> 00:18:15,800
There should be a version of what
you're spending.

572
00:18:15,800 --> 00:18:21,360
If someone editing, if someone AI
software, you have to do something

573
00:18:21,360 --> 00:18:22,900
or someone posting your stuff and
maybe it was a couple hundred

574
00:18:22,900 --> 00:18:23,040
bucks.

575
00:18:23,040 --> 00:18:25,740
You need to like, there's money

576
00:18:25,900 --> 00:18:27,520
allocated to this.

577
00:18:27,520 --> 00:18:29,060
It's the lifeline of your

578
00:18:29,060 --> 00:18:29,280
business.

579
00:18:29,280 --> 00:18:31,640
So it just intrigues me so much

580
00:18:31,640 --> 00:18:34,960
that, and this is where I love
how, I love to have this

581
00:18:34,960 --> 00:18:35,500
discussion with someone.

582
00:18:35,680 --> 00:18:36,320
Why not?

583
00:18:36,460 --> 00:18:38,060
What are the options?
Content or conversations?

584
00:18:38,060 --> 00:18:38,560
That's it.

585
00:18:38,680 --> 00:18:39,540
There's no other way.

586
00:18:39,540 --> 00:18:41,180
Paid ads, content, conversation.

587
00:18:41,180 --> 00:18:41,620
That's it.

588
00:18:41,820 --> 00:18:43,440
Those are the three ways.

589
00:18:43,440 --> 00:18:46,100
Not a lot of people are doing paid

590
00:18:46,100 --> 00:18:46,440
ads.

591
00:18:46,440 --> 00:18:48,340
So that's content and

592
00:18:48,460 --> 00:18:48,900
conversations.

593
00:18:48,900 --> 00:18:49,820
I keep going back to that.

594
00:18:49,820 --> 00:18:54,040
And so it was just interesting
when I mapped this out, it hit me

595
00:18:54,040 --> 00:18:58,940
because I had a call with two
agents who were not on my team.

596
00:18:58,940 --> 00:19:03,200
We got into it and it was just the
way that they were talking about

597
00:19:03,200 --> 00:19:07,500
their business is like, to me, it
was a punch in the gut.

598
00:19:07,500 --> 00:19:12,160
Being in the industry for so long,
I feel like I've helped bring this

599
00:19:12,160 --> 00:19:14,440
industry along in my own little
way.

600
00:19:14,440 --> 00:19:16,600
And I've been a part of it and
I've seen it.

601
00:19:16,600 --> 00:19:19,540
And then for you to come into this
industry and feel like that's what

602
00:19:19,540 --> 00:19:23,120
you're going to do and that's the
output you want, the expectations

603
00:19:23,120 --> 00:19:23,820
were so unrealistic.

604
00:19:24,380 --> 00:19:25,460
It was crazy.

605
00:19:25,700 --> 00:19:28,180
I went days without seeing my
girlfriend, fiance at the time,

606
00:19:28,180 --> 00:19:29,900
then eventually I went days.

607
00:19:29,900 --> 00:19:30,500
It was a sacrifice.

608
00:19:30,500 --> 00:19:31,540
Like, what's the sacrifice you're
making?

609
00:19:31,540 --> 00:19:32,960
What is the sacrifice?
I don't know.

610
00:19:32,960 --> 00:19:35,300
And are you throwing yourself into
social media?

611
00:19:35,460 --> 00:19:39,320
And if you don't believe that, you
have to believe in something.

612
00:19:39,320 --> 00:19:40,800
Because if you believe in nothing,
you'll fall for anything.

613
00:19:40,800 --> 00:19:47,980
So what do you believe in?
And this is I to map this out.

614
00:19:47,980 --> 00:19:51,420
What do I believe?
I believe, and it all boils down

615
00:19:51,420 --> 00:19:53,820
to, I want really good
relationships with people because

616
00:19:53,820 --> 00:19:54,360
that will refer business in.

617
00:19:54,360 --> 00:19:56,680
How am I going to go get those

618
00:19:56,680 --> 00:19:57,900
relationships?
Well, I'm going to reach out.

619
00:19:57,900 --> 00:20:00,340
How am I going to reach out and
build trust really quick?

620
00:20:00,340 --> 00:20:02,720
Well, I'm going to build social.

621
00:20:02,720 --> 00:20:03,780
People will watch that and then

622
00:20:03,780 --> 00:20:06,400
I'll reach out and then eventually
they'll reach out to me and then

623
00:20:06,400 --> 00:20:09,540
I'll feel if there's a contact
there and then I'll have good

624
00:20:09,660 --> 00:20:10,320
relationships and business will
come flowing in.

625
00:20:10,320 --> 00:20:13,700
So I decided to put a massive
priority on social media with an

626
00:20:13,700 --> 00:20:15,460
investment of time, energy, and
money.

627
00:20:15,460 --> 00:20:17,460
But I had to make sacrifices,
right?

628
00:20:17,460 --> 00:20:18,980
So I cut off other things.

629
00:20:18,980 --> 00:20:20,610
I devoted money to it and I

630
00:20:20,610 --> 00:20:23,490
devoted time outside of business
hours to learning the craft,

631
00:20:23,490 --> 00:20:24,270
learning things.

632
00:20:24,270 --> 00:20:25,650
People are like, Ryan, can you

633
00:20:25,650 --> 00:20:27,930
teach me how to green screen?
You too.

634
00:20:27,930 --> 00:20:36,290
What do you mean I teach you?
I can, but like YouTube, I learned

635
00:20:36,290 --> 00:20:40,510
in like 60 second video, like a
year and a bit ago.

636
00:20:40,510 --> 00:20:41,370
Like it's there.

637
00:20:41,670 --> 00:20:43,550
Everything you want in the

638
00:20:43,550 --> 00:20:47,680
universe is all within a couple
button clicks from you.

639
00:20:47,680 --> 00:20:47,920
Everything.

640
00:20:47,920 --> 00:20:48,740
Just sitting there.

641
00:20:48,740 --> 00:20:49,400
Access to knowledge.

642
00:20:49,500 --> 00:20:50,620
This is where I go once again, the

643
00:20:50,620 --> 00:20:50,740
entitlement.

644
00:20:50,740 --> 00:20:52,980
I'm like, we had none of this

645
00:20:52,980 --> 00:20:53,740
knowledge back then.

646
00:20:53,740 --> 00:20:55,760
We were just figuring it out.

647
00:20:55,760 --> 00:20:57,380
And right now you can make your
argument.

648
00:20:57,380 --> 00:20:58,200
There's too much information.

649
00:20:58,320 --> 00:20:59,060
So that's hard, Ryan.

650
00:20:59,220 --> 00:20:59,900
That's not hard.

651
00:20:59,900 --> 00:21:00,820
Let's choose our words right.

652
00:21:01,000 --> 00:21:03,980
Okay, so then I tell you, who do
you already know?

653
00:21:03,980 --> 00:21:06,400
Or who do you trust that has this
figured out?

654
00:21:06,400 --> 00:21:08,180
We all know if you don't, that
becomes your thing.

655
00:21:08,340 --> 00:21:08,840
Remember, it's who not how.

656
00:21:08,840 --> 00:21:09,860
So who's already got some version

657
00:21:09,860 --> 00:21:11,020
of what you want?
Go figure that out.

658
00:21:11,350 --> 00:21:12,510
Now it cuts through the noise.

659
00:21:12,510 --> 00:21:13,950
You don't have to go out there and

660
00:21:13,950 --> 00:21:15,030
search around all these things.

661
00:21:15,030 --> 00:21:16,130
You just go there.

662
00:21:16,130 --> 00:21:18,430
When you need a specific question,
then you go to YouTube.

663
00:21:18,430 --> 00:21:20,290
Or then you go to ChatGPT.

664
00:21:20,290 --> 00:21:21,570
Or then you go to whoever you

665
00:21:21,570 --> 00:21:22,270
trust, your mentor.

666
00:21:22,270 --> 00:21:25,030
Or then you go over here.

667
00:21:25,030 --> 00:21:29,470
But there's people all around you
that have these things.

668
00:21:29,570 --> 00:21:32,650
And the keys to the castle with
this full -page ad at no cost,

669
00:21:32,650 --> 00:21:37,170
zero freaking cost to get started
on all this, is sitting right in

670
00:21:37,550 --> 00:21:37,910
front of you.

671
00:21:37,970 --> 00:21:38,750
And so then it comes into your

672
00:21:38,750 --> 00:21:38,950
insecurities.

673
00:21:38,950 --> 00:21:41,790
That's why you're not doing it.

674
00:21:41,790 --> 00:21:44,230
Okay, well, insecurities costing
you a lot of freaking money, a lot

675
00:21:44,230 --> 00:21:46,830
of opportunity, and your family is
suffering.

676
00:21:46,830 --> 00:21:50,890
If any of you remember this
podcast, we did this a long time

677
00:21:50,890 --> 00:21:51,070
ago.

678
00:21:51,070 --> 00:21:52,990
This podcast brought to you by

679
00:21:52,990 --> 00:21:53,730
Pistachio Lata.

680
00:21:53,730 --> 00:21:58,430
We did this a long time ago and I

681
00:21:58,430 --> 00:21:59,590
forget the gentleman's name.

682
00:21:59,590 --> 00:22:01,030
He was interviewed and I talked to

683
00:22:01,030 --> 00:22:04,030
him after this and he's like, I
was not going to tell my kids that

684
00:22:04,030 --> 00:22:07,150
they could not, that we had to
sell our home because dad didn't

685
00:22:07,150 --> 00:22:10,970
want to make a call, a cold call.

686
00:22:11,110 --> 00:22:13,170
And it's kind of the same thing.

687
00:22:13,170 --> 00:22:17,610
There's no way I'm looking my kids
in the eye or my spouse in the eye

688
00:22:17,610 --> 00:22:22,070
and I'm going to say, we can't go
on that vacation or you can't play

689
00:22:22,550 --> 00:22:26,870
that sport or that sport because
dad doesn't want to put himself on

690
00:22:26,870 --> 00:22:28,810
Instagram or LinkedIn or whatever.

691
00:22:28,810 --> 00:22:31,050
Dad doesn't want to record a

692
00:22:31,050 --> 00:22:31,170
video.

693
00:22:31,170 --> 00:22:32,350
Dad doesn't want to spend one hour

694
00:22:32,350 --> 00:22:33,630
a day doing this, this, this,
this.

695
00:22:33,630 --> 00:22:34,610
So, yeah, sorry, guys.

696
00:22:34,610 --> 00:22:35,570
We're going to, dad's going to

697
00:22:35,570 --> 00:22:37,630
figure out some other option that
no one else is doing.

698
00:22:37,630 --> 00:22:40,090
It's funny saying that out loud
because there's so many people do

699
00:22:40,090 --> 00:22:40,390
it.

700
00:22:40,610 --> 00:22:41,230
It's so normalized now.

701
00:22:41,230 --> 00:22:43,230
Like just get over yourself now.

702
00:22:43,230 --> 00:22:45,930
This is me telling you to like

703
00:22:45,930 --> 00:22:48,610
just jump the fuck into the social
media water and it's never too

704
00:22:48,610 --> 00:22:49,030
late.

705
00:22:49,230 --> 00:22:51,870
Even five years from now it won't

706
00:22:51,870 --> 00:22:53,650
be too late.

707
00:22:53,650 --> 00:22:55,730
But I'm like your quality of life

708
00:22:55,730 --> 00:22:58,930
for the next five years won't be
as great as it could be.

709
00:22:58,930 --> 00:23:01,150
But it's like jump in now.

710
00:23:01,150 --> 00:23:03,150
Like I don't know how many other

711
00:23:03,150 --> 00:23:04,230
ways to say it.

712
00:23:04,230 --> 00:23:06,840
Or then present me with a plan.

713
00:23:06,840 --> 00:23:08,880
What's your other plan?
And usually the plan, because

714
00:23:08,880 --> 00:23:11,920
people have done this, it's
dancing around the fact that they

715
00:23:13,680 --> 00:23:15,360
don't want to be judged and that
there is rejection.

716
00:23:15,360 --> 00:23:17,660
Well, that's just sales and being
an entrepreneur.

717
00:23:17,660 --> 00:23:20,620
So if you don't, if that's going
to stop you, then you might as

718
00:23:20,620 --> 00:23:22,940
well just peace out, go get a
salary job or become an

719
00:23:22,940 --> 00:23:23,480
underwriter for someone.

720
00:23:23,480 --> 00:23:24,360
Let's go do that.

721
00:23:24,360 --> 00:23:25,320
You need rejection, right?
You need that.

722
00:23:25,520 --> 00:23:27,080
That's coming no matter what we do
here.

723
00:23:27,080 --> 00:23:29,380
So I wanted to share this.

724
00:23:29,380 --> 00:23:30,700
This went a little longer than I

725
00:23:30,700 --> 00:23:31,540
was hoping, but I apologize.

726
00:23:31,540 --> 00:23:32,840
So are you going to broker like

727
00:23:32,840 --> 00:23:35,500
it's 2009 or are you going to
broker like it's 2026?

728
00:23:35,500 --> 00:23:38,300
Who are you?
What are you doing?

729
00:23:38,300 --> 00:23:41,940
What's your identity?
What are you hanging your hat on?

730
00:23:41,940 --> 00:23:45,840
What are you saying when you wake
up and you go, this week, I'm

731
00:23:45,840 --> 00:23:47,200
going to crush my social media.

732
00:23:47,200 --> 00:23:51,200
I'm going to build my brand.

733
00:23:51,260 --> 00:23:54,580
I'm going to put out a video a
day, three stories a day, 10 opens

734
00:23:54,580 --> 00:23:54,940
a day.

735
00:23:54,940 --> 00:23:58,500
Like that right there is the

736
00:23:58,500 --> 00:23:59,800
blueprint for a very nice
business.

737
00:23:59,800 --> 00:24:01,640
And it just keeps going and going
and going.

738
00:24:01,640 --> 00:24:03,180
And I've seen it happen.

739
00:24:03,180 --> 00:24:05,340
It's happening all around me.

740
00:24:05,340 --> 00:24:08,360
I have a front row seat to many,
many people that where this is

741
00:24:08,360 --> 00:24:11,160
just like, oh, and they're like,
yeah, you're right.

742
00:24:11,160 --> 00:24:11,720
Yeah, I'm making money now.

743
00:24:11,720 --> 00:24:13,560
Yeah, you're right.

744
00:24:13,560 --> 00:24:14,780
Oh, I like going to work now.

745
00:24:14,780 --> 00:24:15,680
Yeah, I just needed an

746
00:24:15,680 --> 00:24:15,780
environment.

747
00:24:15,780 --> 00:24:16,240
I needed help.

748
00:24:16,240 --> 00:24:16,580
I needed support.

749
00:24:17,740 --> 00:24:18,600
Yeah, I'm doing it.

750
00:24:18,600 --> 00:24:20,180
It's like, ah, there you go.

751
00:24:20,180 --> 00:24:20,920
So what's your plan?

752
00:24:20,920 --> 00:24:22,900
What the fuck is your plan?
That's what I'm asking.

753
00:24:22,900 --> 00:24:26,540
Act as if I'm that other person
that you have to answer to in your

754
00:24:26,800 --> 00:24:29,500
life and they're coming at you
going, okay, don't see the money.

755
00:24:29,500 --> 00:24:30,780
You don't seem happy.

756
00:24:30,780 --> 00:24:34,420
So why are we doing this?

757
00:24:34,420 --> 00:24:37,240
Like, what are we doing here?
It's kind of like my kids.

758
00:24:37,240 --> 00:24:38,260
I'd be like, oh, shut that shit
down.

759
00:24:38,260 --> 00:24:42,520
Like, if you're not, if I have to
get you out of bed to go play

760
00:24:42,860 --> 00:24:47,700
sports, if I have to get you out
of bed at six in the morning, drag

761
00:24:47,700 --> 00:24:50,420
your ass out to go soccer practice
before school, no bueno.

762
00:24:50,540 --> 00:24:50,980
We're not doing this.

763
00:24:50,980 --> 00:24:51,640
If I have to.

764
00:24:51,640 --> 00:24:56,320
tell you to go try your hardest
and try and don't stop trying.

765
00:24:56,320 --> 00:24:57,720
We're not doing this.

766
00:24:57,720 --> 00:24:59,940
Like it takes two to tango here.

767
00:24:59,940 --> 00:25:02,780
So like, what are you doing?
Why aren't you leaving it all on

768
00:25:02,780 --> 00:25:05,960
the floor, on the court, on the
whatever, the field?

769
00:25:05,960 --> 00:25:08,240
Like, what are you doing?
Like at some point you just have

770
00:25:08,240 --> 00:25:10,840
to look in the mirror and go, what
am I doing?

771
00:25:11,000 --> 00:25:11,340
And I'm just here.

772
00:25:11,340 --> 00:25:12,420
Eventually you always have to

773
00:25:12,560 --> 00:25:14,220
trust or believe in somebody or
something.

774
00:25:14,220 --> 00:25:16,980
And I'm here saying social will
solve, lead solve all your

775
00:25:16,980 --> 00:25:18,080
problems in your business.

776
00:25:18,510 --> 00:25:18,950
They solve.

777
00:25:18,950 --> 00:25:20,310
majority of your problems.

778
00:25:20,310 --> 00:25:21,450
More leads, more leads, more

779
00:25:21,450 --> 00:25:21,630
leads.

780
00:25:21,630 --> 00:25:22,870
It hides weaknesses in your

781
00:25:22,870 --> 00:25:24,090
business because you'll never
solve all the weaknesses.

782
00:25:24,090 --> 00:25:26,810
It masks them though, right?
If your client journey sucks,

783
00:25:26,810 --> 00:25:27,150
doesn't matter.

784
00:25:27,270 --> 00:25:29,190
If that client doesn't return,

785
00:25:29,390 --> 00:25:29,870
doesn't matter.

786
00:25:30,050 --> 00:25:32,570
If you're not a great broker and

787
00:25:32,570 --> 00:25:33,390
gave bad advice, doesn't matter.

788
00:25:33,390 --> 00:25:34,450
Because if you have a hundred

789
00:25:34,450 --> 00:25:37,130
leads coming in the pipeline that
week or that month, those problems

790
00:25:37,130 --> 00:25:37,470
go away.

791
00:25:37,610 --> 00:25:39,270
You get more swings.

792
00:25:39,270 --> 00:25:42,170
You get more swings in the batting
cage.

793
00:25:42,170 --> 00:25:43,670
You get more opportunity.

794
00:25:43,670 --> 00:25:45,840
I'm not saying that's the great

795
00:25:45,840 --> 00:25:48,540
way to do it, but I go, if you
just solve that one problem, it

796
00:25:48,540 --> 00:25:49,980
solves 10 other problems of yours.

797
00:25:49,980 --> 00:25:52,020
You don't need all this other

798
00:25:52,220 --> 00:25:52,960
stuff going along.

799
00:25:52,960 --> 00:25:56,580
If you had it, it'd be great and

800
00:25:56,660 --> 00:25:58,220
it'll help you, but you don't need
it.

801
00:25:58,220 --> 00:25:59,140
You want it, but you don't need
it.

802
00:25:59,220 --> 00:26:01,680
More leads, more leads, more leads
will always win.

803
00:26:01,680 --> 00:26:03,140
So what are you doing?
How are you going to go get more

804
00:26:03,140 --> 00:26:04,960
leads?
And why aren't you doing it?

805
00:26:04,960 --> 00:26:06,440
Like these are real questions you
should be asking yourself.

806
00:26:06,440 --> 00:26:08,640
Like seriously, like you have one
life to live here.

807
00:26:08,640 --> 00:26:10,440
You have one thing.

808
00:26:10,720 --> 00:26:12,560
You have people relying on you.

809
00:26:12,560 --> 00:26:14,140
You want to do other things in
life.

810
00:26:14,140 --> 00:26:15,880
You thought you'd be further
along.

811
00:26:15,880 --> 00:26:19,580
You have all these hopes and
dreams and aspirations and blah,

812
00:26:19,580 --> 00:26:19,760
blah.

813
00:26:19,760 --> 00:26:21,280
And like, so why?

814
00:26:21,280 --> 00:26:24,680
What is stopping you?
The social is the gateway to all

815
00:26:24,680 --> 00:26:24,980
of that.

816
00:26:24,980 --> 00:26:25,740
All of it.

817
00:26:25,740 --> 00:26:28,400
Just coming from someone who's
experiencing it right now.

818
00:26:28,460 --> 00:26:28,980
living it live.

819
00:26:28,980 --> 00:26:29,300
Okay.

820
00:26:29,840 --> 00:26:30,480
That's it, kids.

821
00:26:30,480 --> 00:26:31,340
I'm going to finish this latte.

822
00:26:31,340 --> 00:26:32,100
Get it extra hot, by the way.

823
00:26:32,100 --> 00:26:33,660
That's a little hack for you.

824
00:26:33,780 --> 00:26:35,600
That's your, maybe that's more
important than the mortgage act.

825
00:26:35,600 --> 00:26:37,280
Get your lattes extra hot.

826
00:26:37,280 --> 00:26:38,480
They last longer.

827
00:26:38,480 --> 00:26:38,980
Go figure.

828
00:26:39,180 --> 00:26:40,200
And they have decaf.

829
00:26:40,200 --> 00:26:40,800
That's it, kids.

830
00:26:40,800 --> 00:26:42,420
Much love.

831
00:26:42,420 --> 00:26:43,950
I appreciate the support.

832
00:26:43,950 --> 00:26:46,730
Catch you next week.

833
00:26:46,730 --> 00:26:47,470
Peace out.

834
00:26:47,470 --> 00:26:47,910
네.