292: This Might Be the Most Important Episode I've Ever Recorded

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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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Hang on.

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All right.

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Welcome to Mortgage Game Podcast.

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West Coast whiteboard while here

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coming to you from the Dodge Ram
studio.

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It is 5 .06 a .m.

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And you're like, Ryan, oh my

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goodness, what are you doing?
I woke up at threesome today and I

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was just like lying there in bed
going, oh man, I need, this is

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something that's been bothering me
for a while.

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I need to talk about it.

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So here we are.

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So first one is Starbucks,
Americano sitting here.

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This podcast is going to be
brought to you by Americano quite

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a few times.

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Yeah, so let's get into it.

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So what kept me up at night?
Well, being a coach, being a

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mentor, being a parent, there's
certain things I see.

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I just see things through my way,
right or wrong, I see things.

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And I can't understand why other
people...

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Not that I can't understand,
understand why other people...

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Not that I can't understand, but a
big challenge or frustration

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anytime you're a coach, a mentor,
a parent is you're like, how can

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they not see that?
Like I'm seeing it to me.

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It's like crystal clear.

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It's like that stop sign is red.

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Do you not think it's red?
Why did you not stop?

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It's like it's did you didn't
think it was a stop sign?

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Is it like it's sitting right
there?

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Tell me you're thinking because
that's where and I'm being.

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quite literally, and going, and so
I go, ah, so I've just been, this

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has been an ongoing thing for me.

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I'm like, why don't people do the

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thing when it's right there?
And then it just hit me.

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And it's stuff I've thought about
before, but I haven't been able to

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articulate.

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And that's what this podcast is

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about.

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This could be actually the most

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important podcast I've done.

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Maybe not.

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I don't know.

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I don't know if that's just a good

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hook.

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That's not the intention of this,

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but I'm like, this literally
could.

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And it's about rewiring your
operating system on your business

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and maybe just you personally.

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And this is what just hit me.

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And it's like, people don't
believe.

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They don't believe that the stop
sign's red.

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Or they don't believe it's a stop
sign.

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Or they don't believe they should
have to stop.

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They're better than anyone else.

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Playing in that example I gave

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you.

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The stop sign.

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The stop sign's red.

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It's right there.

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You stop.

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You carry on.

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You look.

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You go.

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Do you believe you're above the
law?

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That's why you don't stop.

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If you just not believe that's the

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color red, you think it's more of
a purple.

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Do you think it's not a stop sign?
Like that type of energy.

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And I'm like, whoa, people don't
believe.

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So let me give you some examples.

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I promise this will be worth it.

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You will have takeaways here
because I've had my own takeaways

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from understanding this.

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And this might be like, this is a

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deeper one.

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This isn't like click this button,

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drag over here, and there you go.

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You have a drip campaign.

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Like that's not what this is.

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But this could be the most

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important podcast you listen to.

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Or maybe not.

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But soon to find out.

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So let me put this in perspective.

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Let's just say you're Catholic.

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And I'm not a religious guy.

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I believe in something.

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But I'm not here to talk about

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religion and debate it.

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But it's not up for debate.

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For me, I just believe.

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Like this is if I was Catholic.

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I believe there's a God.

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I believe in my religion.

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Like it's not for debate.

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So then my daily routine happens.

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And it's like, well, do I pray?
Do I not pray?

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Like, are you thinking about that?
No, you just do what you're going

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to do.

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Do I go to church or not church?

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Should I go to that church?
No, you just go to church.

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What should I wear at church?
Like it takes, it strips away the

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overthinking.

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If I just have these belief

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systems in my personal, in my
business life, and then I just do.

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And a lot of us are in this no man
land where you get so caught up in

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the weeds that you forget what you
actually believe in.

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So I personally believe that you
should be, the world needs more

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kindness.

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It's something I believe.

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I could be right or wrong.

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That does not matter.

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Your beliefs, if you're right or
wrong, does not matter because if

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you believe it, it's all you know.

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And so your actions just follow

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and it makes it less complicated
your day to day.

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I'm a super simple guy.

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Things come to me and like my

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decisions in a day are so
simplified because I just lean

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into what I believe in in my
business.

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or in my life personally.

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So if I believe that I should be

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kind, I believe the world needs
more of that.

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We're being divided in that.

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And more than ever, kindness wins.

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I don't wake up and go, how can I
be kind today?

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I'm just kind.

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And I'll bring us into the

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business world.

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But I'm just kind.

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I show up by smile.

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I say, thank you.

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Or maybe ask a question here or
there that no one else's.

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I hold a door.

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I do that.

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I do like.

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And that just spreads.

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But I'm not sitting there.

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No one's judging my kindness

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either.

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If I'm going to go help someone

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and I go buy them a coffee because
they're cold and they're on the

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street and I'm going to go buy you
and that's my kindness for the day

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or one of the things I do, no
one's sitting there going, wow,

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why didn't he buy that person a
latte?

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Why didn't he buy a coffee?
That's not happening.

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It's just, oh, that person's kind.

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And then I feel like I'm kind and

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I'm just leaning into my beliefs.

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It's like, what do you believe to

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be true?
I believe to be true if you're

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kind.

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you'll win.

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Maybe not in the moment, but
someone else wins in the moment.

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And there's a ripple effect.

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So I believe that the mortgage

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brokerage model is broken, right
or wrong.

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I believe it's broken.

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So when people ask, and someone

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did this yesterday, and they say,
Ryan, what's the plan with Team

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Wiley?
I go, I don't know.

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But I'm going to, I believe it's
broken.

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I believe there are crazy fucking
contracts people are signed into

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and locked into.

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I believe broker owners brokerages

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and networks keep using the word
value, value, value.

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We have value and it's literally
not value anymore.

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It's maybe 10, 15 years ago.

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I believe the culture isn't where

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it should be in certain places.

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I believe leadership isn't as

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engaged as they should be.

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I believe that transparency is not

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where it needs to be with
commission and comp and all the

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backhand deals and all this stuff.

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I could go into it, but I'm not

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going to go into it and you could
debate me on each of those.

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I'm not going to because that's
not the battle I'm fighting is

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explaining to you why it's broken
and trying to convince you.

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My belief system is it's broken.

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So then my actions every day go

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towards how do I fix what I
believe to be true?

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I believe it's broken.

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How do I fix that?

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That's my belief system.

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You can't convince me otherwise.

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You can't change my religion.

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You can't change how I'm going to

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treat people.

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I believe in certain things.

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Right.

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And so you're a mortgage broker

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and you feel like you believe and
this is what I believe.

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I believe that mortgage building a
brand is something that no one can

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take away from you.

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I feel like it makes your business

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run smoother.

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I believe it creates more

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opportunities.

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You build trust, more doors open.

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I believe if you build a brand.

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So if I believe you build a brand,

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how we get there is sort of
irrelevant because I'm going to

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get there.

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But a lot of you get caught up in,

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okay, social and what's the hook?
How do I record?

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Oh, it comes in my calendar, my
scripting day, my recording day,

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or in the moment I need to do it,
but I don't do it.

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It's because you don't believe.

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It's like you get so caught up,

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you're in no man's land of
overthinking every situation.

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It's holding you back from
actually completing the belief.

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From executing on the thing that
is... how you're hardwired.

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So you're obviously not hardwired
to think that.

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It might be someone else's belief
system you believe in, and it's

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not yours.

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So if you fundamentally believe

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that your mortgage business, for
it to exist and thrive and

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prosper, and you to help the
families, you know, if you believe

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you need a brand to do that, then
you'll figure it out.

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How you get there, well, you'll
start putting pieces in place, but

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you'll wake up.

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And when you catch yourself in the

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moment going, holy shit, I've
spent an hour and a half and I

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haven't sent out a reel and I
haven't done this or that.

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My brand's no better today than it
was this morning I woke up.

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Just press the fucking button,
record and put it out.

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And then you'll start stacking on
things on that.

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Oh, now I'm just going to make
that video a little bit better.

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I'm going to do this because I'm
building a brand and a brand is a

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journey.

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A journey of just do it, show

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people, be vulnerable, work on it
as I go.

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But a lot of you get caught up in
this other thing and then you

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don't have it posted.

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And now you've done three videos

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in a week, which is just not going
to move the needle anywhere in

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anything you do in life.

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And then you're sitting there and

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you're like, it's social media
doesn't work.

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And it's so much work and it's
hard because you don't believe.

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00:08:53,240 --> 00:08:56,320
Because if you believe in that
God, you would show up, you would

258
00:08:56,320 --> 00:09:00,980
worship, you would do all the
things that God's telling you to

259
00:09:01,320 --> 00:09:02,420
do.

260
00:09:02,420 --> 00:09:03,900
I'm not going down a religious

261
00:09:03,900 --> 00:09:04,000
thing.

262
00:09:04,000 --> 00:09:05,040
I'm the last person to do that.

263
00:09:05,040 --> 00:09:06,160
So don't be like, Ryan, don't do
that.

264
00:09:06,160 --> 00:09:07,100
I'm not doing it.

265
00:09:07,100 --> 00:09:07,860
I'm not doing it.

266
00:09:07,860 --> 00:09:08,200
Okay.

267
00:09:08,200 --> 00:09:09,180
But I'm just giving you examples.

268
00:09:09,180 --> 00:09:12,860
If I believe you are what you eat,
which I do, then I don't need to

269
00:09:12,860 --> 00:09:15,060
track micros and macros and
numbers and have apps tell me what

270
00:09:15,160 --> 00:09:19,120
to do and wear a ring and a watch
and stuff and the thing.

271
00:09:19,120 --> 00:09:23,140
I just know if I do this and this
and this, this works.

272
00:09:23,140 --> 00:09:24,420
I don't need all that stuff.

273
00:09:24,420 --> 00:09:26,390
But a lot of people get so caught

274
00:09:26,390 --> 00:09:27,110
up and they do.

275
00:09:27,110 --> 00:09:28,730
And I'm giving you another example

276
00:09:28,730 --> 00:09:31,050
in the personal side where they're
tracking the micros and all of a

277
00:09:31,050 --> 00:09:33,890
sudden you've got nine things to
enter in an app every day.

278
00:09:33,890 --> 00:09:36,370
And I'm not saying this is wrong.

279
00:09:36,370 --> 00:09:38,470
It's going, this is how I operate.

280
00:09:38,690 --> 00:09:41,650
And they're boom, boom, boom.

281
00:09:41,650 --> 00:09:44,370
Before you know it, it seems like

282
00:09:44,370 --> 00:09:45,090
a job now.

283
00:09:45,090 --> 00:09:46,090
And before you know it, they're

284
00:09:46,090 --> 00:09:48,110
trying to fit certain amounts of
foods in certain size containers

285
00:09:48,270 --> 00:09:48,950
with color codes.

286
00:09:48,950 --> 00:09:50,710
And all of a sudden it's just

287
00:09:50,710 --> 00:09:54,310
like, ah, it is so big.

288
00:09:54,310 --> 00:09:55,990
And you've got, you're worrying

289
00:09:55,990 --> 00:09:58,490
about the hook and you're worrying
about the editing and you're

290
00:09:58,570 --> 00:09:58,810
worrying about that.

291
00:09:58,810 --> 00:09:59,690
And you're worrying about the

292
00:09:59,690 --> 00:10:01,770
exact food and the exact portion,
the exact thing.

293
00:10:01,770 --> 00:10:03,210
And it's just dook, dook, dook,
dook, dook.

294
00:10:03,210 --> 00:10:05,650
And it's all day long and it never
stops in every area of your life.

295
00:10:05,650 --> 00:10:09,290
It's like, if you just believe you
are what you eat, then that's

296
00:10:09,350 --> 00:10:10,570
going to help you make decisions
in the moment.

297
00:10:10,570 --> 00:10:13,150
where you don't have to be
tracking all the time, where you

298
00:10:13,150 --> 00:10:15,490
get decision fatigue and where it
slows you down on actually

299
00:10:15,490 --> 00:10:16,590
executing on the thing.

300
00:10:16,590 --> 00:10:17,310
When you're about to order French

301
00:10:17,370 --> 00:10:22,070
fries, if you are what you eat and
you believe that and you want to

302
00:10:22,070 --> 00:10:24,950
live a healthy lifestyle, you just
go, nope, I'm going to have a

303
00:10:24,950 --> 00:10:25,170
salad.

304
00:10:25,170 --> 00:10:27,530
And then you can go deeper if you

305
00:10:27,690 --> 00:10:27,750
want.

306
00:10:27,750 --> 00:10:29,850
If you want to deke out on, you

307
00:10:29,870 --> 00:10:32,690
can go, oh, what type of salad and
what's the macros on you?

308
00:10:32,690 --> 00:10:33,010
Sure.

309
00:10:33,010 --> 00:10:35,670
But in the moment, this is how I

310
00:10:35,670 --> 00:10:36,990
operate personally and just keeps
my life simplified.

311
00:10:37,010 --> 00:10:40,350
I can just go, ah, nope, not going
to do that.

312
00:10:40,350 --> 00:10:42,060
I'll go do this.

313
00:10:42,060 --> 00:10:43,140
Because that falls in line with my

314
00:10:43,220 --> 00:10:43,320
belief system.

315
00:10:43,320 --> 00:10:45,020
And so a lot of you have this

316
00:10:45,020 --> 00:10:46,720
mortgage business and you're
sitting here and you're

317
00:10:46,900 --> 00:10:47,280
floundering away.

318
00:10:47,280 --> 00:10:48,520
And so you've got automation is

319
00:10:48,520 --> 00:10:49,360
such a sexy word right now.

320
00:10:49,360 --> 00:10:50,900
And it's out, man, it's just

321
00:10:50,900 --> 00:10:51,460
getting pummeled with people.

322
00:10:51,460 --> 00:10:53,040
We did a coaching call yesterday

323
00:10:53,040 --> 00:10:54,640
and I see a lot of agents doing
this.

324
00:10:54,640 --> 00:10:56,160
I see agents where you've got, you
used to get documents.

325
00:10:56,160 --> 00:10:57,620
Now I'm going in the weeds here on
your business.

326
00:10:57,620 --> 00:11:01,900
You see a documents through email
and you go back and forth and that

327
00:11:02,080 --> 00:11:02,200
worked.

328
00:11:02,200 --> 00:11:03,840
And now you've got Finmo, for

329
00:11:03,840 --> 00:11:04,000
example.

330
00:11:04,000 --> 00:11:05,420
which my opinion is the best

331
00:11:05,420 --> 00:11:06,360
platform out there for submission.

332
00:11:06,360 --> 00:11:06,740
So there you go.

333
00:11:06,820 --> 00:11:08,620
They didn't pay me to say that
either.

334
00:11:08,620 --> 00:11:10,160
I don't get paid for that stuff.

335
00:11:10,160 --> 00:11:11,660
And so I think you should use that

336
00:11:11,660 --> 00:11:13,400
to go get the documents.

337
00:11:13,400 --> 00:11:17,820
I think it's a great experience.

338
00:11:17,820 --> 00:11:20,820
But if I'm just relying on
everything over here and I'm going

339
00:11:20,820 --> 00:11:22,860
to throw all my eggs in this
basket of automation, automation,

340
00:11:22,860 --> 00:11:23,920
automation, go, go, go here.

341
00:11:23,920 --> 00:11:25,020
I'm missing the mark because I

342
00:11:25,020 --> 00:11:26,820
also believe that an amazing
client journey.

343
00:11:26,820 --> 00:11:29,780
If I create that and I have the
least amount of friction points,

344
00:11:29,780 --> 00:11:30,800
I'm going to win.

345
00:11:30,800 --> 00:11:32,900
And so there's a world where a lot

346
00:11:32,900 --> 00:11:35,000
of brokers used to get docs from
email and some still do.

347
00:11:35,000 --> 00:11:38,380
And there's a world where some
brokers went all in on a Finmo

348
00:11:38,380 --> 00:11:38,800
type thing.

349
00:11:38,800 --> 00:11:39,960
And then I believe there's a

350
00:11:40,020 --> 00:11:40,300
middle world.

351
00:11:40,300 --> 00:11:42,420
The middle world is we use that

352
00:11:42,420 --> 00:11:42,800
platform for that.

353
00:11:42,800 --> 00:11:44,520
But then I have, and it's fine.

354
00:11:44,520 --> 00:11:46,000
We had a coaching call yesterday.

355
00:11:46,000 --> 00:11:47,540
It was hilarious with a high

356
00:11:47,540 --> 00:11:48,200
producing team.

357
00:11:48,200 --> 00:11:51,320
And we went, we broke this all

358
00:11:51,320 --> 00:11:51,860
down.

359
00:11:51,860 --> 00:11:53,020
We figured this out.

360
00:11:53,020 --> 00:11:53,580
But I have someone.

361
00:11:53,580 --> 00:11:55,060
hold the hand of the person, it's

362
00:11:55,200 --> 00:11:58,540
the broker or not the broker, and
check in and make sure they

363
00:11:58,540 --> 00:12:03,090
understand what they need, let
them know, but push them back to

364
00:12:03,090 --> 00:12:04,270
hear, oh, you're going to email
that.

365
00:12:04,270 --> 00:12:04,730
That's okay.

366
00:12:04,730 --> 00:12:07,030
We'll take that now, but please

367
00:12:07,030 --> 00:12:08,010
use the portal.

368
00:12:08,010 --> 00:12:08,690
It's a secure portal.

369
00:12:08,690 --> 00:12:09,610
And you go back here.

370
00:12:09,610 --> 00:12:11,330
So there's like a model where I'm

371
00:12:11,490 --> 00:12:13,490
not leaning in on everything
automated because I think an

372
00:12:13,490 --> 00:12:16,150
automated experience for clients,
I believe they don't want that

373
00:12:16,150 --> 00:12:17,370
because I don't want that.

374
00:12:17,550 --> 00:12:19,530
I believe that I still want a

375
00:12:19,530 --> 00:12:21,090
human being to be involved.

376
00:12:21,090 --> 00:12:22,430
But I believe technology and AI

377
00:12:22,430 --> 00:12:24,430
can help do things faster and
reduce some friction.

378
00:12:24,430 --> 00:12:26,650
But I also think it creates more
friction in other areas.

379
00:12:26,650 --> 00:12:31,780
So what's the model where we can
do both and still come out ahead

380
00:12:31,780 --> 00:12:33,600
and win?
I don't believe getting docs

381
00:12:33,600 --> 00:12:35,700
through Evo is the way to do it
anymore.

382
00:12:35,700 --> 00:12:38,260
I believe something like Finmo,
but I believe it needs some

383
00:12:38,260 --> 00:12:39,560
handholding and some concierge
service around it.

384
00:12:39,560 --> 00:12:40,880
And you get the best of both
worlds.

385
00:12:40,940 --> 00:12:42,900
Am I right or wrong?
To me, it doesn't matter.

386
00:12:42,900 --> 00:12:43,640
It's what I believe.

387
00:12:43,640 --> 00:12:44,520
I believe an amazing client

388
00:12:44,520 --> 00:12:46,260
journey in your mortgage business
will pay dividends forever.

389
00:12:46,260 --> 00:12:47,920
I believe you should have some
tech.

390
00:12:47,920 --> 00:12:50,400
I think I believe you should have
some automation.

391
00:12:50,400 --> 00:12:51,280
Not all.

392
00:12:51,280 --> 00:12:53,500
I don't like talking to chatbots.

393
00:12:53,500 --> 00:12:55,820
I don't like talking to many
chats.

394
00:12:55,820 --> 00:12:58,100
I don't like talking to AI agents
on phone calls.

395
00:12:58,100 --> 00:12:59,900
It's like, fuck that.

396
00:12:59,900 --> 00:13:01,300
I don't want that.

397
00:13:01,300 --> 00:13:02,080
Other people do.

398
00:13:02,080 --> 00:13:02,520
Sure.

399
00:13:02,520 --> 00:13:04,820
I believe people don't want that.

400
00:13:04,820 --> 00:13:06,020
I believe a great client

401
00:13:06,020 --> 00:13:08,460
experience with some handholding
from real human beings.

402
00:13:08,460 --> 00:13:09,360
I can build that model.

403
00:13:09,360 --> 00:13:11,320
It's in the budget.

404
00:13:11,320 --> 00:13:11,680
It works.

405
00:13:11,680 --> 00:13:13,020
I'm going to do that.

406
00:13:13,020 --> 00:13:14,840
So that's what I build around.

407
00:13:14,840 --> 00:13:15,820
So I'm not trying to automate

408
00:13:15,820 --> 00:13:17,020
everything in my business.

409
00:13:17,200 --> 00:13:18,840
I'm trying to find a hybrid where

410
00:13:18,840 --> 00:13:21,640
I have some manual follow -ups and
some automated follow -ups and

411
00:13:21,640 --> 00:13:21,940
touch points.

412
00:13:21,940 --> 00:13:24,260
And I'm trying to find that

413
00:13:24,440 --> 00:13:25,860
relationship because that's what I
believe.

414
00:13:26,360 --> 00:13:30,230
If you believe automation is what
it is, I'm not here to rewire your

415
00:13:30,230 --> 00:13:31,470
belief system.

416
00:13:31,470 --> 00:13:33,770
And back to the brand.

417
00:13:33,770 --> 00:13:35,770
I truly believe you need a brand.

418
00:13:35,770 --> 00:13:38,090
I believe it'll be hard to exist

419
00:13:38,390 --> 00:13:40,730
if you don't have something.

420
00:13:40,730 --> 00:13:41,930
Am I wrong?

421
00:13:42,110 --> 00:13:43,070
I could be.

422
00:13:43,070 --> 00:13:44,210
Could be very wrong.

423
00:13:44,490 --> 00:13:47,870
But I have to like hang my hat on
something.

424
00:13:47,870 --> 00:13:55,200
I have to put my flag in the
ground and I have to go, this is

425
00:13:55,200 --> 00:13:57,040
who I am and what I believe and
build.

426
00:13:57,040 --> 00:13:59,600
And a lot of you aren't.

427
00:13:59,600 --> 00:14:01,100
You haven't figured out that

428
00:14:01,100 --> 00:14:01,280
piece.

429
00:14:01,280 --> 00:14:03,540
So you sit here and you listen to

430
00:14:03,680 --> 00:14:03,880
podcasts.

431
00:14:03,880 --> 00:14:05,280
and you listen to other coaching

432
00:14:05,280 --> 00:14:07,860
and courses and other ideas and
YouTube and everything, and you

433
00:14:07,860 --> 00:14:10,420
take on other people's beliefs and
you try to jam them into yours.

434
00:14:10,420 --> 00:14:15,060
Have you ever just sat back and
went, what do I believe to be true

435
00:14:15,060 --> 00:14:17,280
for your business?
I believe, this is me talking

436
00:14:17,280 --> 00:14:19,280
again, I believe you need email
marketing, non -negotiable.

437
00:14:19,280 --> 00:14:20,400
So figure it out.

438
00:14:20,400 --> 00:14:21,160
Go do it.

439
00:14:21,160 --> 00:14:27,490
And if I'm not doing it, Well,
then I'm like lying to myself.

440
00:14:27,490 --> 00:14:29,430
I'm like cheating on my beliefs.

441
00:14:29,430 --> 00:14:32,110
I'm like not like I'm over here

442
00:14:32,110 --> 00:14:35,550
going, well, then why didn't you
go email them?

443
00:14:35,550 --> 00:14:38,750
We email our clients 65 to 80
times a year.

444
00:14:38,750 --> 00:14:40,010
My belief system is that.

445
00:14:40,010 --> 00:14:42,010
Will I debate you on that?

446
00:14:42,010 --> 00:14:44,610
Oh, not when I would, because I
think you're wrong if you don't.

447
00:14:44,610 --> 00:14:46,270
But it's also not my job to
convince you.

448
00:14:46,490 --> 00:14:48,110
This is what I believe in.

449
00:14:48,230 --> 00:14:51,730
So then I'm going to go execute on

450
00:14:51,730 --> 00:14:52,210
my belief.

451
00:14:52,210 --> 00:14:54,090
So for those not doing it, you

452
00:14:54,090 --> 00:14:55,290
obviously don't believe that.

453
00:14:55,290 --> 00:14:58,070
But you have moments of time where

454
00:14:58,070 --> 00:15:01,150
you do because maybe you heard me
talk about it.

455
00:15:01,150 --> 00:15:02,270
And you're like, ah, yeah, he's
right.

456
00:15:02,270 --> 00:15:04,450
I should go do that.

457
00:15:04,450 --> 00:15:07,150
But then it comes to the day to

458
00:15:07,150 --> 00:15:11,530
execute on and put a plan in place
and a process so that you can

459
00:15:11,770 --> 00:15:14,570
actually fulfill that belief and
you don't do it.

460
00:15:15,570 --> 00:15:19,490
So then that tells me, well, shit,
you don't believe.

461
00:15:19,490 --> 00:15:20,270
You're just tricking yourself.

462
00:15:20,720 --> 00:15:22,280
But now you've wasted all this

463
00:15:22,280 --> 00:15:22,600
time.

464
00:15:22,820 --> 00:15:24,120
And that's the purpose of this

465
00:15:24,320 --> 00:15:24,400
podcast.

466
00:15:24,400 --> 00:15:26,000
Brought to you by Americana.

467
00:15:26,000 --> 00:15:29,740
I need a couple of these, so
you're going to have to.

468
00:15:29,740 --> 00:15:31,220
Don't edit this out either.

469
00:15:31,220 --> 00:15:33,780
This is, they need the marketing.

470
00:15:33,780 --> 00:15:34,600
Americano, good job.

471
00:15:34,820 --> 00:15:35,760
Great business you've built.

472
00:15:35,760 --> 00:15:37,020
Great brand you've built,
Americano.

473
00:15:37,020 --> 00:15:37,340
Really good.

474
00:15:37,340 --> 00:15:38,360
So that's the purpose of this

475
00:15:38,360 --> 00:15:40,100
podcast is to just point this out.

476
00:15:40,100 --> 00:15:41,500
And it might be like, ah, I'm

477
00:15:41,500 --> 00:15:42,680
trying to, like, what does John
Smith believe?

478
00:15:42,680 --> 00:15:46,080
I believe, I told you before, the
mortgage brokerage world is

479
00:15:46,080 --> 00:15:46,300
broken.

480
00:15:46,300 --> 00:15:47,540
I think it's broken.

481
00:15:47,540 --> 00:15:49,800
I think brokers are being let
down.

482
00:15:49,800 --> 00:15:51,000
Left, right and center.

483
00:15:51,000 --> 00:15:52,820
I believe it's a transactional

484
00:15:52,820 --> 00:15:54,260
relationship and some people are
filling around the bargain.

485
00:15:54,360 --> 00:15:55,320
Other people are.

486
00:15:55,320 --> 00:15:55,860
I believe there's awesome

487
00:15:55,860 --> 00:15:57,000
operators out there as well.

488
00:15:57,000 --> 00:15:58,720
But I believe there's a lot of

489
00:15:58,720 --> 00:16:01,320
people just skirting by, filling
their bank accounts on the backs

490
00:16:01,320 --> 00:16:01,740
of mortgage brokers.

491
00:16:01,740 --> 00:16:04,060
You could not change my opinion on

492
00:16:04,060 --> 00:16:04,200
that.

493
00:16:04,200 --> 00:16:05,100
It's my belief system.

494
00:16:05,100 --> 00:16:06,900
I can't unsee and unhear what I've
heard and seen.

495
00:16:06,900 --> 00:16:10,540
I've seen it play out and I'm
going to fix it in my own way.

496
00:16:10,540 --> 00:16:12,020
I believe that.

497
00:16:12,020 --> 00:16:14,020
And if you want to debate and

498
00:16:14,020 --> 00:16:14,980
argue it, how are we further
along?

499
00:16:14,980 --> 00:16:15,120
We're not.

500
00:16:15,120 --> 00:16:18,710
So why the fuck would I do that?

501
00:16:19,150 --> 00:16:25,190
Why am I going to get in the nitty
gritty of talking about the

502
00:16:25,190 --> 00:16:28,230
things?
I'm just going to go do the thing

503
00:16:28,230 --> 00:16:28,910
that I believe in.

504
00:16:28,910 --> 00:16:30,170
And then I slowly start building

505
00:16:31,390 --> 00:16:31,970
my thing.

506
00:16:31,970 --> 00:16:34,490
And then now it's medium build and

507
00:16:34,630 --> 00:16:36,150
then large build.

508
00:16:36,150 --> 00:16:41,750
And eventually you just have a

509
00:16:41,750 --> 00:16:44,870
thing that aligns with my belief
and hopefully helps a lot of

510
00:16:44,870 --> 00:16:45,370
mortgage brokers.

511
00:16:45,510 --> 00:16:46,410
So you can't change that.

512
00:16:46,410 --> 00:16:50,730
So what do you believe in your
mortgage business to be true?

513
00:16:50,730 --> 00:16:52,710
I believe email marketing.

514
00:16:52,710 --> 00:16:53,770
I believe building a brand.

515
00:16:53,970 --> 00:16:57,930
But a lot of you get caught up in
which platform do I do on my

516
00:16:57,930 --> 00:16:58,810
phone?
Do I do it here?

517
00:16:58,810 --> 00:17:02,290
What sort of text do I put?
Like you've lost sight of it.

518
00:17:02,290 --> 00:17:05,930
If you catch yourself in that and
you realize it's taken you out of

519
00:17:06,050 --> 00:17:07,750
actually doing the thing to
fulfill the belief.

520
00:17:07,750 --> 00:17:09,910
You have to question if you
actually believe, right?

521
00:17:09,910 --> 00:17:13,829
You're not sitting in your car on
a Sunday debating what type of gas

522
00:17:14,220 --> 00:17:16,040
to put in the vehicle to get to
church.

523
00:17:16,040 --> 00:17:17,720
You just fucking go to church.

524
00:17:18,260 --> 00:17:19,960
Look at that.

525
00:17:19,960 --> 00:17:22,140
I used to swear and church in the
same sentence.

526
00:17:22,140 --> 00:17:23,760
And I know I keep bringing it back
to religion.

527
00:17:23,760 --> 00:17:24,359
It's not.

528
00:17:24,359 --> 00:17:25,579
Like, you just have, trust me, I'm

529
00:17:25,579 --> 00:17:26,640
not like that guy.

530
00:17:26,640 --> 00:17:28,940
Matter of respect, you are.

531
00:17:28,940 --> 00:17:29,080
Cool.

532
00:17:29,080 --> 00:17:30,200
That's it.

533
00:17:30,200 --> 00:17:32,040
I'm not here to debate.

534
00:17:32,040 --> 00:17:33,920
I don't want to debate your

535
00:17:33,920 --> 00:17:34,200
politics.

536
00:17:34,200 --> 00:17:34,920
I don't care.

537
00:17:34,920 --> 00:17:35,720
Believe in whatever you believe
in.

538
00:17:35,720 --> 00:17:39,980
Love whoever you want to love.

539
00:17:39,980 --> 00:17:41,160
I don't care.

540
00:17:41,160 --> 00:17:41,820
Do your thing.

541
00:17:41,820 --> 00:17:46,090
I'm going to live in my world.

542
00:17:46,090 --> 00:17:48,470
But we get so caught up in
debating what other people are

543
00:17:48,610 --> 00:17:48,730
thinking.

544
00:17:48,730 --> 00:17:51,070
And we're trying to switch each

545
00:17:51,070 --> 00:17:52,330
other's opinions or validate ours.

546
00:17:52,330 --> 00:17:53,370
Or validate who you should love

547
00:17:53,370 --> 00:17:54,790
and who you shouldn't.

548
00:17:54,790 --> 00:17:55,870
Or validate the religion, who you

549
00:17:55,870 --> 00:17:57,250
should believe and who you
shouldn't.

550
00:17:57,250 --> 00:18:00,110
Or believe in this way of
business, that way of business.

551
00:18:00,110 --> 00:18:03,030
And all of a sudden, you have
nothing.

552
00:18:03,030 --> 00:18:04,330
nothing.

553
00:18:04,330 --> 00:18:06,610
Because you've spent so much time

554
00:18:06,610 --> 00:18:08,510
and energy out there.

555
00:18:08,510 --> 00:18:10,050
And nobody's better off.

556
00:18:10,050 --> 00:18:12,300
Stop bitching, start building.

557
00:18:12,300 --> 00:18:14,220
It's like, and this is why I tell

558
00:18:14,220 --> 00:18:18,340
the kids, and this is why we have
to recenter the kids.

559
00:18:18,340 --> 00:18:19,840
It's like control what we can
control.

560
00:18:19,840 --> 00:18:24,160
And I can control what I believe
in.

561
00:18:24,160 --> 00:18:26,240
And every day I wake up, I can
just control that.

562
00:18:26,240 --> 00:18:28,420
The world's going to be the world.

563
00:18:28,420 --> 00:18:29,380
Crazy shit's going to be crazy

564
00:18:29,380 --> 00:18:29,560
shit.

565
00:18:29,560 --> 00:18:30,500
AI's going to be AI.

566
00:18:30,600 --> 00:18:31,000
Stuff's going to happen.

567
00:18:31,000 --> 00:18:32,020
Industry stuff's going to happen.

568
00:18:32,020 --> 00:18:34,480
Interest rates, economy, politics.

569
00:18:34,500 --> 00:18:35,760
People are going to screw you over

570
00:18:35,760 --> 00:18:35,940
in business.

571
00:18:35,940 --> 00:18:37,260
Like all this stuff's going to

572
00:18:37,260 --> 00:18:37,460
happen.

573
00:18:37,460 --> 00:18:39,950
I don't, I can't worry about that.

574
00:18:39,950 --> 00:18:41,150
And nor should you.

575
00:18:41,150 --> 00:18:43,450
And so I believe in email

576
00:18:43,450 --> 00:18:44,810
marketing in your business.

577
00:18:44,810 --> 00:18:46,770
I believe a kick -ass client

578
00:18:46,770 --> 00:18:47,750
journey where you just care so
much.

579
00:18:47,750 --> 00:18:49,690
And that is one of your
superpowers.

580
00:18:49,690 --> 00:18:52,950
Some of you want automation built
in everywhere, don't really care

581
00:18:52,950 --> 00:18:53,490
as much.

582
00:18:53,490 --> 00:18:55,350
You're doing it just for money,

583
00:18:55,350 --> 00:18:56,190
which is awesome and cool.

584
00:18:56,190 --> 00:18:56,970
That's great.

585
00:18:56,970 --> 00:18:58,730
And you're just building a
business and it just happened to

586
00:18:58,730 --> 00:18:59,870
be, I don't care.

587
00:18:59,870 --> 00:19:00,290
That's cool.

588
00:19:00,290 --> 00:19:00,650
Give her.

589
00:19:00,710 --> 00:19:01,430
Go. Then go build.

590
00:19:01,670 --> 00:19:05,510
But let's not waste time talking
about stuff we can't change in

591
00:19:05,510 --> 00:19:06,290
other people's opinions.

592
00:19:06,290 --> 00:19:07,510
talking about stuff we can't

593
00:19:09,150 --> 00:19:12,110
change in other people's opinions.

594
00:19:12,110 --> 00:19:14,250
Let's just get to it.

595
00:19:14,410 --> 00:19:15,570
I believe database mining is a
critical part of your business.

596
00:19:15,570 --> 00:19:18,070
How many of you think you should
do email marketing, but you don't

597
00:19:18,070 --> 00:19:20,250
think you should do database
mining, but you don't.

598
00:19:20,250 --> 00:19:22,530
So then that tells me you don't
believe because you're not

599
00:19:22,530 --> 00:19:23,070
sticking to it.

600
00:19:23,070 --> 00:19:25,070
So that's what you need to fix.

601
00:19:25,070 --> 00:19:28,510
And that's what I want to talk
about today is I'd love you to

602
00:19:29,910 --> 00:19:30,490
just sit there.

603
00:19:30,490 --> 00:19:32,630
I never give you these exercises

604
00:19:32,870 --> 00:19:38,730
to do, but I'm like, imagine just
sitting there and going, what do I

605
00:19:38,890 --> 00:19:42,550
believe in my business?
Like, do I believe social media is

606
00:19:42,550 --> 00:19:44,790
important or am I just hearing
that?

607
00:19:44,790 --> 00:19:47,390
And I'm going to go build an
offline business, which you

608
00:19:47,390 --> 00:19:47,830
absolutely could.

609
00:19:48,250 --> 00:19:49,750
And I believe in joining

610
00:19:49,750 --> 00:19:50,530
networking groups.

611
00:19:50,530 --> 00:19:52,870
I believe in being known

612
00:19:52,870 --> 00:19:54,010
throughout the community.

613
00:19:54,010 --> 00:19:57,360
And I believe I can go build a

614
00:19:57,360 --> 00:20:01,280
very nice business over the next
10 years by being locally known

615
00:20:01,280 --> 00:20:02,340
and shaking hands, kissing babies.

616
00:20:02,440 --> 00:20:03,660
And everyone knows a lot.

617
00:20:03,780 --> 00:20:05,480
And I'm going to do that and
support.

618
00:20:05,480 --> 00:20:07,960
And I'm going to, I believe that
to be the case.

619
00:20:08,540 --> 00:20:15,180
Now, all of a sudden, you don't
need to go do social media because

620
00:20:15,180 --> 00:20:16,140
that's what you believe.

621
00:20:16,140 --> 00:20:17,240
So that's what you execute.

622
00:20:17,240 --> 00:20:16,820
You wake up and your world just
like simplify.

623
00:20:16,820 --> 00:20:17,660
There you go.

624
00:20:17,780 --> 00:20:19,360
I'm just going to do that.

625
00:20:19,360 --> 00:20:25,680
But if you truly, truly believe
that you need a brand on social

626
00:20:25,680 --> 00:20:29,200
media, then why the fuck are you
doing it?

627
00:20:29,360 --> 00:20:32,240
And why are you doing it once
every two days?

628
00:20:32,420 --> 00:20:34,740
And why are you like, why is that
not a priority?

629
00:20:34,740 --> 00:20:38,240
It's because you don't believe it
is right.

630
00:20:39,160 --> 00:20:41,080
This podcast is brought to you by
America.

631
00:20:41,240 --> 00:20:41,760
So. This was something.

632
00:20:41,760 --> 00:20:43,660
So I also believe I'm going to

633
00:20:43,660 --> 00:20:45,640
give you more of my belief system
here in this.

634
00:20:45,640 --> 00:20:47,400
So I do believe email marketing.

635
00:20:47,400 --> 00:20:48,880
I do believe database mining.

636
00:20:48,880 --> 00:20:50,240
I do believe you need a brand.

637
00:20:50,240 --> 00:20:52,780
And these are all the foundational

638
00:20:52,780 --> 00:20:54,440
pieces we keep talking about.

639
00:20:54,440 --> 00:20:56,980
I do believe that if you prospect,

640
00:20:56,980 --> 00:20:59,780
you have to prospect in our
industry, whatever that means for

641
00:20:59,780 --> 00:21:00,500
you.

642
00:21:00,500 --> 00:21:01,600
Is that opens?

643
00:21:01,600 --> 00:21:03,880
Is it like network?
Whatever it is.

644
00:21:03,880 --> 00:21:07,700
I believe that if you were to
start 20 conversations a day.

645
00:21:07,700 --> 00:21:12,260
For the rest of your career, you
will make as much money as you

646
00:21:12,260 --> 00:21:13,260
want to make.

647
00:21:13,260 --> 00:21:14,120
I believe that.

648
00:21:14,240 --> 00:21:16,840
And eventually you go wide on
those, you start wide on those

649
00:21:16,840 --> 00:21:17,780
conversations and eventually
they're very intentional.

650
00:21:17,780 --> 00:21:19,480
You start seeing who are the
pieces, the domino pieces, the

651
00:21:19,930 --> 00:21:20,530
leverage pieces, 20 conversations.

652
00:21:20,530 --> 00:21:21,350
It's quite spectacular if you do

653
00:21:21,350 --> 00:21:21,470
that.

654
00:21:21,470 --> 00:21:22,710
Now prove me wrong.

655
00:21:22,710 --> 00:21:24,910
Do you not believe that?
Is there ever a case in the

656
00:21:24,910 --> 00:21:28,990
history of the mortgage world
where someone has done 20 opens a

657
00:21:28,990 --> 00:21:30,250
day forever and not been
successful?

658
00:21:30,250 --> 00:21:33,950
No. Is there a case where, like,
show me that case.

659
00:21:33,950 --> 00:21:37,730
Now I'm getting into the, I'm
going to battle you on this, and

660
00:21:37,730 --> 00:21:40,930
this is just different from, hey,
we're not going to fight about

661
00:21:40,930 --> 00:21:42,370
this or talk about it or convince
me.

662
00:21:42,370 --> 00:21:46,310
I'm kind of going in that a little
bit now, just to prove a point.

663
00:21:46,310 --> 00:21:51,080
Now, there's no one that's done 20
opens a day and has never, has not

664
00:21:51,080 --> 00:21:51,120
worked.

665
00:21:51,120 --> 00:21:52,020
Because when did it not work?

666
00:21:52,020 --> 00:21:54,320
Like, are you telling me someone
did that for five years?

667
00:21:54,500 --> 00:21:55,820
And they did, that's 30 ,000
opens?

668
00:21:55,820 --> 00:21:57,220
20, not even 15, 5, 75, 7 ,500
opens?

669
00:21:57,220 --> 00:21:58,160
Whatever the number of shit.

670
00:21:58,160 --> 00:21:59,040
No, 6 ,000, yeah.

671
00:21:59,240 --> 00:22:02,300
20 a day, 300 days a year.

672
00:22:02,660 --> 00:22:05,060
Let's get 6 ,000 opens.

673
00:22:05,060 --> 00:22:06,960
30 ,000 opens.

674
00:22:06,960 --> 00:22:09,160
Are you telling me five years from

675
00:22:09,360 --> 00:22:11,400
now?
Someone would have started 30 ,000

676
00:22:11,400 --> 00:22:14,560
conversations with people and
wouldn't have an extremely

677
00:22:14,560 --> 00:22:16,980
successful business?
No. Now let's flip it.

678
00:22:17,520 --> 00:22:20,360
Someone not done 20 opens and not
had a successful business?

679
00:22:20,360 --> 00:22:20,640
Yeah.

680
00:22:20,640 --> 00:22:21,260
Most of you.

681
00:22:21,260 --> 00:22:26,140
So like that belief, I like poke a
hole in it.

682
00:22:26,140 --> 00:22:27,440
But so I believe in that.

683
00:22:27,440 --> 00:22:27,900
I truly believe.

684
00:22:27,900 --> 00:22:30,260
And that one I would argue on.

685
00:22:30,260 --> 00:22:31,760
But I'm not going to because it's

686
00:22:31,760 --> 00:22:33,700
a waste of my time.

687
00:22:33,700 --> 00:22:35,800
I'm just going to build things

688
00:22:35,800 --> 00:22:37,060
around what I believe in.

689
00:22:37,060 --> 00:22:40,170
I believe if you prospect, it's an

690
00:22:40,170 --> 00:22:41,390
important part of your business.

691
00:22:41,390 --> 00:22:42,410
So those who aren't prospecting,

692
00:22:42,410 --> 00:22:44,330
you're kind of going, I don't
believe.

693
00:22:44,330 --> 00:22:49,110
So it tells me a lot of you just
don't believe in anything.

694
00:22:49,110 --> 00:22:53,830
So then I sit back and I go, how
the hell can you go build this

695
00:22:53,830 --> 00:22:55,950
rock solid foundational business
that's supposed to support you and

696
00:22:55,950 --> 00:22:58,150
your family and give you the
quality of life that you want and

697
00:22:58,150 --> 00:23:00,010
change your life and do all these
awesome things?

698
00:23:00,010 --> 00:23:01,190
If you have no beliefs built in.

699
00:23:01,190 --> 00:23:03,750
And you're out there just winging

700
00:23:03,750 --> 00:23:05,310
it, dangling in the wind with all
these things.

701
00:23:05,310 --> 00:23:06,470
And you're always dabbling in
stuff.

702
00:23:06,470 --> 00:23:08,690
Like pick the two things.

703
00:23:08,690 --> 00:23:11,290
And wake up and just believe.

704
00:23:11,290 --> 00:23:11,850
And then execute.

705
00:23:11,850 --> 00:23:14,630
You can shift your belief system.

706
00:23:14,630 --> 00:23:19,870
When you have enough proof and
data that something's not working

707
00:23:20,070 --> 00:23:22,250
or not, then you can shift that,
sure.

708
00:23:22,250 --> 00:23:26,030
But at the core foundation of you
as a human being, as an

709
00:23:26,030 --> 00:23:28,630
entrepreneur building a business,
you have to believe in something.

710
00:23:28,770 --> 00:23:30,510
What are the things?
So this is the challenge.

711
00:23:30,910 --> 00:23:33,510
What do you believe in?
What is it?

712
00:23:33,510 --> 00:23:37,930
Like, do you kind of like, it
can't be a kind.

713
00:23:38,650 --> 00:23:44,410
It has to be like, so you have to
figure this out.

714
00:23:44,410 --> 00:23:46,550
This is really, really, really
important.

715
00:23:47,330 --> 00:23:51,350
And no one actually talks about
this.

716
00:23:51,350 --> 00:23:52,830
This kind of hit me in the face.

717
00:23:52,910 --> 00:23:54,390
So I was like, why aren't people

718
00:23:54,390 --> 00:23:56,610
doing the things?
I never really scream like that.

719
00:23:56,610 --> 00:23:58,530
It's in my head.

720
00:23:58,530 --> 00:23:59,530
No one can hear it because then I

721
00:23:59,530 --> 00:24:01,880
go, well, they're doing this and
they're going once again, they're

722
00:24:01,880 --> 00:24:04,160
going to church or they're eating
salad and chicken.

723
00:24:04,160 --> 00:24:07,220
Or they're treating people kindly
all the time and using manners a

724
00:24:07,360 --> 00:24:08,160
lot because they believe in that
stuff.

725
00:24:08,160 --> 00:24:09,660
And I'm like, oh, okay.

726
00:24:09,660 --> 00:24:11,320
So they just don't, let's look at

727
00:24:11,320 --> 00:24:13,260
it from a business perspective.

728
00:24:13,260 --> 00:24:13,440
perspective.

729
00:24:13,440 --> 00:24:13,880
They're not believing.

730
00:24:13,880 --> 00:24:15,940
So I know what I believe in.

731
00:24:15,940 --> 00:24:19,300
What do you believe in?
That's the question.

732
00:24:19,300 --> 00:24:22,820
And when you figure that out,
think how easy that becomes.

733
00:24:22,820 --> 00:24:23,360
that becomes.

734
00:24:23,360 --> 00:24:24,320
So let's leave it at this.

735
00:24:24,320 --> 00:24:26,240
the question and so hopefully
you've had no humble hopefully

736
00:24:26,280 --> 00:24:29,660
you're just sitting there going oh
my god ryan yeah you're so right

737
00:24:29,660 --> 00:24:32,560
or maybe i just reconfirm some
things maybe maybe you don't

738
00:24:32,660 --> 00:24:37,400
believe you need a brand to be
successful which means because a

739
00:24:38,800 --> 00:24:43,780
brand is building that social but
it could also be building a local

740
00:24:43,780 --> 00:24:47,560
brand but social media just should
make it easier but it comes with

741
00:24:47,560 --> 00:24:50,300
trade -offs comes with trade -offs
of your time and getting

742
00:24:50,520 --> 00:24:53,400
comfortable on camera learning how
to edit building a processor

743
00:24:53,400 --> 00:24:57,700
there's trade -offs So you might
go, I'm going to build a brand

744
00:24:57,700 --> 00:24:58,800
locally without social.

745
00:24:58,800 --> 00:24:59,740
Okay, then call it that.

746
00:24:59,740 --> 00:25:02,100
Because now you've stripped out
all the other emotional energy you

747
00:25:02,100 --> 00:25:04,760
have that was going towards
figuring that all out.

748
00:25:04,760 --> 00:25:05,880
Now you can stop comparing
yourself to others.

749
00:25:05,880 --> 00:25:08,100
And now you can stop watching
everyone else's content and going,

750
00:25:08,100 --> 00:25:09,580
I should do that.

751
00:25:09,580 --> 00:25:11,900
Then you can stop signing up for

752
00:25:11,900 --> 00:25:13,040
subscriptions that's going to
supposedly make you this magician

753
00:25:13,040 --> 00:25:13,460
on social media.

754
00:25:13,460 --> 00:25:15,220
You can stop worrying about AI and

755
00:25:15,220 --> 00:25:18,180
this stuff.

756
00:25:18,180 --> 00:25:19,880
And you can just focus on building

757
00:25:19,880 --> 00:25:21,080
a local business, a brand locally.

758
00:25:21,080 --> 00:25:21,980
then go do that.

759
00:25:21,980 --> 00:25:24,520
So now what's your, how do you
wake up and figure that out?

760
00:25:24,520 --> 00:25:29,100
That becomes what you solve, but
it's what you believe.

761
00:25:29,100 --> 00:25:32,220
So what are the things you believe
in?

762
00:25:32,220 --> 00:25:34,920
What are the true, what is true in
your world?

763
00:25:34,920 --> 00:25:39,640
And so I'm going to stop going in
circles now.

764
00:25:39,640 --> 00:25:40,300
You get it.

765
00:25:40,300 --> 00:25:40,640
Hopefully that helps.

766
00:25:40,640 --> 00:25:44,560
It's helped me reframe a lot of
things, especially with my

767
00:25:44,560 --> 00:25:44,720
coaching.

768
00:25:44,720 --> 00:25:47,760
Now I can come back in when I'm

769
00:25:47,760 --> 00:25:49,920
talking to agents and I can be
okay.

770
00:25:49,920 --> 00:25:53,400
I can use this framework and bring
it in.

771
00:25:52,240 --> 00:25:54,460
And it's like, whoa.

772
00:25:54,460 --> 00:25:56,760
And yeah, this is why I woke up at

773
00:25:56,760 --> 00:25:56,980
three.

774
00:25:56,980 --> 00:25:57,880
Anyways, that's it, kids.

775
00:25:57,880 --> 00:25:58,200
Much love.

776
00:25:58,200 --> 00:25:59,740
I appreciate the support and

777
00:25:59,740 --> 00:26:01,240
listening to this.

778
00:26:01,240 --> 00:26:03,120
If this resonated with you at all,

779
00:26:03,120 --> 00:26:08,160
maybe hit me up on Instagram with
a DM or if you have my cell phone

780
00:26:08,160 --> 00:26:11,600
or if you have access to me some
other way, do that.

781
00:26:11,600 --> 00:26:12,320
Just let me know.

782
00:26:12,320 --> 00:26:13,120
That's it, kids.

783
00:26:13,120 --> 00:26:14,580
Okay, peace out.