295: Why Most Brokers Fail on Instagram (And the Simple Fix)

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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, welcome to the Mortgage
Game Podcast.

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West Coast, no, Whiteboard Wiley.

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Yeah, I do Whiteboard more than

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anything else.

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Whiteboard Wiley, coming to you

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live from the Broncos.

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Man, we're just mixing all this

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up.

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Dodge Ram, I'm in my wife's

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Bronco, recording a podcast.

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Feels weird to say Ford.

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I'll get past it, okay?
Just so happens I'm here, but I'm

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at the beach.

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It's a Sunday morning.

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There's a five on the clock.

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I'm at the beach recording.

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Had someone asked me last week,
not ask me, but more just make a

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comment of like, how do you get up
so early?

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Like, oh, I just, I love my sleep
so much.

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And I'm like, yeah, you don't
think I like sleep?

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I love sleep.

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I do during the week.

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That's why I go to bed so early,
you know, because I wake up so

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early, but I love sleep too.

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But someone said to me many years

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ago was what if everything you
wanted in life, whatever that

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thing is.

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What if all you had to do is wake

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up at four and then you got
everything you wanted?

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And I was like, huh, it's so true.

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It's like you could say, oh, but

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it's hard.

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I just don't operate well in the

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morning.

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And you could insert any fucking

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excuse into that.

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But what if you just woke up at

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four every day?
Would your life be better, worse,

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the same?
Go try it for a week.

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Between four to six, four to
seven, a lot of stuff you can get

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done.

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By the time the world wakes up,

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I've got done what most people get
done in two days.

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So yeah, anything you want in life
is just wake up at four, wake up

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at five, whatever that is.

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It's just, it's one of those

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things, right?
That's just my mentality around

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it.

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And some people are the reverse

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side.

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They're like, oh, I'll just, I'll

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work until midnight or I'll work
until one or I'll do whatever.

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Mine's just the morning.

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That just happens to be it.

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But I'm like, huh, that's, so I
just made that shift.

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I was like, interesting.

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I started waking up earlier.

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And all of a sudden, my life got
better because I got so much more

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stuff done.

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My quality of life just improved.

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And that could be you hit the gym,
you go for your walk, you

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meditate, you get an hour before
emails blow up, you get an hour

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here, hour there, all the things.

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That to -do list, the never ending

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to -do list of stuff that you have
starts getting tackled if you just

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wake up early, right?
So then guess what?

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You can go to bed earlier, right?
There's a reason why during the

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week, A lot of times I'm in bed
with an eight on the clock because

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I'm waking up early.

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But what am I going to do?

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Am I going to stay up till 1030
and do what?

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What am I doing between nine and
1030 that's going to improve my

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quality of life?
I might in the moment just enjoy

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it because maybe I'm doing
whatever and watching TV or

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whatever the thing is you do.

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But when the dust settles on the

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month, on the year, my quality of
life is not better.

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My quality of life is better when
I wake up early.

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And this is for me.

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This isn't for everybody.

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But when I wake up early and I get
shit done.

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So there's no excuse.

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There's not enough hours in the

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day.

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Wake up earlier.

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And you just create a bunch more
hours.

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And just work on $30 ,000
problems.

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Not $3 problems.

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Right?

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I've mentioned this a lot on this
podcast.

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I have unlimited $3 problems that
are just dangling in the wind.

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They're just sitting there.

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And I see them.

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And I'm like, meh, whatever.

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Like I could go solve that in 17

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minutes.

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I could go solve that in 48

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minutes.

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I could address that, but I'm

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going to stay focused on the $30
,000 problems.

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Because if I solve that, the $3
problems don't matter, right?

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It just doesn't matter.

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So I've prioritized where I need

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to focus my energy on.

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And this is not what the podcast

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was about, by the way, but I'm
curious how many of you have.

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Or you just wake up and you're
drinking from a fire hose and

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you're always reacting every
single day.

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And you're just sitting there
solving all these little problems

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that don't move the needle in your
life.

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And you know that.

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You feel it.

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At the end of the day, you feel
like you got nothing done.

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We'll probably do a podcast on
this.

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And I've done it before, but I'll
do another one because I did a

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couple coaching calls last week on
this.

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But it was just around organizing
your calendar.

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And a lot of people's calendar,
you're just sitting there and you

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don't even know what your day is
going to look like.

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as a broker.

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You're just like, I know it's

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going to be a shit storm today,
but I don't know how, where, what

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angle, who's punched me in the
face today.

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I know I'm going to get punched a
lot.

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You can't get away from that too
much as a broker, but there's

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times where I can punch other
people.

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I want to go into my day knowing
who I'm punching.

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I've got four people I'm going to
punch today.

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And I'm going to go do that.

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And then I'm going to take the

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other punches from someone else.

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So it's like being proactive.

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I need to be proactive.

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I'm going to touch on this for a

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second, then we're going to move
on.

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But it's, you know, I'm going to
be proactive on the money -making

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tasks, the foundational pieces of
my business.

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So if Friday shows up, I look back
at my week and I know, ah, my

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business is worth more than it was
on Monday because I got my

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prospecting in.

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I got my opens in.

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I don't care who you're open.

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I got my opens in.

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Every day I did my thing.

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Whatever you're thinking, I got my

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prospecting in.

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My referral partners all know I

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love them.

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They all know I'm taking care of

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them.

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I've connected with all them on a

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human level, not just some
bullshit email I sent out saying,

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yeah, I'm connected.

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It's like I connected with my

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referral partners because they
feed me business.

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And that's a leverage, like a
lever point I can pull on.

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And I'm going to make sure they
know that.

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They feel the love.

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I've went out and started

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conversations with people all week
long.

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I was proactive in feeding my
business opportunities to succeed.

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Starting conversations.

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I started a bunch of

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conversations.

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No one can take that away from me.

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Just because an appraiser calls
you, I'm not going to answer that

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phone.

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I'm going to call them back after.

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Nothing is like hanging on the
moment.

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We put so much weight into these
things where people need our

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attention or we think they do in
the moment.

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And it's really just an excuse to
not have to do the other thing.

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Like fucking they can wait.

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The underwriters call me.

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I never get it.

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They can fucking wait.

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Everything can wait.

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Otherwise, my business doesn't get

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the outreach it needs.

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I'm not doing my prospecting.

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I'm not contacting my referral
partner.

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I'm not building my brand on
social media because I'm

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prioritizing someone else calling
me and me picking up the phone.

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Someone else emailing me and me
needing to respond in the moment.

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Block it out, kids.

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Wake up at five.

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Wake up at four.

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Wake up at six.

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Block it out.

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Tell people you're busy.

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Tell the family, don't talk to
dad.

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I'm working.

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I don't care what's going on.

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The house is on fire.

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Come get me.

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Everything else, leave me alone.

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I'm making money.

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I'm making it rain.

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Put on your headset.

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Keep the noise out.

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Don't look at your email.

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Turn your phone upside down.

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Do not disturb.

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My do not disturb is on my phone.

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24 -7.

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You call me?
I don't know you called me.

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I have to have my phone open to
see you're calling me.

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Is it annoying for other people?
I don't care.

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Whatever.

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It's for me.

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I need to stay focused.

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Big, big thing with everyone now

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is lack of focus.

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Like a bunch of three, four -year

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-olds running around.

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Like looking, oh, there's a bird.

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Oh, there's a piece of garbage.

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Oh, there's a soccer ball.

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Oh, there's a slide.

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Oh, there's some dirt.

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Oh, there's some like, and you're
just like, oh, like stay focused.

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Come on, man.

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That's just a five on the clock

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Sunday.

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I'm all jacked up already.

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This podcast is brought to you by
Americana.

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So I just want to talk about a
concept that something talk to

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kids about all the time.

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And so many of the things we talk

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to our kids about is so relevant
for us as mortgage brokers.

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It is.

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And I want to get into.

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We should have found, but I'm
going to like a light social

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blueprint on Instagram.

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Like how do you guys do?

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Oh, no, we won't.

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That's the title of the podcast.

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We'll get into the blueprint for
Instagram.

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I'm going to walk you through a
framework that's working for a ton

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of agents that execute what we
talk about and helps them get

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business from Instagram and
opportunities from Instagram.

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So I'm going to walk you through
that.

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But here's a concept.

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Talk with the kids all the time.

260
00:08:26,660 --> 00:08:28,430
And just something I've done in my
own life.

261
00:08:28,430 --> 00:08:29,170
It's like the love hard mentality.

262
00:08:29,170 --> 00:08:31,090
Like you need to love hard.

263
00:08:31,090 --> 00:08:32,270
You need to leave it on the field.

264
00:08:32,289 --> 00:08:33,230
My kids, they play competitive

265
00:08:33,230 --> 00:08:35,230
soccer and we get in there.

266
00:08:35,230 --> 00:08:38,150
When they lose, they come off and

267
00:08:38,150 --> 00:08:38,409
they're crying.

268
00:08:38,409 --> 00:08:40,070
And there's other kids that are

269
00:08:40,070 --> 00:08:42,330
like, and they're like on with
their day already.

270
00:08:42,330 --> 00:08:43,510
And my kids come off crying.

271
00:08:43,510 --> 00:08:45,750
And I fucking love it.

272
00:08:45,750 --> 00:08:47,750
Love every second of it.

273
00:08:47,750 --> 00:08:48,730
They come off and I'm like, yes.

274
00:08:48,730 --> 00:08:50,230
I want you to sit in that for a
bit.

275
00:08:50,230 --> 00:08:52,450
And this is for fun.

276
00:08:52,450 --> 00:08:52,590
100%.

277
00:08:52,590 --> 00:08:52,810
Get it.

278
00:08:52,810 --> 00:08:54,090
You're a kid.

279
00:08:54,090 --> 00:08:55,550
Have fun and all that.

280
00:08:55,750 --> 00:08:56,690
But I want you to sit in that.

281
00:08:56,690 --> 00:08:58,480
And I want you to sit in it.

282
00:08:58,600 --> 00:09:00,500
And then we're going to move on.

283
00:09:00,500 --> 00:09:01,340
And we're going to reflect.

284
00:09:01,420 --> 00:09:02,380
We're going to understand how you

285
00:09:02,740 --> 00:09:03,920
could have done something better.

286
00:09:03,920 --> 00:09:05,540
Let's talk about the positives you

287
00:09:05,540 --> 00:09:05,700
did.

288
00:09:05,700 --> 00:09:06,740
Seriously, let's celebrate that.

289
00:09:06,740 --> 00:09:08,760
Let's talk about in the game.

290
00:09:08,760 --> 00:09:12,080
I want you to leave it all on the

291
00:09:12,400 --> 00:09:12,900
fucking field.

292
00:09:12,900 --> 00:09:14,060
Every game, every practice, every

293
00:09:14,340 --> 00:09:17,440
time you're doing something, I
want you to leave it on the field.

294
00:09:17,440 --> 00:09:19,240
I want you to love hard.

295
00:09:19,360 --> 00:09:19,740
Empty the tank.

296
00:09:19,920 --> 00:09:20,620
That's what we say.

297
00:09:20,620 --> 00:09:21,280
Empty the tank.

298
00:09:21,280 --> 00:09:22,200
Did you empty the tank today?
Right?

299
00:09:22,480 --> 00:09:23,840
When you go to bed at night, And
you're washing your face and

300
00:09:23,840 --> 00:09:26,640
brushing your teeth and whatever
else you're doing, taking your

301
00:09:26,640 --> 00:09:27,500
makeup off, whatever you do.

302
00:09:27,500 --> 00:09:29,720
Can you look in the mirror and

303
00:09:29,720 --> 00:09:33,900
look at yourself, man to man,
woman to woman, mom to mom, dad to

304
00:09:33,900 --> 00:09:34,160
dad, whatever.

305
00:09:34,260 --> 00:09:35,720
Can you look there and just go,

306
00:09:35,720 --> 00:09:42,040
did I leave it on the field?
Did I empty the tank today?

307
00:09:42,040 --> 00:09:44,300
Whatever I was supposed to do
today, did I?

308
00:09:44,300 --> 00:09:48,340
Or did I leave it on the field?
Because guess what?

309
00:09:48,340 --> 00:09:52,000
The cool part is we get a new tank
tomorrow.

310
00:09:52,000 --> 00:09:52,960
It's a mentality I've never
understood.

311
00:09:53,340 --> 00:09:55,160
Well, people just kind of half
-ass shit.

312
00:09:55,160 --> 00:09:56,610
Because tomorrow's a new day.

313
00:09:56,610 --> 00:09:57,810
Every day is a game.

314
00:09:57,810 --> 00:09:58,770
Every day is a game.

315
00:09:58,850 --> 00:10:00,810
Some days it's a practice, some

316
00:10:00,810 --> 00:10:03,690
days it's a game, but it's like,
ah, it's game day.

317
00:10:03,690 --> 00:10:07,470
What are we doing?
Last thing I'm going to do is look

318
00:10:07,470 --> 00:10:12,630
myself in the mirror before bed
and be like, oh yeah, I could have

319
00:10:12,630 --> 00:10:15,130
done, I didn't do this because I
decided to do that.

320
00:10:15,350 --> 00:10:18,350
obviously there's certain times
where you, I'm not talking like,

321
00:10:18,550 --> 00:10:19,670
let's not break this down.

322
00:10:19,670 --> 00:10:20,730
Well, what if I'm doing?

323
00:10:20,730 --> 00:10:21,530
Yeah, yeah, yeah.

324
00:10:21,530 --> 00:10:21,730
Okay.

325
00:10:21,730 --> 00:10:22,450
I get it.

326
00:10:22,450 --> 00:10:24,780
You have other things you want to

327
00:10:24,780 --> 00:10:26,640
do and fun things.

328
00:10:26,680 --> 00:10:26,820
Awesome.

329
00:10:26,820 --> 00:10:29,100
You need to do all those things.

330
00:10:29,100 --> 00:10:31,720
I'm just going like level up here.

331
00:10:31,720 --> 00:10:32,100
Let's go.

332
00:10:33,180 --> 00:10:33,580
Right.

333
00:10:33,580 --> 00:10:36,680
And we talk to the kids about this
all the time.

334
00:10:36,680 --> 00:10:37,140
Empty the tank.

335
00:10:37,140 --> 00:10:39,120
And if you come off and you

336
00:10:39,120 --> 00:10:41,860
didn't, we're going to talk about
it.

337
00:10:41,860 --> 00:10:43,420
We're not going to harp on it.

338
00:10:43,420 --> 00:10:45,920
We're not going to like get mad at

339
00:10:45,920 --> 00:10:46,120
you.

340
00:10:46,180 --> 00:10:47,320
Not going to do any of that.

341
00:10:47,320 --> 00:10:48,460
I'm definitely not going to do
that.

342
00:10:48,460 --> 00:10:51,190
I want you to have this super
positive environment.

343
00:10:51,190 --> 00:10:52,730
where you can just be yourself.

344
00:10:52,730 --> 00:10:54,070
But I want to know you care.

345
00:10:54,070 --> 00:10:55,490
I need to know you care.

346
00:10:55,590 --> 00:10:56,990
And I want to see it on the field.

347
00:10:56,990 --> 00:11:00,470
And I want to see it in every play
you get, every shift you get, in

348
00:11:00,470 --> 00:11:02,430
every pass you make, in everything
you get.

349
00:11:03,130 --> 00:11:04,910
And then we get off and I want to
see the joy.

350
00:11:04,910 --> 00:11:07,530
I want to see you having fun.

351
00:11:07,530 --> 00:11:08,910
This isn't a machine where we're

352
00:11:08,910 --> 00:11:09,810
just like, it's just all business.

353
00:11:09,810 --> 00:11:10,130
It's not that.

354
00:11:10,130 --> 00:11:10,770
I want the emotions.

355
00:11:10,770 --> 00:11:11,530
I want all the emotions.

356
00:11:11,530 --> 00:11:13,090
I want you to be happy, sad, mad,
cry.

357
00:11:13,090 --> 00:11:15,830
excited, you know, like I want you
to feel all that.

358
00:11:15,830 --> 00:11:18,760
And I want you to do that in your
business.

359
00:11:18,760 --> 00:11:20,820
And if not, if you're going
through the motions, you know

360
00:11:20,820 --> 00:11:22,720
you're going through the motions.

361
00:11:22,720 --> 00:11:24,660
We all know if we're emptying the

362
00:11:24,660 --> 00:11:24,920
tank.

363
00:11:24,920 --> 00:11:25,340
Like you do.

364
00:11:25,340 --> 00:11:28,080
You can just sit there and you
like you can see it.

365
00:11:28,080 --> 00:11:30,780
You know, a lot of you are kind of
just coasting through life.

366
00:11:30,780 --> 00:11:32,920
but you expect these big things,
or you've just set your

367
00:11:32,920 --> 00:11:33,340
expectations too low.

368
00:11:33,340 --> 00:11:34,600
The standard is so low and now

369
00:11:34,600 --> 00:11:36,760
you're living up to it.

370
00:11:36,760 --> 00:11:38,340
And you're kind of like, yeah,

371
00:11:38,340 --> 00:11:39,260
that's my life.

372
00:11:39,260 --> 00:11:40,560
Well, that person, well, yeah.

373
00:11:40,560 --> 00:11:44,800
Cause they're like super smart or
yeah, but they don't have two kids

374
00:11:45,160 --> 00:11:51,120
at home or yeah, I'm this way
because it's my genes to my genes.

375
00:11:51,120 --> 00:11:52,680
That's why I'm this person.

376
00:11:52,680 --> 00:11:53,520
That's why my body's like, that's

377
00:11:54,320 --> 00:11:56,720
why my, my brain's like this.

378
00:11:56,720 --> 00:11:59,500
That's why like, you're just like

379
00:11:59,500 --> 00:12:01,820
all the fucking excuses all over
the place.

380
00:12:01,820 --> 00:12:04,640
It's like, oh, no, no, no, no.

381
00:12:04,640 --> 00:12:05,860
There's nothing.

382
00:12:05,860 --> 00:12:06,700
I've never complained about
anything like that.

383
00:12:06,700 --> 00:12:10,120
Everything, where I'm at in the
moment, every day, where I'm at in

384
00:12:10,120 --> 00:12:13,540
life, where I'm at mentally,
physically, it's all my doing, the

385
00:12:13,540 --> 00:12:17,240
good and the bad, right?
I'm exactly where I was supposed

386
00:12:17,400 --> 00:12:18,760
to be right now.

387
00:12:18,760 --> 00:12:20,740
And am I exactly where I want to

388
00:12:20,840 --> 00:12:21,220
be?
No, not even close.

389
00:12:21,220 --> 00:12:22,220
But that's not someone else's
fault.

390
00:12:22,340 --> 00:12:23,420
It's not anyone else's situation.

391
00:12:23,560 --> 00:12:23,900
It's mine.

392
00:12:23,900 --> 00:12:25,080
I control everything.

393
00:12:25,080 --> 00:12:25,900
I control everything.

394
00:12:25,900 --> 00:12:28,960
And if you don't think you do,
then that's part of your problem.

395
00:12:28,960 --> 00:12:32,340
If you think you've dealt a shit
hand, that's bullshit.

396
00:12:32,340 --> 00:12:33,200
It's complete fucking bullshit.

397
00:12:33,200 --> 00:12:33,920
You control everything.

398
00:12:33,920 --> 00:12:35,780
You can change the narrative like
that.

399
00:12:35,780 --> 00:12:36,940
And it all starts on the coconut.

400
00:12:36,940 --> 00:12:38,880
All starts in your brain.

401
00:12:38,880 --> 00:12:41,660
If I take ownership of it.

402
00:12:41,780 --> 00:12:43,620
So anyways, I want to share that

403
00:12:43,820 --> 00:12:46,580
and we'll get into the Instagram
stuff.

404
00:12:46,580 --> 00:12:48,280
I'm just asking you.

405
00:12:48,280 --> 00:12:50,460
It's like me asking you, like, did

406
00:12:50,460 --> 00:12:51,440
you empty the tank today?
Right?

407
00:12:51,440 --> 00:12:54,060
Not?
Then, okay, then why not?

408
00:12:54,060 --> 00:12:55,820
And every day is its own day.

409
00:12:55,820 --> 00:12:58,720
This is why I just don't

410
00:12:58,720 --> 00:12:58,900
understand.

411
00:12:58,900 --> 00:13:01,000
I've never got behind when we're

412
00:13:01,000 --> 00:13:02,700
like, we're going to business plan
for 2026.

413
00:13:02,700 --> 00:13:09,080
And we sit down and we go, so how
much volume do you want to do?

414
00:13:09,080 --> 00:13:12,330
I'd like to do. 25 million.

415
00:13:12,650 --> 00:13:13,070
Cool.

416
00:13:13,070 --> 00:13:16,170
And then, so how many deals that a
month?

417
00:13:16,170 --> 00:13:17,190
That's three deals a month.

418
00:13:17,190 --> 00:13:17,310
Cool.

419
00:13:17,310 --> 00:13:21,810
And then you're like, so now what
are you going to do?

420
00:13:22,090 --> 00:13:26,930
And you write down on the sheet
and everyone gets jacked up

421
00:13:26,930 --> 00:13:29,130
because we're business planning.

422
00:13:29,130 --> 00:13:31,890
And it's like, I'm like in a shit

423
00:13:31,890 --> 00:13:32,510
storm every day.

424
00:13:33,090 --> 00:13:35,490
And I'm just like, I need to empty

425
00:13:35,610 --> 00:13:35,830
the tank.

426
00:13:35,830 --> 00:13:36,370
Like, I'm not sure.

427
00:13:36,370 --> 00:13:40,020
I can write this number and put it
on the wall and go, okay, cool.

428
00:13:40,020 --> 00:13:43,540
But like, I don't know what's
going to happen in November,

429
00:13:43,680 --> 00:13:43,800
October.

430
00:13:43,980 --> 00:13:45,340
June, it's January right now.

431
00:13:45,340 --> 00:13:46,380
I'm worrying about these things.

432
00:13:46,380 --> 00:13:48,220
Oh, I'm not on track for like,

433
00:13:48,220 --> 00:13:50,800
what did you do in the next 15
minutes?

434
00:13:51,080 --> 00:13:54,200
What did you do in the next 30
minutes?

435
00:13:54,200 --> 00:13:56,020
What'd you do?
Like by noon, what'd you do after

436
00:13:56,020 --> 00:14:00,670
the kids went to bed?
I'm like in the moment in the day,

437
00:14:00,950 --> 00:14:02,650
just like deal with that.

438
00:14:02,650 --> 00:14:04,650
And it will all sort itself out.

439
00:14:04,650 --> 00:14:07,770
And then you'll get to whatever
bullshit number you decided to

440
00:14:07,770 --> 00:14:08,410
write down about this thing.

441
00:14:08,410 --> 00:14:09,370
But like, what's the next step?

442
00:14:09,370 --> 00:14:13,050
I think they talk about in the
army and I don't know, I'm not

443
00:14:13,050 --> 00:14:14,730
going to butcher it.

444
00:14:14,730 --> 00:14:16,710
But it's like the next step and

445
00:14:16,710 --> 00:14:18,950
then one foot after the other,
like that old cliche, like that's

446
00:14:18,950 --> 00:14:19,750
where I'm at.

447
00:14:19,750 --> 00:14:20,930
And then I'm like, just show up,

448
00:14:20,930 --> 00:14:22,830
do the thing I said I'm going to
do.

449
00:14:22,910 --> 00:14:23,890
Focus on $30 ,000 problems, not $3
problems.

450
00:14:23,890 --> 00:14:29,740
Then the next step and then the
next step and then the next step

451
00:14:29,860 --> 00:14:30,380
only attack that.

452
00:14:30,380 --> 00:14:32,660
And then I leave it on that field.

453
00:14:32,660 --> 00:14:35,600
I empty the tank and then I go to
bed and then tomorrow's the next

454
00:14:35,700 --> 00:14:35,880
day.

455
00:14:35,880 --> 00:14:37,840
And I started all over again and I

456
00:14:37,840 --> 00:14:39,300
focus on the big stuff.

457
00:14:39,300 --> 00:14:40,200
And there's a lot of.

458
00:14:40,200 --> 00:14:42,840
dumb little shit we have to deal
with all day.

459
00:14:43,640 --> 00:14:46,720
And that's just live files and a
hundred percent, but then boom,

460
00:14:46,720 --> 00:14:47,180
boom, boom.

461
00:14:47,180 --> 00:14:49,340
And if you just do that, but like,

462
00:14:49,340 --> 00:14:50,860
leave it all there.

463
00:14:51,020 --> 00:14:51,620
Oh my God.

464
00:14:51,620 --> 00:14:53,980
You'll pass whatever goal you set
for yourself, or you'll get to

465
00:14:53,980 --> 00:14:54,760
whatever goal you set for
yourself.

466
00:14:54,760 --> 00:14:56,980
Anyways, this podcast brought to
you by Americano.

467
00:14:56,980 --> 00:14:57,260
Okay.

468
00:14:57,260 --> 00:14:58,060
Let's carry on.

469
00:14:58,060 --> 00:14:58,560
So Instagram.

470
00:14:58,560 --> 00:14:58,800
Okay.

471
00:14:58,800 --> 00:14:59,800
So here's my philosophy on
Instagram.

472
00:14:59,800 --> 00:15:01,600
I've been coaching on this part.

473
00:15:01,940 --> 00:15:03,340
It's working, seeing it work right

474
00:15:03,340 --> 00:15:04,740
in front of me.

475
00:15:04,740 --> 00:15:05,360
Obviously, it's stuff that doesn't

476
00:15:05,360 --> 00:15:08,160
work like right away because it's
social media.

477
00:15:08,160 --> 00:15:10,740
But a lot of you are on so many
platforms.

478
00:15:10,740 --> 00:15:11,540
And I get it.

479
00:15:11,540 --> 00:15:13,380
You make a piece of content.

480
00:15:13,520 --> 00:15:15,700
Yeah, I'll just put it on this
one.

481
00:15:15,700 --> 00:15:17,440
I'll put it on that one.

482
00:15:17,440 --> 00:15:18,620
I'll put it on this one.

483
00:15:18,620 --> 00:15:18,740
Cool.

484
00:15:18,740 --> 00:15:19,180
Awesome.

485
00:15:19,180 --> 00:15:19,260
Great.

486
00:15:19,260 --> 00:15:20,420
Only great if it's like slowing

487
00:15:20,420 --> 00:15:22,700
you down and taking away from you
just focusing.

488
00:15:22,700 --> 00:15:25,200
Like, what would happen if you
just focused on one platform?

489
00:15:25,200 --> 00:15:26,040
I'm going to talk about Instagram.

490
00:15:26,160 --> 00:15:27,240
But it doesn't matter what the

491
00:15:27,240 --> 00:15:27,520
platform is.

492
00:15:27,520 --> 00:15:29,120
But this one is maybe a little

493
00:15:29,120 --> 00:15:29,920
more specific for Instagram.

494
00:15:29,920 --> 00:15:32,200
But what if you just did one?

495
00:15:32,620 --> 00:15:34,400
Because there's so many nuances to
each platform.

496
00:15:34,400 --> 00:15:36,020
For you to truly understand each
platform, almost impossible.

497
00:15:36,020 --> 00:15:38,560
You would need like someone that
that's their job to understand.

498
00:15:38,560 --> 00:15:41,820
Are you going to actively prospect
on all of them?

499
00:15:41,820 --> 00:15:44,480
Are you going to spend time on
all?

500
00:15:44,480 --> 00:15:46,680
Remember, they know if you're
spending time like crushing other

501
00:15:46,900 --> 00:15:47,560
people's content.

502
00:15:47,560 --> 00:15:48,640
If you're just posting and

503
00:15:48,640 --> 00:15:50,600
leaving, they know you're not
spending time there.

504
00:15:50,600 --> 00:15:53,380
So just because you posted
something on TikTok, like I post

505
00:15:53,380 --> 00:15:54,040
stuff on TikTok.

506
00:15:54,040 --> 00:15:55,940
I don't have TikTok.

507
00:15:56,480 --> 00:15:57,760
Like I'm not on TikTok.

508
00:15:57,760 --> 00:15:58,160
I can't remember.

509
00:15:58,160 --> 00:15:59,400
It's been years since I've been on
TikTok.

510
00:15:59,400 --> 00:15:59,860
But I post stuff.

511
00:15:59,860 --> 00:16:00,540
It's because I pay someone to do

512
00:16:00,540 --> 00:16:00,620
that.

513
00:16:00,620 --> 00:16:04,140
So now I'm not invested and I have

514
00:16:04,140 --> 00:16:05,860
no, it's like, whatever.

515
00:16:05,860 --> 00:16:07,720
And I have people go, oh, I saw

516
00:16:07,720 --> 00:16:08,820
you on TikTok.

517
00:16:08,820 --> 00:16:09,440
I'm like, cool.

518
00:16:09,440 --> 00:16:09,980
I'm like, shit.

519
00:16:09,980 --> 00:16:10,180
Okay.

520
00:16:10,180 --> 00:16:10,460
Awesome.

521
00:16:10,460 --> 00:16:11,840
Instagram is where I spend my

522
00:16:11,840 --> 00:16:12,140
energy.

523
00:16:12,410 --> 00:16:13,190
Well, for me, it's Instagram,

524
00:16:13,190 --> 00:16:15,070
mostly YouTube is where I like
spending my time.

525
00:16:15,070 --> 00:16:17,050
I like learning stuff through long
form video, but you're spreading

526
00:16:17,050 --> 00:16:19,390
yourself so thin and the
algorithms are rewarding you.

527
00:16:19,390 --> 00:16:22,450
And what happens if you just went
all in on one?

528
00:16:22,910 --> 00:16:27,050
You could go make your video and
you can leverage that video and

529
00:16:27,050 --> 00:16:29,530
you can use it at any time.

530
00:16:29,530 --> 00:16:30,270
It's an asset.

531
00:16:30,270 --> 00:16:33,350
You go and record your video, you
put it on Instagram and I'm going

532
00:16:33,350 --> 00:16:34,890
to walk through some framework
here.

533
00:16:34,890 --> 00:16:37,090
That will be very valuable for
you.

534
00:16:37,090 --> 00:16:39,050
So stick with me.

535
00:16:39,050 --> 00:16:42,280
And then like the video you made a

536
00:16:42,280 --> 00:16:45,200
month ago, like that's always
going to be there.

537
00:16:45,200 --> 00:16:48,700
So once you master one platform,
like Instagram, let's say you have

538
00:16:48,700 --> 00:16:52,020
all those resources, you can then
go put them somewhere else.

539
00:16:52,020 --> 00:16:55,120
And then like, are you going to
track all the comments?

540
00:16:55,120 --> 00:16:56,820
Are you going to track all the
likes?

541
00:16:56,820 --> 00:16:58,680
Are you going to watch who's
watching your stuff?

542
00:16:58,680 --> 00:17:00,760
Are you going to open them?
Are you going to know the

543
00:17:00,760 --> 00:17:02,340
descriptions to put in for all
those different platforms?

544
00:17:02,460 --> 00:17:05,680
Are you going to know the
algorithm when it changes?

545
00:17:06,000 --> 00:17:08,619
What should work now?
It's like almost impossible to

546
00:17:08,619 --> 00:17:08,839
understand that.

547
00:17:08,839 --> 00:17:11,040
So you go deep on one for now and

548
00:17:11,040 --> 00:17:13,260
you get your habits working.

549
00:17:13,260 --> 00:17:15,920
Your, this is what I'm going to

550
00:17:15,920 --> 00:17:16,099
record.

551
00:17:16,099 --> 00:17:17,819
This is how I'm going to record.

552
00:17:17,819 --> 00:17:19,599
This is how I'm going to script.

553
00:17:19,599 --> 00:17:21,400
This is what I'm going to post

554
00:17:21,400 --> 00:17:21,859
this one.

555
00:17:21,859 --> 00:17:24,420
And you get that dialed in for 90

556
00:17:24,420 --> 00:17:24,960
days, six months.

557
00:17:24,960 --> 00:17:26,740
And you got like, you still have

558
00:17:26,740 --> 00:17:28,020
all those resources you made, all
those videos.

559
00:17:28,020 --> 00:17:29,460
You can just download off
Instagram or they're on your phone

560
00:17:29,460 --> 00:17:32,470
or the, in the edits app or
they're wherever you can download

561
00:17:32,470 --> 00:17:34,410
them and then you can go build
something somewhere else.

562
00:17:34,410 --> 00:17:36,190
But if you spread yourself so
thin, you got all these different

563
00:17:36,190 --> 00:17:38,850
logins and you're tracking all
this different stuff.

564
00:17:38,850 --> 00:17:41,170
Now all of a sudden you think like
you're doing something and you're

565
00:17:41,170 --> 00:17:42,630
like, yeah, I'm on all this stuff.

566
00:17:42,630 --> 00:17:43,630
I'm on four or five platforms.

567
00:17:43,630 --> 00:17:45,050
You're like, but what if you just
went deep on one?

568
00:17:45,050 --> 00:17:46,530
That's what I'm going to break
down today.

569
00:17:46,530 --> 00:17:47,810
This podcast is brought to you by
Americana.

570
00:17:47,810 --> 00:17:49,790
It just took me a long time to get
to this.

571
00:17:49,790 --> 00:17:50,770
So Instagram is a relationship
platform.

572
00:17:50,770 --> 00:17:53,110
It's a three -pronged attack to be
successful in Instagram.

573
00:17:53,110 --> 00:17:56,400
This is stuff that they just have
on their website.

574
00:17:56,400 --> 00:17:56,980
It tells you.

575
00:17:56,980 --> 00:17:58,160
I've taken it, built training

576
00:17:58,160 --> 00:17:58,440
around it.

577
00:17:58,440 --> 00:18:00,580
and then train people on it.

578
00:18:00,580 --> 00:18:02,000
And then they went and did it.

579
00:18:02,000 --> 00:18:03,220
And now they're like, oh, I'm

580
00:18:03,220 --> 00:18:03,360
getting business.

581
00:18:03,360 --> 00:18:04,580
And you're like, oh, wow, really?

582
00:18:04,580 --> 00:18:05,640
Go figure, right?
I'm just taking the information

583
00:18:05,740 --> 00:18:09,100
they have on their website that
they tell you what to do to be

584
00:18:09,100 --> 00:18:09,880
successful on Instagram.

585
00:18:09,880 --> 00:18:11,080
It's a three -prong attack.

586
00:18:11,080 --> 00:18:12,440
You've got reels, stories, and
DMs.

587
00:18:12,600 --> 00:18:13,340
So reels are like billboards.

588
00:18:13,340 --> 00:18:14,620
You drive down the highway, you

589
00:18:14,620 --> 00:18:15,220
see billboards.

590
00:18:15,240 --> 00:18:16,120
You see these ads.

591
00:18:16,120 --> 00:18:18,500
So if you're posting twice a week,
Saying that out loud is just

592
00:18:18,500 --> 00:18:18,780
funny.

593
00:18:18,780 --> 00:18:20,560
If you're posting 20, it's like,

594
00:18:20,560 --> 00:18:21,180
oh God.

595
00:18:21,180 --> 00:18:22,340
And then you're like, social

596
00:18:22,340 --> 00:18:22,760
doesn't work.

597
00:18:22,760 --> 00:18:23,940
Well, yeah, no shit, Sherlock.

598
00:18:23,940 --> 00:18:25,430
Right?
That's like, I'm driving down the

599
00:18:25,430 --> 00:18:25,510
highway.

600
00:18:25,510 --> 00:18:26,850
I need to see your billboard over

601
00:18:26,850 --> 00:18:28,050
and over and over again.

602
00:18:28,050 --> 00:18:29,450
If I saw it there and then I'm six

603
00:18:29,450 --> 00:18:30,810
hours, eight hours, three days
into my drive.

604
00:18:30,810 --> 00:18:32,550
And then I see another one.

605
00:18:32,550 --> 00:18:33,430
Oh yeah, I forgot about that guy.

606
00:18:33,630 --> 00:18:35,650
I need to see the billboard all
the time.

607
00:18:35,830 --> 00:18:36,390
So that's a billboard.

608
00:18:36,390 --> 00:18:37,090
It gets followers.

609
00:18:37,090 --> 00:18:37,230
Okay.

610
00:18:37,230 --> 00:18:37,470
That's that.

611
00:18:37,470 --> 00:18:39,930
Remember it's relationship based.

612
00:18:39,930 --> 00:18:42,330
So that gets you followers.

613
00:18:42,330 --> 00:18:44,110
Now the followers get to see your
stories.

614
00:18:44,110 --> 00:18:45,790
Stories go away in 24 hours.

615
00:18:45,790 --> 00:18:47,510
Your billboard should be 70 % of

616
00:18:47,510 --> 00:18:51,570
the content should be geared
towards your avatar, the marketing

617
00:18:51,570 --> 00:18:51,830
avatar.

618
00:18:51,830 --> 00:18:53,290
The avatar, if you woke up Monday

619
00:18:53,290 --> 00:18:55,330
morning and you had 20 book calls,
who would that person be?

620
00:18:55,330 --> 00:18:59,090
Oh, your marketing energy should
go towards that, that person.

621
00:18:59,670 --> 00:19:01,350
If it's BFS, BFS content, reels,
billboards, there you go.

622
00:19:01,350 --> 00:19:02,310
Now the story comes.

623
00:19:02,310 --> 00:19:03,590
And the stories are half business,

624
00:19:03,590 --> 00:19:04,210
half you.

625
00:19:04,210 --> 00:19:05,690
It's just now you're connecting

626
00:19:05,690 --> 00:19:06,910
with people on different things.

627
00:19:07,110 --> 00:19:09,710
The other 30%, well, 20 % is going

628
00:19:09,830 --> 00:19:10,850
to be more generic mortgage stuff.

629
00:19:10,850 --> 00:19:14,370
The other 10 % is going to be you

630
00:19:14,370 --> 00:19:14,850
personal.

631
00:19:14,850 --> 00:19:16,050
That's for real.

632
00:19:16,780 --> 00:19:17,760
For stories, it's 50 -50.

633
00:19:17,760 --> 00:19:19,420
If you like cooking, I'm just

634
00:19:19,440 --> 00:19:21,020
going to go with me.

635
00:19:21,020 --> 00:19:21,480
I like cooking.

636
00:19:21,560 --> 00:19:22,480
I like cooking.

637
00:19:23,280 --> 00:19:24,020
I like sports.

638
00:19:24,020 --> 00:19:27,400
I like good red wine.

639
00:19:27,480 --> 00:19:28,780
I like some good fancy craft beer

640
00:19:28,780 --> 00:19:29,680
once in a while.

641
00:19:29,680 --> 00:19:30,880
I like family stuff.

642
00:19:30,880 --> 00:19:31,340
I like...

643
00:19:31,360 --> 00:19:32,300
She's saying it out loud.

644
00:19:32,300 --> 00:19:34,440
I'm like, geez, what do I like?
Yeah.

645
00:19:34,680 --> 00:19:35,200
Life's pretty simple.

646
00:19:35,200 --> 00:19:36,660
I like building things in business

647
00:19:36,660 --> 00:19:37,040
and coaching.

648
00:19:37,140 --> 00:19:38,200
So whatever it is, if you have

649
00:19:38,760 --> 00:19:40,580
antique cars, if you have
knitting, if you have garage

650
00:19:40,800 --> 00:19:43,480
sales, whatever it is, you need to
show that.

651
00:19:43,740 --> 00:19:45,940
And you're like, yeah, but it's
boring.

652
00:19:46,480 --> 00:19:48,680
But what you're doing is this.

653
00:19:48,680 --> 00:19:50,180
People only need a mortgage every

654
00:19:50,180 --> 00:19:52,160
three to five years.

655
00:19:52,160 --> 00:19:54,340
But if you're making content every

656
00:19:54,340 --> 00:19:55,560
day, they don't need your mortgage
stuff.

657
00:19:55,560 --> 00:19:59,580
But you keep jamming it down their
throat, but they don't need it

658
00:19:59,580 --> 00:19:59,780
right now.

659
00:19:59,780 --> 00:20:01,140
So they need to connect with you

660
00:20:01,140 --> 00:20:01,700
some other way.

661
00:20:01,700 --> 00:20:02,860
So through stories, they connect

662
00:20:02,900 --> 00:20:04,440
because they're like, oh, I love
cooking too.

663
00:20:04,620 --> 00:20:07,860
And now we have a connection.

664
00:20:07,860 --> 00:20:12,840
And now when they do need a

665
00:20:12,840 --> 00:20:14,450
mortgage, I'm way more connected.

666
00:20:14,450 --> 00:20:15,950
But I need to show that.

667
00:20:16,090 --> 00:20:17,750
I need to show my personal stuff.

668
00:20:17,750 --> 00:20:20,650
You don't have to show your family

669
00:20:20,750 --> 00:20:22,930
if you want to keep your family
sacred and off to the side.

670
00:20:22,930 --> 00:20:23,830
And like, you don't have to do
that.

671
00:20:23,830 --> 00:20:25,190
But there's stuff you can
showcase.

672
00:20:25,190 --> 00:20:26,170
And remember, you're just
documenting.

673
00:20:26,630 --> 00:20:28,190
It's like simple, basic things.

674
00:20:28,190 --> 00:20:29,210
I give myself a one minute rule in

675
00:20:29,210 --> 00:20:31,110
one minute right now.

676
00:20:31,190 --> 00:20:34,770
I have one minute to put a story

677
00:20:35,130 --> 00:20:35,530
out.

678
00:20:35,530 --> 00:20:38,070
What's it going to be?

679
00:20:38,070 --> 00:20:44,270
I record stuff throughout the day
and I might use it four weeks from

680
00:20:44,270 --> 00:20:44,390
now.

681
00:20:44,390 --> 00:20:45,390
It's just I build up a library of

682
00:20:45,390 --> 00:20:48,290
pictures and videos that I can
just throw on stories later

683
00:20:48,290 --> 00:20:50,630
because it's all still about me,
right?

684
00:20:50,630 --> 00:20:56,490
If I made this dish today or I
made it three months, I still made

685
00:20:56,490 --> 00:20:57,350
this dish.

686
00:20:57,350 --> 00:20:58,090
I love cooking.

687
00:20:58,090 --> 00:20:59,270
Sundays is a cooking day.

688
00:20:59,270 --> 00:20:59,650
I love cooking.

689
00:20:59,690 --> 00:21:02,130
What are you like?
Oh, he made that three weeks ago.

690
00:21:02,130 --> 00:21:02,570
Oh my God.

691
00:21:02,570 --> 00:21:03,930
You don't have a fucking clue.

692
00:21:04,170 --> 00:21:07,990
But what you do remember is you're
like, oh, and you love cooking

693
00:21:07,990 --> 00:21:08,310
too.

694
00:21:08,450 --> 00:21:09,470
And you're like, now we have a

695
00:21:09,470 --> 00:21:10,490
connection, right?
Or talk about the Edmonton Oil.

696
00:21:10,490 --> 00:21:12,830
Now we have a connection because
you're an oiler fan.

697
00:21:12,830 --> 00:21:12,970
Okay.

698
00:21:12,970 --> 00:21:15,620
I'll talk with you, an oiler fan.

699
00:21:15,620 --> 00:21:16,340
And mortgages, yeah, whatever.

700
00:21:16,340 --> 00:21:18,100
We'll get that when we get to it.

701
00:21:18,100 --> 00:21:20,760
So stories are you having coffee
conversations with people all the

702
00:21:20,760 --> 00:21:20,880
time.

703
00:21:20,880 --> 00:21:22,980
And then DMs is the third part of

704
00:21:23,080 --> 00:21:24,140
that social media blueprint on
Instagram is DMs.

705
00:21:24,340 --> 00:21:25,640
So I'm going to bring this all
together for you.

706
00:21:25,640 --> 00:21:26,880
And it's a flywheel, the Amazon
flywheel, right?

707
00:21:26,880 --> 00:21:27,520
They built Amazon on.

708
00:21:27,740 --> 00:21:29,020
So in the middle of the flywheel

709
00:21:29,020 --> 00:21:30,120
is the avatar.

710
00:21:30,120 --> 00:21:30,520
So BFS.

711
00:21:30,520 --> 00:21:31,260
Reels, BFS.

712
00:21:31,460 --> 00:21:32,760
Stories, half mortgage, half me.

713
00:21:32,980 --> 00:21:34,020
And then DM.

714
00:21:34,200 --> 00:21:35,960
So if people comment on my story,

715
00:21:35,960 --> 00:21:38,640
it comes to me as a DM.

716
00:21:38,800 --> 00:21:39,880
If I respond to that DM, guess

717
00:21:39,880 --> 00:21:41,260
what?
We built a trust bridge.

718
00:21:41,260 --> 00:21:43,500
And Instagram's like, oh, you guys
trust each other.

719
00:21:43,500 --> 00:21:45,060
You like each other.

720
00:21:45,060 --> 00:21:45,180
Cool.

721
00:21:45,180 --> 00:21:48,520
We're going to put more of your
stuff in front of each other.

722
00:21:48,520 --> 00:21:50,620
And now we know.

723
00:21:50,620 --> 00:21:52,100
And you're on here on the platform

724
00:21:52,100 --> 00:21:52,580
engaging with people.

725
00:21:52,580 --> 00:21:52,900
Awesome.

726
00:21:52,900 --> 00:21:55,360
Now we're going to give your reels
more reach.

727
00:21:55,360 --> 00:21:56,880
Oh, and you're doing stories.

728
00:21:56,880 --> 00:21:58,380
So now we're going to give your

729
00:21:59,100 --> 00:21:59,980
reels more reach.

730
00:22:00,160 --> 00:22:01,660
Oh, and you're like, see where I'm

731
00:22:01,660 --> 00:22:04,180
going with this?
So what if, what if you did one

732
00:22:04,180 --> 00:22:05,920
reel a day on Instagram?
Algorithm is going to reward you.

733
00:22:05,920 --> 00:22:09,000
And it's going to take some 60
days, two months to actually dial

734
00:22:09,000 --> 00:22:11,080
in the algorithm of who you want.

735
00:22:11,080 --> 00:22:13,100
Once they figure it out, they

736
00:22:13,100 --> 00:22:13,720
figure it out.

737
00:22:13,720 --> 00:22:14,080
But BFS.

738
00:22:14,140 --> 00:22:16,740
So after 60 days, it's going to
put my stuff in front of small

739
00:22:16,740 --> 00:22:18,900
business owners because that's
what I'm going to keep talking

740
00:22:19,040 --> 00:22:19,160
about.

741
00:22:19,160 --> 00:22:20,060
Hey, are you a small business

742
00:22:20,060 --> 00:22:23,800
owner in Ontario?
Are you a small business owner in

743
00:22:23,800 --> 00:22:25,980
their GTA?
Are you a small business owner in

744
00:22:25,980 --> 00:22:27,440
Saskatchewan?
Are you a small business owner in

745
00:22:27,440 --> 00:22:30,140
Saskatoon?
Are you a small business owner in

746
00:22:30,140 --> 00:22:31,640
greater Vancouver area?
Are you a small, like, do you own

747
00:22:31,640 --> 00:22:34,520
a business?
I'm just wiring it for that.

748
00:22:34,520 --> 00:22:37,500
So all of a sudden now they start
coming and they follow me.

749
00:22:37,500 --> 00:22:42,500
And guess what?
I do an open.

750
00:22:42,820 --> 00:22:46,520
So I do 10 opens a day.

751
00:22:46,700 --> 00:22:48,380
I do one reel a day.

752
00:22:48,380 --> 00:22:52,740
I do three to five stories a day
on Instagram and I do 10 opens a

753
00:22:52,740 --> 00:22:52,940
day.

754
00:22:53,040 --> 00:22:55,960
And opens are you reaching out to

755
00:22:55,960 --> 00:22:57,040
people who aren't expecting it.

756
00:22:57,040 --> 00:22:58,480
If you follow me, you'll get an

757
00:22:58,810 --> 00:22:59,010
open.

758
00:22:59,010 --> 00:22:59,530
I'll leave a voice memo.

759
00:22:59,530 --> 00:23:00,290
Hey, thanks for the follow.

760
00:23:00,290 --> 00:23:00,650
Appreciate it.

761
00:23:00,750 --> 00:23:03,790
Are you here for the content or do
you have a mortgage question?

762
00:23:03,790 --> 00:23:05,310
Go check out their profile.

763
00:23:05,310 --> 00:23:06,450
If it's a referral partner, oh my

764
00:23:06,690 --> 00:23:06,850
God.

765
00:23:06,910 --> 00:23:08,090
We're just going to like heart

766
00:23:08,090 --> 00:23:08,330
their thing.

767
00:23:08,330 --> 00:23:08,670
Hey, that's awesome.

768
00:23:08,670 --> 00:23:10,550
Fucking, hey, thank you for the
follow.

769
00:23:10,550 --> 00:23:11,170
Appreciate it.

770
00:23:11,170 --> 00:23:13,090
Hey, I noticed you're also, you're

771
00:23:13,090 --> 00:23:15,090
a financial advisor, you're a
realtor, you're a lawyer,

772
00:23:15,090 --> 00:23:15,230
whatever.

773
00:23:15,230 --> 00:23:18,130
In the area, so am I. I specialize

774
00:23:18,130 --> 00:23:18,430
in this.

775
00:23:18,430 --> 00:23:19,390
I don't know if that means

776
00:23:19,390 --> 00:23:20,990
anything to you or not.

777
00:23:20,990 --> 00:23:22,470
And rates are crazy right now.

778
00:23:22,470 --> 00:23:24,030
And you're thanking them for
helping your business.

779
00:23:24,130 --> 00:23:26,490
And then you get on with your day.

780
00:23:26,490 --> 00:23:27,610
So you have your reels, the

781
00:23:27,610 --> 00:23:27,750
billboards.

782
00:23:27,750 --> 00:23:29,050
Then you do your three to five

783
00:23:29,050 --> 00:23:29,570
stories, so the coffee
conversations.

784
00:23:29,570 --> 00:23:30,790
And people are going to like that.

785
00:23:30,790 --> 00:23:32,030
Then you go to your opens and

786
00:23:32,210 --> 00:23:32,430
envision a flywheel here.

787
00:23:32,430 --> 00:23:33,770
In the middle is BFS, and then you

788
00:23:33,770 --> 00:23:34,970
have these arrows all going
around.

789
00:23:35,150 --> 00:23:37,930
the circle and it's my finger in
the air going, well, I'm in a big

790
00:23:37,930 --> 00:23:38,230
circle.

791
00:23:38,230 --> 00:23:40,030
But if you do one reel every

792
00:23:40,290 --> 00:23:42,850
couple of days, like how do you
get around the flywheel?

793
00:23:42,850 --> 00:23:44,150
If you're not doing the story, you
just stall.

794
00:23:44,150 --> 00:23:45,170
Like you just stop.

795
00:23:45,170 --> 00:23:45,730
There's no flywheel.

796
00:23:45,830 --> 00:23:46,510
You can't get any momentum.

797
00:23:46,510 --> 00:23:48,010
You get that thing humming.

798
00:23:48,010 --> 00:23:49,270
Now I've got one reel a day.

799
00:23:49,270 --> 00:23:51,220
I've got three or five stories a

800
00:23:51,220 --> 00:23:51,460
day.

801
00:23:51,460 --> 00:23:53,580
I got 10 opens a day and I'm

802
00:23:53,580 --> 00:23:54,680
opening the people following me.

803
00:23:54,680 --> 00:23:55,660
I'm opening the people watching my

804
00:23:55,660 --> 00:23:55,880
stories.

805
00:23:55,880 --> 00:23:57,320
I'm opening the people liking and

806
00:23:57,320 --> 00:23:59,060
commenting on all my social on
Instagram.

807
00:23:59,200 --> 00:24:01,720
And all of a sudden my 10 opens
are all warm now.

808
00:24:01,720 --> 00:24:03,220
I'm opening to people engaging
with my content.

809
00:24:03,220 --> 00:24:03,680
And it's game changer.

810
00:24:03,680 --> 00:24:05,060
This simple model will change the

811
00:24:05,060 --> 00:24:06,080
trajectory of your business, your
career, everything.

812
00:24:06,080 --> 00:24:09,700
And you might be like, oh, but one
reel a day, that's a lot.

813
00:24:09,780 --> 00:24:12,820
And three, five, so I don't have
time.

814
00:24:12,820 --> 00:24:14,920
Are you fucking kidding me?
Yes, you have time.

815
00:24:14,920 --> 00:24:17,540
Or are you spending your time on
$3 problems?

816
00:24:17,840 --> 00:24:20,000
This is a $30 ,000 problem.

817
00:24:20,000 --> 00:24:21,860
I don't have enough leads.

818
00:24:21,860 --> 00:24:23,860
This is a Cool.

819
00:24:23,860 --> 00:24:24,760
That's the number one problem with

820
00:24:24,760 --> 00:24:25,100
mortgage brokers.

821
00:24:25,100 --> 00:24:26,120
My lead pipeline.

822
00:24:26,120 --> 00:24:26,960
And I get it.

823
00:24:26,960 --> 00:24:29,520
We're coming out of time now where

824
00:24:29,520 --> 00:24:31,940
you put your rate holds in and
you're feeling all warm and fuzzy

825
00:24:31,940 --> 00:24:32,620
about your business.

826
00:24:32,740 --> 00:24:34,340
And you're like, hey, and I got

827
00:24:34,340 --> 00:24:36,840
all this stuff and I don't know
what's going to happen with it.

828
00:24:36,840 --> 00:24:37,180
But cool.

829
00:24:37,400 --> 00:24:37,860
And I got this.

830
00:24:37,860 --> 00:24:38,460
I'm so busy.

831
00:24:38,460 --> 00:24:39,600
I'm so busy.

832
00:24:39,600 --> 00:24:40,260
I'm so busy.

833
00:24:40,260 --> 00:24:41,520
I don't have to do the social.

834
00:24:41,520 --> 00:24:45,510
It's like, what's going to happen
three months from now?

835
00:24:45,510 --> 00:24:48,450
When rates are at 4 .89 and your
rate holds are gone and you don't

836
00:24:48,450 --> 00:24:50,290
have the 409, the 419 sitting
there.

837
00:24:50,290 --> 00:24:52,570
Now what's your next move?
Now you're just starting over from

838
00:24:52,650 --> 00:24:53,830
scratch again?
And now you're like, oh shit, I

839
00:24:53,830 --> 00:24:55,390
need to get the...

840
00:24:55,390 --> 00:24:56,990
Well, if you just did the

841
00:24:56,990 --> 00:25:00,290
blueprint every day, if you just
did that, one reel to your avatar,

842
00:25:00,290 --> 00:25:01,590
three to five stories showing your
personal and mortgage stuff,

843
00:25:01,590 --> 00:25:02,750
behind the scenes, document, not
create, and 10 opens a day.

844
00:25:02,750 --> 00:25:05,630
And open the people, start with
the people engaging with all your

845
00:25:05,630 --> 00:25:06,050
content.

846
00:25:06,210 --> 00:25:08,130
But you need the content so they

847
00:25:08,130 --> 00:25:10,030
can engage, so you can do your
opens.

848
00:25:10,030 --> 00:25:13,230
And if not, then you go into your
phone and you do your 10 opens.

849
00:25:13,230 --> 00:25:19,150
right the warmest people you have
around so that model right there

850
00:25:19,150 --> 00:25:25,910
if you just do that and never stop
like i'm really close with people

851
00:25:25,910 --> 00:25:27,490
doing that model who aren't
stopping their business it's

852
00:25:27,490 --> 00:25:28,810
completely different now like
hundreds of thousands of dollars

853
00:25:28,810 --> 00:25:33,250
different i wish you could see
what i see that's why i got those

854
00:25:33,770 --> 00:25:36,550
meta glasses this podcast brought
to you by americom That's why I

855
00:25:36,550 --> 00:25:38,770
wish you could see what I see.

856
00:25:38,770 --> 00:25:36,690
I got these meta glasses.

857
00:25:40,580 --> 00:25:41,620
They're so corny.

858
00:25:41,620 --> 00:25:42,440
I don't own glasses.

859
00:25:42,440 --> 00:25:44,180
I don't have glasses.

860
00:25:44,180 --> 00:25:46,140
And so I wear them like, oh my

861
00:25:46,140 --> 00:25:47,260
God, I look pretty funny.

862
00:25:47,260 --> 00:25:48,760
But I do it because I want you to

863
00:25:48,760 --> 00:25:51,080
see and I'm just going to keep
recording like the comments I

864
00:25:51,080 --> 00:25:51,920
leave with a broker, how I coach
up.

865
00:25:51,920 --> 00:25:53,600
I'm just going to like show you
behind the scenes stuff.

866
00:25:53,600 --> 00:25:56,020
And if you don't like it, then
just don't watch it.

867
00:25:56,100 --> 00:25:57,340
But I'm just going to like, oh,
whatever.

868
00:25:57,340 --> 00:25:59,520
It's corny as fuck, but I'm going
to do it.

869
00:25:59,520 --> 00:26:02,660
I'm just like, why not?
I'm already doing the thing.

870
00:26:02,660 --> 00:26:05,000
Might as well document it.

871
00:26:05,000 --> 00:26:07,580
So you should take your version of

872
00:26:07,580 --> 00:26:08,180
that.

873
00:26:08,300 --> 00:26:10,160
Not saying you get metaglasses,

874
00:26:10,160 --> 00:26:12,200
but I'm saying get to doing
stories, take a picture.

875
00:26:12,200 --> 00:26:15,020
I'm not going to get into what to
do for stories.

876
00:26:15,020 --> 00:26:16,400
You can figure it out.

877
00:26:16,480 --> 00:26:17,260
There's so much information out

878
00:26:17,260 --> 00:26:19,280
there and figure it out.

879
00:26:19,280 --> 00:26:22,500
And so I tell the kid, how do I do

880
00:26:22,500 --> 00:26:23,480
this?
Figure it out.

881
00:26:23,480 --> 00:26:28,200
I can tell you right now, but I'm
not going to figure it out.

882
00:26:28,200 --> 00:26:28,900
Same concept here.

883
00:26:29,320 --> 00:26:30,320
So that's the model.

884
00:26:30,500 --> 00:26:33,740
One a day, three to five stories,
10 opens a day.

885
00:26:33,740 --> 00:26:35,840
If you do that for the next year.

886
00:26:35,940 --> 00:26:37,360
And you might feel like, that's so

887
00:26:37,360 --> 00:26:37,620
long, Ryan.

888
00:26:37,680 --> 00:26:38,660
Well, yeah, focus on it for the

889
00:26:38,660 --> 00:26:38,860
next week.

890
00:26:38,860 --> 00:26:41,290
Work the muscle, like build the

891
00:26:41,290 --> 00:26:41,650
muscle up.

892
00:26:41,650 --> 00:26:43,930
And then the next week and then

893
00:26:43,930 --> 00:26:44,390
the next week.

894
00:26:44,390 --> 00:26:47,070
But I'm just saying in a broader

895
00:26:47,070 --> 00:26:52,630
picture, if you did that for the
next year, you'd have 300, let's

896
00:26:52,630 --> 00:26:56,230
call you take some time off, 300
reels.

897
00:26:56,230 --> 00:26:59,590
Do you think you would have the
same more or less followers?

898
00:26:59,590 --> 00:27:03,910
Not that that means a lot, right?
And then if you did four stories

899
00:27:03,910 --> 00:27:07,480
on average a day, right?
So I had 1 ,200 stories, let's

900
00:27:07,480 --> 00:27:08,480
say, throughout the year.

901
00:27:08,480 --> 00:27:10,760
Do you think you'd have a better

902
00:27:10,760 --> 00:27:11,980
relationship with your followers?
The same?

903
00:27:11,980 --> 00:27:13,340
Worse?
It's going to be off the charts

904
00:27:13,440 --> 00:27:13,520
better.

905
00:27:13,520 --> 00:27:16,460
And then if you did 10 opens,

906
00:27:16,460 --> 00:27:16,820
right?
Times 300 days.

907
00:27:16,820 --> 00:27:17,380
Do the math.

908
00:27:17,380 --> 00:27:18,340
If you did 3 ,000 opens over the

909
00:27:18,340 --> 00:27:18,920
next year.

910
00:27:18,920 --> 00:27:21,000
Start at 3 ,000 conversations.

911
00:27:21,000 --> 00:27:22,100
It's not what comes back.

912
00:27:22,100 --> 00:27:22,820
It's what you start.

913
00:27:22,820 --> 00:27:23,920
Do you think your business is the
same?

914
00:27:23,920 --> 00:27:26,240
Everything you want is right there
in that model.

915
00:27:26,320 --> 00:27:26,380
Everything.

916
00:27:26,380 --> 00:27:27,880
But we choose not to do it.

917
00:27:27,880 --> 00:27:30,200
And in today's day and age,
there's no reason why you can't do

918
00:27:30,200 --> 00:27:30,300
it.

919
00:27:30,300 --> 00:27:31,820
All the information is everywhere

920
00:27:31,900 --> 00:27:32,120
around you.

921
00:27:32,500 --> 00:27:34,300
It's not, I need a course.

922
00:27:34,300 --> 00:27:35,460
It's not, I need a coach.

923
00:27:35,460 --> 00:27:37,520
It's not, I need to be held

924
00:27:37,520 --> 00:27:37,720
accountable.

925
00:27:37,720 --> 00:27:39,040
Like, come on, come on.

926
00:27:39,040 --> 00:27:41,540
What are you doing?
This is how I talk to my kids.

927
00:27:41,540 --> 00:27:42,340
Like, what are you doing?
Let's go.

928
00:27:42,340 --> 00:27:44,840
I told my kid the other day, I'm
like, it's like.

929
00:27:44,840 --> 00:27:46,020
I love you to pieces, man.

930
00:27:46,020 --> 00:27:48,080
But like my job as a dad is to

931
00:27:48,080 --> 00:27:48,840
prep you for the world.

932
00:27:48,840 --> 00:27:50,120
And so you might think I'm coming

933
00:27:50,240 --> 00:27:50,680
down on you sometimes.

934
00:27:50,680 --> 00:27:52,960
And we celebrate like I'm like,

935
00:27:52,960 --> 00:27:53,760
I'm not an asshole.

936
00:27:53,760 --> 00:27:56,640
We celebrate and we like our kids

937
00:27:56,640 --> 00:27:57,440
are fun loving.

938
00:27:57,440 --> 00:27:59,360
They get a lot of joy out of life.

939
00:27:59,360 --> 00:28:01,690
And like we focus on that a lot.

940
00:28:01,690 --> 00:28:04,350
But there are certain times I'm

941
00:28:04,350 --> 00:28:04,830
like, it's my job.

942
00:28:04,830 --> 00:28:06,830
I'm not here to be your best

943
00:28:06,830 --> 00:28:07,110
friend.

944
00:28:07,110 --> 00:28:08,910
I need to prep you for the world

945
00:28:08,910 --> 00:28:10,270
because the world's going to punch
you in the face.

946
00:28:10,270 --> 00:28:12,210
And use will make sense to you
later on.

947
00:28:12,210 --> 00:28:15,590
That's why I'm saying this.

948
00:28:15,610 --> 00:28:18,270
That's why I'm telling you to do

949
00:28:19,170 --> 00:28:19,650
this.

950
00:28:19,650 --> 00:28:22,630
This is why I'm suggesting you do

951
00:28:22,630 --> 00:28:24,910
that because of that.

952
00:28:24,910 --> 00:28:26,490
This is the same thing here.

953
00:28:26,490 --> 00:28:30,170
Me talking to you as if you're one
of my mortgage kids.

954
00:28:30,170 --> 00:28:34,830
It's my job to prep you for the
world, but I can't like I'm not

955
00:28:34,830 --> 00:28:36,230
going to give you like spoon feed
you shit.

956
00:28:36,230 --> 00:28:38,970
You're listening to this podcast.

957
00:28:38,970 --> 00:28:41,350
You're obviously invested in your

958
00:28:41,350 --> 00:28:42,070
business to some degree.

959
00:28:42,070 --> 00:28:43,690
And it's me just telling you that

960
00:28:43,690 --> 00:28:45,430
model right there.

961
00:28:45,430 --> 00:28:46,970
Just go do it.

962
00:28:46,970 --> 00:28:47,430
Don't stop.

963
00:28:47,430 --> 00:28:49,770
And everything you want is there.

964
00:28:49,770 --> 00:28:52,590
When am I going to get everything
though, Ryan?

965
00:28:53,390 --> 00:28:55,310
How long is it going to take?
I don't know.

966
00:28:55,690 --> 00:28:56,270
I don't know.

967
00:28:56,270 --> 00:28:58,250
I'd say six to 12 months.

968
00:28:58,250 --> 00:28:59,430
It will be there.

969
00:28:59,430 --> 00:29:03,950
You're going to get what you want.

970
00:29:03,950 --> 00:29:05,610
It's just, I don't know when.

971
00:29:05,610 --> 00:29:06,290
Maybe it's 15 months.

972
00:29:06,290 --> 00:29:07,090
Maybe it's four months.

973
00:29:07,090 --> 00:29:07,750
I've seen it all.

974
00:29:07,750 --> 00:29:11,650
And the people I see that have
stuck to that model, every single

975
00:29:11,650 --> 00:29:13,150
one of them is winning.

976
00:29:13,150 --> 00:29:13,830
Every single one.

977
00:29:13,950 --> 00:29:15,570
But they stuck to the one reel a
day.

978
00:29:15,750 --> 00:29:17,910
three to five stories, 10 hours a
day.

979
00:29:17,910 --> 00:29:21,230
You can get all that done, but now
it has to be a priority.

980
00:29:21,230 --> 00:29:24,830
So when I go back to what I talked
about earlier, the money -making

981
00:29:24,910 --> 00:29:29,660
tasks in your calendar when we
touched on that, that has to be a

982
00:29:29,660 --> 00:29:29,760
priority.

983
00:29:29,760 --> 00:29:31,860
The call with the appraiser on the

984
00:29:31,860 --> 00:29:34,820
deal is not the priority because
that goes away and then you have

985
00:29:34,820 --> 00:29:35,100
nothing.

986
00:29:35,100 --> 00:29:36,800
Me doing this money -making task

987
00:29:36,800 --> 00:29:39,520
every day is to build my
foundation of my business and

988
00:29:39,520 --> 00:29:40,200
build my future.

989
00:29:40,440 --> 00:29:41,060
I'll get to the appraisal.

990
00:29:41,060 --> 00:29:42,080
I'll get to the underwriters.

991
00:29:42,080 --> 00:29:43,260
I'll get to the client freaking

992
00:29:43,260 --> 00:29:43,440
out.

993
00:29:43,740 --> 00:29:44,840
I'll get to all that.

994
00:29:44,840 --> 00:29:48,780
That's in the moment stuff where I
can come in and I can calm it down

995
00:29:48,780 --> 00:29:51,200
and I can solve a problem, but I
can't let that get in the middle

996
00:29:51,200 --> 00:29:53,500
of my money -making task for the
day.

997
00:29:53,500 --> 00:29:56,090
I just can't, right?
It's kind of like, think of a

998
00:29:56,090 --> 00:29:56,230
kitchen.

999
00:29:56,230 --> 00:29:56,830
I just saw this now.

1000
00:29:56,830 --> 00:29:59,490
You have the prep cooks, like
without them prepping the food

1001
00:29:59,490 --> 00:30:01,610
today, the chefs don't have
anything to cook.

1002
00:30:01,610 --> 00:30:03,090
Like they can't actually cook
anything.

1003
00:30:03,090 --> 00:30:05,590
You need the people making the
sauces, chopping things out,

1004
00:30:05,590 --> 00:30:06,050
portioning stuff out.

1005
00:30:06,050 --> 00:30:07,330
Like all that goes in.

1006
00:30:07,370 --> 00:30:08,370
People are banging on the door.

1007
00:30:08,370 --> 00:30:09,070
Hey, let me in.

1008
00:30:09,070 --> 00:30:10,310
I want to eat.

1009
00:30:10,310 --> 00:30:11,830
It's like we can't.

1010
00:30:11,830 --> 00:30:12,210
It's focused.

1011
00:30:12,390 --> 00:30:13,370
They wake up early.

1012
00:30:13,370 --> 00:30:15,830
The prep cooks are in the kitchen
early.

1013
00:30:15,830 --> 00:30:16,490
They're prepping everything.

1014
00:30:16,490 --> 00:30:16,810
They're focused.

1015
00:30:16,810 --> 00:30:18,510
They're not out in the dining
room.

1016
00:30:18,510 --> 00:30:19,950
They're not outside.

1017
00:30:20,620 --> 00:30:22,240
They're at their station, making

1018
00:30:22,240 --> 00:30:23,600
their recipe, following the
recipe, making the sauce.

1019
00:30:23,600 --> 00:30:25,540
Cutting the chicken, cutting the
beef, weighing it out, putting it

1020
00:30:25,720 --> 00:30:28,180
in the bag, portioning it out.

1021
00:30:28,540 --> 00:30:30,460
They're getting all of it ready.

1022
00:30:31,420 --> 00:30:33,120
Without that, the restaurant isn't
a restaurant.

1023
00:30:33,120 --> 00:30:36,680
And a lot of you just wake up and
you go into the kitchen and you

1024
00:30:36,820 --> 00:30:37,880
cook and nothing's prepped.

1025
00:30:37,980 --> 00:30:40,220
And then you're just like, ah, and

1026
00:30:40,220 --> 00:30:43,180
you're just like, fuck, this
client wanted that and this

1027
00:30:43,180 --> 00:30:44,660
customer wants this and blah,
blah, blah.

1028
00:30:45,360 --> 00:30:48,740
And you're cooking and you're
like, shit, because you're cutting

1029
00:30:48,740 --> 00:30:49,820
stuff up as you go.

1030
00:30:49,820 --> 00:30:51,120
And you're cutting out and you're

1031
00:30:51,740 --> 00:30:53,620
like, oh, I don't have that sauce
made yet.

1032
00:30:53,620 --> 00:30:54,920
It's like, you have to be a prep
cook.

1033
00:30:54,920 --> 00:30:55,860
You have to have that in your
business.

1034
00:30:55,860 --> 00:30:57,400
So your business needs that.

1035
00:30:57,400 --> 00:30:58,920
That should be like the best

1036
00:30:58,920 --> 00:30:59,300
analogy ever.

1037
00:30:59,300 --> 00:31:01,040
I just thought of this now.

1038
00:31:01,040 --> 00:31:04,480
Like, go be the prep cook.

1039
00:31:04,480 --> 00:31:06,600
Nothing can get in there.

1040
00:31:06,600 --> 00:31:08,480
You're not open.

1041
00:31:08,480 --> 00:31:09,720
The restaurant isn't open.

1042
00:31:09,720 --> 00:31:10,080
Leave me alone.

1043
00:31:10,080 --> 00:31:13,140
So what's your version of that?

1044
00:31:13,140 --> 00:31:14,780
Okay, that's it, kids.

1045
00:31:14,780 --> 00:31:16,280
I'm going to end this.

1046
00:31:16,280 --> 00:31:18,600
I hope you got something out of
that.

1047
00:31:18,600 --> 00:31:19,120
Okay, that's it.

1048
00:31:19,120 --> 00:31:20,560
Peace out, everyone.

1049
00:31:20,560 --> 00:31:20,900
Much love.

1050
00:31:20,900 --> 00:31:22,260
I appreciate you listening.

1051
00:31:22,260 --> 00:31:23,120
I really do.

1052
00:31:23,120 --> 00:31:25,100
So means the world to me and I

1053
00:31:25,100 --> 00:31:26,800
hope you get stuff out of this
podcast.

1054
00:31:26,800 --> 00:31:27,920
So to labor love.