296: The 3 Decisions That Changed Everything in My Business

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Welcome to the mortgage game.

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I truly, truly believe that

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building a mortgage business, a
successful one is like playing a

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game.

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There's winners, there's losers.

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There's certain things you try.

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Some of us are playing checkers

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while others are playing chess.

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I've had the ability to coach and

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mentor hundreds of mortgage
brokers.

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I myself built a very nice
business.

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So now I want to distill all that
information, all the things I've

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learned from that and bring it
directly to you in a simple to

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understand way.

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I hope you enjoy.

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All right.

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Welcome to the Mortgage Game

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Podcast.

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Whiteboard Wiley in the house.

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

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In the morning with a six on the
clock.

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One of my favorite times to be
here.

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Hey, this is episode, I don't
know, maybe 296.

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Not sure we've got.

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Episode 300 coming up.

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I just recorded yesterday.

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I sort of did this backwards

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because there was a special guest
I wanted on for that as like a

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special podcast.

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And we did it on video.

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So there'll be, we're going to
throw that on YouTube and whatnot.

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We're going to start interviewing
just a shake up here.

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I'm going to keep doing what I'm
doing here.

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Like why changing sound broken,
but I'm also going to start adding

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in me interviewing people.

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I think are interesting for our

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industry, people who are doing
good things either in their

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business and sharing things
they're doing in the business or.

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You'll see the 300 episode.

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That's probably one of my favorite

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episodes I've ever done.

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It's not the favorite.

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It's about the pandemic that's
hitting the mortgage industry and

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how this individual is addressing
it.

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So I'm super pumped for that.

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We'll launch out of our 300

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episode.

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So in the meantime and in between

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time, if you're a Calgary Stampede
wrestling fan, you'd get that one.

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In the meantime and in between
time, there's only certain people

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listening to the set will get that
one.

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It's old school and you had to be.

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watching Stampede Wrestling.

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Let's get to it.

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First off, this podcast is brought

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to you by America.

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Okay, we're going to need a bunch

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more sponsorship on that today.

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I'm heading out to Vancouver after

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this.

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So I'm doing this podcast, heading

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to Vancouver with the kids' staff
for soccer and whatnot.

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So this is a question I get asked
a lot of.

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I've told pieces of this story
over time and sometimes in this

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podcast on earlier versions.

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But I'm just going to bring it all

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together in a summary for you.

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And it's like, Ryan, what did you

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do in your mortgage business that
had the biggest impact?

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What was something you did?
Because I did a lot of things when

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I broke it.

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I tried a lot of things.

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Man, I did so many things.

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I took so much coaching, so many

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courses.

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I just tried different things

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until something hit.

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And man, I did a lot of dumb

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things too.

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Tried so many things where I could

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have probably just stayed on the
simple things.

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And some of it was I was
searching.

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for things to do to not have to go
do the basic boring things.

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I keep telling you do the basic
boring things, but I didn't even

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do that at the beginning.

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Today's podcast, I'm going to tell

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you the three things I did.

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There were three things that stand

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out that when I did this in my
business, it changed my business

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drastically.

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And that's what we're going to go

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over today.

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Okay.

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But I just wanted to help you out
before that and say, Hey, I know a

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lot of you are searching for
things.

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And you're going over here.

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You're going over there.

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You talk to that person.

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You try that.

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And I'm cool with that.

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I think you should be doing that.

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But I also think there's still the
basic boring things.

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And so I wasn't doing those
things.

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Instead, I was looking for
shortcuts.

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I guess you can call them shiny
objects.

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And shiny objects aren't going
away.

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And now AI's around.

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It's the biggest shiny object of

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them all.

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But it's combined with shiny

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object, also with fear of missing
out, with also fear.

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I'm not going to have a job,
right?

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This all bumbled into this one
shiny object thing.

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So we're not going to go down an
AI conversation.

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Let's get into the three biggest
things.

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Okay.

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So early in my career, I started

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out, I was working bartending,
serving at the Fed, downtown

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Toronto, York street.

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And I wanted to become a mortgage

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broker.

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Well, I said, Hey, I want to go

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back into real estate.

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I was in commercial real estate,

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negotiating lease contracts in
Calgary.

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And then I came to Toronto, moved
there and then tried it.

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And I was like, oh, not my thing.

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Because in Calgary, there was a

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different vibe.

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You know, people were walking

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around in cowboy boots, self -made
individuals.

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You're talking to decision makers
every day and they're all cool.

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I moved to Toronto and I get into
commercial real estate and I'm

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going on the 23rd floor to go on a
board meeting with a bunch of

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suits.

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And I'm like, oh, fuck this.

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This isn't my jam.

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So I got out.

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So I need to make money.

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So I went back to what I knew how

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to do from earlier in my life,
which was serve.

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I knew I could make a bunch of
cash.

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So I did that.

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And I decided I wanted to get into

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real estate.

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So I was either going to be a

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realtor or a mortgage broker and
did all my research.

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And when I realized I didn't have
to work evenings and weekends and

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I could incorporate as a mortgage
broker, as a realtor, I just, you

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never get off the hamster wheel.

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I was like, yeah, I'm going to go

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be a mortgage broker.

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So I did mortgage brokering and I

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didn't know anybody in Toronto.

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Nobody.

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Only the people I worked with at
the CAG who had no money because

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they're servers.

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They couldn't get a mortgage.

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And I worked nine to five.

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downtown Toronto brokering.

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I would go into an office majority
of the time.

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And then from, you know, six to
midnight, I would serve.

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And I did that for a couple of
years.

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Okay.

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So I'm doing the broker during the

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day.

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First thing I did.

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Okay.

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That had the biggest impact.

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But as I'm spending my time nine
to five, my mentor at the time,

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he's like, Hey, you need to do
this.

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You need to see the people.

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You need to go into real estate

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offices.

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You need to put yourself out

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there.

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You need to talk to people.

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It's like, you just need to start
talking to people.

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And I'm like, okay.

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So I have to go into real estate

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offices.

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So I go into real estate offices

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and I talk to the business
manager, the sales manager, and I

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try to get in realtors.

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Sometimes I'd sit in the bullpen,

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as they call it, and you're
sitting there and you realize none

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of the producing agents are there.

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It's just a bunch of realtors who

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have nothing to do.

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So they're all sitting there.

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And it's just really awkward
because they know I'm a mortgage

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guy and they know I want deals,
but they don't have deals.

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But they want me to take them off
for lunch.

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But I'm like, I don't have money.

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So I bring donuts and rate sheets.

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That's the way of brokering when I
got in.

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People are like, you just go into
a real estate office, you bring a

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box of donuts, some rate sheets
and some business cards.

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And that's what you do.

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And I was like, OK.

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And then so eventually, like I was
doing just not a lot of business

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for the first two years.

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And I'm sitting here going, man, I

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remember my wife said to me at
times, like, are you doing this or

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what?
Because you're a smart guy, but

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you're still serving.

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We're not seeing each other

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because obviously the hours I'm
working, we're trying to save up

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for a wedding.

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We're trying to get married.

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And like, what are you doing?
Like, she needs some security.

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And she's also like, why aren't
you further along?

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Like in your career as a mortgage,
why aren't you making more money?

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And I was like, because I'm not
doing the things I was told to do.

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And the fact that I still have
cash coming in from serving sort

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of doesn't make it that pressing,
right?

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To go make money.

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And it just hit me one day.

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I'm like, I have to go all in.

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And then I have to do the things.

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I have to listen to people who are
already there, who are already

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winning, and I have to do exactly
what they say.

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So I went all in.

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I quit the keg.

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And that was the first thing I did
in my business and had massive,

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massive impact.

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And that's what allowed me to get

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to $20 million was I had nothing
else to do.

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I had no more excuses.

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When I quit the keg, it was scary

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as fuck.

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This podcast is brought to you

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by...

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American.

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Because you're bringing in over $1
,000 a week cash, easily over $1

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,000 a week, right?
Tax -free.

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So it was equivalent of making
like $120 ,000 a year.

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And I just walked away from it
because I had to get serious about

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mortgages, even though I was doing
the nine to five and then shifting

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gears.

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Like in the morning, I'm not

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showing up as my best version
because I'm getting home at one.

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And then serving, sometimes after
you have a couple drinks and like,

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it's just not the good lifestyle
either.

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And so like, you're just never the
best version of yourself.

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And I wasn't even doing the things
I was supposed to do.

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So I quit.

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I went all in.

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I burned all boats, as they say.

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And I said, I'm going to be a

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mortgage broker and I'm actually
going to do the things.

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Right?
I'm now the mentor and the coach.

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And I'm like, do the things.

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My business isn't where I want to.

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Did you do the things?
Like the things are simple.

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Like you already know, I could ask
you, what should you do?

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What would it take for you to run
a successful mortgage business?

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You would map them out.

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You'd be like, oh, I should follow

260
00:08:13,860 --> 00:08:17,160
up with this and I should reach
out to, you know, one referral

261
00:08:17,160 --> 00:08:21,240
partner a day and I should reach
out to 15 other people a day and I

262
00:08:21,240 --> 00:08:25,860
should do one reel a day and I
should do three stores.

263
00:08:25,860 --> 00:08:28,800
Like if you did that, it's like
your business.

264
00:08:29,640 --> 00:08:32,100
Just everyone else, you guys are
all out there like looking around,

265
00:08:32,100 --> 00:08:35,130
but what's my new niche?
And then I'm over here and it's

266
00:08:35,130 --> 00:08:37,830
like, but then I'm going to do
that and I'm going to do green

267
00:08:37,830 --> 00:08:37,909
screens.

268
00:08:37,909 --> 00:08:39,429
I don't care what it is.

269
00:08:39,429 --> 00:08:39,950
Just do it.

270
00:08:39,950 --> 00:08:40,270
Get the muscle.

271
00:08:40,270 --> 00:08:41,610
It's not even about what you're
putting out.

272
00:08:41,610 --> 00:08:43,289
It's about working the muscle so
it's a habit.

273
00:08:43,289 --> 00:08:45,370
So you wake up and you know what
you do.

274
00:08:45,370 --> 00:08:46,790
The money -making tasks.

275
00:08:46,790 --> 00:08:48,410
So I did my money -making tasks.

276
00:08:48,410 --> 00:08:50,350
And my money -making tasks were
going into real estate offices,

277
00:08:50,350 --> 00:08:51,130
cold calling realtors.

278
00:08:51,130 --> 00:08:52,210
I built my business through that.

279
00:08:52,210 --> 00:08:54,790
And then networking through the
people I had at the keg.

280
00:08:54,790 --> 00:08:56,950
It was a small Rolodex, but it was
still a Rolodex.

281
00:08:56,950 --> 00:08:58,970
And I ended up doing mortgages for
a couple of that.

282
00:08:58,970 --> 00:08:59,110
It's interesting.

283
00:08:59,110 --> 00:08:59,790
Once I quit, people there realized

284
00:08:59,790 --> 00:09:00,510
I got serious.

285
00:09:00,510 --> 00:09:02,260
And then they had a new level of

286
00:09:02,340 --> 00:09:02,860
respect for me.

287
00:09:03,020 --> 00:09:03,800
And then they would actually use

288
00:09:03,800 --> 00:09:05,320
me as their mortgage broker.

289
00:09:05,320 --> 00:09:06,460
Because some of the servers had

290
00:09:06,460 --> 00:09:07,580
mortgages or wanted to buy.

291
00:09:07,580 --> 00:09:08,860
And they did have the means.

292
00:09:08,860 --> 00:09:11,420
But it was only after I left.

293
00:09:11,420 --> 00:09:13,420
Because as there, I was seen as

294
00:09:13,420 --> 00:09:14,560
their equal.

295
00:09:14,560 --> 00:09:15,380
And I had mortgages.

296
00:09:15,380 --> 00:09:17,540
And they're like, yeah, like same
thing.

297
00:09:17,540 --> 00:09:22,300
Like, would you want someone who's
like driving your Uber, doing your

298
00:09:22,300 --> 00:09:23,280
mortgage?
Like, come on.

299
00:09:23,280 --> 00:09:24,120
No, you wouldn't.

300
00:09:24,120 --> 00:09:25,160
I want a pro.

301
00:09:25,160 --> 00:09:26,220
I want a pro's pro.

302
00:09:26,340 --> 00:09:27,760
And so that's what it was.

303
00:09:27,760 --> 00:09:28,840
So that's number one.

304
00:09:28,840 --> 00:09:32,530
And then I started to do all those

305
00:09:32,530 --> 00:09:33,010
things.

306
00:09:33,010 --> 00:09:35,950
And it was just a simple, basic

307
00:09:35,950 --> 00:09:36,050
thing.

308
00:09:36,050 --> 00:09:36,910
Start conversations every day.

309
00:09:36,910 --> 00:09:40,390
Woke up, put on my suit, went out
downtown Toronto with all the

310
00:09:40,390 --> 00:09:42,130
other fucking suits and started
talking to people.

311
00:09:42,130 --> 00:09:44,410
And it was usually real estate
shots.

312
00:09:44,410 --> 00:09:47,050
And boom, I got to 20 million
within, definitely within the

313
00:09:47,050 --> 00:09:48,410
first two years.

314
00:09:48,410 --> 00:09:49,230
And the mortgage sizes were

315
00:09:49,230 --> 00:09:50,710
smaller back then, obviously.

316
00:09:50,710 --> 00:09:51,730
But yeah, so that was number one.

317
00:09:51,810 --> 00:09:56,310
Okay, so now I'm humming along and
I'm doing the 20 million and this

318
00:09:56,510 --> 00:09:58,890
podcast is brought to you by
Americana.

319
00:09:59,130 --> 00:10:01,810
I told you, there's gonna be a
bunch of sponsorships.

320
00:10:01,810 --> 00:10:03,970
I have this venti Americana
sitting here that's just staring

321
00:10:04,090 --> 00:10:05,810
at me and I want to drink it.

322
00:10:05,810 --> 00:10:06,790
You tell me, is there any other

323
00:10:06,790 --> 00:10:09,090
podcast you listen to where you
have to deal with that?

324
00:10:09,370 --> 00:10:09,950
Probably not.

325
00:10:10,170 --> 00:10:11,810
It's the trade -off we make.

326
00:10:11,810 --> 00:10:13,570
We all make trade -offs in life.

327
00:10:13,570 --> 00:10:16,550
So now I'm doing 20 million.

328
00:10:16,670 --> 00:10:19,370
And I'm making cash and I'm like,
I'm a baller.

329
00:10:19,610 --> 00:10:23,670
But oh, man, now I'm starting to
like not like the business because

330
00:10:24,450 --> 00:10:25,690
I'm not a paperwork guy.

331
00:10:25,690 --> 00:10:28,730
I'm not a checklist guy.

332
00:10:28,730 --> 00:10:30,710
I'm not a paperwork guy.

333
00:10:30,710 --> 00:10:32,570
I'm not a here's my day.

334
00:10:32,570 --> 00:10:34,470
Every 30 minute increments know
what I'm doing.

335
00:10:34,470 --> 00:10:36,590
I'm like, oh, God, just like shoot
me now.

336
00:10:36,590 --> 00:10:38,590
Don't want to do it.

337
00:10:38,590 --> 00:10:39,930
If that's my life, sign me up for

338
00:10:39,930 --> 00:10:43,690
a taco truck on the beach in
Mexico somewhere.

339
00:10:43,690 --> 00:10:45,190
I'll do that.

340
00:10:45,190 --> 00:10:46,370
That's more fun.

341
00:10:46,370 --> 00:10:48,930
I want to do that.

342
00:10:48,990 --> 00:10:50,090
I want to have some fun.

343
00:10:50,090 --> 00:10:51,510
I want to do things I enjoy.

344
00:10:51,510 --> 00:10:52,550
And I get it.

345
00:10:52,930 --> 00:10:54,470
I don't believe in the follow your
passion route.

346
00:10:54,470 --> 00:10:56,970
I'm not that because you'll just
be, you have people, I'm a

347
00:10:57,890 --> 00:10:58,330
provider.

348
00:10:58,330 --> 00:10:59,450
You have to provide.

349
00:10:59,450 --> 00:11:03,690
Following your passion, sometimes
that knocks out of the park and

350
00:11:03,690 --> 00:11:04,030
works.

351
00:11:04,030 --> 00:11:06,970
But most times, follow what you're

352
00:11:06,970 --> 00:11:08,490
really good at.

353
00:11:08,490 --> 00:11:10,370
Whatever you're really good at,

354
00:11:10,370 --> 00:11:11,690
find that one thing, that little
thing.

355
00:11:11,690 --> 00:11:14,230
You could be really good at
discovery calls.

356
00:11:14,230 --> 00:11:17,770
Build your whole business around
you being really good at discovery

357
00:11:17,770 --> 00:11:17,990
calls.

358
00:11:18,130 --> 00:11:20,070
and get other people doing all the

359
00:11:20,430 --> 00:11:20,970
other things.

360
00:11:20,970 --> 00:11:21,470
Because otherwise you'll get

361
00:11:21,470 --> 00:11:21,850
burned out.

362
00:11:21,850 --> 00:11:24,290
And if you really want to maximize

363
00:11:24,290 --> 00:11:26,330
your skill and your superpower,
you do that.

364
00:11:26,410 --> 00:11:29,690
And so me doing paperwork, the
reason I got so frustrated at it

365
00:11:29,690 --> 00:11:32,470
and I was ready to leave the
industry, to be honest, I got so

366
00:11:32,470 --> 00:11:34,370
frustrated because I felt I was so
above this.

367
00:11:34,370 --> 00:11:38,130
I'm like, why the fuck am I
looking at down payment documents?

368
00:11:38,250 --> 00:11:40,550
Why am I like analyzing this?
And why am I?

369
00:11:40,550 --> 00:11:44,170
tracking down a November bank
thing and a NOA for this.

370
00:11:44,170 --> 00:11:45,190
And I'm chasing clients down.

371
00:11:45,190 --> 00:11:46,930
And I like the whole thing.

372
00:11:46,930 --> 00:11:49,850
I just felt this is so beneath me.

373
00:11:49,850 --> 00:11:52,610
And you listen, you might be like,

374
00:11:52,610 --> 00:11:53,550
all right, you're an idiot.

375
00:11:53,550 --> 00:11:55,650
It's like, no, that was just my

376
00:11:55,650 --> 00:11:55,910
mindset.

377
00:11:55,910 --> 00:11:57,830
It was, why am I doing this?

378
00:11:57,830 --> 00:11:59,530
There are other people that can do
this.

379
00:11:59,990 --> 00:12:02,370
I can get like anybody to do this.

380
00:12:02,370 --> 00:12:03,850
Like, why is Ryan Wiley doing down

381
00:12:03,850 --> 00:12:07,670
payment documents?
no, thank you, not going to do

382
00:12:07,670 --> 00:12:08,210
this.

383
00:12:08,210 --> 00:12:11,170
I'm like, yeah, so I need to get

384
00:12:11,170 --> 00:12:11,650
this off my plate.

385
00:12:11,650 --> 00:12:12,830
So the second biggest impact I

386
00:12:13,070 --> 00:12:18,190
had, which made me go from 20 to
40 million the first year I did

387
00:12:18,190 --> 00:12:20,490
it, was I hired fulfillment.

388
00:12:20,490 --> 00:12:21,930
I hired that person, which I think

389
00:12:21,930 --> 00:12:24,130
is the number one need.

390
00:12:24,130 --> 00:12:26,150
Take out the execution, take out

391
00:12:26,720 --> 00:12:32,040
the mindset, take out the ability
to Analyze you have stress and

392
00:12:32,160 --> 00:12:36,760
then deal with it in the moment so
you could be a better version of

393
00:12:36,760 --> 00:12:37,100
yourself.

394
00:12:37,100 --> 00:12:38,860
Take it out all that stuff.

395
00:12:38,860 --> 00:12:41,400
I think this is the most important
thing that's lacking in our

396
00:12:41,400 --> 00:12:43,560
industry for brokers, right?
Take out the social media brand

397
00:12:43,680 --> 00:12:44,660
and all that.

398
00:12:44,660 --> 00:12:46,560
I'm going like, I'm just talking

399
00:12:46,560 --> 00:12:48,160
to the process and system.

400
00:12:48,160 --> 00:12:50,280
I'm talking the behind the scenes

401
00:12:50,280 --> 00:12:50,560
stuff.

402
00:12:50,960 --> 00:12:53,760
It's the number one need in our

403
00:12:53,760 --> 00:12:55,670
industry is fulfillment.

404
00:12:55,830 --> 00:12:57,190
I'm not convinced we all need

405
00:12:57,190 --> 00:12:57,510
underwriters.

406
00:12:57,870 --> 00:13:01,270
Some of you do because you don't

407
00:13:01,270 --> 00:13:02,810
know what the hell you're doing.

408
00:13:02,810 --> 00:13:04,010
Other people need fulfillment

409
00:13:04,010 --> 00:13:06,550
because you know what you're doing
and you have your core lenders.

410
00:13:06,550 --> 00:13:07,610
I needed fulfillment.

411
00:13:07,610 --> 00:13:08,630
I needed someone from commitment

412
00:13:08,630 --> 00:13:11,430
to compliance to just take that
all off.

413
00:13:11,430 --> 00:13:12,250
Don't talk to me.

414
00:13:12,250 --> 00:13:14,310
Leave over there.

415
00:13:15,130 --> 00:13:18,670
Unless someone's burning down,
jump, the building's burning and

416
00:13:19,370 --> 00:13:23,160
they can't get down the stairs and
they're about to jump out the

417
00:13:23,160 --> 00:13:23,300
window.

418
00:13:23,300 --> 00:13:24,620
Like if they come down the stairs,

419
00:13:24,620 --> 00:13:26,520
I'm cool with that because they
get out.

420
00:13:26,520 --> 00:13:28,620
If they come down and half their
bodies burn, I'm cool with that

421
00:13:28,620 --> 00:13:30,380
because there's still a lot.

422
00:13:30,380 --> 00:13:33,040
But if they're about to jump out

423
00:13:33,040 --> 00:13:34,700
the window and kill themselves,
okay, call me.

424
00:13:34,700 --> 00:13:37,000
And then I'll come over and I'll
bring the big cushion thing.

425
00:13:37,000 --> 00:13:39,220
I'll be like, here, jump in this.

426
00:13:39,220 --> 00:13:39,340
Right?

427
00:13:39,340 --> 00:13:40,360
And I'll put that fire out.

428
00:13:40,360 --> 00:13:41,740
Otherwise, don't call me.

429
00:13:41,740 --> 00:13:43,040
And so I did that.

430
00:13:43,460 --> 00:13:44,440
And I implemented that idea.

431
00:13:44,440 --> 00:13:45,620
And I went from 20 to 40 million.

432
00:13:45,880 --> 00:13:46,440
Like that.

433
00:13:46,440 --> 00:13:48,000
It was a game changer.

434
00:13:48,000 --> 00:13:48,760
I remember waking up on the

435
00:13:48,760 --> 00:13:48,880
Monday.

436
00:13:48,880 --> 00:13:50,540
The first Monday that I had

437
00:13:50,540 --> 00:13:51,720
fulfillment in place.

438
00:13:51,720 --> 00:13:54,180
I bounced out of bed.

439
00:13:54,180 --> 00:13:56,260
I was like, do -do -do -do.

440
00:13:56,260 --> 00:13:59,940
I was like, you know, doodly -doo.

441
00:13:59,940 --> 00:14:03,340
Ned Flanders just like cruising
down the street.

442
00:14:03,340 --> 00:14:04,880
Hey, top of the morning to you.

443
00:14:04,880 --> 00:14:06,460
I was like a different person.

444
00:14:06,780 --> 00:14:08,520
I remember my wife being like, oh,
look at you.

445
00:14:08,520 --> 00:14:09,560
Aren't you like?
And I'm like, yeah.

446
00:14:09,840 --> 00:14:11,460
I don't have to do that stuff.

447
00:14:11,460 --> 00:14:12,960
I can now go do this stuff.

448
00:14:12,960 --> 00:14:15,480
I can now talk to more people and
build those relationships and...

449
00:14:15,480 --> 00:14:18,300
Get better at my discovery call
because I'm more dialed in and

450
00:14:18,300 --> 00:14:18,460
focused.

451
00:14:18,460 --> 00:14:20,260
I'm not going to be burned out.

452
00:14:20,260 --> 00:14:21,580
So I had to analyze that.

453
00:14:21,580 --> 00:14:23,080
In my business, where's my

454
00:14:23,080 --> 00:14:25,120
superpower?
So I analyzed where my superpower

455
00:14:25,120 --> 00:14:25,360
was.

456
00:14:25,360 --> 00:14:26,280
And it was not doing paperwork

457
00:14:26,340 --> 00:14:30,660
that really, like admin stuff that
you can just pay someone on an

458
00:14:30,660 --> 00:14:31,280
hourly rate.

459
00:14:31,280 --> 00:14:33,140
And I did have the mindset, and

460
00:14:33,140 --> 00:14:35,620
I'm totally cool with that, that
I'm above it.

461
00:14:35,620 --> 00:14:36,380
Because I had to.

462
00:14:36,380 --> 00:14:38,300
I have a CEO mindset.

463
00:14:38,300 --> 00:14:40,170
I need to be at the top.

464
00:14:40,170 --> 00:14:41,450
I was frustrated with myself that

465
00:14:41,530 --> 00:14:44,790
I allowed my business to get to
the point that that was my

466
00:14:44,950 --> 00:14:45,170
business.

467
00:14:45,390 --> 00:14:46,430
And I'm like, you're better than

468
00:14:46,770 --> 00:14:47,210
this, Ryan.

469
00:14:47,210 --> 00:14:49,310
You're way better than this.

470
00:14:49,310 --> 00:14:50,530
What did you do?
What went wrong?

471
00:14:50,770 --> 00:14:52,250
Ah, I was working in the business.

472
00:14:52,250 --> 00:14:53,650
And that's not the gig.

473
00:14:53,650 --> 00:14:57,210
Even if you're making 100, 150
grand a year, you're still working

474
00:14:57,210 --> 00:14:58,450
in the business.

475
00:14:58,450 --> 00:15:02,770
And some of you, the rationale is

476
00:15:02,770 --> 00:15:03,010
this.

477
00:15:03,010 --> 00:15:05,520
This podcast brought to you by

478
00:15:05,520 --> 00:15:05,980
Americana.

479
00:15:05,980 --> 00:15:06,500
Irrational.

480
00:15:06,500 --> 00:15:08,000
I hear this from brokers all the
time.

481
00:15:08,180 --> 00:15:09,100
Oh, I like the paperwork.

482
00:15:09,100 --> 00:15:10,480
I'm like, cool.

483
00:15:10,480 --> 00:15:12,800
It's costing you a lot of money to
do the paperwork.

484
00:15:12,800 --> 00:15:15,800
So I hope you really like it.

485
00:15:15,800 --> 00:15:17,560
Oh, no, it's just easy.

486
00:15:17,560 --> 00:15:21,020
Oh, I'm a control freak.

487
00:15:21,020 --> 00:15:22,800
Oh, I like I like I used to have

488
00:15:22,800 --> 00:15:23,120
these feelings.

489
00:15:23,120 --> 00:15:25,440
I remember I was talking to a

490
00:15:25,440 --> 00:15:27,460
broker and he's like, Ryan, get
over yourself.

491
00:15:27,460 --> 00:15:30,040
What do you think?
You're the only one that can do X,

492
00:15:30,040 --> 00:15:33,900
Y, Z and X. He's like, oh, God,
what are you doing?

493
00:15:33,900 --> 00:15:36,660
He's like, you're so like, go over
here and be the CEO.

494
00:15:36,660 --> 00:15:41,280
Like, what are you doing?
And I'm like, oh man, you're so

495
00:15:41,280 --> 00:15:41,480
right.

496
00:15:41,480 --> 00:15:42,780
You're so right.

497
00:15:42,780 --> 00:15:43,100
Right.

498
00:15:43,100 --> 00:15:44,620
I was like, okay.

499
00:15:44,620 --> 00:15:49,000
So you're the only one that can
PDF merge things and put DocuSign

500
00:15:49,000 --> 00:15:53,820
and like do that and handle
conditions and talk to people and

501
00:15:53,960 --> 00:15:56,760
talk them off the cliff and like
get over yourself.

502
00:15:56,760 --> 00:15:57,820
And I was like, okay.

503
00:15:57,980 --> 00:16:00,340
So number one was I went all in, I

504
00:16:00,340 --> 00:16:03,620
burned all boats.

505
00:16:03,940 --> 00:16:05,200
And part two to that was I just

506
00:16:05,380 --> 00:16:06,300
did the things.

507
00:16:06,300 --> 00:16:08,920
that I was supposed to do.

508
00:16:08,920 --> 00:16:12,160
And I just looked all around me
and I said, who's already winning?

509
00:16:12,160 --> 00:16:16,220
I'm going to go back to this for a
second because it's a point I need

510
00:16:16,520 --> 00:16:16,880
to make here.

511
00:16:16,880 --> 00:16:18,340
You listening right now, you have

512
00:16:18,340 --> 00:16:20,740
people around you who have a
version of a business that you

513
00:16:20,740 --> 00:16:22,320
admire, you're jealous of, you
love, whatever.

514
00:16:22,600 --> 00:16:24,700
There's someone who has something
you like baked into their

515
00:16:24,700 --> 00:16:24,840
business.

516
00:16:24,840 --> 00:16:25,440
Go figure out.

517
00:16:25,600 --> 00:16:29,200
If you're at 3 million, And you
know, someone's at 15 or 20 and

518
00:16:29,340 --> 00:16:31,900
don't come up with the, where do
you get your leads from?

519
00:16:31,980 --> 00:16:32,180
Not that bullshit.

520
00:16:32,180 --> 00:16:33,400
Understand their habits.

521
00:16:33,400 --> 00:16:35,600
Hey, what do you do every day to
create?

522
00:16:35,600 --> 00:16:38,740
What's the thing you'd
consistently do and have done to

523
00:16:38,740 --> 00:16:39,380
create leads?
Much better question.

524
00:16:39,380 --> 00:16:40,860
A version of that.

525
00:16:40,860 --> 00:16:41,040
Okay.

526
00:16:41,040 --> 00:16:44,380
How do you get your leads?
It's so like, what really?

527
00:16:44,380 --> 00:16:47,320
Like, that's like, I can't give
you like, I consider it would be

528
00:16:47,320 --> 00:16:50,580
like a three hour conversation of
all the things because there's

529
00:16:50,580 --> 00:16:51,000
never one thing.

530
00:16:51,000 --> 00:16:53,560
So it always comes back to habits.

531
00:16:53,560 --> 00:16:58,660
So I went and analyzed the people
around me that had businesses I

532
00:16:58,660 --> 00:17:01,580
liked when I burned all boats and
I started to understand their

533
00:17:01,580 --> 00:17:01,660
habits.

534
00:17:01,660 --> 00:17:03,800
And their habits were, they showed

535
00:17:03,800 --> 00:17:04,200
up every fucking day.

536
00:17:04,200 --> 00:17:05,540
They showed up every day and they

537
00:17:05,540 --> 00:17:06,180
put the work in.

538
00:17:06,180 --> 00:17:08,380
And I'm not saying.

539
00:17:08,380 --> 00:17:13,180
When I say you're working hard and
you're putting the work in, it's

540
00:17:13,180 --> 00:17:15,760
kind of like think of a runner
sprinting.

541
00:17:15,760 --> 00:17:20,020
You could sprint and just keep
running for it.

542
00:17:20,020 --> 00:17:24,800
But if you're going the wrong way,
what does it matter?

543
00:17:25,099 --> 00:17:28,790
So just because you're working
hard doesn't mean you're working

544
00:17:28,790 --> 00:17:28,910
smart.

545
00:17:28,910 --> 00:17:29,890
You're working right.

546
00:17:29,890 --> 00:17:31,650
Right?
Because just because you're

547
00:17:31,650 --> 00:17:37,130
sitting in front of a computer 9
to 5, 40 hours, I hear that a lot.

548
00:17:37,570 --> 00:17:39,550
I'm in front of the computer.

549
00:17:39,550 --> 00:17:41,190
I'm like, cool.

550
00:17:41,330 --> 00:17:44,170
Where are you running to?
Like, okay, you're telling me

551
00:17:44,170 --> 00:17:50,450
you're sprinting all day, which I
don't believe you.

552
00:17:50,450 --> 00:17:52,290
But let's just say you are.

553
00:17:52,290 --> 00:17:54,210
Let's just say you're going balls

554
00:17:54,310 --> 00:17:56,240
to the wall all day long.

555
00:17:56,240 --> 00:17:58,080
Where are you going to?

556
00:17:58,080 --> 00:18:01,600
What's the thing you did?
Did you talk to 20 people today?

557
00:18:01,600 --> 00:18:02,560
No?
Then what did you do?

558
00:18:02,560 --> 00:18:04,720
You cruised around and liked some
posts on Instagram?

559
00:18:04,720 --> 00:18:07,700
And then you went in some Facebook
groups?

560
00:18:07,700 --> 00:18:10,960
And then you chit -chatted and
then you got on some Zoom training

561
00:18:10,960 --> 00:18:12,600
calls and you feel better about
yourself?

562
00:18:12,600 --> 00:18:16,940
Like, go and find the people who
have a business you like and start

563
00:18:16,940 --> 00:18:17,960
understanding their habits.

564
00:18:17,960 --> 00:18:20,940
And then just go do those and then

565
00:18:20,940 --> 00:18:23,330
figure out a way to get your
habits up.

566
00:18:23,330 --> 00:18:24,770
So I had to do the same.

567
00:18:24,910 --> 00:18:25,490
And that's what I did.

568
00:18:25,490 --> 00:18:27,690
I got out of the house.

569
00:18:27,690 --> 00:18:29,870
I changed my environment because I

570
00:18:29,870 --> 00:18:31,350
started to work in the house all
the time.

571
00:18:31,470 --> 00:18:34,950
And all of a sudden, I'm like,
just sitting there waiting for

572
00:18:34,950 --> 00:18:35,070
leads.

573
00:18:35,070 --> 00:18:36,590
Like, dude, did you okay?

574
00:18:36,590 --> 00:18:39,290
I'm going to check out my email,
phone.

575
00:18:39,290 --> 00:18:40,170
I'm like, yeah, nothing's going
on.

576
00:18:40,170 --> 00:18:42,330
My wife's like, where's the
business?

577
00:18:42,430 --> 00:18:43,330
I'm like, yeah, I don't know.

578
00:18:43,330 --> 00:18:43,770
Like, nothing's coming in.

579
00:18:43,770 --> 00:18:47,950
I'm a fucking store sitting here
and no one's coming in the store.

580
00:18:47,950 --> 00:18:49,230
It's like, sucks the wrong
mentality.

581
00:18:49,230 --> 00:18:50,730
Wherever you're at in life.

582
00:18:50,730 --> 00:18:52,630
It's where you're supposed to be.

583
00:18:52,630 --> 00:18:55,290
If you're out of shape, if you're
stressed out, if everyone leans on

584
00:18:55,290 --> 00:19:00,490
you, if your business sucks, if
your business is awesome, if you

585
00:19:01,530 --> 00:19:05,490
have 5 ,000 in your bank account
or you have 500 ,000 in your bank

586
00:19:05,490 --> 00:19:07,250
account, wherever you're at, are
your friendships awesome?

587
00:19:07,250 --> 00:19:09,390
Are your relationships great?
Do your kids love you?

588
00:19:09,390 --> 00:19:11,670
Does your spouse love you?
Do they hate you?

589
00:19:11,670 --> 00:19:13,430
All the things, you're where
you're supposed to be.

590
00:19:13,430 --> 00:19:13,630
You created.

591
00:19:13,630 --> 00:19:16,690
your situation and it's all you

592
00:19:16,690 --> 00:19:19,090
there's nothing outside coming in
that affects it and the only

593
00:19:19,090 --> 00:19:23,200
reason the outside stuff if you
think it affects is because you

594
00:19:23,200 --> 00:19:25,280
let it in and you told yourself
the story that it affects it i

595
00:19:25,280 --> 00:19:28,680
want you to think about that for a
second right if you're not happy

596
00:19:28,680 --> 00:19:30,860
with your business it's because of
you if you're too stressed out

597
00:19:30,860 --> 00:19:32,120
that's you there's no one stop
looking at other people stop

598
00:19:32,120 --> 00:19:34,640
looking at other people and Like
playing the blame game or blaming

599
00:19:34,740 --> 00:19:35,740
the economy, blaming interest
rates, the big bad banks.

600
00:19:35,740 --> 00:19:37,080
I've had this conversation on
other podcasts.

601
00:19:37,160 --> 00:19:37,800
You've heard me.

602
00:19:38,040 --> 00:19:39,560
I'm going to stop and I'm going to

603
00:19:39,620 --> 00:19:40,960
move on to number three here
shortly.

604
00:19:40,960 --> 00:19:43,280
But I do feel this is important
enough.

605
00:19:43,280 --> 00:19:43,620
It's you.

606
00:19:43,620 --> 00:19:44,300
Look in the fucking mirror.

607
00:19:44,300 --> 00:19:48,500
If your business sucks, I don't
know what to tell you.

608
00:19:48,500 --> 00:19:52,040
Like the answers are all right in
front of me.

609
00:19:52,040 --> 00:19:55,420
There's not a thing you're going
to go do.

610
00:19:55,960 --> 00:20:01,220
Like there's not a course you can
take that's now going to go fix

611
00:20:01,220 --> 00:20:01,620
it.

612
00:20:01,840 --> 00:20:03,260
It's you showing up every day.

613
00:20:03,260 --> 00:20:03,980
Best version of yourself.

614
00:20:03,980 --> 00:20:05,100
I was showing up in my mortgage

615
00:20:05,100 --> 00:20:09,760
business, but not the best version
because I was going to bed at one

616
00:20:09,760 --> 00:20:10,120
or two.

617
00:20:10,120 --> 00:20:11,400
And then some nights, you know,

618
00:20:11,400 --> 00:20:13,920
have a couple of beers after work.

619
00:20:13,920 --> 00:20:16,720
And so that, and so I wake up

620
00:20:16,720 --> 00:20:18,460
feeling droggy.

621
00:20:18,460 --> 00:20:21,540
And like, so even though I was

622
00:20:21,540 --> 00:20:26,900
showing up and even though I was
in the office, was I actually the

623
00:20:26,900 --> 00:20:28,500
best version of myself?
And was I actually doing the

624
00:20:28,500 --> 00:20:32,620
things I was supposed to do?
Or was I just saying, well, I work

625
00:20:32,620 --> 00:20:33,680
nine to five, right?
But I'm sitting there.

626
00:20:33,680 --> 00:20:35,740
Like if I'm actually working.

627
00:20:35,740 --> 00:20:37,240
And what I mean working,

628
00:20:37,240 --> 00:20:38,380
prospecting.

629
00:20:38,380 --> 00:20:39,200
If I'm actually doing money

630
00:20:39,200 --> 00:20:43,600
-making tasks for a large portion
of that day, there's no way I

631
00:20:43,600 --> 00:20:47,450
don't make a lot of money at some
point.

632
00:20:47,450 --> 00:20:49,470
But I wasn't doing that.

633
00:20:49,470 --> 00:20:52,510
But I could tell other people,

634
00:20:52,710 --> 00:20:53,670
hey, I'm going to work.

635
00:20:53,670 --> 00:20:53,890
I'm here.

636
00:20:53,890 --> 00:20:54,630
I'm sitting here.

637
00:20:54,630 --> 00:20:55,550
Open the computer up.

638
00:20:55,770 --> 00:20:56,070
Check my email.

639
00:20:56,070 --> 00:20:56,690
React and answer some questions.

640
00:20:56,690 --> 00:20:57,250
Feel good about myself.

641
00:20:57,250 --> 00:20:57,950
Text some people.

642
00:20:58,310 --> 00:21:00,110
wait for people to get back to me.

643
00:21:00,490 --> 00:21:02,750
And then I like twiddle my thumbs

644
00:21:03,770 --> 00:21:06,410
and then I'm like, ah, to get
distracted.

645
00:21:06,410 --> 00:21:09,130
And back then social media wasn't
even like a big thing.

646
00:21:09,130 --> 00:21:11,350
So, right, you hear me?
Okay, so back on track, back to

647
00:21:11,350 --> 00:21:11,810
number three.

648
00:21:12,550 --> 00:21:13,790
But before that, this podcast

649
00:21:13,790 --> 00:21:14,970
brought to you by Americana.

650
00:21:14,970 --> 00:21:16,750
Okay, so number one, burn all

651
00:21:16,750 --> 00:21:21,170
boats and do the things I was
supposed to do, create good habits

652
00:21:21,170 --> 00:21:22,910
from those who were already where
I wanted to be.

653
00:21:22,910 --> 00:21:23,470
Second biggest thing.

654
00:21:23,470 --> 00:21:24,130
lean into my superpower, get

655
00:21:24,130 --> 00:21:26,630
fulfillment in to hell, which
wasn't helping me.

656
00:21:26,690 --> 00:21:29,190
And then go over here and where I
could focus on moving the needle.

657
00:21:29,190 --> 00:21:29,790
And then number three.

658
00:21:29,790 --> 00:21:31,610
So now I'm doing mortgages and I'm

659
00:21:31,610 --> 00:21:34,650
doing like, I'm not running a B
deal, an A deal, a private deal,

660
00:21:34,650 --> 00:21:35,790
doing these things.

661
00:21:35,790 --> 00:21:37,630
And I'm not really good at any of

662
00:21:37,630 --> 00:21:37,870
it.

663
00:21:37,870 --> 00:21:38,510
I'm really good at instilling

664
00:21:38,510 --> 00:21:40,310
confidence in my clients and
having them trust me.

665
00:21:40,410 --> 00:21:42,370
That's what I'm really good at.

666
00:21:42,450 --> 00:21:43,250
understanding the nuances of

667
00:21:43,390 --> 00:21:47,010
certain files and that i'm like
yeah because i'll be honest i

668
00:21:47,110 --> 00:21:50,830
don't really care i don't care i
don't care about the rental offset

669
00:21:50,830 --> 00:21:53,810
i don't care about like i didn't
need to solve a puzzle that wasn't

670
00:21:53,810 --> 00:21:58,250
my superpower it's not what i got
me out of bed and enjoy it i

671
00:21:58,370 --> 00:22:03,790
learned to do it and i got really
good at it over time because i got

672
00:22:03,790 --> 00:22:08,770
to work on a lot of files because
i leaned into my superpower which

673
00:22:09,280 --> 00:22:11,640
gave me a lot of files so i got
good at but early on midway

674
00:22:11,640 --> 00:22:14,300
through my career i'm like yeah
Like, I don't really, and then I,

675
00:22:14,300 --> 00:22:17,820
all of a sudden, all of a sudden
I'm doing, and I already know.

676
00:22:18,100 --> 00:22:23,360
And I sat there and I go, oh my
God, I sent this person to a B

677
00:22:23,360 --> 00:22:23,420
lender.

678
00:22:23,420 --> 00:22:27,400
And then I compared notes with

679
00:22:28,380 --> 00:22:28,800
another broker.

680
00:22:28,800 --> 00:22:31,300
And they're like, why did you send

681
00:22:31,300 --> 00:22:33,620
them there?
You could have packaged it this

682
00:22:33,620 --> 00:22:34,600
way and sent them over here.

683
00:22:34,600 --> 00:22:38,070
And you had to say the clients

684
00:22:38,070 --> 00:22:43,790
were tickled pink because I got
them a mortgage and I got them,

685
00:22:43,910 --> 00:22:47,330
let's call them five and a half
inch trade with a 1 % fee.

686
00:22:47,330 --> 00:22:47,550
Cool.

687
00:22:48,090 --> 00:22:48,670
They're happy.

688
00:22:48,670 --> 00:22:51,270
They're like, hey, Ryan, you're
the best.

689
00:22:51,270 --> 00:22:52,130
I'm like, cool.

690
00:22:52,130 --> 00:22:53,930
And I share notes with another

691
00:22:53,930 --> 00:22:54,130
broker.

692
00:22:54,130 --> 00:22:56,090
And he's like, oh, you could have

693
00:22:56,210 --> 00:23:00,090
got him 5 % with a half percent
fee and actually more of an open

694
00:23:00,090 --> 00:23:01,410
mortgage too over here.

695
00:23:01,410 --> 00:23:03,730
And I was like, oh, shit, I didn't

696
00:23:03,910 --> 00:23:04,130
know.

697
00:23:04,130 --> 00:23:05,890
He's like, how would you know

698
00:23:05,890 --> 00:23:07,130
that?
You're not an expert.

699
00:23:07,130 --> 00:23:08,950
And it hit me right there.

700
00:23:08,950 --> 00:23:10,570
I was like, oh, my God, I'm not

701
00:23:10,570 --> 00:23:13,870
the best person to be dealing with
that type of client.

702
00:23:13,870 --> 00:23:17,750
And I'm not going to go put the
work in to go figure it out

703
00:23:17,750 --> 00:23:19,750
because I don't want to.

704
00:23:19,750 --> 00:23:20,610
I'm just being honest with myself.

705
00:23:20,610 --> 00:23:21,230
I don't mind.

706
00:23:21,230 --> 00:23:21,990
Holy shitballs.

707
00:23:21,990 --> 00:23:22,830
I can't be working with these
clients.

708
00:23:22,830 --> 00:23:24,890
And also, I don't like working
with them.

709
00:23:24,890 --> 00:23:27,310
And so I had to identify who I
wanted to work with.

710
00:23:27,310 --> 00:23:30,090
So I had a choice to make.

711
00:23:30,090 --> 00:23:31,510
The choice is this, and this is a

712
00:23:31,510 --> 00:23:33,110
choice all of you listening here
have to make.

713
00:23:33,110 --> 00:23:35,400
And a lot of you are making the
wrong decision.

714
00:23:35,400 --> 00:23:36,620
This could be the biggest thing.

715
00:23:36,620 --> 00:23:38,100
I looked at it and I said, okay,

716
00:23:38,100 --> 00:23:39,640
right now I'm working with all
these different people and they

717
00:23:39,640 --> 00:23:42,640
come into my world and they have
all these different expectations

718
00:23:42,640 --> 00:23:45,020
and they have all these different
objections that I have to learn to

719
00:23:45,020 --> 00:23:46,400
overcome because they're all
different scenarios from A to B

720
00:23:46,400 --> 00:23:46,580
private.

721
00:23:46,580 --> 00:23:48,160
And then I've got all the lenders

722
00:23:48,160 --> 00:23:48,900
I need to understand.

723
00:23:48,900 --> 00:23:50,840
I've got the A lenders, the

724
00:23:50,840 --> 00:23:52,480
monolines, the banks.

725
00:23:52,480 --> 00:23:53,920
Then I've got the B lenders and

726
00:23:53,920 --> 00:23:55,500
I've got the private and they're
moving targets, all of them.

727
00:23:55,500 --> 00:23:58,940
And then some of them, the journey
of getting a client pre -approved

728
00:23:58,940 --> 00:24:02,680
or an approval is different with
every segment, the A versus the B

729
00:24:02,680 --> 00:24:03,120
versus the private.

730
00:24:03,200 --> 00:24:04,320
Some of the B and the private, you

731
00:24:04,320 --> 00:24:06,300
have to go get priced first and
then you come back.

732
00:24:06,300 --> 00:24:08,460
And I'm like trying to understand
all this and my client journey

733
00:24:08,460 --> 00:24:09,000
wasn't built for this.

734
00:24:09,060 --> 00:24:09,880
So I'm sitting here going, I have

735
00:24:09,880 --> 00:24:11,400
this bumbled, chaotic mess.

736
00:24:11,400 --> 00:24:12,760
And I'm not really good at any of

737
00:24:12,760 --> 00:24:12,940
it.

738
00:24:12,940 --> 00:24:15,280
And I start to get imposter

739
00:24:15,280 --> 00:24:18,360
syndrome and go, oh my God, like,
what am I even doing here?

740
00:24:18,360 --> 00:24:19,420
I can't help all these people.

741
00:24:19,420 --> 00:24:21,100
I shouldn't be helping all these

742
00:24:21,100 --> 00:24:21,320
people.

743
00:24:21,320 --> 00:24:22,940
And I'm so frustrated.

744
00:24:22,940 --> 00:24:24,220
I don't want to work with all of
them.

745
00:24:24,320 --> 00:24:27,580
And my client journey is all over
the place.

746
00:24:27,580 --> 00:24:30,900
And I have to have all these
relationships with all these

747
00:24:30,900 --> 00:24:31,020
lenders.

748
00:24:31,020 --> 00:24:32,700
And I have to stay on top of all

749
00:24:32,700 --> 00:24:34,900
the guidelines and all the nuances
and all these things.

750
00:24:34,900 --> 00:24:35,860
I go, I can't do it.

751
00:24:35,860 --> 00:24:39,080
Now I'm back in to stuff I hate

752
00:24:39,080 --> 00:24:39,260
doing.

753
00:24:39,260 --> 00:24:40,700
So I had a choice to make.

754
00:24:40,700 --> 00:24:43,600
And this is the choice all of you
have to make.

755
00:24:44,440 --> 00:24:46,820
You can keep doing that, being the
person who serves everybody

756
00:24:46,820 --> 00:24:49,320
because you need deals and you'll
work on whoever wants to talk to

757
00:24:49,320 --> 00:24:53,060
you about a mortgage and try to
convince yourself you're the

758
00:24:53,060 --> 00:24:54,320
person they should work with.

759
00:24:54,320 --> 00:24:56,880
And then you go off into the world

760
00:24:56,880 --> 00:24:58,880
and you try to build a business
around that.

761
00:24:58,880 --> 00:25:00,050
Good luck.

762
00:25:00,050 --> 00:25:00,670
Good fucking luck.

763
00:25:00,670 --> 00:25:03,110
You want to be a generalist?
Have at it.

764
00:25:03,110 --> 00:25:04,710
You're going to burn yourself out.

765
00:25:04,810 --> 00:25:06,010
You'll make some cash.

766
00:25:06,010 --> 00:25:06,910
You'll fall into some deals.

767
00:25:06,910 --> 00:25:08,010
But five years from now, seven

768
00:25:08,010 --> 00:25:12,670
years from now, a bunch of you are
already in here, do you have a

769
00:25:12,670 --> 00:25:14,090
business?
Hell no. Someone asks, what do you

770
00:25:14,090 --> 00:25:16,250
specialize in?
What do you do?

771
00:25:16,410 --> 00:25:17,490
Who do you help?
I don't know.

772
00:25:17,490 --> 00:25:18,470
I help everybody.

773
00:25:18,470 --> 00:25:18,990
I get a mortgage.

774
00:25:18,990 --> 00:25:19,450
I solve problems.

775
00:25:19,450 --> 00:25:20,190
I'm a problem solver, right?

776
00:25:20,190 --> 00:25:23,090
I was like, I could go do that and
keep figuring that out, which is a

777
00:25:23,090 --> 00:25:23,610
hamster wheel.

778
00:25:23,610 --> 00:25:25,070
Or I could figure out the exact

779
00:25:25,070 --> 00:25:29,750
people I want to work with and
then go, where do I find those

780
00:25:29,750 --> 00:25:31,370
people?
So I have a problem to solve.

781
00:25:31,370 --> 00:25:35,290
My problem is I try to learn all
that, or I just try to learn where

782
00:25:35,290 --> 00:25:37,430
are the people that I want to
serve?

783
00:25:37,430 --> 00:25:38,690
And that turns into a marketing
problem.

784
00:25:38,690 --> 00:25:40,710
And now, I'll tell you right now,
the best marketer always wins.

785
00:25:40,710 --> 00:25:43,110
So I decided to put a marketing
hat on instead of a mortgage

786
00:25:43,110 --> 00:25:43,790
broker hat.

787
00:25:43,790 --> 00:25:45,050
And I'll tell you right now, I

788
00:25:45,050 --> 00:25:47,790
keep saying I'll tell you right
now, I'm telling you right now, I

789
00:25:47,790 --> 00:25:49,990
know people who are average
mortgage brokers who make over a

790
00:25:49,990 --> 00:25:51,450
million dollars a year because
they're really good at marketing.

791
00:25:51,450 --> 00:25:54,610
They just get better at brokering
because they start working on a

792
00:25:54,610 --> 00:25:55,690
bunch of files and seeing things.

793
00:25:55,690 --> 00:25:56,890
But I also know a lot of mortgage

794
00:25:57,540 --> 00:26:00,440
brokers that geek out on it all
and they're... tacticians and

795
00:26:00,440 --> 00:26:03,760
ninjas and they do all that they
should be making a million dollars

796
00:26:03,760 --> 00:26:06,100
but they're making 200 they're
making 150 but they know

797
00:26:06,100 --> 00:26:09,240
everything but what they don't
know how to do is market and i was

798
00:26:09,240 --> 00:26:11,400
like i really just want to make
money like it just happens it's in

799
00:26:11,500 --> 00:26:14,360
the mortgage industry i don't wake
up going yeah i'm gonna crush

800
00:26:14,700 --> 00:26:18,120
mortgages today i really want to
make money for my family i want to

801
00:26:18,640 --> 00:26:22,600
have a life that i enjoy I don't
want on my tombstone.

802
00:26:22,600 --> 00:26:23,780
It's not going to be Ryan, the
mortgage broker.

803
00:26:23,780 --> 00:26:24,880
Like he crushed 1 ,700 mortgages.

804
00:26:24,880 --> 00:26:27,040
The fact he kept track of that is

805
00:26:27,040 --> 00:26:27,100
weird.

806
00:26:27,100 --> 00:26:27,840
He crushed this.

807
00:26:27,840 --> 00:26:28,260
He did this volume.

808
00:26:28,260 --> 00:26:28,620
Like, fuck off.

809
00:26:28,720 --> 00:26:29,700
Like, that means nothing to me.

810
00:26:29,860 --> 00:26:32,000
I want, like, think of all the

811
00:26:32,380 --> 00:26:33,180
memories we had.

812
00:26:33,180 --> 00:26:35,480
Think of the best health care we

813
00:26:35,480 --> 00:26:37,160
had and the best food.

814
00:26:37,160 --> 00:26:38,240
We got to enjoy life.

815
00:26:38,240 --> 00:26:40,820
We got to see the world.

816
00:26:40,820 --> 00:26:42,720
And we have to spend time with the

817
00:26:42,720 --> 00:26:44,380
people we want to.

818
00:26:44,380 --> 00:26:47,360
And Ryan was so, he was so fun to

819
00:26:47,360 --> 00:26:47,540
be around.

820
00:26:47,540 --> 00:26:50,240
And he was always in my corner.

821
00:26:50,240 --> 00:26:52,520
And he was just a great husband,
dad, friend, whatever.

822
00:26:52,520 --> 00:26:53,320
Like, that's what I want.

823
00:26:53,320 --> 00:26:54,380
And so if you reverse engineer

824
00:26:55,000 --> 00:26:58,280
that to get there, I'm not going
to say we need money.

825
00:26:58,280 --> 00:27:01,460
But I'm going to say money makes
it way easier with a way better

826
00:27:01,460 --> 00:27:02,180
quality of life.

827
00:27:02,180 --> 00:27:03,260
And you're tricking yourself if

828
00:27:03,260 --> 00:27:05,580
you say you don't need money to be
happy.

829
00:27:05,720 --> 00:27:08,080
I'm telling you, when you have
money, it's way easier to be

830
00:27:08,080 --> 00:27:08,280
happy.

831
00:27:08,280 --> 00:27:10,460
and money solves money problems.

832
00:27:10,460 --> 00:27:13,760
And we're not going to go down
that path, but I've been on both

833
00:27:13,760 --> 00:27:14,000
sides.

834
00:27:14,000 --> 00:27:15,000
I like the money side.

835
00:27:15,000 --> 00:27:16,360
And so I'm like a reverse
engineer.

836
00:27:16,360 --> 00:27:17,320
I just need to make money.

837
00:27:17,320 --> 00:27:18,940
So how do I make money in this

838
00:27:18,940 --> 00:27:20,800
career I've chosen?
Well, I need to learn marketing to

839
00:27:20,800 --> 00:27:21,980
then deal with my avatar.

840
00:27:21,920 --> 00:27:23,440
So I reverse engineer it all.

841
00:27:23,440 --> 00:27:27,720
And I come back to that and I go,
okay, now I'm going to do

842
00:27:27,720 --> 00:27:27,960
marketing.

843
00:27:27,960 --> 00:27:31,040
So my avatar is, I'm just going to

844
00:27:31,040 --> 00:27:33,280
show white -collared individuals,
200 ,000 household income, who

845
00:27:33,280 --> 00:27:34,660
have good credit, have a job.

846
00:27:34,660 --> 00:27:34,900
provable income.

847
00:27:34,900 --> 00:27:37,880
I'm not going to do stated income,
that bullshit.

848
00:27:37,880 --> 00:27:40,220
I'm just going to do provable
income.

849
00:27:40,220 --> 00:27:43,480
They fit with Scotia, TD, MCAP.

850
00:27:43,480 --> 00:27:45,840
They don't do their outsource to

851
00:27:45,840 --> 00:27:46,620
take 25 points.

852
00:27:46,620 --> 00:27:48,800
I'm going to work with those

853
00:27:48,800 --> 00:27:52,240
people, have a home, equity, debt
equity, think they should be

854
00:27:52,240 --> 00:27:53,280
further along in life.

855
00:27:53,280 --> 00:27:54,360
They get frustrated.

856
00:27:54,500 --> 00:27:56,960
They have one or two kids.

857
00:27:56,960 --> 00:28:00,320
They want to live now, but they

858
00:28:00,320 --> 00:28:01,280
also want to prepare for
retirement.

859
00:28:01,560 --> 00:28:03,280
That's the energy I want.

860
00:28:03,280 --> 00:28:06,720
I'm going to show them how to take

861
00:28:06,720 --> 00:28:09,480
the debt equity in their house.

862
00:28:09,740 --> 00:28:12,040
and put it to use by buying one

863
00:28:12,040 --> 00:28:13,520
investment property and holding,
and then that's it.

864
00:28:13,520 --> 00:28:16,500
And the three hooks I'm going to
have, and this came from all the

865
00:28:16,500 --> 00:28:18,730
marketing I took, all the training
I took, the three hooks were pay

866
00:28:18,730 --> 00:28:21,810
off your mortgage, be mortgage
-free in 10 years, or send your

867
00:28:21,810 --> 00:28:24,350
kids to any college and come out
debt -free, or retire five years

868
00:28:24,350 --> 00:28:24,470
faster.

869
00:28:24,470 --> 00:28:27,950
You holding one property for 15 to

870
00:28:28,070 --> 00:28:31,290
20 years and doing that will give
you that ability with the compound

871
00:28:31,290 --> 00:28:34,210
effect, with the real states,
we're going to get leverage on

872
00:28:34,350 --> 00:28:34,750
your investment.

873
00:28:34,750 --> 00:28:36,530
And we're going to compound it up.

874
00:28:36,530 --> 00:28:38,930
We're going to have a property
management company come in.

875
00:28:38,930 --> 00:28:40,010
So you're hands off.

876
00:28:40,010 --> 00:28:40,890
Like this was the end.

877
00:28:40,890 --> 00:28:42,990
I'm like, ah, I want to do that.

878
00:28:42,990 --> 00:28:45,010
I need to go find those people.

879
00:28:45,010 --> 00:28:47,910
And I'm going to push them through
a webinar.

880
00:28:47,910 --> 00:28:48,790
And I learned that through my
marketing.

881
00:28:48,790 --> 00:28:51,010
And then I'm going to email market
to them.

882
00:28:51,650 --> 00:28:54,530
And then I'm going to follow up
with them.

883
00:28:54,530 --> 00:28:56,110
And I'm going to get a really good
discovery call.

884
00:28:56,110 --> 00:28:57,570
And I'm going to understand all
their objections.

885
00:28:57,570 --> 00:29:00,530
And how am I going to build a
webinar?

886
00:29:00,530 --> 00:29:02,210
Well, I'm going to email my
database.

887
00:29:02,210 --> 00:29:04,250
I'm going to go, hey, we all know
buying real estate makes sense.

888
00:29:04,250 --> 00:29:06,470
We all know that by holding one
piece of real estate, but if you

889
00:29:06,610 --> 00:29:08,650
haven't done already, why not?
Give me the reasons why.

890
00:29:08,650 --> 00:29:10,970
And I took all the objections.

891
00:29:10,970 --> 00:29:12,750
Don't know what to do.

892
00:29:12,990 --> 00:29:16,090
Don't know how to do it.

893
00:29:16,090 --> 00:29:16,750
Don't know if we can.

894
00:29:16,750 --> 00:29:17,470
Seems complicated.

895
00:29:17,470 --> 00:29:18,190
Seems hard.

896
00:29:18,190 --> 00:29:18,890
None of it was risky.

897
00:29:18,890 --> 00:29:20,810
I was like, oh, interesting.

898
00:29:20,990 --> 00:29:23,250
I thought it would be, it sounds
risky.

899
00:29:23,250 --> 00:29:23,850
That was not.

900
00:29:23,850 --> 00:29:25,590
So then I built a webinar handling

901
00:29:25,590 --> 00:29:28,770
those objections that my database
told me to go do or the

902
00:29:28,770 --> 00:29:28,990
objections.

903
00:29:28,990 --> 00:29:30,910
So I had avatars in my database.

904
00:29:30,910 --> 00:29:31,790
They gave me the objections.

905
00:29:31,930 --> 00:29:33,870
as to why they weren't doing the

906
00:29:33,870 --> 00:29:35,270
thing that I wanted to do.

907
00:29:35,670 --> 00:29:36,990
And then I built a webinar around

908
00:29:36,990 --> 00:29:37,070
it.

909
00:29:37,070 --> 00:29:37,910
And then I just told those people

910
00:29:37,910 --> 00:29:39,320
to go to the webinar.

911
00:29:39,320 --> 00:29:39,900
And then guess what?

912
00:29:39,900 --> 00:29:40,840
They started booking calls.

913
00:29:40,840 --> 00:29:41,880
And then guess what?

914
00:29:41,880 --> 00:29:42,820
We started closing deals.

915
00:29:42,820 --> 00:29:43,700
Refi, buy, refi, buy, refi, buy,

916
00:29:43,700 --> 00:29:44,060
refi, buy.

917
00:29:44,060 --> 00:29:44,640
And then guess what?

918
00:29:44,640 --> 00:29:47,480
I went to other realtors and said,
hey, you have a database of

919
00:29:47,480 --> 00:29:47,720
people.

920
00:29:47,720 --> 00:29:49,120
They probably have this problem.

921
00:29:49,120 --> 00:29:51,520
90 % of your database doesn't need
you in any given year.

922
00:29:51,520 --> 00:29:53,060
What if we could just change the
story?

923
00:29:53,060 --> 00:29:54,700
then we could activate your
database.

924
00:29:54,700 --> 00:29:55,700
Let's do that.

925
00:29:55,700 --> 00:29:57,180
So then I went into their database

926
00:29:57,180 --> 00:30:00,200
and then they started to host in
-person sessions and lunch and

927
00:30:00,200 --> 00:30:00,300
learns.

928
00:30:00,300 --> 00:30:01,240
And then after our things with

929
00:30:01,240 --> 00:30:04,480
like wine and cheese and security
boards, it kind of turned into all

930
00:30:04,480 --> 00:30:04,580
this thing.

931
00:30:04,580 --> 00:30:04,740
Guess what?

932
00:30:04,740 --> 00:30:06,540
I wasn't dealing with B, private.

933
00:30:06,540 --> 00:30:08,660
I was outsourcing and they came in

934
00:30:08,660 --> 00:30:08,980
that way.

935
00:30:08,980 --> 00:30:10,280
I wake up every morning.

936
00:30:10,280 --> 00:30:12,460
I know what I'm doing.

937
00:30:12,460 --> 00:30:13,880
I know who I serve.

938
00:30:13,880 --> 00:30:14,920
I put my marketing hat on.

939
00:30:14,920 --> 00:30:16,540
So that was the third biggest

940
00:30:16,540 --> 00:30:17,040
impactful thing.

941
00:30:17,040 --> 00:30:18,600
Massive impact, as I said, fuck

942
00:30:18,600 --> 00:30:19,440
this general stuff.

943
00:30:19,440 --> 00:30:20,980
I'm going to be known as this guy.

944
00:30:20,980 --> 00:30:23,140
So when you're like, oh yeah,
that's what he does.

945
00:30:23,140 --> 00:30:24,040
That's what Ryan does.

946
00:30:24,040 --> 00:30:24,720
There was all the other

947
00:30:24,720 --> 00:30:26,160
opportunities still came to me.

948
00:30:26,160 --> 00:30:26,380
And then some.

949
00:30:26,380 --> 00:30:27,420
And I just say, no, no, no.

950
00:30:27,420 --> 00:30:28,740
Sometimes I pluck out, okay, I'll

951
00:30:28,740 --> 00:30:29,140
do that.

952
00:30:29,380 --> 00:30:30,220
Okay, I'll do that.

953
00:30:30,220 --> 00:30:32,920
No, no, no, no, no. Push it aside,
25 points.

954
00:30:32,920 --> 00:30:33,740
There you go.

955
00:30:33,740 --> 00:30:34,680
Those are the three biggest things

956
00:30:34,680 --> 00:30:35,020
I did.

957
00:30:35,020 --> 00:30:36,340
And so I challenge you, your

958
00:30:36,340 --> 00:30:37,480
version of those things.

959
00:30:37,480 --> 00:30:39,940
And maybe some of you have already

960
00:30:39,940 --> 00:30:41,020
done those things and conquered
it.

961
00:30:41,020 --> 00:30:43,680
And maybe you're like, oh yeah, I
just haven't done that one.

962
00:30:43,680 --> 00:30:46,000
And yeah, I need to think about
that.

963
00:30:46,000 --> 00:30:47,700
This will mean different things to
different people.

964
00:30:47,700 --> 00:30:49,260
But I wanted to share that with
you.

965
00:30:49,260 --> 00:30:49,480
Okay.

966
00:30:49,620 --> 00:30:49,900
That's it, kids.

967
00:30:49,900 --> 00:30:52,400
This is, this was a long plot.

968
00:30:52,400 --> 00:30:53,740
Man, they're always turning along.

969
00:30:53,740 --> 00:30:56,720
I really want to keep these 20
minutes.

970
00:30:56,720 --> 00:30:58,940
I think I talked too much.

971
00:30:58,940 --> 00:31:00,920
I need to cut that down.

972
00:31:00,920 --> 00:31:01,360
Anyways, stay tuned.

973
00:31:01,360 --> 00:31:02,340
I've got some really cool episodes

974
00:31:02,340 --> 00:31:02,680
coming out.

975
00:31:03,040 --> 00:31:04,860
One of the next one or two coming

976
00:31:05,060 --> 00:31:06,800
out is I'm pulling the curtain
back on my mortgage team.

977
00:31:06,800 --> 00:31:12,440
There's a lot of stuff I did to
get there that a lot of you will

978
00:31:12,440 --> 00:31:12,880
appreciate hearing.

979
00:31:12,880 --> 00:31:14,780
You know, there'll be some

980
00:31:14,900 --> 00:31:16,920
interesting things, like very
interesting things in there for

981
00:31:17,220 --> 00:31:17,580
you.

982
00:31:17,580 --> 00:31:18,740
I'll be excited to do that one.

983
00:31:19,000 --> 00:31:21,960
And then episode 300 coming up,
which I can't even believe we're

984
00:31:22,500 --> 00:31:24,500
going to be at 300 with a special
guest.

985
00:31:24,500 --> 00:31:24,780
So, okay.

986
00:31:24,780 --> 00:31:26,280
Enjoy your whatever today is for

987
00:31:26,280 --> 00:31:26,460
you.

988
00:31:26,460 --> 00:31:27,280
Enjoy your day.

989
00:31:28,240 --> 00:31:28,820
Peace out.

990
00:31:28,820 --> 00:31:29,960
I appreciate the support,

991
00:31:30,800 --> 00:31:31,200
everyone.

992
00:31:31,200 --> 00:31:31,600
Thank you.