297: AI in Mortgages. Tool or Trap?

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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, AI Wiley.

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That's the new one.

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AI Wiley coming to you live.

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Dodge Ram Studio.

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Shut that off.

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Okay.

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So we're going to talk about AI

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today.

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Yeah.

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Everyone's like, AI this, AI that.

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I'm going to share some things.

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I'm going to share some cautions.

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I'm going to share what.

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I see people doing with it.

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I'm just like, this is like

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discussion, one of many, many
chats about AI.

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Before we do that, I'm in
Vancouver at a soccer tournament

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in the truck in the parking lot
outside the hotel.

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Nothing glamorous.

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Doing a podcast.

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Kids are sleeping, family
sleeping.

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I'm out here.

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This is me telling you there's no

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excuse why you can't do the thing
you want to do.

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You find crevices of time.

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I do opens.

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Anyone who follows me.

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For a good two years, I would

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respond to every single person and
I would open them back and be

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like, thanks for the follow.

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Hey, is there any, do you have a

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question for me?
Like you should be doing the same.

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Wouldn't I do that?
I'd be pumping gas.

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You're sitting there pumping gas.

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You've got, I don't know, a

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minute, two minutes.

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I can do a couple opens there

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where I just respond to people,
right?

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Like within your day, it doesn't
have to be this perfect situation

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where you're like mentally
prepared to go reach out to

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people.

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Remember text?

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And voice memos, you don't have to
call people.

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Call works too.

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Everything works.

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Whatever you want to do works.

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So there's a broker on my team.

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He did 6 ,300 opens in 2025.

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But he also 100x, not 100x, 10x,

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15x his income, maybe even 18x his
income from 2024 to 2025.

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And he did 6 ,300 opens.

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That averages, let's say, 25 a

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day.

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He didn't make one phone call.

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and made a shit ton of money.

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So, but you figure out the time to

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do it.

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Sometimes he has his, you know,

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one year old on his arm.

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So he's doing copy paste.

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Other times you can walk around
your voice memo.

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You just, you figure it out much
like his podcast.

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It wasn't in the plan to come to
Vancouver and then wake up early.

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So I went, hit the gym.

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Now I'm here in the parking lot

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and then I'm going to go back and
then people are just going to be

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waking up and I'm like, Hey, I got
the podcast done, which serves you

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to help you, right?
You brokers.

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I'm saying like, step back and
look at your current, business.

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It doesn't have to be nine to
five.

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You're Monday to Friday.

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You're in like, that's not what

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this world is.

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The world is get the shit done.

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Whenever it weave it around the
excuse of there's never any time.

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That's the biggest bullshit phrase
I've ever heard.

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There's just not enough time.

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Wake up earlier is always the

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answer.

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I need my sleep.

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Go to bed earlier.

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You know, you can do things on six

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hours sleep.

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Yeah.

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Yeah.

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There's people defending this

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country and other countries.

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who are doing it on less sleep

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than that.

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Like, and they're defending you.

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That's an extreme example, but you
get it.

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You can do things, which I don't
even consider it hard.

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For the purpose of mortgage
brokers, it's so hard to reach out

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to 10 people.

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Okay, you can do hard things every

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day.

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Let's get into it though.

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AI, because that's other stuff
gets me jacked up.

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AI gets me jacked up too.

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So let's have a real conversation

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about that.

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Before we do, this podcast is

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brought to you by Americana.

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Okay, AI is such a hot button.

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And go check out, I have a
Facebook group I created seven

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years ago, but now we changed it
to an AI group.

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So it's AI for Canadian Orange
Brokers.

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I think that's literally the name.

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AI for Canadian Orange Brokers,

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Facebook group.

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And we're just going to be

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showcasing stuff.

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And now we're going to have

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conversations with people who are
going down the AI path in our

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industry.

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very specific of who we're letting

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in that group.

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It's not just everyone come in.

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So it looks like we have a big
group.

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It's you need to be a licensed
mortgage broker.

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And if you're an asshole, I'm
going to kick you out.

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I've started dropping links in to
come buy your shit, do stuff.

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I'm going to drop.

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I'm going to kick you out.

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We don't need that.

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This is going to be a conversation

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because this is the new world.

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This is the internet.

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We had the internet, which was
like, ah, a lot of money made, a

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lot of opportunity.

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Then we had social media, exact

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same thing.

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AI is that, but it might even be

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those two combined.

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But you don't have to worry about

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that.

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That's the cool part.

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Our industry is so archaic.

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I know a lot of you feel like

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you're missing out all the time
because there's a new software, a

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new something, doing something,
and some brokers went in and then

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they show you a little bit and
you're like, oh my God, I need

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that.

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I'm missing out on everything.

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And then other people are like, oh
my God, our business, my job's

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going to be taken from me.

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I'm going to tell you our industry

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is one of the most archaic out
there.

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It's a good thing.

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It's embarrassing, but it's a good

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thing.

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So you complain on one hand that

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the lenders aren't getting back to
you.

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Because they haven't done the
document or they haven't even

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picked up the file because they've
got four computer systems and

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they're not jiving over here.

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You send a national bank and they

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have to key in the application
from boss manually into their

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system to get it to national bank.

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And so M3 is doing that.

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Like everything's clunky and slow.

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Embrace it.

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Otherwise, we wouldn't be around.

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This was Dubai and we were just

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cranking out.

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They've been way ahead of us.

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Sending flipping money around with
clicks of buttons in seconds for

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years.

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And remember a client of mine, he

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was from Dubai and he came here to
get a mortgage.

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And he's like, Ryan, and this was,
oh my goodness, this was probably

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eight years ago.

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He's like, it is so archaic here,

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the Canadian financial system.

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He's like, it's bonkers.

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We're light years ahead of you in
Dubai.

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And I'm like, yeah, but it's why I
have a job.

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And it's why I can find my
opportunity of how to like piece

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this stuff together because the
lenders and they're all making

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money.

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So no one's going to stop.

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They go get more efficient.

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It's not like they're starving.

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So we've got a long runway here.

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Kids is what I'm saying.

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So before you start talking shit
on lenders and how slow everything

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is, realize if it was fast,
there's a greater chance you

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wouldn't be as needed.

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So embrace the fact it's clunky.

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Like that has to be something that
resonates with you right there.

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Like seriously, with me, I'm like,
oh, I love it.

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I love it.

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It means we're sticking around,

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right?
You don't have to evolve yourself

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that quickly now.

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So AI.

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This is going to be one of many
conversations we're going to do

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because I'm going down the, I
don't want to say rabbit hole.

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I'm done doing that.

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I'm going to be an expert at AI in

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the mortgage industry.

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I'm going to, I am probably in the

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99th percentile already.

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I'm going to be an expert.

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I will, I'll be like, if there's
like a certification they can give

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me, I'll be like, here you go,
Ryan, you're an expert AI.

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Everyone talk to Ryan.

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I'll be like, no, don't talk to

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me.

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but I'm going to be an expert.

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I am going down this path.

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I'm hundreds of hours in on it.

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And you might be like, well, Ryan,
why are you doing that?

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I'm doing it.

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A, it interests the hell out of

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me.

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B, I'm doing it to build things

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for my mortgage team so that they
can go make money so that they can

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save some time and make more
money.

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That's what I'm doing.

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And so some of the tools are for

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me in my own business.

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Majority of the tools are for my

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agents.

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And so I'm going to have just a

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conversation and I'm going to
share the journey.

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I'm going to keep sharing tools.

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I haven't even like shared barely

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anything with you, but I'm just
going to tell you.

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So we're not going to get into,
and we're also going to be doing a

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AI for beginner in -person
workshop that's coming in either

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August or September.

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So keep your ears to the ground.

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That's going to be 40 people max.

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It's going to be me and my team

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with you.

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You're going to bring a computer.

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You're going to have your LLM,
your large language model.

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uh ready to go free account and
we're gonna come and we're gonna

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build things together we're gonna
come with the things we're gonna

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build we're gonna help you build
them you're gonna leave this it

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could be one of these bullshit
things we show up and there's just

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six people talking about random
stuff it's not that those are cool

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sometimes but it's like yeah i'm
over it i want to like have

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something i don't want to have a
list of a laundry list of things

264
00:08:13,910 --> 00:08:16,210
to do after a thing that was
always my problem with those and

265
00:08:16,210 --> 00:08:18,250
i've spoken at a bunch of them but
i'm like I get it.

266
00:08:18,250 --> 00:08:19,750
It's more social and that, but
this is like, bring it.

267
00:08:19,750 --> 00:08:22,130
We're going to be over your
shoulder building stuff with you.

268
00:08:22,130 --> 00:08:25,670
So you'll leave and you'll have a
way better understanding of how to

269
00:08:25,670 --> 00:08:26,630
use AI in your mortgage business.

270
00:08:26,630 --> 00:08:27,710
And you'll actually have some

271
00:08:27,710 --> 00:08:29,610
tools built that you can like
implement like that day.

272
00:08:29,610 --> 00:08:30,910
So keep your ear to the ground.

273
00:08:30,910 --> 00:08:31,450
That's something.

274
00:08:31,450 --> 00:08:33,809
And it's only going to be 40
people.

275
00:08:33,809 --> 00:08:38,250
It's not going to be like 300
people in a room and it's just

276
00:08:38,250 --> 00:08:38,429
chaos.

277
00:08:38,429 --> 00:08:39,809
It'll be 40 where we can actually

278
00:08:39,809 --> 00:08:41,750
walk around and you'll be working
on your computer and it'll be a

279
00:08:41,750 --> 00:08:42,650
half day thing.

280
00:08:42,650 --> 00:08:44,090
So yeah, we're doing this.

281
00:08:44,090 --> 00:08:45,750
I can't wait to do that.

282
00:08:45,750 --> 00:08:46,430
That's good.

283
00:08:46,430 --> 00:08:47,890
And I get to see the people.

284
00:08:48,190 --> 00:08:50,870
So it'll be me and my team will be

285
00:08:50,870 --> 00:08:51,390
right there.

286
00:08:51,390 --> 00:08:54,510
40 of us will be able to spend

287
00:08:54,510 --> 00:08:55,270
some time with you.

288
00:08:55,270 --> 00:08:56,130
Like, how cool is that?

289
00:08:56,130 --> 00:08:56,710
That's what we're doing.

290
00:08:56,830 --> 00:08:57,810
So we're going to be doing that

291
00:08:57,810 --> 00:08:58,310
all across.

292
00:08:58,310 --> 00:08:59,150
Definitely Ontario, Vancouver,

293
00:08:59,150 --> 00:08:59,310
Alberta.

294
00:08:59,310 --> 00:09:00,790
We're probably going to stick

295
00:09:00,790 --> 00:09:01,510
there for now.

296
00:09:01,510 --> 00:09:03,850
Yeah, we'll probably stick there

297
00:09:03,850 --> 00:09:04,270
for now.

298
00:09:04,270 --> 00:09:05,690
So this podcast brought to you by

299
00:09:05,690 --> 00:09:05,890
Americana.

300
00:09:05,890 --> 00:09:07,560
We're using, a friend challenged

301
00:09:07,560 --> 00:09:07,740
me.

302
00:09:07,740 --> 00:09:09,380
He's like, hey, Ryan, you've got

303
00:09:09,380 --> 00:09:11,620
all these things and you're trying
to like piece it all together.

304
00:09:11,620 --> 00:09:13,820
Can you just use one?
Use one and use it for 30 days and

305
00:09:13,820 --> 00:09:15,740
then come back and tell me if you
missed the other.

306
00:09:15,820 --> 00:09:18,140
So I shut down ChatGPT and I shut
down Claude and I shut down

307
00:09:18,140 --> 00:09:18,320
Gemini.

308
00:09:18,320 --> 00:09:21,620
I didn't just shut them out.

309
00:09:21,880 --> 00:09:23,420
I just didn't use them.

310
00:09:23,420 --> 00:09:25,940
But I did shut down anything I was

311
00:09:25,940 --> 00:09:26,220
paying for.

312
00:09:26,220 --> 00:09:27,660
And I went in, me personally, I'm

313
00:09:27,660 --> 00:09:33,170
not telling you to go do this
either.

314
00:09:33,170 --> 00:09:34,690
I'm just saying for me, because
I'm building things, right?

315
00:09:34,690 --> 00:09:35,670
I needed some coding built in
there.

316
00:09:35,670 --> 00:09:36,450
Coding for dummies, essentially.

317
00:09:36,630 --> 00:09:37,330
And that was Manus.

318
00:09:37,330 --> 00:09:41,110
Manus was bought, I don't know, a
year ago for $2 billion by Meta.

319
00:09:41,110 --> 00:09:41,730
It's in my Instagram now.

320
00:09:41,730 --> 00:09:43,030
So I connect my email to it,

321
00:09:43,030 --> 00:09:44,970
connect Slack to it.

322
00:09:44,970 --> 00:09:46,310
I can talk.

323
00:09:46,310 --> 00:09:48,230
So let me just walk you through
like a typical day for me.

324
00:09:48,230 --> 00:09:49,250
So I built things.

325
00:09:49,250 --> 00:09:50,350
I built an offset mortgage

326
00:09:50,350 --> 00:09:50,770
calculator on there.

327
00:09:50,770 --> 00:09:52,470
Took me about 50 hours and about

328
00:09:52,510 --> 00:09:52,750
$5 ,000.

329
00:09:52,750 --> 00:09:53,630
Our agents are using it now.

330
00:09:53,630 --> 00:09:56,170
And we're going to make it even
better next week.

331
00:09:56,170 --> 00:09:58,750
I have a whole build day.

332
00:09:58,750 --> 00:10:01,390
I have three build days next week

333
00:10:01,710 --> 00:10:04,310
where I shut my calendar down,
can't get access to me.

334
00:10:04,430 --> 00:10:07,790
I put on headphones, the room's
dark, and I sit there five to

335
00:10:07,790 --> 00:10:09,730
five, 5 a
m., 5 p

336
00:10:09,730 --> 00:10:12,290
m., 12 hours for three days next
week.

337
00:10:12,290 --> 00:10:13,790
And that's to build stuff, build
stuff for the team.

338
00:10:13,790 --> 00:10:17,050
And so when I come out of there,
we have this laundry list of stuff

339
00:10:17,050 --> 00:10:18,430
we're going to build.

340
00:10:18,590 --> 00:10:20,030
It's quite spectacular what we're

341
00:10:20,030 --> 00:10:20,690
building.

342
00:10:20,690 --> 00:10:24,130
We're just staying ahead of the

343
00:10:24,130 --> 00:10:25,820
curve, right?
We're trying to give value bang

344
00:10:25,820 --> 00:10:27,400
for the buck for the splits agents
are paying.

345
00:10:27,400 --> 00:10:30,560
It's like, and a lot of these old
models are just bullshit old

346
00:10:30,560 --> 00:10:34,080
models where they're dinosaurs on
a 2015 model and they're just

347
00:10:34,180 --> 00:10:35,120
taking money from brokers.

348
00:10:35,440 --> 00:10:37,240
We're not going down that path.

349
00:10:37,240 --> 00:10:39,900
This is not what it is.

350
00:10:39,900 --> 00:10:40,580
Back to AI.

351
00:10:40,580 --> 00:10:45,540
I got to reel myself in here
because I get jacked up when I see

352
00:10:45,540 --> 00:10:46,000
that crap happening.

353
00:10:46,000 --> 00:10:47,140
So I do Manus.

354
00:10:47,140 --> 00:10:48,300
And so the funny thing is I'll do
these.

355
00:10:48,300 --> 00:10:48,920
I learned Manus.

356
00:10:48,920 --> 00:10:49,540
I went in and out.

357
00:10:49,940 --> 00:10:51,760
I've taken Manus course.

358
00:10:51,760 --> 00:10:53,380
I've done like hundreds of hours

359
00:10:53,380 --> 00:10:54,120
now on learning and building.

360
00:10:54,120 --> 00:10:54,840
And OMG, freaking awesome.

361
00:10:54,840 --> 00:10:56,180
And so now imagine this.

362
00:10:56,180 --> 00:10:58,680
So we drive to Vancouver all the

363
00:10:58,800 --> 00:10:59,140
time for soccer.

364
00:10:59,140 --> 00:11:00,020
We have to come out here.

365
00:11:00,020 --> 00:11:05,780
And we start and there's a part
over the highway where you get no

366
00:11:05,780 --> 00:11:06,000
reception.

367
00:11:06,000 --> 00:11:08,000
So before we get on, I talk to

368
00:11:08,000 --> 00:11:08,800
Madison on my phone.

369
00:11:08,800 --> 00:11:10,460
I tell it what I want to do.

370
00:11:10,460 --> 00:11:11,860
And I have it on our project list,
right?

371
00:11:11,860 --> 00:11:14,580
So we map out our projects and we
prioritize them.

372
00:11:14,580 --> 00:11:16,020
And I go, but this is what I'm
thinking.

373
00:11:16,020 --> 00:11:16,920
Well, we start the project.

374
00:11:16,920 --> 00:11:19,160
And then we go over the mountain

375
00:11:19,360 --> 00:11:20,100
and it's building.

376
00:11:20,100 --> 00:11:22,800
And then we come off the mountain

377
00:11:22,800 --> 00:11:28,680
to one spot and I can check in.

378
00:11:28,680 --> 00:11:30,580
I'm like, oh yeah, change this,

379
00:11:30,700 --> 00:11:31,260
change this.

380
00:11:31,260 --> 00:11:32,540
And I'm talking as I'm driving

381
00:11:32,540 --> 00:11:33,560
right into my phone.

382
00:11:33,560 --> 00:11:35,600
And then by the time I get to

383
00:11:35,600 --> 00:11:36,420
Vancouver, that's four hours.

384
00:11:36,420 --> 00:11:38,500
By the time we get to Vancouver,

385
00:11:38,720 --> 00:11:40,740
either A, I have the thing built.

386
00:11:40,740 --> 00:11:42,120
B, I have a huge head start,

387
00:11:42,120 --> 00:11:43,660
depending on how big of a project
it is.

388
00:11:43,660 --> 00:11:46,240
Or C, it's like, the point is, for
four hours, AI is building things

389
00:11:46,240 --> 00:11:47,220
for me while I'm driving.

390
00:11:47,220 --> 00:11:47,940
Same thing when I'm working during

391
00:11:47,940 --> 00:11:48,260
my day.

392
00:11:48,680 --> 00:11:49,840
Regular Tuesday, I'm sitting there

393
00:11:50,040 --> 00:11:50,400
in the middle.

394
00:11:50,400 --> 00:11:51,020
I have my coaching.

395
00:11:51,020 --> 00:11:53,360
We're doing our coaching calls,
our daily calls, our one -on -one

396
00:11:53,360 --> 00:11:54,260
calls, our one -to -many calls.

397
00:11:54,260 --> 00:11:55,280
We're showing up for the team

398
00:11:55,280 --> 00:11:55,840
every fucking day.

399
00:11:56,180 --> 00:11:57,340
And then I have three screens.

400
00:11:57,340 --> 00:11:59,160
On the middle screen, we're doing
that.

401
00:11:59,160 --> 00:12:00,280
On the left screen, Manus is there
building.

402
00:12:00,400 --> 00:12:02,480
On the right screen, Manus is
there building.

403
00:12:02,480 --> 00:12:04,760
So I have AI building as my day's
going on.

404
00:12:04,760 --> 00:12:06,140
And then after the training, I...

405
00:12:06,140 --> 00:12:07,800
pop out and I go and I check and I

406
00:12:07,800 --> 00:12:11,760
give instructions and I course
correct and I boom and we test

407
00:12:12,000 --> 00:12:17,800
boom and then I get back into my
next coaching session and then by

408
00:12:17,800 --> 00:12:20,960
thing I can see my screens on each
side of me building as I'm there

409
00:12:20,960 --> 00:12:24,980
so think of the leverage I'm
getting with that think of that

410
00:12:24,980 --> 00:12:27,580
it's insane so what we've done
here's just a couple things we

411
00:12:27,580 --> 00:12:31,060
built the offset calculator which
is spectacular um I won't get into

412
00:12:31,060 --> 00:12:33,260
all the things it does but it's
awesome it's helping us win

413
00:12:33,260 --> 00:12:35,760
renewals and even purchases and
refis Any uninsured file should be

414
00:12:35,980 --> 00:12:37,320
run through an offset situation.

415
00:12:37,320 --> 00:12:39,740
And if you don't agree, hit me up

416
00:12:39,740 --> 00:12:41,700
and we can have a debate.

417
00:12:41,840 --> 00:12:43,360
Because once I explain it to you

418
00:12:43,360 --> 00:12:45,000
and you actually understand the
strategy and how to structure,

419
00:12:45,000 --> 00:12:45,840
you'll be like, holy shitballs.

420
00:12:45,840 --> 00:12:47,140
Yeah, you're right, Ryan.

421
00:12:47,140 --> 00:12:49,500
I've been listening to everyone
else who doesn't have a fucking

422
00:12:49,500 --> 00:12:50,300
clue what they're talking about.

423
00:12:50,300 --> 00:12:51,220
And they just don't.

424
00:12:51,220 --> 00:12:55,180
And I will tell you right now, the
offset mortgage, I know more about

425
00:12:55,180 --> 00:12:57,100
it than anyone else in Canada.

426
00:12:57,100 --> 00:12:59,200
By far, not even close.

427
00:12:59,200 --> 00:12:59,600
Bring it.

428
00:12:59,600 --> 00:13:00,160
You got a challenger?

429
00:13:00,160 --> 00:13:00,700
Bring them on.

430
00:13:00,700 --> 00:13:01,700
Let's go.

431
00:13:01,700 --> 00:13:05,520
You want to talk about it?
Let's go.

432
00:13:05,520 --> 00:13:06,300
I've thrown my world into that.

433
00:13:06,300 --> 00:13:08,100
And this was way before.

434
00:13:08,100 --> 00:13:11,290
We've been training on it for 14
months, numerous times a week.

435
00:13:11,290 --> 00:13:12,910
Yeah, we're pretty deep into it.

436
00:13:12,910 --> 00:13:14,650
But it gives you a fighting chance

437
00:13:14,910 --> 00:13:15,850
without understanding this massive
strategy.

438
00:13:15,850 --> 00:13:17,890
Anyways, I'm going to shut that
down now.

439
00:13:17,890 --> 00:13:18,750
I'm reeling myself in.

440
00:13:18,750 --> 00:13:19,830
See, doing a good job.

441
00:13:19,830 --> 00:13:20,990
Back to AI.

442
00:13:20,990 --> 00:13:22,170
So we built that.

443
00:13:22,170 --> 00:13:23,870
Now we're building a deal finder.

444
00:13:23,870 --> 00:13:25,710
So it's basically, And a lot of

445
00:13:25,710 --> 00:13:27,070
people have these now, which is
about freaking time.

446
00:13:27,070 --> 00:13:30,810
It's a database mining tool that
mines your data while you sleep.

447
00:13:30,810 --> 00:13:33,470
It's going to be hooked up to
Finbo and Velocity.

448
00:13:33,470 --> 00:13:36,590
Your data flows in and it just
sits there and it finds

449
00:13:36,590 --> 00:13:37,970
opportunities every single day.

450
00:13:37,970 --> 00:13:40,460
Every day you're going to get an

451
00:13:40,460 --> 00:13:40,660
email.

452
00:13:41,020 --> 00:13:42,060
Email is going to show you

453
00:13:42,200 --> 00:13:45,820
refinance opportunities based on
IRD and rate arbitrage and the

454
00:13:45,820 --> 00:13:48,080
cash flow savings with a break
even.

455
00:13:48,080 --> 00:13:55,420
All the math is already done with
a script where you just click boof

456
00:13:55,420 --> 00:13:57,540
and it'll send it to your client.

457
00:13:57,540 --> 00:13:59,240
Here's the opportunity we found.

458
00:13:59,240 --> 00:14:01,140
We call it rate insurance.

459
00:14:01,140 --> 00:14:02,040
So your clients are covered with

460
00:14:02,160 --> 00:14:02,340
rate insurance.

461
00:14:02,340 --> 00:14:03,860
And then you get any renewal

462
00:14:03,860 --> 00:14:04,140
opportunities.

463
00:14:04,440 --> 00:14:05,920
And then there'll also be an email

464
00:14:06,160 --> 00:14:10,060
in there with, in that same email,
your daily non -negotiables that

465
00:14:10,060 --> 00:14:11,740
you told the system to hold you
accountable for.

466
00:14:11,740 --> 00:14:13,200
So we have the deal finder.

467
00:14:13,200 --> 00:14:14,960
Then we have compare my lenders,

468
00:14:14,960 --> 00:14:15,500
which I love.

469
00:14:15,620 --> 00:14:16,040
These two haven't been launched

470
00:14:16,040 --> 00:14:16,180
yet.

471
00:14:16,180 --> 00:14:18,280
They're on my build for next week.

472
00:14:18,280 --> 00:14:20,840
I'm already in probably 20 and 30
hours on these, on each.

473
00:14:20,840 --> 00:14:22,040
Clients want to see scenarios.

474
00:14:22,040 --> 00:14:22,600
They want to see choices.

475
00:14:22,880 --> 00:14:24,680
They want to know if they have
choices.

476
00:14:24,680 --> 00:14:27,660
They don't want you to just tell
them, hey, we're going here

477
00:14:27,660 --> 00:14:28,600
because of this.

478
00:14:28,600 --> 00:14:29,820
I've done that and I've been

479
00:14:29,820 --> 00:14:30,040
burned.

480
00:14:30,040 --> 00:14:31,480
And then they told me, hey, we

481
00:14:31,480 --> 00:14:32,720
felt like you were pushing us into
one.

482
00:14:32,720 --> 00:14:35,760
I'm like, yeah, because I knew
that was where you should go.

483
00:14:35,760 --> 00:14:38,940
And they're like, but we just
would have liked to see the

484
00:14:38,940 --> 00:14:39,020
choices.

485
00:14:39,020 --> 00:14:40,340
And I'm like, yeah, you're right.

486
00:14:40,340 --> 00:14:41,080
I should have done that.

487
00:14:41,080 --> 00:14:42,400
So then I changed my whole

488
00:14:42,400 --> 00:14:43,160
business around that.

489
00:14:43,160 --> 00:14:44,740
I just started showing people

490
00:14:44,740 --> 00:14:47,020
where to go and let them decide.

491
00:14:47,180 --> 00:14:47,980
So this will do that.

492
00:14:47,980 --> 00:14:51,340
So it's going to have your, let's
say you're up against CIBC and you

493
00:14:51,340 --> 00:14:52,540
have Scotia and you have MCAP.

494
00:14:52,540 --> 00:14:54,940
You throw those up there and then

495
00:14:54,940 --> 00:14:59,600
it's going to, you can toggle on
and off the pros and cons to each

496
00:14:59,780 --> 00:14:59,840
lender.

497
00:14:59,840 --> 00:15:00,260
So register survivorship,

498
00:15:00,260 --> 00:15:01,580
prepayment privileges, IRD
penalties, you know, bonafide

499
00:15:01,580 --> 00:15:03,600
sales clause, like all the pros
and cons you can toggle on and off

500
00:15:03,600 --> 00:15:06,610
to tell the story you want to tell
between those lenders.

501
00:15:06,610 --> 00:15:08,550
And we've built up all the pros
and cons of that.

502
00:15:08,550 --> 00:15:10,130
We have a lender cheat sheet,
lender library, whatever you want

503
00:15:10,210 --> 00:15:13,230
to call it, that we crowdsource
within all of our agents and some

504
00:15:13,330 --> 00:15:13,490
other people.

505
00:15:13,490 --> 00:15:14,650
We brought all their data in to.

506
00:15:14,650 --> 00:15:17,590
This one spot, all the good and
bad of all the lenders out there.

507
00:15:17,590 --> 00:15:19,170
And we put it into our compare our
lender tool.

508
00:15:19,170 --> 00:15:22,190
So now every file you work on,
doesn't matter if it's a high

509
00:15:22,190 --> 00:15:24,450
ratio, buy and sell, investment
property, whatever it is, you have

510
00:15:24,610 --> 00:15:27,290
the option now to show one, two,
three lenders, compare against

511
00:15:27,290 --> 00:15:29,250
each other and showcase this to
your client.

512
00:15:29,250 --> 00:15:29,590
So awesome.

513
00:15:29,590 --> 00:15:30,550
Like I've been doing this with my

514
00:15:30,550 --> 00:15:32,410
budgeting, my Google sheet budgets
for my entire career.

515
00:15:32,410 --> 00:15:33,450
We just brought that on.

516
00:15:33,450 --> 00:15:36,310
crazy steroids into a portal so

517
00:15:36,310 --> 00:15:38,590
now the team can use it all.

518
00:15:38,590 --> 00:15:39,670
This podcast brought to you by

519
00:15:39,670 --> 00:15:39,910
Americana.

520
00:15:39,910 --> 00:15:41,950
So built that on there and that'll

521
00:15:41,950 --> 00:15:42,770
go live shortly here.

522
00:15:42,770 --> 00:15:45,770
We have a whole brand new portal

523
00:15:45,770 --> 00:15:48,150
we built using AI for our team and
it's called the TeamWidly Toolkit.

524
00:15:48,310 --> 00:15:50,570
It's all the tools you need to run
your business.

525
00:15:50,570 --> 00:15:53,390
And we keep, we prioritize them
and then the agents come in and

526
00:15:53,390 --> 00:15:57,720
they have this list where they can
put their dream board and they go,

527
00:15:57,720 --> 00:15:58,600
we want this, this, this.

528
00:15:58,600 --> 00:16:00,220
And then we vote on it and

529
00:16:00,220 --> 00:16:01,020
eventually we'll just.

530
00:16:01,020 --> 00:16:03,360
prioritize which ones if it makes

531
00:16:03,360 --> 00:16:06,420
sense for us to build or which
one's just noise and wasted time

532
00:16:06,420 --> 00:16:11,820
but the goal is for you to have a
toolkit of tools we've all built

533
00:16:11,960 --> 00:16:15,940
for you which we are we're there
we're just going to keep

534
00:16:15,940 --> 00:16:19,780
perfecting this thing but that's
what i'm using ai for and quite

535
00:16:19,780 --> 00:16:22,260
spectacular we have an
accountability partner we built

536
00:16:22,260 --> 00:16:28,120
into our portal so you click the
days you want to do certain things

537
00:16:28,120 --> 00:16:31,700
reach out to realtors this day do
my reels this day do my opens this

538
00:16:33,400 --> 00:16:37,400
day dude and then you click hold
me accountable and then every day

539
00:16:37,400 --> 00:16:38,620
you get an email that holds you
accountable.

540
00:16:38,620 --> 00:16:40,260
And as you click that, you finish
things.

541
00:16:40,260 --> 00:16:42,900
It finishes the loop, the ring
loop, like, you know, on the

542
00:16:42,900 --> 00:16:43,020
iPhone.

543
00:16:43,020 --> 00:16:43,580
OK, you're done.

544
00:16:43,740 --> 00:16:45,020
You got your steps in.

545
00:16:45,020 --> 00:16:45,660
You did your opens.

546
00:16:45,660 --> 00:16:45,980
Congratulations.

547
00:16:45,980 --> 00:16:46,860
You're on a seven day streak.

548
00:16:46,860 --> 00:16:48,620
So it's an accountability partner
built in there.

549
00:16:48,620 --> 00:16:50,020
All of our training platforms all
built in there.

550
00:16:50,100 --> 00:16:53,810
I'll be showcasing all this when
it's all live, like some of the

551
00:16:53,810 --> 00:16:54,690
pieces I'm going to start
showcasing.

552
00:16:54,690 --> 00:16:56,650
But just to show you and give you
inspiration doesn't mean like,

553
00:16:56,650 --> 00:16:57,910
hey, come join us.

554
00:16:57,910 --> 00:16:58,690
It's like, look at the things you

555
00:16:58,690 --> 00:16:59,810
can do.

556
00:16:59,810 --> 00:17:01,030
But I've also thrown myself in

557
00:17:01,030 --> 00:17:01,490
that world.

558
00:17:01,490 --> 00:17:04,609
And what I do see is I see a lot

559
00:17:04,609 --> 00:17:08,550
of agents going down the AI path
and they're building Mickey Mouse

560
00:17:08,550 --> 00:17:08,750
stuff.

561
00:17:08,750 --> 00:17:09,290
They're solving problems.

562
00:17:09,290 --> 00:17:11,250
They're trying to build software
to solve problems they don't

563
00:17:11,250 --> 00:17:11,589
actually have.

564
00:17:11,589 --> 00:17:12,650
Build little apps and things that

565
00:17:12,650 --> 00:17:14,369
what cuts two minutes off every
file.

566
00:17:14,369 --> 00:17:17,410
And instead, you still haven't put
out your social media for the day.

567
00:17:17,410 --> 00:17:19,609
You still haven't talked to 10
people for the day.

568
00:17:19,609 --> 00:17:22,300
So like this is the next thing
people are doing to try to avoid

569
00:17:22,300 --> 00:17:23,140
doing the basic stuff.

570
00:17:23,280 --> 00:17:25,240
So it's just a word of caution.

571
00:17:25,359 --> 00:17:27,700
You still need to do the basic
boring stuff in your business, the

572
00:17:27,700 --> 00:17:30,080
relationship -based stuff, the
building your brand stuff.

573
00:17:30,300 --> 00:17:33,260
And if you're trying to automate
all that, what the fuck does that

574
00:17:33,260 --> 00:17:33,580
mean?
Like, stop.

575
00:17:33,840 --> 00:17:37,220
And there's going to be people out
there slinging this stuff in front

576
00:17:37,220 --> 00:17:39,460
of you, going, automate the
workflows, automate the thing.

577
00:17:39,460 --> 00:17:42,000
Yes, there are things AI will come
in with your client journey and

578
00:17:42,000 --> 00:17:43,680
your social media content workflow
and stuff like that.

579
00:17:43,740 --> 00:17:45,720
But like, you still have to do the
basics, right?

580
00:17:45,720 --> 00:17:48,920
It's going to be a long time till
we get away from that.

581
00:17:49,290 --> 00:17:50,970
We had an opportunity here before
we get into this podcast brought

582
00:17:50,970 --> 00:17:51,910
to you by Americana.

583
00:17:51,910 --> 00:17:54,150
We had an opportunity with social

584
00:17:54,150 --> 00:17:56,810
media and you still do like
massive opportunity.

585
00:17:56,810 --> 00:18:00,230
Social media is, but you need to
become a student of the game.

586
00:18:00,230 --> 00:18:02,030
You need to understand that
everything you want.

587
00:18:02,030 --> 00:18:04,850
is on a brand on social.

588
00:18:04,970 --> 00:18:05,830
Everything you want your business

589
00:18:05,830 --> 00:18:06,270
to be.

590
00:18:06,270 --> 00:18:07,550
The best marketer always wins.

591
00:18:07,550 --> 00:18:09,790
You hear me say this all the time.

592
00:18:09,790 --> 00:18:10,970
It's so true.

593
00:18:10,970 --> 00:18:12,190
So put on your marketing hat.

594
00:18:12,190 --> 00:18:13,830
But how many of you have thrown

595
00:18:13,830 --> 00:18:17,260
yourself into social media world?
A lot of you are consuming, but

596
00:18:17,260 --> 00:18:17,840
you're not creating.

597
00:18:17,840 --> 00:18:19,140
I create way more than I consume.

598
00:18:19,140 --> 00:18:21,280
And are you a creator or a
consumer?

599
00:18:21,280 --> 00:18:23,540
Well, if you're a consumer, you're
falling into their trap.

600
00:18:23,540 --> 00:18:24,260
So, hey, great.

601
00:18:24,260 --> 00:18:28,120
We can sell you a bunch of shit

602
00:18:28,120 --> 00:18:28,420
through ads.

603
00:18:28,420 --> 00:18:29,920
Thanks for being on the platform.

604
00:18:29,920 --> 00:18:31,840
The creators are the ones who are
making ripples.

605
00:18:31,840 --> 00:18:33,580
Everyone's making the money.

606
00:18:33,580 --> 00:18:36,560
And so did you become, do you

607
00:18:36,560 --> 00:18:38,420
understand the hook, the visual
hook?

608
00:18:38,420 --> 00:18:44,300
Did you watch training on YouTube
and all the infos out there on how

609
00:18:44,300 --> 00:18:48,040
to build a brand on social, how to
make a mortgage brand?

610
00:18:48,040 --> 00:18:49,720
Have you talked to people who have
already done it?

611
00:18:49,720 --> 00:18:52,760
Have you sat down with them?
Have you asked them for advice?

612
00:18:52,760 --> 00:18:57,920
Have you actually tried it all?
Have you kept track of what's

613
00:18:57,920 --> 00:19:00,380
working and what's not?
Because there's already people

614
00:19:00,380 --> 00:19:03,340
winning at it in our space.

615
00:19:03,340 --> 00:19:04,600
So why are they winning at it and

616
00:19:04,600 --> 00:19:07,840
you're not?
A lot of times it's just your

617
00:19:07,840 --> 00:19:09,680
content's not good and it's not
consistent.

618
00:19:09,680 --> 00:19:11,680
So how do you get it good and
consistent?

619
00:19:11,780 --> 00:19:13,500
But you have to become a student
of the game.

620
00:19:13,500 --> 00:19:13,920
Same with AI.

621
00:19:13,920 --> 00:19:15,900
It's going to be the same thing.

622
00:19:15,900 --> 00:19:18,440
A bunch of you are going to go,
hey, I got these AI things.

623
00:19:18,440 --> 00:19:20,160
But you're just going to dabble.

624
00:19:20,160 --> 00:19:22,580
And you're not going to actually

625
00:19:23,160 --> 00:19:23,900
go learn.

626
00:19:23,900 --> 00:19:26,320
Because A, maybe you're just lazy.

627
00:19:26,320 --> 00:19:27,100
Maybe you're looking for
shortcuts.

628
00:19:27,100 --> 00:19:29,120
Or maybe you're not that
interested, which is cool.

629
00:19:29,320 --> 00:19:29,860
And that's okay.

630
00:19:29,860 --> 00:19:30,620
You don't have to.

631
00:19:30,800 --> 00:19:31,460
But just be cautious.

632
00:19:31,460 --> 00:19:32,120
Because you're going to go think

633
00:19:32,120 --> 00:19:33,360
this is going to change your
business.

634
00:19:33,360 --> 00:19:34,880
And AI won't.

635
00:19:34,880 --> 00:19:36,540
AI is not going to fix a shitty

636
00:19:36,540 --> 00:19:36,760
business.

637
00:19:36,760 --> 00:19:39,410
Like, the fundamentals of business

638
00:19:39,410 --> 00:19:40,270
will never change.

639
00:19:40,270 --> 00:19:42,150
So if you have a shit business,

640
00:19:42,390 --> 00:19:44,330
you just think you're going to
what?

641
00:19:44,330 --> 00:19:46,730
Pop on to Claude, Claude Code, and
go build a mortgage business?

642
00:19:46,730 --> 00:19:49,450
Oh my God, you're going to waste
time, money, and your business is

643
00:19:49,450 --> 00:19:50,270
just going to keep on getting
shittier.

644
00:19:50,270 --> 00:19:52,990
If you have an actual business,
then you can layer some of this

645
00:19:52,990 --> 00:19:53,530
stuff in.

646
00:19:53,530 --> 00:19:56,450
But you need to go learn how to do

647
00:19:56,450 --> 00:19:56,630
it.

648
00:19:56,630 --> 00:19:58,610
You don't just jump on and blah,

649
00:19:58,610 --> 00:19:59,890
blah, type this in and that.

650
00:19:59,890 --> 00:20:00,310
It's dangerous.

651
00:20:00,430 --> 00:20:01,750
You could get the wrong outputs,
and you could also...

652
00:20:01,750 --> 00:20:04,550
You know, your business could go
by the wayside because all of a

653
00:20:04,550 --> 00:20:06,630
sudden mom or dad's over here
doing this stuff and geeking out

654
00:20:06,630 --> 00:20:07,740
on this.

655
00:20:07,740 --> 00:20:08,760
And if you're going in to learn it

656
00:20:08,760 --> 00:20:11,480
for a specific thing you want to
fix in your business, I get it.

657
00:20:11,480 --> 00:20:13,480
But a lot of you are just out
there like trying all this random

658
00:20:13,480 --> 00:20:15,480
shit and I don't even know what
you're doing.

659
00:20:15,480 --> 00:20:18,620
Like, what do you need fixed in
your business?

660
00:20:18,620 --> 00:20:21,000
What do you want AI?
Like, can you clearly articulate

661
00:20:21,000 --> 00:20:22,240
that?
Same as can you clearly articulate

662
00:20:22,240 --> 00:20:25,320
your value adds to clients?
So I put you on the spot.

663
00:20:25,320 --> 00:20:27,000
We did this.

664
00:20:27,000 --> 00:20:28,600
I did this at a...

665
00:20:28,600 --> 00:20:31,300
It's a training thing I spoke at
years back and we was like a

666
00:20:31,300 --> 00:20:31,900
little exercise we did.

667
00:20:31,900 --> 00:20:35,560
And there was like eight of us

668
00:20:35,560 --> 00:20:38,170
around just shooting the shit
after.

669
00:20:38,170 --> 00:20:38,950
It was in Vancouver.

670
00:20:38,950 --> 00:20:40,470
And I just very quickly went and I

671
00:20:40,790 --> 00:20:46,490
said, hey, why would I work with
you for 20 to 30 base point

672
00:20:46,490 --> 00:20:47,470
premium?
Go. What are your value adds?

673
00:20:47,470 --> 00:20:49,950
Not one of the brokers could
fucking have it all off their

674
00:20:49,950 --> 00:20:50,130
tongue.

675
00:20:50,130 --> 00:20:52,670
They're like, I'm like, ask me.

676
00:20:52,670 --> 00:20:55,230
And it's just like, because I've
worked on it.

677
00:20:55,230 --> 00:20:56,490
I've had a lot of calls.

678
00:20:56,490 --> 00:20:58,370
went through the training of what

679
00:20:58,770 --> 00:21:01,750
do I actually, why would someone,
would I work with myself for a 30

680
00:21:01,830 --> 00:21:03,270
basis point deficit?
Would I?

681
00:21:03,270 --> 00:21:05,010
I need to answer that question.

682
00:21:05,010 --> 00:21:07,100
It's like, what are you going to

683
00:21:07,100 --> 00:21:08,380
use on social?
Who are you trying to serve?

684
00:21:08,380 --> 00:21:10,400
Who's your avatar you're making
the content towards?

685
00:21:10,400 --> 00:21:11,800
You need to know that.

686
00:21:11,800 --> 00:21:13,300
It's not someone who needs a

687
00:21:13,300 --> 00:21:13,460
mortgage.

688
00:21:13,460 --> 00:21:15,040
These are things you need to know.

689
00:21:15,040 --> 00:21:17,380
And now AI is extremely powerful,
but what problem are you trying to

690
00:21:17,380 --> 00:21:17,900
solve?
Like, these are questions you

691
00:21:17,900 --> 00:21:19,620
should ask yourself.

692
00:21:19,620 --> 00:21:21,500
I just gave you the three, like,

693
00:21:21,500 --> 00:21:23,540
what are your value adds?
That's like soft skills, discovery

694
00:21:23,540 --> 00:21:23,620
call.

695
00:21:23,620 --> 00:21:26,400
Who are you serving on social?

696
00:21:26,400 --> 00:21:27,560
Like, cause you got to search.

697
00:21:27,560 --> 00:21:30,000
And then what problem are you

698
00:21:30,000 --> 00:21:32,680
solving in your business that
you're trying to build a, right?

699
00:21:32,680 --> 00:21:33,160
This is where I'm going.

700
00:21:33,160 --> 00:21:34,780
Like, what's the point of this

701
00:21:34,780 --> 00:21:38,300
powerful tool if you don't know
how to use it and what you're

702
00:21:38,300 --> 00:21:39,700
using it for?
Like, you've got all these tools

703
00:21:39,700 --> 00:21:41,120
to go build a house, but you have
no blueprint.

704
00:21:41,120 --> 00:21:42,120
Like, I don't know.

705
00:21:42,120 --> 00:21:44,680
I got, someone gave me all these

706
00:21:44,680 --> 00:21:45,580
fancy DeWalt tools.

707
00:21:45,580 --> 00:21:46,480
And I've got like, and there's

708
00:21:46,480 --> 00:21:48,360
some lumber that I don't know what
I'm building though.

709
00:21:48,360 --> 00:21:52,120
I'm just going to like start
cutting shit and like measuring,

710
00:21:52,120 --> 00:21:54,000
like I'm going to do measuring
this.

711
00:21:54,000 --> 00:21:55,040
What do you do?
I don't know.

712
00:21:55,340 --> 00:21:58,400
This is going to try like a shed.

713
00:21:58,400 --> 00:22:00,700
I don't know.

714
00:22:00,700 --> 00:22:03,220
Well, shouldn't you have a
blueprint with like everything

715
00:22:03,220 --> 00:22:06,910
mapped out and like an architect
in to like build it out?

716
00:22:07,110 --> 00:22:10,970
And like, what do you room here?
And you're like, oh yeah, that

717
00:22:10,970 --> 00:22:12,570
would be handy.

718
00:22:12,570 --> 00:22:14,390
Cause, but I have all these fancy

719
00:22:14,550 --> 00:22:17,370
tools and a lot of you're just
playing with the tools.

720
00:22:17,590 --> 00:22:18,870
So just want to share this.

721
00:22:19,590 --> 00:22:21,030
This is one of many.

722
00:22:21,030 --> 00:22:24,610
conversations I want to keep this
kind of like in the 20s this

723
00:22:24,610 --> 00:22:28,770
podcast but just to give you an
idea of like my thoughts on AI and

724
00:22:28,770 --> 00:22:33,280
where we're going with it and I
already told you I'm going to be

725
00:22:33,280 --> 00:22:36,560
an expert at this this is like but
in the mortgage space like I'm not

726
00:22:36,560 --> 00:22:40,340
veering off into something else
and building some app over here

727
00:22:40,340 --> 00:22:43,460
setting up a company for truckers
and over here feel like I'm not

728
00:22:43,460 --> 00:22:45,160
doing that it's going to be
exclusively in the mortgage space

729
00:22:45,160 --> 00:22:48,280
and I'm just going to keep talking
about I'm just going to keep

730
00:22:48,360 --> 00:22:50,780
showing what I'm learning the
journey I'm on I know a lot of you

731
00:22:50,780 --> 00:22:51,580
will appreciate that.

732
00:22:51,580 --> 00:22:53,180
So come join the Facebook group,

733
00:22:53,260 --> 00:22:53,980
AI for Canadian mortgage brokers.

734
00:22:53,980 --> 00:22:55,000
Keep your ear to the ground for

735
00:22:55,000 --> 00:22:56,540
those in -person sessions.

736
00:22:56,640 --> 00:22:57,820
We're going to start with some

737
00:22:57,820 --> 00:23:01,380
beginner ones and we'll ratchet
them up to like, we're starting a

738
00:23:01,520 --> 00:23:02,540
101 and we'll ratchet up to 201
and 301.

739
00:23:02,540 --> 00:23:04,160
And there'll be build sessions
with other brokers in a room,

740
00:23:04,160 --> 00:23:05,720
building something specific.

741
00:23:05,720 --> 00:23:06,860
And then obviously I'll keep

742
00:23:06,860 --> 00:23:08,880
sharing my journey here and we'll
be sharing some stuff on our

743
00:23:09,460 --> 00:23:09,680
YouTube channel.

744
00:23:09,680 --> 00:23:09,720
Okay.

745
00:23:09,720 --> 00:23:12,100
That we're getting more serious
about with long form video.

746
00:23:12,280 --> 00:23:13,160
So there you go, kids.

747
00:23:13,160 --> 00:23:13,480
Enjoy.

748
00:23:13,480 --> 00:23:16,720
I gotta go because kids play
soccer in an hour.

749
00:23:16,720 --> 00:23:16,880
Yeah.

750
00:23:16,880 --> 00:23:17,440
Enjoy your day.

751
00:23:17,440 --> 00:23:18,500
Go crush it.

752
00:23:18,660 --> 00:23:19,080
I appreciate the support.

753
00:23:19,080 --> 00:23:19,540
I really do.

754
00:23:19,540 --> 00:23:19,660
Okay.

755
00:23:19,760 --> 00:23:20,120
Peace out.