September 5, 2024 • 32 mins
In this episode, I share the 2 ways you can make more money as a Mortgage Broker, and then 3 ways to get more leads, which everyone seems to make way more complicated than it actually is.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Welcome to the mortgage game.
(00:03):
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness.
(00:26):
So now I want to distill all thatinformation, all the things I've
learned from that and bring itdirectly to you in a simple to
understand way.
I hope you enjoy.
All right, right, welcome to theMortgage Game Podcast, West Coast
Wiley in the house.
Here we go.
I'm in my recording studio.
If I'm not driving, I'm here at
(00:47):
the beach.
As you can see, being around water
just, I don't know, does it forme.
That's part of the reason we movedto Kelowna.
Love it here.
So now you get to see this is my
recording studio.
Could it be better?
Hell yeah.
But I just know I wouldn't do it.
I'm already in my office all thetime.
I'm already hanging out there morethan I probably should.
And I like to get out and about.
And so this gets me out.
And this podcast is brought to youby Americano.
(01:08):
Can't show you.
There's no image on there.
Can't be sued.
People do funny things.
things.
Okay.
So today we're going to talkabout, I'm going to simplify, you
know, I read a lot of books onmarketing.
Most of the books I read are onmarketing.
Most of my time and energy isspent just checking out marketing
(01:29):
stuff.
That's my hobby.
I used to play fantasy footballall the time.
That used to be my hobby.
And then I got kids and I
realized, oh my God, I can't dothis.
I need to focus on the family andmy business.
And then, so now I turn any ofthat downtime I have to marketing.
And so I'm going to share someprinciples I've learned and it's
stuff that has anchored all mymortgage business.
(01:49):
It anchored my current businessesnow.
And it's just, man, we'reconfusing the F out of everything.
And I'm talking to you, mortgagebrokers.
And so I'm going to go over thetwo ways to make money as a
mortgage broker.
And I'm going to go over three
ways to get leads.
And it's way simpler than you
think.
We can complicate it.
Complicated is easy.
(02:10):
Simple is hard.
That's like my running mantra.
So everything I do, I'm like, man,
we got to simplify this.
We were writing an email yesterday
in our, in our business and we'rewriting out and I'm like, people
get emails with like paragraphs ofinstructions for all these things.
So we have a bunch of people joinin the mortgage team and we're
onboarding them.
And then it's just like, wow.
(02:33):
It's like all these emails.
It's like, no, no, no. Let's
simplify it.
So four simple steps.
Boom, boom, boom.
And guess what?
People don't even follow thesteps.
So what were they going to do whenthey had blah?
So you sending clients emailstalking about all the steps they
need about their mortgage.
And it's just paragraphs.
And a lot of you love to justwrite stuff over and over and so
(02:54):
much content and so much contentin emails i stop reading i look
for the bolded points like arethere bolded points i can get in
here dustin woodhouse used to dothis i loved this is way back when
but he would come out with a blogpost he'd have like the simple
like give me my thing in oneminute and they'd have you want
more information on it then carryon and read this version because
(03:15):
there's a lot of us that operateon the simple stuff that don't
need to know how the sausage ismade and we need a couple talking
points and my brain starts goingi'm like boom don't need your
opinion on it i've got my own umthat's cool and then there's other
people that really appreciate andthe understanding of everything
and so i'm'm just saying, becareful.
That's not what this podcast isabout, but just be careful.
Before I get into that, next weekwe have our virtual renewal
(03:35):
bootcamp.
So this is a smaller version of
the one we went to Toronto,Vancouver, Edmonton on.
We're going to teach.
I was talking to a broker the
other day who's been in the game15 years.
He's like, ah, Ryan, do I reallyneed to learn this stuff?
It's one of those things you can'tteach an old dog new tricks.
I'm like, do you know these twostrategies we're teaching on?
(03:56):
He's like, not really.
I'm like, so you could have a
client sitting in front of you oryou could apply one of these
strategies and you could save them$12,000 and secure the deal for
you.
Or even if you were already
getting the deal, you would savethem $12,000.
And you don't want to know thatstrategy.
Like, how the fuck does that makesense?
That's what I said to him.
He's like, well, I was just, I'm
getting lazy.
And I just, you know, and it's one
(04:18):
of those people, they think theyknow everything.
They think they know everything.
And so they don't need to go, they
don't want to up their game.
And that's a big downside of this
industry is we're not forced to upour game.
Every other industry, financialservice industry, we are forced to
up our game.
Here we're forced to take bullshit
courses to say we're a mortgagebroker.
Hey, we're a mortgage broker now.
And it's just like, Jack, Jack,
(04:38):
you're just like going throughthat 45 minute thing, like bong,
bong, bong, bong, bong, bong,bong, bong, bong, bong.
And a lot of it, you know, some ofit you don't, but it's nothing
that makes you better that savesyour clients money, right?
Financial advisors go throughthis.
Realtors have this.
Realtors have to, they have
negotiating courses they have totake.
Like we don't have that.
(04:59):
We don't have any of this stuff.
So it's on you to up your game andyou should have three, four, five,
10 strategies in your tool belt.
They don't all work at the same
time.
But there's certain scenarios
where when you ask the right,should I have your 10 questions
you ask?And if they check off the list,
like, hey, this question, thisquestion, this question, this
question, got this, got that.
Okay, well, this strategy applies.
(05:20):
Now it's a matter of, do I want toactually use that strategy?
How do I present the strategy toyou?
Do you want to go down that path?But I need to present myself as an
expert.
I'm not an expert mortgage broker.
Once again, this is not what thepodcast is about.
But if I'm an expert mortgagebroker, and I'm sitting there
(05:40):
going, I've access to 20 lendersand a, I don't get the best rate
anymore.
And even if I did, well, that
doesn't make you an expert thatjust makes it, you have access to
lower rates.
You're not an expert.
So, and if it's my thing is, oh,I'm going to teach you about IRD
penalties and prepaymentprivileges and bona fide sales
clause like that's not enough kidslike that's brokering seven to ten
(06:02):
years ago where you could get awaywith that shit now it's like what
do you do like what why would iwork with you i had a soccer dad
um reach out to me and he's likewell we'll get into that story
after but the short part of itbecause it's part of the podcast,
the short part of it is, Ryan,like the stuff you told me in five
(06:22):
minutes at the soccer pitch, I'veworked with mortgage and I know
the mortgage brokers he's workedwith.
And he's like, they didn't say anyof this stuff.
And I'm like, yeah, because I'm anexpert.
That's what I do.
I've leveled up my game.
And so I'm saying, if you want tolearn these two things, $149, two
hours of your life, come and checkit out.
(06:43):
There's no way you won't close acouple more deals a year with the
strategies.
So if you're interested, go to
IamRyanWiley.com.
IamRyanWiley.com.
Click on Renewal Bootcamp.
You can use it for purchase and
refi.
We just call it Renewal Bootcamp.
So it's a buzzword right now.
And sign $149.
up, If you're a Strategy Hub youmember, get it for elite, free.
As you know you get a lot that, ofstuff for free.
(07:05):
If you're a pro member, you get itfor $49.
so come on in.
Okay, The water's warm.
That's it on that.
Let's carry on to what I was
talking about, the two ways tomake money as a mortgage broker
and the three ways to get leads.
Before we do, this podcast is
brought to you by America.
They're going to have a lot of
(07:26):
advertisements today because Ihaven't had that yet.
And we're on camera, right?So if you want to check this out,
I don't know where we'll put thisyet, but probably YouTube and
slicing and dicing.
Okay, so I'm going to break down
some fundamentals.
And these are like, I didn't come
up with this stuff.
This is stuff I've taken from
other people who have made a lotof money marketing and a lot of
different industries.
And I just take it distilled it
down into stuff that works for me.
(07:47):
And in turn, stuff that works for
agents I coach, for you listening.
So take what you will from it.
But the concept, this is all youneed to know.
So there's two ways to make moneyas a mortgage broker.
You either get more clients or youget more business from those those
clients.
Like as an example, let's say
(08:08):
you're a store, you're arestaurant.
The only way to make money is toget more people to come in.
you're a you're store, arestaurant.
The only way to make money is toget more people to come in.
Right?So instead of 10 people a day
coming you get 20 people a day,in, or you get the 10 people who
are coming in to up their averagecheck from 10 to $20.
We have a smaller opportunity as amortgage broker to get more money
(08:29):
from And people.
I'm gonna walk you through it.
There's two parts.
I'm gonna break down the three
ways you get leads.
So one of the ways that we can get
more money, and I'm not sayingmore money from people, more
mortgage volume, okay?They're not giving us money.
So more mortgage volume can comelike this.
Someone comes to you and they, andthis is stuff you have to figure
(08:49):
out.
This stuff I figured out in my
career.
I'm sharing with you.
This is like, we're giving you ablueprint to just like bypass a
bunch of years of shit.
Someone comes to you and they're
like, hey, Ryan, I want to sell myhome and buy one.
Can you get me a mortgage?Perfect.
I'm going to map that out for you.
I'm going to map out selling your
home, paying out your mortgage.
(09:10):
Maybe we poured it.
Maybe we don't.
You're going to have your realtor
fees, your exit costs, and you'regoing to have this money left
over.
We're going to shift that money
over here and I'm going to showyou what you're qualified You're
for.
going to have your realtor your
exit fees, and you're costs, goingto have this money left We're
over.
going to shift that money over And
I'm here.
going to show you what you're
qualified for.
I'm going to build that.
(09:31):
I'm going to build out thatscenario for you.
And I'm going to make a customvideo, a custom proposal, walking
you through that all.
But behind the scenes, I'm also
going to go, hey, what if wedidn't take the 500K that you had
sitting here and bring that overhere and put that all into the new
home.
What if we left 150 out and bought
an investment property?What if we did that?
What if we did something else withthe 150?
For my scenario, I'm going to go,what if we bought a $400,000,
$500,000 rental, put 25% down, weattach a HELOC to it right away,
we get access to 5% right away onthat, that helps cover expenses or
incidentals or unknown costs whenwe set it up that way.
And now, of course, your carryingcosts on the principal residence
(09:51):
can be a little bit higher becausewe're keeping $150 back or $125
back or whatever we're doing.
But I'm going to build that
scenario and I'm going to show youif we sold that home and
appreciated a 2-3% per year, veryminimal.
And we pay it all over extracosts.
We even pay capital gains.
In 12 years, I'm going to show you
how you can be mortgage-free.
I did this over and over again.
(10:13):
So that's a way to get moremortgage volume out of one client.
Client came to you saying, I wantone mortgage here.
And I said, what if we go get youanother one as well?
Because we're going to get whereyou want to go faster.
Okay, so that's one way of doingthat.
Are there other ways of doingthat?
Yeah, heck yeah.
It's how you're positioning things
to people.
(10:34):
And so every time someone comes to
you as a client, you can taketheir order and go, yep, 10% down,
okay, got it, blah, blah, blah.
Or you can present these
opportunities to them.
We're showing them tax savings,
we're showing them debtrestructure where you're showing
them debt restructure, whereyou're showing them other
opportunities, which in turn willget them to buy more real estate
at some point.
You're setting them up for future
(10:54):
success.
Okay.
So, but that's really far and fewbetween.
There's only so many opportunitiesthere where you can squeeze out
more business from that person.
That person could refer you
business, but that's not what I'mtalking about.
I'm talking about that person cameto you looking for a half million
dollar mortgage.
How do we get them more money?
How do we get a bigger mortgage?Far and few between.
There's only so many people thatA, qualify.
(11:15):
B, can wrap their head around.
C, it actually makes sense for
them to do that.
Okay.
So the other side of that is howdo you get more people in the
restaurant?Right.
So that's really the one that youcontrol a lot of.
How do you get the average checksize up in a restaurant?
Here and there, you can get that.
Offering the gravy.
Do you want to upgrade hereinstead of a single on your drink?
Do you want a double?It's $1.99 more.
(11:36):
Do you want gravy with thosefries?
Do you want whatever that is?Hey, I wouldn't recommend that.
Doesn't go well with that.
How about this?
That experience.
But in the mortgage world, there's
only so much.
So now the question becomes, the
only way I make money is if I getmore people in the restaurant, for
the most part.
I can squeeze out more
opportunities, but for the mostpart, I need to get people in the
restaurant.
And this is where the majority of
(11:57):
you are failing, because you'renot getting enough people in the
restaurant.
And I'm going to tell you the
three ways to get people in therestaurant.
You have to decide what you wantto do.
If your business is not where itneeds to be right now, not where
you thought it would be, not whereit needs to be for you to keep on
this career or to feed yourfamily, or like if you're behind
and you don't even know if youwant to do this anymore, you're
(12:18):
completely stressed out, yourvolumes have, you know, jumped
down 50%, 75%, whatever, becausenot enough people know what you
do.
That's it.
That one statement, not enoughpeople know what you do.
Okay, this podcast brought to youby americano it's a hot one today
inside the the americano andoutside don't know why i have a
hoodie on that's okay okay i'm notgonna take it off so here's what
(12:38):
we do now if we if we'vedetermined that not enough people
know what i do there's no otherreason there's no other reason.
There's no other reason.
I know dum-dums in this industry
that make a million dollars ayear.
Complete dum-dums.
They don't understand all the
lender guidelines.
You don't have to.
They don't know all the mortgagestuff out there.
They don't know how to underwriteevery single file in every single
way.
(12:58):
They don't know how to dowrite
every single file in every singleThey don't know how to do any way.
of that.
But guess what?
They are really good at gettingpeople to know who they are.
They're really good at doingconsistent, basic things every
day.
And there's sort of I a, don't
know what you'd call it, butthere's a nice, I don't know how
(13:19):
to say this, but because they'renot super smart, their brain shuts
off and they just keep doing thebasic things like, oh, I'm just
going to go do this today.
But it works and it keeps bringing
a business and everyone else isdancing around trying to think
there's like some secret thing todo, but there's not.
(13:41):
And so once they figure that out,you'll be better off.
And so I'm going to share with youthree ways to get people into the
restaurant.
And then you have to decide which
journey you want to go on forthat.
So number one, to get people inthe restaurant, to get people to
(14:03):
know what you do for a living.
How do you get more eyeballs on
your business?There's only three ways.
You have to pick which one you'regoing to do.
You can do a combination.
Sure.
You can run ads.
Okay.
Do you want to run ads?to run ads?
Do you want to run ads formortgage leads?
Do you want to run?That's expensive.
(14:24):
That's a whole nother sciencethere, but I'm just going to go
over these three ways and we'llbreak them down and we'll go
deeper on a couple of them.
You can run ads.
You can make a lot of content.
Make content about stuff.
All the things you do.
Being a mortgage broker, what you
do.
Number three, one-to-one
conversations.
That's it.
No other way, three ways to getbusiness.
The one-to-one conversations couldbe one-to-one with a referral
partner, which in turn willhopefully refer you business, but
(14:44):
you need to have that one-on-oneconversation with them, right?
So to repeat, two ways to makemoney.
One, more customers, more clients.
Number two, get those clients to
ask for more money.
That's hard to do.
Certain situations, it's not foreverybody.
Doesn't make sense for a lot ofpeople.
So we divert back to 90% of thetime, it is get more clients.
Only way to make money in thisbusiness, get more clients, right?
(15:04):
So as soon as you wrap your headaround this, you should be like,
okay, Ryan, get more clients,check.
Now, how do I get more clients?Run ads, make a lot of content
about stuff, or one-on-oneconversations.
That's it.
Three ways.
Pick your way.
Ads are pretty much off the table
for majority of you.
So now we go into the others.
Content.
So talk to a lot of brokers.
And first thing I ask is this.
This podcast brought to you by
(15:25):
Americano.
I told you there's going to be a
lot of And brokers.
first thing I ask is this podcast
this, brought to you by Americano.
I told you there's going to be a
lot of this stuff.
How's the lead pipeline?
What's the number one problem?What's the number one problem?
(15:45):
It's always leads, leads, leads,leads, leads, leads, leads.
And it's not, I'm not sayingqualify.
I'm just going leads, leads,leads.
People who want to book a callwith me to talk about mortgages,
that's considered a lead.
Okay.
Biggest problem people have.
(16:05):
Perfect.
So we've identified the biggestproblem in your business right
now.
It's not my client journey.
That could still be a problem.
It's not, I don't understand the
mortgage products.
That could still be a problem.
It's not, I don't send out a lotof emails.
That could be a problem, butthat's not the biggest problem.
The biggest problem is leads,right?
Without leads, nothing elsematters.
Nothing else matters.
I forget who sings that.
(16:26):
It's either a band or ShanaeO'Connor, but I'm butchering both
of those, I believe.
Okay.
So now that we know that, I So nowthat we know what do we do?
believe.
Okay.
I asked these brokers, that, Well,okay.
what are you doing for the firstfour hours of your day?
Like if you don't have leads,three, if you're pipeline, if you
have the business going on three,four hours a day, and I'm just
throwing that out there, it shouldbe even more, but many hours of
(16:49):
your day should be about doingwhat?
Either running ads, which we'vealready already said no. So that's
either creating content or havingone-on-one conversations or a
combo of both.
The goal, like I'm trying to
really break down your mindsethere for a lot of you because you
think there's like this magicpill.
A lot of people do out there.
There's a magic course you can
(17:10):
take.
There's a magic course you can
take.
There's a magic thing you can do
that just people are like, ah, canyou do my mortgage?
I saw a reel of you.
Can you do my mortgage?
Like, right?Like you post postcards three
times a week on Instagram.
Can, will you do my mortgage?
Like, it doesn't happen that way.
But it could.
Here's the thing.
Content, content, content.
(17:32):
So Gary V, how do you know he'sone of my favorite guys on social?
He's like, man, the simplestbusiness model out there is you
make 5, 8, 10 videos and piece ofcontent a day for your business,
and you fire it out on theplatforms, and you just keep doing
(17:52):
that and you never stop until youhave too much business.
It's like the algorithm will workin your favor.
People will start commenting andliking you will find your people
and he goes, what is the contentyou do talk about what you do in a
day, talk about stuff like thatdoesn't have to be this buttoned
up.
Hey, so fixed first variable.
Fixed is when your payment doesn'tchange.
And variable is like, ah, so muchthat's overdone now.
Pick up, much like I do.
(18:14):
A lot of the stuff you see me do,
it's I'm driving.
I'm here in the car.
I'm downstairs.
I'm walking around.
I'm in the kitchen.
I'm cooking.
I'm just like talking about thingscoming in my head.
I'm like, yeah, I have thisclient.
Blah, blah, blah.
They came to me and they didn't
realize they need a bridge loan.
So like, what's a bridge loan?
And I was like, started to explainto them, you need that money to
(18:38):
cover this, to cover that.
But the lender you're with doesn't
offer a bridge loan.
So unfortunately, you didn't know
that when you signed thatpaperwork.
But now here we are.
The good news is I can hook you
up.
I can hook you up with a lender
that will get that bridge loan.
(19:00):
And I'll walk you through it.
And we'll actually include all thecosts, the carrying costs.
I'll work at a daily per diem onit and include it in your budget.
So you'll know going in andthere'll be enough money to close
and you want zero stress.
How does that sound?
Right?So that's a client I talked to.
They just didn't know.
Boom.
That's a video right there.
What I just made.
(19:20):
That is a video right there.
And you fire it off.
And so Gary V is like, just throwthese out.
And he's probably the biggestcreator of content out there.
And in all the industries, all thepeople that have taken his
information and trained andcoached with him, like they've
went off to do very good things.
And so this isn't just me saying
it, because I do it to somedegree, but we're going to be
(19:41):
ramping that up.
So I realized just make content
over and over.
You either have one-on-one
conversations or you make content.
You have no other option.
You have zero option.
And emailing someone is not a
conversation.
Right?
DMs, texts, phone calls, inperson, those are conversations.
You need the email part.
Because that opens up the door for
conversations.
I have to open up the window, by
the way, because it's getting hotin here.
There you go.
That's what happens when you wear
a hoodie, and now it's like 25 outor something.
(20:03):
It doesn't make sense sometimeswhat I'm doing here.
This podcast is brought to you byHot Americano.
so we've already determined Okay,that to make more money in your
you need business, Hot clients.
Okay.
Bye.
Americano.
So we've already determined thatto make more money in your
business, you need clients.
We've already determined there's
only three ways to get clients.
Ads, one-on-one.
Ads, one-on-one, or content.
Cut out ads.
Now it's either content or talk topeople one-on-one.
Okay.
So now you go, okay, I will tell
you this.
I do a combination of both, right?
The content, I will spend an hourto an hour and a half a day doing
(20:26):
content.
And you're like, but I need to be
working my business.
But do you?
Really?What are you doing?
I thought you needed business.
I thought you needed deals.
Then wake up earlier.
Go to bed later.
Stop watching Stop TV.
doing fantasy freaking football.
Stop your co-ed slow pitch team.
Right?
Do whatever it is.
Cut it off.
If you're getting serious aboutyour business, what do you do?
So content and that.
So there's no reason that, and I
(20:49):
talked, Hey, have you opened fivepeople a day?
Yeah, I did.
And then I kind of stopped.
Why'd you stop?Like, there's no way it doesn't
work, but then we're ontosomething else.
And so this is on you.
The reason your business is where
(21:10):
it is, is first off, people don'tknow who don't know who you are.
They don't.
And that's your fault.
That's no one else's fault.
It's not social media.
It's not your team lead.
It's not your broker owner.
It's not your network.
It's not your spouse, your
friends.
You have kids in the house.
You have figured out, you know howmany times I've went into, and
this goes back to my mortgagecareer.
Kids are in the house.
Oh, it's 11.
How many calls I took in my truck,either the heat on because it's
(21:31):
wintertime or the air conditioningon because it's summertime, be in
parking lots.
I've been taking calls.
Hustle, hustle.
We got soft.
Everyone's gotten soft.
You are too soft.
Your business, no one knows whoyou are.
Didn't want to go down this road.
(21:52):
I wanted to more keep it light and
fluffy.
And that's what we're going to go
back to here.
But you have to determine, right?
And the one-on-one, that can meanmany things.
That could mean you're networking,getting out.
That could be, once again, callingpeople.
Once again, texting people everyday.
(22:12):
Once again, sending DMs.
Like, does everybody on Instagram,
Facebook, LinkedIn that you'reconnected to, do they know who you
are and what you do?And did you remind them of it?
They're already connected to you.
So they kind of know who you are,
if not really know who you are,but go remind them.
That's all you should be doing isreminding people what you do for a
living, right?Over and over again.
(22:33):
And it's not like you're the onlyperson doing this.
They're getting hit from 18different ways on a bunch of
different things.
So it's not like, oh, there's Ryan
again, telling me stuff everywhereyou go over the past couple
months, probably three months, mejust being hanging out soccer
field with soccer parents.
People have come up to me and
(22:53):
they're like, we'd start gettingin conversations.
And I always ask people, what doyou do for a living?
Right.
I always lead that question of
what do you do for a living?Because it opens them up to go,
well, what do you do?And I go, I was a mortgage broker
for a long time.
And now I coach mortgage brokers
on how to run a business.
And I have my own team now of
(23:14):
coaching people.
And they're like, oh, that's so
cool.
Hey, what about our scenario?
And I go, yeah, I do this, this,this, this.
Just yesterday, referred out, Iwas talking to you about, I got a
call.
He's like, man, what you told me
in five minutes, my mortgagebroker, who I told you I know,
didn't tell me any of that.
And I'm like, yeah, this is how
(23:34):
you should structure it.
This will make you mortgage free
10 years faster.
And you're buying a mortgage or
they're turning their home into arental.
And they want to buy anotherprincipal residence.
And I'm like, just use the cashdamming strategy.
Boom, boom.
This is how the cycle of how it
works.
It's like you blew my freaking
(23:55):
mind, man.
Can you do our mortgage?
I said, no, I don't do mortgagesanymore.
And this would have been probably$20,000 in mortgages, if not a
little more.
Oh, no, more than that.
Sorry.
Yeah, more than that.
Two or 2 million mortgages.
Yeah, let's call it that.
Anyways, $20,000.
And I referred that out.
So I'm like, yeah, talk to thisguy.
He's a rock star out.
He'll take care of you.
(24:15):
Boom, boom, boom.
Did that three other times just
from talking to people one-on-oneat soccer.
And they're like, Hey, my morning.
Hey.
And I'm like, yeah, I referredthem out.
And all three of them are workingon deals.
That's five deals in the lastthree months of me just talking to
people.
Right.
But here's the thing I have up mysleeve.
I have different strategies that Iuse.
So when I have a conversation withsomeone, I can take, I can start
(24:37):
asking different questions becauseI've leveled up my game and I've
learned questions to ask.
Like, did you think of this?
No.
Okay.
Did you think of that?No.
Okay.
That's interesting.
Well, what didn't you like aboutthat?
Right?I'm having one-on-one
conversations.
So I'm not even a mortgage broker
and I'm getting mortgage leads,but I'm out there.
I'm out there talking to people.
Everyone in your daily, everyone
should know what you do.
Do you wear a shirt, a hat, a
(24:57):
hoodie, a golf shirt, a jacketthat is branded to you?
If not, why?I don't get that.
I've never understood why youwouldn't wear that.
Do you think it's cheesy?Would you rather just wear a suit
where you look like a penguin andyou look like same as everyone
else?And then I do mortgages, right?
Have your brand there becausepeople will ask you.
I was sitting with this hat.
Actually, no, not this hat.
I had this on a hoodie and I wassitting at a brew pub with my wife
(25:19):
this summer.
And the guy beside me is like,
hey, you have a podcast?And I'm like, yeah.
He's like, what's it?I go, it's about mortgages and
mortgage brokers.
He's like, I have a mortgage.
I'm like, I'm not a practicingbroker anymore.
He's like, ah, he's like, I'veasked you a couple questions
anyways.
I'm like, sure.
But the hoodie got it, right?And so I got into it.
(25:41):
Couldn't help that guy.
There was something I just helped
him answer Couldn't help that it.
There was something, guy.
I just helped him answerquestions, but it opens up
conversations.
This is stuff like this one-on-one
stuff.
You need to be proud of what you
do.
And if you're not, get out.
This is only for the serious, thisindustry.
It's not dip your toe in, it's goall in.
Ooh, that rhymes.
(26:01):
It's not dip your toe in, it's go
all in.
Maybe it doesn't rhyme.
I'm not sure.
I'm not a music but you get and
guy, then it's not dip it.
your So, toe in it's go all in uh
maybe it doesn't rhyme i'm notsure not a music guy but you get
it so and then it's content likeand i know a lot of you are trying
social media and then you stop anda lot of you are saying it doesn't
(26:26):
work which is complete bullshitand a lot of you are saying like
and it's as easy as picking upyour phone so i'm not here to give
you systems and processes exactlyyou have to go figure out a lot of
this.
As I tell everyone, I coach and
train.
I'm the lighthouse.
I'm this big light, but you're thetugboat.
(26:47):
You're zigzagging to try to get tome, but you just keep following
the light.
Keep listening to podcasts, keep
coming into the training, keep,you know, sign up and doing what
we're doing.
But I can't give you the, Oh,
here, let me sit beside you andtouch this button and click over
And some of here.
you need And some of that.
you don't give you let the, me Oh,sit here, beside you and touch
(27:10):
this button and click over here.
And some of you need that.
And some of you don't, you're justtaking a, yeah, I got it.
Yeah.
Yeah.
Right.
Stop talking.
I'm going to go, I'm going to gowith this version of it.
Right.
But I want you to start wrapping
your head around what you need todo in a day.
And it's not like, there's somuch, if I look to your calendar
and I usually do, let's cut outthis, this, this, this, this, and
let's go have one-on-oneconversations or make content.
(27:31):
What do I say?I don't know.
Turn your camera on.
Start talking about your day.
Fire it out.
Right?
Good things will happen.
Do that five times a day.
Reels, on Meta, Instagram,Facebook, together out, on
LinkedIn, if you think youravatars are on there, fire it out
on those three platforms.
Some people love TikTok.
I don't like TikTok that much.
It's too wide, but a lot more
people are going on TikTok.
So it might make more sense.
It doesn't matter.
Just do all the time.
And if you're not comfortable oncamera, well, I don't know what to
tell you.
You're going to have to get
(27:52):
comfortable on camera.
It's like, you're going to have to
up your game.
It's like telling someone who
plays hockey.
Well, like a kid, we're moving in
from non-contact hitting at acertain age to contact.
I don't like contact becausethat's where we're going right
now.
Oh, that's a good analogy.
It's where we're going as anindustry.
You need to be comfortable onvideo because you need more
eyeballs on what you do.
And so with your, your client
journey with videos, with yourcustom proposals with videos to
(28:14):
help save your time, instead ofall these calls back and forth to
clients, and then your socialmedia to build a brand on social,
you need to be on video.
So are you the kid that likes the
non-contact hockey yet?The only other hockey to play now
is contact.
And you're like, I don't like it.
Well, you're going to have tofreaking stop playing hockey then.
Go play another sport or startlearning how to hit right, how to
absorb a hit, how to give a hit,where to find the comfort spots on
the ice, right?Where to like keep your head on a
swivel, where to recognize whensomeone's coming in, where to not
take a pass or how to pass thepuck someone so they don't get
(28:37):
hit.
Like this is skill set you need to
learn how to be comfortable oncamera.
Right.
Something you have to do.
And then the one-to-one stuff islike all around you every day.
You should be talking to peopleabout mortgages.
And so I'm getting texts now.
Should we talk to people about
getting mortgages?That's it.
Should be looking around, talkingto people?
And if you're sitting in youroffice and that's it, then you
(29:00):
only have one option.
You have, well, a couple options.
Jump on the phone, you textpeople, you DM people.
Why aren't you DMing 20 people aday?
Hey, I'm checking in.
Here's a video.
This is what I do for a living.
How's it going?
And they go, that's awesome.
Great.
Yeah, yeah, we're great.
And then you follow up a week
later.
Hey, Bank Canada just made the
announcement.
Did that impact you at all?
Just checking.
Do you want some information?
(29:21):
You want me to crunch somenumbers?
Okay, perfect.
Sounds good.
Boom, boom, boom.
And you're just staying in touch.
Because I keep going back to whatelse are you doing?
Right?So hopefully this helps.
Man, this is longer than I hopedit would be.
Like, I really want these to be 15minutes, but they seem to be going
longer.
And the reason they're going
longer is this.
It's your fault.
(29:41):
Because I'm having theseconversations and seeing things
behind the scenes with mortgagebrokers.
And I want to take some of you andjust shake you you like that.
I want to shake you.
I want to shut your brain off.
I want to lock you in.
You know, they'd send people away
to retreats for like yoga and allthat stuff and they disconnect
them.
(30:01):
I wanna send you there, but I
wanna disconnect you from all thedistractions you have and just
focus on business, like a 30-dayretreat where we just completely
transform your business.
That's not happening, by the way.
I'm not doing that.
Although that sounds pretty cool.
It's not happening.
Okay, there you go, kids.
Hopefully that helps.
One-on-one or content, that's it.
So when you're like, I don't havebusiness, how do I create
one-on-one conversations withpeople or go create content?
(30:22):
And don't say, go make an emailand send that out.
That's like after those things.
That's not as important.
The email is very important.
You'll get business from that.
You'll get conversations.
But that's after.
The belly-to-belly, one-on-oneconversations through text or
phone call or in person.
Plus content as well will get you
where you want to go.
That's it, kids.
Love you.
See you on the inside.
(30:44):
Peace out.
We'll see you next time.
Welcome to the mortgage game.
(00:03):
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness.
(00:26):
So now I want to distill all thatinformation, all the things I've
learned from that and bring itdirectly to you in a simple to
understand way.
I hope you enjoy.
All right, right, welcome to theMortgage Game Podcast, West Coast
Wiley in the house.
Here we go.
I'm in my recording studio.
If I'm not driving, I'm here at
(00:47):
the beach.
As you can see, being around water
just, I don't know, does it forme.
That's part of the reason we movedto Kelowna.
Love it here.
So now you get to see this is my
recording studio.
Could it be better?
Hell yeah.
But I just know I wouldn't do it.
I'm already in my office all thetime.
I'm already hanging out there morethan I probably should.
And I like to get out and about.
And so this gets me out.
And this podcast is brought to youby Americano.
(01:08):
Can't show you.
There's no image on there.
Can't be sued.
People do funny things.
things.
Okay.
So today we're going to talkabout, I'm going to simplify, you
know, I read a lot of books onmarketing.
Most of the books I read are onmarketing.
Most of my time and energy isspent just checking out marketing
(01:29):
stuff.
That's my hobby.
I used to play fantasy footballall the time.
That used to be my hobby.
And then I got kids and I
realized, oh my God, I can't dothis.
I need to focus on the family andmy business.
And then, so now I turn any ofthat downtime I have to marketing.
And so I'm going to share someprinciples I've learned and it's
stuff that has anchored all mymortgage business.
(01:49):
It anchored my current businessesnow.
And it's just, man, we'reconfusing the F out of everything.
And I'm talking to you, mortgagebrokers.
And so I'm going to go over thetwo ways to make money as a
mortgage broker.
And I'm going to go over three
ways to get leads.
And it's way simpler than you
think.
We can complicate it.
Complicated is easy.
(02:10):
Simple is hard.
That's like my running mantra.
So everything I do, I'm like, man,
we got to simplify this.
We were writing an email yesterday
in our, in our business and we'rewriting out and I'm like, people
get emails with like paragraphs ofinstructions for all these things.
So we have a bunch of people joinin the mortgage team and we're
onboarding them.
And then it's just like, wow.
(02:33):
It's like all these emails.
It's like, no, no, no. Let's
simplify it.
So four simple steps.
Boom, boom, boom.
And guess what?
People don't even follow thesteps.
So what were they going to do whenthey had blah?
So you sending clients emailstalking about all the steps they
need about their mortgage.
And it's just paragraphs.
And a lot of you love to justwrite stuff over and over and so
(02:54):
much content and so much contentin emails i stop reading i look
for the bolded points like arethere bolded points i can get in
here dustin woodhouse used to dothis i loved this is way back when
but he would come out with a blogpost he'd have like the simple
like give me my thing in oneminute and they'd have you want
more information on it then carryon and read this version because
(03:15):
there's a lot of us that operateon the simple stuff that don't
need to know how the sausage ismade and we need a couple talking
points and my brain starts goingi'm like boom don't need your
opinion on it i've got my own umthat's cool and then there's other
people that really appreciate andthe understanding of everything
and so i'm'm just saying, becareful.
That's not what this podcast isabout, but just be careful.
Before I get into that, next weekwe have our virtual renewal
(03:35):
bootcamp.
So this is a smaller version of
the one we went to Toronto,Vancouver, Edmonton on.
We're going to teach.
I was talking to a broker the
other day who's been in the game15 years.
He's like, ah, Ryan, do I reallyneed to learn this stuff?
It's one of those things you can'tteach an old dog new tricks.
I'm like, do you know these twostrategies we're teaching on?
(03:56):
He's like, not really.
I'm like, so you could have a
client sitting in front of you oryou could apply one of these
strategies and you could save them$12,000 and secure the deal for
you.
Or even if you were already
getting the deal, you would savethem $12,000.
And you don't want to know thatstrategy.
Like, how the fuck does that makesense?
That's what I said to him.
He's like, well, I was just, I'm
getting lazy.
And I just, you know, and it's one
(04:18):
of those people, they think theyknow everything.
They think they know everything.
And so they don't need to go, they
don't want to up their game.
And that's a big downside of this
industry is we're not forced to upour game.
Every other industry, financialservice industry, we are forced to
up our game.
Here we're forced to take bullshit
courses to say we're a mortgagebroker.
Hey, we're a mortgage broker now.
And it's just like, Jack, Jack,
(04:38):
you're just like going throughthat 45 minute thing, like bong,
bong, bong, bong, bong, bong,bong, bong, bong, bong.
And a lot of it, you know, some ofit you don't, but it's nothing
that makes you better that savesyour clients money, right?
Financial advisors go throughthis.
Realtors have this.
Realtors have to, they have
negotiating courses they have totake.
Like we don't have that.
(04:59):
We don't have any of this stuff.
So it's on you to up your game andyou should have three, four, five,
10 strategies in your tool belt.
They don't all work at the same
time.
But there's certain scenarios
where when you ask the right,should I have your 10 questions
you ask?And if they check off the list,
like, hey, this question, thisquestion, this question, this
question, got this, got that.
Okay, well, this strategy applies.
(05:20):
Now it's a matter of, do I want toactually use that strategy?
How do I present the strategy toyou?
Do you want to go down that path?But I need to present myself as an
expert.
I'm not an expert mortgage broker.
Once again, this is not what thepodcast is about.
But if I'm an expert mortgagebroker, and I'm sitting there
(05:40):
going, I've access to 20 lendersand a, I don't get the best rate
anymore.
And even if I did, well, that
doesn't make you an expert thatjust makes it, you have access to
lower rates.
You're not an expert.
So, and if it's my thing is, oh,I'm going to teach you about IRD
penalties and prepaymentprivileges and bona fide sales
clause like that's not enough kidslike that's brokering seven to ten
(06:02):
years ago where you could get awaywith that shit now it's like what
do you do like what why would iwork with you i had a soccer dad
um reach out to me and he's likewell we'll get into that story
after but the short part of itbecause it's part of the podcast,
the short part of it is, Ryan,like the stuff you told me in five
(06:22):
minutes at the soccer pitch, I'veworked with mortgage and I know
the mortgage brokers he's workedwith.
And he's like, they didn't say anyof this stuff.
And I'm like, yeah, because I'm anexpert.
That's what I do.
I've leveled up my game.
And so I'm saying, if you want tolearn these two things, $149, two
hours of your life, come and checkit out.
(06:43):
There's no way you won't close acouple more deals a year with the
strategies.
So if you're interested, go to
IamRyanWiley.com.
IamRyanWiley.com.
Click on Renewal Bootcamp.
You can use it for purchase and
refi.
We just call it Renewal Bootcamp.
So it's a buzzword right now.
And sign $149.
up, If you're a Strategy Hub youmember, get it for elite, free.
As you know you get a lot that, ofstuff for free.
(07:05):
If you're a pro member, you get itfor $49.
so come on in.
Okay, The water's warm.
That's it on that.
Let's carry on to what I was
talking about, the two ways tomake money as a mortgage broker
and the three ways to get leads.
Before we do, this podcast is
brought to you by America.
They're going to have a lot of
(07:26):
advertisements today because Ihaven't had that yet.
And we're on camera, right?So if you want to check this out,
I don't know where we'll put thisyet, but probably YouTube and
slicing and dicing.
Okay, so I'm going to break down
some fundamentals.
And these are like, I didn't come
up with this stuff.
This is stuff I've taken from
other people who have made a lotof money marketing and a lot of
different industries.
And I just take it distilled it
down into stuff that works for me.
(07:47):
And in turn, stuff that works for
agents I coach, for you listening.
So take what you will from it.
But the concept, this is all youneed to know.
So there's two ways to make moneyas a mortgage broker.
You either get more clients or youget more business from those those
clients.
Like as an example, let's say
(08:08):
you're a store, you're arestaurant.
The only way to make money is toget more people to come in.
you're a you're store, arestaurant.
The only way to make money is toget more people to come in.
Right?So instead of 10 people a day
coming you get 20 people a day,in, or you get the 10 people who
are coming in to up their averagecheck from 10 to $20.
We have a smaller opportunity as amortgage broker to get more money
(08:29):
from And people.
I'm gonna walk you through it.
There's two parts.
I'm gonna break down the three
ways you get leads.
So one of the ways that we can get
more money, and I'm not sayingmore money from people, more
mortgage volume, okay?They're not giving us money.
So more mortgage volume can comelike this.
Someone comes to you and they, andthis is stuff you have to figure
(08:49):
out.
This stuff I figured out in my
career.
I'm sharing with you.
This is like, we're giving you ablueprint to just like bypass a
bunch of years of shit.
Someone comes to you and they're
like, hey, Ryan, I want to sell myhome and buy one.
Can you get me a mortgage?Perfect.
I'm going to map that out for you.
I'm going to map out selling your
home, paying out your mortgage.
(09:10):
Maybe we poured it.
Maybe we don't.
You're going to have your realtor
fees, your exit costs, and you'regoing to have this money left
over.
We're going to shift that money
over here and I'm going to showyou what you're qualified You're
for.
going to have your realtor your
exit fees, and you're costs, goingto have this money left We're
over.
going to shift that money over And
I'm here.
going to show you what you're
qualified for.
I'm going to build that.
(09:31):
I'm going to build out thatscenario for you.
And I'm going to make a customvideo, a custom proposal, walking
you through that all.
But behind the scenes, I'm also
going to go, hey, what if wedidn't take the 500K that you had
sitting here and bring that overhere and put that all into the new
home.
What if we left 150 out and bought
an investment property?What if we did that?
What if we did something else withthe 150?
For my scenario, I'm going to go,what if we bought a $400,000,
$500,000 rental, put 25% down, weattach a HELOC to it right away,
we get access to 5% right away onthat, that helps cover expenses or
incidentals or unknown costs whenwe set it up that way.
And now, of course, your carryingcosts on the principal residence
(09:51):
can be a little bit higher becausewe're keeping $150 back or $125
back or whatever we're doing.
But I'm going to build that
scenario and I'm going to show youif we sold that home and
appreciated a 2-3% per year, veryminimal.
And we pay it all over extracosts.
We even pay capital gains.
In 12 years, I'm going to show you
how you can be mortgage-free.
I did this over and over again.
(10:13):
So that's a way to get moremortgage volume out of one client.
Client came to you saying, I wantone mortgage here.
And I said, what if we go get youanother one as well?
Because we're going to get whereyou want to go faster.
Okay, so that's one way of doingthat.
Are there other ways of doingthat?
Yeah, heck yeah.
It's how you're positioning things
to people.
(10:34):
And so every time someone comes to
you as a client, you can taketheir order and go, yep, 10% down,
okay, got it, blah, blah, blah.
Or you can present these
opportunities to them.
We're showing them tax savings,
we're showing them debtrestructure where you're showing
them debt restructure, whereyou're showing them other
opportunities, which in turn willget them to buy more real estate
at some point.
You're setting them up for future
(10:54):
success.
Okay.
So, but that's really far and fewbetween.
There's only so many opportunitiesthere where you can squeeze out
more business from that person.
That person could refer you
business, but that's not what I'mtalking about.
I'm talking about that person cameto you looking for a half million
dollar mortgage.
How do we get them more money?
How do we get a bigger mortgage?Far and few between.
There's only so many people thatA, qualify.
(11:15):
B, can wrap their head around.
C, it actually makes sense for
them to do that.
Okay.
So the other side of that is howdo you get more people in the
restaurant?Right.
So that's really the one that youcontrol a lot of.
How do you get the average checksize up in a restaurant?
Here and there, you can get that.
Offering the gravy.
Do you want to upgrade hereinstead of a single on your drink?
Do you want a double?It's $1.99 more.
(11:36):
Do you want gravy with thosefries?
Do you want whatever that is?Hey, I wouldn't recommend that.
Doesn't go well with that.
How about this?
That experience.
But in the mortgage world, there's
only so much.
So now the question becomes, the
only way I make money is if I getmore people in the restaurant, for
the most part.
I can squeeze out more
opportunities, but for the mostpart, I need to get people in the
restaurant.
And this is where the majority of
(11:57):
you are failing, because you'renot getting enough people in the
restaurant.
And I'm going to tell you the
three ways to get people in therestaurant.
You have to decide what you wantto do.
If your business is not where itneeds to be right now, not where
you thought it would be, not whereit needs to be for you to keep on
this career or to feed yourfamily, or like if you're behind
and you don't even know if youwant to do this anymore, you're
(12:18):
completely stressed out, yourvolumes have, you know, jumped
down 50%, 75%, whatever, becausenot enough people know what you
do.
That's it.
That one statement, not enoughpeople know what you do.
Okay, this podcast brought to youby americano it's a hot one today
inside the the americano andoutside don't know why i have a
hoodie on that's okay okay i'm notgonna take it off so here's what
(12:38):
we do now if we if we'vedetermined that not enough people
know what i do there's no otherreason there's no other reason.
There's no other reason.
I know dum-dums in this industry
that make a million dollars ayear.
Complete dum-dums.
They don't understand all the
lender guidelines.
You don't have to.
They don't know all the mortgagestuff out there.
They don't know how to underwriteevery single file in every single
way.
(12:58):
They don't know how to dowrite
every single file in every singleThey don't know how to do any way.
of that.
But guess what?
They are really good at gettingpeople to know who they are.
They're really good at doingconsistent, basic things every
day.
And there's sort of I a, don't
know what you'd call it, butthere's a nice, I don't know how
(13:19):
to say this, but because they'renot super smart, their brain shuts
off and they just keep doing thebasic things like, oh, I'm just
going to go do this today.
But it works and it keeps bringing
a business and everyone else isdancing around trying to think
there's like some secret thing todo, but there's not.
(13:41):
And so once they figure that out,you'll be better off.
And so I'm going to share with youthree ways to get people into the
restaurant.
And then you have to decide which
journey you want to go on forthat.
So number one, to get people inthe restaurant, to get people to
(14:03):
know what you do for a living.
How do you get more eyeballs on
your business?There's only three ways.
You have to pick which one you'regoing to do.
You can do a combination.
Sure.
You can run ads.
Okay.
Do you want to run ads?to run ads?
Do you want to run ads formortgage leads?
Do you want to run?That's expensive.
(14:24):
That's a whole nother sciencethere, but I'm just going to go
over these three ways and we'llbreak them down and we'll go
deeper on a couple of them.
You can run ads.
You can make a lot of content.
Make content about stuff.
All the things you do.
Being a mortgage broker, what you
do.
Number three, one-to-one
conversations.
That's it.
No other way, three ways to getbusiness.
The one-to-one conversations couldbe one-to-one with a referral
partner, which in turn willhopefully refer you business, but
(14:44):
you need to have that one-on-oneconversation with them, right?
So to repeat, two ways to makemoney.
One, more customers, more clients.
Number two, get those clients to
ask for more money.
That's hard to do.
Certain situations, it's not foreverybody.
Doesn't make sense for a lot ofpeople.
So we divert back to 90% of thetime, it is get more clients.
Only way to make money in thisbusiness, get more clients, right?
(15:04):
So as soon as you wrap your headaround this, you should be like,
okay, Ryan, get more clients,check.
Now, how do I get more clients?Run ads, make a lot of content
about stuff, or one-on-oneconversations.
That's it.
Three ways.
Pick your way.
Ads are pretty much off the table
for majority of you.
So now we go into the others.
Content.
So talk to a lot of brokers.
And first thing I ask is this.
This podcast brought to you by
(15:25):
Americano.
I told you there's going to be a
lot of And brokers.
first thing I ask is this podcast
this, brought to you by Americano.
I told you there's going to be a
lot of this stuff.
How's the lead pipeline?
What's the number one problem?What's the number one problem?
(15:45):
It's always leads, leads, leads,leads, leads, leads, leads.
And it's not, I'm not sayingqualify.
I'm just going leads, leads,leads.
People who want to book a callwith me to talk about mortgages,
that's considered a lead.
Okay.
Biggest problem people have.
(16:05):
Perfect.
So we've identified the biggestproblem in your business right
now.
It's not my client journey.
That could still be a problem.
It's not, I don't understand the
mortgage products.
That could still be a problem.
It's not, I don't send out a lotof emails.
That could be a problem, butthat's not the biggest problem.
The biggest problem is leads,right?
Without leads, nothing elsematters.
Nothing else matters.
I forget who sings that.
(16:26):
It's either a band or ShanaeO'Connor, but I'm butchering both
of those, I believe.
Okay.
So now that we know that, I So nowthat we know what do we do?
believe.
Okay.
I asked these brokers, that, Well,okay.
what are you doing for the firstfour hours of your day?
Like if you don't have leads,three, if you're pipeline, if you
have the business going on three,four hours a day, and I'm just
throwing that out there, it shouldbe even more, but many hours of
(16:49):
your day should be about doingwhat?
Either running ads, which we'vealready already said no. So that's
either creating content or havingone-on-one conversations or a
combo of both.
The goal, like I'm trying to
really break down your mindsethere for a lot of you because you
think there's like this magicpill.
A lot of people do out there.
There's a magic course you can
(17:10):
take.
There's a magic course you can
take.
There's a magic thing you can do
that just people are like, ah, canyou do my mortgage?
I saw a reel of you.
Can you do my mortgage?
Like, right?Like you post postcards three
times a week on Instagram.
Can, will you do my mortgage?
Like, it doesn't happen that way.
But it could.
Here's the thing.
Content, content, content.
(17:32):
So Gary V, how do you know he'sone of my favorite guys on social?
He's like, man, the simplestbusiness model out there is you
make 5, 8, 10 videos and piece ofcontent a day for your business,
and you fire it out on theplatforms, and you just keep doing
(17:52):
that and you never stop until youhave too much business.
It's like the algorithm will workin your favor.
People will start commenting andliking you will find your people
and he goes, what is the contentyou do talk about what you do in a
day, talk about stuff like thatdoesn't have to be this buttoned
up.
Hey, so fixed first variable.
Fixed is when your payment doesn'tchange.
And variable is like, ah, so muchthat's overdone now.
Pick up, much like I do.
(18:14):
A lot of the stuff you see me do,
it's I'm driving.
I'm here in the car.
I'm downstairs.
I'm walking around.
I'm in the kitchen.
I'm cooking.
I'm just like talking about thingscoming in my head.
I'm like, yeah, I have thisclient.
Blah, blah, blah.
They came to me and they didn't
realize they need a bridge loan.
So like, what's a bridge loan?
And I was like, started to explainto them, you need that money to
(18:38):
cover this, to cover that.
But the lender you're with doesn't
offer a bridge loan.
So unfortunately, you didn't know
that when you signed thatpaperwork.
But now here we are.
The good news is I can hook you
up.
I can hook you up with a lender
that will get that bridge loan.
(19:00):
And I'll walk you through it.
And we'll actually include all thecosts, the carrying costs.
I'll work at a daily per diem onit and include it in your budget.
So you'll know going in andthere'll be enough money to close
and you want zero stress.
How does that sound?
Right?So that's a client I talked to.
They just didn't know.
Boom.
That's a video right there.
What I just made.
(19:20):
That is a video right there.
And you fire it off.
And so Gary V is like, just throwthese out.
And he's probably the biggestcreator of content out there.
And in all the industries, all thepeople that have taken his
information and trained andcoached with him, like they've
went off to do very good things.
And so this isn't just me saying
it, because I do it to somedegree, but we're going to be
(19:41):
ramping that up.
So I realized just make content
over and over.
You either have one-on-one
conversations or you make content.
You have no other option.
You have zero option.
And emailing someone is not a
conversation.
Right?
DMs, texts, phone calls, inperson, those are conversations.
You need the email part.
Because that opens up the door for
conversations.
I have to open up the window, by
the way, because it's getting hotin here.
There you go.
That's what happens when you wear
a hoodie, and now it's like 25 outor something.
(20:03):
It doesn't make sense sometimeswhat I'm doing here.
This podcast is brought to you byHot Americano.
so we've already determined Okay,that to make more money in your
you need business, Hot clients.
Okay.
Bye.
Americano.
So we've already determined thatto make more money in your
business, you need clients.
We've already determined there's
only three ways to get clients.
Ads, one-on-one.
Ads, one-on-one, or content.
Cut out ads.
Now it's either content or talk topeople one-on-one.
Okay.
So now you go, okay, I will tell
you this.
I do a combination of both, right?
The content, I will spend an hourto an hour and a half a day doing
(20:26):
content.
And you're like, but I need to be
working my business.
But do you?
Really?What are you doing?
I thought you needed business.
I thought you needed deals.
Then wake up earlier.
Go to bed later.
Stop watching Stop TV.
doing fantasy freaking football.
Stop your co-ed slow pitch team.
Right?
Do whatever it is.
Cut it off.
If you're getting serious aboutyour business, what do you do?
So content and that.
So there's no reason that, and I
(20:49):
talked, Hey, have you opened fivepeople a day?
Yeah, I did.
And then I kind of stopped.
Why'd you stop?Like, there's no way it doesn't
work, but then we're ontosomething else.
And so this is on you.
The reason your business is where
(21:10):
it is, is first off, people don'tknow who don't know who you are.
They don't.
And that's your fault.
That's no one else's fault.
It's not social media.
It's not your team lead.
It's not your broker owner.
It's not your network.
It's not your spouse, your
friends.
You have kids in the house.
You have figured out, you know howmany times I've went into, and
this goes back to my mortgagecareer.
Kids are in the house.
Oh, it's 11.
How many calls I took in my truck,either the heat on because it's
(21:31):
wintertime or the air conditioningon because it's summertime, be in
parking lots.
I've been taking calls.
Hustle, hustle.
We got soft.
Everyone's gotten soft.
You are too soft.
Your business, no one knows whoyou are.
Didn't want to go down this road.
(21:52):
I wanted to more keep it light and
fluffy.
And that's what we're going to go
back to here.
But you have to determine, right?
And the one-on-one, that can meanmany things.
That could mean you're networking,getting out.
That could be, once again, callingpeople.
Once again, texting people everyday.
(22:12):
Once again, sending DMs.
Like, does everybody on Instagram,
Facebook, LinkedIn that you'reconnected to, do they know who you
are and what you do?And did you remind them of it?
They're already connected to you.
So they kind of know who you are,
if not really know who you are,but go remind them.
That's all you should be doing isreminding people what you do for a
living, right?Over and over again.
(22:33):
And it's not like you're the onlyperson doing this.
They're getting hit from 18different ways on a bunch of
different things.
So it's not like, oh, there's Ryan
again, telling me stuff everywhereyou go over the past couple
months, probably three months, mejust being hanging out soccer
field with soccer parents.
People have come up to me and
(22:53):
they're like, we'd start gettingin conversations.
And I always ask people, what doyou do for a living?
Right.
I always lead that question of
what do you do for a living?Because it opens them up to go,
well, what do you do?And I go, I was a mortgage broker
for a long time.
And now I coach mortgage brokers
on how to run a business.
And I have my own team now of
(23:14):
coaching people.
And they're like, oh, that's so
cool.
Hey, what about our scenario?
And I go, yeah, I do this, this,this, this.
Just yesterday, referred out, Iwas talking to you about, I got a
call.
He's like, man, what you told me
in five minutes, my mortgagebroker, who I told you I know,
didn't tell me any of that.
And I'm like, yeah, this is how
(23:34):
you should structure it.
This will make you mortgage free
10 years faster.
And you're buying a mortgage or
they're turning their home into arental.
And they want to buy anotherprincipal residence.
And I'm like, just use the cashdamming strategy.
Boom, boom.
This is how the cycle of how it
works.
It's like you blew my freaking
(23:55):
mind, man.
Can you do our mortgage?
I said, no, I don't do mortgagesanymore.
And this would have been probably$20,000 in mortgages, if not a
little more.
Oh, no, more than that.
Sorry.
Yeah, more than that.
Two or 2 million mortgages.
Yeah, let's call it that.
Anyways, $20,000.
And I referred that out.
So I'm like, yeah, talk to thisguy.
He's a rock star out.
He'll take care of you.
(24:15):
Boom, boom, boom.
Did that three other times just
from talking to people one-on-oneat soccer.
And they're like, Hey, my morning.
Hey.
And I'm like, yeah, I referredthem out.
And all three of them are workingon deals.
That's five deals in the lastthree months of me just talking to
people.
Right.
But here's the thing I have up mysleeve.
I have different strategies that Iuse.
So when I have a conversation withsomeone, I can take, I can start
(24:37):
asking different questions becauseI've leveled up my game and I've
learned questions to ask.
Like, did you think of this?
No.
Okay.
Did you think of that?No.
Okay.
That's interesting.
Well, what didn't you like aboutthat?
Right?I'm having one-on-one
conversations.
So I'm not even a mortgage broker
and I'm getting mortgage leads,but I'm out there.
I'm out there talking to people.
Everyone in your daily, everyone
should know what you do.
Do you wear a shirt, a hat, a
(24:57):
hoodie, a golf shirt, a jacketthat is branded to you?
If not, why?I don't get that.
I've never understood why youwouldn't wear that.
Do you think it's cheesy?Would you rather just wear a suit
where you look like a penguin andyou look like same as everyone
else?And then I do mortgages, right?
Have your brand there becausepeople will ask you.
I was sitting with this hat.
Actually, no, not this hat.
I had this on a hoodie and I wassitting at a brew pub with my wife
(25:19):
this summer.
And the guy beside me is like,
hey, you have a podcast?And I'm like, yeah.
He's like, what's it?I go, it's about mortgages and
mortgage brokers.
He's like, I have a mortgage.
I'm like, I'm not a practicingbroker anymore.
He's like, ah, he's like, I'veasked you a couple questions
anyways.
I'm like, sure.
But the hoodie got it, right?And so I got into it.
(25:41):
Couldn't help that guy.
There was something I just helped
him answer Couldn't help that it.
There was something, guy.
I just helped him answerquestions, but it opens up
conversations.
This is stuff like this one-on-one
stuff.
You need to be proud of what you
do.
And if you're not, get out.
This is only for the serious, thisindustry.
It's not dip your toe in, it's goall in.
Ooh, that rhymes.
(26:01):
It's not dip your toe in, it's go
all in.
Maybe it doesn't rhyme.
I'm not sure.
I'm not a music but you get and
guy, then it's not dip it.
your So, toe in it's go all in uh
maybe it doesn't rhyme i'm notsure not a music guy but you get
it so and then it's content likeand i know a lot of you are trying
social media and then you stop anda lot of you are saying it doesn't
(26:26):
work which is complete bullshitand a lot of you are saying like
and it's as easy as picking upyour phone so i'm not here to give
you systems and processes exactlyyou have to go figure out a lot of
this.
As I tell everyone, I coach and
train.
I'm the lighthouse.
I'm this big light, but you're thetugboat.
(26:47):
You're zigzagging to try to get tome, but you just keep following
the light.
Keep listening to podcasts, keep
coming into the training, keep,you know, sign up and doing what
we're doing.
But I can't give you the, Oh,
here, let me sit beside you andtouch this button and click over
And some of here.
you need And some of that.
you don't give you let the, me Oh,sit here, beside you and touch
(27:10):
this button and click over here.
And some of you need that.
And some of you don't, you're justtaking a, yeah, I got it.
Yeah.
Yeah.
Right.
Stop talking.
I'm going to go, I'm going to gowith this version of it.
Right.
But I want you to start wrapping
your head around what you need todo in a day.
And it's not like, there's somuch, if I look to your calendar
and I usually do, let's cut outthis, this, this, this, this, and
let's go have one-on-oneconversations or make content.
(27:31):
What do I say?I don't know.
Turn your camera on.
Start talking about your day.
Fire it out.
Right?
Good things will happen.
Do that five times a day.
Reels, on Meta, Instagram,Facebook, together out, on
LinkedIn, if you think youravatars are on there, fire it out
on those three platforms.
Some people love TikTok.
I don't like TikTok that much.
It's too wide, but a lot more
people are going on TikTok.
So it might make more sense.
It doesn't matter.
Just do all the time.
And if you're not comfortable oncamera, well, I don't know what to
tell you.
You're going to have to get
(27:52):
comfortable on camera.
It's like, you're going to have to
up your game.
It's like telling someone who
plays hockey.
Well, like a kid, we're moving in
from non-contact hitting at acertain age to contact.
I don't like contact becausethat's where we're going right
now.
Oh, that's a good analogy.
It's where we're going as anindustry.
You need to be comfortable onvideo because you need more
eyeballs on what you do.
And so with your, your client
journey with videos, with yourcustom proposals with videos to
(28:14):
help save your time, instead ofall these calls back and forth to
clients, and then your socialmedia to build a brand on social,
you need to be on video.
So are you the kid that likes the
non-contact hockey yet?The only other hockey to play now
is contact.
And you're like, I don't like it.
Well, you're going to have tofreaking stop playing hockey then.
Go play another sport or startlearning how to hit right, how to
absorb a hit, how to give a hit,where to find the comfort spots on
the ice, right?Where to like keep your head on a
swivel, where to recognize whensomeone's coming in, where to not
take a pass or how to pass thepuck someone so they don't get
(28:37):
hit.
Like this is skill set you need to
learn how to be comfortable oncamera.
Right.
Something you have to do.
And then the one-to-one stuff islike all around you every day.
You should be talking to peopleabout mortgages.
And so I'm getting texts now.
Should we talk to people about
getting mortgages?That's it.
Should be looking around, talkingto people?
And if you're sitting in youroffice and that's it, then you
(29:00):
only have one option.
You have, well, a couple options.
Jump on the phone, you textpeople, you DM people.
Why aren't you DMing 20 people aday?
Hey, I'm checking in.
Here's a video.
This is what I do for a living.
How's it going?
And they go, that's awesome.
Great.
Yeah, yeah, we're great.
And then you follow up a week
later.
Hey, Bank Canada just made the
announcement.
Did that impact you at all?
Just checking.
Do you want some information?
(29:21):
You want me to crunch somenumbers?
Okay, perfect.
Sounds good.
Boom, boom, boom.
And you're just staying in touch.
Because I keep going back to whatelse are you doing?
Right?So hopefully this helps.
Man, this is longer than I hopedit would be.
Like, I really want these to be 15minutes, but they seem to be going
longer.
And the reason they're going
longer is this.
It's your fault.
(29:41):
Because I'm having theseconversations and seeing things
behind the scenes with mortgagebrokers.
And I want to take some of you andjust shake you you like that.
I want to shake you.
I want to shut your brain off.
I want to lock you in.
You know, they'd send people away
to retreats for like yoga and allthat stuff and they disconnect
them.
(30:01):
I wanna send you there, but I
wanna disconnect you from all thedistractions you have and just
focus on business, like a 30-dayretreat where we just completely
transform your business.
That's not happening, by the way.
I'm not doing that.
Although that sounds pretty cool.
It's not happening.
Okay, there you go, kids.
Hopefully that helps.
One-on-one or content, that's it.
So when you're like, I don't havebusiness, how do I create
one-on-one conversations withpeople or go create content?
(30:22):
And don't say, go make an emailand send that out.
That's like after those things.
That's not as important.
The email is very important.
You'll get business from that.
You'll get conversations.
But that's after.
The belly-to-belly, one-on-oneconversations through text or
phone call or in person.
Plus content as well will get you
where you want to go.
That's it, kids.
Love you.
See you on the inside.
(30:44):
Peace out.
We'll see you next time.
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