September 20, 2024 • 27 mins
In this episode, I share 10 things you should be doing for your referral partners to make them feel like VIPs, and how solidifying those relationships will lead to more business.
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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.
Welcome to the Mortgage Game
Podcast.
West Coast Wiley here in the
house.
Actually in my house.
Yes, I'm in my house recording.
(00:48):
If you're watching the video,
obviously you're like, yeah, ofcourse I know you're in the house,
right?I normally do this in my truck
down by the beach.
I chose not to today because I
wanted to reference a couplethings and I just can't have that
set up in the truck.
And so here we are.
I've got my marker that I hold inmy hand when I'm fidgeting.
We all have our things.
Stress ball, whatever it is.
We have the Americano.
Let's get into it.
(01:10):
What are we talking about thisweek?
This is a topic, man.
This is one of those things.
Everyone's out there trying tolook for new shiny things,
partners.
I need more partners.
I need more FAs.
I need more accounts.
I need more FAs.
I need more accounts.
I need more realtors.
I need more, more, more, more,
more.
New, new, new, new, new, new, new.
Ah, okay.
Before we do that, before we do
anything in our mortgage business,even if you're crushing out 100
(01:31):
million, 50 million, 30 million,10 million, whatever, before we go
do anything, please, please,please, please, please, please.
Let's take care of the ones aroundus.
Let's dance with the one youbrought to the dance.
Okay?So we have referral partners all
around us that are sending usbusiness.
Let's go show them the love.
Everything is built on
(01:53):
relationship.
You do not have to be the best
mortgage broker to make a lot ofmoney, but you need to be really
good at relationships and you needto have some best practices put in
place.
And if it's not in your calendar,
it does not exist.
This can't just be stuff banging
around.
Oh yeah, I called that person.
Oh yeah, I've talked to them.
Oh yeah, we're going to go out for
(02:15):
a drink.
Oh yeah.
Like you'll just lose sight of it.
And so remember you're running a
business so that you need somesort of structure.
I'm not a structure guy.
I need to flow and go and here we
go.
As soon as I see to-do lists, I'm
like, oh my God.
I can't do that.
If I wake up and there's a hugeto-do list, I have general things
I need to do.
But if it's every 10 minutes, it
is a checklist like my wife's thatway she needs that she thrives on
(02:39):
she loves checking things off it'sjust in her dna and i'm like i
can't do that there's no way i cando that but you need to put
something in place so i'm going torun through six seven eight ten
different things that you shouldbe doing for your referral
partners this is going to help youbuild a fence around your current
partners this is going to help youbuild a fence around your current
partners.
This is going to help you get more
(03:01):
business from referral partners.
This is going to help you just sit
back and clearly identify who'sactually sending you deals.
Like, do you know?Do you like, I know when I ran
through this, my business, therewere certain realtors I was
spending a lot of time with.
And then when I actually mapped it
out, I was like, oh my God, you'renot sending nearly as much
business.
And then I had, as I thought, it's
(03:21):
just I talk to you a lot and Ilike you.
And then there was other realtorswho were like steady eddies who
were quiet in the corner sendingleads in.
And I was like, oh my God, Ididn't realize that, A. B, I've
not been giving you the energy youdeserve.
That's my bad.
I have to fix that because you are
putting food on the table for myfamily and I'm not giving you the
treatment back.
And so I was doing some training
(03:43):
on this earlier and a broker said,Ryan, I lost my biggest referral
partner.
Seven deals last year, lost her.
Why'd you lose her?Well, I called her and asked her,
hey, like, why haven't we sentdeals?
She's like, you don't call meanymore.
We used to go for coffee all thetime.
She's like, I found someone else.
(04:03):
He's like, but I closed every
deal.
I was like, like I'd nothing
close.
Like I'd put deals together.
She's like, yeah, I found someoneelse that does that too.
But like, I'm more connected withnow.
He's like, oh man, that was like30, 40 K a year gone because I
wasn't checking in, wasn't goingfor coffee.
I seemed disinterested and I wasonto the next thing.
(04:23):
I was onto the next realtor.
Less expensive lesson learned,
right?Seriously.
So that's why I did thisaccountability group.
That's why I'm doing training onthis.
This is why I'm doing a podcastabout it.
This is that stuff that we're justforgetting.
A lot of you knock it out of thepark, which is great.
But a lot of you are missing themark on this.
(04:47):
So before I go prospect new peopleand always thinking new people are
going to change my business, Ineed to squeeze as much juice out
of the orange with my currentrelationships.
They already like me.
They already trust me.
And I guarantee you have some ofthose realtors.
And when I say realtors, I mean,it can be anything.
Insert referral partner.
I'm just going to talk about
realtors, though.
But it doesn't matter who it is.
(05:08):
But I guarantee there are some ofyou that have realtors that aren't
sending you all their business.
That's a fact.
So how do you change that?It's easier to change that than it
is to go get a brand new person tostart sending you all their stuff.
That's an uphill battle.
One worth fighting.
It's the right realtor, one worthgoing on that journey.
But before we go on that journey,let's take care of the people,
(05:29):
right?Let's show the love.
It's like all the people aroundyou in your world that love you.
Just because you live in the samehousehold doesn't mean you don't
need to tell the people around youthat you love them.
And thank you for that.
And thank you for doing that and
show gratitude and connect withthem.
We're human beings.
We need to connect.
(05:50):
And those who are best atconnecting with people are going
to win.
It's not because you're the best
mortgage broker.
Anyone can close a mortgage.
Someone told me this way long ago,maybe eight, nine years ago.
He's like, Ryan, get overyourself.
Anyone can close mortgages.
Like, what else do you do?
And I'm like, oh my God, you'reright.
I thought I was this magicalperson that was closing these
(06:12):
deals.
And once in a while it is, you
are.
You pull a rabbit out of a hat and
you're like, yeah, I'm reallygood.
And you should be.
You should like celebrate that.
But there are a lot of other timeswhere you're like, you're just
crushing mort.
You're doing mortgage.
A lot of people, thousands ofbrokers can do that.
So now why should they send youbusiness?
(06:32):
Right?You take care of their clients,
you close deals.
Okay.
But then what?Ah, because it's our relationship.
It all comes back torelationships.
Okay.
So let's go into it.
So I'm going to walk you throughsome things that I did.
I'm going to walk through thethings I know other mortgage
brokers are doing.
You need to pick pieces of this
and do what you like, but, andthen you have to put in the
calendar and then you have toactually execute on it.
(06:53):
That's, I don't know which one'smore important, the calendar, the
executing, the actual coming upwith a plan.
So I call this a VIP realtor plan.
You need to build your version and
then like put it into play so wehad top top top producers i mean
hundreds of millions of dollarproducers in the accountability
group going yeah realized it andthen boom when it executed like it
and then boom when it executedlike that day next day reported
(07:14):
back oh my god oh my god oh my godi'm like if they're doing it and
these are ones who are like, havetheir shit together and are
running a really solid businessand still dropping the ball.
Now, what does everyone else do?What are the 3 million to 20
million?Like, and I hate to throw numbers
out there because it only means somuch.
Let's get into it.
(07:34):
So first off, and I'm just going
to go through.
These are ideas for you.
You pick out what you like aweekly video now this is the only
thing that's not one-to-one thisis a one-to-many right so
obviously if you have a realtorlist if you have vip realtors they
need to get a weekly value-addvideo from you they don't need to
but you should they'd appreciateit their clients would appreciate
it it's great content repurposeone of your pieces of content by
(07:56):
the way and send it to them rightbut if you are setting that to
your five most of your realtorlist you're going to have like
three to five people some of youhave five to seven i would go with
the people that send you the mostbusiness they go on the vip list
and then i go with the otherpeople who you know have more
(08:18):
business, but don't send it all toyou.
And I put them on the VIP.
I'd start there.
Less is more.
Smaller the list, the better.
And then eventually, if you'restill prospecting realtors, I'd
identify top producing realtors.
I'll give you a tip on how to do
that at the end.
And then I would put a couple of
those on the VIP list.
But I'm going to start with the
people who are putting food on thetable right now and sending me
(08:41):
leads.
Okay.
So a weekly video.
But if I'm already sending this to
my, I'm going to say five realtorpartners.
If I'm already sending this to myVIP five, I might as well add on
all the other realtors emails Ihave because it's a one to many.
Okay.
I'm going to get that out.
Best use of time.
You can have 15 minutes a week.
Boom.
Out.
Done.
Number two.
And these are no specific order.
This is an update on leads.
So we should track leads.
(09:01):
Each individual lead.
So we'd have a folder.
This folder would be realtor
leads.
And then you click into the
folder.
It's on Google Drive.
And each realtor would be inthere.
Tom, Sally, Fred, Jennifer, boom,boom, boom.
And it'd just be a spreadsheet.
And inside the spreadsheet was
when the lead came in, the name ofthe lead, when you contacted, what
stage you're at, what yourfollow-up was, just letting them
know.
It keeps you accountable for your
leads, where you're at stages.
Now, every Monday, you send the
link to the realtor, subject line,weekly update on leads, pop in,
(09:26):
email, hey, Tom, here's an updateon the leads.
Hope this helps.
Let me know if you have questions.
And it's just a link, hyperlinkedto their spreadsheet.
A lot of times you're updating theclients on these You're updating
leads.
the realtor updating the clients
on these You're updating leads.
the realtor story on the leads
(09:48):
during the pre-approval journey,the approval journey, but that's
okay.
Every Monday, you know what this
does?It shows you've got your shit
together.
It shows you're running a
business.
It shows you're being
professional.
You're tracking things.
Nothing falls.
It's building confidence up and
they're going to expect it everyMonday.
If they open it or respond, itdoesn't matter.
They're expecting every Mondaybecause they know you got it.
(10:11):
And there's a certain stress thatis relieved from them going, oh, I
just know I can throw the lead inthere.
He's tracking it.
He shows me what he's doing.
If I want to pop in once in awhile to see where we're at, I
know someone's got it covered.
Okay.
So it's weekly update on leads.
Any leads that come in, but I i
want to with a big asterisk you'renot sending all your realtor leads
(10:32):
in there each person has theirindividual one you make the link
google how to do this right youmake the link share make it only
person anyone with the link getsit and make sure they're just a
viewer not an editor okay so thereyou go.
Another one goes without saying,how about a monthly call?
Whoa, what are you going to talkabout?
Talk shop, something to have inthe industry, connect with
(10:52):
someone, whatever the relationshipis, but you need to put in the
calendar.
Everything I'm saying here goes in
the calendar.
Your weekly Monday, reoccurring,
boom, 15 minutes it takes, fire itout.
Weekly video, you put it onThursday, we send it on Friday.
Monthly call to check in,whatever, whatever time, and
that's a text.
Hey, I want to, let's jump on a
call.
Here's an interesting thing we
learned in the accountabilitygroup.
One person does, hey, I'm goingto, my touch point is I'm going to
(11:13):
drive an hour and a half to you.
I'm going to meet you.
And we are going to, we're goingto chat and catch up, but we're
also going to create content.
We're going to ask each other
questions.
We're going to create content and
we're both going to use that forour social.
(11:33):
And then I peace out and I drivean hour and a half home.
Think of the wow factor with that.
That's pretty cool.
So then we mentioned that in theaccountability group, because that
was one of the agents.
And then another agent, a top
producing agent.
So the reason I keep saying top
producing agent is because the topproducing agents, really, I think
(11:54):
they're the most serious abouttheir business.
And it's kind of like if they'redoing it, if they're in the weeds,
they're in the grassroots stuffdoing this, why aren't you?
What are you doing?They're crushing all these more.
Why can't you be doing that stuff?If they're doing it, they're not
too big for it, is what I'msaying.
So she took this idea and shechecks in on Zoom calls with her
referral partner.
So she reached out that day and
the accountability group said,hey, let's jump on a Zoom call.
(12:14):
So they chit-chatted for theirhalf-hour catch-up, whatever it
was, probably talking about thefirst-time homebuyer changes and
all that stuff.
And then she's like, hey, I have
an idea.
The last 10 minutes, I'm going to
record.
I'm going to ask you a couple of
questions.
I'm going to ask you, what do you
think of the new news coming in?What do you see it in?
How do you think that's going toimpact people?
And I'm going to ask you, explaina stressful situation that one of
(12:38):
your clients was having and howyou solved it and vice versa.
So I'm going to, and we're justgoing to record it.
I'm going to fire you off therecording and then you can slice
it up into three, four reels.
And that's your content.
She's like, my referral partner,we did it yesterday over the moon.
So happy, so excited, was likevery thankful, very grateful.
(12:59):
So you got your connection, plusyou're helping their business with
content.
It shows you care, right?
Like there's, it doesn't cost youa dollar to do this.
So you should take that at oneidea and fricking run with it.
Reach out to your referralpartners, the VIP people that have
been sending you business, or, youknow, have more business and go,
Hey, I want to connect with you ona 15-minute Zoom.
And then boom, surprise them.
Don't tell them, hey, on the back
end of it, we're going to docontent.
And then because they're going tobe like, ah, no, no, no, no. My
(13:21):
makeup and I got to get, nope,show up.
And then you're going to go, hey,I have an idea.
We're on the Zoom call.
I'll click record.
I'm going to ask you these threequestions.
So take a second to prep yourself.
And then let's record.
And I'll send you the recordingrecording when you've got content
i have content awesome and i'llput it on my social and maybe you
give them questions to ask you atthe very minimum or maybe not and
(13:46):
it's just like hey i'll put thison my social me asking you
question i'll go here here's whatyou know and then include them in
the mention at Tom Realtor saidabout this, right?
And that's content free.
Looks like you're on a podcast.
So cool.
Such a great idea.
Phenomenal.
Wasn't my idea.
Took that from the accountabilitygroup, which is why I love those
(14:06):
accountability groups so much.
They go so many different angles
and some people have said it's thebest thing they've ever been a
part of and they keep coming backover and over and over again.
And I'm going to keep doing itbecause I really, really like
them.
Okay, next one.
So that should go without saying.
And that goes in the calendar.
Next one is a quarterly lunch ordinner.
You learn a lot about people whenyou break bread with them.
(14:28):
You do.
You learn how they show up on
time.
Are they looking around?
Do they have their phone on the Dothey have their phone on the
table?How do they treat the staff?
How do they treat the hostess?How do they like what you learn
the mannerisms you learn like thereading, like you just learn those
things where you're just like,okay, you start, you start to see
if they're your people or not.
You drive to wherever they are.
You put it in your calendar, youtype it out, you go, Hey, I'm
(14:51):
going to take you out.
I'm coming to you.
Wherever it is, I'm coming to you.
Let's go.
You connect with them on adifferent level.
I know this is like basic stuff,but a lot of you are doing it.
Some of you are doing it.
It could be golf, whatever that
is.
Whatever your thing is should be a
quarterly thing where you go tothem and you pick up the tab.
It morphs into each of you startpicking up tabs.
But for the time being, it startswith that.
(15:13):
And understand if budget's tight,put it on the credit card.
There's no better use of your timethan belly to belly with a
referral partner who has peoplewho trust them and are willing to
refer you 5, 10, 15 deals a year.
The ROI on that's insane.
Remember, you only need fivepeople.
Once you're prospecting, you findyour rock stars.
Maybe you need a little more, butfor me, it was five.
When you have your five rockstars, you're done prospecting.
(15:36):
Then you just implement this planon those five rock stars.
Daily comments on social.
Once again, pretty basic.
Yeah, you're already on social.
And you're on liking and
commenting on other people's shitthat have no impact in your
business.
Why not put your VIP realtors in
there and go onto their profileand start consuming their content
and liking and commentingthoughtful comments and go on
their stories and start consumingtheir content and liking and
commenting, thoughtful comments,and go on their stories and do the
same.
Stay in front of them and support
(15:57):
their business.
Why?
I ask you, why would you not dothat?
You're already on there doingstuff, wasting time and not moving
the needle anywhere.
Go support the ones supporting
you.
Not going to spend any more time
on that one.
Next one.
Once a year, create a moment ofwow.
What's your moment of wow?You have to decide.
Is there anything from me buyinghis kid Connor McDavid rookie card
(16:19):
seven years ago?30 bucks, send to the house, the
kid's name, boom.
That was a guy who was sending me
a couple of deals, sent me all hisdeals after that.
Another one sent on the phone withhim, not feeling great, but
hungry, while in the morning,lying about his wife, wants eggs
banded, around the store, aroundthe car, they were maybe gonna go,
(16:40):
I said, hold tight.
I went and ordered, skipped the
dishes, it was there in 30, 45minutes.
Showed up, boom, eggs banded.
He's like, dude, that's awesome.
That's awesome.
Certain type of books, babies
weren't sleeping at night.
I knew this.
So I'd send him a book fromAmazon.
(17:03):
I'd use Amazon early in my careerbecause it didn't cost a lot of
money.
It would get there really quick
and I could get big bang for mybuck on the wow.
Could be taking them out toevents.
I've taken them out to sportingevents and concerts, whatever,
whatever.
Invite them to poker nights.
It've taken them out to sportingevents and concerts, whatever,
whatever.
Invite them to poker It doesn't
nights.
(17:23):
Whatever matter.
it you pick is, your moment ofwow.
But you need But to do allsomething.
you need to slow this, down andrealize an opportunity.
Right?Stop spending that energy on
people who don't even know youexist.
Get to that later.
Take care of the ones.
Right?Trying to impress all these other
people out there.
You have people sitting there
like, hey, hey, what about me?What about me?
(17:44):
And they start to feel likeunwanted a bit.
And like, hey, like, hey, I'vesent you business.
Like, hey, what's going on?Okay, moving on.
I gave you some bonus things.
A couple of things show up to
their events.
If they have events, like, come
on, that's once again, low hangingfruit.
Chances are some of your clientsare going to be there.
So it's like they're footing thebill for this thing.
(18:05):
You're showing up getting tonetwork with clients you've closed
deals with and bring your family,right?
Your family should be included asmuch of this as possible.
Um, like, cause why not?Why wouldn't you, they don't want
to go and then sure, get it.
But it's like, we roll as a
family.
So that's for us.
It's like, we roll together.
That's it.
Wiley's are coming.
It's all of us, all or none.
That's our model.
That's not our's not our motto but
you get it uh this is a one righthere this is you could do right
(18:29):
now you could pause this podcastand go do this right now and gain
massive reciprocity go leave areview go and leave a review for a
realtor as long as it's warrantedgo i'm going to give you another
tip that we learned in theaccountability group is a ninja
move that i had not done before orthought of but for this one go
(18:52):
leave a review and make it verythoughtful i love working with
this realtor because of this thisthis i've seen firsthand how they
take care of blah blah blah theystand out they bubble out their
attention to detail they They careso much.
They treat you like family.
All my clients have always been
super happy.
Blah, blah, blah.
Post.
Guess what happens after that?
They get an email.
And then on that email, it's like,
(19:14):
whoa, what are they going to do?They're going to reach out.
Thank you.
And then a lot of times they'll
leave you one back.
Two ninja moves.
When you have reviews being, ifyou don't have reviews, by the
way, go freaking set that up.
Google places, go Google it.
You need that.
Come on.
Once you have realtors leaving youreviews, then you take those, you
put them on a PDF.
(19:35):
You have like your three, four or
five reviews from your realtorsaying things about you, why
people should use you and howyou've helped their clients.
Print that out and keep that.
What do you do with that?
I'm going to put that on social.
I'm going to use that when I'm
prospecting other realtors i'm i'mgoing to go here here's what other
(19:56):
good producing realtors are sayingabout me i'm just throwing here
just want to show you like i'mgood at what i do but don't take
my word take their word here yougo it's all documented ah that's a
ninja move i got a couple more foryou.
Maybe one more.
Yeah.
Losing my train of thought here.
Okay.
That's time for this podcastbrought to you by Americano.
Sorry, I have one more ninja movefor you on that.
(20:18):
And this was something thatsomeone did explain the
accountability group and itproduced his top referral partner.
It's sitting in front of you rightnow.
So every transaction, real estatetransaction, like a purchase
transaction, there's a buyer agentand a listing agent for the most
part.
Sometimes you know them, sometimes
you don't.
You should be introducing yourself
to each, non-negotiable, everydeal.
I'm Ryan Wiley.
That's not the Ninja move.
I'm Ryan Wiley, mortgage I'magent.
working with your client or I'mRyan That's Wiley.
(20:39):
not the ninja I'm move.
Ryan mortgage Wiley, I'm agent.
working with your client or I'mworking with a client who is on
the other side of this transactionlisting agent.
Just introducing myself, lettingyou know we're on schedule to
close.
I give weekly updates, by the way,
to the agents that you don't knowthere.
That's another tip you should bedoing.
Low-hanging fruit doesn't costanything.
They will respond to you on thatbecause you're telling them their
(21:01):
paycheck is on schedule versus youreaching out and them not knowing
you.
It's all warm and fuzzy.
Go and maximize the warm andfuzzy.
The water's warm.
Get in the water because when it's
over, three months go by, thewater's cold now so then you're
jumping in cold water it's easiergoing in the warm so what this
agent did is when he liked arealtor who was on the buyer's
side um he would go and leave areview for them hey i just worked
with this realtor and explainedboom boom, their process was
(21:24):
awesome.
They did this extra for the
client.
Didn't have to, but they did.
And my clients really appreciatedit.
And they stood out and I work witha lot of realtors.
And I'm just telling you thisperson, blah, blah, blah, blah,
blah, fired off.
That person reached out right away
and said, wow, that's great.
(21:45):
I liked working with you too.
Let's meet.
And then they met and the realtor
was like, I like hanging out withpeople who are like-minded and it
looks like we're running ourbusinesses a lot.
Like let's start doing business.
It's now his top referral partner.
Go figure.
Go freaking figure.
Oh my God.
So yeah, so easy right there.
(22:05):
Make a list of this stuff.
Write it down.
Come on.
Let's go kids.
A couple other easy ones here.
Make sure you know your VIP
realtors, their spouse's name andtheir kid's name.
You start a conversation likethat.
This is basic stuff, but youshould be doing it.
Hey, how's Sally doing?And hey, when people come to me
and they're like, hey, did you andJen go?
It's not just, did you go?It's like, did you and Jen enjoy
(22:25):
your time?Or hey, the Jagger and Holt, how
was that soccer tournament theywent?
I'm like, ah, you got myattention.
And now I know you're payingattention.
And you've put me there.
There's a lot of noise out there
in the universe.
And when you do that, you cut
through it.
You cut through the noise.
(22:46):
Know that stuff.
You should.
Put in your phone, inside thecontact card.
Last but not least, you have it.
There's a date when you two
started referring business backand forth.
Mark that in your calendar, haveit as an annual repeat.
And that is Tom and Ryananniversary.
Right.
And then guess what happens when
that year comes up, you'rereaching out, Hey, happy
(23:07):
anniversary.
It's our, it's our two year
anniversary of working together.
Let's go get a drink and
celebrate.
Right?
Like it becomes a moment tocelebrate, but it's not a moment
unless you remember the moment andit's in the calendar.
I know some of you don't likeworking with the calendars.
Well, I don't know what you'regoing to do that.
You're going to write on a pieceof paper, fold it up, put it in
your back pocket and just keepwearing the same pants forever.
(23:28):
So you can keep looking at it.
I don't know.
This is what you do though.
It's pretty cool when you reach
out and you're like, happy hey,fifth year anniversary.
It just cements the relationshippsychologically with them that's a
long time.
too, going, wow, Oh my God, time
goes by so fast.
Yeah, yeah, let's celebrate.
(23:48):
And then you get together andcelebrate.
Pretty cool.
So to do all this, pretty steps
you have to one identify your topreferral partners your top two
three four five whatever that ismaybe a little more it's up to you
number two write them down writedown who these people are number
three build out your vip plan takenotes from what i just said and
map out what your things are.
I've got so many other things, but
we're not going to go into themall.
But map out what those key thingsare that you would actually do.
(24:09):
And then number four, take a wildguess what that is.
I'm holding my fingers up ifyou're just listening, not
watching.
Put it in the in the calendar.
Yeah, put it in the freakingcalendar.
Come on.
This is, we got this.
You got this.
Okay, so there you go, kids.
That's how you build a VIP realtorplan.
Something you should do, somethingyou should think about.
(24:31):
And if you, for one second, think,no, they're just going to keep
sending me everything.
They're going to not, like, come
on, someone's going to come sneakin there.
Eat your lunch at some point.
But also, is that what you're
(24:51):
hanging that relationship on?Like, no, no, no, no, no, no.
Like, like, seriously, is thatyour answer?
And it's not.
Yeah, you're right.
I enjoy spending time with them.
We should support each other's
business.
I should connect on a different
level.
We are human beings.
It's much more than business.
Like you build that.
That should be your answer.
Like, yeah, I have done a good
job.
That's how I would leave.
Hey man, I've done a great job ofstaying in touch.
I want to change that.
And so it starts with me taking
you out for lunch.
(25:15):
We're going to do that, right?
And you get to know them a lotbetter.
But anyways, you get it.
There you go.
We're running accountabilitygroups all the time.
If you ever want to keep up todate on what's going on with what
I'm doing, let's go toIamRyanWiley.com.
IamRyanWiley.com because that'swho I am.
And I just launched Team Wiley.
And so that'll be up there in the
next day or two.
If it's not already up there, go
(25:37):
check out, watch the video.
I'm showing you what I do, but I
only want you to watch that.
I'm not even going to tell you.
Go watch yourself.
Okay.
Peace out, everyone.
See you later.
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.
Welcome to the Mortgage Game
Podcast.
West Coast Wiley here in the
house.
Actually in my house.
Yes, I'm in my house recording.
(00:48):
If you're watching the video,
obviously you're like, yeah, ofcourse I know you're in the house,
right?I normally do this in my truck
down by the beach.
I chose not to today because I
wanted to reference a couplethings and I just can't have that
set up in the truck.
And so here we are.
I've got my marker that I hold inmy hand when I'm fidgeting.
We all have our things.
Stress ball, whatever it is.
We have the Americano.
Let's get into it.
(01:10):
What are we talking about thisweek?
This is a topic, man.
This is one of those things.
Everyone's out there trying tolook for new shiny things,
partners.
I need more partners.
I need more FAs.
I need more accounts.
I need more FAs.
I need more accounts.
I need more realtors.
I need more, more, more, more,
more.
New, new, new, new, new, new, new.
Ah, okay.
Before we do that, before we do
anything in our mortgage business,even if you're crushing out 100
(01:31):
million, 50 million, 30 million,10 million, whatever, before we go
do anything, please, please,please, please, please, please.
Let's take care of the ones aroundus.
Let's dance with the one youbrought to the dance.
Okay?So we have referral partners all
around us that are sending usbusiness.
Let's go show them the love.
Everything is built on
(01:53):
relationship.
You do not have to be the best
mortgage broker to make a lot ofmoney, but you need to be really
good at relationships and you needto have some best practices put in
place.
And if it's not in your calendar,
it does not exist.
This can't just be stuff banging
around.
Oh yeah, I called that person.
Oh yeah, I've talked to them.
Oh yeah, we're going to go out for
(02:15):
a drink.
Oh yeah.
Like you'll just lose sight of it.
And so remember you're running a
business so that you need somesort of structure.
I'm not a structure guy.
I need to flow and go and here we
go.
As soon as I see to-do lists, I'm
like, oh my God.
I can't do that.
If I wake up and there's a hugeto-do list, I have general things
I need to do.
But if it's every 10 minutes, it
is a checklist like my wife's thatway she needs that she thrives on
(02:39):
she loves checking things off it'sjust in her dna and i'm like i
can't do that there's no way i cando that but you need to put
something in place so i'm going torun through six seven eight ten
different things that you shouldbe doing for your referral
partners this is going to help youbuild a fence around your current
partners this is going to help youbuild a fence around your current
partners.
This is going to help you get more
(03:01):
business from referral partners.
This is going to help you just sit
back and clearly identify who'sactually sending you deals.
Like, do you know?Do you like, I know when I ran
through this, my business, therewere certain realtors I was
spending a lot of time with.
And then when I actually mapped it
out, I was like, oh my God, you'renot sending nearly as much
business.
And then I had, as I thought, it's
(03:21):
just I talk to you a lot and Ilike you.
And then there was other realtorswho were like steady eddies who
were quiet in the corner sendingleads in.
And I was like, oh my God, Ididn't realize that, A. B, I've
not been giving you the energy youdeserve.
That's my bad.
I have to fix that because you are
putting food on the table for myfamily and I'm not giving you the
treatment back.
And so I was doing some training
(03:43):
on this earlier and a broker said,Ryan, I lost my biggest referral
partner.
Seven deals last year, lost her.
Why'd you lose her?Well, I called her and asked her,
hey, like, why haven't we sentdeals?
She's like, you don't call meanymore.
We used to go for coffee all thetime.
She's like, I found someone else.
(04:03):
He's like, but I closed every
deal.
I was like, like I'd nothing
close.
Like I'd put deals together.
She's like, yeah, I found someoneelse that does that too.
But like, I'm more connected withnow.
He's like, oh man, that was like30, 40 K a year gone because I
wasn't checking in, wasn't goingfor coffee.
I seemed disinterested and I wasonto the next thing.
(04:23):
I was onto the next realtor.
Less expensive lesson learned,
right?Seriously.
So that's why I did thisaccountability group.
That's why I'm doing training onthis.
This is why I'm doing a podcastabout it.
This is that stuff that we're justforgetting.
A lot of you knock it out of thepark, which is great.
But a lot of you are missing themark on this.
(04:47):
So before I go prospect new peopleand always thinking new people are
going to change my business, Ineed to squeeze as much juice out
of the orange with my currentrelationships.
They already like me.
They already trust me.
And I guarantee you have some ofthose realtors.
And when I say realtors, I mean,it can be anything.
Insert referral partner.
I'm just going to talk about
realtors, though.
But it doesn't matter who it is.
(05:08):
But I guarantee there are some ofyou that have realtors that aren't
sending you all their business.
That's a fact.
So how do you change that?It's easier to change that than it
is to go get a brand new person tostart sending you all their stuff.
That's an uphill battle.
One worth fighting.
It's the right realtor, one worthgoing on that journey.
But before we go on that journey,let's take care of the people,
(05:29):
right?Let's show the love.
It's like all the people aroundyou in your world that love you.
Just because you live in the samehousehold doesn't mean you don't
need to tell the people around youthat you love them.
And thank you for that.
And thank you for doing that and
show gratitude and connect withthem.
We're human beings.
We need to connect.
(05:50):
And those who are best atconnecting with people are going
to win.
It's not because you're the best
mortgage broker.
Anyone can close a mortgage.
Someone told me this way long ago,maybe eight, nine years ago.
He's like, Ryan, get overyourself.
Anyone can close mortgages.
Like, what else do you do?
And I'm like, oh my God, you'reright.
I thought I was this magicalperson that was closing these
(06:12):
deals.
And once in a while it is, you
are.
You pull a rabbit out of a hat and
you're like, yeah, I'm reallygood.
And you should be.
You should like celebrate that.
But there are a lot of other timeswhere you're like, you're just
crushing mort.
You're doing mortgage.
A lot of people, thousands ofbrokers can do that.
So now why should they send youbusiness?
(06:32):
Right?You take care of their clients,
you close deals.
Okay.
But then what?Ah, because it's our relationship.
It all comes back torelationships.
Okay.
So let's go into it.
So I'm going to walk you throughsome things that I did.
I'm going to walk through thethings I know other mortgage
brokers are doing.
You need to pick pieces of this
and do what you like, but, andthen you have to put in the
calendar and then you have toactually execute on it.
(06:53):
That's, I don't know which one'smore important, the calendar, the
executing, the actual coming upwith a plan.
So I call this a VIP realtor plan.
You need to build your version and
then like put it into play so wehad top top top producers i mean
hundreds of millions of dollarproducers in the accountability
group going yeah realized it andthen boom when it executed like it
and then boom when it executedlike that day next day reported
(07:14):
back oh my god oh my god oh my godi'm like if they're doing it and
these are ones who are like, havetheir shit together and are
running a really solid businessand still dropping the ball.
Now, what does everyone else do?What are the 3 million to 20
million?Like, and I hate to throw numbers
out there because it only means somuch.
Let's get into it.
(07:34):
So first off, and I'm just going
to go through.
These are ideas for you.
You pick out what you like aweekly video now this is the only
thing that's not one-to-one thisis a one-to-many right so
obviously if you have a realtorlist if you have vip realtors they
need to get a weekly value-addvideo from you they don't need to
but you should they'd appreciateit their clients would appreciate
it it's great content repurposeone of your pieces of content by
(07:56):
the way and send it to them rightbut if you are setting that to
your five most of your realtorlist you're going to have like
three to five people some of youhave five to seven i would go with
the people that send you the mostbusiness they go on the vip list
and then i go with the otherpeople who you know have more
(08:18):
business, but don't send it all toyou.
And I put them on the VIP.
I'd start there.
Less is more.
Smaller the list, the better.
And then eventually, if you'restill prospecting realtors, I'd
identify top producing realtors.
I'll give you a tip on how to do
that at the end.
And then I would put a couple of
those on the VIP list.
But I'm going to start with the
people who are putting food on thetable right now and sending me
(08:41):
leads.
Okay.
So a weekly video.
But if I'm already sending this to
my, I'm going to say five realtorpartners.
If I'm already sending this to myVIP five, I might as well add on
all the other realtors emails Ihave because it's a one to many.
Okay.
I'm going to get that out.
Best use of time.
You can have 15 minutes a week.
Boom.
Out.
Done.
Number two.
And these are no specific order.
This is an update on leads.
So we should track leads.
(09:01):
Each individual lead.
So we'd have a folder.
This folder would be realtor
leads.
And then you click into the
folder.
It's on Google Drive.
And each realtor would be inthere.
Tom, Sally, Fred, Jennifer, boom,boom, boom.
And it'd just be a spreadsheet.
And inside the spreadsheet was
when the lead came in, the name ofthe lead, when you contacted, what
stage you're at, what yourfollow-up was, just letting them
know.
It keeps you accountable for your
leads, where you're at stages.
Now, every Monday, you send the
link to the realtor, subject line,weekly update on leads, pop in,
(09:26):
email, hey, Tom, here's an updateon the leads.
Hope this helps.
Let me know if you have questions.
And it's just a link, hyperlinkedto their spreadsheet.
A lot of times you're updating theclients on these You're updating
leads.
the realtor updating the clients
on these You're updating leads.
the realtor story on the leads
(09:48):
during the pre-approval journey,the approval journey, but that's
okay.
Every Monday, you know what this
does?It shows you've got your shit
together.
It shows you're running a
business.
It shows you're being
professional.
You're tracking things.
Nothing falls.
It's building confidence up and
they're going to expect it everyMonday.
If they open it or respond, itdoesn't matter.
They're expecting every Mondaybecause they know you got it.
(10:11):
And there's a certain stress thatis relieved from them going, oh, I
just know I can throw the lead inthere.
He's tracking it.
He shows me what he's doing.
If I want to pop in once in awhile to see where we're at, I
know someone's got it covered.
Okay.
So it's weekly update on leads.
Any leads that come in, but I i
want to with a big asterisk you'renot sending all your realtor leads
(10:32):
in there each person has theirindividual one you make the link
google how to do this right youmake the link share make it only
person anyone with the link getsit and make sure they're just a
viewer not an editor okay so thereyou go.
Another one goes without saying,how about a monthly call?
Whoa, what are you going to talkabout?
Talk shop, something to have inthe industry, connect with
(10:52):
someone, whatever the relationshipis, but you need to put in the
calendar.
Everything I'm saying here goes in
the calendar.
Your weekly Monday, reoccurring,
boom, 15 minutes it takes, fire itout.
Weekly video, you put it onThursday, we send it on Friday.
Monthly call to check in,whatever, whatever time, and
that's a text.
Hey, I want to, let's jump on a
call.
Here's an interesting thing we
learned in the accountabilitygroup.
One person does, hey, I'm goingto, my touch point is I'm going to
(11:13):
drive an hour and a half to you.
I'm going to meet you.
And we are going to, we're goingto chat and catch up, but we're
also going to create content.
We're going to ask each other
questions.
We're going to create content and
we're both going to use that forour social.
(11:33):
And then I peace out and I drivean hour and a half home.
Think of the wow factor with that.
That's pretty cool.
So then we mentioned that in theaccountability group, because that
was one of the agents.
And then another agent, a top
producing agent.
So the reason I keep saying top
producing agent is because the topproducing agents, really, I think
(11:54):
they're the most serious abouttheir business.
And it's kind of like if they'redoing it, if they're in the weeds,
they're in the grassroots stuffdoing this, why aren't you?
What are you doing?They're crushing all these more.
Why can't you be doing that stuff?If they're doing it, they're not
too big for it, is what I'msaying.
So she took this idea and shechecks in on Zoom calls with her
referral partner.
So she reached out that day and
the accountability group said,hey, let's jump on a Zoom call.
(12:14):
So they chit-chatted for theirhalf-hour catch-up, whatever it
was, probably talking about thefirst-time homebuyer changes and
all that stuff.
And then she's like, hey, I have
an idea.
The last 10 minutes, I'm going to
record.
I'm going to ask you a couple of
questions.
I'm going to ask you, what do you
think of the new news coming in?What do you see it in?
How do you think that's going toimpact people?
And I'm going to ask you, explaina stressful situation that one of
(12:38):
your clients was having and howyou solved it and vice versa.
So I'm going to, and we're justgoing to record it.
I'm going to fire you off therecording and then you can slice
it up into three, four reels.
And that's your content.
She's like, my referral partner,we did it yesterday over the moon.
So happy, so excited, was likevery thankful, very grateful.
(12:59):
So you got your connection, plusyou're helping their business with
content.
It shows you care, right?
Like there's, it doesn't cost youa dollar to do this.
So you should take that at oneidea and fricking run with it.
Reach out to your referralpartners, the VIP people that have
been sending you business, or, youknow, have more business and go,
Hey, I want to connect with you ona 15-minute Zoom.
And then boom, surprise them.
Don't tell them, hey, on the back
end of it, we're going to docontent.
And then because they're going tobe like, ah, no, no, no, no. My
(13:21):
makeup and I got to get, nope,show up.
And then you're going to go, hey,I have an idea.
We're on the Zoom call.
I'll click record.
I'm going to ask you these threequestions.
So take a second to prep yourself.
And then let's record.
And I'll send you the recordingrecording when you've got content
i have content awesome and i'llput it on my social and maybe you
give them questions to ask you atthe very minimum or maybe not and
(13:46):
it's just like hey i'll put thison my social me asking you
question i'll go here here's whatyou know and then include them in
the mention at Tom Realtor saidabout this, right?
And that's content free.
Looks like you're on a podcast.
So cool.
Such a great idea.
Phenomenal.
Wasn't my idea.
Took that from the accountabilitygroup, which is why I love those
(14:06):
accountability groups so much.
They go so many different angles
and some people have said it's thebest thing they've ever been a
part of and they keep coming backover and over and over again.
And I'm going to keep doing itbecause I really, really like
them.
Okay, next one.
So that should go without saying.
And that goes in the calendar.
Next one is a quarterly lunch ordinner.
You learn a lot about people whenyou break bread with them.
(14:28):
You do.
You learn how they show up on
time.
Are they looking around?
Do they have their phone on the Dothey have their phone on the
table?How do they treat the staff?
How do they treat the hostess?How do they like what you learn
the mannerisms you learn like thereading, like you just learn those
things where you're just like,okay, you start, you start to see
if they're your people or not.
You drive to wherever they are.
You put it in your calendar, youtype it out, you go, Hey, I'm
(14:51):
going to take you out.
I'm coming to you.
Wherever it is, I'm coming to you.
Let's go.
You connect with them on adifferent level.
I know this is like basic stuff,but a lot of you are doing it.
Some of you are doing it.
It could be golf, whatever that
is.
Whatever your thing is should be a
quarterly thing where you go tothem and you pick up the tab.
It morphs into each of you startpicking up tabs.
But for the time being, it startswith that.
(15:13):
And understand if budget's tight,put it on the credit card.
There's no better use of your timethan belly to belly with a
referral partner who has peoplewho trust them and are willing to
refer you 5, 10, 15 deals a year.
The ROI on that's insane.
Remember, you only need fivepeople.
Once you're prospecting, you findyour rock stars.
Maybe you need a little more, butfor me, it was five.
When you have your five rockstars, you're done prospecting.
(15:36):
Then you just implement this planon those five rock stars.
Daily comments on social.
Once again, pretty basic.
Yeah, you're already on social.
And you're on liking and
commenting on other people's shitthat have no impact in your
business.
Why not put your VIP realtors in
there and go onto their profileand start consuming their content
and liking and commentingthoughtful comments and go on
their stories and start consumingtheir content and liking and
commenting, thoughtful comments,and go on their stories and do the
same.
Stay in front of them and support
(15:57):
their business.
Why?
I ask you, why would you not dothat?
You're already on there doingstuff, wasting time and not moving
the needle anywhere.
Go support the ones supporting
you.
Not going to spend any more time
on that one.
Next one.
Once a year, create a moment ofwow.
What's your moment of wow?You have to decide.
Is there anything from me buyinghis kid Connor McDavid rookie card
(16:19):
seven years ago?30 bucks, send to the house, the
kid's name, boom.
That was a guy who was sending me
a couple of deals, sent me all hisdeals after that.
Another one sent on the phone withhim, not feeling great, but
hungry, while in the morning,lying about his wife, wants eggs
banded, around the store, aroundthe car, they were maybe gonna go,
(16:40):
I said, hold tight.
I went and ordered, skipped the
dishes, it was there in 30, 45minutes.
Showed up, boom, eggs banded.
He's like, dude, that's awesome.
That's awesome.
Certain type of books, babies
weren't sleeping at night.
I knew this.
So I'd send him a book fromAmazon.
(17:03):
I'd use Amazon early in my careerbecause it didn't cost a lot of
money.
It would get there really quick
and I could get big bang for mybuck on the wow.
Could be taking them out toevents.
I've taken them out to sportingevents and concerts, whatever,
whatever.
Invite them to poker nights.
It've taken them out to sportingevents and concerts, whatever,
whatever.
Invite them to poker It doesn't
nights.
(17:23):
Whatever matter.
it you pick is, your moment ofwow.
But you need But to do allsomething.
you need to slow this, down andrealize an opportunity.
Right?Stop spending that energy on
people who don't even know youexist.
Get to that later.
Take care of the ones.
Right?Trying to impress all these other
people out there.
You have people sitting there
like, hey, hey, what about me?What about me?
(17:44):
And they start to feel likeunwanted a bit.
And like, hey, like, hey, I'vesent you business.
Like, hey, what's going on?Okay, moving on.
I gave you some bonus things.
A couple of things show up to
their events.
If they have events, like, come
on, that's once again, low hangingfruit.
Chances are some of your clientsare going to be there.
So it's like they're footing thebill for this thing.
(18:05):
You're showing up getting tonetwork with clients you've closed
deals with and bring your family,right?
Your family should be included asmuch of this as possible.
Um, like, cause why not?Why wouldn't you, they don't want
to go and then sure, get it.
But it's like, we roll as a
family.
So that's for us.
It's like, we roll together.
That's it.
Wiley's are coming.
It's all of us, all or none.
That's our model.
That's not our's not our motto but
you get it uh this is a one righthere this is you could do right
(18:29):
now you could pause this podcastand go do this right now and gain
massive reciprocity go leave areview go and leave a review for a
realtor as long as it's warrantedgo i'm going to give you another
tip that we learned in theaccountability group is a ninja
move that i had not done before orthought of but for this one go
(18:52):
leave a review and make it verythoughtful i love working with
this realtor because of this thisthis i've seen firsthand how they
take care of blah blah blah theystand out they bubble out their
attention to detail they They careso much.
They treat you like family.
All my clients have always been
super happy.
Blah, blah, blah.
Post.
Guess what happens after that?
They get an email.
And then on that email, it's like,
(19:14):
whoa, what are they going to do?They're going to reach out.
Thank you.
And then a lot of times they'll
leave you one back.
Two ninja moves.
When you have reviews being, ifyou don't have reviews, by the
way, go freaking set that up.
Google places, go Google it.
You need that.
Come on.
Once you have realtors leaving youreviews, then you take those, you
put them on a PDF.
(19:35):
You have like your three, four or
five reviews from your realtorsaying things about you, why
people should use you and howyou've helped their clients.
Print that out and keep that.
What do you do with that?
I'm going to put that on social.
I'm going to use that when I'm
prospecting other realtors i'm i'mgoing to go here here's what other
(19:56):
good producing realtors are sayingabout me i'm just throwing here
just want to show you like i'mgood at what i do but don't take
my word take their word here yougo it's all documented ah that's a
ninja move i got a couple more foryou.
Maybe one more.
Yeah.
Losing my train of thought here.
Okay.
That's time for this podcastbrought to you by Americano.
Sorry, I have one more ninja movefor you on that.
(20:18):
And this was something thatsomeone did explain the
accountability group and itproduced his top referral partner.
It's sitting in front of you rightnow.
So every transaction, real estatetransaction, like a purchase
transaction, there's a buyer agentand a listing agent for the most
part.
Sometimes you know them, sometimes
you don't.
You should be introducing yourself
to each, non-negotiable, everydeal.
I'm Ryan Wiley.
That's not the Ninja move.
I'm Ryan Wiley, mortgage I'magent.
working with your client or I'mRyan That's Wiley.
(20:39):
not the ninja I'm move.
Ryan mortgage Wiley, I'm agent.
working with your client or I'mworking with a client who is on
the other side of this transactionlisting agent.
Just introducing myself, lettingyou know we're on schedule to
close.
I give weekly updates, by the way,
to the agents that you don't knowthere.
That's another tip you should bedoing.
Low-hanging fruit doesn't costanything.
They will respond to you on thatbecause you're telling them their
(21:01):
paycheck is on schedule versus youreaching out and them not knowing
you.
It's all warm and fuzzy.
Go and maximize the warm andfuzzy.
The water's warm.
Get in the water because when it's
over, three months go by, thewater's cold now so then you're
jumping in cold water it's easiergoing in the warm so what this
agent did is when he liked arealtor who was on the buyer's
side um he would go and leave areview for them hey i just worked
with this realtor and explainedboom boom, their process was
(21:24):
awesome.
They did this extra for the
client.
Didn't have to, but they did.
And my clients really appreciatedit.
And they stood out and I work witha lot of realtors.
And I'm just telling you thisperson, blah, blah, blah, blah,
blah, fired off.
That person reached out right away
and said, wow, that's great.
(21:45):
I liked working with you too.
Let's meet.
And then they met and the realtor
was like, I like hanging out withpeople who are like-minded and it
looks like we're running ourbusinesses a lot.
Like let's start doing business.
It's now his top referral partner.
Go figure.
Go freaking figure.
Oh my God.
So yeah, so easy right there.
(22:05):
Make a list of this stuff.
Write it down.
Come on.
Let's go kids.
A couple other easy ones here.
Make sure you know your VIP
realtors, their spouse's name andtheir kid's name.
You start a conversation likethat.
This is basic stuff, but youshould be doing it.
Hey, how's Sally doing?And hey, when people come to me
and they're like, hey, did you andJen go?
It's not just, did you go?It's like, did you and Jen enjoy
(22:25):
your time?Or hey, the Jagger and Holt, how
was that soccer tournament theywent?
I'm like, ah, you got myattention.
And now I know you're payingattention.
And you've put me there.
There's a lot of noise out there
in the universe.
And when you do that, you cut
through it.
You cut through the noise.
(22:46):
Know that stuff.
You should.
Put in your phone, inside thecontact card.
Last but not least, you have it.
There's a date when you two
started referring business backand forth.
Mark that in your calendar, haveit as an annual repeat.
And that is Tom and Ryananniversary.
Right.
And then guess what happens when
that year comes up, you'rereaching out, Hey, happy
(23:07):
anniversary.
It's our, it's our two year
anniversary of working together.
Let's go get a drink and
celebrate.
Right?
Like it becomes a moment tocelebrate, but it's not a moment
unless you remember the moment andit's in the calendar.
I know some of you don't likeworking with the calendars.
Well, I don't know what you'regoing to do that.
You're going to write on a pieceof paper, fold it up, put it in
your back pocket and just keepwearing the same pants forever.
(23:28):
So you can keep looking at it.
I don't know.
This is what you do though.
It's pretty cool when you reach
out and you're like, happy hey,fifth year anniversary.
It just cements the relationshippsychologically with them that's a
long time.
too, going, wow, Oh my God, time
goes by so fast.
Yeah, yeah, let's celebrate.
(23:48):
And then you get together andcelebrate.
Pretty cool.
So to do all this, pretty steps
you have to one identify your topreferral partners your top two
three four five whatever that ismaybe a little more it's up to you
number two write them down writedown who these people are number
three build out your vip plan takenotes from what i just said and
map out what your things are.
I've got so many other things, but
we're not going to go into themall.
But map out what those key thingsare that you would actually do.
(24:09):
And then number four, take a wildguess what that is.
I'm holding my fingers up ifyou're just listening, not
watching.
Put it in the in the calendar.
Yeah, put it in the freakingcalendar.
Come on.
This is, we got this.
You got this.
Okay, so there you go, kids.
That's how you build a VIP realtorplan.
Something you should do, somethingyou should think about.
(24:31):
And if you, for one second, think,no, they're just going to keep
sending me everything.
They're going to not, like, come
on, someone's going to come sneakin there.
Eat your lunch at some point.
But also, is that what you're
(24:51):
hanging that relationship on?Like, no, no, no, no, no, no.
Like, like, seriously, is thatyour answer?
And it's not.
Yeah, you're right.
I enjoy spending time with them.
We should support each other's
business.
I should connect on a different
level.
We are human beings.
It's much more than business.
Like you build that.
That should be your answer.
Like, yeah, I have done a good
job.
That's how I would leave.
Hey man, I've done a great job ofstaying in touch.
I want to change that.
And so it starts with me taking
you out for lunch.
(25:15):
We're going to do that, right?
And you get to know them a lotbetter.
But anyways, you get it.
There you go.
We're running accountabilitygroups all the time.
If you ever want to keep up todate on what's going on with what
I'm doing, let's go toIamRyanWiley.com.
IamRyanWiley.com because that'swho I am.
And I just launched Team Wiley.
And so that'll be up there in the
next day or two.
If it's not already up there, go
(25:37):
check out, watch the video.
I'm showing you what I do, but I
only want you to watch that.
I'm not even going to tell you.
Go watch yourself.
Okay.
Peace out, everyone.
See you later.
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