February 6, 2025 • 14 mins
In this episode, I share the issue that brokers and agents are having with prospecting, and a refreshingly simple, effective strategy you can do to get more business.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:06):
Welcome to the mortgage game.
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, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
All right, welcome to Mortgage
Game Podcast.
West Coast Wiley here, coming to
you live, sick, driving to pick upmy kids from a cooking class,
which is phenomenal.
Nine -year -old kid learning to
(00:49):
cook.
Two and a half hour cooking
session every Wednesday.
I think that's freaking awesome.
What a great husband that guy willmake, let alone just fend for
himself.
Pretty cool.
I'm going to keep this a littleshorter, a little tighter, simply
being I'm coughing a lot.
I'm powering through this.
And so I don't want you to have tolisten to all that.
(01:10):
So instead of this being a 20minute, 25, it'll probably be a 10
minute.
It'll be a little shorter, but
that's okay.
It'll still be value.
We're doing a lot of prospecting.
A lot of the coaching I'm doing, a
lot of the mentoring, a lot of thetraining, a lot of the
conversation I'm having.
It's all around prospecting.
Right.
A broker came to me the other day
and she's like, hey, I want toretire my husband.
I need to double my business, ifnot more.
(01:32):
What do I do?Well, there's no magical pill
here.
There's no webinar we start
running.
There's no paid ad program we
start running.
There's no right.
It comes down to there's only acouple of ways to get business
without paid ads.
It defaults to content and
conversations with people.
So prospecting.
It always, everything comes backto prospecting.
You show me your prospecting planand what, how consistent you're
(01:56):
going to be on it.
And I'll show you what your
business looks like six monthsfrom now.
We all know this.
Come on.
We know this.
And if you don't know it, you
must've been living under africking rock.
So what's the best way toprospect?
Well, we can dance around and wecan send DMs and we can do that.
And a hundred percent, that'll getyou there.
But most people quit because ittakes too long.
The quickest way to cut throughall the fricking noise.
(02:17):
And I did this in my own business,and I know how well it worked, and
it didn't go away.
But it's pick up the phone.
Oh, my God, Ryan.
What?
Tell me more, Ryan.
Is there a course you can sell me
on that?What do I do?
Okay, so you pick up the phone,and you call people, and you ask
them if they have any questionsabout mortgages.
And then you just have aconversation.
But what if they don't answer?Oh, that's where it gets crazy.
(02:41):
If they don't answer, guess what?Don't leave a voicemail.
I'm going to just lean in.
I'm going to tell you a secret.
Call them back.
Yeah, call them back.
Like maybe the next day or threedays later, call them back.
And then what do you say if youget them?
Well, then you introduce yourselfand you say, hey, it's been a
while.
I'm reaching out.
(03:01):
Check it in.
Do you have any questions?
Do you have any mortgage concernsabout your mortgage next 12
months?Anything I can help with?
I'm here to serve.
I'm just letting you know I'm
here.
Holy shitballs, Ryan.
That's crazy.
You should sell that.
Yeah, I should.
I should.
It's Netbar.
Yeah.
Pick up the freaking phone andcall.
There's this broker out in BC Iran into and we got to chatting
and she's like, yeah, Ryan.
(03:22):
And I'm like, what's your
business?And her business was, and I forget
the exact numbers, but it wassomething, hey, my business is 20,
30 million and I hired a coach outof the US and I paid them $30
,000.
I'm 12 months into it now.
And my business is at the 60, 70,80 million mark.
It's like double, triple, if notmore.
And I'm like, so what's thetraining?
Basically just call.
I'm like, so what do you just
touch base with people?And there are some scripts here
(03:43):
and there, but you can get bywithout the scripts.
I'm like, so how long do you dothat every day?
She's like two hours.
And I'm like, can you have time?
She's like, yeah, now I have time.
And I hired fulfillment.
I have help and blah, blah, blah.
And I got really super busy, super
fast.
And I'm like, so what else do you
just call?Anything else?
Just call.
Ah, interesting.
Right.
It's one of these things.
I ran a calling company for awhile and it worked really well.
(04:03):
We got results for people.
I called for my own database.
It worked.
Why did we get away from this?
Well, I don't know.
I think we go back to people are
just really lazier now.
Lazier than we've ever been.
I think that goes without saying.
And I don't know.
don't know.
Are you just uncomfortable?
Are we at the point now?I think we're at the point.
So here's the thing.
(04:23):
I was talking to a couple of
brokers and I was saying like thedifference between that broker I
was talking about.
She's paying $30 ,000 and making
calls for two hours.
Guess what the difference is
between me just telling you to godo that and me saying, hey, did
you do it today?Did you do it today?
Did you do it today?And you didn't do it.
What's the difference?She had skin in the game.
(04:45):
She had $2 ,500 a month beingdinged on her credit card in the
skin in the game.
She's paying money.
A lot of people are just showingup to things where people are
telling them to do stuff andthere's really not no cost.
And so you don't have enoughcommitment.
It's just interesting.
It's very interesting.
I'm seeing the psychology play outall around me, all in front of me.
The path to applications, quickapplications that can close in 30
to 60 days is at your fingertipson that device that you spend so
(05:07):
much time surfing the internetwith, where you could turn around
and instead make money with.
And it's just funny, the pain
point is not there with enough ofyou.
The pain of being poor.
It doesn't outweigh the pain of
you being rejected on a itsy bitsyphone call that you're making.
And I'm being real here.
I'm just cutting through.
(05:28):
And it's like, because I talk tobrokers every day about this.
And at some point, you just kindof go, I don't have anything else
to tell you.
You've got all the pieces.
It's up to you to go do the work.
There's no magical text you can
send someone, a DM on Instagram, avideo you can make with a value
(05:48):
add that you can send.
That stuff will work, but it has
to work in conjunction with a lotof other things you're doing.
And you have to have a longrunway.
But if you want to get peoplehaving conversations with you,
real conversations about yourmortgage and about life and about
connecting with human beings, thenyou pick up the phone.
Right?Obviously, the calling, you're
going to get one out of everythree people, you're going to get
(06:11):
them on the phone.
So you can't call your database
once a year.
That's asinine.
That's fucking crazy.
If you're committing to calling,
you're calling.
And so I'm going to give you the
easiest schedule ever to call.
You call once a quarter.
If you have 300 people in yourdatabase, you divide that by 12,
12 weeks and a quarter.
That's 25 people a week.
You pick two days of the week.
(06:32):
I pick Tuesday, Thursday, 25 calls
a week.
for three months then you cycle
back through you start at a no wayron yeah you start a day and you
work your way down and you calland you do 12 calls on tuesday 12
calls on thursday you have yourcalendar open and you book any
appropriate calls you need whereyou need to go deeper on a topic
with someone in your calendar andyou just go boom.
(06:54):
And then when you get through the12 weeks, you start back up a day
because one out of three calls,people are going to pick up.
So then you get them next quarterif they don't pick up and then you
get them next quarter if theydon't pick up.
And that's what you do.
And that's a regular thing you do
in your business like clockwork.
And then guess what?
You pull up your database and youput all the data you have.
(07:15):
We're doing this right now on theteam.
We're doing this.
So you pull up all the data that
you have and you just dump it intoa spreadsheet and You're going to
have maturity dates that are 2020,2021.
You haven't kept up with data.
You're going to have some that are
2028, 2029.
You're going to go through and
you're going to call every personon that list.
And you're going to go, hey, theremight be an opportunity to save
you a bunch of money on yourmortgage.
(07:36):
If you've got the current datacorrect, then you crunch the
numbers and you see if there's anopportunity.
But if not, you're calling to getcorrect data.
Hey, I remember I closed yourmortgage six years ago.
I now offer a service called rateinsurance.
I'm following up with everybody.
Rates are fluctuating so much.
In those fluctuations, there's alot of times we can save you a
bunch of money.
And so this is me reaching out to
(07:56):
you going, hey, I'd love to trackthat for you.
No cost.
I just need these pieces of
information.
Mortgage amount and maturity day,
who the lender is, fixed orvariable, what your rate is, bum,
bum, bum.
Approximate mortgage amount,
approximate value of your home.
Thank you very much.
You're on the tracking sheet.
I'm going to be tracking it for
you.
Have a good day.
Phenomenal phone calls to make.
(08:17):
Absolutely phenomenal phone calls
to make.
A, you're checking in with people
like you told them you were goingto.
B, you're tightening up your dataon your spreadsheet so that you
can farm it later foropportunities.
C, you're going to find dealsdoing this and just putting money
in your own bank account as wellas saving other people a lot of
money.
And it's not just rate arbitrage.
A lot of opportunities come out ofthat.
And so right when people ying, youyang.
(08:37):
When people sell, you buy.
When people buy, you sell.
When people tell you phone callsdon't work, blah, blah, blah, they
don't work.
I'm not going to do them.
Guess what you do?You pick up the phone and you make
phone calls because people arecraving connection unlike any
other time ever.
And so if you make those phone
(08:59):
calls, guess what?You stand out from doing what?
not from a social post you did,not from you dancing around doing
something, not from a specialstrategy you talked about, nothing
else other than you just pickingup the phone and being a kick -ass
human being, being a kick -assmortgage broker and caring about
somebody.
It's crazy what happens when you
do that.
And so...
This podcast was about this.
(09:19):
I was going to talk to you about,
there's tons of things.
I have this whole list because I'm
a little behind on my podcast, butthat's okay.
I'm going to get there.
This is me just telling you,
you've got it in front of you.
Everything you want in your
mortgage career, in your businessis sitting on the computer in
front that you have in your handthat you might even be watching or
(09:42):
listening this on.
And so if you choose to do it,
that's okay.
There's a saying out there.
If you're not changing.
If you're not going to change the
situation, then you're choosingthe situation.
So if you're not going to changethe situation, I'm telling you,
phone calls will dramaticallychange your business.
And you're OK with your currentvolumes and the money in your bank
account and the current lead flowand the current pipeline.
(10:03):
And you bitch about the economyand inflation and lenders are
kicking our ass and all this othercrap.
And you haven't went out and made100 phone calls.
Then you're choosing the situationyou're in.
So you have no one else to blame.
It's on a coach, a mentor, a team
lead, broker, owner, the economy,the lenders, RBC, CIBC, your
clients, because all they careabout is rate.
(10:23):
That's because you haven't changedthe story.
That's all they know.
They're like, they're just sheep
following around.
What's your rate?
What's your rate?Rate, rate.
I'm a rate robot and I followaround.
And you're not like, you're notchanging it.
So you're just playing into thegame.
And then it's just this game wherenow all of a sudden you're
competing on rate.
And then you start getting in your
head.
You start talking yourself out of
things.
And you start wondering if this is
(10:44):
the right career for you.
And you start going, are my
numbers ever going back to wherethey were?
And you start, get back to basics.
Go to basic training.
Right?You're in the army.
You're in this advanced version ofsomething in the army.
And it's not working.
And you're just, your fundamentals
aren't there.
Get back to basics.
Basics are picking up the phoneand connecting with people.
(11:07):
I can't say it any other way.
They're craving it.
But while you're doing it, youmight as well be tightening up the
data that you have.
So go and take that gong show of a
dumpster fire out of FiLogix orVelocity or Finmo or wherever.
Export it out into a spreadsheetand look at all that cluttered
data that is a mess and gives youheadaches and nightmares and
tremors.
And instead of running away from
it, dive into it and embrace thesuck.
Embrace the hell out of it.
(11:27):
And jump in and make calls.
Your life will change.
Your business will change right
there.
That model right there.
You will have a tight databasethat then you can work great
arbitrage opportunities on later.
You would have connected with
people.
You would have got so much
momentum and confidence back, andyou would have realized, wow,
(11:47):
people actually want to hear fromme.
They do.
And something really cool about
someone just calling to ask you ifthey can help with no strings
attached, especially where we'reat now in 2025, it seems like no
one gives a fuck, or at leastthat's who the people you're
hanging out with, the vibesthey're giving you.
It doesn't have to be that waywith you.
(12:10):
You can spread some love, somekindness, some care, some joy by
just connecting with people.
All of you have so many unique
personalities.
You don't realize it.
People are craving connection withyou.
You have to get out of your ownhead, out of your own way.
(12:30):
You choose the change or youchoose the path you're on, right?
If you don't change, then you'rechoosing where you are.
You're gladly putting your hand upgoing, I'm cool doing seven mil.
I'm cool making 120 grand eightyears in.
I'm cool doing this.
I'm cool not knowing how I'm going
to feed my family in six months.
I'm okay with it.
(12:51):
You're choosing that.
Okay.
So that's it.
That's what I want to talk on
today.
Hopefully that like jumpstarts you
a bit.
The jumper cables.
Hopefully I'm coming out likeclear.
Like, let's go.
Come on.
Jeez, let's get at it.
It's crazy town.
This business is way easier thanyou think.
Come on, stop complicating it.
Let's go, kids.
Peace out.
Welcome to the mortgage game.
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, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
All right, welcome to Mortgage
Game Podcast.
West Coast Wiley here, coming to
you live, sick, driving to pick upmy kids from a cooking class,
which is phenomenal.
Nine -year -old kid learning to
(00:49):
cook.
Two and a half hour cooking
session every Wednesday.
I think that's freaking awesome.
What a great husband that guy willmake, let alone just fend for
himself.
Pretty cool.
I'm going to keep this a littleshorter, a little tighter, simply
being I'm coughing a lot.
I'm powering through this.
And so I don't want you to have tolisten to all that.
(01:10):
So instead of this being a 20minute, 25, it'll probably be a 10
minute.
It'll be a little shorter, but
that's okay.
It'll still be value.
We're doing a lot of prospecting.
A lot of the coaching I'm doing, a
lot of the mentoring, a lot of thetraining, a lot of the
conversation I'm having.
It's all around prospecting.
Right.
A broker came to me the other day
and she's like, hey, I want toretire my husband.
I need to double my business, ifnot more.
(01:32):
What do I do?Well, there's no magical pill
here.
There's no webinar we start
running.
There's no paid ad program we
start running.
There's no right.
It comes down to there's only acouple of ways to get business
without paid ads.
It defaults to content and
conversations with people.
So prospecting.
It always, everything comes backto prospecting.
You show me your prospecting planand what, how consistent you're
(01:56):
going to be on it.
And I'll show you what your
business looks like six monthsfrom now.
We all know this.
Come on.
We know this.
And if you don't know it, you
must've been living under africking rock.
So what's the best way toprospect?
Well, we can dance around and wecan send DMs and we can do that.
And a hundred percent, that'll getyou there.
But most people quit because ittakes too long.
The quickest way to cut throughall the fricking noise.
(02:17):
And I did this in my own business,and I know how well it worked, and
it didn't go away.
But it's pick up the phone.
Oh, my God, Ryan.
What?
Tell me more, Ryan.
Is there a course you can sell me
on that?What do I do?
Okay, so you pick up the phone,and you call people, and you ask
them if they have any questionsabout mortgages.
And then you just have aconversation.
But what if they don't answer?Oh, that's where it gets crazy.
(02:41):
If they don't answer, guess what?Don't leave a voicemail.
I'm going to just lean in.
I'm going to tell you a secret.
Call them back.
Yeah, call them back.
Like maybe the next day or threedays later, call them back.
And then what do you say if youget them?
Well, then you introduce yourselfand you say, hey, it's been a
while.
I'm reaching out.
(03:01):
Check it in.
Do you have any questions?
Do you have any mortgage concernsabout your mortgage next 12
months?Anything I can help with?
I'm here to serve.
I'm just letting you know I'm
here.
Holy shitballs, Ryan.
That's crazy.
You should sell that.
Yeah, I should.
I should.
It's Netbar.
Yeah.
Pick up the freaking phone andcall.
There's this broker out in BC Iran into and we got to chatting
and she's like, yeah, Ryan.
(03:22):
And I'm like, what's your
business?And her business was, and I forget
the exact numbers, but it wassomething, hey, my business is 20,
30 million and I hired a coach outof the US and I paid them $30
,000.
I'm 12 months into it now.
And my business is at the 60, 70,80 million mark.
It's like double, triple, if notmore.
And I'm like, so what's thetraining?
Basically just call.
I'm like, so what do you just
touch base with people?And there are some scripts here
(03:43):
and there, but you can get bywithout the scripts.
I'm like, so how long do you dothat every day?
She's like two hours.
And I'm like, can you have time?
She's like, yeah, now I have time.
And I hired fulfillment.
I have help and blah, blah, blah.
And I got really super busy, super
fast.
And I'm like, so what else do you
just call?Anything else?
Just call.
Ah, interesting.
Right.
It's one of these things.
I ran a calling company for awhile and it worked really well.
(04:03):
We got results for people.
I called for my own database.
It worked.
Why did we get away from this?
Well, I don't know.
I think we go back to people are
just really lazier now.
Lazier than we've ever been.
I think that goes without saying.
And I don't know.
don't know.
Are you just uncomfortable?
Are we at the point now?I think we're at the point.
So here's the thing.
(04:23):
I was talking to a couple of
brokers and I was saying like thedifference between that broker I
was talking about.
She's paying $30 ,000 and making
calls for two hours.
Guess what the difference is
between me just telling you to godo that and me saying, hey, did
you do it today?Did you do it today?
Did you do it today?And you didn't do it.
What's the difference?She had skin in the game.
(04:45):
She had $2 ,500 a month beingdinged on her credit card in the
skin in the game.
She's paying money.
A lot of people are just showingup to things where people are
telling them to do stuff andthere's really not no cost.
And so you don't have enoughcommitment.
It's just interesting.
It's very interesting.
I'm seeing the psychology play outall around me, all in front of me.
The path to applications, quickapplications that can close in 30
to 60 days is at your fingertipson that device that you spend so
(05:07):
much time surfing the internetwith, where you could turn around
and instead make money with.
And it's just funny, the pain
point is not there with enough ofyou.
The pain of being poor.
It doesn't outweigh the pain of
you being rejected on a itsy bitsyphone call that you're making.
And I'm being real here.
I'm just cutting through.
(05:28):
And it's like, because I talk tobrokers every day about this.
And at some point, you just kindof go, I don't have anything else
to tell you.
You've got all the pieces.
It's up to you to go do the work.
There's no magical text you can
send someone, a DM on Instagram, avideo you can make with a value
(05:48):
add that you can send.
That stuff will work, but it has
to work in conjunction with a lotof other things you're doing.
And you have to have a longrunway.
But if you want to get peoplehaving conversations with you,
real conversations about yourmortgage and about life and about
connecting with human beings, thenyou pick up the phone.
Right?Obviously, the calling, you're
going to get one out of everythree people, you're going to get
(06:11):
them on the phone.
So you can't call your database
once a year.
That's asinine.
That's fucking crazy.
If you're committing to calling,
you're calling.
And so I'm going to give you the
easiest schedule ever to call.
You call once a quarter.
If you have 300 people in yourdatabase, you divide that by 12,
12 weeks and a quarter.
That's 25 people a week.
You pick two days of the week.
(06:32):
I pick Tuesday, Thursday, 25 calls
a week.
for three months then you cycle
back through you start at a no wayron yeah you start a day and you
work your way down and you calland you do 12 calls on tuesday 12
calls on thursday you have yourcalendar open and you book any
appropriate calls you need whereyou need to go deeper on a topic
with someone in your calendar andyou just go boom.
(06:54):
And then when you get through the12 weeks, you start back up a day
because one out of three calls,people are going to pick up.
So then you get them next quarterif they don't pick up and then you
get them next quarter if theydon't pick up.
And that's what you do.
And that's a regular thing you do
in your business like clockwork.
And then guess what?
You pull up your database and youput all the data you have.
(07:15):
We're doing this right now on theteam.
We're doing this.
So you pull up all the data that
you have and you just dump it intoa spreadsheet and You're going to
have maturity dates that are 2020,2021.
You haven't kept up with data.
You're going to have some that are
2028, 2029.
You're going to go through and
you're going to call every personon that list.
And you're going to go, hey, theremight be an opportunity to save
you a bunch of money on yourmortgage.
(07:36):
If you've got the current datacorrect, then you crunch the
numbers and you see if there's anopportunity.
But if not, you're calling to getcorrect data.
Hey, I remember I closed yourmortgage six years ago.
I now offer a service called rateinsurance.
I'm following up with everybody.
Rates are fluctuating so much.
In those fluctuations, there's alot of times we can save you a
bunch of money.
And so this is me reaching out to
(07:56):
you going, hey, I'd love to trackthat for you.
No cost.
I just need these pieces of
information.
Mortgage amount and maturity day,
who the lender is, fixed orvariable, what your rate is, bum,
bum, bum.
Approximate mortgage amount,
approximate value of your home.
Thank you very much.
You're on the tracking sheet.
I'm going to be tracking it for
you.
Have a good day.
Phenomenal phone calls to make.
(08:17):
Absolutely phenomenal phone calls
to make.
A, you're checking in with people
like you told them you were goingto.
B, you're tightening up your dataon your spreadsheet so that you
can farm it later foropportunities.
C, you're going to find dealsdoing this and just putting money
in your own bank account as wellas saving other people a lot of
money.
And it's not just rate arbitrage.
A lot of opportunities come out ofthat.
And so right when people ying, youyang.
(08:37):
When people sell, you buy.
When people buy, you sell.
When people tell you phone callsdon't work, blah, blah, blah, they
don't work.
I'm not going to do them.
Guess what you do?You pick up the phone and you make
phone calls because people arecraving connection unlike any
other time ever.
And so if you make those phone
(08:59):
calls, guess what?You stand out from doing what?
not from a social post you did,not from you dancing around doing
something, not from a specialstrategy you talked about, nothing
else other than you just pickingup the phone and being a kick -ass
human being, being a kick -assmortgage broker and caring about
somebody.
It's crazy what happens when you
do that.
And so...
This podcast was about this.
(09:19):
I was going to talk to you about,
there's tons of things.
I have this whole list because I'm
a little behind on my podcast, butthat's okay.
I'm going to get there.
This is me just telling you,
you've got it in front of you.
Everything you want in your
mortgage career, in your businessis sitting on the computer in
front that you have in your handthat you might even be watching or
(09:42):
listening this on.
And so if you choose to do it,
that's okay.
There's a saying out there.
If you're not changing.
If you're not going to change the
situation, then you're choosingthe situation.
So if you're not going to changethe situation, I'm telling you,
phone calls will dramaticallychange your business.
And you're OK with your currentvolumes and the money in your bank
account and the current lead flowand the current pipeline.
(10:03):
And you bitch about the economyand inflation and lenders are
kicking our ass and all this othercrap.
And you haven't went out and made100 phone calls.
Then you're choosing the situationyou're in.
So you have no one else to blame.
It's on a coach, a mentor, a team
lead, broker, owner, the economy,the lenders, RBC, CIBC, your
clients, because all they careabout is rate.
(10:23):
That's because you haven't changedthe story.
That's all they know.
They're like, they're just sheep
following around.
What's your rate?
What's your rate?Rate, rate.
I'm a rate robot and I followaround.
And you're not like, you're notchanging it.
So you're just playing into thegame.
And then it's just this game wherenow all of a sudden you're
competing on rate.
And then you start getting in your
head.
You start talking yourself out of
things.
And you start wondering if this is
(10:44):
the right career for you.
And you start going, are my
numbers ever going back to wherethey were?
And you start, get back to basics.
Go to basic training.
Right?You're in the army.
You're in this advanced version ofsomething in the army.
And it's not working.
And you're just, your fundamentals
aren't there.
Get back to basics.
Basics are picking up the phoneand connecting with people.
(11:07):
I can't say it any other way.
They're craving it.
But while you're doing it, youmight as well be tightening up the
data that you have.
So go and take that gong show of a
dumpster fire out of FiLogix orVelocity or Finmo or wherever.
Export it out into a spreadsheetand look at all that cluttered
data that is a mess and gives youheadaches and nightmares and
tremors.
And instead of running away from
it, dive into it and embrace thesuck.
Embrace the hell out of it.
(11:27):
And jump in and make calls.
Your life will change.
Your business will change right
there.
That model right there.
You will have a tight databasethat then you can work great
arbitrage opportunities on later.
You would have connected with
people.
You would have got so much
momentum and confidence back, andyou would have realized, wow,
(11:47):
people actually want to hear fromme.
They do.
And something really cool about
someone just calling to ask you ifthey can help with no strings
attached, especially where we'reat now in 2025, it seems like no
one gives a fuck, or at leastthat's who the people you're
hanging out with, the vibesthey're giving you.
It doesn't have to be that waywith you.
(12:10):
You can spread some love, somekindness, some care, some joy by
just connecting with people.
All of you have so many unique
personalities.
You don't realize it.
People are craving connection withyou.
You have to get out of your ownhead, out of your own way.
(12:30):
You choose the change or youchoose the path you're on, right?
If you don't change, then you'rechoosing where you are.
You're gladly putting your hand upgoing, I'm cool doing seven mil.
I'm cool making 120 grand eightyears in.
I'm cool doing this.
I'm cool not knowing how I'm going
to feed my family in six months.
I'm okay with it.
(12:51):
You're choosing that.
Okay.
So that's it.
That's what I want to talk on
today.
Hopefully that like jumpstarts you
a bit.
The jumper cables.
Hopefully I'm coming out likeclear.
Like, let's go.
Come on.
Jeez, let's get at it.
It's crazy town.
This business is way easier thanyou think.
Come on, stop complicating it.
Let's go, kids.
Peace out.
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