February 12, 2025 • 28 mins
In this episode, I share my frustration with the "recycled bullshit" that the Canadian mortgage industry is built upon, how I'm redefining the brokerage experience, and why Team Wiley is a 1 of 1 opportunity for brokers and agents.
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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 the Mortgage GamePodcast.
West Coast Wiley in the house, inthe Dodge Ram recording studio.
Man, I've been switching up gearsto left, right, and center here.
(00:51):
I've been doing some in my office.
I have videos so I can repurpose
the content.
That adds bottlenecks, allows me
to put out less.
podcasts like this because I can't
do them spur of the moment whenstuff's in my brain I want to talk
about it and so I'm going to goback to sprinkling in in the truck
and whatnot but I was justthinking I was like I've done over
250 podcasts sitting in my truckthink about that right so if
(01:12):
there's anything in your worldwhere you're like has to be
perfect has to be this wearing aheadset about that right so if
there's anything in your worldwhere you're like has to be
perfect has to be this wearing aheadset OK, just let that sink in
for a moment.
This podcast you're listening to
was me driving around trying tomaximize my time, getting my
(01:32):
coffee in the morning, much like Iam today.
Right now I'm waiting outside mykids.
And first off, this podcast isbrought to you by Americano.
Oh, so good.
I'm waiting for my kids playing
soccer before school.
So it's like.
What do I do?I could go in there and I could
watch them.
(01:53):
I watch about, you know, seven
hours a week of practices, or Ican spend half that time out here
recording a podcast of stuffthat's fresh in my mind, right?
So these are like life lessons asa mortgage broker.
Maximize the time you have, recordcontent, do whatever you need to
do, wherever you need to do it.
I'm doing it in my truck.
There you go.
Enough on that.
Okay, I want to talk aboutsomething very, very important
(02:16):
before we get into what today'spodcast is about.
But this has been on my mind for abit, and I'm just seeing it over
and over again.
So as you know, I talk to a lot of
mortgage brokers every single day.
Some on my team, some not.
And I'm starting to see arecurring theme.
And I'm starting to see it withalso people in my circle around
me.
And the theme is this.
Most people, I'm connecting withpeople through Zoom a lot of
(02:37):
times.
they're putting on a very strong
Zoom face, right?In the moment, I feel like if you
just shift six inches for a footleft, right, up, down, there's
chaos in people's worlds.
And so I'm sensing this.
I know 2021 was a banner year fora lot of people.
It definitely was for me.
Everyone was exhausted, a
different type of exhaustion.
(02:59):
There was money in your bank
account.
You thought you were the best
mortgage broker ever.
Your deals were falling on your
plate.
You're like, oh, and then you were
even, if you probably some of youwere those ones complaining,
there's too many files, right?Don't you wish you had that world
back right now?So you came out of that.
And then for the next two years,you quickly realized that you
(03:19):
actually don't have a mortgagebusiness.
Right.
You were just sort of winging it,
reacting, answering emails,picking up your phone, someone
called and you're like, shit, Iactually don't have a business.
I need to go back to basics.
I need to build an actual physical
business.
If I was trying to sell my
business, people would like prettyembarrassing what I would be
showing people.
So that's not what I talk about.
I want to talk about how we're at,where we're at mindset, mental
(03:40):
wise.
And so mental health is a big
buzzword.
It is a big thing.
It wasn't talked about enough.
Probably still comes with some
negative connotation.
A lot of people don't want to talk
about it.
I'm seeing some people struggling
going through some things allaround me every single day.
And this is what I want to tellyou.
I want to tell you that it's okay.
It's okay.
You've got the weight of the worldon your shoulders.
(04:01):
You're in a commission -basedbusiness doing 13 things on a
never -ending to -do list, neverfeeling like you're getting ahead.
And then you turn over here andyou've got sick kids, health
issues, taking care of parents,taking care of spouses, other
personal relationships, goingwell, not going well.
You're piling things onto yourshoulders because you want to help
(04:21):
everybody.
And nobody's helping you.
You're not helping yourself.
There's a reason when the plane's
going down, they tell you to putthe mask on yourself before you
put it on anyone else.
And this is me just going, it's
okay.
There are people around you, very
close to you, who will gladly talkto you and help you.
(04:44):
And so I heard this stat on apodcast list too, and I forget,
but it was something along thelines of, I don't need someone to
fix my problems, but if someonewas just there to listen for, and
it was either five or eightminutes, three, four, five, eight
minutes, let's call it eightminutes.
Someone there just to listen foreight minutes resets me.
(05:04):
Let's me know I'm not alone inthis world.
Let's me get things off my chest.
I'm not looking for answers.
I'm not looking for even feedbackpotentially.
I just want someone there tolisten to me.
So I'm telling you, there arepeople very close to you that have
no idea where you're at mindsetwise, what you're battling
internally.
And I'm like, I'm battling my own
shit too.
(05:24):
I don't have a perfect life.
There's stuff going on all overthe place.
There's fires.
I'm like a firefighter.
It's like spraying shit outeverywhere.
Trying to just get through thenext day and stay positive and
believe in the greater good andjust do things my way.
And it's working, but man, it'stough.
So I'm there with you.
So there's people around you.
Use those people.
(05:45):
It's okay.
Be vulnerable.
Ask, hey, can I bend your ear for
five minutes?So I'm putting this out there.
If you and I have a connection ofsome sort and you need that ear to
bend.
You come find me.
I'm there.
If it's to help in your mortgage
business, don't bother.
Don't reach out.
I'm not talking that.
(06:05):
I'm talking just you personally,
mindset, head wise.
You want someone outside of your
own circle, hit me up.
Okay.
Now there's a flip side of this aswell.
The flip side is there are peoplein your circle who are going
through some shit.
And it'd be really, really cool.
If you just checked in and itwasn't like, how are you doing?
(06:25):
It's like, hey, do you mind if wejump on a call?
And then you're like, hey, I justwant to let you know, man, I'm
here.
I'm battling some stuff
internally.
I've got things and I just got me
thinking there's probably otherpeople I know that are going
through a bunch of shit.
(06:46):
So this is just me saying, hey, is
there anything you want to talkabout?
I'll just I'll sit here andlisten.
Right.
Pretty cool.
You could do that.
So that's what I want to talk
about here.
That's not the podcast, but that's
just like a thing I wanted tothrow in there.
I've been wanting to do that for awhile.
(07:06):
This segment has been brought toyou by Americano.
All right.
Now let's get into, let's get into
what the podcast is actually abouttoday.
Okay.
Not as important as what we just
talked about though, because thatwas some important shit.
You just need to hear itsometimes.
It's okay.
The sun's coming up tomorrow.
Nothing's as bad as it seems.
Nothing's as gray as it seems.
One foot forward and half thebattle in life is showing up.
Show up.
Seriously.
Show up everywhere.
Show up for your kids, your
(07:29):
spouse, your family, your friends.
Just be there.
Be there.
Let them know you're there.
You can be a fucking tree.
Just be there.
Right?Just you being places, present in
the moment.
is half the battle in life okay uh
let's get into what i talk aboutso we're going to talk about so i
had a broker reach out to meyesterday and she said and hey if
(07:50):
you're listening this you know whoyou are um a lady i respect she's
you know a phenomenal mortgagebroker and i've seen the evolution
of her business and she's like heyryan uh i've been hearing rumors
about your team team wiley andit's come up a couple times this
(08:12):
week and i'm like oh shit i hearrumors all the time let's get into
what i talk about so we're goingto talk about so i had a broker
reach out to me yesterday and shesaid and hey if you're listening
this you know who you are um alady i respect she's you know a
phenomenal mortgage broker andi've seen the evolution of her
(08:33):
business and she's like hey ryanuh i've been hearing rumors about
your team team wiley and it's comeup a couple times this week and
i'm like oh shit i hear rumors allthe time There's plenty of stuff I
hear and what's actually thetruth, drastically different.
I'm like, Kate, what do you got?She's like, oh, no, it's all good
stuff.
I'm like, sweet.
So what do you, she's like, well,I've had people ask me about like,
I'm thinking to join in Team Wileyand this and that.
Do you know him?What do you think of him?
Oh, yeah, he helped me with mybusiness and helped me transform
my business to where it's attoday.
And he's a great guy and all, butshe's like, I actually didn't know
what your offer is.
Like, what is Team Wiley?
She's like, so I'm calling.
So tell me about it.
And I was like, oh, that'sinteresting.
Isn't that refreshing?You don't know.
So you go ask.
That's pretty cool.
But another thing was, yeah, Ihaven't done a good job of
(08:54):
explaining it because I justhaven't.
I've been too busy building thingsand taking care of people and
nurturing and building a team andjust building things.
And so I'm going to talk about itmore.
And so this is but I'm not goingto talk about the regular pitch
stuff.
This isn't about.
So this podcast is I want to I.
110 % without a shadow of a doubt,
believe what we're building isunlike anything out there in the
industry, not even close.
And so I'm going to break that
down for you.
And this isn't going to be the
(09:15):
same old bullshit you heareverywhere else.
When I was, I brokered for 13years, I was with four or five
different mortgage brokerages.
And in those time, I will tell you
right now.
Were there places I were at where
I liked the management?I liked the broker owner, the team
lead?100%.
Did I think they were awesomepeople?
Without a doubt.
Did I like some of the people I
worked with?Yes.
Did they have access to lendersand all this stuff?
(09:38):
Sure.
Was I getting value for my split?
Debatable.
Was my business, without a doubt
though, was my business better offbeing there?
Did my volumes increase?Because what I learned there.
Did I have actual foundationalpieces built into my business
because of the brokerage or theteam I was on?
Hell to the no, to the no, no, no.
(09:59):
Not even close.
And this is my massive pet peevewith our industry.
I love the Canadian mortgageindustry.
I do.
It's treated me and my family very
well.
I've given a lot to this industry.
I've helped a lot of people.
with zero ask, a lot of brokers, a
lot of clients.
And I love it.
I love it all.
And where I'm at right now is
where I need to be.
(10:20):
And it fills my cup and I have
massive purpose in my life.
So I'm super happy there.
But what's interesting is when yougo and you go do the dog and pony
show with the brokerages you wantto go to, and I went down this
path many times and I've done itand it's just all the same
(10:42):
recycled bullshit.
Everyone's dressing up the same
thing a little differently.
Sometimes, you know, the pig with
lipstick.
And sometimes, oh, we've got this
over here.
And it's all the same shit.
No one's addressing the elephantin the room that I like to call
the elephant in the room.
(11:03):
No one's getting in the trenches
with me.
All the brokerages I was at.
It was all high level stuff.
I was talking to another broker
yesterday.
We just joined the team.
I don't want to one call.
He's like, I was just joking
around with a couple otherbrokers.
I know we went to a two day thingat my last brokerage and it's the
same shit.
They're like, okay.
(11:23):
And you get your pen out and youget your pad out and you're ready
to like write down all these ideasand this training you're going to
do.
And they come up there and they're
like, yeah, I talked to realtors.
And then that doesn't work.
Talk to FAs.
He's like, so then what do we say?
(11:44):
And then what if they say this?What do we say?
Like, what are the tacticalthings?
And they're like, oh, yeah, justgo do a network.
OK, on to the next speaker.
And you're sitting there going,
fuck, I got nothing.
And that's just an example of what
a brokerage is all the time.
It's a bunch of this high level
chat all over the place.
And I want to preface this by
saying I'm not talking aboutunderwriting.
(12:04):
Because brokerages, a lot of themhave that dialed in where they
help you structure files and theyhelp you place deals.
I'm not talking about that becausebrokers who are doing any sort of
business don't really need to tapinto that.
And you have other angles you cango to to figure out where to place
a deal, starting with the BDMs,the BRM, your underwriter, your
colleagues, other people in theindustry.
You have the people on your team.
You have outlets for that.
I'm not paying a premium.
If I am a broker doing deals, I'm
not paying a premium in my splitto get access to someone I may or
(12:26):
may not talk to about a file oncein a while.
So I take that off the table.
To me, when I brokered, that was
not important.
I will find out where the deal
goes.
It's 2025.
I have access to a lot ofdifferent opportunities with
lender spotlight, to colleagues,to ninjas I know at certain
lenders, to the lendersthemselves, all that stuff.
So to me, that's value of 10 yearsago in brokering.
(12:48):
It's not value I need today.
And so when I was at my
brokerages, it was always thishigh level talk.
And I was always so curious.
How did you get to where you're
at?The people at the top.
And I'd ask the questions and noone would know or no one would
share.
But no one would give me the nuts
(13:08):
and bolts, the tactical day -to-day things, what to say, what to
email, what strategy to use, howdo I implement it?
And you know why?Because a lot of them don't have
it figured out in their ownbusiness.
So most broker owners, theirnumber one priority is their own
book.
Massive, massive problem if I'm
joining someone and I needmentoring and coaching and someone
in the trenches with me becauseI'll never be a priority.
(13:30):
It's always their book, theirbusiness.
That's what feeds their family.
Very few of them are actually
making money on a team and abrokerage.
So that's what feeds that.
That's their cash cow.
Okay.
And then it just so happens they
got their business up to 30, 40,60, 70, whatever million.
And then people are start going,Hey, you look like you're doing
(13:52):
good things.
Can I join your team?
And you're like, Hey, that makesme feel good.
And my strokes, my ego.
And I'm like, yeah, join my team.
And then, but it's like, so whatdo you offer?
Well, I don't know.
I'll be there.
I'll mentor you.
What do I do here?
Okay.
Oh, you're good.
And then six months later,crickets, crickets.
Oh, I need help.
What sort of email should I do?
What sort of email marketing planshould I have?
(14:12):
How do I mind my database?What sort of strategy would you
put in place for this type ofclient?
How would you approach a room fullof realtors?
What sort of webinar would you do?What would the hook?
And like nothing.
And it's not because they even
know the answers because a lot ofthem don't.
They're just grinding away,drinking from a firehouse, running
their own business.
don't really have a business.
(14:33):
They hire some help, someassistance, fulfillment.
And before you know it, you're ona team with someone who's
successful as a mortgage broker,but there's no one there to go in
the trenches with you, to actuallycoach and mentor you on your
specific needs, your specific,figure out who your avatar is.
So when you talk about thesebrokerages out there, and this is
why I wanted to make this podcast.
I wanted to make it because what
I'm building, is absolutelyunequivocally 1 million percent
(14:53):
different.
It is not the same old bullshit
being packaged up from everybodywhere you go talk to people and
go, all right, we got the bestthing and come here and you come
here and we'll give you this andour culture's this.
Yeah, well, you know what?Culture's great, but culture
doesn't fucking put food on thetable for my family.
So you have your parties and youhave your stuff and we all sing
Kumbaya and we help each other outand blah, blah, blah.
How do I have a business though?I want to make money, money,
(15:14):
money, money.
I want to make money.
And the culture is like numberseven, eight, nine, 10 on the
list.
And so a lot of the brokerages
because they don't have thetactical training on sales and
marketing.
and what to do in the trenches.
They don't have the wherewithal.
They don't have the skill set to
teach that.
(15:35):
They bamboozle people with the
other stuff.
And they're like, look at our logo
and look at our team event.
We all wear costumes and we go to
this thing.
And that's cool.
Very cool.
But that's not the type of
brokerage or team I want to build.
That's not it.
(15:55):
We're going to have our version ofthat.
And we already do.
And we're going to keep doing it.
But that's not why people aregoing to join Team Wiley.
They're going to join Team Wileybecause they get me in their
corner doing things with them anddoing things for them.
So I'm going to give you someexamples.
This podcast is brought to you byAmericana.
I could sit here and talk aboutthe same old shit.
(16:16):
Hey, our $150 fee is the best inthe industry, which it is, by the
way.
Includes all free credit bureaus,
E &O.
You get the VIP club.
You get broker mail, which you cando drip campaigns.
No cost.
Unlimited list.
You get lender spotlight, the topaccess.
You get Canadian Mortgage App, topaccess.
(16:37):
You get all this stuff, allincluded $150.
No fucking advertising fee.
I still don't know what that is.
But your actual $150 a month, Icould start going down that.
I'm not going to.
I could talk about, hey, we have
this many agents and we got thisvolume.
Yeah, yeah, it goes withoutsaying.
You get access to all the lenders.
(17:01):
You get access to volume bonus
everywhere.
If you do 3 million a year of
Scotia, you get put onto a Scotiapod with a dedicated BRF that
closes files for you.
You get top volume bonus at
Manulife.
You get top volume bonus at TD.
You get top, like, and the listgoes on and on and on.
I'm not going to talk about that.
(17:22):
I'm not going to talk about that.
I'm going to talk about the stuffthat we actually do with you.
So each of you have a differentbusiness.
You have a completely differentbusiness.
So I will come in and audit yourbusiness.
I'll figure out where you're atright now.
And I will clear your desk of allthis stuff, all the nonsense of
shit that doesn't matter.
And we will start building the
foundational pieces up.
(17:44):
So every day of the week, there is
some focus training.
And it's the same every Monday.
Email marketing.
Guess what?
We're not going to come in.
So here's the cool part.
This is.
I'm going to like pull back the
business model a bit for you soyou can start to see where my
head's at and why I came thisangle and why I'm so passionate
(18:04):
about it.
So I could sit here and I could
train because I do this trainingand strategy hub and I do it.
I've coached over a thousandbrokers.
I've trained them on what to dofor their emails and how to market
to their database every week.
What sort of.
jab, jab, jab, uppercut, jab, jab,jab, uppercut, value, value,
value, ask, value, value, value,ask.
And I go through scripts and wetalk and then no one does it.
And that's the downside withcoaching is it's really hard for
me to have massive impact, whichis why I started Team Wiley.
(18:25):
It's why I shut down my one -on-one coaching.
It's why I stopped taking money at500 to 750 an hour from people
because I could coach them forthree hours.
Maybe double their business.
Maybe not.
Don't see them again.
I got two, three grand in my
pocket.
They go off and have an awesome
life and their broker owner wins.
Not based on anything they did
outside of their licenses there.
And yet it's because of what I
(18:48):
did, but I'm not getting paid forthat.
And then the people who actuallydidn't do the work, they're no
better off.
And that really strikes me to my
core.
So I said, I'm going to fix this.
And so that email marketing, wecould go and train or guess what?
We just do it for you.
So we can train you how to do it
and you could go level your gameup and record videos and fire it
out.
Or we can go build the drip for
(19:09):
you, automate your list for you,get your zaps working.
So if someone books a call inCounty and someone opens
application Finmo or whateversubmission platform you want, by
the way, we don't care.
We're not forcing you.
We're not getting kickbacks fromsubmission platforms.
So use whatever you like, right?It's your business.
You're an adult.
You're a business owner, choose,
you know, put your big boy pantson and choose whatever platform
(19:31):
you want.
I'll never force anything on you.
But if you want to crush youremail marketing and get book
discovery calls from it while yousleep, then we could train you on
how to do it.
But I already know brokers aren't
going to do it.
So we're just going to do it.
So just as an example, that's whatwe do.
Mondays, you come in, we help youset up the stuff.
(19:52):
We'll actually physically do itright in front of you.
And I'll write all the emails foryou.
And we'll fire them out for you.
So just click, operate 70 emails
going out a year, like clockwork,like well -written sales emails.
Right?So that's just an example.
Okay, cool.
Awesome, Ryan.
No one's doing that.
It doesn't exist.
Where is that happening?Right here.
That's a bottleneck in yourbusiness.
So we could train you to do it, orwe could just help you do it and
do it for you.
We chose to do that.
(20:13):
So, and here's my thought on it.
I could go run my own mortgage
business.
On 100%.
I could go broker my own deals.
I don't do that, by the way.
I don't.
My energy is on the team.
So number one priority is theteam, not my own book of freaking
business.
And tell me again, oh, I'm getting
jacked up now.
(20:33):
This is the passion I have for.
This is why the industry isbroken.
And I don't want to be, I don'twant Team Wiley to be lumped in
with all the other options outthere because it's not even close.
And I'm trying to pull the curtainback a bit.
So I gave you an example of thedatabase marketing.
And then the other one's yourdatabase mining.
We will physically sit there withyou every Wednesday and mine your
database with you.
(20:54):
We have a rate tracker sheet.
We'll help you get the trackersheet up, help you get the data
organized.
We'll give you some best practices
to go get the data organized.
And then we're going to sit there.
We're going to mine it foropportunities to reach out to your
clients and give you emails tosend and this and that and how to
follow up every single week in thetrenches with you.
(21:15):
Are you doing that at yourbrokerage?
Hell to the no. Should that besomething?
Hell to the yeah.
Why isn't it?
I don't know.
You tell me.
I don't agree.
I think the standard should be
that.
And so guess what?
I show up every Wednesday in aZoom room with a group of agents.
And we mine, not my database, butthere.
But here's why I'm doing this.
This is my business model.
I could go write emails from myown book of business and get my
(21:38):
own deals.
Take out the fact I don't want to
do that model anymore.
I just mentally don't want to talk
to clients.
I feel like I have bigger fish to
fry.
Take that out.
I could go do that.
I could also mine my own database,
my past database.
And there's deals in there, 100%.
And I could go find them and Icould undo it.
But I don't get any leveragethere.
I get leverage.
(21:59):
If I have a team of 50 agents and
I'm writing the emails and we'resending out 20 ,000 emails a week,
because I get a small piece of theaction off everyone, right?
That's part of being a team lead.
I'm a team lead.
I'm not at a brokerage.
I don't have, or I'm at a
brokerage.
Sorry.
I don't have a, have a brokerage.
I'm, I have a team under a
brokerage.
And so that's mine, your database.
Sure.
Because when you go close and we
(22:19):
do, I get a piece of action.
but I'm getting leverage from my
time.
And so I'm building in these
things.
Fridays is content creation.
Thursday is advanced budget andcustom proposal building where we
help brokers tell stories throughnumbers.
And I give you examples.
We show you how to use the
(22:40):
different calculators based on thedifferent strategies we're using
with clients at different times toposition it to client, to win the
business and change theconversation away from price and
product.
and more into a planner and paying
the least amount of interest.
That's Thursdays.
Tuesdays is prospecting.
We don't prospect together.
We build your prospecting plan forreferral partners and that.
You want to run a webinar.
(23:00):
Guess what?
It's your brokerage building youwebinars and slide decks and
helping you build it to what youwant and then outlining how to
present this and then presentinghow to get people to the webinar
and then how to follow up withthose people.
No, that's what we do.
We're doing all these things.
And so this is why I wanted tojust mention this because I'm in
the trenches.
in the trenches.
I don't know even a better way tosay that than if you feel like
(23:23):
you're not getting the value youwant.
you feel like you're not gettingthe value you want.
That's a conversation you need tojust figure out.
Maybe it's at your currentbrokerage.
But I guess the moral of the storyhere is Team Wiley is not even
fucking close to anything that'sbeing offered.
Because nobody, much like I toldmy clients when I brokered, you
want to go there?Sure.
Guess what?You don't get me.
(23:43):
And I know what I bring to thetable.
And if I'm in your back pocket andwe're partnered, you are in a
phenomenal spot.
And so you can go on your own and
go do it.
But please do not put me in with
them.
I am not that.
This is way more.
And I just wanted to share an
insight into that a little bit,the different stuff we're doing.
(24:06):
We're figuring out the bottlenecksin mortgage brokers business.
We're removing the bottlenecks andthen building in some done for you
stuff in there.
And guess what?
If you want to just check in everyday, we've got accountability
groups.
We've got.
prospecting groups every day foran hour.
We've got a half hour check -inevery morning where you just drop
in.
And if you want to get centered
(24:27):
for the day, keep your momentumgoing, you have a question in the
moment, you get daily access tome, you get daily access to the
support that I built in.
You get daily access to the team.
Yeah.
So this is it.
I'm done talking about Team Wiley.
It's just, it irritates the fuck
out of me.
When I go and I hear other people
pitch what they got and then I getlumped in with it, it's not the
(24:49):
case.
There's a lot of bullshit, people
puffing their chests out there.
Our thing does this, our logo,
check out this cool thing.
We've got so much training.
I'm like, yeah, no, you don't.
I love, we can sit down and.
Compare notes.
You don't have training, not the
training we're talking about.
Oh, and by the way, are you
jumping on a one -on -one call?And can you go into like, right?
(25:12):
So I gotta take a moment here.
This podcast is brought to you by
Americana.
Okay.
That's it, kids.
See, I didn't get into like all
the specifics of what the offeris.
Oh, and the last thing I'm goingto leave you with, because this
came up in the conversationyesterday was I'm not.
gouging people on splits.
My splits are beyond fair.
(25:33):
I've had people say they should bedouble what I'm paying because I'm
playing the long game.
This isn't a bait and switch.
I'm not going anywhere.
This is a 10, 15, 20 year plan for
me.
I'm taking small pieces here and
there.
showing up every day, giving you
tactical things that actually workin the trenches, helping you out
in the moment, giving you all thatother warm, fuzzy stuff that
(25:57):
everyone else is offering.
I don't even talk about that
because it's like, yeah, is thatyour offer?
Is that what you're offering?Okay, cool.
You keep trucking.
I'm going to change things here.
And so bringing all that togetherat a split that is way more than
fair.
And I've had, because I know the
feedback.
I know.
I know the score of the game onall this stuff.
I'm not making $20 ,000, $30 ,000off agents every year and not
(26:20):
showing up.
I'm making much smaller amounts
over and over and buildingsomething long -term so that you
can, this is the last brokerageyou ever join.
I'm the last team lead you everhave.
And we live happily ever aftertogether for the next 20 years.
That's the vision.
OK, and we're there.
We're getting there.
We're going to keep evolving.
That's it, kids.
(26:40):
Thank you for listening.
Hopefully you got something fromthat.
You can sense my frustration, butI am changing.
I do want to really change some ofthe old bullshit that goes on in
our industry.
And you know what?
Instead of just talk about it, I'mactually going to do it.
And that's what I'm doing.
OK, that's it, kids.
Enjoy your week.
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 the Mortgage GamePodcast.
West Coast Wiley in the house, inthe Dodge Ram recording studio.
Man, I've been switching up gearsto left, right, and center here.
(00:51):
I've been doing some in my office.
I have videos so I can repurpose
the content.
That adds bottlenecks, allows me
to put out less.
podcasts like this because I can't
do them spur of the moment whenstuff's in my brain I want to talk
about it and so I'm going to goback to sprinkling in in the truck
and whatnot but I was justthinking I was like I've done over
250 podcasts sitting in my truckthink about that right so if
(01:12):
there's anything in your worldwhere you're like has to be
perfect has to be this wearing aheadset about that right so if
there's anything in your worldwhere you're like has to be
perfect has to be this wearing aheadset OK, just let that sink in
for a moment.
This podcast you're listening to
was me driving around trying tomaximize my time, getting my
(01:32):
coffee in the morning, much like Iam today.
Right now I'm waiting outside mykids.
And first off, this podcast isbrought to you by Americano.
Oh, so good.
I'm waiting for my kids playing
soccer before school.
So it's like.
What do I do?I could go in there and I could
watch them.
(01:53):
I watch about, you know, seven
hours a week of practices, or Ican spend half that time out here
recording a podcast of stuffthat's fresh in my mind, right?
So these are like life lessons asa mortgage broker.
Maximize the time you have, recordcontent, do whatever you need to
do, wherever you need to do it.
I'm doing it in my truck.
There you go.
Enough on that.
Okay, I want to talk aboutsomething very, very important
(02:16):
before we get into what today'spodcast is about.
But this has been on my mind for abit, and I'm just seeing it over
and over again.
So as you know, I talk to a lot of
mortgage brokers every single day.
Some on my team, some not.
And I'm starting to see arecurring theme.
And I'm starting to see it withalso people in my circle around
me.
And the theme is this.
Most people, I'm connecting withpeople through Zoom a lot of
(02:37):
times.
they're putting on a very strong
Zoom face, right?In the moment, I feel like if you
just shift six inches for a footleft, right, up, down, there's
chaos in people's worlds.
And so I'm sensing this.
I know 2021 was a banner year fora lot of people.
It definitely was for me.
Everyone was exhausted, a
different type of exhaustion.
(02:59):
There was money in your bank
account.
You thought you were the best
mortgage broker ever.
Your deals were falling on your
plate.
You're like, oh, and then you were
even, if you probably some of youwere those ones complaining,
there's too many files, right?Don't you wish you had that world
back right now?So you came out of that.
And then for the next two years,you quickly realized that you
(03:19):
actually don't have a mortgagebusiness.
Right.
You were just sort of winging it,
reacting, answering emails,picking up your phone, someone
called and you're like, shit, Iactually don't have a business.
I need to go back to basics.
I need to build an actual physical
business.
If I was trying to sell my
business, people would like prettyembarrassing what I would be
showing people.
So that's not what I talk about.
I want to talk about how we're at,where we're at mindset, mental
(03:40):
wise.
And so mental health is a big
buzzword.
It is a big thing.
It wasn't talked about enough.
Probably still comes with some
negative connotation.
A lot of people don't want to talk
about it.
I'm seeing some people struggling
going through some things allaround me every single day.
And this is what I want to tellyou.
I want to tell you that it's okay.
It's okay.
You've got the weight of the worldon your shoulders.
(04:01):
You're in a commission -basedbusiness doing 13 things on a
never -ending to -do list, neverfeeling like you're getting ahead.
And then you turn over here andyou've got sick kids, health
issues, taking care of parents,taking care of spouses, other
personal relationships, goingwell, not going well.
You're piling things onto yourshoulders because you want to help
(04:21):
everybody.
And nobody's helping you.
You're not helping yourself.
There's a reason when the plane's
going down, they tell you to putthe mask on yourself before you
put it on anyone else.
And this is me just going, it's
okay.
There are people around you, very
close to you, who will gladly talkto you and help you.
(04:44):
And so I heard this stat on apodcast list too, and I forget,
but it was something along thelines of, I don't need someone to
fix my problems, but if someonewas just there to listen for, and
it was either five or eightminutes, three, four, five, eight
minutes, let's call it eightminutes.
Someone there just to listen foreight minutes resets me.
(05:04):
Let's me know I'm not alone inthis world.
Let's me get things off my chest.
I'm not looking for answers.
I'm not looking for even feedbackpotentially.
I just want someone there tolisten to me.
So I'm telling you, there arepeople very close to you that have
no idea where you're at mindsetwise, what you're battling
internally.
And I'm like, I'm battling my own
shit too.
(05:24):
I don't have a perfect life.
There's stuff going on all overthe place.
There's fires.
I'm like a firefighter.
It's like spraying shit outeverywhere.
Trying to just get through thenext day and stay positive and
believe in the greater good andjust do things my way.
And it's working, but man, it'stough.
So I'm there with you.
So there's people around you.
Use those people.
(05:45):
It's okay.
Be vulnerable.
Ask, hey, can I bend your ear for
five minutes?So I'm putting this out there.
If you and I have a connection ofsome sort and you need that ear to
bend.
You come find me.
I'm there.
If it's to help in your mortgage
business, don't bother.
Don't reach out.
I'm not talking that.
(06:05):
I'm talking just you personally,
mindset, head wise.
You want someone outside of your
own circle, hit me up.
Okay.
Now there's a flip side of this aswell.
The flip side is there are peoplein your circle who are going
through some shit.
And it'd be really, really cool.
If you just checked in and itwasn't like, how are you doing?
(06:25):
It's like, hey, do you mind if wejump on a call?
And then you're like, hey, I justwant to let you know, man, I'm
here.
I'm battling some stuff
internally.
I've got things and I just got me
thinking there's probably otherpeople I know that are going
through a bunch of shit.
(06:46):
So this is just me saying, hey, is
there anything you want to talkabout?
I'll just I'll sit here andlisten.
Right.
Pretty cool.
You could do that.
So that's what I want to talk
about here.
That's not the podcast, but that's
just like a thing I wanted tothrow in there.
I've been wanting to do that for awhile.
(07:06):
This segment has been brought toyou by Americano.
All right.
Now let's get into, let's get into
what the podcast is actually abouttoday.
Okay.
Not as important as what we just
talked about though, because thatwas some important shit.
You just need to hear itsometimes.
It's okay.
The sun's coming up tomorrow.
Nothing's as bad as it seems.
Nothing's as gray as it seems.
One foot forward and half thebattle in life is showing up.
Show up.
Seriously.
Show up everywhere.
Show up for your kids, your
(07:29):
spouse, your family, your friends.
Just be there.
Be there.
Let them know you're there.
You can be a fucking tree.
Just be there.
Right?Just you being places, present in
the moment.
is half the battle in life okay uh
let's get into what i talk aboutso we're going to talk about so i
had a broker reach out to meyesterday and she said and hey if
(07:50):
you're listening this you know whoyou are um a lady i respect she's
you know a phenomenal mortgagebroker and i've seen the evolution
of her business and she's like heyryan uh i've been hearing rumors
about your team team wiley andit's come up a couple times this
(08:12):
week and i'm like oh shit i hearrumors all the time let's get into
what i talk about so we're goingto talk about so i had a broker
reach out to me yesterday and shesaid and hey if you're listening
this you know who you are um alady i respect she's you know a
phenomenal mortgage broker andi've seen the evolution of her
(08:33):
business and she's like hey ryanuh i've been hearing rumors about
your team team wiley and it's comeup a couple times this week and
i'm like oh shit i hear rumors allthe time There's plenty of stuff I
hear and what's actually thetruth, drastically different.
I'm like, Kate, what do you got?She's like, oh, no, it's all good
stuff.
I'm like, sweet.
So what do you, she's like, well,I've had people ask me about like,
I'm thinking to join in Team Wileyand this and that.
Do you know him?What do you think of him?
Oh, yeah, he helped me with mybusiness and helped me transform
my business to where it's attoday.
And he's a great guy and all, butshe's like, I actually didn't know
what your offer is.
Like, what is Team Wiley?
She's like, so I'm calling.
So tell me about it.
And I was like, oh, that'sinteresting.
Isn't that refreshing?You don't know.
So you go ask.
That's pretty cool.
But another thing was, yeah, Ihaven't done a good job of
(08:54):
explaining it because I justhaven't.
I've been too busy building thingsand taking care of people and
nurturing and building a team andjust building things.
And so I'm going to talk about itmore.
And so this is but I'm not goingto talk about the regular pitch
stuff.
This isn't about.
So this podcast is I want to I.
110 % without a shadow of a doubt,
believe what we're building isunlike anything out there in the
industry, not even close.
And so I'm going to break that
down for you.
And this isn't going to be the
(09:15):
same old bullshit you heareverywhere else.
When I was, I brokered for 13years, I was with four or five
different mortgage brokerages.
And in those time, I will tell you
right now.
Were there places I were at where
I liked the management?I liked the broker owner, the team
lead?100%.
Did I think they were awesomepeople?
Without a doubt.
Did I like some of the people I
worked with?Yes.
Did they have access to lendersand all this stuff?
(09:38):
Sure.
Was I getting value for my split?
Debatable.
Was my business, without a doubt
though, was my business better offbeing there?
Did my volumes increase?Because what I learned there.
Did I have actual foundationalpieces built into my business
because of the brokerage or theteam I was on?
Hell to the no, to the no, no, no.
(09:59):
Not even close.
And this is my massive pet peevewith our industry.
I love the Canadian mortgageindustry.
I do.
It's treated me and my family very
well.
I've given a lot to this industry.
I've helped a lot of people.
with zero ask, a lot of brokers, a
lot of clients.
And I love it.
I love it all.
And where I'm at right now is
where I need to be.
(10:20):
And it fills my cup and I have
massive purpose in my life.
So I'm super happy there.
But what's interesting is when yougo and you go do the dog and pony
show with the brokerages you wantto go to, and I went down this
path many times and I've done itand it's just all the same
(10:42):
recycled bullshit.
Everyone's dressing up the same
thing a little differently.
Sometimes, you know, the pig with
lipstick.
And sometimes, oh, we've got this
over here.
And it's all the same shit.
No one's addressing the elephantin the room that I like to call
the elephant in the room.
(11:03):
No one's getting in the trenches
with me.
All the brokerages I was at.
It was all high level stuff.
I was talking to another broker
yesterday.
We just joined the team.
I don't want to one call.
He's like, I was just joking
around with a couple otherbrokers.
I know we went to a two day thingat my last brokerage and it's the
same shit.
They're like, okay.
(11:23):
And you get your pen out and youget your pad out and you're ready
to like write down all these ideasand this training you're going to
do.
And they come up there and they're
like, yeah, I talked to realtors.
And then that doesn't work.
Talk to FAs.
He's like, so then what do we say?
(11:44):
And then what if they say this?What do we say?
Like, what are the tacticalthings?
And they're like, oh, yeah, justgo do a network.
OK, on to the next speaker.
And you're sitting there going,
fuck, I got nothing.
And that's just an example of what
a brokerage is all the time.
It's a bunch of this high level
chat all over the place.
And I want to preface this by
saying I'm not talking aboutunderwriting.
(12:04):
Because brokerages, a lot of themhave that dialed in where they
help you structure files and theyhelp you place deals.
I'm not talking about that becausebrokers who are doing any sort of
business don't really need to tapinto that.
And you have other angles you cango to to figure out where to place
a deal, starting with the BDMs,the BRM, your underwriter, your
colleagues, other people in theindustry.
You have the people on your team.
You have outlets for that.
I'm not paying a premium.
If I am a broker doing deals, I'm
not paying a premium in my splitto get access to someone I may or
(12:26):
may not talk to about a file oncein a while.
So I take that off the table.
To me, when I brokered, that was
not important.
I will find out where the deal
goes.
It's 2025.
I have access to a lot ofdifferent opportunities with
lender spotlight, to colleagues,to ninjas I know at certain
lenders, to the lendersthemselves, all that stuff.
So to me, that's value of 10 yearsago in brokering.
(12:48):
It's not value I need today.
And so when I was at my
brokerages, it was always thishigh level talk.
And I was always so curious.
How did you get to where you're
at?The people at the top.
And I'd ask the questions and noone would know or no one would
share.
But no one would give me the nuts
(13:08):
and bolts, the tactical day -to-day things, what to say, what to
email, what strategy to use, howdo I implement it?
And you know why?Because a lot of them don't have
it figured out in their ownbusiness.
So most broker owners, theirnumber one priority is their own
book.
Massive, massive problem if I'm
joining someone and I needmentoring and coaching and someone
in the trenches with me becauseI'll never be a priority.
(13:30):
It's always their book, theirbusiness.
That's what feeds their family.
Very few of them are actually
making money on a team and abrokerage.
So that's what feeds that.
That's their cash cow.
Okay.
And then it just so happens they
got their business up to 30, 40,60, 70, whatever million.
And then people are start going,Hey, you look like you're doing
(13:52):
good things.
Can I join your team?
And you're like, Hey, that makesme feel good.
And my strokes, my ego.
And I'm like, yeah, join my team.
And then, but it's like, so whatdo you offer?
Well, I don't know.
I'll be there.
I'll mentor you.
What do I do here?
Okay.
Oh, you're good.
And then six months later,crickets, crickets.
Oh, I need help.
What sort of email should I do?
What sort of email marketing planshould I have?
(14:12):
How do I mind my database?What sort of strategy would you
put in place for this type ofclient?
How would you approach a room fullof realtors?
What sort of webinar would you do?What would the hook?
And like nothing.
And it's not because they even
know the answers because a lot ofthem don't.
They're just grinding away,drinking from a firehouse, running
their own business.
don't really have a business.
(14:33):
They hire some help, someassistance, fulfillment.
And before you know it, you're ona team with someone who's
successful as a mortgage broker,but there's no one there to go in
the trenches with you, to actuallycoach and mentor you on your
specific needs, your specific,figure out who your avatar is.
So when you talk about thesebrokerages out there, and this is
why I wanted to make this podcast.
I wanted to make it because what
I'm building, is absolutelyunequivocally 1 million percent
(14:53):
different.
It is not the same old bullshit
being packaged up from everybodywhere you go talk to people and
go, all right, we got the bestthing and come here and you come
here and we'll give you this andour culture's this.
Yeah, well, you know what?Culture's great, but culture
doesn't fucking put food on thetable for my family.
So you have your parties and youhave your stuff and we all sing
Kumbaya and we help each other outand blah, blah, blah.
How do I have a business though?I want to make money, money,
(15:14):
money, money.
I want to make money.
And the culture is like numberseven, eight, nine, 10 on the
list.
And so a lot of the brokerages
because they don't have thetactical training on sales and
marketing.
and what to do in the trenches.
They don't have the wherewithal.
They don't have the skill set to
teach that.
(15:35):
They bamboozle people with the
other stuff.
And they're like, look at our logo
and look at our team event.
We all wear costumes and we go to
this thing.
And that's cool.
Very cool.
But that's not the type of
brokerage or team I want to build.
That's not it.
(15:55):
We're going to have our version ofthat.
And we already do.
And we're going to keep doing it.
But that's not why people aregoing to join Team Wiley.
They're going to join Team Wileybecause they get me in their
corner doing things with them anddoing things for them.
So I'm going to give you someexamples.
This podcast is brought to you byAmericana.
I could sit here and talk aboutthe same old shit.
(16:16):
Hey, our $150 fee is the best inthe industry, which it is, by the
way.
Includes all free credit bureaus,
E &O.
You get the VIP club.
You get broker mail, which you cando drip campaigns.
No cost.
Unlimited list.
You get lender spotlight, the topaccess.
You get Canadian Mortgage App, topaccess.
(16:37):
You get all this stuff, allincluded $150.
No fucking advertising fee.
I still don't know what that is.
But your actual $150 a month, Icould start going down that.
I'm not going to.
I could talk about, hey, we have
this many agents and we got thisvolume.
Yeah, yeah, it goes withoutsaying.
You get access to all the lenders.
(17:01):
You get access to volume bonus
everywhere.
If you do 3 million a year of
Scotia, you get put onto a Scotiapod with a dedicated BRF that
closes files for you.
You get top volume bonus at
Manulife.
You get top volume bonus at TD.
You get top, like, and the listgoes on and on and on.
I'm not going to talk about that.
(17:22):
I'm not going to talk about that.
I'm going to talk about the stuffthat we actually do with you.
So each of you have a differentbusiness.
You have a completely differentbusiness.
So I will come in and audit yourbusiness.
I'll figure out where you're atright now.
And I will clear your desk of allthis stuff, all the nonsense of
shit that doesn't matter.
And we will start building the
foundational pieces up.
(17:44):
So every day of the week, there is
some focus training.
And it's the same every Monday.
Email marketing.
Guess what?
We're not going to come in.
So here's the cool part.
This is.
I'm going to like pull back the
business model a bit for you soyou can start to see where my
head's at and why I came thisangle and why I'm so passionate
(18:04):
about it.
So I could sit here and I could
train because I do this trainingand strategy hub and I do it.
I've coached over a thousandbrokers.
I've trained them on what to dofor their emails and how to market
to their database every week.
What sort of.
jab, jab, jab, uppercut, jab, jab,jab, uppercut, value, value,
value, ask, value, value, value,ask.
And I go through scripts and wetalk and then no one does it.
And that's the downside withcoaching is it's really hard for
me to have massive impact, whichis why I started Team Wiley.
(18:25):
It's why I shut down my one -on-one coaching.
It's why I stopped taking money at500 to 750 an hour from people
because I could coach them forthree hours.
Maybe double their business.
Maybe not.
Don't see them again.
I got two, three grand in my
pocket.
They go off and have an awesome
life and their broker owner wins.
Not based on anything they did
outside of their licenses there.
And yet it's because of what I
(18:48):
did, but I'm not getting paid forthat.
And then the people who actuallydidn't do the work, they're no
better off.
And that really strikes me to my
core.
So I said, I'm going to fix this.
And so that email marketing, wecould go and train or guess what?
We just do it for you.
So we can train you how to do it
and you could go level your gameup and record videos and fire it
out.
Or we can go build the drip for
(19:09):
you, automate your list for you,get your zaps working.
So if someone books a call inCounty and someone opens
application Finmo or whateversubmission platform you want, by
the way, we don't care.
We're not forcing you.
We're not getting kickbacks fromsubmission platforms.
So use whatever you like, right?It's your business.
You're an adult.
You're a business owner, choose,
you know, put your big boy pantson and choose whatever platform
(19:31):
you want.
I'll never force anything on you.
But if you want to crush youremail marketing and get book
discovery calls from it while yousleep, then we could train you on
how to do it.
But I already know brokers aren't
going to do it.
So we're just going to do it.
So just as an example, that's whatwe do.
Mondays, you come in, we help youset up the stuff.
(19:52):
We'll actually physically do itright in front of you.
And I'll write all the emails foryou.
And we'll fire them out for you.
So just click, operate 70 emails
going out a year, like clockwork,like well -written sales emails.
Right?So that's just an example.
Okay, cool.
Awesome, Ryan.
No one's doing that.
It doesn't exist.
Where is that happening?Right here.
That's a bottleneck in yourbusiness.
So we could train you to do it, orwe could just help you do it and
do it for you.
We chose to do that.
(20:13):
So, and here's my thought on it.
I could go run my own mortgage
business.
On 100%.
I could go broker my own deals.
I don't do that, by the way.
I don't.
My energy is on the team.
So number one priority is theteam, not my own book of freaking
business.
And tell me again, oh, I'm getting
jacked up now.
(20:33):
This is the passion I have for.
This is why the industry isbroken.
And I don't want to be, I don'twant Team Wiley to be lumped in
with all the other options outthere because it's not even close.
And I'm trying to pull the curtainback a bit.
So I gave you an example of thedatabase marketing.
And then the other one's yourdatabase mining.
We will physically sit there withyou every Wednesday and mine your
database with you.
(20:54):
We have a rate tracker sheet.
We'll help you get the trackersheet up, help you get the data
organized.
We'll give you some best practices
to go get the data organized.
And then we're going to sit there.
We're going to mine it foropportunities to reach out to your
clients and give you emails tosend and this and that and how to
follow up every single week in thetrenches with you.
(21:15):
Are you doing that at yourbrokerage?
Hell to the no. Should that besomething?
Hell to the yeah.
Why isn't it?
I don't know.
You tell me.
I don't agree.
I think the standard should be
that.
And so guess what?
I show up every Wednesday in aZoom room with a group of agents.
And we mine, not my database, butthere.
But here's why I'm doing this.
This is my business model.
I could go write emails from myown book of business and get my
(21:38):
own deals.
Take out the fact I don't want to
do that model anymore.
I just mentally don't want to talk
to clients.
I feel like I have bigger fish to
fry.
Take that out.
I could go do that.
I could also mine my own database,
my past database.
And there's deals in there, 100%.
And I could go find them and Icould undo it.
But I don't get any leveragethere.
I get leverage.
(21:59):
If I have a team of 50 agents and
I'm writing the emails and we'resending out 20 ,000 emails a week,
because I get a small piece of theaction off everyone, right?
That's part of being a team lead.
I'm a team lead.
I'm not at a brokerage.
I don't have, or I'm at a
brokerage.
Sorry.
I don't have a, have a brokerage.
I'm, I have a team under a
brokerage.
And so that's mine, your database.
Sure.
Because when you go close and we
(22:19):
do, I get a piece of action.
but I'm getting leverage from my
time.
And so I'm building in these
things.
Fridays is content creation.
Thursday is advanced budget andcustom proposal building where we
help brokers tell stories throughnumbers.
And I give you examples.
We show you how to use the
(22:40):
different calculators based on thedifferent strategies we're using
with clients at different times toposition it to client, to win the
business and change theconversation away from price and
product.
and more into a planner and paying
the least amount of interest.
That's Thursdays.
Tuesdays is prospecting.
We don't prospect together.
We build your prospecting plan forreferral partners and that.
You want to run a webinar.
(23:00):
Guess what?
It's your brokerage building youwebinars and slide decks and
helping you build it to what youwant and then outlining how to
present this and then presentinghow to get people to the webinar
and then how to follow up withthose people.
No, that's what we do.
We're doing all these things.
And so this is why I wanted tojust mention this because I'm in
the trenches.
in the trenches.
I don't know even a better way tosay that than if you feel like
(23:23):
you're not getting the value youwant.
you feel like you're not gettingthe value you want.
That's a conversation you need tojust figure out.
Maybe it's at your currentbrokerage.
But I guess the moral of the storyhere is Team Wiley is not even
fucking close to anything that'sbeing offered.
Because nobody, much like I toldmy clients when I brokered, you
want to go there?Sure.
Guess what?You don't get me.
(23:43):
And I know what I bring to thetable.
And if I'm in your back pocket andwe're partnered, you are in a
phenomenal spot.
And so you can go on your own and
go do it.
But please do not put me in with
them.
I am not that.
This is way more.
And I just wanted to share an
insight into that a little bit,the different stuff we're doing.
(24:06):
We're figuring out the bottlenecksin mortgage brokers business.
We're removing the bottlenecks andthen building in some done for you
stuff in there.
And guess what?
If you want to just check in everyday, we've got accountability
groups.
We've got.
prospecting groups every day foran hour.
We've got a half hour check -inevery morning where you just drop
in.
And if you want to get centered
(24:27):
for the day, keep your momentumgoing, you have a question in the
moment, you get daily access tome, you get daily access to the
support that I built in.
You get daily access to the team.
Yeah.
So this is it.
I'm done talking about Team Wiley.
It's just, it irritates the fuck
out of me.
When I go and I hear other people
pitch what they got and then I getlumped in with it, it's not the
(24:49):
case.
There's a lot of bullshit, people
puffing their chests out there.
Our thing does this, our logo,
check out this cool thing.
We've got so much training.
I'm like, yeah, no, you don't.
I love, we can sit down and.
Compare notes.
You don't have training, not the
training we're talking about.
Oh, and by the way, are you
jumping on a one -on -one call?And can you go into like, right?
(25:12):
So I gotta take a moment here.
This podcast is brought to you by
Americana.
Okay.
That's it, kids.
See, I didn't get into like all
the specifics of what the offeris.
Oh, and the last thing I'm goingto leave you with, because this
came up in the conversationyesterday was I'm not.
gouging people on splits.
My splits are beyond fair.
(25:33):
I've had people say they should bedouble what I'm paying because I'm
playing the long game.
This isn't a bait and switch.
I'm not going anywhere.
This is a 10, 15, 20 year plan for
me.
I'm taking small pieces here and
there.
showing up every day, giving you
tactical things that actually workin the trenches, helping you out
in the moment, giving you all thatother warm, fuzzy stuff that
(25:57):
everyone else is offering.
I don't even talk about that
because it's like, yeah, is thatyour offer?
Is that what you're offering?Okay, cool.
You keep trucking.
I'm going to change things here.
And so bringing all that togetherat a split that is way more than
fair.
And I've had, because I know the
feedback.
I know.
I know the score of the game onall this stuff.
I'm not making $20 ,000, $30 ,000off agents every year and not
(26:20):
showing up.
I'm making much smaller amounts
over and over and buildingsomething long -term so that you
can, this is the last brokerageyou ever join.
I'm the last team lead you everhave.
And we live happily ever aftertogether for the next 20 years.
That's the vision.
OK, and we're there.
We're getting there.
We're going to keep evolving.
That's it, kids.
(26:40):
Thank you for listening.
Hopefully you got something fromthat.
You can sense my frustration, butI am changing.
I do want to really change some ofthe old bullshit that goes on in
our industry.
And you know what?
Instead of just talk about it, I'mactually going to do it.
And that's what I'm doing.
OK, that's it, kids.
Enjoy your week.
Peace out.
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