February 14, 2025 • 25 mins
In this episode, I share my number 1 superpower that transformed my mortgage business when I was a broker, consistency, and how being consistently average beats being sporadically brilliant and leads to long-term success.
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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.
Bright and early in the morning.
Americano in hand.
Let's get at it.
And hey, there was a game lastnight.
(00:51):
So depending when you're listeningto this, you might be listening to
this three years ago.
You're like, what game is he
talking about?I'm talking about 2025.
There's one thing with thispodcast.
I went back.
This podcast has been on for four
to five years, I believe.
I've had like 250, 60 episodes,
whatever, trying to get one out aweek.
It's about four or five years.
(01:12):
The information from the first
three, the first five, the first50, the first 100, that
information is still relevant.
So if you're listening to this and
it's 2028, this podcast is stillthe perfect podcast for you to
listen to.
OK, I try to not make information.
I try to make it evergreen so thatunless there's like a specific
(01:34):
strategy in that moment in time,OK, then you can skirt over.
But 95 percent of the content inthese podcasts, doesn't matter
what year you listen to.
If you're anything like me, I go,
oh, this one's old.
It's an old strategy.
It's an old thing.
I don't want to listen to it.
It's like, no, no, I'm telling youright now that all the stuff I
talk about will still work nomatter what year it is.
(01:55):
Unless there's been a drasticchange in something.
But last night was the Canada-Sweden game, and it was a great
game.
was a great game.
It's been eight years since we'vehad best -on -best hockey, people
representing their country.
The NHL put the kibosh to that.
Next year, we've got the Olympics,so this is a warm -up tournament
for that.
(02:16):
So the point of me saying this is,
if you are not even a hockey fan,if you watched that last night,
and there's a big Canada -USA gamecoming up in a couple days, If
that doesn't get you going, thenyeah, you're just not a hockey
fan, which is cool.
Nothing wrong with that either.
Okay, let's get into it.
This podcast is brought to you by
Americano.
So good.
Okay, so I'm going to talk aboutmy number one superpower as a
mortgage broker and currently withwhat I'm doing.
(02:37):
This is the number one thing I seemortgage brokers lacking in.
Without a doubt, it's not evenclose.
It's this.
You've heard me talk about a lot
of different things.
I've got a bunch of superpowers.
We all do.
We all have superpowers.
I just talk about mine becauseI've worked on them for many
(03:00):
years.
And sometimes you got it,
sometimes you don't.
And sometimes you go learn it and
you earn it.
Oh, that rhymes.
That's a new one.
We're going to use that one.
You learn it and then you earn it.
And so I'm going to break this
down for you because if you getthis right, your mortgage business
changes.
And it's a superpower that all of
you can have.
It's not something that, oh, no,
(03:23):
I'm just not good.
You know, I'm not well spoken.
I'm not good on camera, whichthose are all things you can fix.
I don't have gift to the gab.
I'm an introvert.
You hear me talk about, hey, be aspecialist, not a generalist.
Well, to be a specialist, you haveto go learn a skill.
And then you have to market thatand find an avatar.
And yeah, and that's 100 % whatyou should do.
(03:44):
But what I'm going to talk abouttoday is something that if just
all of you did this.
You all have the ability to have
this as your superpower.
If you just did this, there is no
way, absolutely no way that yourbusiness isn't far better off,
two, three, four X better by justdoing this.
But we don't.
And I'm not going to tell you
anything you don't know, but I'mgoing to give you specific
examples.
And so my, one of my biggest
(04:08):
superpowers, and this was.
Probably my number one superpower,
if you were to ask people aroundme, they'd be like, well, Ryan,
you gave people confidence.
That was a big thing.
I was really good at that, butthat took a lot of time to learn
that skill, to give people theconfidence to put offers in, that
they were in good hands, that thestrategy will work, that it makes
sense of their situation.
(04:29):
A lot of my clients told me they
just felt empowered and feltconfident and working with me, and
that's why they partnered with me.
And so that's not what I'm talking
about.
That was one of my superpowers.
But it's the ability to beconsistent.
Yeah, it's like, whoa, mind blown.
Ryan, you're amazing.
That's such cool advice.
Yeah, you're right.
Yeah, all of you have the abilityto be consistent.
But you're not.
You are well below average on that
(04:50):
superpower.
And it's the one superpower that
if you turn on and focus on everysingle day, over and over.
You don't need to do other things.
A lot of you have this business
sitting right there that if youjust showed up every day and did
those boring things in yourbusiness over and over, you'd win.
(05:13):
So I'm just going to give you someexamples.
And so I consistently did webinarsover and over again.
I consistently emailed my databaseover and over again.
I consistently... stayed in frontof my referral partners and stayed
connected to them and broke breadwith them and called them and gave
(05:33):
them updates on leads everyMonday.
If you did that, it's amazing whatyou can do.
I was talking to a brokeryesterday, a good producing
broker.
He's got two, three, four realtors
that are sending business.
He's got another three, four
realtors that send them stragglerbusiness.
So I'm like, okay, let's build aplan around like, Let's build a
(05:56):
fence around those seven to eightrealtors.
Instead of going and finding newrealtors, why don't we squeeze
deals out of these?And let's just implement these
three things.
Let's every Monday, let's send
them a link to a lead trackersheet, which shows all the deals,
all the leads they've sent us andwhere we're at.
A simple Google sheet spreadsheet,a unique link to them.
(06:18):
They can't edit and they get itevery Monday morning.
It's the same link.
And it's just, boom, here you go.
Lead tracker.
Update on leads, subject line,
lead tracker, you go in, name,person, last contact, what they're
at, what the next point of contactis.
That's it.
Like, okay, that's weekly.
And then monthly, if somethingbetter than just calling and
shooting the shit is jumping on aZoom call and shooting the shit
(06:42):
and then asking each other threequestions, recording it, chop it
up and give it back to them inreels.
That's fully edited.
And they can pop out on their
social.
So you're catching up.
Plus, you're also giving themcontent for their social.
Makes it look like they're on apodcast.
Don't use Zoom, by the way.
(07:03):
Use Riverside .fm.
You can do that and it'll edit itout with AI for free.
Riverside .fm.
Use the coupon code RyanRocks.
Just kidding.
I don't have a coupon code.
And then quarterly, break bread.
Drive to where they are.
Meet them for lunch, for dinner.
Break bread, get to know them,
belly to belly, see the whites oftheir eyes, connect with them.
It's crazy how many brokers I talkto who have never sat down in
(07:24):
person and connected with areferral partner, yet we want them
to send their trusted clients tous and vouch for us and
potentially put 50K a year in ourbank account from referrals.
But we haven't actually made aneffort to go sit down and break
bread with them.
Like that just fucking baffles me.
(07:46):
It's just so crazy.
I would meet my referral partners
every quarter and I would driveinto Toronto and I would stack
them on top of each other and I'dgo break bread and connect.
Do you think your business isbetter or not doing that
consistently?So that's a weekly, monthly, and
quarterly thing you can do.
(08:06):
to squeeze out.
A, protect your current referralpartners.
Never assume you're their personforever.
You got to keep putting the effortin.
It's just because you get dealsdone.
A lot of people get deals done.
You got to be different.
The reason you're not getting asmany deals as you should be from
your referral partners is becauseyour relationship isn't good
(08:28):
enough.
And why not?
Because you haven't consistentlyput energy and effort into it.
Duh.
Go do that.
Okay, so I'd consistently do that.
And then I'd consistently update
clients and referral partnerswhere we're at on the file every
day while we're waiting forapprovals.
And then I'd consistentlyintroduce myself to listing
agents, buyer agents on every filethat gets touched.
(08:49):
And then I'd consistently get alltheir email addresses and I'd put
it into an email drip and I'd dripon them with email marketing.
And then I'd consistently make apodcast.
That's what I'm doing now.
And I make one, we're four or five
years in, 260.
Consistency.
And then I email my list minimumonce a week, consistently.
And then anyone who follows me onsocial, I follow them back and I
(09:15):
open them and I thank them for thefollow with a voice memo.
Not recorded, just like, hey, Tom,appreciate the follow, man.
Checked out your profile.
Looks like you're doing some good
stuff.
Stay consistent.
I love it.
If you have any content ideas or
questions, hit me up.
Enjoy your day.
That's it.
Consistently do that.
(09:35):
So I'm consistently putting stuffall around, dropping breadcrumbs.
And so here's the dilemma that alot of you have.
I'm here to tell you, and you'regoing to have to believe some of
the stuff I'm talking about.
Hey, shocker.
I do know what I'm talking about.
I'm just making up stuff.
I wonder if this would work.
(09:57):
I wonder if we did this, if that
would, no, no, no. I don't talklike that.
It's the only thing I ever talkabout is stuff that is working or
has worked and will continue towork.
And it's because I've either doneit myself.
I'm doing it right now on my team.
I'm doing it right now in strategy
(10:17):
hub.
I'm doing it right now somewhere,
or I know people doing it and I'velooked under the hood at what
they're doing.
And I'm like, yep, that's working.
So if you were just average at allthe things around you, But your
consistency level was like 99%.
But you consistently reached out
to people, but you sent them aboring text.
Instead of asking, yeah, you'rejust going, hey, how you doing,
Tom?Which is like the worst text you
sent.
If you consistently just do that
over and over again, you will befar better off than trying to come
(10:40):
up with these awesome things tosay, sporadically sending them out
once in a while.
If you emailed your database,
maybe not once a week, maybe twicea month, over and over again, even
if your emails suck, and I get alot of your guys' emails and they
suck.
And so even if you keep sending
those shitty ass emails, you willstay top of mind because you'll be
(11:02):
in the inbox and maybe they readit, maybe they don't, maybe it's
just an average email, right?You don't have to be.
This amazing person in all thesethings.
If you turn your camera on andcommit for one year to record a
video, doesn't matter where youare, in your vehicle, at your
desk, walking the dog, doesn'tmatter.
And you just talk about what youdid that day in your business, in
(11:27):
your own words.
And you acted as if you were
building up this collection ofvideos that someday you were going
to store in a time vault and thenopen up later and look at.
but instead you actually post iton social and put it across three
platforms.
If you consistently did that for a
(11:49):
year, your business, without adoubt, would be drastically
different.
If you consistently stayed in
touch with your clients, and itcan be something as simple as
calling them once a quarter.
Yeah, calling them.
A lot of you have a database ofclients.
Let's call it 300.
Well, if you're going to call them
once a quarter, There's 12 weeksand a quarter, give or take, let's
(12:10):
say.
300 divided by 12 is 25 a week.
Call them on Tuesdays andThursdays.
Calls 12 people Tuesday, 12 peopleThursday.
Start at A and cycle your waythrough.
When you get them on the call, ifthey pick up, you're like, hey,
I'm just updating the informationI have on your mortgage because I
track it and I look foropportunities to save you money.
I just want to make sure what Igot is right or can you confirm
(12:33):
what you got?If you don't have in front of you,
I'm also going to send you afollow -up email.
I'm just going to ask you for fourpoints of information.
If you can get that to me, thenI'll track your information.
That way you're updating yourdata, plus you're staying in
touch.
Oh, while I have you here, do you
have any mortgage questions?Do you think that would work?
(12:56):
Yeah. 100 million percent.
12 calls on Tuesday, 12 calls on
Thursday forever.
After 12 weeks, you're back up to
A's, then B's, then C's, then D's,reaching out, connecting with
people.
There's all these ripple effects
of all this stuff too.
You being consistent in your
business is a muscle.
It works that muscle that deep
down, you start going, oh, wow, Iactually have a business.
Oh, wow, I actually have stuffhere.
And then you start realizing, wow,I don't need to do the X, Y, and
(13:17):
Z. I just need to do this.
I can layer on that other stuff
after.
But this is the foundation of my
business.
And here's the cool part.
You coming in as a brand newbroker, if you're a newer broker,
we've never been in a better timefor you to be a broker.
You can catch up very quickly.
Your lead pipeline can get full.
very quickly.
(13:39):
You don't have to be an
experienced broker with a bigemail list with a lot of contacts.
You can catch up.
And you know why?
Because a couple of reasons.
Brokers are lazy.
Anyone who's made money in thisindustry is extremely lazy.
You can come in and be uberconsistent, even if you're average
at what you're doing, andabsolutely crush other brokers
(14:02):
who've been in the game five to 20years.
Because majority of them aren'tconsistent at anything.
And so that's an exciting thing.
And then when you layer on social
media, and you've got freeadvertising, right?
In what other world can you getaccess to people who don't know
you at zero cost?And quickly, social media is a
(14:23):
front page.
news ad on the biggest paper in
your area for free.
It's got access to it.
You can run your whole businessfrom your phone.
You don't need a fancy computerand three screens.
It's nice to have, but your leadgeneration, your consistency and
all that, your social media,you're following up with people,
DM tax.
You can build your mortgage
business in your pajamas.
(14:44):
It's crazy.
Be consistent.
And the people I see that are
crushing it.
are consistent.
There's a common theme there.
They're very, very, very
consistent.
It's a superpower.
And all of you have the ability todo it, but you don't.
And that's why I'm like, man, ifI'm a new broker, this is pretty
(15:06):
exciting because nobody will be abit more consistent than me.
Check mark.
I don't have to know what I'm
talking about mortgages.
No, you don't.
You need to know enough aboutenough.
And then you figure it out behindthe scenes.
I don't need to know everything.
(15:32):
I need to know just enough because
I'm going to be so consistent.
Checkmark.
Nothing's going to fall throughthe cracks.
Checkmark.
I'm going to be consistent.
I'm going to lead by example withmy referral partners.
My referral partners are, most ofthem are commission -based.
Pretty much all my referralpartners are commission -based.
They get the hustle.
(15:52):
So if they see me being consistent
and they know that's what theyshould be doing or that's what
they do, Do you think they'regoing to have instant respect for
me?Yeah.
If I've reached out to referralpartners and asking for them to
(16:12):
sit down and meet with me and Itext and DM them and I've done it
six times and they haven'tresponded at all and I just keep
going until they tell me to fuckoff.
Do you think I am annoying them?They can just tell me to stop.
Or do you think I'm building upcertain levels of respect?
Yeah.
Because it's all stuff deep down
they know they should do.
At the very minimum, they're going
(16:34):
to respect what you're doing.
And it doesn't even matter what
you're saying.
You're staying in front of them.
If you are good at saying certainthings and understanding problems
of theirs and giving themsolutions and showing, not telling
things, much better.
Yes, awesome.
It's like gas on the fire.
But I'm telling you, you don't
even need to go figure that out.
(16:55):
You need to wake up every day and
go, how can I be consistentlyaverage at everything I do?
And if I just do that, that's afoundation for my business that no
one can take away, will be worth alot of money, and I can start
stacking on other things.
Why am I going to go learn how to
(17:15):
edit videos on my social when I'mnot making one video minimum a day
on three platforms?Why in the hell would I spend my
time learning to edit videos?Right?
I've never understood that part.
Well, I get it because it's easier
to feel like you're doingsomething, accomplishing something
instead of putting yourself outthere and actually building your
brand.
You'd rather tinker behind the
scenes on stuff.
We got a lot of tinkerers out
(17:37):
there where you fill up yourcalendar with these to -do things.
Sidebar, if you want to learn howto edit videos, you want to learn
any of those skillset stuff, go toUdemne.
I think it's U -D -E -M.
U -D -E -M.
And why?Just Google it.
They have all courses on thereranging from like nine bucks to 29
bucks with like reviews on thereof the course.
But it's like, hey, here, learnhow to do this in two hours.
(18:00):
And you pay them 19 bucks and thenboom.
Or you can go to YouTube.
Sidebar.
This podcast is brought to you byAmericano.
So most of the things that came tome in the mortgage world came to
me from just being consistent.
That's it.
There are certain days I put stuffout.
It's not as good as it could be.
(18:20):
And I'll give you an example.
I make this podcast.
So the last podcast I made on
this, I recorded 12 minutes, thenit kicks me off.
And then I went back in sixminutes and then the software
kicked me off.
And I don't know if my internet
wasn't good.
I was in the truck.
(18:41):
I was too close to the house.
I was in the driveway.
I was like, oh my God.
And so I was like, man, what do I
do here?I've spent 20 minutes recording.
I went into it twice.
I only record these one time.
I don't go in and edit them.
I don't do any of that.
I don't redo them.
Oh, I could have said this better.
I don't do that.
(19:03):
But in this instance, I couldn't
even get the one done.
So what do I do?
Well, it was getting later atnight.
So I just shut that down.
But then I was stewing in bed.
So the first thing I did in themorning was I woke up and I went
and did the podcast.
Did I have to do that?
No. Did someone put money in mybank account because I did that?
(19:25):
fuck no did someone pat me on theback and go good job ryan thank
you so much like oh you're amazinggood no did i like was there can i
draw a straight line from meconsistently getting that done to
me like something i got right allof us have these crazy
expectations when we go dosomething we should get this back
you need to first remove that andrealize no one owes you fucking
(19:46):
anything.
A referral partner does not owe
you business, does not owe youleads.
You reaching out and prospecting,they don't owe you a response.
You haven't done anything.
They don't owe you jack shit.
You are doing a podcast, you doinga YouTube video, you putting
content out on social.
The algorithm doesn't owe you
anything.
Nobody owes you anything.
There's no formula where if I godo this, I get this.
The formula is if I do this andnever stop, as long as I believe
in this, I will win.
(20:06):
That's what you have to wrap your
head around.
So what is the thing you know you
should be doing?I listed some very basic things in
there that I know most of you justaren't doing.
And then you look at your leadpipeline and you're like, I don't
have business.
This business is hard.
The banks are kicking my ass.
Interest rates, the economy,
inflation.
Sorry, hon, not getting paid this
(20:27):
month as much because the economy,everything's down.
No mortgage brokers are doingbusiness.
Everyone's books are down.
Like all the same shit narrative.
You'll consistently come up withstories.
So you're good at that, but you'renot good at consistently doing
things that help your business.
right?
Because I don't know if you'relooking for a pat on the back.
(20:49):
Oh, you had a good shift today,hon.
Well, good job, muffin.
You spent four hours prospecting.
Here's a cookie.
Good job.
Oh, aren't you a good dog?Like that's how I talk to my dog,
right?Like they need that.
We don't need that.
It's like, it's part of the gig.
(21:10):
It's what you signed up for.
Go be consistent and go be
average.
at whatever you're doing.
And then once I'm consistentlyaverage on my email marketing, on
mining my database, on updating myreferral partners, on building
relationships with my referralpartners, on keeping everyone
updated, on opening up five peoplea day that don't know me and
(21:32):
aren't expecting it, on calling mydatabase and checking in and
getting new data.
As soon as I'm consistent on all
that, then what I do is I go getbetter at what I'm doing.
I go, okay, I'm sending emails.
Maybe I just write better emails.
So now let's go learn how to writebetter emails and let's send more
emails.
And then I'm going to reach out to
(21:55):
my referral partners and I'm goingto go, okay, how do I create that
relationship and even get betterat it?
Is it supporting their events?Is it helping them create more
content?Why don't I ask them, how can I
help you?Whoa, mind blown.
So go get consistently average ateverything.
(22:15):
And raise your expectations.
Most of you, your expectations of
yourself and your business,yourself and your business,
they're so low.
They're so low.
You need to raise your standards,your standard of excellence,
whatever you want to call it,whatever buzzword you want.
You need to raise your standardsand realize you're running a
fucking business.
right?
You go start a restaurant orwhatever, and you got to drop a
hundred K in on equipment andsupplies and staff.
(22:38):
And then you have to get the printmedia and you're nervous and you
get the menu set.
And are they going to come?
And what happens if no one comes,all this food I throw out, get my
suppliers, get my like, Oh my God,you people can run a mortgage
business in your fuckingunderwear, but you don't off your
(22:59):
phone.
you don't off your phone.
Everything you want is sittingright there.
It's sitting there.
So go be consistent.
That's it, okay?That's it, kids.
This podcast is brought to you byAmericano.
Hopefully that resonated with you.
That was my number one superpower,
still is my number one superpower,is I consistently show up.
I show up.
And I'll tell you right now, there
are hundreds of times I don't wantto do this podcast.
(23:20):
There are hundreds of times Idon't want to make a reel.
Hundreds of times, I don't want tofire an email out.
There's times I don't want to showup to team calls for Team Wiley.
There's times I don't want to dothings.
So what do I do?I show up and I power through and
(23:46):
I do it because I believe if I dothat, I win long term and I have
no expectation.
Just because I showed up, no one
owes me anything.
So get over yourself.
Raise your standards.
Be consistent.
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.
Bright and early in the morning.
Americano in hand.
Let's get at it.
And hey, there was a game lastnight.
(00:51):
So depending when you're listeningto this, you might be listening to
this three years ago.
You're like, what game is he
talking about?I'm talking about 2025.
There's one thing with thispodcast.
I went back.
This podcast has been on for four
to five years, I believe.
I've had like 250, 60 episodes,
whatever, trying to get one out aweek.
It's about four or five years.
(01:12):
The information from the first
three, the first five, the first50, the first 100, that
information is still relevant.
So if you're listening to this and
it's 2028, this podcast is stillthe perfect podcast for you to
listen to.
OK, I try to not make information.
I try to make it evergreen so thatunless there's like a specific
(01:34):
strategy in that moment in time,OK, then you can skirt over.
But 95 percent of the content inthese podcasts, doesn't matter
what year you listen to.
If you're anything like me, I go,
oh, this one's old.
It's an old strategy.
It's an old thing.
I don't want to listen to it.
It's like, no, no, I'm telling youright now that all the stuff I
talk about will still work nomatter what year it is.
(01:55):
Unless there's been a drasticchange in something.
But last night was the Canada-Sweden game, and it was a great
game.
was a great game.
It's been eight years since we'vehad best -on -best hockey, people
representing their country.
The NHL put the kibosh to that.
Next year, we've got the Olympics,so this is a warm -up tournament
for that.
(02:16):
So the point of me saying this is,
if you are not even a hockey fan,if you watched that last night,
and there's a big Canada -USA gamecoming up in a couple days, If
that doesn't get you going, thenyeah, you're just not a hockey
fan, which is cool.
Nothing wrong with that either.
Okay, let's get into it.
This podcast is brought to you by
Americano.
So good.
Okay, so I'm going to talk aboutmy number one superpower as a
mortgage broker and currently withwhat I'm doing.
(02:37):
This is the number one thing I seemortgage brokers lacking in.
Without a doubt, it's not evenclose.
It's this.
You've heard me talk about a lot
of different things.
I've got a bunch of superpowers.
We all do.
We all have superpowers.
I just talk about mine becauseI've worked on them for many
(03:00):
years.
And sometimes you got it,
sometimes you don't.
And sometimes you go learn it and
you earn it.
Oh, that rhymes.
That's a new one.
We're going to use that one.
You learn it and then you earn it.
And so I'm going to break this
down for you because if you getthis right, your mortgage business
changes.
And it's a superpower that all of
you can have.
It's not something that, oh, no,
(03:23):
I'm just not good.
You know, I'm not well spoken.
I'm not good on camera, whichthose are all things you can fix.
I don't have gift to the gab.
I'm an introvert.
You hear me talk about, hey, be aspecialist, not a generalist.
Well, to be a specialist, you haveto go learn a skill.
And then you have to market thatand find an avatar.
And yeah, and that's 100 % whatyou should do.
(03:44):
But what I'm going to talk abouttoday is something that if just
all of you did this.
You all have the ability to have
this as your superpower.
If you just did this, there is no
way, absolutely no way that yourbusiness isn't far better off,
two, three, four X better by justdoing this.
But we don't.
And I'm not going to tell you
anything you don't know, but I'mgoing to give you specific
examples.
And so my, one of my biggest
(04:08):
superpowers, and this was.
Probably my number one superpower,
if you were to ask people aroundme, they'd be like, well, Ryan,
you gave people confidence.
That was a big thing.
I was really good at that, butthat took a lot of time to learn
that skill, to give people theconfidence to put offers in, that
they were in good hands, that thestrategy will work, that it makes
sense of their situation.
(04:29):
A lot of my clients told me they
just felt empowered and feltconfident and working with me, and
that's why they partnered with me.
And so that's not what I'm talking
about.
That was one of my superpowers.
But it's the ability to beconsistent.
Yeah, it's like, whoa, mind blown.
Ryan, you're amazing.
That's such cool advice.
Yeah, you're right.
Yeah, all of you have the abilityto be consistent.
But you're not.
You are well below average on that
(04:50):
superpower.
And it's the one superpower that
if you turn on and focus on everysingle day, over and over.
You don't need to do other things.
A lot of you have this business
sitting right there that if youjust showed up every day and did
those boring things in yourbusiness over and over, you'd win.
(05:13):
So I'm just going to give you someexamples.
And so I consistently did webinarsover and over again.
I consistently emailed my databaseover and over again.
I consistently... stayed in frontof my referral partners and stayed
connected to them and broke breadwith them and called them and gave
(05:33):
them updates on leads everyMonday.
If you did that, it's amazing whatyou can do.
I was talking to a brokeryesterday, a good producing
broker.
He's got two, three, four realtors
that are sending business.
He's got another three, four
realtors that send them stragglerbusiness.
So I'm like, okay, let's build aplan around like, Let's build a
(05:56):
fence around those seven to eightrealtors.
Instead of going and finding newrealtors, why don't we squeeze
deals out of these?And let's just implement these
three things.
Let's every Monday, let's send
them a link to a lead trackersheet, which shows all the deals,
all the leads they've sent us andwhere we're at.
A simple Google sheet spreadsheet,a unique link to them.
(06:18):
They can't edit and they get itevery Monday morning.
It's the same link.
And it's just, boom, here you go.
Lead tracker.
Update on leads, subject line,
lead tracker, you go in, name,person, last contact, what they're
at, what the next point of contactis.
That's it.
Like, okay, that's weekly.
And then monthly, if somethingbetter than just calling and
shooting the shit is jumping on aZoom call and shooting the shit
(06:42):
and then asking each other threequestions, recording it, chop it
up and give it back to them inreels.
That's fully edited.
And they can pop out on their
social.
So you're catching up.
Plus, you're also giving themcontent for their social.
Makes it look like they're on apodcast.
Don't use Zoom, by the way.
(07:03):
Use Riverside .fm.
You can do that and it'll edit itout with AI for free.
Riverside .fm.
Use the coupon code RyanRocks.
Just kidding.
I don't have a coupon code.
And then quarterly, break bread.
Drive to where they are.
Meet them for lunch, for dinner.
Break bread, get to know them,
belly to belly, see the whites oftheir eyes, connect with them.
It's crazy how many brokers I talkto who have never sat down in
(07:24):
person and connected with areferral partner, yet we want them
to send their trusted clients tous and vouch for us and
potentially put 50K a year in ourbank account from referrals.
But we haven't actually made aneffort to go sit down and break
bread with them.
Like that just fucking baffles me.
(07:46):
It's just so crazy.
I would meet my referral partners
every quarter and I would driveinto Toronto and I would stack
them on top of each other and I'dgo break bread and connect.
Do you think your business isbetter or not doing that
consistently?So that's a weekly, monthly, and
quarterly thing you can do.
(08:06):
to squeeze out.
A, protect your current referralpartners.
Never assume you're their personforever.
You got to keep putting the effortin.
It's just because you get dealsdone.
A lot of people get deals done.
You got to be different.
The reason you're not getting asmany deals as you should be from
your referral partners is becauseyour relationship isn't good
(08:28):
enough.
And why not?
Because you haven't consistentlyput energy and effort into it.
Duh.
Go do that.
Okay, so I'd consistently do that.
And then I'd consistently update
clients and referral partnerswhere we're at on the file every
day while we're waiting forapprovals.
And then I'd consistentlyintroduce myself to listing
agents, buyer agents on every filethat gets touched.
(08:49):
And then I'd consistently get alltheir email addresses and I'd put
it into an email drip and I'd dripon them with email marketing.
And then I'd consistently make apodcast.
That's what I'm doing now.
And I make one, we're four or five
years in, 260.
Consistency.
And then I email my list minimumonce a week, consistently.
And then anyone who follows me onsocial, I follow them back and I
(09:15):
open them and I thank them for thefollow with a voice memo.
Not recorded, just like, hey, Tom,appreciate the follow, man.
Checked out your profile.
Looks like you're doing some good
stuff.
Stay consistent.
I love it.
If you have any content ideas or
questions, hit me up.
Enjoy your day.
That's it.
Consistently do that.
(09:35):
So I'm consistently putting stuffall around, dropping breadcrumbs.
And so here's the dilemma that alot of you have.
I'm here to tell you, and you'regoing to have to believe some of
the stuff I'm talking about.
Hey, shocker.
I do know what I'm talking about.
I'm just making up stuff.
I wonder if this would work.
(09:57):
I wonder if we did this, if that
would, no, no, no. I don't talklike that.
It's the only thing I ever talkabout is stuff that is working or
has worked and will continue towork.
And it's because I've either doneit myself.
I'm doing it right now on my team.
I'm doing it right now in strategy
(10:17):
hub.
I'm doing it right now somewhere,
or I know people doing it and I'velooked under the hood at what
they're doing.
And I'm like, yep, that's working.
So if you were just average at allthe things around you, But your
consistency level was like 99%.
But you consistently reached out
to people, but you sent them aboring text.
Instead of asking, yeah, you'rejust going, hey, how you doing,
Tom?Which is like the worst text you
sent.
If you consistently just do that
over and over again, you will befar better off than trying to come
(10:40):
up with these awesome things tosay, sporadically sending them out
once in a while.
If you emailed your database,
maybe not once a week, maybe twicea month, over and over again, even
if your emails suck, and I get alot of your guys' emails and they
suck.
And so even if you keep sending
those shitty ass emails, you willstay top of mind because you'll be
(11:02):
in the inbox and maybe they readit, maybe they don't, maybe it's
just an average email, right?You don't have to be.
This amazing person in all thesethings.
If you turn your camera on andcommit for one year to record a
video, doesn't matter where youare, in your vehicle, at your
desk, walking the dog, doesn'tmatter.
And you just talk about what youdid that day in your business, in
(11:27):
your own words.
And you acted as if you were
building up this collection ofvideos that someday you were going
to store in a time vault and thenopen up later and look at.
but instead you actually post iton social and put it across three
platforms.
If you consistently did that for a
(11:49):
year, your business, without adoubt, would be drastically
different.
If you consistently stayed in
touch with your clients, and itcan be something as simple as
calling them once a quarter.
Yeah, calling them.
A lot of you have a database ofclients.
Let's call it 300.
Well, if you're going to call them
once a quarter, There's 12 weeksand a quarter, give or take, let's
(12:10):
say.
300 divided by 12 is 25 a week.
Call them on Tuesdays andThursdays.
Calls 12 people Tuesday, 12 peopleThursday.
Start at A and cycle your waythrough.
When you get them on the call, ifthey pick up, you're like, hey,
I'm just updating the informationI have on your mortgage because I
track it and I look foropportunities to save you money.
I just want to make sure what Igot is right or can you confirm
(12:33):
what you got?If you don't have in front of you,
I'm also going to send you afollow -up email.
I'm just going to ask you for fourpoints of information.
If you can get that to me, thenI'll track your information.
That way you're updating yourdata, plus you're staying in
touch.
Oh, while I have you here, do you
have any mortgage questions?Do you think that would work?
(12:56):
Yeah. 100 million percent.
12 calls on Tuesday, 12 calls on
Thursday forever.
After 12 weeks, you're back up to
A's, then B's, then C's, then D's,reaching out, connecting with
people.
There's all these ripple effects
of all this stuff too.
You being consistent in your
business is a muscle.
It works that muscle that deep
down, you start going, oh, wow, Iactually have a business.
Oh, wow, I actually have stuffhere.
And then you start realizing, wow,I don't need to do the X, Y, and
(13:17):
Z. I just need to do this.
I can layer on that other stuff
after.
But this is the foundation of my
business.
And here's the cool part.
You coming in as a brand newbroker, if you're a newer broker,
we've never been in a better timefor you to be a broker.
You can catch up very quickly.
Your lead pipeline can get full.
very quickly.
(13:39):
You don't have to be an
experienced broker with a bigemail list with a lot of contacts.
You can catch up.
And you know why?
Because a couple of reasons.
Brokers are lazy.
Anyone who's made money in thisindustry is extremely lazy.
You can come in and be uberconsistent, even if you're average
at what you're doing, andabsolutely crush other brokers
(14:02):
who've been in the game five to 20years.
Because majority of them aren'tconsistent at anything.
And so that's an exciting thing.
And then when you layer on social
media, and you've got freeadvertising, right?
In what other world can you getaccess to people who don't know
you at zero cost?And quickly, social media is a
(14:23):
front page.
news ad on the biggest paper in
your area for free.
It's got access to it.
You can run your whole businessfrom your phone.
You don't need a fancy computerand three screens.
It's nice to have, but your leadgeneration, your consistency and
all that, your social media,you're following up with people,
DM tax.
You can build your mortgage
business in your pajamas.
(14:44):
It's crazy.
Be consistent.
And the people I see that are
crushing it.
are consistent.
There's a common theme there.
They're very, very, very
consistent.
It's a superpower.
And all of you have the ability todo it, but you don't.
And that's why I'm like, man, ifI'm a new broker, this is pretty
(15:06):
exciting because nobody will be abit more consistent than me.
Check mark.
I don't have to know what I'm
talking about mortgages.
No, you don't.
You need to know enough aboutenough.
And then you figure it out behindthe scenes.
I don't need to know everything.
(15:32):
I need to know just enough because
I'm going to be so consistent.
Checkmark.
Nothing's going to fall throughthe cracks.
Checkmark.
I'm going to be consistent.
I'm going to lead by example withmy referral partners.
My referral partners are, most ofthem are commission -based.
Pretty much all my referralpartners are commission -based.
They get the hustle.
(15:52):
So if they see me being consistent
and they know that's what theyshould be doing or that's what
they do, Do you think they'regoing to have instant respect for
me?Yeah.
If I've reached out to referralpartners and asking for them to
(16:12):
sit down and meet with me and Itext and DM them and I've done it
six times and they haven'tresponded at all and I just keep
going until they tell me to fuckoff.
Do you think I am annoying them?They can just tell me to stop.
Or do you think I'm building upcertain levels of respect?
Yeah.
Because it's all stuff deep down
they know they should do.
At the very minimum, they're going
(16:34):
to respect what you're doing.
And it doesn't even matter what
you're saying.
You're staying in front of them.
If you are good at saying certainthings and understanding problems
of theirs and giving themsolutions and showing, not telling
things, much better.
Yes, awesome.
It's like gas on the fire.
But I'm telling you, you don't
even need to go figure that out.
(16:55):
You need to wake up every day and
go, how can I be consistentlyaverage at everything I do?
And if I just do that, that's afoundation for my business that no
one can take away, will be worth alot of money, and I can start
stacking on other things.
Why am I going to go learn how to
(17:15):
edit videos on my social when I'mnot making one video minimum a day
on three platforms?Why in the hell would I spend my
time learning to edit videos?Right?
I've never understood that part.
Well, I get it because it's easier
to feel like you're doingsomething, accomplishing something
instead of putting yourself outthere and actually building your
brand.
You'd rather tinker behind the
scenes on stuff.
We got a lot of tinkerers out
(17:37):
there where you fill up yourcalendar with these to -do things.
Sidebar, if you want to learn howto edit videos, you want to learn
any of those skillset stuff, go toUdemne.
I think it's U -D -E -M.
U -D -E -M.
And why?Just Google it.
They have all courses on thereranging from like nine bucks to 29
bucks with like reviews on thereof the course.
But it's like, hey, here, learnhow to do this in two hours.
(18:00):
And you pay them 19 bucks and thenboom.
Or you can go to YouTube.
Sidebar.
This podcast is brought to you byAmericano.
So most of the things that came tome in the mortgage world came to
me from just being consistent.
That's it.
There are certain days I put stuffout.
It's not as good as it could be.
(18:20):
And I'll give you an example.
I make this podcast.
So the last podcast I made on
this, I recorded 12 minutes, thenit kicks me off.
And then I went back in sixminutes and then the software
kicked me off.
And I don't know if my internet
wasn't good.
I was in the truck.
(18:41):
I was too close to the house.
I was in the driveway.
I was like, oh my God.
And so I was like, man, what do I
do here?I've spent 20 minutes recording.
I went into it twice.
I only record these one time.
I don't go in and edit them.
I don't do any of that.
I don't redo them.
Oh, I could have said this better.
I don't do that.
(19:03):
But in this instance, I couldn't
even get the one done.
So what do I do?
Well, it was getting later atnight.
So I just shut that down.
But then I was stewing in bed.
So the first thing I did in themorning was I woke up and I went
and did the podcast.
Did I have to do that?
No. Did someone put money in mybank account because I did that?
(19:25):
fuck no did someone pat me on theback and go good job ryan thank
you so much like oh you're amazinggood no did i like was there can i
draw a straight line from meconsistently getting that done to
me like something i got right allof us have these crazy
expectations when we go dosomething we should get this back
you need to first remove that andrealize no one owes you fucking
(19:46):
anything.
A referral partner does not owe
you business, does not owe youleads.
You reaching out and prospecting,they don't owe you a response.
You haven't done anything.
They don't owe you jack shit.
You are doing a podcast, you doinga YouTube video, you putting
content out on social.
The algorithm doesn't owe you
anything.
Nobody owes you anything.
There's no formula where if I godo this, I get this.
The formula is if I do this andnever stop, as long as I believe
in this, I will win.
(20:06):
That's what you have to wrap your
head around.
So what is the thing you know you
should be doing?I listed some very basic things in
there that I know most of you justaren't doing.
And then you look at your leadpipeline and you're like, I don't
have business.
This business is hard.
The banks are kicking my ass.
Interest rates, the economy,
inflation.
Sorry, hon, not getting paid this
(20:27):
month as much because the economy,everything's down.
No mortgage brokers are doingbusiness.
Everyone's books are down.
Like all the same shit narrative.
You'll consistently come up withstories.
So you're good at that, but you'renot good at consistently doing
things that help your business.
right?
Because I don't know if you'relooking for a pat on the back.
(20:49):
Oh, you had a good shift today,hon.
Well, good job, muffin.
You spent four hours prospecting.
Here's a cookie.
Good job.
Oh, aren't you a good dog?Like that's how I talk to my dog,
right?Like they need that.
We don't need that.
It's like, it's part of the gig.
(21:10):
It's what you signed up for.
Go be consistent and go be
average.
at whatever you're doing.
And then once I'm consistentlyaverage on my email marketing, on
mining my database, on updating myreferral partners, on building
relationships with my referralpartners, on keeping everyone
updated, on opening up five peoplea day that don't know me and
(21:32):
aren't expecting it, on calling mydatabase and checking in and
getting new data.
As soon as I'm consistent on all
that, then what I do is I go getbetter at what I'm doing.
I go, okay, I'm sending emails.
Maybe I just write better emails.
So now let's go learn how to writebetter emails and let's send more
emails.
And then I'm going to reach out to
(21:55):
my referral partners and I'm goingto go, okay, how do I create that
relationship and even get betterat it?
Is it supporting their events?Is it helping them create more
content?Why don't I ask them, how can I
help you?Whoa, mind blown.
So go get consistently average ateverything.
(22:15):
And raise your expectations.
Most of you, your expectations of
yourself and your business,yourself and your business,
they're so low.
They're so low.
You need to raise your standards,your standard of excellence,
whatever you want to call it,whatever buzzword you want.
You need to raise your standardsand realize you're running a
fucking business.
right?
You go start a restaurant orwhatever, and you got to drop a
hundred K in on equipment andsupplies and staff.
(22:38):
And then you have to get the printmedia and you're nervous and you
get the menu set.
And are they going to come?
And what happens if no one comes,all this food I throw out, get my
suppliers, get my like, Oh my God,you people can run a mortgage
business in your fuckingunderwear, but you don't off your
(22:59):
phone.
you don't off your phone.
Everything you want is sittingright there.
It's sitting there.
So go be consistent.
That's it, okay?That's it, kids.
This podcast is brought to you byAmericano.
Hopefully that resonated with you.
That was my number one superpower,
still is my number one superpower,is I consistently show up.
I show up.
And I'll tell you right now, there
are hundreds of times I don't wantto do this podcast.
(23:20):
There are hundreds of times Idon't want to make a reel.
Hundreds of times, I don't want tofire an email out.
There's times I don't want to showup to team calls for Team Wiley.
There's times I don't want to dothings.
So what do I do?I show up and I power through and
(23:46):
I do it because I believe if I dothat, I win long term and I have
no expectation.
Just because I showed up, no one
owes me anything.
So get over yourself.
Raise your standards.
Be consistent.
That's it kids.
Enjoy your week.
Peace out.
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