March 6, 2025 • 25 mins
In this episode, I share 1 question you need to ask yourself to set your framework for your business, as a way to quickly correct your mindset to keep you on the right path.
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Transcript
Episode Transcript
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(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
Game Podcast.
West Coast Wiley in the Dodge Ram
studio once again, coming to youlive.
This podcast is brought to you byAmericano.
(00:48):
They got an early shout out today.
Here we go.
Okay, let's get into it.
So this is one of those things.
Once again, there's a coupletopics I'm going to talk about
here.
But once again, My kids are in
soccer practice.
It's an hour thing.
And then they've got, and forthose of you going, no, you should
(01:09):
be watching your kids.
Well, they have three soccer
things today.
So I'm going to get my fill.
Okay.
So I could go in and sit into the
practice and shoot the shit withthe parents and do all that.
And just so happens these parentsare fricking awesome.
But I'm not, I'm going to recordthis podcast and then I'm going to
go in.
I'm going to watch the last 23
minutes.
I'm going to get them in the truck
(01:30):
and then we're going to drive tothe next game.
Because there's a game literallyright after across town.
So for those of you who haveexcuses, where you're like, I
can't do social, I can't prospectthrough DMs, I can't, I don't have
time, I don't have time.
It is a Saturday morning right
now.
It is 730.
And I'm sitting in my truckrecording this podcast for you.
So no excuses.
Like, it's just like you find
(01:52):
time.
You do.
If it's something you'repassionate about, if it's
something you believe is apriority in your business, you
just find the time.
So someone asked me the other day,
hey, Ryan, you've been in the gamefor a while.
When, what era would you ratherstart as a mortgage broker?
You've seen close to 15 years now.
What era would you start?
And it's not even, I didn't haveto hesitate.
(02:14):
I'm like, now.
If I, I'd rather be a new mortgage
broker now.
than a new mortgage broker 15
years ago, 10 years ago, fiveyears ago.
Not even close.
And the reason being is, man, it's
so much easier for you to get infront of people.
much easier for you to get infront of people.
This isn't what the podcast isabout anyways.
(02:37):
It was just a question I remembersomeone asked me on the spot here.
It's so easy for you to get infront of people now.
Whereas before it wasn't like withsocial media, right?
You can build your entire businessin your pajamas.
Like it's just bonkers to me.
And so like back in the day, like
I, it was the old thing, put asuit on, go out, meet people,
knock on doors, put yourself outthere.
That's not me.
(02:58):
I'm not that guy.
I did it.
I hated every second of it.
Didn't like doing it.
Go around, join networking events
and join, wear the fricking nametag bullshit and walk around and
it's awkward as fuck.
And everyone's, no one wants to be
there.
And let's be honest, a lot of
those people at those events, I'lljust throw it, put it out there.
There's some quirky individuals,right?
(03:19):
And it's usually like, it's justlike, it's not my jam, but that's
the old school way of doing it.
And that was the only way because
like social media wasn't really athing.
And so now it's insane how quicklyyou can get business as a new
broker.
You don't need to know everything.
You need to have someone, amentor, underwriting coach, team
leader.
You need someone that knows how to
structure files, where to putthem, teach you on the fly on
(03:43):
deals.
You need to learn 30 % of what it
is and then get out there andstart building a brand.
You don't even need to know allthat information before you start
building a brand.
You can just get out there and
start talking and just beconsistent.
It's just, I'm seeing new agentsright now pop up and then I get
them on a phone call and I'm like,so how many deals do you?
(04:04):
Oh yeah, my first year was notgreat.
I have 13 deals.
Now I'm like, that's really good.
And then there's agents doing evenway more than on their first year.
And I'm like, well, where are yougetting it from?
They're like, yeah, usually socialmedia, people are reaching out and
they're like, oh, you're soconsistent and I love it.
And I'm like, yeah, that's theworld we're in.
And so for those of you that thinksocial media doesn't work, I don't
(04:25):
know what to tell you.
I'm living proof that it works.
As an example, the old way ofbuilding a mortgage team was going
to all the conferences and goingto the blah, blah, blah, blah, and
then like cold calling people.
And how many of you listening here
have been hit up from salespeoplefrom different networks and
brokerages?Hey, just checking in.
How you doing?We should grab lunch.
There's sales forces withinbrokerages.
There's networks.
We've all, they're just crushing
LinkedIn, getting all yourinformation, doing cold outreach.
(04:46):
And then they switch to a text orcall game.
And then they just pummel youthere.
And then they want to take you forlunch.
And then they tell you how awesomeall their shit is.
And then you get in and it'sreally not what you thought.
But that's another story.
So that's the old way of building
(05:08):
it.
So I'm building a team.
I'm not going to things.
I went to one.
Last year, I'll probably go to oneor two, but it's not to build the
team.
It's just, it'll be to see the
people on the team, on my ownteam.
That's really what it's for.
It's not to go get other people
because I'm not out talking sales.
I'm just not that guy.
And so I'm doing all this from myoffice and through social media in
(05:31):
five months with 34 agents on theteam.
And so across BC, Alberta,Ontario, and soon to be prairies.
Just saying.
That's in five months.
No sales.
People come to us because we're
just showing them what we do.
And then we jump on a call.
So why can't you do that for yourbusiness?
Okay.
Anyway, so we're going to switch
gears here because we can beatthat horse forever.
But this podcast is brought to youby Americana.
(05:52):
Just the answer to my question isnow.
I don't care about it's harder toput deals together.
Especially if you're starting outnow, you don't know any different.
Right.
So people who were fattened up on
all the commissions before and thedeals and they spend three hours
and they get paid five, six,seven, eight K. And then now
(06:13):
they're like, oh, deals are hard.
Yeah, it is.
So can we just stop talking aboutit and just do it?
It's not changing.
This isn't going away.
It's the new thing.
And lenders behind the scenes,
they're going through some stuff.
You don't see it.
I see it.
I know what they're going through.
They're going through some backend pressure on a lot of things
and they're trying to figure outand they're getting the lay of the
(06:35):
land of the brokered.
side, the broker community is
changing on the fly for theselenders and they're trying to
adapt to it.
I'm not going to get into what
that is, but everyone's goingthrough a shit storm right now
trying to figure stuff out.
But if you're new, you're coming
in, you're like, I don't know anybetter.
This is awesome.
If social media, I can look bigger
than I am and get people talkingto me.
You couldn't do that before.
Absolutely.
(06:56):
It's way harder, way, way, way,way harder.
Now it's the easiest time ever tostart a business.
There are teenagers.
turning into millionaires off of a
platform.
But you're a 30, 40, 50 -year
-old, and you can't do that?It's crazy.
So let's shift gears.
Okay, so this question was asked
to me in a different form, I don'tknow, maybe 10 years ago.
And it was like, whoa, punch inthe gut.
And then I saw this question onsocial somewhere in the last, I
can't remember.
(07:17):
And I was like, Yeah, that's the
question.
That's the question.
And the question was this.
This was like, just stayed with me
for many, many, many years.
And it's what got me to do the
things I knew I needed to do.
And the question was along the
(07:38):
lines of this.
How many of you know what to do to
go get the business?How many of you know what to do,
but are not doing it?Right.
So I was in a room with, I don'tknow, probably seven or eight
brokers.
And this top dog broker came in
and he was talking to us.
And he looked around the room and
(08:00):
he was like, he was there to sortof like get us going.
Because we weren't, you know, hewas just like, hey, why the fuck
are you doing business type thing?And he asked, how many here know
what to do but aren't doing it?Put your hand up.
Right?Only two people put their hand up.
And then he went to the otherpeople and started interrogating
(08:20):
them onto...
What are your volumes?
And like, is that the business youwanted?
No, no. Put your hand up then.
It was one of those situations.
And it was a punch to the gutbecause it was like sitting there.
If you just ask me, what do I needto do?
If I ask you right now, what doyou need to do to grow your
business or to solve whatever theproblem is in your business?
What do you need to do?You'll list out a laundry list of
(08:46):
things.
Okay.
So you're not doing it though.
Yeah.
So keep your hand up, right?Your hand should be up to answer
that question.
So it's just an interesting thing,
a way to... I always need theseframeworks on stuff, things I can
go back to in the moment to helpquickly correct my mindset on
things.
And how do I build a coaching
business?How do I build a mortgage team?
How do I do?I know the answers.
So go do it.
Right.
So it brings me to my next point.
That's just a real question you
(09:06):
should be asking yourself.
How many of you know, but aren't
doing or choosing not to do it?I can tell you probably 90 % of
you are just choosing not to, youknow what to do.
Okay.
A lot of people looking for
shortcuts out there.
There are no shortcuts.
There are zero shortcuts, right?Take seven to 12 months to get
(09:26):
that good referral partner to workwith you.
Seven to 12 months, not of youmessage them and then the seven,
12 months to send you a deal everyweek or every second week, you're
sending them something, staying intouch, adding value.
And then they send you a lead.
right that's the expectation so um
brings me my next one this is abig one this is so we use an
(09:47):
acronym tnt i haven't reallytalked about this a lot um there
this was a story that was told tome and i my memory is not super
awesome on certain things way backwhen some things stick with me
some things don't so this story iknow the the framework of the
story was how the little guy justkeeps on getting on how the That
player makes the team that doesn'thave all the talent.
(10:09):
And so it comes down to this.
I'm not framing this right, but
I'm going to bring it back to youhere.
There are things I'm going to listout things, just basic things,
following up with people, beingconsistent on social, being
following up to your referralpartners, following up, like just
following up.
I've done a podcast on it.
It's just like that alone.
(10:29):
You can have a massive shift in
your business.
All these things all around us,
this is why I say it's the besttime to be a mortgage broker.
A new mortgage broker, and I justthink a mortgage broker in
general, is right now.
I think this is a phenomenal time
because you can build a $50million business.
You can go make a half milliondollars in your pajamas, and you
(10:51):
can build it all on this.
TNT takes no talent.
There are things you can do inyour business.
If I write TNT in a whiteboard,imagine that, and then I just
start branching off.
all the things.
You don't need talent to makephone calls.
You don't need talent to be a goodindividual, a good human and check
in on people.
You don't need talent to follow up
on emails, to do the things yousaid you were going to do.
(11:15):
Do the obvious, I call it.
You don't need talent to introduce
yourself to BDMs, to ask people ifthey have anyone in their circle
that could use your services.
Doesn't take any talent.
To remind people what you do for aliving.
Doesn't take any talent to clickrecord.
Record something and send it outto the universe.
Something you learned that day.
Doesn't take any talent to be
(11:36):
vulnerable.
Just be yourself.
Does it take talent to beyourself?
Like, really?I see a lot of posers out there.
Just be yourself, man.
People will find you.
They will.
Doesn't take any talent to...
Reach out to referral partnersthat you think could benefit your
business and you could benefittheirs.
It doesn't take any talent to gofor coffee with someone, to
connect belly to belly, eye toeye.
It doesn't take any talent to pickthe phone up and ask someone for
(11:58):
help.
I'm not talking a lead source.
I'm talking a colleague, a BDM, amentor.
Like that takes no talent.
So there's all these things all
around you every single second ofthe day that take zero talent and
have nothing to do with how longyou've been a broker.
(12:19):
Nothing to do.
I wish I could do a challenge
where, you know, those where theytake a millionaire and they drop
them in a city with nothing andthey go, go.
I wish I could do that on mortgagebrokering.
I'm like, go, drop me somewhere.
And go and I'd build a $50 million
(12:41):
business in the first 12 months.
Without a doubt.
I wouldn't go learn stuff.
I wouldn't be doing that.
I would do all the TNT.
Just think that.
TNT.
Takes no talent.
Takes no talent to do all those.
And there's many, many more things
I didn't even mention there.
So the purpose of this is a lot of
(13:04):
you are just in your own way.
This podcast is brought to you by
Americana.
Right.
I've said this many times.
It's not the lenders.
It's not the interest rates, notthe banks.
It's not.
It's harder to get a deal done.
Oh, muffin.
It's so hard.
(13:24):
So hard.
So what do we do, man?
Come to me with solutions.
What do we do?
Do we sit and bitch and whineabout it?
Like if your kid came to you, whatwould you say to them?
It's our job.
It's not our job to be our kid's
best friend.
This is my own philosophy.
It's not yours.
It's my job to prepare them for
(13:47):
the fucking world that's coming.
Be a provider, give them a safe
place, make them feel love, andget them ready for the real
fucking world.
So when they come to me and they
start complaining about shit, do Ibe like, yeah, you're right.
It's okay.
It's like, hell no. I'm like,
yeah.
Now what?
Cool.
Now what?
What are we going to do?Jagger, Holt, those are my kids.
(14:11):
What are we going to do?Are we going to sit and whine and
be a bystander and sit over hereand follow other people?
Or are we going to stand up, ownit?
We made a mistake.
Yeah, it's hard.
Okay, now let's just stop sayingthat and let's carry, there's a
brick wall in front of us.
(14:31):
What are we going to do?
Are we going to punch through it?Are we going to step around it and
then keep going?I don't give a shit.
But we're not just going to standstill.
And a lot of you are just standingstill.
And a lot of you are actuallywalking backwards.
I can see it.
So I don't know.
I don't know what the message is,what it needs to be.
(14:54):
But that's also not my fight tofight.
I'm just giving you my perspectiveon things from what I see it.
And yeah, it's hard to get dealsdone.
Okay.
I don't want to hear it anymore.
Whatever.
Let's carry on.
Like, what are we going to do?That's it.
(15:16):
I shift like solution.
Don't come to me with problems.
Come to me with solutions.
Tell me the problem.
Tell me a solution.
It doesn't have to be the right
one.
But come to me with solutions.
That's what I tell my kids.
Right?
Great.
Awesome.
So now we just wasted threeminutes of my time by telling me
all this.
And we're no further off.
My principal, which drove me nutsin grade five and six, four, five
(15:38):
and six, drove me nuts.
I was like, no, that's not the
way.
It has to be different than that.
I remember, I told you memory'sgood on something.
He's like, Ryan, you're eitherpart of the problem or you're part
of the solution.
I'm like, that's such bullshit.
Can I be in the middle?Like even when I was in grade
four, five, six, I was like, no,man, there's situations where I
(16:00):
can be because I was always tryingto like work things.
And it's like, so in this, you'repart of the problem or the
solution.
That's where I go.
So TNT takes no talent.
I want to be, I want those people
on my team.
I want those people that make
their bed every day and gets theminto a routine.
I want those people that whenthey're on a sports team, they
(16:23):
pick their jersey up.
They, they put it up, they hang
where it's supposed to go.
I want, takes no talent.
I want the people that in practicedrills don't cut lines.
They don't.
Like miss out on the exercise.
I see kids in my soccer practiceall the time.
I'll get on my kid for that.
Like more than other stuff.
You're rough in a game.
(16:43):
Don't care.
You didn't do, you were supposedto do 10 pushups and you did eight
and three of them suck.
We got a problem because how you
practice is how you play.
It's cliche, but it's true.
What the things you do when noone's looking, that's what defines
you.
That will end up being your thing.
How you practice is how you play.
And a lot of you aren't really
practicing that well.
(17:04):
You're out tricking people into
thinking you're practicing,tricking yourself into thinking
you're doing things good.
And I don't know what you're doing
on the computer.
And I don't know who you're
talking to.
I don't know what you're saying.
But all of a sudden, poof, sixhours of your day are gone.
And what did mommy or daddy orwhat did you do?
Fuck, sweet fuck all.
Oh, man, it's getting spicy in
(17:25):
here again.
I got to tone this down.
So we covered a couple of things.
What I thought was the best time
to be a broker, I think it's now,right?
That's my opinion.
You can't convince me otherwise
with how quickly, like I said, Ijust go back to, I see teenagers
turning into millionaires from asocial platform.
And you're telling me a grown -assadult can't go build a brand about
(17:48):
being a mortgage broker.
on Instagram or build YouTube and
get people to build trust.
You're telling me you can't do
that, but a fucking 12 -year -oldover here can do that and sell
backpacks.
Like, come on.
Really?Come on.
So now that becomes, if you're amortgage broker in today's world,
and I have people on my team thatdon't want to do social, and
(18:12):
that's super cool.
I don't care.
I'm not going to sit there.
Say, you got to do it.
You do what you do.
We provide certain things for you
and then you choose to use them ornot.
Whatever.
It doesn't matter to me.
There's certain people that haveother business models.
I totally get it.
Totally get it.
But if I'm a broker in today's dayand age, the skill set, this is
more important.
Understanding how to be consistent
(18:33):
and comfortable on camera andbeing a storyteller and building a
brand.
That's more important than
structuring a file.
1 ,000%.
And it's not because I can gethelp on that.
I can get help how to structure afile.
I can send an email, make a phonecall, send a text.
I can get help on that.
(18:55):
I can't get help on my face being
out there on Instagram talkingabout mortgages to get people to
like and trust me to book adiscovery call with me.
I can't get help with that.
I can hire people to put up these
postcard things that don't doanything, but I need to be on
(19:17):
video on social or just don't beon it.
Just wasting your time.
So that's what I'm saying.
This is more important than youstructuring files.
So this, as a business owner, 2025and moving forward, and even the
past couple of years, this has tobe a big thing, learning social
media.
It always comes back to this,
doesn't it?The social thing.
I talked to a broker yesterday andyou know who you are.
(19:37):
I won't mention you by name, butyou know who you are.
I talked to you and he's a newbroker.
He's been about a year.
He reached out.
He's like, Hey, I want to jointeam Wiley.
I'm like, you're not ready, man.
X, Y, Z. You're not ready.
(19:58):
You need to go learn a bunch ofstuff still.
And then come back to me in sixmonths.
He's like, got it.
But we checked out his social
stuff.
He's doing deals.
He's doing, I think this year he'sgot three or 4 million done.
And he's, I think if I believe inhis 10th month.
Something like that.
First six months is really just
(20:19):
learning a bunch of stuff.
But he went out and built a brand
on social.
on social.
I went and looked.
I looked at it.
I'm like, man, this is great.
This is freaking awesome.
He's like, yeah, people know menow.
And people are reaching out forhim.
And he's like, I don't know whypeople don't.
I'm like, yeah, don't tell anyone.
(20:40):
Let them suffer in silence, as
they say.
And he's like, yeah.
And so he's out hustling at asecond job, working in a mall at a
Freedom Mobile.
working 20, 30 hours a week.
And then he gets leads from there.
And they puts them into his email
list.
He's listening to the podcast.
He's like, right, I listen to thepodcast.
I'm just doing what you're saying.
(21:00):
And then I put them on my email
list and I market to him there.
And then I do my social.
And he's like, that's where mydeals are coming from.
And I'm like, ah, go figure, eh?Interesting.
But he's a newer agent.
So phenomenal.
I know agents who have been in thegame for 10 years who haven't
closed 4 million already.
Right?
It's one of those interestingthings.
So that's it, kids.
TNT, TNT, Dynamite.
It's ACDC song for those of youwho don't know.
For those of you who do, how aboutthat, eh?
(21:22):
A little pop culture reference.
Takes no talent.
You should be writing thatsomewhere on a board in front of
you.
If you ever need to get centered,
you get off.
Like how many of you know what to
do in your business but are notdoing it?
Put your hand up.
And then TNT.
That should set you right.
It did me for many years.
I was like, takes no talent.
Just do the things that take no
(21:43):
talent, Ryan.
I don't need to go learn anymore.
I don't.
If I'm going to learn, I'm going
to go learn how to build a brandon social.
So last thing, because I thinkthis is very important.
First, podcast brought to you byAmericana.
This came up in conversation thisweek.
And it was, hey, Ryan, should I gobuild social right now?
I'm a newer, I've been a year andI haven't really done much.
Should I go build my brand there?The answer is yes, but not now.
Yes, but now you're like, Ryan,I'm really confused because you're
(22:04):
saying, go do this, go do that.
No, he has another plan.
I gave him a four -step plan to goexecute.
Go do that before you go do this.
But in the meantime, in the
meantime, you should become astudent of the game.
If you believe social media canmake you millions of dollars and
(22:24):
it will, if you believe orwhatever it is you think can do
that, go become a student of thegame.
So instead of TV, at nighttimeinstead of whatever the hell
you're doing, scrolling, doomscrolling, they call it, whatever
you're doing, that's just likeyou're checking out and you're
just like chilling out.
Go and learn about that.
Go and watch you.
This is what I do.
I'm like, I geek out.
And during the week, I watch no TV
(22:46):
unless it's an Oilers game.
I watch no TV and I just start
learning.
And it's like, hey, I'm going to
go learn this.
And yesterday, I'll give an
example.
Yesterday, I spent an hour and a
half.
Of time I did not want to.
Learning how to use the remixfeature to do reaction videos on
Instagram.
I can't believe those words just
(23:06):
left my mouth.
I can't believe it.
In that row, I can't believe it.
But I did.
And did I learn?Yes.
Something that maybe should havetaken me 15 minutes took me an
hour and a half.
But I locked myself in a room and
I figured it out.
So guess what?
I'm smarter on social today than Iwas yesterday.
I have a new skill set.
Now I have a new way to record
content that will resonate withpeople and just show a different
angle, which will help build mybrand.
(23:28):
See where I'm going?So instead of you watching the
Netflix stuff and all this, whichis cool, but you're no better off.
Just think about that for amoment.
It's not like you shut off.
You're an entrepreneur.
There are no nine to five hours.
You just don't go.
Because your brain's always going,especially if you want to up your
game, turn it into a hobby.
All the hobbies you have, I got
rid of and I replaced with stufffor my business.
(23:53):
I got rid of fantasy football,which was, I loved it.
It was awesome.
But I was like, how can I be
struggling as a business ownerover here and then go and spend an
hour on my fantasy football when Ishould be learning an hour on a
skill set that's going to go helpmake money for my family?
That's my mentality.
That should be yours.
Anyways, that's it, kids.
This is The Mortgage Game.
(24:13):
Thanks for listening.
Peace out till next week.
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
Game Podcast.
West Coast Wiley in the Dodge Ram
studio once again, coming to youlive.
This podcast is brought to you byAmericano.
(00:48):
They got an early shout out today.
Here we go.
Okay, let's get into it.
So this is one of those things.
Once again, there's a coupletopics I'm going to talk about
here.
But once again, My kids are in
soccer practice.
It's an hour thing.
And then they've got, and forthose of you going, no, you should
(01:09):
be watching your kids.
Well, they have three soccer
things today.
So I'm going to get my fill.
Okay.
So I could go in and sit into the
practice and shoot the shit withthe parents and do all that.
And just so happens these parentsare fricking awesome.
But I'm not, I'm going to recordthis podcast and then I'm going to
go in.
I'm going to watch the last 23
minutes.
I'm going to get them in the truck
(01:30):
and then we're going to drive tothe next game.
Because there's a game literallyright after across town.
So for those of you who haveexcuses, where you're like, I
can't do social, I can't prospectthrough DMs, I can't, I don't have
time, I don't have time.
It is a Saturday morning right
now.
It is 730.
And I'm sitting in my truckrecording this podcast for you.
So no excuses.
Like, it's just like you find
(01:52):
time.
You do.
If it's something you'repassionate about, if it's
something you believe is apriority in your business, you
just find the time.
So someone asked me the other day,
hey, Ryan, you've been in the gamefor a while.
When, what era would you ratherstart as a mortgage broker?
You've seen close to 15 years now.
What era would you start?
And it's not even, I didn't haveto hesitate.
(02:14):
I'm like, now.
If I, I'd rather be a new mortgage
broker now.
than a new mortgage broker 15
years ago, 10 years ago, fiveyears ago.
Not even close.
And the reason being is, man, it's
so much easier for you to get infront of people.
much easier for you to get infront of people.
This isn't what the podcast isabout anyways.
(02:37):
It was just a question I remembersomeone asked me on the spot here.
It's so easy for you to get infront of people now.
Whereas before it wasn't like withsocial media, right?
You can build your entire businessin your pajamas.
Like it's just bonkers to me.
And so like back in the day, like
I, it was the old thing, put asuit on, go out, meet people,
knock on doors, put yourself outthere.
That's not me.
(02:58):
I'm not that guy.
I did it.
I hated every second of it.
Didn't like doing it.
Go around, join networking events
and join, wear the fricking nametag bullshit and walk around and
it's awkward as fuck.
And everyone's, no one wants to be
there.
And let's be honest, a lot of
those people at those events, I'lljust throw it, put it out there.
There's some quirky individuals,right?
(03:19):
And it's usually like, it's justlike, it's not my jam, but that's
the old school way of doing it.
And that was the only way because
like social media wasn't really athing.
And so now it's insane how quicklyyou can get business as a new
broker.
You don't need to know everything.
You need to have someone, amentor, underwriting coach, team
leader.
You need someone that knows how to
structure files, where to putthem, teach you on the fly on
(03:43):
deals.
You need to learn 30 % of what it
is and then get out there andstart building a brand.
You don't even need to know allthat information before you start
building a brand.
You can just get out there and
start talking and just beconsistent.
It's just, I'm seeing new agentsright now pop up and then I get
them on a phone call and I'm like,so how many deals do you?
(04:04):
Oh yeah, my first year was notgreat.
I have 13 deals.
Now I'm like, that's really good.
And then there's agents doing evenway more than on their first year.
And I'm like, well, where are yougetting it from?
They're like, yeah, usually socialmedia, people are reaching out and
they're like, oh, you're soconsistent and I love it.
And I'm like, yeah, that's theworld we're in.
And so for those of you that thinksocial media doesn't work, I don't
(04:25):
know what to tell you.
I'm living proof that it works.
As an example, the old way ofbuilding a mortgage team was going
to all the conferences and goingto the blah, blah, blah, blah, and
then like cold calling people.
And how many of you listening here
have been hit up from salespeoplefrom different networks and
brokerages?Hey, just checking in.
How you doing?We should grab lunch.
There's sales forces withinbrokerages.
There's networks.
We've all, they're just crushing
LinkedIn, getting all yourinformation, doing cold outreach.
(04:46):
And then they switch to a text orcall game.
And then they just pummel youthere.
And then they want to take you forlunch.
And then they tell you how awesomeall their shit is.
And then you get in and it'sreally not what you thought.
But that's another story.
So that's the old way of building
(05:08):
it.
So I'm building a team.
I'm not going to things.
I went to one.
Last year, I'll probably go to oneor two, but it's not to build the
team.
It's just, it'll be to see the
people on the team, on my ownteam.
That's really what it's for.
It's not to go get other people
because I'm not out talking sales.
I'm just not that guy.
And so I'm doing all this from myoffice and through social media in
(05:31):
five months with 34 agents on theteam.
And so across BC, Alberta,Ontario, and soon to be prairies.
Just saying.
That's in five months.
No sales.
People come to us because we're
just showing them what we do.
And then we jump on a call.
So why can't you do that for yourbusiness?
Okay.
Anyway, so we're going to switch
gears here because we can beatthat horse forever.
But this podcast is brought to youby Americana.
(05:52):
Just the answer to my question isnow.
I don't care about it's harder toput deals together.
Especially if you're starting outnow, you don't know any different.
Right.
So people who were fattened up on
all the commissions before and thedeals and they spend three hours
and they get paid five, six,seven, eight K. And then now
(06:13):
they're like, oh, deals are hard.
Yeah, it is.
So can we just stop talking aboutit and just do it?
It's not changing.
This isn't going away.
It's the new thing.
And lenders behind the scenes,
they're going through some stuff.
You don't see it.
I see it.
I know what they're going through.
They're going through some backend pressure on a lot of things
and they're trying to figure outand they're getting the lay of the
(06:35):
land of the brokered.
side, the broker community is
changing on the fly for theselenders and they're trying to
adapt to it.
I'm not going to get into what
that is, but everyone's goingthrough a shit storm right now
trying to figure stuff out.
But if you're new, you're coming
in, you're like, I don't know anybetter.
This is awesome.
If social media, I can look bigger
than I am and get people talkingto me.
You couldn't do that before.
Absolutely.
(06:56):
It's way harder, way, way, way,way harder.
Now it's the easiest time ever tostart a business.
There are teenagers.
turning into millionaires off of a
platform.
But you're a 30, 40, 50 -year
-old, and you can't do that?It's crazy.
So let's shift gears.
Okay, so this question was asked
to me in a different form, I don'tknow, maybe 10 years ago.
And it was like, whoa, punch inthe gut.
And then I saw this question onsocial somewhere in the last, I
can't remember.
(07:17):
And I was like, Yeah, that's the
question.
That's the question.
And the question was this.
This was like, just stayed with me
for many, many, many years.
And it's what got me to do the
things I knew I needed to do.
And the question was along the
(07:38):
lines of this.
How many of you know what to do to
go get the business?How many of you know what to do,
but are not doing it?Right.
So I was in a room with, I don'tknow, probably seven or eight
brokers.
And this top dog broker came in
and he was talking to us.
And he looked around the room and
(08:00):
he was like, he was there to sortof like get us going.
Because we weren't, you know, hewas just like, hey, why the fuck
are you doing business type thing?And he asked, how many here know
what to do but aren't doing it?Put your hand up.
Right?Only two people put their hand up.
And then he went to the otherpeople and started interrogating
(08:20):
them onto...
What are your volumes?
And like, is that the business youwanted?
No, no. Put your hand up then.
It was one of those situations.
And it was a punch to the gutbecause it was like sitting there.
If you just ask me, what do I needto do?
If I ask you right now, what doyou need to do to grow your
business or to solve whatever theproblem is in your business?
What do you need to do?You'll list out a laundry list of
(08:46):
things.
Okay.
So you're not doing it though.
Yeah.
So keep your hand up, right?Your hand should be up to answer
that question.
So it's just an interesting thing,
a way to... I always need theseframeworks on stuff, things I can
go back to in the moment to helpquickly correct my mindset on
things.
And how do I build a coaching
business?How do I build a mortgage team?
How do I do?I know the answers.
So go do it.
Right.
So it brings me to my next point.
That's just a real question you
(09:06):
should be asking yourself.
How many of you know, but aren't
doing or choosing not to do it?I can tell you probably 90 % of
you are just choosing not to, youknow what to do.
Okay.
A lot of people looking for
shortcuts out there.
There are no shortcuts.
There are zero shortcuts, right?Take seven to 12 months to get
(09:26):
that good referral partner to workwith you.
Seven to 12 months, not of youmessage them and then the seven,
12 months to send you a deal everyweek or every second week, you're
sending them something, staying intouch, adding value.
And then they send you a lead.
right that's the expectation so um
brings me my next one this is abig one this is so we use an
(09:47):
acronym tnt i haven't reallytalked about this a lot um there
this was a story that was told tome and i my memory is not super
awesome on certain things way backwhen some things stick with me
some things don't so this story iknow the the framework of the
story was how the little guy justkeeps on getting on how the That
player makes the team that doesn'thave all the talent.
(10:09):
And so it comes down to this.
I'm not framing this right, but
I'm going to bring it back to youhere.
There are things I'm going to listout things, just basic things,
following up with people, beingconsistent on social, being
following up to your referralpartners, following up, like just
following up.
I've done a podcast on it.
It's just like that alone.
(10:29):
You can have a massive shift in
your business.
All these things all around us,
this is why I say it's the besttime to be a mortgage broker.
A new mortgage broker, and I justthink a mortgage broker in
general, is right now.
I think this is a phenomenal time
because you can build a $50million business.
You can go make a half milliondollars in your pajamas, and you
(10:51):
can build it all on this.
TNT takes no talent.
There are things you can do inyour business.
If I write TNT in a whiteboard,imagine that, and then I just
start branching off.
all the things.
You don't need talent to makephone calls.
You don't need talent to be a goodindividual, a good human and check
in on people.
You don't need talent to follow up
on emails, to do the things yousaid you were going to do.
(11:15):
Do the obvious, I call it.
You don't need talent to introduce
yourself to BDMs, to ask people ifthey have anyone in their circle
that could use your services.
Doesn't take any talent.
To remind people what you do for aliving.
Doesn't take any talent to clickrecord.
Record something and send it outto the universe.
Something you learned that day.
Doesn't take any talent to be
(11:36):
vulnerable.
Just be yourself.
Does it take talent to beyourself?
Like, really?I see a lot of posers out there.
Just be yourself, man.
People will find you.
They will.
Doesn't take any talent to...
Reach out to referral partnersthat you think could benefit your
business and you could benefittheirs.
It doesn't take any talent to gofor coffee with someone, to
connect belly to belly, eye toeye.
It doesn't take any talent to pickthe phone up and ask someone for
(11:58):
help.
I'm not talking a lead source.
I'm talking a colleague, a BDM, amentor.
Like that takes no talent.
So there's all these things all
around you every single second ofthe day that take zero talent and
have nothing to do with how longyou've been a broker.
(12:19):
Nothing to do.
I wish I could do a challenge
where, you know, those where theytake a millionaire and they drop
them in a city with nothing andthey go, go.
I wish I could do that on mortgagebrokering.
I'm like, go, drop me somewhere.
And go and I'd build a $50 million
(12:41):
business in the first 12 months.
Without a doubt.
I wouldn't go learn stuff.
I wouldn't be doing that.
I would do all the TNT.
Just think that.
TNT.
Takes no talent.
Takes no talent to do all those.
And there's many, many more things
I didn't even mention there.
So the purpose of this is a lot of
(13:04):
you are just in your own way.
This podcast is brought to you by
Americana.
Right.
I've said this many times.
It's not the lenders.
It's not the interest rates, notthe banks.
It's not.
It's harder to get a deal done.
Oh, muffin.
It's so hard.
(13:24):
So hard.
So what do we do, man?
Come to me with solutions.
What do we do?
Do we sit and bitch and whineabout it?
Like if your kid came to you, whatwould you say to them?
It's our job.
It's not our job to be our kid's
best friend.
This is my own philosophy.
It's not yours.
It's my job to prepare them for
(13:47):
the fucking world that's coming.
Be a provider, give them a safe
place, make them feel love, andget them ready for the real
fucking world.
So when they come to me and they
start complaining about shit, do Ibe like, yeah, you're right.
It's okay.
It's like, hell no. I'm like,
yeah.
Now what?
Cool.
Now what?
What are we going to do?Jagger, Holt, those are my kids.
(14:11):
What are we going to do?Are we going to sit and whine and
be a bystander and sit over hereand follow other people?
Or are we going to stand up, ownit?
We made a mistake.
Yeah, it's hard.
Okay, now let's just stop sayingthat and let's carry, there's a
brick wall in front of us.
(14:31):
What are we going to do?
Are we going to punch through it?Are we going to step around it and
then keep going?I don't give a shit.
But we're not just going to standstill.
And a lot of you are just standingstill.
And a lot of you are actuallywalking backwards.
I can see it.
So I don't know.
I don't know what the message is,what it needs to be.
(14:54):
But that's also not my fight tofight.
I'm just giving you my perspectiveon things from what I see it.
And yeah, it's hard to get dealsdone.
Okay.
I don't want to hear it anymore.
Whatever.
Let's carry on.
Like, what are we going to do?That's it.
(15:16):
I shift like solution.
Don't come to me with problems.
Come to me with solutions.
Tell me the problem.
Tell me a solution.
It doesn't have to be the right
one.
But come to me with solutions.
That's what I tell my kids.
Right?
Great.
Awesome.
So now we just wasted threeminutes of my time by telling me
all this.
And we're no further off.
My principal, which drove me nutsin grade five and six, four, five
(15:38):
and six, drove me nuts.
I was like, no, that's not the
way.
It has to be different than that.
I remember, I told you memory'sgood on something.
He's like, Ryan, you're eitherpart of the problem or you're part
of the solution.
I'm like, that's such bullshit.
Can I be in the middle?Like even when I was in grade
four, five, six, I was like, no,man, there's situations where I
(16:00):
can be because I was always tryingto like work things.
And it's like, so in this, you'repart of the problem or the
solution.
That's where I go.
So TNT takes no talent.
I want to be, I want those people
on my team.
I want those people that make
their bed every day and gets theminto a routine.
I want those people that whenthey're on a sports team, they
(16:23):
pick their jersey up.
They, they put it up, they hang
where it's supposed to go.
I want, takes no talent.
I want the people that in practicedrills don't cut lines.
They don't.
Like miss out on the exercise.
I see kids in my soccer practiceall the time.
I'll get on my kid for that.
Like more than other stuff.
You're rough in a game.
(16:43):
Don't care.
You didn't do, you were supposedto do 10 pushups and you did eight
and three of them suck.
We got a problem because how you
practice is how you play.
It's cliche, but it's true.
What the things you do when noone's looking, that's what defines
you.
That will end up being your thing.
How you practice is how you play.
And a lot of you aren't really
practicing that well.
(17:04):
You're out tricking people into
thinking you're practicing,tricking yourself into thinking
you're doing things good.
And I don't know what you're doing
on the computer.
And I don't know who you're
talking to.
I don't know what you're saying.
But all of a sudden, poof, sixhours of your day are gone.
And what did mommy or daddy orwhat did you do?
Fuck, sweet fuck all.
Oh, man, it's getting spicy in
(17:25):
here again.
I got to tone this down.
So we covered a couple of things.
What I thought was the best time
to be a broker, I think it's now,right?
That's my opinion.
You can't convince me otherwise
with how quickly, like I said, Ijust go back to, I see teenagers
turning into millionaires from asocial platform.
And you're telling me a grown -assadult can't go build a brand about
(17:48):
being a mortgage broker.
on Instagram or build YouTube and
get people to build trust.
You're telling me you can't do
that, but a fucking 12 -year -oldover here can do that and sell
backpacks.
Like, come on.
Really?Come on.
So now that becomes, if you're amortgage broker in today's world,
and I have people on my team thatdon't want to do social, and
(18:12):
that's super cool.
I don't care.
I'm not going to sit there.
Say, you got to do it.
You do what you do.
We provide certain things for you
and then you choose to use them ornot.
Whatever.
It doesn't matter to me.
There's certain people that haveother business models.
I totally get it.
Totally get it.
But if I'm a broker in today's dayand age, the skill set, this is
more important.
Understanding how to be consistent
(18:33):
and comfortable on camera andbeing a storyteller and building a
brand.
That's more important than
structuring a file.
1 ,000%.
And it's not because I can gethelp on that.
I can get help how to structure afile.
I can send an email, make a phonecall, send a text.
I can get help on that.
(18:55):
I can't get help on my face being
out there on Instagram talkingabout mortgages to get people to
like and trust me to book adiscovery call with me.
I can't get help with that.
I can hire people to put up these
postcard things that don't doanything, but I need to be on
(19:17):
video on social or just don't beon it.
Just wasting your time.
So that's what I'm saying.
This is more important than youstructuring files.
So this, as a business owner, 2025and moving forward, and even the
past couple of years, this has tobe a big thing, learning social
media.
It always comes back to this,
doesn't it?The social thing.
I talked to a broker yesterday andyou know who you are.
(19:37):
I won't mention you by name, butyou know who you are.
I talked to you and he's a newbroker.
He's been about a year.
He reached out.
He's like, Hey, I want to jointeam Wiley.
I'm like, you're not ready, man.
X, Y, Z. You're not ready.
(19:58):
You need to go learn a bunch ofstuff still.
And then come back to me in sixmonths.
He's like, got it.
But we checked out his social
stuff.
He's doing deals.
He's doing, I think this year he'sgot three or 4 million done.
And he's, I think if I believe inhis 10th month.
Something like that.
First six months is really just
(20:19):
learning a bunch of stuff.
But he went out and built a brand
on social.
on social.
I went and looked.
I looked at it.
I'm like, man, this is great.
This is freaking awesome.
He's like, yeah, people know menow.
And people are reaching out forhim.
And he's like, I don't know whypeople don't.
I'm like, yeah, don't tell anyone.
(20:40):
Let them suffer in silence, as
they say.
And he's like, yeah.
And so he's out hustling at asecond job, working in a mall at a
Freedom Mobile.
working 20, 30 hours a week.
And then he gets leads from there.
And they puts them into his email
list.
He's listening to the podcast.
He's like, right, I listen to thepodcast.
I'm just doing what you're saying.
(21:00):
And then I put them on my email
list and I market to him there.
And then I do my social.
And he's like, that's where mydeals are coming from.
And I'm like, ah, go figure, eh?Interesting.
But he's a newer agent.
So phenomenal.
I know agents who have been in thegame for 10 years who haven't
closed 4 million already.
Right?
It's one of those interestingthings.
So that's it, kids.
TNT, TNT, Dynamite.
It's ACDC song for those of youwho don't know.
For those of you who do, how aboutthat, eh?
(21:22):
A little pop culture reference.
Takes no talent.
You should be writing thatsomewhere on a board in front of
you.
If you ever need to get centered,
you get off.
Like how many of you know what to
do in your business but are notdoing it?
Put your hand up.
And then TNT.
That should set you right.
It did me for many years.
I was like, takes no talent.
Just do the things that take no
(21:43):
talent, Ryan.
I don't need to go learn anymore.
I don't.
If I'm going to learn, I'm going
to go learn how to build a brandon social.
So last thing, because I thinkthis is very important.
First, podcast brought to you byAmericana.
This came up in conversation thisweek.
And it was, hey, Ryan, should I gobuild social right now?
I'm a newer, I've been a year andI haven't really done much.
Should I go build my brand there?The answer is yes, but not now.
Yes, but now you're like, Ryan,I'm really confused because you're
(22:04):
saying, go do this, go do that.
No, he has another plan.
I gave him a four -step plan to goexecute.
Go do that before you go do this.
But in the meantime, in the
meantime, you should become astudent of the game.
If you believe social media canmake you millions of dollars and
(22:24):
it will, if you believe orwhatever it is you think can do
that, go become a student of thegame.
So instead of TV, at nighttimeinstead of whatever the hell
you're doing, scrolling, doomscrolling, they call it, whatever
you're doing, that's just likeyou're checking out and you're
just like chilling out.
Go and learn about that.
Go and watch you.
This is what I do.
I'm like, I geek out.
And during the week, I watch no TV
(22:46):
unless it's an Oilers game.
I watch no TV and I just start
learning.
And it's like, hey, I'm going to
go learn this.
And yesterday, I'll give an
example.
Yesterday, I spent an hour and a
half.
Of time I did not want to.
Learning how to use the remixfeature to do reaction videos on
Instagram.
I can't believe those words just
(23:06):
left my mouth.
I can't believe it.
In that row, I can't believe it.
But I did.
And did I learn?Yes.
Something that maybe should havetaken me 15 minutes took me an
hour and a half.
But I locked myself in a room and
I figured it out.
So guess what?
I'm smarter on social today than Iwas yesterday.
I have a new skill set.
Now I have a new way to record
content that will resonate withpeople and just show a different
angle, which will help build mybrand.
(23:28):
See where I'm going?So instead of you watching the
Netflix stuff and all this, whichis cool, but you're no better off.
Just think about that for amoment.
It's not like you shut off.
You're an entrepreneur.
There are no nine to five hours.
You just don't go.
Because your brain's always going,especially if you want to up your
game, turn it into a hobby.
All the hobbies you have, I got
rid of and I replaced with stufffor my business.
(23:53):
I got rid of fantasy football,which was, I loved it.
It was awesome.
But I was like, how can I be
struggling as a business ownerover here and then go and spend an
hour on my fantasy football when Ishould be learning an hour on a
skill set that's going to go helpmake money for my family?
That's my mentality.
That should be yours.
Anyways, that's it, kids.
This is The Mortgage Game.
(24:13):
Thanks for listening.
Peace out till next week.
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