March 13, 2025 • 20 mins
In this episode, I share why you need to stop overcomplicating your business and instead use simple streamlined processes, including how to leverage your calendar as a powerful productivity tool.
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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 here in traffic,Dodge Ram Studio, on the way to
pick up my son from EcoCooks,which is like a weekly thing where
it's two hours.
(00:48):
They teach these kids.
They give them a budget.
They have to shop.
They have to prep.
They teach them the origin of
food.
They teach them.
you know, the farmers, theecosystem behind the food, how it
gets to your table, what you doafter with it, how to actually
cook and saute.
And it's pretty cool.
Eight weeks in, he's good now.
This is the last one.
Anyways, just filling in.
Yeah, it's pretty cool.
So once again, I'm doing thispodcast, I'm finding time, right?
(01:12):
I could just be driving, listeningto music, or I could be doing
this.
So I've chosen to do this for you.
to add ideas in my head and thingsI want to talk about.
None of this is scripted ever.
270 episodes.
I don't even know how many hoursthat is. 85 hours of just talking.
It's kind of crazy to say that outloud.
(01:32):
Anyways, there's no reason youcan't do whatever you do when
you're driving here.
I usually do content when I'm
driving.
Talk this, do this.
You could be... doing opens onyour phone, on Instagram.
You could be responding back topeople.
You should be doing your fivetexts.
There's tons of stuff you can doin these little slivers of time we
have through the day instead ofjust doing the norm.
(01:54):
That's not what the podcast isabout, though, is it?
No, this podcast is about...
So I'm just going to share a
couple of tips and tricks that Iused in my mortgage career and
we're using now with Team Wileystuff.
Even in Strategy Hub, we'repushing this a lot.
And I understand how... chaotic, Idon't know if chaotic is the word,
how unorganized you are.
I was unorganized, but I was
organized more than the averagebroker.
(02:15):
But the thing is with me is a lotof people love organization.
They just, they love the checklistwhere you just keep going, oh, the
checklist, the next one, the nextone.
They get just a feeling ofgratitude, maybe not gratitude,
gratification for doing that.
Totally get it.
Awesome.
I gave myself such little easy
things to do that nothing seemedlike a big challenge to me.
(02:38):
And so a lot of you are out thereand you're learning and you're
taking notes and you got scriptsand you got processes or you don't
have processes and you're justkind of winging things and a
little all over the place.
I'm starting to look under the
hood of a lot of people'sbusinesses and I'm realizing it's
basically just banging around inyour coconut the whole time.
And then you're just hoping youget to it or remember to get to
(02:59):
it.
So I'm just going to give you some
basic structure around this, likethe simplest thing.
And sure, could you have celloboards and SOPs and, you know,
these booklets that outline allthe things and these video like,
sure, absolutely.
You could have all that.
That sounds like a nightmare tome.
It does.
This business isn't complicated.
There are a lot of hats you haveto wear in departments, but we
overcomplicate the fuck out of it.
(03:20):
We do.
You could just do two things andaccomplish someone else doing
eight things, right, for what youneed it for.
And so I'm going to give you acouple examples.
And so we recently just wentthrough content creation on
Friday.
And you build the process.
Okay, I have an idea.
And how do I get that idea into a
(03:40):
fully edited video that is cross-posted on three platforms, let's
say.
And how do I take that idea and
take it from there?And then build an email around it.
And then how do I build a blogaround it?
So how do I like do all that?So in your head, if someone asked
you with a gun to your head, youwould say all the things.
But when it comes to the dayyou're supposedly going to make
(04:02):
the video, which is every day orevery second day or you batch it
out or whatever, you sort of sitthere and you go, I kind of know
what to do.
Can't remember.
I had it written down somewhere.
It's on a sheet.
It's on a Google Doc.
It's over here in my email.
And you're kind of just scramblingall over the place.
So I came up with the simplest wayof just making sure, A, it gets
done, doesn't get missed.
And B, you know what to do.
And you're not wasting timelooking for all the parts of the
(04:24):
puzzle to put together.
And so in that example, I gave you
of content creation.
So it's like, okay, pick an idea.
And then what do you do with theidea?
Well, how do I pick the idea?Well, look at my calendar.
I'm just giving you an example.
I look at my calendar and I find
calls I've had and I pull out somethere and I put in a structure of
(04:45):
problem solution outcome and Iopen up Google Docs and I go into
voice memo with the under toolsand I just start brain dumping
problem solution outcome based onthe Smith family phone call I just
had.
And they called me with the
problem of they were stressed out.
They couldn't send their kid to
any more hockey because financeswere tight and they had to make a
judgment call.
And they're extremely stressed
out.
They have equity in their home.
They thought they'd be furtheralong.
The solution was I jumped on a 15,20 -minute call.
(05:08):
It looked like to me we could do adebt consolidation.
I laid out a proposal for them.
We could save them $700 a month.
The outcome is they're extremelyhappy.
They are using the equity, whichis dead money in their home, to
improve their quality of life nowinstead of waiting until later.
So I brain dumped that out onGoogle Docs.
And then I take that from GoogleDocs and I put it into ChatGPT or
Gemini or Grok or whatever, somesort of AI software.
And I go, hey, can you summarizethis in a problem solution
(05:29):
outcome?And put it in point form so I can
use it as a reference for anInstagram reel.
And I want to make the reel 45 to90 seconds long.
Okay.
And it goes, I'm just going to put
it out.
Then I have that beside me on the
screen.
I put my camera up and I start
recording.
And then after I go, can you
summarize that email to ChatGPTand put it into a description?
So it puts in a description forInstagram and I take that out and
(05:52):
I audio, I voice memo that into myInstagram description.
And then I ask it, what's the besttitle?
And four to six words, it gives mea title.
I put that on on Instagram andblah, blah, blah.
So that whole thing I just walkedyou through, plus how to edit,
plus all this stuff, plus areference point for maybe sheets I
have on ideas I've had in the pastor whatever.
I lay all that out in thedescription.
A, I have to put, if it's on thecalendar, it doesn't exist.
If it's on the calendar, man, I'mgetting jacked up again.
(06:13):
I've got to slow down.
If it's not in the calendar, it's
not going to get done.
And you're going to have every
great intention in the world toget your task list done every
week, this never -ending task listyou keep adding on to.
And eventually, stuff will startfalling through the cracks.
Eventually, you won't be able tolie in bed at night.
And remember everything.
And it's just cycling around your
brain like a windstorm.
And you're never going to be able
to keep up.
(06:34):
And you're always going to forget.
So guess what?Put in your calendar.
So if you're going to do a videoand you're going to do it three
days a week, commit to the day.
So let's just say it's Tuesday,
Wednesday, Thursday.
Should be doing it every day.
But let's just say it's thosedays.
You're going to put, what time areyou going to put it?
(06:55):
Put it in and commit.
If it's on the calendar, it
doesn't exist.
So I'm going to put it in.
I'm going to put it in from 8 a.m.
to 8 .45.
Tuesday, Wednesday, Thursday.
Repeat every week.
Tuesday, Wednesday, Thursday.
And then when I go into that emailor go into the calendar in the
description, I'm going to lay outmy process.
I'm going to have everything Ijust mapped out for you.
Look at my calendar, pick mytopic.
And I might have, if I have atopic sheet with topics I already
(07:17):
have from somewhere, guess what?That's going to be hyperlinked in
there.
If there's somewhere I have to log
in a URL to go to, to completewhatever's in the calendar task,
then I have the URL in thedescription, hyperlinked, and I
have my login and my password inthere.
So anything I need to get the taskdone is inside the calendar
description.
So guess what?
It's all baked into my calendar.
Now, all these processes all
around you, the follow -ups you doon Monday with your realtor lead
tracker sheet, the follow -ups youdo with buyer and seller agents on
(07:38):
Wednesdays from any file you'reon, the follow -ups you do, the
reach -outs to referral partners,the anything, everything,
anywhere.
The content, it's all in your
calendar, on repeat, time blockedwith all the links, all the
resources.
So you can remove any excuse you
have.
You could be on an island of
Mexico on your phone.
You don't have your three screens
in front of you.
(07:59):
You don't have your laptop with
passwords memorized.
You can do everything you need in
your calendar off of your phone.
If you set your business up this
way, you can set it, forget it.
You can now.
Understand it's in the calendar,my process, all the things I've
always wanted to do.
(08:19):
Anything.
I'm doing database mining, ratearbitrage this day.
I'm going to put it in on repeatevery week, every semi -weekly,
every month, whatever.
I'm going to check in on renewals.
Whatever I'm doing, I'm going tolink the information in there.
I do this for birthdays.
Please, if you're emailing people
on their birthday, that genericthing that goes out.
And you know, like.
(08:39):
I could take two stances here.
I could go, good for you forremembering.
Good for you for at least sendingsomething.
Or it could be like, how freakinglazy are you?
Is that what you're doing?How do you feel when you get
those?I get those from some realtor
partners.
And I'm like, lame.
You could have called me, couldhave texted me.
You could have left a voicemail.
(09:01):
You could have done something that
took you 20 seconds, not somethingyou did one minute eight years
ago.
And then you send me this bullshit
card with a fake birthday card.
taking it and you're like, hey,
happy birthday.
If referrals are the best thing,
I'm always here.
Like, come on.
So what do you do?At compliance, well, right now you
(09:22):
should pull all your data and putthe birthdays in your calendar.
At compliance, you can putbirthdays in your calendar.
I always put them at 5 a .m.
So when my calendar baked in, I
have all the birthdays for thatday.
Guess what?I have their email, their name,
their email, and I have theirphone number.
So I can text, email, call,whatever.
And I just fire that out.
And I usually do voice memo.
Hey, happy birthday, Jim.
(09:43):
Happy birthday, man.
It's been a while since wechatted.
I hope all well.
I hope Gene's treating you well.
I hope you're going out for a bigdinner.
Anyways, if you got some coolgoing on, let me know.
Otherwise, happy birthday.
Sometimes I sing happy birthday to
you.
Happy birthday to you.
Happy birthday, dear Jim.
Happy birthday to you.
It's Ryan Wiley, Mortgage Broker.
(10:04):
Have a good day.
And boom.
Now, is that memorable?
Fuck yeah.
That cost me any money?
Fuck no. Is there a wow factor?Fuck yeah.
It's the fuck yeah, fuck no show.
Right?
Yeah, do that.
Don't be lazy.
Put it in the calendar.
You never miss it.
Just as an example.
So as I go through all these
things, I'm looking, I'm lookingaround and there's a lot of people
that have Google Doc Sheets on topof Google Doc Sheets, which
(10:24):
really, you should have one masterresource sheet that has
everything.
So this is... outside of the
calendar thing, because thismaster sheet could be inside all
of your calendar descriptions.
So if you've got scripts for DMs,
if you've got content ideas, ifyou've got scripts for calls, if
you have a prospecting sheet, ifyou have a rate tracker, if you
(10:46):
have any training that you thoughtwas interesting, if you have a
green screen video you liked onYouTube, hyperlink it on your
master resource sheet.
Call it how to green screen on
Instagram and hyperlink it.
So you're not scrambling going,
what's that thing?What's that thing?
You start building this resourcefolder, this one page that lives
forever with all the things youneed and you can categorize it
(11:06):
accordingly.
It's your one -stop shop to run
your mortgage business.
You're not going off to all these
different things.
If you have budgets, you can have
the master on there.
You can have, right?
So this is where we go.
We just have to like, a lot of you
are there.
Some of you have blown this out of
(11:28):
the water.
Some of you are.
way too organized, right?You're way too organized because
you're doing all the organizingbecause you don't want to go do
the prospecting.
And so you're like, I have it.
Everything's tidy.
And I got my scripts and all the
emails gone.
You're like, you're like Ned
Flanders skipping around.
Hey, how's it going?
Got my checklist, got my thing.
How's your lead pipeline?
Whoa, we don't talk about that.
(11:50):
Fight club.
The market's down, man.
The market's down.
Markets down, lenders are crushingme, blah, blah, blah.
But I got automated emails goingout.
I've got this, right?You're just, you're tinkering too
much.
It's a fine line there.
So I feel like I rode the middlethere, but maybe even more to less
tinkering.
I'm like, man, and I, cause I
would always catch myself causeit's super easy to tinker.
You get in there and you're like,Ooh, I'm going to put a logo on
(12:12):
this.
Ooh, I'm going to put a footer on
this.
presentation thing.
I'm going to put that down there.
And guess what?
I'm going to put my phone numberand my email address in the
footer, and it's going to be withmy logo colors.
Yeah, I'm good.
Like, is it moving the needle?
Hell to the no. That's just youbeing super anal about things.
(12:34):
And if you're doing that in yourspare time and whatever is a
hobby, sure.
But if you're doing it during
business hours, tricking yourselfinto thinking you're actually
doing work, that's not the case.
And this is why I could do so many
mortgages when I was brokering.
in so little time is because I
(12:54):
wasn't tinkering.
I had things, they worked, they
didn't break.
We used the same checklist to
track all of our documents for 10plus years.
We had printed out sheets tracking10 to 15 files a month.
Our fulfillment would have a stackof 25 files on the go, printed
out, easy to track.
I'm just saying because we didn't,
like there's this.
ai and software and apps and
paperless and it's like this sexysexy stuff sure but it comes at a
(13:15):
cost and some of you have knockedit out of the park where you've
went extremely paperless which isawesome and you've got it dialed
in and you geek out and all thestuff and it's that's really cool
and i have respect for all thatsaying it doesn't have to be
there's majority of you are in noman's land in the middle you're
tinkering away on things that doesnot move the needle I had this
(13:36):
conversation with a broker today.
If you're listening to this, you
know who you are.
And I firmly believe it was your
words.
I just kind of reframed it.
Very strict with my life, withwhere I spend time and energy and
who I'm helping.
If it's not moving the needle on
my mindset in a positive way, ifit's not moving the needle with
(14:00):
friendships and relationships, orit's not moving a needle in my
bank account, chances are I'm notgoing to do it.
You're going to get a big hell tothe no. Right.
As you start getting pulled indirections and you start building
things and, you know, be selfishwith your time because you should.
You only have one life here.
Let's live it like I'm not here to
spread it out for everybody.
You have to start doing that.
(14:21):
If you're not moving the needle inone of those things.
That's like, what are we doinghere?
And I'm very, very, very strict mytime.
And we're having theseconversations inside the
businesses.
It's our strategy hub and VIP club
and team Wiley.
And it's always like.
Does it move the needle or is itjust another thing to give someone
to do?Does it actually help them to move
(14:41):
the needle?And we just come down to that
super basic.
And a lot of times it's us just
tearing a sheet up going, nope,cool idea.
Sounded great.
Does it move the needle?
It could.
Does it move it enough to justify
the resources and the time versuswhat else we could be doing?
No, not even close.
Okay, shut it down.
So we come up with ideas all thetime.
(15:03):
Same for Team Wiley, same forStroud.
We come up with ideas all thefreaking time.
That's how my brain operates.
That's how Jason's brain operates.
Even Courtney, to some degree, nowshe's like, just because she's
been around it for so long, it'show we're wired now.
And like, but previously, I wouldrun with it.
And then I'd run with it.
And then I'd tinker.
And then I'd tinker.
And I'd tinker.
And now it's like, does it work?Yep, do more.
(15:24):
Okay, let's tinker.
Nope, do more.
Okay, I want to tinker a littlebit.
Nope, do more of the stuff that'sworking.
Before we move on to anything,what is already working?
So same with you.
And this is where I'm getting back
to.
Simplifying your world.
Complicated is easy.
Simple is hard.
One of my favorite sayings outthere.
Everyone's complicating the fuckout of this.
Another example.
We had a conversation in a
(15:45):
coaching group.
And we're talking about
prospecting.
And it was basically like, yeah,
go do this.
Send a DM.
Reach out to everyone you know.
And tell them what you do.
Just remind them what you do.
Ask them if they have a question.
Okay.
And then what?
What if they come back and theysay something?
I don't know.
Have a conversation like a human
being?Like, I don't know.
Like, what would you do?Like, oh, yeah.
(16:06):
Yeah, that's true.
Okay.
Yeah.
And then if they come back, yeah,
you, yeah.
Right.
Oh, go and talk to 20 people aday.
We had this conversation today andit was, I'm going to touch on this
a little and then we'll wrap thisup shortly.
But it was.
If leads is your number one
problem, I'm going to go back tothings I've said over and over.
I'm like, this is the worldaround.
(16:26):
I'm seeing it clear as day, clearthan I've ever seen it before.
The people that do just the samethings over and over again,
they're the ones winning.
So if you need leads, you either
pay for them, you create contentto build a brand and get people to
reach out to you, or you startconversations.
You're not going to pay for leads.
(16:48):
A lot of you aren't going to do
content.
And I say content.
I mean like two, three posts a dayacross four or five platforms.
I mean like you actually go docontent, not just Mickey Mouse
stuff one off.
So let's just say you're not doing
that.
Okay, then you start
conversations.
So your goal is, and it could be
people who already know you.
You're just starting a
conversation with someone whodidn't think they'd be talking to
(17:10):
you that day.
And if you're not doing that, then
what are you doing?And if you need business, it's
really that simple.
Who do you talk to?
Doesn't matter.
Right?
I can give you ideas.
Referral partners, direct -to
-consumer, friends and family,past coworkers, people connected
on Instagram, on Facebook, onLinkedIn.
But everyone's like, nah, theydon't want to hear from me.
Nah, I don't know.
Nah, it doesn't work.
Okay, yeah, you're right.
Even though I'm seeing it work
(17:32):
right in front of me all the time.
We always get back to this, don't
we?The same old stuff.
Tried not to, but I'm justextremely passionate about it.
like just the boring business.
So there you go.
You got some tidbits there, how tobasically bake your processes into
your calendar and help maybeorganize all the chaos, all the
stuff you've learned, all thelittle pieces of information you
(17:52):
have around.
If they're scattered on pieces of
paper across your desk, go buildyour one master resource sheet.
And then if you're confused andyou're not getting stuff done,
even though you know you should bedoing it, put it in the calendar.
And then guess what happens?It's Thursday.
It's 8 a .m.
You look at your calendar.
It says prospect for an hour.
Here's the list I'm prospecting.
This is what I'm saying.
Here's the script.
This is where I'm doing it with.
(18:14):
And this is how I track it.
Then you just have to do it.
And if you don't do it, we'll
shame on you.
But it's not anybody else's fault.
You don't have to keep coming upwith excuses anymore.
I was looking to see who I wasgoing to know.
The list is in there.
You should have that done.
It's homework, right?And if you know you're going to be
(18:35):
prospecting and calling onTuesday, Wednesday, Thursday, and
you don't have a list built, thenit should be as a reminder in
Monday to remind you to get thelist.
So you can bake this stuff in yourcalendar.
It's pretty interesting whathappens.
You help stick to the thing,right?
Lock yourself in a freaking roomand just follow the processes in
(18:57):
your calendar.
So there you go.
That's it, kids.
This is a shorter one.
Hope you got some from this.
These are like simple tidbits
that...
I'm pulling the curtain back on my
mortgage business and allowed meto just do things that I don't see
a lot of brokers doing.
Get out of your own way is what it
is, right?And shut your brain off and just
(19:17):
do it.
So that's it, kids.
Enjoy the rest of your night.
Mortgage Game Podcast.
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 here in traffic,Dodge Ram Studio, on the way to
pick up my son from EcoCooks,which is like a weekly thing where
it's two hours.
(00:48):
They teach these kids.
They give them a budget.
They have to shop.
They have to prep.
They teach them the origin of
food.
They teach them.
you know, the farmers, theecosystem behind the food, how it
gets to your table, what you doafter with it, how to actually
cook and saute.
And it's pretty cool.
Eight weeks in, he's good now.
This is the last one.
Anyways, just filling in.
Yeah, it's pretty cool.
So once again, I'm doing thispodcast, I'm finding time, right?
(01:12):
I could just be driving, listeningto music, or I could be doing
this.
So I've chosen to do this for you.
to add ideas in my head and thingsI want to talk about.
None of this is scripted ever.
270 episodes.
I don't even know how many hoursthat is. 85 hours of just talking.
It's kind of crazy to say that outloud.
(01:32):
Anyways, there's no reason youcan't do whatever you do when
you're driving here.
I usually do content when I'm
driving.
Talk this, do this.
You could be... doing opens onyour phone, on Instagram.
You could be responding back topeople.
You should be doing your fivetexts.
There's tons of stuff you can doin these little slivers of time we
have through the day instead ofjust doing the norm.
(01:54):
That's not what the podcast isabout, though, is it?
No, this podcast is about...
So I'm just going to share a
couple of tips and tricks that Iused in my mortgage career and
we're using now with Team Wileystuff.
Even in Strategy Hub, we'repushing this a lot.
And I understand how... chaotic, Idon't know if chaotic is the word,
how unorganized you are.
I was unorganized, but I was
organized more than the averagebroker.
(02:15):
But the thing is with me is a lotof people love organization.
They just, they love the checklistwhere you just keep going, oh, the
checklist, the next one, the nextone.
They get just a feeling ofgratitude, maybe not gratitude,
gratification for doing that.
Totally get it.
Awesome.
I gave myself such little easy
things to do that nothing seemedlike a big challenge to me.
(02:38):
And so a lot of you are out thereand you're learning and you're
taking notes and you got scriptsand you got processes or you don't
have processes and you're justkind of winging things and a
little all over the place.
I'm starting to look under the
hood of a lot of people'sbusinesses and I'm realizing it's
basically just banging around inyour coconut the whole time.
And then you're just hoping youget to it or remember to get to
(02:59):
it.
So I'm just going to give you some
basic structure around this, likethe simplest thing.
And sure, could you have celloboards and SOPs and, you know,
these booklets that outline allthe things and these video like,
sure, absolutely.
You could have all that.
That sounds like a nightmare tome.
It does.
This business isn't complicated.
There are a lot of hats you haveto wear in departments, but we
overcomplicate the fuck out of it.
(03:20):
We do.
You could just do two things andaccomplish someone else doing
eight things, right, for what youneed it for.
And so I'm going to give you acouple examples.
And so we recently just wentthrough content creation on
Friday.
And you build the process.
Okay, I have an idea.
And how do I get that idea into a
(03:40):
fully edited video that is cross-posted on three platforms, let's
say.
And how do I take that idea and
take it from there?And then build an email around it.
And then how do I build a blogaround it?
So how do I like do all that?So in your head, if someone asked
you with a gun to your head, youwould say all the things.
But when it comes to the dayyou're supposedly going to make
(04:02):
the video, which is every day orevery second day or you batch it
out or whatever, you sort of sitthere and you go, I kind of know
what to do.
Can't remember.
I had it written down somewhere.
It's on a sheet.
It's on a Google Doc.
It's over here in my email.
And you're kind of just scramblingall over the place.
So I came up with the simplest wayof just making sure, A, it gets
done, doesn't get missed.
And B, you know what to do.
And you're not wasting timelooking for all the parts of the
(04:24):
puzzle to put together.
And so in that example, I gave you
of content creation.
So it's like, okay, pick an idea.
And then what do you do with theidea?
Well, how do I pick the idea?Well, look at my calendar.
I'm just giving you an example.
I look at my calendar and I find
calls I've had and I pull out somethere and I put in a structure of
(04:45):
problem solution outcome and Iopen up Google Docs and I go into
voice memo with the under toolsand I just start brain dumping
problem solution outcome based onthe Smith family phone call I just
had.
And they called me with the
problem of they were stressed out.
They couldn't send their kid to
any more hockey because financeswere tight and they had to make a
judgment call.
And they're extremely stressed
out.
They have equity in their home.
They thought they'd be furtheralong.
The solution was I jumped on a 15,20 -minute call.
(05:08):
It looked like to me we could do adebt consolidation.
I laid out a proposal for them.
We could save them $700 a month.
The outcome is they're extremelyhappy.
They are using the equity, whichis dead money in their home, to
improve their quality of life nowinstead of waiting until later.
So I brain dumped that out onGoogle Docs.
And then I take that from GoogleDocs and I put it into ChatGPT or
Gemini or Grok or whatever, somesort of AI software.
And I go, hey, can you summarizethis in a problem solution
(05:29):
outcome?And put it in point form so I can
use it as a reference for anInstagram reel.
And I want to make the reel 45 to90 seconds long.
Okay.
And it goes, I'm just going to put
it out.
Then I have that beside me on the
screen.
I put my camera up and I start
recording.
And then after I go, can you
summarize that email to ChatGPTand put it into a description?
So it puts in a description forInstagram and I take that out and
(05:52):
I audio, I voice memo that into myInstagram description.
And then I ask it, what's the besttitle?
And four to six words, it gives mea title.
I put that on on Instagram andblah, blah, blah.
So that whole thing I just walkedyou through, plus how to edit,
plus all this stuff, plus areference point for maybe sheets I
have on ideas I've had in the pastor whatever.
I lay all that out in thedescription.
A, I have to put, if it's on thecalendar, it doesn't exist.
If it's on the calendar, man, I'mgetting jacked up again.
(06:13):
I've got to slow down.
If it's not in the calendar, it's
not going to get done.
And you're going to have every
great intention in the world toget your task list done every
week, this never -ending task listyou keep adding on to.
And eventually, stuff will startfalling through the cracks.
Eventually, you won't be able tolie in bed at night.
And remember everything.
And it's just cycling around your
brain like a windstorm.
And you're never going to be able
to keep up.
(06:34):
And you're always going to forget.
So guess what?Put in your calendar.
So if you're going to do a videoand you're going to do it three
days a week, commit to the day.
So let's just say it's Tuesday,
Wednesday, Thursday.
Should be doing it every day.
But let's just say it's thosedays.
You're going to put, what time areyou going to put it?
(06:55):
Put it in and commit.
If it's on the calendar, it
doesn't exist.
So I'm going to put it in.
I'm going to put it in from 8 a.m.
to 8 .45.
Tuesday, Wednesday, Thursday.
Repeat every week.
Tuesday, Wednesday, Thursday.
And then when I go into that emailor go into the calendar in the
description, I'm going to lay outmy process.
I'm going to have everything Ijust mapped out for you.
Look at my calendar, pick mytopic.
And I might have, if I have atopic sheet with topics I already
(07:17):
have from somewhere, guess what?That's going to be hyperlinked in
there.
If there's somewhere I have to log
in a URL to go to, to completewhatever's in the calendar task,
then I have the URL in thedescription, hyperlinked, and I
have my login and my password inthere.
So anything I need to get the taskdone is inside the calendar
description.
So guess what?
It's all baked into my calendar.
Now, all these processes all
around you, the follow -ups you doon Monday with your realtor lead
tracker sheet, the follow -ups youdo with buyer and seller agents on
(07:38):
Wednesdays from any file you'reon, the follow -ups you do, the
reach -outs to referral partners,the anything, everything,
anywhere.
The content, it's all in your
calendar, on repeat, time blockedwith all the links, all the
resources.
So you can remove any excuse you
have.
You could be on an island of
Mexico on your phone.
You don't have your three screens
in front of you.
(07:59):
You don't have your laptop with
passwords memorized.
You can do everything you need in
your calendar off of your phone.
If you set your business up this
way, you can set it, forget it.
You can now.
Understand it's in the calendar,my process, all the things I've
always wanted to do.
(08:19):
Anything.
I'm doing database mining, ratearbitrage this day.
I'm going to put it in on repeatevery week, every semi -weekly,
every month, whatever.
I'm going to check in on renewals.
Whatever I'm doing, I'm going tolink the information in there.
I do this for birthdays.
Please, if you're emailing people
on their birthday, that genericthing that goes out.
And you know, like.
(08:39):
I could take two stances here.
I could go, good for you forremembering.
Good for you for at least sendingsomething.
Or it could be like, how freakinglazy are you?
Is that what you're doing?How do you feel when you get
those?I get those from some realtor
partners.
And I'm like, lame.
You could have called me, couldhave texted me.
You could have left a voicemail.
(09:01):
You could have done something that
took you 20 seconds, not somethingyou did one minute eight years
ago.
And then you send me this bullshit
card with a fake birthday card.
taking it and you're like, hey,
happy birthday.
If referrals are the best thing,
I'm always here.
Like, come on.
So what do you do?At compliance, well, right now you
(09:22):
should pull all your data and putthe birthdays in your calendar.
At compliance, you can putbirthdays in your calendar.
I always put them at 5 a .m.
So when my calendar baked in, I
have all the birthdays for thatday.
Guess what?I have their email, their name,
their email, and I have theirphone number.
So I can text, email, call,whatever.
And I just fire that out.
And I usually do voice memo.
Hey, happy birthday, Jim.
(09:43):
Happy birthday, man.
It's been a while since wechatted.
I hope all well.
I hope Gene's treating you well.
I hope you're going out for a bigdinner.
Anyways, if you got some coolgoing on, let me know.
Otherwise, happy birthday.
Sometimes I sing happy birthday to
you.
Happy birthday to you.
Happy birthday, dear Jim.
Happy birthday to you.
It's Ryan Wiley, Mortgage Broker.
(10:04):
Have a good day.
And boom.
Now, is that memorable?
Fuck yeah.
That cost me any money?
Fuck no. Is there a wow factor?Fuck yeah.
It's the fuck yeah, fuck no show.
Right?
Yeah, do that.
Don't be lazy.
Put it in the calendar.
You never miss it.
Just as an example.
So as I go through all these
things, I'm looking, I'm lookingaround and there's a lot of people
that have Google Doc Sheets on topof Google Doc Sheets, which
(10:24):
really, you should have one masterresource sheet that has
everything.
So this is... outside of the
calendar thing, because thismaster sheet could be inside all
of your calendar descriptions.
So if you've got scripts for DMs,
if you've got content ideas, ifyou've got scripts for calls, if
you have a prospecting sheet, ifyou have a rate tracker, if you
(10:46):
have any training that you thoughtwas interesting, if you have a
green screen video you liked onYouTube, hyperlink it on your
master resource sheet.
Call it how to green screen on
Instagram and hyperlink it.
So you're not scrambling going,
what's that thing?What's that thing?
You start building this resourcefolder, this one page that lives
forever with all the things youneed and you can categorize it
(11:06):
accordingly.
It's your one -stop shop to run
your mortgage business.
You're not going off to all these
different things.
If you have budgets, you can have
the master on there.
You can have, right?
So this is where we go.
We just have to like, a lot of you
are there.
Some of you have blown this out of
(11:28):
the water.
Some of you are.
way too organized, right?You're way too organized because
you're doing all the organizingbecause you don't want to go do
the prospecting.
And so you're like, I have it.
Everything's tidy.
And I got my scripts and all the
emails gone.
You're like, you're like Ned
Flanders skipping around.
Hey, how's it going?
Got my checklist, got my thing.
How's your lead pipeline?
Whoa, we don't talk about that.
(11:50):
Fight club.
The market's down, man.
The market's down.
Markets down, lenders are crushingme, blah, blah, blah.
But I got automated emails goingout.
I've got this, right?You're just, you're tinkering too
much.
It's a fine line there.
So I feel like I rode the middlethere, but maybe even more to less
tinkering.
I'm like, man, and I, cause I
would always catch myself causeit's super easy to tinker.
You get in there and you're like,Ooh, I'm going to put a logo on
(12:12):
this.
Ooh, I'm going to put a footer on
this.
presentation thing.
I'm going to put that down there.
And guess what?
I'm going to put my phone numberand my email address in the
footer, and it's going to be withmy logo colors.
Yeah, I'm good.
Like, is it moving the needle?
Hell to the no. That's just youbeing super anal about things.
(12:34):
And if you're doing that in yourspare time and whatever is a
hobby, sure.
But if you're doing it during
business hours, tricking yourselfinto thinking you're actually
doing work, that's not the case.
And this is why I could do so many
mortgages when I was brokering.
in so little time is because I
(12:54):
wasn't tinkering.
I had things, they worked, they
didn't break.
We used the same checklist to
track all of our documents for 10plus years.
We had printed out sheets tracking10 to 15 files a month.
Our fulfillment would have a stackof 25 files on the go, printed
out, easy to track.
I'm just saying because we didn't,
like there's this.
ai and software and apps and
paperless and it's like this sexysexy stuff sure but it comes at a
(13:15):
cost and some of you have knockedit out of the park where you've
went extremely paperless which isawesome and you've got it dialed
in and you geek out and all thestuff and it's that's really cool
and i have respect for all thatsaying it doesn't have to be
there's majority of you are in noman's land in the middle you're
tinkering away on things that doesnot move the needle I had this
(13:36):
conversation with a broker today.
If you're listening to this, you
know who you are.
And I firmly believe it was your
words.
I just kind of reframed it.
Very strict with my life, withwhere I spend time and energy and
who I'm helping.
If it's not moving the needle on
my mindset in a positive way, ifit's not moving the needle with
(14:00):
friendships and relationships, orit's not moving a needle in my
bank account, chances are I'm notgoing to do it.
You're going to get a big hell tothe no. Right.
As you start getting pulled indirections and you start building
things and, you know, be selfishwith your time because you should.
You only have one life here.
Let's live it like I'm not here to
spread it out for everybody.
You have to start doing that.
(14:21):
If you're not moving the needle inone of those things.
That's like, what are we doinghere?
And I'm very, very, very strict mytime.
And we're having theseconversations inside the
businesses.
It's our strategy hub and VIP club
and team Wiley.
And it's always like.
Does it move the needle or is itjust another thing to give someone
to do?Does it actually help them to move
(14:41):
the needle?And we just come down to that
super basic.
And a lot of times it's us just
tearing a sheet up going, nope,cool idea.
Sounded great.
Does it move the needle?
It could.
Does it move it enough to justify
the resources and the time versuswhat else we could be doing?
No, not even close.
Okay, shut it down.
So we come up with ideas all thetime.
(15:03):
Same for Team Wiley, same forStroud.
We come up with ideas all thefreaking time.
That's how my brain operates.
That's how Jason's brain operates.
Even Courtney, to some degree, nowshe's like, just because she's
been around it for so long, it'show we're wired now.
And like, but previously, I wouldrun with it.
And then I'd run with it.
And then I'd tinker.
And then I'd tinker.
And I'd tinker.
And now it's like, does it work?Yep, do more.
(15:24):
Okay, let's tinker.
Nope, do more.
Okay, I want to tinker a littlebit.
Nope, do more of the stuff that'sworking.
Before we move on to anything,what is already working?
So same with you.
And this is where I'm getting back
to.
Simplifying your world.
Complicated is easy.
Simple is hard.
One of my favorite sayings outthere.
Everyone's complicating the fuckout of this.
Another example.
We had a conversation in a
(15:45):
coaching group.
And we're talking about
prospecting.
And it was basically like, yeah,
go do this.
Send a DM.
Reach out to everyone you know.
And tell them what you do.
Just remind them what you do.
Ask them if they have a question.
Okay.
And then what?
What if they come back and theysay something?
I don't know.
Have a conversation like a human
being?Like, I don't know.
Like, what would you do?Like, oh, yeah.
(16:06):
Yeah, that's true.
Okay.
Yeah.
And then if they come back, yeah,
you, yeah.
Right.
Oh, go and talk to 20 people aday.
We had this conversation today andit was, I'm going to touch on this
a little and then we'll wrap thisup shortly.
But it was.
If leads is your number one
problem, I'm going to go back tothings I've said over and over.
I'm like, this is the worldaround.
(16:26):
I'm seeing it clear as day, clearthan I've ever seen it before.
The people that do just the samethings over and over again,
they're the ones winning.
So if you need leads, you either
pay for them, you create contentto build a brand and get people to
reach out to you, or you startconversations.
You're not going to pay for leads.
(16:48):
A lot of you aren't going to do
content.
And I say content.
I mean like two, three posts a dayacross four or five platforms.
I mean like you actually go docontent, not just Mickey Mouse
stuff one off.
So let's just say you're not doing
that.
Okay, then you start
conversations.
So your goal is, and it could be
people who already know you.
You're just starting a
conversation with someone whodidn't think they'd be talking to
(17:10):
you that day.
And if you're not doing that, then
what are you doing?And if you need business, it's
really that simple.
Who do you talk to?
Doesn't matter.
Right?
I can give you ideas.
Referral partners, direct -to
-consumer, friends and family,past coworkers, people connected
on Instagram, on Facebook, onLinkedIn.
But everyone's like, nah, theydon't want to hear from me.
Nah, I don't know.
Nah, it doesn't work.
Okay, yeah, you're right.
Even though I'm seeing it work
(17:32):
right in front of me all the time.
We always get back to this, don't
we?The same old stuff.
Tried not to, but I'm justextremely passionate about it.
like just the boring business.
So there you go.
You got some tidbits there, how tobasically bake your processes into
your calendar and help maybeorganize all the chaos, all the
stuff you've learned, all thelittle pieces of information you
(17:52):
have around.
If they're scattered on pieces of
paper across your desk, go buildyour one master resource sheet.
And then if you're confused andyou're not getting stuff done,
even though you know you should bedoing it, put it in the calendar.
And then guess what happens?It's Thursday.
It's 8 a .m.
You look at your calendar.
It says prospect for an hour.
Here's the list I'm prospecting.
This is what I'm saying.
Here's the script.
This is where I'm doing it with.
(18:14):
And this is how I track it.
Then you just have to do it.
And if you don't do it, we'll
shame on you.
But it's not anybody else's fault.
You don't have to keep coming upwith excuses anymore.
I was looking to see who I wasgoing to know.
The list is in there.
You should have that done.
It's homework, right?And if you know you're going to be
(18:35):
prospecting and calling onTuesday, Wednesday, Thursday, and
you don't have a list built, thenit should be as a reminder in
Monday to remind you to get thelist.
So you can bake this stuff in yourcalendar.
It's pretty interesting whathappens.
You help stick to the thing,right?
Lock yourself in a freaking roomand just follow the processes in
(18:57):
your calendar.
So there you go.
That's it, kids.
This is a shorter one.
Hope you got some from this.
These are like simple tidbits
that...
I'm pulling the curtain back on my
mortgage business and allowed meto just do things that I don't see
a lot of brokers doing.
Get out of your own way is what it
is, right?And shut your brain off and just
(19:17):
do it.
So that's it, kids.
Enjoy the rest of your night.
Mortgage Game Podcast.
Peace out.
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