April 3, 2025 • 32 mins
In this episode, I challenge mortgage professionals to overcome their tendency to stay under the radar, and instead actively promote their expertise within their communities by proactively networking, building a brand, and engaging with their sphere of influence to build trust and generate more referrals.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:06):
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers,
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
All right.
Welcome to the Mortgage GamePodcast.
West Coast Wiley in the house witha five on the clock in the
morning.
Yeah, that's right.
A busy day today.
So what do you do?
(00:48):
And I knew I had to make apodcast.
I didn't have to, but I wanted to.
I wanted to make a podcast today.
It was on the schedule, but Idon't put this into the regular
day because this makes no money.
Right.
So the money making tasks are yournine to five gig.
Everything else falls in othertimes, nighttime, morning time.
So I woke up a little earliertoday to do the podcast.
(01:12):
So that's just showing you whatyou do, how the sausage is made.
That mentality should be the samewith yours.
A couple of things.
So I launched a Facebook group,
geez, I don't know, five yearsago.
God, maybe six years ago now.
God forbid we need another
Facebook group.
We don't.
We really don't.
There's too many.
Some of them good.
Some of them not so good, but
(01:33):
either way.
But I did and I never did anything
with it.
And so then I changed it to a
marketing Facebook group maybe, Idon't know, seven months ago.
And then I didn't do much with it.
You know, I didn't do much with it
because it was the same old stuffI'm putting in there.
I didn't feel inspired to have thegroup because I talk about
marketing on the podcast.
I talk about it.
in my emails i talk about it intraining i talk about it with the
(01:58):
team i talk i talk about it allday long and so it just seemed
like sort of fake to go start agroup to just put the same stuff
i'm already talking about in therewith not really creating any type
of movement and uniqueconversations because i'm having
them in other areas of my life soi i felt uninspired by doing that
so we put our heads together meand courtney and she came up to it
she's like why don't we do what weuse every single day in the
(02:21):
business and have been for a longtime and we're extremely
passionate about, why don't webring AI into play with mortgage
brokers?And I was like, oh, totally,
totally.
So we started a group called AI
for Mortgage Pros.
If you don't know what AI is, you
don't stop listening right now.
But you know what that is.
So AI is, we're just at itsinfancy and the mortgage industry
(02:41):
is just at its infancy.
The regular world, is light years
ahead already.
And I can only imagine it's
evolving quite quickly.
And if you're going to be one of
those people that says, I don'tneed it, it's too confusing,
don't, okay, cool.
Then you keep paying people to do
stuff for you that you don't needto pay them.
(03:01):
Or you could just come into thegroup and learn from others and
save yourself a bunch of time andmoney.
So that's what we're going to do.
We're just going to create a spot
where we can all share bestpractices and what we're doing.
We'll lead the charge a little bithere and there, show how we're
doing it and how we see othermortgage brokers doing stuff.
And then it's just a place to havesafe conversations around
something that's so new to so manypeople.
So yeah, AI for Mortgage Pros.
There you go.
(03:21):
No strings attached.
Come on in and chat.
You can find us on Facebook.
Number two, there's a AMBA
conference.
Yeah, that's a mortgage, Alberta
Mortgage Broker Association, Ibelieve, conference coming up in
Calgary, downtown Calgary.
And I believe that is, don't quote
me on it.
Doesn't matter.
You can look it up.
I think it's first week of June.
And so there's a high likelihood Iwill be there.
(03:44):
Um, so hopefully if you're goingto that, uh, it'd be nice to meet
you.
So come and say hi.
Um, but yeah, team Wiley's comingto Alberta.
Uh, and so that's all that's beenin wheels have been in motion for
a while on that.
Um, and then next to Prairies, uh,
and I'll be later this year andnext couple of months.
So we'll be in Ontario, BC, uh,Alberta and Saskatchewan and
(04:06):
Manitoba.
Okay, so I will be at the AMBA
conference, 95 % chance I'll bethere.
So please come up and say hi.
But keep listening to this and
I'll fill you in.
Let's get into today's podcast.
Before we do, though, I need tomention this is a special sponsor
today because there is a five onthe clock.
Today's podcast is brought to youby Americano.
(04:26):
Oh, perfect temperature too.
Great.
When you're the first one inthere.
They make the coffee perfect.
Maybe they don't.
I'm not sure.
It tastes good though.
Okay.
Let's hear what I want to talk
about today.
So have you ever met someone and
you've known them for six months,six years, and you're like, shit,
I didn't know you did that.
(04:46):
I know I have.
And then you start and you'relike, it happens all the time.
I didn't know you were like aphysics engineer.
I didn't know you're an astronaut.
That doesn't happen all the time,
but you get the idea, right?How many times have you run into
someone you've known for a longtime or a while, and you didn't
(05:07):
know they were a realtor?Very rare, right?
Realtors put themselves out there.
Well, I know mortgage brokers do
not.
It's a weird dynamic, right?
When you don't know, if someone'snot in a forward -facing career,
and they're not relying oncommission, and there's no sales
component, yeah, 100%.
I don't know what you did for
them.
You know why?
I didn't ask.
(05:27):
I'm not expecting you to walk
around and tell me, hey, I'm aschool teacher.
Nice to meet you.
I'm Ryan.
I'm a school teacher.
I teach science.
Thank you.
Some days I don't want to get out
of bed.
Thank you.
Nice to shake your hand.
Nice to meet you.
If you have any kids in mydistrict, I might teach them,
(05:48):
maybe not.
So that's not how that works.
It's if I ask you.
But the dynamic flips
considerably.
Like considerably.
Feeding your family relies onpeople knowing what you do for a
living.
It's crazy.
And so there's so many parallelsbetween real estate agents and
mortgage brokers.
There are.
There's a lot.
Markets up, markets down.
Like, I don't have to get into it.
You know, prospect, follow up.
email, build a brand on social,stay connected to your center of
(06:12):
influence, get referral partners,get yourself seen.
It's the same shit.
Brand yourself, be proud of what
you do, all that stuff.
I earn 100 % commission, eat what
you kill, that whole mentality.
There's so many parallels.
(06:35):
But how many times do you not knowthat a realtor is not a realtor?
Or sorry, did I say that right?I think so.
How many times do you talk tosomeone and at some point, they
get into it.
It's either you see it on their
shirt, their jacket, theirsweater.
You see it on their car.
(06:57):
You've seen them on social.
Someone's mentioned they're arealtor.
The conversation switches to realestate.
And you can just tell they're arealtor and then it comes up.
But they're always staying infront of you.
Because guess what?They're not a secret realtor.
They're not a secret agent.
There's too many of you.
Too many of you listening here aresecret mortgage brokers, and I
don't know why.
(07:17):
Is it imposter syndrome?
Well, that's bullshit becauseyou're already the smartest person
in the room.
If you can't hold your way through
a conversation to a first -timehomebuyer or around, what do you
think interest rates are going todo?
Or what do you think is going onwith this and with the Trump
tariffs?You can come up with your plane,
(07:39):
Jane.
You should have your go -to stuff.
Come on.
Too many of you, I guarantee you,
I want you to look around.
This is a question for you.
Look around your circle.
Are you 100 % confident that
everyone in your family knows whatyou do for a living?
(08:01):
That every person you've workedwith in the past 10, 15 years,
knows what you do for a living.
And take that with a grain of
salt, right?Because I understand you might not
be able to get, but you're thecore people you hung out with.
I'm not talking, you know, Phildown in the photocopying
department.
You know, the stapler guy down
there.
I'm talking about the people you
hung out with that you built acircle with, your work buddies.
(08:26):
Right?Do they know what you do for a
living?Does every parent... on your kids,
whatever team, know what you do.
There's an email list you get.
Everyone gets emails andeveryone's on the email.
Even if you're not the coach ornot an admin or you're not a team
leader, whatever, you can replyall.
And in your email signature, youhave what you do.
And it could be Ryan at WileyMortgages, which was my email.
(08:50):
With my email signature downthere, with...
Links to my social proof, my five-star reviews, right?
Something like that.
I'm not saying you reach out and
you go, hey, guys, I'm a mortgageperson.
But you can pluck them off one byone.
There's also ways you canadvertise within the team stuff,
right?I've covered that many times.
(09:11):
But people need to know what youdo all the time.
Do you coach a team?Does every parent know what you
do?I coached my kid's soccer team.
When I got their list going, hey,you need to go reach out to these
people and give them the schedule.
I sent from my, I wasn't even
doing mortgages at the time.
(09:33):
I wasn't, I was in coaching.
And I responded from my, I stillhad Wiley Mortgages.
I replied to all of them, here yougo, I'm Ryan.
I made a video.
Oh my God, a video?
Yeah, a video.
I made a video of myself
introducing who I am.
Blah, blah, blah.
And my email signature had all mymortgage stuff.
Guess what?Two parents, not off that email,
(09:54):
but two parents throughout thejourney of the season approached
me and wanted me to talk abouttheir mortgage.
One was buying a constructionproperty thing.
They were doctors and they wantedto go buy.
And I'm like, yeah, not my jam.
I referred it out.
Another one was wanting to talkabout buying an investment
program.
I'm like, that is my jam.
(10:14):
So I talked to them and I referredit out.
Right.
They knew what I did for a living
because I put myself out there.
And then I also use video every
week.
I'd give an update to the kids on,
hey, great game this week.
And, you know, Max, you played
awesome.
And I was the star of the show.
(10:35):
And I love that tackle you madeand blah, blah, blah.
And OK, next week we got this.
Don't forget, you know, bring your
shin guards and your penny or yourjersey.
Otherwise, you can't play.
Not my rules.
Don't shoot the messenger leaguerules.
So don't be that parent.
Make sure they show up.
OK, anyway, like video, right?Builds instant trust.
Why do you think people use theirbank more than they use mortgage
brokers?It's not because the bank's
(10:55):
smarter.
They might not even know.
You might be the smartest mortgagebroker out there, but nobody knows
because you're a secret mortgagebroker.
Nobody knows.
I personally know really smart
mortgage brokers.
that make 10 % of what they
should, because they don't tellpeople what they do.
They don't want to bother people.
I don't want to bother people.
Okay, then you just live in thatworld where you're going to make
your 150 grand a year.
And I'm just, I'm saying, I'm not
(11:16):
saying that in a bad way.
Like that's, oh my God, I'm just
going, they should be making amillion dollars a year.
They should.
With the knowledge they have, they
1000 % should.
And so why do people go to the
bank?Well, the banks build up trust.
So if we're sitting over here andwe're already in an isolated
(11:39):
world, we're already building abusiness on an island and our
competition is the bank.
It's not brokers, but still, when
people say, no, my competitionisn't brokers, that's bullshit.
My competition is everybody.
So I'm just going to put that out
there.
Let's just get past that one.
(12:00):
We have a good market share.
I don't know what it is, 35%, 40%.
So you're kidding yourself ifyou're going to say mortgage
brokers aren't your competition.
They are.
Let's just move on past thatpoint.
That's an old belief system.
Whoever has the deal and I don't
is my competition.
That's just the nature of
competition.
That's sports.
If you are in the league, Andthere's 32 teams and I'm one of
(12:21):
the teams.
The other 31 are my competition.
They might be friends that I hangout with in the summer and off
season and train with them.
They might be buddies I used to
play with on other teams.
But when we're playing our game,
they're competition.
I'm playing to win.
Okay, so everybody's competition.
So why do you think the banks,
(12:42):
which is the main competition, butwhy do you think the banks have
larger market share?Well, they have obviously brand.
which many mortgage brokers havezero brand.
Okay, well, you're never going tocatch that brand, but they have
trust built in.
So how do we build up the trust?
How do we build up more trust?Well, people need to see you.
(13:10):
If you're just sending emails toeverybody and being like, and you
don't have a social presence, andthey don't get to see you talk and
your mannerisms and how you like,because people, neurons start
firing off.
They're like, do I trust that
person?I trust that person.
Do I trust?You're looking for someone to like
that's not the big fucking evilbanks, right?
Video helps you not be so secret.
(13:32):
It helps get what you do out
there.
Yet a lot of you don't want to be
on camera.
So then you revert back to hiding
behind email, right?And then you revert back to just
not telling people what you do andputting yourself out there.
And so you've got no, I see a lotof secret brokers and this isn't
just you not going out and tellingpeople and shaking hands.
Like you should make a challenge.
(13:53):
I challenge everybody.
You should tell one person a daywhat you do for a living.
Like, oh my God, is that how lowthe bar is?
Tell one person that you're amortgage broker, right?
Go do it.
I promise you'll reap the
benefits, but get back on topichere.
So the secret mortgage broker.
So this, I challenge yourself once
again to look around.
Does every person know, like, why
are we out there trying toconvince strangers on TikTok to
(14:15):
Book a call with us.
God knows what their situation is.
When we have however many peoplein our circle and in the bigger
circle and the bigger circle allaround us connected somehow who
don't know what we do.
I've never understood that part.
So I've already went through.
You've got your friends and your
family and past coworkers andyour... school circle and in your
parent circle and your coachingcircle and if you play beer league
hockey or baseball or whatever theheck you do and if you're in a dog
(14:39):
walking club or you're in a golfclub or you take lessons and
you're like right What do you dofor a living?
Hey, what are you most excitedabout right now?
Oh, and then naturally they'regoing to ask you, hey, I'm a
mortgage broker.
Have your spiel or anything.
We're not going to get into that,how you sell yourself in a 30
(15:03):
-second elevator pitch.
We're not going to talk about
that.
We're going to talk about just the
mentality of a lot of secretbrokers out there.
And it hits from different angles.
It hits from social media.
And please, if you're on socialbut you're not making videos,
(15:24):
you're not really on social.
I don't know how to tell you.
If you're putting up postcards.
You're paying someone $100 a
month, throw postcards up for you.
And you think like, yeah, I got my
social dialed in.
And deep down, you know you don't.
Deep down, you're just like, I gotthat.
It's good.
I'll do that later.
(15:44):
I'm going to go over here and gointo a Facebook group and check
out some stuff instead.
I'm coming at you hard here.
I hope some of you are resonatingwith this.
If your profile picture is like aletter or like a Superman in a
cape, why isn't it you?Why isn't your face?
Right?If your face isn't on your
website, like why?Anytime I see that, I know
mortgage workers who have that.
And I'm like, well, that's not
good.
That's not good.
This person wants my sin numberand trust them with my largest
(16:06):
amount of debt.
And they don't have a face on a
website or their profile.
or no videos on social, like you
drop down massively in my books.
And I'm not like, I'm not just
this outlier person.
I'm like, so if I'm thinking it,
there are millions of other peoplethinking it.
If I don't see your face, like thetrust game, right?
This podcast brought to you byAmerican.
(16:27):
Oh, so good.
It's the trust game.
So like, this is a simple, This issuch a simple game we're at.
Yeah, you complicate the fuck outof it.
Go and have conversations withpeople.
That's it.
If you have no leads, three, four
hours a day, start conversationswith people.
I don't care how.
Don't get caught up in how
exactly, where, what, when do Ido?
(16:51):
Just go do it.
I've given you 18 different ways
to go do it.
It means not enough.
If you don't have business, itmeans not enough people.
I'm trying to really dumb down theformula.
If you don't have enough business,much like me, if Strategy Hub does
not have enough students, it'sbecause not enough people know
what we do.
(17:12):
So then we have to go fix that.
And we always want more students.
So we always know what we know.
That's like a big push for us.
We need to get more people to know
what we do.
So how do we do it?
We start conversations.
You do paid ads where you create
(17:35):
content.
We're all three.
Those are the only ways.
to get business right so for you
not enough people know what you dofor a living okay and then once
they do know what you do for aliving you start a conversation
know what you do for a living likeput yourself out there and that's
(17:55):
such a simplistic way of saying itbut your face needs to be out more
people people need to know you'retoo secretive and i'm not sure why
and so then we get into mindsetissues So if you're too secretive,
then you're just like, well, Idon't have the confidence to put
myself out there.
Get it.
Totally get it.
Yeah.
It doesn't mean I agree, but I getit.
(18:17):
If you're like, I don't like, likeI'm self -conscious.
Totally get it.
Yeah.
I don't agree, but I get it.
Got it.
Then I need to look forinspiration.
I need to change what I'm self-conscious about.
I need to work on myself.
So what's your work on yourself?
I know some people that are justnot in good shape.
And they've told me, that's why Idon't put myself out there.
(18:37):
And my business and my life issuffering because of it.
So you don't have a mortgagebusiness problem.
We've got like other problemshere.
This is all connected.
It's all interconnected here.
So I challenged them.
challenged them.
I said, hey, if you were 20pounds, were 20 pounds, like less
weight, and you did more in shape,whatever your definition of, if
that was, Like, how would that,what do you think would happen?
(18:59):
Oh my God, I'd be like morecomfortable in my home life.
I'd be more confident.
I would put myself out there more
in the business.
And like, like there's stuff here,
right?See, there's a roadmap.
It's interesting.
And so I'm not saying when I say
you're a secret agent, I'm justtrying to point out, I'm not
going, Hey, go and push throughthat wall.
(19:20):
I'm going, why don't we go fix theother problems instead of putting
band -aids on it?and go, hey, I'm going to go do 10
opens a day, but I'm still self-conscious, so I'm never going to
go on video.
And it's a time and a place
because I heard you, Ryan, and soI'm going to go do it.
I'm going, hey, maybe it's a lotdeeper than that for you.
(19:41):
And I'm just using that as anexample because I know two people
who have shared really closethings with me, and that's the
root of it.
Their business is a fraction of
what it could be because theydon't want to build a brand
online.
fraction of what it could be
because they don't want to build abrand And they don't want to put
(20:05):
themselves on camera.
And they don't want to go out and
put themselves out there becausethey're self -conscious about how
they look.
Whoa, that's deep.
Still at five on the clock in themorning for me, right?
So this isn't just about likemortgage tips and strategies.
And like, this is real life shit.
And so whatever your thing is, in
that instance, and then in theconversation I mentioned, if that
(20:26):
was the case, right.
So what do you think?
So if you go fix, what's the oneproblem you can fix that fixes a
lot of other problems?Well, with this person, when I was
talking to them, we reverseengineered and it boiled down to
that.
Boiled down to, wow, if I make
better choices here, it opens upthe world over here and solves a
lot of problems and will help mego work on my brand.
It will make me more confident tobuild referral partners, put
myself out in my circles and blah,blah, blah.
Ah, interesting, right?So there's a lot of reasons why
(20:49):
you're a secret mortgage agent.
And for those of you who don't
have, you're not self -consciousof certain things.
Some of you, it goes the other wayand you're just fucking lazy.
And it can't be like, you know howmany people I run into?
I'm going to do it, man.
I got this.
Yeah, let's go.
And like, yeah.
A month later, you're like, yeah,no, I just, yeah, I didn't.
(21:10):
I'm not doing that.
But I'm doing this thing now.
Okay, cool.
So do people, just let me get back
to, do all those people know whatyou do for a living still, though?
They don't know.
Okay, so you're going to go do
that now?Okay, got it.
You don't need a shiny thing.
If you have advanced mortgage
strategies, you might be like,Ryan, but the shiny thing is cash
(21:33):
damming and hour of the paycheckand debt swap and RSP versus
rental.
one property away and all things
to talk about.
Well, those are strategies.
Those are strategies to up yourgame, your craft as a mortgage
broker.
Those aren't shiny things.
Shiny things, when I say shinythings, and I want to break this
down for you because I think somepeople misinterpret, however I
(21:54):
said that, hope I said that right,things.
When I say, hey, and they're offthe next shiny thing, it means
they're just not doing the basicboring shit that makes money.
And they replace it with a shinything.
But at the end of the day, nothingthey do over with the shiny thing
will make the money because whatthey're not realizing is the basic
(22:17):
boring shit that builds a networkand keeps you in front of people
and keeps social media warm, allthose people and keeps them
engaged and keeps your email listwarm.
And all that creates all theopportunity for the shiny thing.
But everyone skips that step.
Not everyone, but majority.
So I'm all about, I don't likecalling them shiny things because
they're, especially the advancedmortgage strategies.
Those are strategies that set youapart from anybody.
And it's awesome stuff you need toknow.
(22:38):
But if you're not doing the boringwork, it's going to fall on deaf
ears, right?Because you can't, you have all
these things, but there's nobodyto do the things on.
It doesn't make sense.
So let's just break that down, the
clear definitions of it, okay?So I see a lot of agents cutting
corners.
And instead of just sitting back
going, hey, I'm just going to makemy mission.
I'm going to start there as abaseline.
(23:00):
I'm going to go back toprospecting 101.
That should be next accountabilitygroup.
Prospecting 101.
Telling people who know your name
or have seen your name what you dofor a living.
Let's build on that.
You've got all those people I
already told you, those in -personpeople.
And then you've got your onlinepeople, right?
People who engage with yourcontent, people who watch your
(23:20):
stories.
Something we did the other day,
I'm going to share here.
It's a podcast brought to you by
Americana.
I'm just going to share out, I
don't know if it's a hack, butit's like, I know a lot of people,
you're trying to put reels out forInstagram and then you put your
stories out, which are the onesthat live for 24 hours and they go
(23:41):
away.
And to me, I still don't have a
clear.
I do, but I don't.
An idea of like what should gowhere.
Sometimes I have like a reallygood thing I want to put on the
story.
And, but I'm like, oh, that should
live on the real forever too.
(24:03):
But I'm like, but I need a story.
And I'm like, so do I take apicture of my dog or do I take a
picture of what I'm cooking?And I'm just like, ah, this is
exhausting.
I'm like, even just thinking about
it, I'm like, is this where I'm atright now?
Is this my life?And I'm like, yeah, because if
(24:25):
that's the cost of getting towhere I want to go, if me being
inconvenienced, with trying tofigure out on my camera reel, what
goes where, if that's the cost to,you know, live, have my family
live a spectacular life.
Yeah, I can make that.
I can 100 % do that.
So then I get out of my own head
(24:46):
again.
I'm like, okay, just go power
through.
Let's go.
So here's for you though.
If you're creating content, do
this.
So if you put a reel out, I know
this is a huge sidebar.
It's okay.
If you put a reel out.
that lives on your grid right so
instead because if you make a 60second reel let's say and you go
to share that to your storiesafter it only lives there for 15
seconds versus if you do it theother way start recording inside
(25:08):
instagram record the story can beup to 60 seconds maybe that's
changed by now but i know it's forsure it's minimum 60 seconds
record it in there you can evenput clickable links on the story
which you can't do on the reelThat will go to like your URL or
whatnot.
Post the story, get the engagement
from whoever's watching it.
And then before it goes away,
actually, as soon as you put itthere, push it into your
highlights.
And then once it's in your
highlights.
then you can make it into a reel
(25:29):
and now it lives on your gridforever.
And now you've got content, the 24-hour content on your story for a
full 60 seconds.
And then you also have ongoing
content on your reel.
And then if you're going in and
doing your opens like you shouldbe doing every day, like I do five
a day minimum.
I don't need to.
I go into who's engaging in mystuff.
(25:49):
So then you can go into yourstories and see who's watching,
who left a comment, open them.
Thank you for the comment.
Thanks for helping out.
I loved your answer.
I love your comment.
Anyways, I appreciate it.
Whoever liked your stuff, go openthem.
Whoever watched your stuff, goopen them.
But you're feeding your ownengagement by doing it this way.
So if you were already going to doa reel, throw it into a story,
(26:11):
then a highlight, then back to thereel.
So when the dust settles, you'rewhere you were at anyways.
But you created all thisengagement for you to go open.
Yeah, that's how the game'splayed, kids.
That's how you do it smarter.
Okay, so back to the topic, we're
almost on this podcast, secretmortgage agent.
So I mentioned this many, manytimes before, I'm going to keep
(26:32):
talking about it, because too manyof you are trying to build this
referral based business, which isbased on trust.
And you're trying to get clientsto refer you back.
And you're trying to get referralpartners to refer you back.
And you're trying to get people inyour center of influence to refer
you back.
Nobody fucking knows what you do.
Like, duh.
Go tell them.
Stay in front all the time.
(26:54):
Be everywhere.
Just because you put one video outevery three days does not mean
everybody saw it.
Put out three videos a day.
Your chances go up.
I don't know.
Do you disagree with me?I don't have business.
I know I either need to pay ads.
I'm not going to do.
Make content or startconversations.
And I need more business, Ryan.
Okay.
How much content are you making?I'm making three reels a week.
Okay.
I got something for you.
(27:16):
I'm going to give you a secrethere.
Go make one a day.
Go make six a week.
Really?Yeah.
More people will know what you do.
Don't tell anyone, though.
That's my own secret.
I'm going to sell a course on it.
How many people are you havingconversations with this week?
Oh, I called 20 people.
Cool.
Okay.
Okay.
This is my secret number two.
Call 40 people.
And then when that doesn't work,call 80 people.
(27:36):
Yeah, 80.
There's a rule of 100.
Spend 100 bucks a day on ads.
Talk to, start 100 conversations
or do 100 minutes of content.
Choose, pick your poison.
Pick your lane.
Pick one.
Which one are you going to pick?But it's right in front of you.
So I can tell from personalexperience, and we all know this,
when you get out there and you getthe momentum going and it's, and I
(27:58):
was going to say easier said thandone, but it's not.
It doesn't get easier than that.
Stop being in the bushes, hiding
out.
People walk by.
Need a mortgage?Hey, hey.
Oh, no, no, no. Okay, okay, okay,okay, okay.
Hey, do you need a...
Sorry, sorry, sorry.
I shouldn't have said mortgagebecause I'm Canadian and I don't
want to offend anybody.
(28:18):
Hey, do you need help getting the
money for a house?Is that a mortgage?
Yeah, yeah.
Are you a mortgage broker?
Depends who's asking.
Like, come on, come on.
I want to shake people sometimes.
So it comes down to this.
(28:42):
I have conversations daily,mortgage brokers, and we always go
back to basics.
I'm like, what are you doing?
And everyone's looking for thenext secret thing, the next
formula, the next thing on top ofthe thing.
And I always back to basics.
I'm never going to get away from
(29:05):
this ever.
You're going to listen to this
podcast a year from now.
You're going to hear me talk about
the same shit.
Did you talk to people?
What did you say?It doesn't matter really what you
say.
Did you talk to people?
Did you start conversations?Did you make content?
Did you make content?Did you talk to people?
(29:25):
Which bucket are you spending yourtime in?
Just keep doing it.
I don't know how to do it.
It's confusing.
Go figure it out.
Go figure it out.
Much like you tell your kids.
Go figure it out.
Right?
You don't lay it out for yourkids.
I'm not laying it out for you,although I have.
(29:47):
I have.
And it doesn't work as well.
The more I lay out for people, theless they feel they've earned it.
So I got to be more general.
But anyways, you get the idea.
You get the point.
Secret mortgage agent.
Go back to realtors.
You know they're a realtor.
Go get that vibe and energy,right?
Realtors are always auditioningfor stuff.
They have to build up trust withpeople.
But they have to build up lesstrust.
(30:10):
Being a realtor is more of apopularity game.
We have to build up trust becauseit's people's finances.
So we need to be less secretive.
We need to break down those
barriers and get them to know usversus our biggest competition,
which is the bet.
That's it.
I'm done.
I got to get on with my day.
(30:31):
Enjoy your day.
Peace out, everyone.
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers,
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
All right.
Welcome to the Mortgage GamePodcast.
West Coast Wiley in the house witha five on the clock in the
morning.
Yeah, that's right.
A busy day today.
So what do you do?
(00:48):
And I knew I had to make apodcast.
I didn't have to, but I wanted to.
I wanted to make a podcast today.
It was on the schedule, but Idon't put this into the regular
day because this makes no money.
Right.
So the money making tasks are yournine to five gig.
Everything else falls in othertimes, nighttime, morning time.
So I woke up a little earliertoday to do the podcast.
(01:12):
So that's just showing you whatyou do, how the sausage is made.
That mentality should be the samewith yours.
A couple of things.
So I launched a Facebook group,
geez, I don't know, five yearsago.
God, maybe six years ago now.
God forbid we need another
Facebook group.
We don't.
We really don't.
There's too many.
Some of them good.
Some of them not so good, but
(01:33):
either way.
But I did and I never did anything
with it.
And so then I changed it to a
marketing Facebook group maybe, Idon't know, seven months ago.
And then I didn't do much with it.
You know, I didn't do much with it
because it was the same old stuffI'm putting in there.
I didn't feel inspired to have thegroup because I talk about
marketing on the podcast.
I talk about it.
in my emails i talk about it intraining i talk about it with the
(01:58):
team i talk i talk about it allday long and so it just seemed
like sort of fake to go start agroup to just put the same stuff
i'm already talking about in therewith not really creating any type
of movement and uniqueconversations because i'm having
them in other areas of my life soi i felt uninspired by doing that
so we put our heads together meand courtney and she came up to it
she's like why don't we do what weuse every single day in the
(02:21):
business and have been for a longtime and we're extremely
passionate about, why don't webring AI into play with mortgage
brokers?And I was like, oh, totally,
totally.
So we started a group called AI
for Mortgage Pros.
If you don't know what AI is, you
don't stop listening right now.
But you know what that is.
So AI is, we're just at itsinfancy and the mortgage industry
(02:41):
is just at its infancy.
The regular world, is light years
ahead already.
And I can only imagine it's
evolving quite quickly.
And if you're going to be one of
those people that says, I don'tneed it, it's too confusing,
don't, okay, cool.
Then you keep paying people to do
stuff for you that you don't needto pay them.
(03:01):
Or you could just come into thegroup and learn from others and
save yourself a bunch of time andmoney.
So that's what we're going to do.
We're just going to create a spot
where we can all share bestpractices and what we're doing.
We'll lead the charge a little bithere and there, show how we're
doing it and how we see othermortgage brokers doing stuff.
And then it's just a place to havesafe conversations around
something that's so new to so manypeople.
So yeah, AI for Mortgage Pros.
There you go.
(03:21):
No strings attached.
Come on in and chat.
You can find us on Facebook.
Number two, there's a AMBA
conference.
Yeah, that's a mortgage, Alberta
Mortgage Broker Association, Ibelieve, conference coming up in
Calgary, downtown Calgary.
And I believe that is, don't quote
me on it.
Doesn't matter.
You can look it up.
I think it's first week of June.
And so there's a high likelihood Iwill be there.
(03:44):
Um, so hopefully if you're goingto that, uh, it'd be nice to meet
you.
So come and say hi.
Um, but yeah, team Wiley's comingto Alberta.
Uh, and so that's all that's beenin wheels have been in motion for
a while on that.
Um, and then next to Prairies, uh,
and I'll be later this year andnext couple of months.
So we'll be in Ontario, BC, uh,Alberta and Saskatchewan and
(04:06):
Manitoba.
Okay, so I will be at the AMBA
conference, 95 % chance I'll bethere.
So please come up and say hi.
But keep listening to this and
I'll fill you in.
Let's get into today's podcast.
Before we do, though, I need tomention this is a special sponsor
today because there is a five onthe clock.
Today's podcast is brought to youby Americano.
(04:26):
Oh, perfect temperature too.
Great.
When you're the first one inthere.
They make the coffee perfect.
Maybe they don't.
I'm not sure.
It tastes good though.
Okay.
Let's hear what I want to talk
about today.
So have you ever met someone and
you've known them for six months,six years, and you're like, shit,
I didn't know you did that.
(04:46):
I know I have.
And then you start and you'relike, it happens all the time.
I didn't know you were like aphysics engineer.
I didn't know you're an astronaut.
That doesn't happen all the time,
but you get the idea, right?How many times have you run into
someone you've known for a longtime or a while, and you didn't
(05:07):
know they were a realtor?Very rare, right?
Realtors put themselves out there.
Well, I know mortgage brokers do
not.
It's a weird dynamic, right?
When you don't know, if someone'snot in a forward -facing career,
and they're not relying oncommission, and there's no sales
component, yeah, 100%.
I don't know what you did for
them.
You know why?
I didn't ask.
(05:27):
I'm not expecting you to walk
around and tell me, hey, I'm aschool teacher.
Nice to meet you.
I'm Ryan.
I'm a school teacher.
I teach science.
Thank you.
Some days I don't want to get out
of bed.
Thank you.
Nice to shake your hand.
Nice to meet you.
If you have any kids in mydistrict, I might teach them,
(05:48):
maybe not.
So that's not how that works.
It's if I ask you.
But the dynamic flips
considerably.
Like considerably.
Feeding your family relies onpeople knowing what you do for a
living.
It's crazy.
And so there's so many parallelsbetween real estate agents and
mortgage brokers.
There are.
There's a lot.
Markets up, markets down.
Like, I don't have to get into it.
You know, prospect, follow up.
email, build a brand on social,stay connected to your center of
(06:12):
influence, get referral partners,get yourself seen.
It's the same shit.
Brand yourself, be proud of what
you do, all that stuff.
I earn 100 % commission, eat what
you kill, that whole mentality.
There's so many parallels.
(06:35):
But how many times do you not knowthat a realtor is not a realtor?
Or sorry, did I say that right?I think so.
How many times do you talk tosomeone and at some point, they
get into it.
It's either you see it on their
shirt, their jacket, theirsweater.
You see it on their car.
(06:57):
You've seen them on social.
Someone's mentioned they're arealtor.
The conversation switches to realestate.
And you can just tell they're arealtor and then it comes up.
But they're always staying infront of you.
Because guess what?They're not a secret realtor.
They're not a secret agent.
There's too many of you.
Too many of you listening here aresecret mortgage brokers, and I
don't know why.
(07:17):
Is it imposter syndrome?
Well, that's bullshit becauseyou're already the smartest person
in the room.
If you can't hold your way through
a conversation to a first -timehomebuyer or around, what do you
think interest rates are going todo?
Or what do you think is going onwith this and with the Trump
tariffs?You can come up with your plane,
(07:39):
Jane.
You should have your go -to stuff.
Come on.
Too many of you, I guarantee you,
I want you to look around.
This is a question for you.
Look around your circle.
Are you 100 % confident that
everyone in your family knows whatyou do for a living?
(08:01):
That every person you've workedwith in the past 10, 15 years,
knows what you do for a living.
And take that with a grain of
salt, right?Because I understand you might not
be able to get, but you're thecore people you hung out with.
I'm not talking, you know, Phildown in the photocopying
department.
You know, the stapler guy down
there.
I'm talking about the people you
hung out with that you built acircle with, your work buddies.
(08:26):
Right?Do they know what you do for a
living?Does every parent... on your kids,
whatever team, know what you do.
There's an email list you get.
Everyone gets emails andeveryone's on the email.
Even if you're not the coach ornot an admin or you're not a team
leader, whatever, you can replyall.
And in your email signature, youhave what you do.
And it could be Ryan at WileyMortgages, which was my email.
(08:50):
With my email signature downthere, with...
Links to my social proof, my five-star reviews, right?
Something like that.
I'm not saying you reach out and
you go, hey, guys, I'm a mortgageperson.
But you can pluck them off one byone.
There's also ways you canadvertise within the team stuff,
right?I've covered that many times.
(09:11):
But people need to know what youdo all the time.
Do you coach a team?Does every parent know what you
do?I coached my kid's soccer team.
When I got their list going, hey,you need to go reach out to these
people and give them the schedule.
I sent from my, I wasn't even
doing mortgages at the time.
(09:33):
I wasn't, I was in coaching.
And I responded from my, I stillhad Wiley Mortgages.
I replied to all of them, here yougo, I'm Ryan.
I made a video.
Oh my God, a video?
Yeah, a video.
I made a video of myself
introducing who I am.
Blah, blah, blah.
And my email signature had all mymortgage stuff.
Guess what?Two parents, not off that email,
(09:54):
but two parents throughout thejourney of the season approached
me and wanted me to talk abouttheir mortgage.
One was buying a constructionproperty thing.
They were doctors and they wantedto go buy.
And I'm like, yeah, not my jam.
I referred it out.
Another one was wanting to talkabout buying an investment
program.
I'm like, that is my jam.
(10:14):
So I talked to them and I referredit out.
Right.
They knew what I did for a living
because I put myself out there.
And then I also use video every
week.
I'd give an update to the kids on,
hey, great game this week.
And, you know, Max, you played
awesome.
And I was the star of the show.
(10:35):
And I love that tackle you madeand blah, blah, blah.
And OK, next week we got this.
Don't forget, you know, bring your
shin guards and your penny or yourjersey.
Otherwise, you can't play.
Not my rules.
Don't shoot the messenger leaguerules.
So don't be that parent.
Make sure they show up.
OK, anyway, like video, right?Builds instant trust.
Why do you think people use theirbank more than they use mortgage
brokers?It's not because the bank's
(10:55):
smarter.
They might not even know.
You might be the smartest mortgagebroker out there, but nobody knows
because you're a secret mortgagebroker.
Nobody knows.
I personally know really smart
mortgage brokers.
that make 10 % of what they
should, because they don't tellpeople what they do.
They don't want to bother people.
I don't want to bother people.
Okay, then you just live in thatworld where you're going to make
your 150 grand a year.
And I'm just, I'm saying, I'm not
(11:16):
saying that in a bad way.
Like that's, oh my God, I'm just
going, they should be making amillion dollars a year.
They should.
With the knowledge they have, they
1000 % should.
And so why do people go to the
bank?Well, the banks build up trust.
So if we're sitting over here andwe're already in an isolated
(11:39):
world, we're already building abusiness on an island and our
competition is the bank.
It's not brokers, but still, when
people say, no, my competitionisn't brokers, that's bullshit.
My competition is everybody.
So I'm just going to put that out
there.
Let's just get past that one.
(12:00):
We have a good market share.
I don't know what it is, 35%, 40%.
So you're kidding yourself ifyou're going to say mortgage
brokers aren't your competition.
They are.
Let's just move on past thatpoint.
That's an old belief system.
Whoever has the deal and I don't
is my competition.
That's just the nature of
competition.
That's sports.
If you are in the league, Andthere's 32 teams and I'm one of
(12:21):
the teams.
The other 31 are my competition.
They might be friends that I hangout with in the summer and off
season and train with them.
They might be buddies I used to
play with on other teams.
But when we're playing our game,
they're competition.
I'm playing to win.
Okay, so everybody's competition.
So why do you think the banks,
(12:42):
which is the main competition, butwhy do you think the banks have
larger market share?Well, they have obviously brand.
which many mortgage brokers havezero brand.
Okay, well, you're never going tocatch that brand, but they have
trust built in.
So how do we build up the trust?
How do we build up more trust?Well, people need to see you.
(13:10):
If you're just sending emails toeverybody and being like, and you
don't have a social presence, andthey don't get to see you talk and
your mannerisms and how you like,because people, neurons start
firing off.
They're like, do I trust that
person?I trust that person.
Do I trust?You're looking for someone to like
that's not the big fucking evilbanks, right?
Video helps you not be so secret.
(13:32):
It helps get what you do out
there.
Yet a lot of you don't want to be
on camera.
So then you revert back to hiding
behind email, right?And then you revert back to just
not telling people what you do andputting yourself out there.
And so you've got no, I see a lotof secret brokers and this isn't
just you not going out and tellingpeople and shaking hands.
Like you should make a challenge.
(13:53):
I challenge everybody.
You should tell one person a daywhat you do for a living.
Like, oh my God, is that how lowthe bar is?
Tell one person that you're amortgage broker, right?
Go do it.
I promise you'll reap the
benefits, but get back on topichere.
So the secret mortgage broker.
So this, I challenge yourself once
again to look around.
Does every person know, like, why
are we out there trying toconvince strangers on TikTok to
(14:15):
Book a call with us.
God knows what their situation is.
When we have however many peoplein our circle and in the bigger
circle and the bigger circle allaround us connected somehow who
don't know what we do.
I've never understood that part.
So I've already went through.
You've got your friends and your
family and past coworkers andyour... school circle and in your
parent circle and your coachingcircle and if you play beer league
hockey or baseball or whatever theheck you do and if you're in a dog
(14:39):
walking club or you're in a golfclub or you take lessons and
you're like right What do you dofor a living?
Hey, what are you most excitedabout right now?
Oh, and then naturally they'regoing to ask you, hey, I'm a
mortgage broker.
Have your spiel or anything.
We're not going to get into that,how you sell yourself in a 30
(15:03):
-second elevator pitch.
We're not going to talk about
that.
We're going to talk about just the
mentality of a lot of secretbrokers out there.
And it hits from different angles.
It hits from social media.
And please, if you're on socialbut you're not making videos,
(15:24):
you're not really on social.
I don't know how to tell you.
If you're putting up postcards.
You're paying someone $100 a
month, throw postcards up for you.
And you think like, yeah, I got my
social dialed in.
And deep down, you know you don't.
Deep down, you're just like, I gotthat.
It's good.
I'll do that later.
(15:44):
I'm going to go over here and gointo a Facebook group and check
out some stuff instead.
I'm coming at you hard here.
I hope some of you are resonatingwith this.
If your profile picture is like aletter or like a Superman in a
cape, why isn't it you?Why isn't your face?
Right?If your face isn't on your
website, like why?Anytime I see that, I know
mortgage workers who have that.
And I'm like, well, that's not
good.
That's not good.
This person wants my sin numberand trust them with my largest
(16:06):
amount of debt.
And they don't have a face on a
website or their profile.
or no videos on social, like you
drop down massively in my books.
And I'm not like, I'm not just
this outlier person.
I'm like, so if I'm thinking it,
there are millions of other peoplethinking it.
If I don't see your face, like thetrust game, right?
This podcast brought to you byAmerican.
(16:27):
Oh, so good.
It's the trust game.
So like, this is a simple, This issuch a simple game we're at.
Yeah, you complicate the fuck outof it.
Go and have conversations withpeople.
That's it.
If you have no leads, three, four
hours a day, start conversationswith people.
I don't care how.
Don't get caught up in how
exactly, where, what, when do Ido?
(16:51):
Just go do it.
I've given you 18 different ways
to go do it.
It means not enough.
If you don't have business, itmeans not enough people.
I'm trying to really dumb down theformula.
If you don't have enough business,much like me, if Strategy Hub does
not have enough students, it'sbecause not enough people know
what we do.
(17:12):
So then we have to go fix that.
And we always want more students.
So we always know what we know.
That's like a big push for us.
We need to get more people to know
what we do.
So how do we do it?
We start conversations.
You do paid ads where you create
(17:35):
content.
We're all three.
Those are the only ways.
to get business right so for you
not enough people know what you dofor a living okay and then once
they do know what you do for aliving you start a conversation
know what you do for a living likeput yourself out there and that's
(17:55):
such a simplistic way of saying itbut your face needs to be out more
people people need to know you'retoo secretive and i'm not sure why
and so then we get into mindsetissues So if you're too secretive,
then you're just like, well, Idon't have the confidence to put
myself out there.
Get it.
Totally get it.
Yeah.
It doesn't mean I agree, but I getit.
(18:17):
If you're like, I don't like, likeI'm self -conscious.
Totally get it.
Yeah.
I don't agree, but I get it.
Got it.
Then I need to look forinspiration.
I need to change what I'm self-conscious about.
I need to work on myself.
So what's your work on yourself?
I know some people that are justnot in good shape.
And they've told me, that's why Idon't put myself out there.
(18:37):
And my business and my life issuffering because of it.
So you don't have a mortgagebusiness problem.
We've got like other problemshere.
This is all connected.
It's all interconnected here.
So I challenged them.
challenged them.
I said, hey, if you were 20pounds, were 20 pounds, like less
weight, and you did more in shape,whatever your definition of, if
that was, Like, how would that,what do you think would happen?
(18:59):
Oh my God, I'd be like morecomfortable in my home life.
I'd be more confident.
I would put myself out there more
in the business.
And like, like there's stuff here,
right?See, there's a roadmap.
It's interesting.
And so I'm not saying when I say
you're a secret agent, I'm justtrying to point out, I'm not
going, Hey, go and push throughthat wall.
(19:20):
I'm going, why don't we go fix theother problems instead of putting
band -aids on it?and go, hey, I'm going to go do 10
opens a day, but I'm still self-conscious, so I'm never going to
go on video.
And it's a time and a place
because I heard you, Ryan, and soI'm going to go do it.
I'm going, hey, maybe it's a lotdeeper than that for you.
(19:41):
And I'm just using that as anexample because I know two people
who have shared really closethings with me, and that's the
root of it.
Their business is a fraction of
what it could be because theydon't want to build a brand
online.
fraction of what it could be
because they don't want to build abrand And they don't want to put
(20:05):
themselves on camera.
And they don't want to go out and
put themselves out there becausethey're self -conscious about how
they look.
Whoa, that's deep.
Still at five on the clock in themorning for me, right?
So this isn't just about likemortgage tips and strategies.
And like, this is real life shit.
And so whatever your thing is, in
that instance, and then in theconversation I mentioned, if that
(20:26):
was the case, right.
So what do you think?
So if you go fix, what's the oneproblem you can fix that fixes a
lot of other problems?Well, with this person, when I was
talking to them, we reverseengineered and it boiled down to
that.
Boiled down to, wow, if I make
better choices here, it opens upthe world over here and solves a
lot of problems and will help mego work on my brand.
It will make me more confident tobuild referral partners, put
myself out in my circles and blah,blah, blah.
Ah, interesting, right?So there's a lot of reasons why
(20:49):
you're a secret mortgage agent.
And for those of you who don't
have, you're not self -consciousof certain things.
Some of you, it goes the other wayand you're just fucking lazy.
And it can't be like, you know howmany people I run into?
I'm going to do it, man.
I got this.
Yeah, let's go.
And like, yeah.
A month later, you're like, yeah,no, I just, yeah, I didn't.
(21:10):
I'm not doing that.
But I'm doing this thing now.
Okay, cool.
So do people, just let me get back
to, do all those people know whatyou do for a living still, though?
They don't know.
Okay, so you're going to go do
that now?Okay, got it.
You don't need a shiny thing.
If you have advanced mortgage
strategies, you might be like,Ryan, but the shiny thing is cash
(21:33):
damming and hour of the paycheckand debt swap and RSP versus
rental.
one property away and all things
to talk about.
Well, those are strategies.
Those are strategies to up yourgame, your craft as a mortgage
broker.
Those aren't shiny things.
Shiny things, when I say shinythings, and I want to break this
down for you because I think somepeople misinterpret, however I
(21:54):
said that, hope I said that right,things.
When I say, hey, and they're offthe next shiny thing, it means
they're just not doing the basicboring shit that makes money.
And they replace it with a shinything.
But at the end of the day, nothingthey do over with the shiny thing
will make the money because whatthey're not realizing is the basic
(22:17):
boring shit that builds a networkand keeps you in front of people
and keeps social media warm, allthose people and keeps them
engaged and keeps your email listwarm.
And all that creates all theopportunity for the shiny thing.
But everyone skips that step.
Not everyone, but majority.
So I'm all about, I don't likecalling them shiny things because
they're, especially the advancedmortgage strategies.
Those are strategies that set youapart from anybody.
And it's awesome stuff you need toknow.
(22:38):
But if you're not doing the boringwork, it's going to fall on deaf
ears, right?Because you can't, you have all
these things, but there's nobodyto do the things on.
It doesn't make sense.
So let's just break that down, the
clear definitions of it, okay?So I see a lot of agents cutting
corners.
And instead of just sitting back
going, hey, I'm just going to makemy mission.
I'm going to start there as abaseline.
(23:00):
I'm going to go back toprospecting 101.
That should be next accountabilitygroup.
Prospecting 101.
Telling people who know your name
or have seen your name what you dofor a living.
Let's build on that.
You've got all those people I
already told you, those in -personpeople.
And then you've got your onlinepeople, right?
People who engage with yourcontent, people who watch your
(23:20):
stories.
Something we did the other day,
I'm going to share here.
It's a podcast brought to you by
Americana.
I'm just going to share out, I
don't know if it's a hack, butit's like, I know a lot of people,
you're trying to put reels out forInstagram and then you put your
stories out, which are the onesthat live for 24 hours and they go
(23:41):
away.
And to me, I still don't have a
clear.
I do, but I don't.
An idea of like what should gowhere.
Sometimes I have like a reallygood thing I want to put on the
story.
And, but I'm like, oh, that should
live on the real forever too.
(24:03):
But I'm like, but I need a story.
And I'm like, so do I take apicture of my dog or do I take a
picture of what I'm cooking?And I'm just like, ah, this is
exhausting.
I'm like, even just thinking about
it, I'm like, is this where I'm atright now?
Is this my life?And I'm like, yeah, because if
(24:25):
that's the cost of getting towhere I want to go, if me being
inconvenienced, with trying tofigure out on my camera reel, what
goes where, if that's the cost to,you know, live, have my family
live a spectacular life.
Yeah, I can make that.
I can 100 % do that.
So then I get out of my own head
(24:46):
again.
I'm like, okay, just go power
through.
Let's go.
So here's for you though.
If you're creating content, do
this.
So if you put a reel out, I know
this is a huge sidebar.
It's okay.
If you put a reel out.
that lives on your grid right so
instead because if you make a 60second reel let's say and you go
to share that to your storiesafter it only lives there for 15
seconds versus if you do it theother way start recording inside
(25:08):
instagram record the story can beup to 60 seconds maybe that's
changed by now but i know it's forsure it's minimum 60 seconds
record it in there you can evenput clickable links on the story
which you can't do on the reelThat will go to like your URL or
whatnot.
Post the story, get the engagement
from whoever's watching it.
And then before it goes away,
actually, as soon as you put itthere, push it into your
highlights.
And then once it's in your
highlights.
then you can make it into a reel
(25:29):
and now it lives on your gridforever.
And now you've got content, the 24-hour content on your story for a
full 60 seconds.
And then you also have ongoing
content on your reel.
And then if you're going in and
doing your opens like you shouldbe doing every day, like I do five
a day minimum.
I don't need to.
I go into who's engaging in mystuff.
(25:49):
So then you can go into yourstories and see who's watching,
who left a comment, open them.
Thank you for the comment.
Thanks for helping out.
I loved your answer.
I love your comment.
Anyways, I appreciate it.
Whoever liked your stuff, go openthem.
Whoever watched your stuff, goopen them.
But you're feeding your ownengagement by doing it this way.
So if you were already going to doa reel, throw it into a story,
(26:11):
then a highlight, then back to thereel.
So when the dust settles, you'rewhere you were at anyways.
But you created all thisengagement for you to go open.
Yeah, that's how the game'splayed, kids.
That's how you do it smarter.
Okay, so back to the topic, we're
almost on this podcast, secretmortgage agent.
So I mentioned this many, manytimes before, I'm going to keep
(26:32):
talking about it, because too manyof you are trying to build this
referral based business, which isbased on trust.
And you're trying to get clientsto refer you back.
And you're trying to get referralpartners to refer you back.
And you're trying to get people inyour center of influence to refer
you back.
Nobody fucking knows what you do.
Like, duh.
Go tell them.
Stay in front all the time.
(26:54):
Be everywhere.
Just because you put one video outevery three days does not mean
everybody saw it.
Put out three videos a day.
Your chances go up.
I don't know.
Do you disagree with me?I don't have business.
I know I either need to pay ads.
I'm not going to do.
Make content or startconversations.
And I need more business, Ryan.
Okay.
How much content are you making?I'm making three reels a week.
Okay.
I got something for you.
(27:16):
I'm going to give you a secrethere.
Go make one a day.
Go make six a week.
Really?Yeah.
More people will know what you do.
Don't tell anyone, though.
That's my own secret.
I'm going to sell a course on it.
How many people are you havingconversations with this week?
Oh, I called 20 people.
Cool.
Okay.
Okay.
This is my secret number two.
Call 40 people.
And then when that doesn't work,call 80 people.
(27:36):
Yeah, 80.
There's a rule of 100.
Spend 100 bucks a day on ads.
Talk to, start 100 conversations
or do 100 minutes of content.
Choose, pick your poison.
Pick your lane.
Pick one.
Which one are you going to pick?But it's right in front of you.
So I can tell from personalexperience, and we all know this,
when you get out there and you getthe momentum going and it's, and I
(27:58):
was going to say easier said thandone, but it's not.
It doesn't get easier than that.
Stop being in the bushes, hiding
out.
People walk by.
Need a mortgage?Hey, hey.
Oh, no, no, no. Okay, okay, okay,okay, okay.
Hey, do you need a...
Sorry, sorry, sorry.
I shouldn't have said mortgagebecause I'm Canadian and I don't
want to offend anybody.
(28:18):
Hey, do you need help getting the
money for a house?Is that a mortgage?
Yeah, yeah.
Are you a mortgage broker?
Depends who's asking.
Like, come on, come on.
I want to shake people sometimes.
So it comes down to this.
(28:42):
I have conversations daily,mortgage brokers, and we always go
back to basics.
I'm like, what are you doing?
And everyone's looking for thenext secret thing, the next
formula, the next thing on top ofthe thing.
And I always back to basics.
I'm never going to get away from
(29:05):
this ever.
You're going to listen to this
podcast a year from now.
You're going to hear me talk about
the same shit.
Did you talk to people?
What did you say?It doesn't matter really what you
say.
Did you talk to people?
Did you start conversations?Did you make content?
Did you make content?Did you talk to people?
(29:25):
Which bucket are you spending yourtime in?
Just keep doing it.
I don't know how to do it.
It's confusing.
Go figure it out.
Go figure it out.
Much like you tell your kids.
Go figure it out.
Right?
You don't lay it out for yourkids.
I'm not laying it out for you,although I have.
(29:47):
I have.
And it doesn't work as well.
The more I lay out for people, theless they feel they've earned it.
So I got to be more general.
But anyways, you get the idea.
You get the point.
Secret mortgage agent.
Go back to realtors.
You know they're a realtor.
Go get that vibe and energy,right?
Realtors are always auditioningfor stuff.
They have to build up trust withpeople.
But they have to build up lesstrust.
(30:10):
Being a realtor is more of apopularity game.
We have to build up trust becauseit's people's finances.
So we need to be less secretive.
We need to break down those
barriers and get them to know usversus our biggest competition,
which is the bet.
That's it.
I'm done.
I got to get on with my day.
(30:31):
Enjoy your day.
Peace out, everyone.
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