April 17, 2025 • 25 mins
In this episode, I share the secret sauce when it comes to being a successful broker, and how some people have it, and some people don't.
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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.
No video.
We're back in the truck, back inthe Dodge Ram studio.
They should have to pay for that.
(00:49):
They really should.
Like, not much, just something.
Maybe I'll reach out to them.
We'll see.
No, I won't.
Okay.
This might be this topic I'm going
to cover today.
This might be the most important
podcast I've done.
I'm seeing a theme.
I'm seeing it's just like it hitme the other day, talking to an
(01:11):
orange agent, and it just smackedme in the face.
I was like, oh my God, we'vetalked about this.
I haven't went that deep on it.
But this literally might be, I've
never said that before.
This might be the most important
podcast that I've done.
But before I get into it, so I was
coaching on my team.
We're around 40 agents right now.
And there was a couple of newagents we took on, like brand
(01:35):
spanking new.
And I don't want to do that.
That's not my jam.
But I did it as a favor because
they were already at the brokerageI was at.
We wanted to come on.
And so I had an underwriter or an
agent who's really good atunderwriting training.
So she's training them on allthat, all the support.
They get more than enough supportthere.
And I'm training on salesmarketing.
And so I could just tell there wasa group of four or five agents.
in there.
And we're giving him weekly stuff
(01:55):
to do.
And it was just like, there's this
one guy and man, he's got so muchpotential, but he's just not doing
the work.
And I can just tell, like I can
see through every week he'sshowing up, his numbers aren't
there.
I can tell he might be like
fudging the numbers.
It's like, it's just like, yeah,
you're not into this man.
So I caught him.
I said, dude, it's been threemonths.
(02:17):
You're not meant for this.
This is not, I don't see it.
I don't see the drive, thepassion.
I don't get it.
You seem way too comfortable with
what you're doing.
And I don't feel like the pain is
big enough for you.
So I, yeah, go prove me wrong.
So I can't be involved with whatyou're doing because I'm showing
up full time and you're not.
(02:38):
And he's like, whoa, okay.
Yeah, I need to hear that.
And then he's like, he was going
to stay with the underwritertraining.
And then he sent me this massivenote.
Well, he left.
He's like, Ryan, thank you for the
wake up call.
When they sent me this note, he's
like, you know what?I was doing the mortgage gig for
all the wrong reasons, for all thewrong people.
And I didn't want to let people inthe group down.
I had some really good friends atthe brokerage, the broker owners,
(03:01):
my family.
I'm doing this thing and I wake up
and I don't want to do it.
I want to be a firefighter.
And he's like, that's what I'mgoing to go do.
So thank you for helping me seethe light on that.
He needed some tough love.
He totally did.
He could have just... went on andwasted everyone's time, including
his own.
Like you only have so many minutes
on this planet.
(03:22):
And I just, I knew it wasn't for
him.
And this goes to like a lot of
people here, but he had the ballsto like own it and go, yeah.
And he was like, he took it thebest way possible you could.
And then said, I want to go dothis.
So I love that because now he'sonto the next phase of his life
and gave it, like came into aprogram, tried it.
(03:42):
And you're not going to make it inthe program.
You're not going to make itanywhere.
I'll tell you that.
with what we were doing for them
you just you're not so it's kindof like that also helps you figure
out if you should be in theindustry so i had mad respect for
that but also got me thinking likehow many mortgage brokers are out
there that are like suffering insilence um quite a few of you i'm
imagining it's not as easy as itused to be and i don't know how
(04:02):
much grit a lot of you have youneed to have grit this is it's
like Being an entrepreneur andthen later on, it doesn't matter
what industry.
You just like, you're going to get
punched.
People are going to try and tear
you down.
It's going to be some of the
hardest things you've ever done.
You could easily go get a punch
(04:24):
the clock job and go make your 60to 150K, whatever that looks like,
and do that in nine to five.
And no one's going to judge you.
They're not going to be like, ohmy God, like this isn't for
everybody.
And so I challenge a lot of you to
go like, are you doing this forthe right reason?
Seriously.
Like, or do you feel like you're
just stuck in a corner?You've been backed into a corner
and it's all, you know, do youfeel like you just can't be honest
(04:45):
with those people who are mostimportant to around you and
they're relying on you, butyou're, you're living a lie
because you don't want to do like,I was there.
Okay.
And I leveled up with the family
and I'm like, I, this is not whatI want to do.
I was not put on this planet to bea mortgage broker.
I'm good at it and I'm really goodat a lot of the things, but this
(05:08):
isn't what gets me out of bed.
I don't, there's parts of it I
like.
So I challenge you to go, if
you're like sitting there on thefence like that, like own it and
either get the stuff you don'twant to, this isn't what the
podcast is about, by the way, butget the stuff you don't want to do
off your plate.
You are hurting the people around
you.
You're hurting your bank account.
(05:29):
You're just lying to yourself.
You're lying to other people.
You're not showing up ready toserve the clients.
You're like, you're just kind ofscrewing over a lot of different
areas of your life.
So either get a lot of the stuff
off your plate that you don't wantto do and focus on the two, three,
four things you love doing withinthe industry or call a spade a
(05:49):
spade.
Shit or get off the pot, as they
say.
Like, nobody's going to sit there
and go, ah, you couldn't make it.
If anything, it'll be like, good.
For you.
For going and doing the thing you
want to do or making a decisionthat you need to go feed the
family in a less stressfulenvironment and you can always
come back to this.
I am the last guy who would sit
(06:09):
here and go, you should just keeppushing forward.
Keep pushing forward and you'llget there one day.
No, bullshit.
And that leads me into the
podcast.
Not everybody who's currently a
mortgage broker should be amortgage broker.
That's also not what the podcastis about.
Sorry, I screwed you over there.
I led you down one road and I
(06:29):
pulled back.
That's not the case.
Just because you're a mortgagebroker, you do not have to do it.
And I can see it in people.
I could point, I'm not going to do
it unless they ask me.
I'm not going to come out of
nowhere and say it.
Or if I'm personally spending my
time training and coaching peopleand they're not doing anything
(06:52):
with it.
then I'll probably say something
because then that's not fair.
That's not the partnership, right?
That was part of the deal.
If you want my time, then you got
to do your thing.
You got to do the work because I'm
showing up.
So you show up in your own way,
but everyone else, I can see it.
I can look around and I could like
(07:14):
not, I'm done on paper.
I could probably write down 50
people's names where I'm like,nope, nope, nope, nope, nope.
And that's just because I'm, Thatis one of my superpowers.
I can see that.
I can tell who's going to do well,
who's going to not.
There's always going to be
anomalies.
I can tell who's just not into it.
It's very evident.
And so if I can see it, then I
(07:35):
wonder if your clients can see it.
I wonder if your referral partners
can see it.
I wonder if your friends and
family can see it.
I wonder if there's a reason why
you're not getting the referralsyou think you should be getting
from the people you thought hadyour back.
What type of energy are youputting out there?
What type of person are youshowing up as?
(07:57):
What type of standards have youset for yourself?
And are you meeting those?Because you're the harshest
critic.
But I'm letting you know, if I can
see it, then the other people whocan impact your business, they're
seeing it.
So then you go, what do I do?
Okay, so...
Just wanted to touch on that and
some of you to think about it.
And it talks a little bit into
(08:17):
what the podcast is about today.
Like I said, this could be the
most important podcast I've done.
And so I was sitting down with the
mortgage agent and we were goingthrough our one -on -one.
We do a one -on -one audit whenyou join the team.
I just want to see what's going onin your business.
(08:37):
And we clear the desk.
And we give you some simple tasks.
And shit, if you execute on themor not, I can't hold you to that.
I go, here you go.
Go do this.
This works.
Go do this.
This, you said you had thisproblem.
Stop doing these other five thingsand just do this and then do it
over and then do it over and thendo it over.
And so this one guy, he comes inand he's one of the agents and
(08:59):
he's like, so right, what's thesecret sauce?
And I gave him the answer rightaway.
I didn't know the, it just kind ofcame to me.
I was like, duh.
And I gave, he's like, kind of
like that energy coming in oflike, so what's the thing, right?
What's the, like, what's the thingthat's going to make this all
work?What's the thing?
And that's the thing.
A lot of mortgage brokers, they're
looking for a magic pill.
They're looking for a formula.
They're looking for a script.
They're looking for a playbook.
(09:20):
They're looking for this thingthat unfortunately does not exist.
You're looking for something youcan plug and play, like a
franchise that you just like, asubway you buy and like...
How you make each sandwich isthere.
The cold cuts show up.
You put the bread in the oven at
400 for 17 minutes.
You go over here where you can
just bring like monkeys in to runthe assembly line.
And just like, yeah, I will makesandwiches for you.
And a lot of mortgage brokers arelooking for like, I will get you a
(09:44):
mortgage.
If I say these eight things, you
should work.
It's not how it works.
So far from it.
And so I gave my answer.
And then he's like, oh, yeah, itmakes sense.
And I was like, and I just gotthinking about it.
(10:05):
I'm like, oh, my God.
There's so many brokers looking
for shortcuts, looking for cheatcodes, looking for whatever word
you want to input there.
And so here's the secret sauce.
I'm going to tell you, I'm hopingthis is going to resonate with
you.
It's not a webinar.
It's not email marketing.
It's not database mining.
It's not social media.
It's not referral partners.
It's not your center of influence.
It's not your CRM.
It's not advanced strategies.
(10:25):
It's not strategy hub.
It's not VIP club.
It's not team Wiley.
None of that's the secret sauce.
A lot of it is structure.
And that isn't the secret sauce.
I'm going to get to it.
But that's what those things are.
They're like... giving you
environments to do the things.
But the secret sauce is this.
It's you.
You are the secret sauce.
(10:47):
Nobody else.
It's you.
We're all playing with a lot ofthe same tools.
We've all got access to all thesocial media accounts.
We've all got access to CRMs.
We've all got access to the same
information about lenders.
They've all got access to the same
(11:10):
lenders, give or take.
We've all got the same stuff.
But it's also like the same thingwith any sports team.
There's superstars and there'srole players.
There's the minors and there's thebig leagues.
They've all got the sameequipment.
It doesn't make them fast orstrong.
It's them.
They are the secret sauce.
(11:30):
This is, I told you, this is goingto be the most important one I've
made.
This is like, I'm going to lean
into this a lot because you'retrying to build trust and a brand
and you're trying to get people towork with you.
(11:54):
People work with you if they like,love, trust you.
That's it.
Plain and simple.
If you have a strategy that cansave them X amount of money, but
you're an asshole and they don'tlike you.
Not going to work.
People will work with me my entire
career, and I never had the bestinterest rate, like very rarely.
(12:19):
Why?Because they liked, loved, or
trusted me.
I was the secret sauce.
There are a lot of other mortgagebrokers that tried the exact same
model I had because I gave it tothem.
I don't have a scarcity mentality.
I'm like, here you go.
Good luck.
I hope you do it, but you're not
me.
(12:40):
I will give you the playbook.
Here you go.
I've done this my entire career.
And a lot of you have seen that,all the stuff I give out.
I go, here you go.
Because you're not me.
You're going to have your ownversion of that.
So I'm okay with that.
But a lot of brokers couldn't even
(13:00):
come close to executing on thestuff I was doing.
They weren't the right secretsauce for that thing.
But they also weren't leaning intoit enough.
And so right now, like you onlyhave so many options.
on how to build your mortgagebusiness.
I know I say there's 18 ways torun a business.
I'm not talking the clientjourney.
And it's like, ah, stuff's all theboring shit that everyone can do.
(13:22):
And it's all the same stuff.
I'm talking about why would client
Tom or Sally work with you versusthe bank versus the other broker
versus the mortgage specialistversus the what?
And do not tell me it's interestrate.
You are the secret sauce.
If you are polarizing enough, if
you are engaging enough, if yourpersonality, a lot of you have
lame duck personalities, and I'mguessing behind the scenes you
(13:42):
don't, but the energy you'reputting out into the universe,
into our boring ass industry, andthe energy you're putting on
social that the public is seeing,it is boring.
I don't see a lot of you beingyou.
Whatever that is, you're quirky,you're funny, you're strategic,
you're, you know, like enter theword here.
Too many of you are hiding behindthe products.
products.
You're talking about the products
instead of how you bring thoseproducts to life.
(14:04):
Like you, this isn't the game.
The game isn't you walking around
like a robot talking about a homeequity line.
Like it has to be your version ofit.
And that's cool.
Go copy someone's content.
I don't care.
Whatever.
Just put your own stuff on it,right?
Your own personality.
And this is the part that I
(14:25):
believe most of you are missing isthere is a emotional chip missing.
There is a personality chipmissing.
I want to shake a bunch of you.
And just go, are you in there?
Are you alive?Because I'm not convinced you like
what you do for a living.
I'm not convinced you wake up in
(14:50):
the morning and you jump out ofbed.
I get up before my arm goes off.
And I know I'm talking my own
stuff, but I love what I do.
I didn't love what I did as a
(15:13):
mortgage broker.
I love certain pieces of it.
And I did enough of it.
And I made a deal with my wife to
go do.
enough of it to make money.
But then I was like, yeah, I'mout.
And I left a lot of money on thetable.
And I'm not convinced a lot of youlove what you do because I don't
(15:38):
see it.
Right?
You have to remember this.
You are the secret sauce.
So like, let's see somepersonality, kids.
Whatever you got to do.
The industry is already boring.
Finance is already boring.
The products are boring.
Mortgage lenders are boring.
It's all boring, boring, boring,
boring.
(15:58):
And then you're trying to work in
this boring industry with theseboring tools, and you're trying to
get these people to trust you.
And you're up against big banks
who have been building brands fordecades with billions of dollars,
and they have a machine.
And so the odds are stacked
against you.
In a big way.
And so for those who aren't onsocial or don't believe in social,
oh my God, now what do you do?How do you go and get the end
(16:22):
consumer to work with you whenthey can't even see your special
sauce, your personality, see thepassion you have for what you do?
How the F are they supposed to seethat?
How?That's your outlet.
That's your way to get them.
And if you don't have it, then get
out.
Or just be like, oh my God, I'm
(16:43):
never going to really make greatmoney.
And I'm never going to really behappy.
I might make decent money and bemarginally happy.
And is that what I want to do?I guess.
I don't know.
That's up to you and your life.
It sounds like a shitty way tolive to me.
So this is me, like the wake -upcall, being...
(17:04):
Like, I don't know what it takes.
That's not, I couldn't start to
tell you what it takes.
But a lot of you feel like, I feel
like you're in like cocoons.
You got a shell around you.
And then you try to be the secretmortgage agent working from home
(17:25):
in an isolated environment.
Society is already trying to
isolate us into all theseconvenience things where we don't
go outside.
And you're looking, you're
grasping at straws, looking allaround you for the right.
strategy and product and webinarand toolkit and CRM.
And you're all thinking this isgoing to the savior of your
(17:46):
business.
You just being you, but putting it
out there and waking up in themorning with like a pep in your
step ready to go.
That's what's going to push you
over.
That's going to get you where you
want to be because that willinspire others and they'll see it
and it'll be like, I want that.
person, right?
(18:06):
You're not going to resonate witheveryone.
You're not supposed to.
I guarantee you there are
thousands of people that cannotstand my voice.
Cool.
I'm expecting that.
It's like my son, before we go tosoccer, he's got a confidence
issue.
I'm going to do what I do with
you, what I do with him.
He has a confidence issue and his
biggest thing, he's awesome atpractice.
(18:27):
Come game time, Not so good.
He's one of the most skilled
players on the team footwork-wise.
Come game time, no grit.
Avoids the contact.
He's got a confidence issue andhis confidence comes when he
doesn't want to make a mistake.
Right?
So we have these conversations.
I'm going to have it with you.
(18:51):
I'm like, what's the worst that wealready know?
And I already go through all theworst.
We already know you're going tomake five to ten bad passes.
We already know you are going tomiss the net.
two to five times.
We already know a man might beat
you and maybe score a goal.
We already know you might get
tired and want to stop.
We already know.
And so we go through and then wego through all the players on the
(19:16):
team.
And I go, we already know this
player, Tom, is going to blah,blah, blah.
And we already know, you know,Benny's going to go blah, blah,
blah.
And so we go through.
And I go, so now what?We've already got that out.
It's in the open.
The elephant's in the room.
(19:38):
We've talked about it.
So now let's go play our game.
knowing we are already going to dothis.
So for you, it's like, I alreadyknow clients are going to leave
you.
You think they're going to want to
work with you, but they're notgoing to.
I already know people are going tounsubscribe from your emails.
We already know a lot of peoplearen't going to open your emails
(19:58):
all the time.
And some may never open them.
We already know that when youprospect that maybe 18 out of 20
people will never acknowledgeanything from you.
We already know it's going to takemaybe 100 opens to get one or two
conversations started.
We already know you're going to
screw up and give bad advice, andit's going to cost you, you're
going to have egg on your face,might cost your relationship with
(20:20):
a referral partner, and a clientmight not like you anymore.
We already know that you're goingto have some months where you make
$3 ,000 and some where you make$15 ,000.
We already know, right?So we get into that.
And we talk about it.
And we go, okay.
So now that we know all that, nowwhat are we going to do about it?
What do we do?All the bad stuff's out there.
I already know you're probablygoing to disappoint or think other
(20:40):
people in your family are relyingon you and maybe have lost
confidence in you to bring inrevenue for the family.
I already know you're going to beextremely stressed out and you're
not going to be present all thetime for your kids.
I already know, like, let's justget it out there.
Let's just talk about it.
So I already know this.
So I want you to circle back tothe things that you can control
(21:03):
and you can control the TNT thattakes no talent stuff, right?
You can control that and you cancontrol your personality.
How many people see it?Because if people aren't seeing
your personality, that secretsauce that you bring to the
business, the thing that's goingto let you stand out.
Have you ever wondered why there'sother mortgage brokers who have
been in the game the same amountof time?
(21:24):
work the same or even less hoursmaybe, and their revenues three,
four or five times a year.
It's not because of their market
and they got lucky and they gotblah, blah, blah.
Chances are they're doing the TNT,the things that takes no talent
stuff, and they're showing theirpersonality in whatever way that
is.
If it's social media, if it's...
you know, networking groups, ifit's their phone calls, because
(21:44):
they're talking and that's theirvibe.
If it's the voice memos, it's liketheir personality is out there.
They're not being robotic.
They're just letting the cards
fall where they fall.
So I told you at the beginning, I
said, this might be the mostimportant.
And the reason I said that, I hopeit's obvious now.
I hope this is a fucking wake upcall for a lot of you.
And maybe it's some of you, it'slike, yeah, you're right.
(22:05):
I shouldn't be doing this, right?Let me think of something else.
Or I want to go do that.
Cool.
Go for it.
Go. I love it.
Go do it.
You can always come back.
Hey, knock, knock.
Guess what?
You can always come back to the100 % commission -based business
where any brokerage would hireyou.
I thought when I first gave it, Iwas like, oh, I got hired by a
(22:25):
brokerage.
And then you get in, you're like,
oh, fuck.
Yeah, of course I did.
They take anybody and I pay a feeevery month.
Damn it.
Right.
I didn't know that.
But so I want you to like look in
the mirror.
This is a look in the mirror stuff
and go like, am I screwing myselfhere?
Why are more people seeing mypersonality?
This is a people business and thatwill never go away.
(22:48):
The social media is giving you.
I know we keep talking about
social because why?Because what other option do you
have?conversations or content.
Those are the only two options togo generate business,
conversations or content.
And you have the ability to get a
full page ad in the biggestnewspaper in the world for free
every day.
So go do it.
Okay.
That's it.
I could keep rambling, but I'mnot.
So I really hope you got somethingfrom that.
(23:09):
If you did and if it hits you inany way, please shoot me a note on
Instagram.
Just let me know.
That's it, kids.
Enjoy your night, okay?
I'm going to enjoy mine.
This podcast is brought to you by
Steep Tea.
Yeah, I got a Steep Tea right now
in the Dodge Ram studio, okay?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.
No video.
We're back in the truck, back inthe Dodge Ram studio.
They should have to pay for that.
(00:49):
They really should.
Like, not much, just something.
Maybe I'll reach out to them.
We'll see.
No, I won't.
Okay.
This might be this topic I'm going
to cover today.
This might be the most important
podcast I've done.
I'm seeing a theme.
I'm seeing it's just like it hitme the other day, talking to an
(01:11):
orange agent, and it just smackedme in the face.
I was like, oh my God, we'vetalked about this.
I haven't went that deep on it.
But this literally might be, I've
never said that before.
This might be the most important
podcast that I've done.
But before I get into it, so I was
coaching on my team.
We're around 40 agents right now.
And there was a couple of newagents we took on, like brand
(01:35):
spanking new.
And I don't want to do that.
That's not my jam.
But I did it as a favor because
they were already at the brokerageI was at.
We wanted to come on.
And so I had an underwriter or an
agent who's really good atunderwriting training.
So she's training them on allthat, all the support.
They get more than enough supportthere.
And I'm training on salesmarketing.
And so I could just tell there wasa group of four or five agents.
in there.
And we're giving him weekly stuff
(01:55):
to do.
And it was just like, there's this
one guy and man, he's got so muchpotential, but he's just not doing
the work.
And I can just tell, like I can
see through every week he'sshowing up, his numbers aren't
there.
I can tell he might be like
fudging the numbers.
It's like, it's just like, yeah,
you're not into this man.
So I caught him.
I said, dude, it's been threemonths.
(02:17):
You're not meant for this.
This is not, I don't see it.
I don't see the drive, thepassion.
I don't get it.
You seem way too comfortable with
what you're doing.
And I don't feel like the pain is
big enough for you.
So I, yeah, go prove me wrong.
So I can't be involved with whatyou're doing because I'm showing
up full time and you're not.
(02:38):
And he's like, whoa, okay.
Yeah, I need to hear that.
And then he's like, he was going
to stay with the underwritertraining.
And then he sent me this massivenote.
Well, he left.
He's like, Ryan, thank you for the
wake up call.
When they sent me this note, he's
like, you know what?I was doing the mortgage gig for
all the wrong reasons, for all thewrong people.
And I didn't want to let people inthe group down.
I had some really good friends atthe brokerage, the broker owners,
(03:01):
my family.
I'm doing this thing and I wake up
and I don't want to do it.
I want to be a firefighter.
And he's like, that's what I'mgoing to go do.
So thank you for helping me seethe light on that.
He needed some tough love.
He totally did.
He could have just... went on andwasted everyone's time, including
his own.
Like you only have so many minutes
on this planet.
(03:22):
And I just, I knew it wasn't for
him.
And this goes to like a lot of
people here, but he had the ballsto like own it and go, yeah.
And he was like, he took it thebest way possible you could.
And then said, I want to go dothis.
So I love that because now he'sonto the next phase of his life
and gave it, like came into aprogram, tried it.
(03:42):
And you're not going to make it inthe program.
You're not going to make itanywhere.
I'll tell you that.
with what we were doing for them
you just you're not so it's kindof like that also helps you figure
out if you should be in theindustry so i had mad respect for
that but also got me thinking likehow many mortgage brokers are out
there that are like suffering insilence um quite a few of you i'm
imagining it's not as easy as itused to be and i don't know how
(04:02):
much grit a lot of you have youneed to have grit this is it's
like Being an entrepreneur andthen later on, it doesn't matter
what industry.
You just like, you're going to get
punched.
People are going to try and tear
you down.
It's going to be some of the
hardest things you've ever done.
You could easily go get a punch
(04:24):
the clock job and go make your 60to 150K, whatever that looks like,
and do that in nine to five.
And no one's going to judge you.
They're not going to be like, ohmy God, like this isn't for
everybody.
And so I challenge a lot of you to
go like, are you doing this forthe right reason?
Seriously.
Like, or do you feel like you're
just stuck in a corner?You've been backed into a corner
and it's all, you know, do youfeel like you just can't be honest
(04:45):
with those people who are mostimportant to around you and
they're relying on you, butyou're, you're living a lie
because you don't want to do like,I was there.
Okay.
And I leveled up with the family
and I'm like, I, this is not whatI want to do.
I was not put on this planet to bea mortgage broker.
I'm good at it and I'm really goodat a lot of the things, but this
(05:08):
isn't what gets me out of bed.
I don't, there's parts of it I
like.
So I challenge you to go, if
you're like sitting there on thefence like that, like own it and
either get the stuff you don'twant to, this isn't what the
podcast is about, by the way, butget the stuff you don't want to do
off your plate.
You are hurting the people around
you.
You're hurting your bank account.
(05:29):
You're just lying to yourself.
You're lying to other people.
You're not showing up ready toserve the clients.
You're like, you're just kind ofscrewing over a lot of different
areas of your life.
So either get a lot of the stuff
off your plate that you don't wantto do and focus on the two, three,
four things you love doing withinthe industry or call a spade a
(05:49):
spade.
Shit or get off the pot, as they
say.
Like, nobody's going to sit there
and go, ah, you couldn't make it.
If anything, it'll be like, good.
For you.
For going and doing the thing you
want to do or making a decisionthat you need to go feed the
family in a less stressfulenvironment and you can always
come back to this.
I am the last guy who would sit
(06:09):
here and go, you should just keeppushing forward.
Keep pushing forward and you'llget there one day.
No, bullshit.
And that leads me into the
podcast.
Not everybody who's currently a
mortgage broker should be amortgage broker.
That's also not what the podcastis about.
Sorry, I screwed you over there.
I led you down one road and I
(06:29):
pulled back.
That's not the case.
Just because you're a mortgagebroker, you do not have to do it.
And I can see it in people.
I could point, I'm not going to do
it unless they ask me.
I'm not going to come out of
nowhere and say it.
Or if I'm personally spending my
time training and coaching peopleand they're not doing anything
(06:52):
with it.
then I'll probably say something
because then that's not fair.
That's not the partnership, right?
That was part of the deal.
If you want my time, then you got
to do your thing.
You got to do the work because I'm
showing up.
So you show up in your own way,
but everyone else, I can see it.
I can look around and I could like
(07:14):
not, I'm done on paper.
I could probably write down 50
people's names where I'm like,nope, nope, nope, nope, nope.
And that's just because I'm, Thatis one of my superpowers.
I can see that.
I can tell who's going to do well,
who's going to not.
There's always going to be
anomalies.
I can tell who's just not into it.
It's very evident.
And so if I can see it, then I
(07:35):
wonder if your clients can see it.
I wonder if your referral partners
can see it.
I wonder if your friends and
family can see it.
I wonder if there's a reason why
you're not getting the referralsyou think you should be getting
from the people you thought hadyour back.
What type of energy are youputting out there?
What type of person are youshowing up as?
(07:57):
What type of standards have youset for yourself?
And are you meeting those?Because you're the harshest
critic.
But I'm letting you know, if I can
see it, then the other people whocan impact your business, they're
seeing it.
So then you go, what do I do?
Okay, so...
Just wanted to touch on that and
some of you to think about it.
And it talks a little bit into
(08:17):
what the podcast is about today.
Like I said, this could be the
most important podcast I've done.
And so I was sitting down with the
mortgage agent and we were goingthrough our one -on -one.
We do a one -on -one audit whenyou join the team.
I just want to see what's going onin your business.
(08:37):
And we clear the desk.
And we give you some simple tasks.
And shit, if you execute on themor not, I can't hold you to that.
I go, here you go.
Go do this.
This works.
Go do this.
This, you said you had thisproblem.
Stop doing these other five thingsand just do this and then do it
over and then do it over and thendo it over.
And so this one guy, he comes inand he's one of the agents and
(08:59):
he's like, so right, what's thesecret sauce?
And I gave him the answer rightaway.
I didn't know the, it just kind ofcame to me.
I was like, duh.
And I gave, he's like, kind of
like that energy coming in oflike, so what's the thing, right?
What's the, like, what's the thingthat's going to make this all
work?What's the thing?
And that's the thing.
A lot of mortgage brokers, they're
looking for a magic pill.
They're looking for a formula.
They're looking for a script.
They're looking for a playbook.
(09:20):
They're looking for this thingthat unfortunately does not exist.
You're looking for something youcan plug and play, like a
franchise that you just like, asubway you buy and like...
How you make each sandwich isthere.
The cold cuts show up.
You put the bread in the oven at
400 for 17 minutes.
You go over here where you can
just bring like monkeys in to runthe assembly line.
And just like, yeah, I will makesandwiches for you.
And a lot of mortgage brokers arelooking for like, I will get you a
(09:44):
mortgage.
If I say these eight things, you
should work.
It's not how it works.
So far from it.
And so I gave my answer.
And then he's like, oh, yeah, itmakes sense.
And I was like, and I just gotthinking about it.
(10:05):
I'm like, oh, my God.
There's so many brokers looking
for shortcuts, looking for cheatcodes, looking for whatever word
you want to input there.
And so here's the secret sauce.
I'm going to tell you, I'm hopingthis is going to resonate with
you.
It's not a webinar.
It's not email marketing.
It's not database mining.
It's not social media.
It's not referral partners.
It's not your center of influence.
It's not your CRM.
It's not advanced strategies.
(10:25):
It's not strategy hub.
It's not VIP club.
It's not team Wiley.
None of that's the secret sauce.
A lot of it is structure.
And that isn't the secret sauce.
I'm going to get to it.
But that's what those things are.
They're like... giving you
environments to do the things.
But the secret sauce is this.
It's you.
You are the secret sauce.
(10:47):
Nobody else.
It's you.
We're all playing with a lot ofthe same tools.
We've all got access to all thesocial media accounts.
We've all got access to CRMs.
We've all got access to the same
information about lenders.
They've all got access to the same
(11:10):
lenders, give or take.
We've all got the same stuff.
But it's also like the same thingwith any sports team.
There's superstars and there'srole players.
There's the minors and there's thebig leagues.
They've all got the sameequipment.
It doesn't make them fast orstrong.
It's them.
They are the secret sauce.
(11:30):
This is, I told you, this is goingto be the most important one I've
made.
This is like, I'm going to lean
into this a lot because you'retrying to build trust and a brand
and you're trying to get people towork with you.
(11:54):
People work with you if they like,love, trust you.
That's it.
Plain and simple.
If you have a strategy that cansave them X amount of money, but
you're an asshole and they don'tlike you.
Not going to work.
People will work with me my entire
career, and I never had the bestinterest rate, like very rarely.
(12:19):
Why?Because they liked, loved, or
trusted me.
I was the secret sauce.
There are a lot of other mortgagebrokers that tried the exact same
model I had because I gave it tothem.
I don't have a scarcity mentality.
I'm like, here you go.
Good luck.
I hope you do it, but you're not
me.
(12:40):
I will give you the playbook.
Here you go.
I've done this my entire career.
And a lot of you have seen that,all the stuff I give out.
I go, here you go.
Because you're not me.
You're going to have your ownversion of that.
So I'm okay with that.
But a lot of brokers couldn't even
(13:00):
come close to executing on thestuff I was doing.
They weren't the right secretsauce for that thing.
But they also weren't leaning intoit enough.
And so right now, like you onlyhave so many options.
on how to build your mortgagebusiness.
I know I say there's 18 ways torun a business.
I'm not talking the clientjourney.
And it's like, ah, stuff's all theboring shit that everyone can do.
(13:22):
And it's all the same stuff.
I'm talking about why would client
Tom or Sally work with you versusthe bank versus the other broker
versus the mortgage specialistversus the what?
And do not tell me it's interestrate.
You are the secret sauce.
If you are polarizing enough, if
you are engaging enough, if yourpersonality, a lot of you have
lame duck personalities, and I'mguessing behind the scenes you
(13:42):
don't, but the energy you'reputting out into the universe,
into our boring ass industry, andthe energy you're putting on
social that the public is seeing,it is boring.
I don't see a lot of you beingyou.
Whatever that is, you're quirky,you're funny, you're strategic,
you're, you know, like enter theword here.
Too many of you are hiding behindthe products.
products.
You're talking about the products
instead of how you bring thoseproducts to life.
(14:04):
Like you, this isn't the game.
The game isn't you walking around
like a robot talking about a homeequity line.
Like it has to be your version ofit.
And that's cool.
Go copy someone's content.
I don't care.
Whatever.
Just put your own stuff on it,right?
Your own personality.
And this is the part that I
(14:25):
believe most of you are missing isthere is a emotional chip missing.
There is a personality chipmissing.
I want to shake a bunch of you.
And just go, are you in there?
Are you alive?Because I'm not convinced you like
what you do for a living.
I'm not convinced you wake up in
(14:50):
the morning and you jump out ofbed.
I get up before my arm goes off.
And I know I'm talking my own
stuff, but I love what I do.
I didn't love what I did as a
(15:13):
mortgage broker.
I love certain pieces of it.
And I did enough of it.
And I made a deal with my wife to
go do.
enough of it to make money.
But then I was like, yeah, I'mout.
And I left a lot of money on thetable.
And I'm not convinced a lot of youlove what you do because I don't
(15:38):
see it.
Right?
You have to remember this.
You are the secret sauce.
So like, let's see somepersonality, kids.
Whatever you got to do.
The industry is already boring.
Finance is already boring.
The products are boring.
Mortgage lenders are boring.
It's all boring, boring, boring,
boring.
(15:58):
And then you're trying to work in
this boring industry with theseboring tools, and you're trying to
get these people to trust you.
And you're up against big banks
who have been building brands fordecades with billions of dollars,
and they have a machine.
And so the odds are stacked
against you.
In a big way.
And so for those who aren't onsocial or don't believe in social,
oh my God, now what do you do?How do you go and get the end
(16:22):
consumer to work with you whenthey can't even see your special
sauce, your personality, see thepassion you have for what you do?
How the F are they supposed to seethat?
How?That's your outlet.
That's your way to get them.
And if you don't have it, then get
out.
Or just be like, oh my God, I'm
(16:43):
never going to really make greatmoney.
And I'm never going to really behappy.
I might make decent money and bemarginally happy.
And is that what I want to do?I guess.
I don't know.
That's up to you and your life.
It sounds like a shitty way tolive to me.
So this is me, like the wake -upcall, being...
(17:04):
Like, I don't know what it takes.
That's not, I couldn't start to
tell you what it takes.
But a lot of you feel like, I feel
like you're in like cocoons.
You got a shell around you.
And then you try to be the secretmortgage agent working from home
(17:25):
in an isolated environment.
Society is already trying to
isolate us into all theseconvenience things where we don't
go outside.
And you're looking, you're
grasping at straws, looking allaround you for the right.
strategy and product and webinarand toolkit and CRM.
And you're all thinking this isgoing to the savior of your
(17:46):
business.
You just being you, but putting it
out there and waking up in themorning with like a pep in your
step ready to go.
That's what's going to push you
over.
That's going to get you where you
want to be because that willinspire others and they'll see it
and it'll be like, I want that.
person, right?
(18:06):
You're not going to resonate witheveryone.
You're not supposed to.
I guarantee you there are
thousands of people that cannotstand my voice.
Cool.
I'm expecting that.
It's like my son, before we go tosoccer, he's got a confidence
issue.
I'm going to do what I do with
you, what I do with him.
He has a confidence issue and his
biggest thing, he's awesome atpractice.
(18:27):
Come game time, Not so good.
He's one of the most skilled
players on the team footwork-wise.
Come game time, no grit.
Avoids the contact.
He's got a confidence issue andhis confidence comes when he
doesn't want to make a mistake.
Right?
So we have these conversations.
I'm going to have it with you.
(18:51):
I'm like, what's the worst that wealready know?
And I already go through all theworst.
We already know you're going tomake five to ten bad passes.
We already know you are going tomiss the net.
two to five times.
We already know a man might beat
you and maybe score a goal.
We already know you might get
tired and want to stop.
We already know.
And so we go through and then wego through all the players on the
(19:16):
team.
And I go, we already know this
player, Tom, is going to blah,blah, blah.
And we already know, you know,Benny's going to go blah, blah,
blah.
And so we go through.
And I go, so now what?We've already got that out.
It's in the open.
The elephant's in the room.
(19:38):
We've talked about it.
So now let's go play our game.
knowing we are already going to dothis.
So for you, it's like, I alreadyknow clients are going to leave
you.
You think they're going to want to
work with you, but they're notgoing to.
I already know people are going tounsubscribe from your emails.
We already know a lot of peoplearen't going to open your emails
(19:58):
all the time.
And some may never open them.
We already know that when youprospect that maybe 18 out of 20
people will never acknowledgeanything from you.
We already know it's going to takemaybe 100 opens to get one or two
conversations started.
We already know you're going to
screw up and give bad advice, andit's going to cost you, you're
going to have egg on your face,might cost your relationship with
(20:20):
a referral partner, and a clientmight not like you anymore.
We already know that you're goingto have some months where you make
$3 ,000 and some where you make$15 ,000.
We already know, right?So we get into that.
And we talk about it.
And we go, okay.
So now that we know all that, nowwhat are we going to do about it?
What do we do?All the bad stuff's out there.
I already know you're probablygoing to disappoint or think other
(20:40):
people in your family are relyingon you and maybe have lost
confidence in you to bring inrevenue for the family.
I already know you're going to beextremely stressed out and you're
not going to be present all thetime for your kids.
I already know, like, let's justget it out there.
Let's just talk about it.
So I already know this.
So I want you to circle back tothe things that you can control
(21:03):
and you can control the TNT thattakes no talent stuff, right?
You can control that and you cancontrol your personality.
How many people see it?Because if people aren't seeing
your personality, that secretsauce that you bring to the
business, the thing that's goingto let you stand out.
Have you ever wondered why there'sother mortgage brokers who have
been in the game the same amountof time?
(21:24):
work the same or even less hoursmaybe, and their revenues three,
four or five times a year.
It's not because of their market
and they got lucky and they gotblah, blah, blah.
Chances are they're doing the TNT,the things that takes no talent
stuff, and they're showing theirpersonality in whatever way that
is.
If it's social media, if it's...
you know, networking groups, ifit's their phone calls, because
(21:44):
they're talking and that's theirvibe.
If it's the voice memos, it's liketheir personality is out there.
They're not being robotic.
They're just letting the cards
fall where they fall.
So I told you at the beginning, I
said, this might be the mostimportant.
And the reason I said that, I hopeit's obvious now.
I hope this is a fucking wake upcall for a lot of you.
And maybe it's some of you, it'slike, yeah, you're right.
(22:05):
I shouldn't be doing this, right?Let me think of something else.
Or I want to go do that.
Cool.
Go for it.
Go. I love it.
Go do it.
You can always come back.
Hey, knock, knock.
Guess what?
You can always come back to the100 % commission -based business
where any brokerage would hireyou.
I thought when I first gave it, Iwas like, oh, I got hired by a
(22:25):
brokerage.
And then you get in, you're like,
oh, fuck.
Yeah, of course I did.
They take anybody and I pay a feeevery month.
Damn it.
Right.
I didn't know that.
But so I want you to like look in
the mirror.
This is a look in the mirror stuff
and go like, am I screwing myselfhere?
Why are more people seeing mypersonality?
This is a people business and thatwill never go away.
(22:48):
The social media is giving you.
I know we keep talking about
social because why?Because what other option do you
have?conversations or content.
Those are the only two options togo generate business,
conversations or content.
And you have the ability to get a
full page ad in the biggestnewspaper in the world for free
every day.
So go do it.
Okay.
That's it.
I could keep rambling, but I'mnot.
So I really hope you got somethingfrom that.
(23:09):
If you did and if it hits you inany way, please shoot me a note on
Instagram.
Just let me know.
That's it, kids.
Enjoy your night, okay?
I'm going to enjoy mine.
This podcast is brought to you by
Steep Tea.
Yeah, I got a Steep Tea right now
in the Dodge Ram studio, okay?Peace out.
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