April 24, 2025 • 42 mins
In this episode, we're joined by Scott Sarai. Scott is a Mortgage Broker at SGS Mortgages from Maple Ridge, BC, who's a part of Team Wiley at Tango while also still being a full-time firefighter. After spending time as a broker, Scott started a fulfillment business working for other brokers, which ended up eroding his passion for mortgages. With plans to exit the industry entirely, a game-changing conversation with Ryan led to giving his business 6 more months of life. Now with a renewed mindset, mentorship, and an innovative approach, Scott funded nearly $18 million in just 5 months, while also revitalizing his passion for brokering and positioning himself for success in the future.
Scott is here to discuss: → His journey in the industry, the pivotal role Team Wiley has played in his success, and where he wants to go next. → How he's improved in all 5 foundations of his business, the compounding effect of simple with consistency, and the positive impact on his time by hiring fulfilment. → Going deep instead of wide with referral partners and marketing to their lists, creating leverage across the board by going 1-to-many instead of 1-to-1, and how he's grown on social media.
Scott Sarai's Linktree: @sgsmortgages
Scott Sarai's Instagram: @sgsmortgages
Scott Sarai's YouTube: @sgsmortgages
Listen to the First Responder to Riches REMO Podcast here.
To sign up for live events and coaching, visit: www.iamryanwiley.com
What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
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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.
Okay, welcome to the Mortgage Game
Podcast.
This is West Coast Wiley coming to
you live on video today from theoffice.
No Dodge Ram recording studiotoday.
Okay, we have a special guest.
(00:49):
There's only certain people that
we have on the podcast, and it'sreally, I just didn't want to be
that kind of podcast.
plate that I think is warranted,
then we bring them on.
As long as I know we're going to
give value back to you for youspending the 20, 30 minutes
listening.
And so today, man, we have a doozy
(01:10):
for you.
So I want to introduce Scott
Sarai.
Scott Sarai, say hello.
Hey, everybody.
Man of many words.
So I'm just going to, I'm going togive you the hook right here as to
why, and then we're going tounpack it.
Okay.
So Mr. Sarai, full disclosure,
he's joined Team Wiley.
For those of you who aren't
(01:32):
listening and you live under arock, I started a mortgage team,
not one where I'm competingagainst you, where I'm brokering.
I mentor and coach everyone on theteam.
Started this six months ago.
And so Scott jumped in and he was,
I'll give it to you, but this iswhere I want to go.
The hook is this.
Scott, where he was at before he
joined, he was ready to hang itup.
(01:52):
And he did 2 .7 million in volumein 2024 until he decided to join
us in November, but really didn'tstart doing stuff till December
because once you transition andwhatnot.
And so this year in that, whydon't you share the numbers?
I just want to go, it's crazywhere you're at and we're going to
break down how you got there.
So Scott, take the mic.
For sure.
(02:13):
Yeah.
So joined Team Wiley, end ofOctober, did all like the
purgatory, the license transferover with the lender setup, got
into the weeds late November.
Rolling total for the last six
months is 17 .9 million funded.
And you have some in the hot in
the pipe already.
Yeah. 4 .1 that will fund.
And then, you know, the stragglersthat may or may not work out.
Yeah.
(02:33):
So like you told me that we
chatted briefly before this, causeyou're like, Hey, I got to show
you the numbers.
Let's do a six month check in.
And I'm like, sure.
And you hit me with a bunch of
things.
And then, but I could see how
happy you are the smile from, youknow, ear to ear that you're like.
You're going to do 40 million thisyear.
How, like, does that from 2 .4 to40?
And you haven't even hit, like,the good market yet.
(02:54):
But you were going, without adoubt, you were going to do 40
million.
Like, what does that mean?
Like, is that crazy or what?Yeah, it's definitely surreal.
Like, I've been in the industrysince 2020.
And I've had some partnerships andsome business ventures with, like,
high producing brokers.
I've always looked at them as like
(03:15):
celebrity status and, you know,anyone that's doing 30 mil or
above and I'm, you know, in theweeds at like 2 million, 5
million, 10 million.
And I just, I didn't get how they
got there and like, what wouldlife be like at those volumes?
And now I'm in it and I didn'trealize I was in it until I was
like, you know, going back to lookat a six month check -in and all
of a sudden I looked at thenumbers and I had to like double
(03:38):
check that like the formulas onGoogle sheet was right to add it
up total.
It's wild.
It's nuts.
It's surreal.
But it's a real thing and it'sdefinitely attainable.
Yeah.
And we will give you listening
there.
We're going to get into how the
sausage is made here on somethings.
But I've said this for so longbecause I was you as well.
I was doing my five to 10 mil andI saw the 30, 40 producers.
I'm like, how do they get there?It seems like just so far out.
(03:59):
And then you get to 20 mil andyou're like, how could you not do
20 mil?And then you get to the 30, 40 and
deals just start coming and youstart hitting your, you know.
your stride and you have yourfoundational pieces in place.
And then you're like, how couldyou not do 34 mil or 30 or 40 mil?
And I think you're sort of, butyou just don't believe it.
And you're just in that stageright now, right at the beginning.
(04:20):
But I'm assuming a switch hasflipped.
You are a believer now that thisis something that Scott Sarai can
do.
Yeah, definitely.
Mindset was like the biggest thingfor me.
Like I said, I've been in it 2020and I've been like in and out
mentally from like.
the hustle of brokering and like,
I'll give full credit to my wifeand to you because I was done like
October, September, October of2024.
Like I was ready to just like, youknow, let the license expire.
(04:42):
I had like stuff going on that Ijust wasn't happy with, with the
industry.
And I was just jaded.
And then when I joined team Wiley,we stripped all that noise out and
went grassroots with this.
And then like, you know, December,
January, February, some files arecoming through and then.
It just took off.
I think in April, I have nine
files closing, which I was like,holy shit, nine files.
(05:03):
That's wild.
For me, I think the biggest thing
was the mindset shift, the toolsto broker.
Not that it's a fake it to makeit, but I've had the apprentice
model behind the curtains with 10loans and all of those programs to
learn brokering from the groundup.
And now I actually get toimplement it with the volume I'm
doing.
So it's been a whirlwind of
(05:25):
experience for me.
And you were, to give some
context, you were doing, and Ithink a lot of brokers are here
right now, you were struggling todo business.
You sort of knew what to do, butyou didn't know how to do it or
have the right maybe ongoingmentorship.
You were scrambling to, and thenyou said, maybe I'll do
fulfillment.
Maybe I'll build a fulfillment
model because I know that's a bigneed in the industry and I'll go
(05:48):
out and I'll find four, five, six.
brokers and I'll run fulfillment
for them from four to 600 tofollow or whatever that is.
And I'll do that.
And that'll supplement the other
stuff I'm doing.
And now you just hired fulfillment
yourself.
Yeah.
So like I, I built a fulfillmentbusiness behind the scenes over
the last couple of years and itgot to a six figure business where
I had six brokers.
I was handling their fulfillment.
And then one by one, I realizedthat there was nuances with, with
(06:11):
the individual broker.
you're managing a lot of deals, a
lot of processes, and a lot ofpersonalities.
And there was various issues thathappened where I started letting
them go one by one.
And then I was just kind of like,
I don't know, it's my time to walkaway.
And I was done.
And I think that's what the
conversation started.
You had a broker you were going to
(06:33):
introduce to me.
And I was like, yeah, I'm actually
going to pull the pin on all ofthis.
But yeah, to fast forward, I justhired Fulfillment last month.
She's an absolute rock starunderwriter.
Not that she underwrites for me,but having her knowledge has been
instrumental.
And like we've only got in the
weeds on like four or five files,but I'm praying that she never
(06:55):
leaves me because like she's beenlike such a relief to take that
stress off of my plate.
And I always like did fulfillment.
So I was always like, I'll neverneed it because I get it, but it's
the best hire I've ever had.
So you, I just think it's so funny
in such a short amount of time,you went from being the
fulfillment person, to needing afulfillment person.
That's like a big shift.
big shift.
And I was like, when I, like inMarch, I think I had like five
(07:18):
files closed and I'm like, yeah, Ican still do it.
Like, you know, like why pay the,whatever you're paying in
fulfillment and I can keep themoney in house.
And then I was like, what am Idoing here?
Like, like, no, like that's justso old mentality.
And luckily we had a fit on theteam that was a plug and play.
Like she was an experiencedunderwriter, experienced broker.
She was plug and play.
And then I even told her, I'm
(07:39):
like, look, I know what the goingrate is fulfillment.
Like I've been in that industry.
I know prices have come down.
I don't care.
Like I'm paying you like top
dollar because I don't, I want youto be happy.
I want you to feel fulfilled withwhat you're doing.
I don't want you to leave.
Like I don't want to have to
retrain.
So we, we agree on a, on a price
that probably is higher thanindustry standard right now.
(07:59):
I'm hoping she's happy.
And I said, yeah.
And I said, if I can build myvolumes.
we'll revisit it to pay more.
And she's like, you don't mean pay
less.
I'm like, no, like we'll pay more
because if you're happy, I'mhappy.
And then like the wheel, the wheelspins and there's no, there's no
hiccups.
So for those who don't know you,
And I said, yeah.
And I said, if for those who don't
know you, um, like you haveanother career.
(08:20):
This isn't like, this isn't evenyour full -time.
So what else do you do?Yeah.
So I've been on the podcastcircuit lately.
So I was with the boys from TangoOntario earlier this week and they
brought it out and I don'tnormally lead with it, but, uh,
I'm a full full -time firefighterhere in, uh, BC.
Um, I've been doing that for closeto 15 years and, uh, it, it, it's
a time commitment for sure.
Um, uh, so yeah, I'm a, I'm a full
(08:40):
-time firefighter and a full -timemortgage broker.
So when people ask me what I dofor a living, it's kind of hard.
It's depending what, what circleI'm in and where I'm at.
Like if I'm looking for a deal, Imight say I'm a firefighter, but
if I'm looking to like drum upconversations around business and
some, I'm a mortgage broker.
And then family wise.
then family wise.
uh i know these answers but i want
you to just tell everyone what doyou have kid wives going on at
(09:01):
home yeah so we uh have abeautiful baby girl that's 16
months old um and it wasdefinitely an adjustment like my
daughter's not the best sleeper soum you know i'm up middle night
with her feeding her and i haven'ti missed one team wiley call at 6
30 and we have a team call in themorning we're just like it's a
bullshit and i live for thosecalls like i feel so we uh have a
beautiful baby girl that's 16months old um and it was
(09:22):
definitely an adjustment like mydaughter's not the best sleeper so
um you know i'm up middle nightwith her feeding her and i haven't
i missed one team wiley call at 630 and we have a team call in the
morning we're just like it's abullshit and i live for those
calls like i feel i have like fomoif i don't make it and i've i've
shown up hung over i've shown upwith no sleep the night before um
(09:45):
but i missed one just for whateverreason it was but at the fire hall
yeah i've been at work i've beendriving to work yeah so like i've
been consistent with that but thethe daughter had definitely thrown
a curveball in the plans and shewill be going to daycare
relatively soon that might free upsome time for me but uh yeah just
one daughter right now hopefullyanother kid relatively soon so
this is this is for everyone outthere that like fire yeah i've
been at work i've been driving towork yeah so like i've been
consistent with that but the thedaughter had definitely thrown a
curveball in the plans and shewill be going to daycare
relatively soon that might free upsome time for me but uh yeah just
one daughter right now hopefullyanother kid relatively soon this
is this is for everyone out therethat like This is a wake -up call.
I'm going to frame this.
You've got a guy who did $2 .4
(10:08):
million, full -time firefighter,15 years, right?
In December, did a captain'scourse, which was literally five
weeks of just hardcore, like inthe office, doing stuff, testing.
You took three weeks of vacationto Mexico in December.
uh we're in november decemberjanuary somewhere in there you
have a 16 month old at home who'sa little sleep deprived so it was
obviously 10 11 12 months oldyou've got a young family that
needs you you're showing up youhave a dog that needs you you're
showing up you have a full timeyou the citizens of Surrey, BC are
relying on you to show up becauseyou're a firefighter, you're doing
it.
You're showing up to the early
morning calls at 6 .30 in themorning, regardless if you're
driving in, if you're at the firehall, if you're sleep deprived,
like you just said.
And you're going to do 40 million
this year.
30 to 40 million.
(10:29):
I know it's going to be 40, butthis is me talking to you
listening.
What the fuck is your excuse?
What is your excuse?There's nothing you could give me
in there.
Obviously, there's crazy outlier
stuff and health issues.
(10:50):
But for the majority of you, like,
come on, level up here.
Let's go.
I've been watching this.
I have a front row seat to
everything.
And we go around in our morning
calls in the morning.
And a lot of us just to check.
And it's 30 minutes, usually ahard stop.
We just go, what are you doingtoday?
And we just go around.
And yours is always like, yep,
same boring stuff.
(11:11):
Like, I'm just executing the
stuff, the plan, the thing, I'mdoing this, doing that.
It's like, boom, okay, on to thenext person.
Like, there's no fluff.
You're just like, get to it, let's
go.
And now that you see the money in
the bank account coming in, yousee these numbers, you have to
like, we're going to get into thethings you're doing to get to
(11:31):
that.
But before we do, I want to know,
like, what are you thinking?Are you thinking, holy crap, I
could do 40 million working 20hours a week?
Like, what do you think aboutthat?
It's been a wild ride.
Like I've been in this for almost
five years now.
I've had a front row seat.
Like I, I got into brokering.
I had no idea coming out of UBC
(11:51):
what to do.
Scott Peckford at the time had his
five steps to 5 million course,which was basically, he was
building out bricks and it waslike a pilot.
I did that.
And I'm like, okay, I have an
idea.
I still don't really know what to
do.
And then I knew Peckford was a
paramedic in a previous life.
And I called him like, Hey man,
like I want into 10 loans.
He's like, well, you can't come
in.
Like it's for.
(12:13):
producers only uh i called himagain like hey man like i want in
like like let me in like and theni let him know like hey i'm a
firefighter i'm coming to you iwant into this training like i'm
showing you my work ethic i talkedmy way in he was like hey you know
what dude like i like your likeswagger you're in uh i did a
(12:34):
quarter with a coach and then ifound ryan and his opa model did a
quarter with ryan and then i did afollow -up quarter uh and ryan
graciously like offered up privatecoaching so i had all the tools to
build a business.
And I don't know if I was lazy or
I just got sidetracked withactually like doing the basics.
I would be like, oh, like OPAwebinar, I'm going to do that.
And oh, ClickFunnels, I'm going todo this.
And oh, whatever, I'm going to dothat with what's happened on Team
(12:56):
Wiley.
And it's like, you've been talking
about it for months now.
And if you haven't heard, go
listen to past episodes, but likeit's grassroots, brokering,
turning out the noise and justgetting super focused.
So to look at like my business, mybank account, like my life, and to
see like i got my goal for 2025was 10 million like 10 million
provided what i was looking forand i told my wife before hopping
on this call today i'm like theseare the numbers and this is like
you know i'm at 17 .9 millionfunded in in the first four months
(13:18):
basically for three and a halfmonths she's like well what's the
goal for 2025 now i'm like i don'tknow like 20 million like double
it and she's like she's like maybe50 scott i'm like no no i can't do
50 but to think that 50 could beon the horizon depending on like
how the shit out down south playsout in the market um it would be
it'd be wild it'd be surreal umand again like i'm i came up in
(13:41):
this industry basically under youlearning like your business and i
just figured that people have doneit so i'm just going to copy what
they've done and i'm an open bookas well like when people ask like
how you've done it Like I tellthem like, and there's no like
hiding what I'm doing.
Like if someone asked me, I'm
like, this is what I'm doing.
Like, here's the ad I ran or
(14:01):
here's the email template.
And they're like, why are you
sharing this?I'm like, because I know if I
share it with a hundred people,one person might implement it.
They're not all going to do it.
And I learned that from you to
your credit, right?Like just the abundance mindset.
And that's just kind of where Icome from and how I am.
So yeah, to answer your question,like to think 40 million might
happen this year.
(14:22):
I don't know, man, it's going to
be wild.
There's no way.
I bet on this you're going to hitthe 40.
It's because you have now you havefulfillment.
And when you're saying, well, itdepends what happens down south.
What happens down south has zeroimpact on you and your business.
It really does.
If you just stick to the business
principles.
So let's get into some things that
you're doing.
And so we went through your in our
one on one call and we built outthe plan for you and you went and
(14:45):
executed and you went and trackedeverything.
So why don't you hit me with astat of something you did and
we'll go maybe a little deeper oneach one individually.
Yeah.
So my most favorite one, Yeah.
So my most favorite one, if that'seven English, is I was casting a
wide net on like trying to convertreferral partners.
Like just like, you know, I don'twant to say the analogy I said to
you on the call earlier, but justgoing super wide on it.
And I don't know if it was apodcast you were talking about or
(15:05):
one of our coaching calls, butlike.
We wanted to go deep with thesepartnerships because when I
audited my first four years, allthe deals came from a standout
five and then stragglers.
So that standout five, I just went
deeper with like, hey, let's gograb dinner and drinks tonight or
let's go grab a coffee.
And it's been busy with a career,
brokering, a busy book, and afamily, a dog, all that stuff to
get out and actually do it.
(15:26):
But I've had eight in -persons
with my referral partners.
We went...
One night I went out for drinkswith a realtor and I don't drink a
lot, so I can't really handle mybooze anymore.
And it was a rough night with mydaughter and a rough morning
getting on the team while theycall.
But I've done like eight of thoseand they've been instrumental and
they've opened up doors like formarketing campaigns.
So that would be my most importantone, I think.
(15:47):
Let's go deep in it.
Let's just stop and touch on that.
on that.
So, and this is a mistake that a
lot of mortgage brokers make isyou think you always need someone
new to send you business.
when there's really people around
you that already know your name,already trust you.
And the reason they're not sendingyou more business is because your
relationship isn't good enough.
And so instead of focusing on how
to get a cold person out there tosend you things, why don't we
(16:08):
focus on the people already there?And let's just build better
relationships.
And part of that, there's, you
know, you can do your Monday leadtracker where you send out leads
and where you're at every Monday,you show up in their inbox, you're
tracking business, they love that.
Once a quarter, go out and break
bread.
see the whites of their eyes,
connect with them on a differentlevel, coffee, lunch, dinner,
(16:30):
drinks, dinner, whatever.
And so you went and did that.
And like, had you done thatbefore?
Like, were you like, were youintentional with that before?
No, I was like, I'm just gonna sayit.
Like I was a spray and pray kindof like broker.
Like I would throw stuff out inthe universe and there was no
follow -up.
Like in my first year, I did like
probably over a hundred, like fourslide presentations to realtors.
And I didn't follow up once.
And that was probably like the
(16:51):
most idiotic mistake I had evermade because I got in front of
these realtors and I just let the,like the relationship die.
So no, I was not intentionalprior.
I'm going forward.
Like that's my mandate.
Like once a quarter, I want to getout and whether, you know, it's
coffee, whatever dinner drinks, orI'm almost thinking like lean into
what these partners are like into,like if they're into the gym,
(17:11):
like.
Hey, let's go for a workout.
Or if they're into hiking, let'sgo hike there.
that was hike Right.
Like pick on there.
Like there's a realtor in Ontariothat I, I know I kind of see
behind the scenes on what they doand they get like, they have
little mini VIP events for liketheir top people, like their
clients.
But I was thinking like for my
realtors and like my referralpartners, how can I do that?
So like I have one financialadvisor, he's turned into like a
(17:35):
good buddy of mine.
We usually golf, right.
And now he's bringing out hisaccountant and lawyer partners.
And all of a sudden I'm in frontof three industry professionals
that could, theoretically fund mybusiness like solely just on the
three of them yeah right so so youknow what's cool is now you're
saying this hey i just want to andmaybe it's like a dinner club you
present or like that's not a shinything that is you figuring out how
(17:58):
to build deeper relationships withpeople who have levers right there
that you could pull on for adviceand or clients that is a awesome
spot to spend your energy and manybrokers you know what's cool is
now you're saying this hey i justwant to and maybe it's like a
dinner club you present or likethat's not a shiny thing that is
you figuring out how to builddeeper relationships with people
(18:20):
who have levers right there thatyou could pull on for advice and
or clients that is a awesome spotto spend your energy and many
brokers They're like, they'rereaching out and they're
prospecting realtors and they'reasking for their database and
they're asking to get in front.
They have like all these big asks,
but they've never actually sat infront of the person and like
connected with them on a level.
And it's just so intriguing to me.
So you did eight breaking breadsand out of that very quickly, I
know you said there was somemarketing opportunities.
(18:41):
Can you explain what that means?Yeah.
So I'm again, like.
I'm a student of Ryan Wiley.
So what you've all heard on, onthe podcast previously, like it's
no secret.
We email market.
Like, so on team Wiley, you, youcome over here that the team will
set you up like in a sweet waywhere it's like, it's done for
you.
Like literally you can join team
Wiley and within like a week it's,you have emails going out, but
(19:02):
I've been doing that for like twoand a half years.
And I was meeting with one of mypartners and they were just
saying, you know, like I gotlistings sitting or I, you know,
I. I got like nothing going on or,or like, I'm jealous of a mortgage
broker.
Cause you can turn your book and
rate environments.
And then I got, kind of got
thinking, like I had this weird,like marketing epiphany on my
brain.
Maybe it was the couple of pints I
had in me, but I'm like, well, whydon't we do it for your book?
Like, what's your email database?Like, and he's like, oh, I have
like 6 ,000, 6 ,500 people.
And then he told me his click
through rate, which was somethinglike 41 % or something like that
(19:26):
way higher than my, my rates.
I'm like, well, why don't we just
market to them with like, offeringthem a mortgage audit like this is
what i'm doing to like my mynetwork and my financial advisor
uh referral partner so like we cando it to yours like you have the
clients he's like you do that forme i'm like well yeah because like
it's a win -win -win for everyonelike you're more sticky with the
(19:47):
referral partner or with yourclients i'm stickier with you uh
and i win revenue wise And theclients win because they're saving
money.
So the one realtor, we sent out an
email campaign to 6 ,500 people.
Another realtor were in the works
for 1 ,500.
I met with a realtor yesterday and
he has a list of about 1 ,200 andwe're going to send it to him.
So like right there between threerealtors, 10 ,000 people are going
(20:08):
to see me that would have neversaw me otherwise.
And here's the thing.
here's the thing.
The coolest part of what you saidthere was when the realtor said,
oh, you do that for me.
Like think of that shift, that
dynamic of the realtors, like usneeding the realtors, the realtors
going, oh, you'd really, it'slike, yeah, that's amazing.
Cause like, that's a win for themortgage broker and the realtor
saying it that way.
So A, it tells me you have the
right realtor referral partnersbecause you built a relationship
and they're willing to go partnerwith you on that.
(20:29):
So kudos to you for building thoserelationships.
And then number two.
It's just interesting that they're
now thinking, oh, you do that forme.
When has that ever happened?Yeah, it's been wild.
The partners that I have, now thatwe're going deep on these
relationships, they've beenphenomenal.
They support the business.
I'm the first person they
reference to their clients.
Do you feel like you need to go
out and prospect more realtors?No.
Yeah.
And I've actually, my buddy who's
(20:49):
a financial advisor, Um, hisclients are all like triple a
gold, like the ones that brokersdrill for.
Um, and then he introduced me tohis accountant and his
accountants.
Like, I want you to be my guy.
I'm like, I only wanted him as an,like as an accountant for my
corporate business.
And then he's like, I want you to
be my partner.
I'm like, shit.
Okay, let's do it.
Right.
Like, um, and then he's like, youshould meet with our lawyer that
(21:12):
we use.
I'm like, okay, okay.
Like I like where this is going.
So no COFs, right?
Like everyone says that like, youknow, if they could get away from
purchase files, it's a dream.
And now I'm like, okay, maybe I,
maybe I go that route.
And then the strategies inside of
Team Wiley and Strategy Hub andlike clients are coming to me
because of the strategy andthey're not coming through
referral partners.
They're just coming from my COI or
(21:33):
my social media.
Dude, you're okay.
So that's that.
Now, why don't you break down, you
threw a bunch of stats at me.
Why don't you hit me with those
stats from the new followers andviews and the social media angle?
Yeah.
So anyone that knows me
personally, like I'm, I'm a prettylike social guy, but like social
media is not my jam.
But I'm, I'm like committed to it.
(21:54):
So I've like toyed with it for,for a get into it, get up, like
get off of it, get into it.
I've just made the, like, and I
think it was someone on yourpodcast or maybe Peckford's like,
Like they, the analogy was likethe dad telling the kids, like,
Hey kids, we have to move or we'renot having steak tonight because
(22:15):
daddy doesn't want to like pick upthe phone and record a video.
So I almost want to get it on mywall if I win the team Wiley
competition on, on social media.
But like to remind myself that
like, like get over yourself, likepick up the camera and share
something with people because likeI'm in the weeds daily.
Like I have like stuff to sharethat's important or relevant to
(22:35):
mortgages.
So I made like a commitment to be
on social, like on a heavypresence.
I have a video editor that editsall the content for me.
He's been an instrumental.
And then my wife is like behind
the scenes helping me with it.
But over the last, I guess, four
months, December 15th to April15th, you can track the analytics
inside of Instagram.
And I don't know if this equates
to business, but I'm going to giveyou the stats anyways.
I've netted 140 new followers.
I've had 42 ,000 views and 540
(22:57):
interactions.
Um, it's not as impressive as like
the top dogs in the world, but theway I think about it is 41 ,000
people or 42 ,000 people saw myface, like put them in a room.
Like that's a lot of fuckingpeople in one room.
Like that's a stadium.
That's BC place half or three
quarters full.
Okay.
a stadium.
I want to go through, I've
identified, and this is what we doat team.
(23:19):
Why we identify there's like five,there's really six, but we're
going to talk about five.
There's five foundations to your
business.
I'm going to go to each of those
foundations and I want you to tellme what you're doing.
in each one.
Okay.
Number one is email marketing.
So how many emails go out to your
database every single month?My list is about 600 people.
is about 600 people.
So again, I don't have a massive
(23:39):
list like some brokers do.
So every week clients, like people
in my world, they get an email onSunday.
So probably like 350 per week.
Let's not do the math on that.
Let's just go.
How much does each person get?
person get?How many emails they get a month?
They would get five emails a monthfrom me.
Okay.
So you have five emails a month
going out like clockwork to yourlist of 600, which for those of
you listening saying, I need thismassive list.
No, you don't.
(24:00):
No, you don't.
You need to email more and value,value, value.
And some of your emails are textand some of your emails you record
a video.
Correct?
Yeah.
I try and do a lot of video.
Like there's the odd one where I'mjust trying to like get some
content in.
I won't do it.
And again, Team Wiley, like comehit us up because it's done for
you.
(24:20):
I'm not sitting there thinking of
the stuff to write.
It's there for me to implement.
And I just read what was writtenfor me.
And then I record a video off ofit and drop it in.
And one realtor said, I likehaving both the text and the video
because it's whatever I'm feelingthat day.
I might watch it.
I might read it.
(24:41):
Yeah.
And you have a drip campaign
built.
Correct.
Done for me as well.
Done for you as well.
And so if someone comes in to yourworld six months from now, they
get dropped to email number one.
So your email marketing is dialed
in.
Love it.
Social media.
How much are you, how many posts a
week are you committing to thatright now?
now?At least one story a day, two
edited reels a week.
So let's say 16 videos a week.
a week.
Okay, so 16 videos a week he's
(25:03):
doing on social.
Love it.
Then that's foundation number two,social media building a brand.
We're not going to get into allthe little different things in
there.
Just going to say 16 videos a
week.
Like what else are you doing?
everyone else vip partners anotherfoundational piece well what are
the are there two or three thingsyou're doing you first you've
identified who your vip partnersare and then you built a plan
(25:23):
around them we've talked about thebreaking bread so you're meeting
them um is there anything elseyou're doing consistently with
those vip partners Yeah.
So every Monday, I like Clockwork
8 a .m.
They get an email from me with the
subject line Active Lead Trackerand it links them to a Google
Sheet where it has all theirclients they sent me.
And there's little nice checkboxesof where the clients are at.
So they know exactly where everysingle lead they've sent me is at
(25:47):
in my process.
And then if there's any like
nuances, I'll put them in thenotes so they can read like, you
know, waiting on. 2022 t4 orwhatever it is so they know where
things are at um and they got thefeedback on that has been
overwhelming and this isn't likeanything we're going through here
none of this is like yeah i don'ti don't have a crm like i i'm i'm
grassroots like like you've heardin this podcast like i run google
suite I think that's it.
(26:07):
Like, and my zoom subscription,
like, I guess that's kind of it.
Okay.
So that's your VIP partners.
Then the next piece of the puzzle
foundational piece is mining thedatabase.
So looking for opportunities withpast clients.
So what have you done there?Yeah.
So I had a rate tracker before Icame over to team Wiley.
It's been like a, you know, just aworked upon version on a version
on a version.
And again, team Wiley is an
abundance mindset.
We share a lot of things.
(26:28):
So I shared it with the team.
And Ryan and Courtney went to town
on it and just like juiced itright up.
It's phenomenal.
So again, another plug for Team
Wiley, like come over, like you'llget that.
But I live in a rate tracker.
So all of my world is in a Google
(26:48):
spreadsheet.
Like my world's on Google.
So it's in a Google sheet andevery client that I've funded,
every client that I've talked to,and I'm really in the business
right now of gathering mortgagestatements because like we're up
for renewal, like renewal wave iscoming.
So I just try and get everyone'sdata basically.
And it's plugged in there.
And I just like scroll over like
far right on the tracker.
(27:10):
And if something's highlighted in
green, it makes sense for theclient to refinance.
And if it's in red, it's not.
So if client comes to me and says,
hey, like, should I break it?I'm like, well, provide me your
mortgage statement and let's booka 10 minute call.
So I get their mortgage data.
I get their email, which goes onto
my list.
And I tell them like, hey, Mr.
Client, we can pay the penaltiesand legal and you can save X
(27:32):
amount over X term.
Or you're in a good spot right
now.
I'll continue to monitor it for
you.
I'll be in touch if there's an
opportunity.
And that's it.
Love it.
Database mining.
mining.
And then the next one is
prospecting.
So opens.
Open.
Definition of opens, if you don't
know yet, is reaching out tosomeone who's not expecting it.
I know you had your certain thingsyou're doing every day.
You're tracking.
So what are you doing open -wise
(27:53):
consistently?So for those who are in the weeds
on this or they just don't knowwhere to start, build a Google
spreadsheet and put a littlecheckbox.
I don't know what you call it.
on the sheet.
And there's something sotherapeutic about completing a
task and like checking a box orlike if you're pen to paper, like
crossing it off.
So very like basics.
(28:13):
Like I'm, I'm not this like fancyproduction.
Like I come into my office and Isend, like open up my, my non
-negotiables and it's five texts aday.
You might've heard that beforesomewhere.
And I do five Facebook messages aday.
I do five Instagram DMs.
I DM every single person that
follows me.
with the voice notes, sometimes
video, if I'm not like rocking atoque or in a hoodie.
And then I post, repost my contentto YouTube and I send birthday
(28:34):
texts.
Like it's stuff you've heard on
this podcast before.
I just do it relentlessly every
single day and I've tracked itreligiously.
Okay.
So between email marketing, which
a lot of it's done for you, youspice it up with videos, which is
awesome, but you get the dripcampaign.
So you actually have somethingthat's worth value sitting there.
Your social media, and I think youshould, my advice to you is double
(28:55):
down on what you're doing onsocial.
It's going to get you where youwant to go faster.
You're already doing a lot, butdouble down on it.
Social media is dialed in.
Your VIP partners are dialed in.
You don't need more.
You're like, I'm just going to
take care of these ones and havethem introduce me to other VIP
partners.
Database mining sits there on a
spreadsheet tracking, depending onwhat's going on in the market and
where those opportunities areinterest rate wise.
P S., we can zap all of your stuff
(29:17):
from Finmo right to the trackersheet.
So it's all automated.
So when you're doing deals there,
it goes boom and it just pops overfor you so you can track it.
And then your opens justconsistently starting
conversations with people.
And if they're following you on
Facebook, friends or friends onFacebook, follow her on Instagram,
in your phone contacts, justbirthdays, like you're just
constantly just talking to peopleevery day.
All those five things together atthe same time, layered on top of
(29:38):
each other, stacked.
And guess what?
You go from 2 .4 million, 2 .7million to potentially 40 million
in 12 months.
That's the model, right?
At the beginning, this podcaststarted.
It used to be called the 12 -hourbroker.
And the 12 -hour broker was mysweet spot was 50 million working
12 hours a week.
with a part -time fulfillment
person.
That was it.
And I still, to this day, I havepeople telling me, don't believe
(30:00):
it.
That sounded crazy.
There's no way.
You being where you're at now,
like, can you see how I was at 50mil working 12 hours?
A hundred percent.
hundred percent.
Like I had kind of a differentprivilege of seeing your business
from a different angle, but like Italked to people still like, cause
like you with this podcast,you've, you know, you got some
like.
clout behind your name and like
people reference you and andthey're like there's no there's no
(30:24):
fucking way ryan worked 12 hours aweek i'm like he did man like he
he did like call it 15 hours aweek but he wasn't in his office
80 hours a week doing thosevolumes and they're like there's
no there's no way i'm like thereis and like i'm like i'm not down
to that efficiency yet um but i'mhoping that i can get down to like
25 hours and just be like laserlaser laser focused and scale this
(30:49):
up a little bit um but it's doableand you just like You got to turn
out the noise, put the blinders onand like stop chasing shiny
objects.
So there's three things I want to
touch on here.
there's three things I want to
touch on here.
Like we're going to do it very
quickly and then we're going toget into like the next phase for
you and what you want to do.
And if there's a way I can help
(31:11):
you like on this call, we'll dolike a live coaching session.
Unless we need to go deeper, we'lltake it offline.
But between the email, the socialand the VIP partners, I'll ask
you, I'll put you on the spot.
So you've got database mining
opens.
Email, social, and VIP partners.
Between email, social, VIPpartners, do you see there's one
common theme between those threethings?
(31:31):
Do you know what that theme is?That they're consistent?
Close.
You're consistent with everything.
What the common theme is, you'regetting leverage.
You're getting leverage in yourbusiness.
So emails, it's one to many.
You're going one to 600 every
single time, right?Sending out five a month.
You're getting leverage withinyour referral partners, databases
as well.
Social media, you putting a reel
(31:53):
out there, hundreds or thousandsof people see it.
You're getting leverage.
You're leveraging the algorithm.
You're one to many.
VIP partners, guess what?
You're one to many.
You put the time and energy in
connecting with them onrelationship and they're giving
you access to more VIP partnersand their database.
You're getting leverage.
Those three things, and you start
(32:14):
stacking them on top of eachother.
So now the leverage startscompounding.
It's like investing in realestate, same concept.
This is investing in yourbusiness.
You've got awesome leveragehappening in those three areas.
And you're doing it all at thesame time, all the time.
That right there is why you're atwhere you're at.
Interesting.
Yeah, it's cool, eh?
That's what jumps off the page ofme.
So, okay.
(32:35):
So for those of you listening,
you're like, yeah, we're going toget into a bit of a coaching thing
here.
Maybe you peace out now.
And you're like, Ryan, this is toolong.
It's 35 minutes.
I'm out.
Yeah, then so be it.
But we're going to carry on.
Hit me with some because youtalked about me a little bit
offline.
Where's your head at now?
Where do you want to go?What can I help you with in the
moment?So I think like now that I've
(32:56):
realized where I'm at today andlike I'm spending like a fair
amount of time working, likeprobably 35 to 40 hours a week in
my business.
I want to know.
how i get that down to 30 butstill bring volume up like i just
need to step it up another levelof like efficiency inside the
office okay pretty open questionright pretty like generic yep but
that's okay because we can godeeper on that offline on some
things but my my answer to you isthis you just got fulfillment
(33:17):
right fulfillment's going to helpyou reclaim four hours of file
back your five six files in onthat open question right pretty
like generic yep but that's okaybecause we can go deeper on that
offline on some things but my myanswer to you is this you just got
fulfillment right fulfillment'sgoing to help you reclaim four
hours of file back your five sixfiles in on that If you did nine
files in April and you hadfulfillment on those nine files,
(33:39):
that would have been 36 hours.
That would have been nine hours a
week you would have reclaimed.
So just that alone, and you let
the fulfillment support play outover a long period of time, that
alone is going to take you doingfive, six files a month.
Just do the math on that.
(34:01):
It's going to reclaim five to
eight hours a week.
So already you're down.
And then the next part is I goback to the leverage.
I go back, how do I get leverage?Because that's where you get like
less input, more output.
How do we do that?
And so you're leveraging.
And that's the other piece.
(34:21):
When I said fulfillment,fulfillment is leverage.
You're leveraging somebody else'stime, right?
So once again, everything comesback to the leverage.
You've got four things you'reknocking out of the park.
So email, can you send more thanfive emails a month?
Probably not.
I probably wouldn't do more than
five or six, give or take.
So you're at an eight out of 10
right there already.
(34:42):
You go shut it down.
Continue doing what you're doing.
Social media, you're doing two
reels a week plus your stories.
You will build a brand and get way
more leverage the more reels youdo.
And so your time that you'resaving over on fulfillment should
be put into content.
Content will feed everything.
It's either conversations orcontent.
Those are the two ways to getbusiness.
And so you notice I didn't mentionyour opens because you don't get
(35:03):
leverage on your opens.
You're only as good as your last
open.
And you can only get so good at
opening, right?You're just updating people,
staying in front of them.
But content, so remember, it's
conversations or content.
Content will kill two birds with
one stone.
Opens won't.
Content will bring in theconversations from referral
partners where you get leverage.
It'll bring in the book calls with
clients without you doinganything.
So you get leverage.
(35:23):
So content is the gateway to
everything you're doing.
So your time would best be spent
upping your game and content.
And I know you're kind of like
already doing a lot.
Do more.
Just that becomes it become astudent of content.
It'll get you where you want to gofaster because you've got the
support.
You've got the email marketing
(35:44):
machine built where you're goingto nurture them.
Outside of upping your game, beinga little more efficient on your
discovery call, which I don't knowwhat that looks like, and the
handoff to fulfillment and thatkind of stuff, surface level stuff
we're talking about, it's content.
And then VIP partners, you're
doing awesome things there.
You don't need more.
More are going to come to you fromcontent.
Keep doing what you're doing onthe VIP partners.
There's nothing changed there.
You're 8 out of 10. 8 out of 10 on
the email, you're probably a 6 outof 10 on social.
Spend your time on social andit'll feed the email marketing
machine, feed the VIP partners,feed the database mining, and you
(36:05):
won't have to do the opensanymore.
Or the opens you do will be toyour engaged audience, the people
watching your stories, the peoplecommenting on your comments, the
people watching.
That's where your energy will go
and opens.
There you go, man.
That's your content is the key toyour business going 50, 60, 70 and
you working 20 hours.
Let's go.
Let's do it.
That's it, man.
(36:25):
That's part of it's and it's noteven I'm like, well, try this.
It is so clear.
So plain as day jumping off the
page at me like nothing else has.
It's right there for the taken.
So, and I know you, you're goingto take that and run with it
(36:46):
because that's what you do.
So, okay, man.
Mr. Sarai, this has been, you'vebeen very generous with this.
Among other things, you are verygenerous on Team Wiley.
You share a lot of things onthere.
So we much appreciate it.
If somebody had a question for
you, if somebody wanted to bendyour ear on something, don't call
them, by the way, send them avoice memo, a voice memo with a
(37:10):
very specific question.
Same with me too.
how, what's the best way that theycould reach out to you?
Yeah, I'm on, I'm on Instagram,SGS mortgages.
Again, like I have an abundancemindset.
So if I was, I'm not like that farremoved from being out of the
industry and like deciding toquit.
So anyone out there that's likestruggling, I mean, or in the
(37:32):
weeds that like, you know, thebroker industry is dying because
of rate, like reach out to me,like, and I'm not getting paid to
say this, but like Team Wiley isthe spot.
Like I've been on every labelbrokers wise.
I've had every kind of splitstructured.
I've had every offer like thatthere's in the industry.
There's no place like home withlike team Wiley, like the, the
(37:53):
community that Ryan has builtinside of it.
The heads of Tango with JasonHenneberry, the heads of Tango
Ontario with Tom Moffitt andBrandon Love, like, like it's
solid dudes, like from the top tothe bottom.
And Courtney, how about Courtney?And females.
Yeah.
And Courtney, Courtney's like, for
those who've been in strategy huband 10 loans, like she's the.
(38:14):
She's the puppet master behind thescenes.
I don't think the world would turnwithout her.
All of those people and then thebrokers on Team Wiley, it's an
invite -only club.
You don't just get on the team
because you're a broker and Ryan'sgot to sign off on you.
Reach out to me and I'll confirmfor you if you're Team Wiley
material or whatnot, but withoutmy wife's support and having Ryan
(38:38):
in my corner, none of this wouldhave happened.
It's been a wild ride.
It's been super humbling.
I'm feeling like... high on liferight now that I've been on two
podcasts in one week to talk aboutmy journey.
my journey.
But the catalyst here or the
common denominator is Team Wiley.
The stuff you get for your desk
fees is not even the conversationpiece, but it's crazy value.
(39:00):
And then you get Ryan, you getCourtney, and you get the
resources they've built out.
So for me, it's a no -brainer to
move over to Team Wiley.
So hit me up on Instagram, SGS
Mortgages, and we'll have a chat.
Okay, man.
Much love.
My favorite thing about you is you
You you're coachable and youexecute.
(39:20):
And that's just that's a coach'sdream student.
And so you are that you weren'tthat all the time.
You're that that version of younow.
That's you now.
So I love it, man.
That's it, brother.
I appreciate your time.
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.
Okay, welcome to the Mortgage Game
Podcast.
This is West Coast Wiley coming to
you live on video today from theoffice.
No Dodge Ram recording studiotoday.
Okay, we have a special guest.
(00:49):
There's only certain people that
we have on the podcast, and it'sreally, I just didn't want to be
that kind of podcast.
plate that I think is warranted,
then we bring them on.
As long as I know we're going to
give value back to you for youspending the 20, 30 minutes
listening.
And so today, man, we have a doozy
(01:10):
for you.
So I want to introduce Scott
Sarai.
Scott Sarai, say hello.
Hey, everybody.
Man of many words.
So I'm just going to, I'm going togive you the hook right here as to
why, and then we're going tounpack it.
Okay.
So Mr. Sarai, full disclosure,
he's joined Team Wiley.
For those of you who aren't
(01:32):
listening and you live under arock, I started a mortgage team,
not one where I'm competingagainst you, where I'm brokering.
I mentor and coach everyone on theteam.
Started this six months ago.
And so Scott jumped in and he was,
I'll give it to you, but this iswhere I want to go.
The hook is this.
Scott, where he was at before he
joined, he was ready to hang itup.
(01:52):
And he did 2 .7 million in volumein 2024 until he decided to join
us in November, but really didn'tstart doing stuff till December
because once you transition andwhatnot.
And so this year in that, whydon't you share the numbers?
I just want to go, it's crazywhere you're at and we're going to
break down how you got there.
So Scott, take the mic.
For sure.
(02:13):
Yeah.
So joined Team Wiley, end ofOctober, did all like the
purgatory, the license transferover with the lender setup, got
into the weeds late November.
Rolling total for the last six
months is 17 .9 million funded.
And you have some in the hot in
the pipe already.
Yeah. 4 .1 that will fund.
And then, you know, the stragglersthat may or may not work out.
Yeah.
(02:33):
So like you told me that we
chatted briefly before this, causeyou're like, Hey, I got to show
you the numbers.
Let's do a six month check in.
And I'm like, sure.
And you hit me with a bunch of
things.
And then, but I could see how
happy you are the smile from, youknow, ear to ear that you're like.
You're going to do 40 million thisyear.
How, like, does that from 2 .4 to40?
And you haven't even hit, like,the good market yet.
(02:54):
But you were going, without adoubt, you were going to do 40
million.
Like, what does that mean?
Like, is that crazy or what?Yeah, it's definitely surreal.
Like, I've been in the industrysince 2020.
And I've had some partnerships andsome business ventures with, like,
high producing brokers.
I've always looked at them as like
(03:15):
celebrity status and, you know,anyone that's doing 30 mil or
above and I'm, you know, in theweeds at like 2 million, 5
million, 10 million.
And I just, I didn't get how they
got there and like, what wouldlife be like at those volumes?
And now I'm in it and I didn'trealize I was in it until I was
like, you know, going back to lookat a six month check -in and all
of a sudden I looked at thenumbers and I had to like double
(03:38):
check that like the formulas onGoogle sheet was right to add it
up total.
It's wild.
It's nuts.
It's surreal.
But it's a real thing and it'sdefinitely attainable.
Yeah.
And we will give you listening
there.
We're going to get into how the
sausage is made here on somethings.
But I've said this for so longbecause I was you as well.
I was doing my five to 10 mil andI saw the 30, 40 producers.
I'm like, how do they get there?It seems like just so far out.
(03:59):
And then you get to 20 mil andyou're like, how could you not do
20 mil?And then you get to the 30, 40 and
deals just start coming and youstart hitting your, you know.
your stride and you have yourfoundational pieces in place.
And then you're like, how couldyou not do 34 mil or 30 or 40 mil?
And I think you're sort of, butyou just don't believe it.
And you're just in that stageright now, right at the beginning.
(04:20):
But I'm assuming a switch hasflipped.
You are a believer now that thisis something that Scott Sarai can
do.
Yeah, definitely.
Mindset was like the biggest thingfor me.
Like I said, I've been in it 2020and I've been like in and out
mentally from like.
the hustle of brokering and like,
I'll give full credit to my wifeand to you because I was done like
October, September, October of2024.
Like I was ready to just like, youknow, let the license expire.
(04:42):
I had like stuff going on that Ijust wasn't happy with, with the
industry.
And I was just jaded.
And then when I joined team Wiley,we stripped all that noise out and
went grassroots with this.
And then like, you know, December,
January, February, some files arecoming through and then.
It just took off.
I think in April, I have nine
files closing, which I was like,holy shit, nine files.
(05:03):
That's wild.
For me, I think the biggest thing
was the mindset shift, the toolsto broker.
Not that it's a fake it to makeit, but I've had the apprentice
model behind the curtains with 10loans and all of those programs to
learn brokering from the groundup.
And now I actually get toimplement it with the volume I'm
doing.
So it's been a whirlwind of
(05:25):
experience for me.
And you were, to give some
context, you were doing, and Ithink a lot of brokers are here
right now, you were struggling todo business.
You sort of knew what to do, butyou didn't know how to do it or
have the right maybe ongoingmentorship.
You were scrambling to, and thenyou said, maybe I'll do
fulfillment.
Maybe I'll build a fulfillment
model because I know that's a bigneed in the industry and I'll go
(05:48):
out and I'll find four, five, six.
brokers and I'll run fulfillment
for them from four to 600 tofollow or whatever that is.
And I'll do that.
And that'll supplement the other
stuff I'm doing.
And now you just hired fulfillment
yourself.
Yeah.
So like I, I built a fulfillmentbusiness behind the scenes over
the last couple of years and itgot to a six figure business where
I had six brokers.
I was handling their fulfillment.
And then one by one, I realizedthat there was nuances with, with
(06:11):
the individual broker.
you're managing a lot of deals, a
lot of processes, and a lot ofpersonalities.
And there was various issues thathappened where I started letting
them go one by one.
And then I was just kind of like,
I don't know, it's my time to walkaway.
And I was done.
And I think that's what the
conversation started.
You had a broker you were going to
(06:33):
introduce to me.
And I was like, yeah, I'm actually
going to pull the pin on all ofthis.
But yeah, to fast forward, I justhired Fulfillment last month.
She's an absolute rock starunderwriter.
Not that she underwrites for me,but having her knowledge has been
instrumental.
And like we've only got in the
weeds on like four or five files,but I'm praying that she never
(06:55):
leaves me because like she's beenlike such a relief to take that
stress off of my plate.
And I always like did fulfillment.
So I was always like, I'll neverneed it because I get it, but it's
the best hire I've ever had.
So you, I just think it's so funny
in such a short amount of time,you went from being the
fulfillment person, to needing afulfillment person.
That's like a big shift.
big shift.
And I was like, when I, like inMarch, I think I had like five
(07:18):
files closed and I'm like, yeah, Ican still do it.
Like, you know, like why pay the,whatever you're paying in
fulfillment and I can keep themoney in house.
And then I was like, what am Idoing here?
Like, like, no, like that's justso old mentality.
And luckily we had a fit on theteam that was a plug and play.
Like she was an experiencedunderwriter, experienced broker.
She was plug and play.
And then I even told her, I'm
(07:39):
like, look, I know what the goingrate is fulfillment.
Like I've been in that industry.
I know prices have come down.
I don't care.
Like I'm paying you like top
dollar because I don't, I want youto be happy.
I want you to feel fulfilled withwhat you're doing.
I don't want you to leave.
Like I don't want to have to
retrain.
So we, we agree on a, on a price
that probably is higher thanindustry standard right now.
(07:59):
I'm hoping she's happy.
And I said, yeah.
And I said, if I can build myvolumes.
we'll revisit it to pay more.
And she's like, you don't mean pay
less.
I'm like, no, like we'll pay more
because if you're happy, I'mhappy.
And then like the wheel, the wheelspins and there's no, there's no
hiccups.
So for those who don't know you,
And I said, yeah.
And I said, if for those who don't
know you, um, like you haveanother career.
(08:20):
This isn't like, this isn't evenyour full -time.
So what else do you do?Yeah.
So I've been on the podcastcircuit lately.
So I was with the boys from TangoOntario earlier this week and they
brought it out and I don'tnormally lead with it, but, uh,
I'm a full full -time firefighterhere in, uh, BC.
Um, I've been doing that for closeto 15 years and, uh, it, it, it's
a time commitment for sure.
Um, uh, so yeah, I'm a, I'm a full
(08:40):
-time firefighter and a full -timemortgage broker.
So when people ask me what I dofor a living, it's kind of hard.
It's depending what, what circleI'm in and where I'm at.
Like if I'm looking for a deal, Imight say I'm a firefighter, but
if I'm looking to like drum upconversations around business and
some, I'm a mortgage broker.
And then family wise.
then family wise.
uh i know these answers but i want
you to just tell everyone what doyou have kid wives going on at
(09:01):
home yeah so we uh have abeautiful baby girl that's 16
months old um and it wasdefinitely an adjustment like my
daughter's not the best sleeper soum you know i'm up middle night
with her feeding her and i haven'ti missed one team wiley call at 6
30 and we have a team call in themorning we're just like it's a
bullshit and i live for thosecalls like i feel so we uh have a
beautiful baby girl that's 16months old um and it was
(09:22):
definitely an adjustment like mydaughter's not the best sleeper so
um you know i'm up middle nightwith her feeding her and i haven't
i missed one team wiley call at 630 and we have a team call in the
morning we're just like it's abullshit and i live for those
calls like i feel i have like fomoif i don't make it and i've i've
shown up hung over i've shown upwith no sleep the night before um
(09:45):
but i missed one just for whateverreason it was but at the fire hall
yeah i've been at work i've beendriving to work yeah so like i've
been consistent with that but thethe daughter had definitely thrown
a curveball in the plans and shewill be going to daycare
relatively soon that might free upsome time for me but uh yeah just
one daughter right now hopefullyanother kid relatively soon so
this is this is for everyone outthere that like fire yeah i've
been at work i've been driving towork yeah so like i've been
consistent with that but the thedaughter had definitely thrown a
curveball in the plans and shewill be going to daycare
relatively soon that might free upsome time for me but uh yeah just
one daughter right now hopefullyanother kid relatively soon this
is this is for everyone out therethat like This is a wake -up call.
I'm going to frame this.
You've got a guy who did $2 .4
(10:08):
million, full -time firefighter,15 years, right?
In December, did a captain'scourse, which was literally five
weeks of just hardcore, like inthe office, doing stuff, testing.
You took three weeks of vacationto Mexico in December.
uh we're in november decemberjanuary somewhere in there you
have a 16 month old at home who'sa little sleep deprived so it was
obviously 10 11 12 months oldyou've got a young family that
needs you you're showing up youhave a dog that needs you you're
showing up you have a full timeyou the citizens of Surrey, BC are
relying on you to show up becauseyou're a firefighter, you're doing
it.
You're showing up to the early
morning calls at 6 .30 in themorning, regardless if you're
driving in, if you're at the firehall, if you're sleep deprived,
like you just said.
And you're going to do 40 million
this year.
30 to 40 million.
(10:29):
I know it's going to be 40, butthis is me talking to you
listening.
What the fuck is your excuse?
What is your excuse?There's nothing you could give me
in there.
Obviously, there's crazy outlier
stuff and health issues.
(10:50):
But for the majority of you, like,
come on, level up here.
Let's go.
I've been watching this.
I have a front row seat to
everything.
And we go around in our morning
calls in the morning.
And a lot of us just to check.
And it's 30 minutes, usually ahard stop.
We just go, what are you doingtoday?
And we just go around.
And yours is always like, yep,
same boring stuff.
(11:11):
Like, I'm just executing the
stuff, the plan, the thing, I'mdoing this, doing that.
It's like, boom, okay, on to thenext person.
Like, there's no fluff.
You're just like, get to it, let's
go.
And now that you see the money in
the bank account coming in, yousee these numbers, you have to
like, we're going to get into thethings you're doing to get to
(11:31):
that.
But before we do, I want to know,
like, what are you thinking?Are you thinking, holy crap, I
could do 40 million working 20hours a week?
Like, what do you think aboutthat?
It's been a wild ride.
Like I've been in this for almost
five years now.
I've had a front row seat.
Like I, I got into brokering.
I had no idea coming out of UBC
(11:51):
what to do.
Scott Peckford at the time had his
five steps to 5 million course,which was basically, he was
building out bricks and it waslike a pilot.
I did that.
And I'm like, okay, I have an
idea.
I still don't really know what to
do.
And then I knew Peckford was a
paramedic in a previous life.
And I called him like, Hey man,
like I want into 10 loans.
He's like, well, you can't come
in.
Like it's for.
(12:13):
producers only uh i called himagain like hey man like i want in
like like let me in like and theni let him know like hey i'm a
firefighter i'm coming to you iwant into this training like i'm
showing you my work ethic i talkedmy way in he was like hey you know
what dude like i like your likeswagger you're in uh i did a
(12:34):
quarter with a coach and then ifound ryan and his opa model did a
quarter with ryan and then i did afollow -up quarter uh and ryan
graciously like offered up privatecoaching so i had all the tools to
build a business.
And I don't know if I was lazy or
I just got sidetracked withactually like doing the basics.
I would be like, oh, like OPAwebinar, I'm going to do that.
And oh, ClickFunnels, I'm going todo this.
And oh, whatever, I'm going to dothat with what's happened on Team
(12:56):
Wiley.
And it's like, you've been talking
about it for months now.
And if you haven't heard, go
listen to past episodes, but likeit's grassroots, brokering,
turning out the noise and justgetting super focused.
So to look at like my business, mybank account, like my life, and to
see like i got my goal for 2025was 10 million like 10 million
provided what i was looking forand i told my wife before hopping
on this call today i'm like theseare the numbers and this is like
you know i'm at 17 .9 millionfunded in in the first four months
(13:18):
basically for three and a halfmonths she's like well what's the
goal for 2025 now i'm like i don'tknow like 20 million like double
it and she's like she's like maybe50 scott i'm like no no i can't do
50 but to think that 50 could beon the horizon depending on like
how the shit out down south playsout in the market um it would be
it'd be wild it'd be surreal umand again like i'm i came up in
(13:41):
this industry basically under youlearning like your business and i
just figured that people have doneit so i'm just going to copy what
they've done and i'm an open bookas well like when people ask like
how you've done it Like I tellthem like, and there's no like
hiding what I'm doing.
Like if someone asked me, I'm
like, this is what I'm doing.
Like, here's the ad I ran or
(14:01):
here's the email template.
And they're like, why are you
sharing this?I'm like, because I know if I
share it with a hundred people,one person might implement it.
They're not all going to do it.
And I learned that from you to
your credit, right?Like just the abundance mindset.
And that's just kind of where Icome from and how I am.
So yeah, to answer your question,like to think 40 million might
happen this year.
(14:22):
I don't know, man, it's going to
be wild.
There's no way.
I bet on this you're going to hitthe 40.
It's because you have now you havefulfillment.
And when you're saying, well, itdepends what happens down south.
What happens down south has zeroimpact on you and your business.
It really does.
If you just stick to the business
principles.
So let's get into some things that
you're doing.
And so we went through your in our
one on one call and we built outthe plan for you and you went and
(14:45):
executed and you went and trackedeverything.
So why don't you hit me with astat of something you did and
we'll go maybe a little deeper oneach one individually.
Yeah.
So my most favorite one, Yeah.
So my most favorite one, if that'seven English, is I was casting a
wide net on like trying to convertreferral partners.
Like just like, you know, I don'twant to say the analogy I said to
you on the call earlier, but justgoing super wide on it.
And I don't know if it was apodcast you were talking about or
(15:05):
one of our coaching calls, butlike.
We wanted to go deep with thesepartnerships because when I
audited my first four years, allthe deals came from a standout
five and then stragglers.
So that standout five, I just went
deeper with like, hey, let's gograb dinner and drinks tonight or
let's go grab a coffee.
And it's been busy with a career,
brokering, a busy book, and afamily, a dog, all that stuff to
get out and actually do it.
(15:26):
But I've had eight in -persons
with my referral partners.
We went...
One night I went out for drinkswith a realtor and I don't drink a
lot, so I can't really handle mybooze anymore.
And it was a rough night with mydaughter and a rough morning
getting on the team while theycall.
But I've done like eight of thoseand they've been instrumental and
they've opened up doors like formarketing campaigns.
So that would be my most importantone, I think.
(15:47):
Let's go deep in it.
Let's just stop and touch on that.
on that.
So, and this is a mistake that a
lot of mortgage brokers make isyou think you always need someone
new to send you business.
when there's really people around
you that already know your name,already trust you.
And the reason they're not sendingyou more business is because your
relationship isn't good enough.
And so instead of focusing on how
to get a cold person out there tosend you things, why don't we
(16:08):
focus on the people already there?And let's just build better
relationships.
And part of that, there's, you
know, you can do your Monday leadtracker where you send out leads
and where you're at every Monday,you show up in their inbox, you're
tracking business, they love that.
Once a quarter, go out and break
bread.
see the whites of their eyes,
connect with them on a differentlevel, coffee, lunch, dinner,
(16:30):
drinks, dinner, whatever.
And so you went and did that.
And like, had you done thatbefore?
Like, were you like, were youintentional with that before?
No, I was like, I'm just gonna sayit.
Like I was a spray and pray kindof like broker.
Like I would throw stuff out inthe universe and there was no
follow -up.
Like in my first year, I did like
probably over a hundred, like fourslide presentations to realtors.
And I didn't follow up once.
And that was probably like the
(16:51):
most idiotic mistake I had evermade because I got in front of
these realtors and I just let the,like the relationship die.
So no, I was not intentionalprior.
I'm going forward.
Like that's my mandate.
Like once a quarter, I want to getout and whether, you know, it's
coffee, whatever dinner drinks, orI'm almost thinking like lean into
what these partners are like into,like if they're into the gym,
(17:11):
like.
Hey, let's go for a workout.
Or if they're into hiking, let'sgo hike there.
that was hike Right.
Like pick on there.
Like there's a realtor in Ontariothat I, I know I kind of see
behind the scenes on what they doand they get like, they have
little mini VIP events for liketheir top people, like their
clients.
But I was thinking like for my
realtors and like my referralpartners, how can I do that?
So like I have one financialadvisor, he's turned into like a
(17:35):
good buddy of mine.
We usually golf, right.
And now he's bringing out hisaccountant and lawyer partners.
And all of a sudden I'm in frontof three industry professionals
that could, theoretically fund mybusiness like solely just on the
three of them yeah right so so youknow what's cool is now you're
saying this hey i just want to andmaybe it's like a dinner club you
present or like that's not a shinything that is you figuring out how
(17:58):
to build deeper relationships withpeople who have levers right there
that you could pull on for adviceand or clients that is a awesome
spot to spend your energy and manybrokers you know what's cool is
now you're saying this hey i justwant to and maybe it's like a
dinner club you present or likethat's not a shiny thing that is
you figuring out how to builddeeper relationships with people
(18:20):
who have levers right there thatyou could pull on for advice and
or clients that is a awesome spotto spend your energy and many
brokers They're like, they'rereaching out and they're
prospecting realtors and they'reasking for their database and
they're asking to get in front.
They have like all these big asks,
but they've never actually sat infront of the person and like
connected with them on a level.
And it's just so intriguing to me.
So you did eight breaking breadsand out of that very quickly, I
know you said there was somemarketing opportunities.
(18:41):
Can you explain what that means?Yeah.
So I'm again, like.
I'm a student of Ryan Wiley.
So what you've all heard on, onthe podcast previously, like it's
no secret.
We email market.
Like, so on team Wiley, you, youcome over here that the team will
set you up like in a sweet waywhere it's like, it's done for
you.
Like literally you can join team
Wiley and within like a week it's,you have emails going out, but
(19:02):
I've been doing that for like twoand a half years.
And I was meeting with one of mypartners and they were just
saying, you know, like I gotlistings sitting or I, you know,
I. I got like nothing going on or,or like, I'm jealous of a mortgage
broker.
Cause you can turn your book and
rate environments.
And then I got, kind of got
thinking, like I had this weird,like marketing epiphany on my
brain.
Maybe it was the couple of pints I
had in me, but I'm like, well, whydon't we do it for your book?
Like, what's your email database?Like, and he's like, oh, I have
like 6 ,000, 6 ,500 people.
And then he told me his click
through rate, which was somethinglike 41 % or something like that
(19:26):
way higher than my, my rates.
I'm like, well, why don't we just
market to them with like, offeringthem a mortgage audit like this is
what i'm doing to like my mynetwork and my financial advisor
uh referral partner so like we cando it to yours like you have the
clients he's like you do that forme i'm like well yeah because like
it's a win -win -win for everyonelike you're more sticky with the
(19:47):
referral partner or with yourclients i'm stickier with you uh
and i win revenue wise And theclients win because they're saving
money.
So the one realtor, we sent out an
email campaign to 6 ,500 people.
Another realtor were in the works
for 1 ,500.
I met with a realtor yesterday and
he has a list of about 1 ,200 andwe're going to send it to him.
So like right there between threerealtors, 10 ,000 people are going
(20:08):
to see me that would have neversaw me otherwise.
And here's the thing.
here's the thing.
The coolest part of what you saidthere was when the realtor said,
oh, you do that for me.
Like think of that shift, that
dynamic of the realtors, like usneeding the realtors, the realtors
going, oh, you'd really, it'slike, yeah, that's amazing.
Cause like, that's a win for themortgage broker and the realtor
saying it that way.
So A, it tells me you have the
right realtor referral partnersbecause you built a relationship
and they're willing to go partnerwith you on that.
(20:29):
So kudos to you for building thoserelationships.
And then number two.
It's just interesting that they're
now thinking, oh, you do that forme.
When has that ever happened?Yeah, it's been wild.
The partners that I have, now thatwe're going deep on these
relationships, they've beenphenomenal.
They support the business.
I'm the first person they
reference to their clients.
Do you feel like you need to go
out and prospect more realtors?No.
Yeah.
And I've actually, my buddy who's
(20:49):
a financial advisor, Um, hisclients are all like triple a
gold, like the ones that brokersdrill for.
Um, and then he introduced me tohis accountant and his
accountants.
Like, I want you to be my guy.
I'm like, I only wanted him as an,like as an accountant for my
corporate business.
And then he's like, I want you to
be my partner.
I'm like, shit.
Okay, let's do it.
Right.
Like, um, and then he's like, youshould meet with our lawyer that
(21:12):
we use.
I'm like, okay, okay.
Like I like where this is going.
So no COFs, right?
Like everyone says that like, youknow, if they could get away from
purchase files, it's a dream.
And now I'm like, okay, maybe I,
maybe I go that route.
And then the strategies inside of
Team Wiley and Strategy Hub andlike clients are coming to me
because of the strategy andthey're not coming through
referral partners.
They're just coming from my COI or
(21:33):
my social media.
Dude, you're okay.
So that's that.
Now, why don't you break down, you
threw a bunch of stats at me.
Why don't you hit me with those
stats from the new followers andviews and the social media angle?
Yeah.
So anyone that knows me
personally, like I'm, I'm a prettylike social guy, but like social
media is not my jam.
But I'm, I'm like committed to it.
(21:54):
So I've like toyed with it for,for a get into it, get up, like
get off of it, get into it.
I've just made the, like, and I
think it was someone on yourpodcast or maybe Peckford's like,
Like they, the analogy was likethe dad telling the kids, like,
Hey kids, we have to move or we'renot having steak tonight because
(22:15):
daddy doesn't want to like pick upthe phone and record a video.
So I almost want to get it on mywall if I win the team Wiley
competition on, on social media.
But like to remind myself that
like, like get over yourself, likepick up the camera and share
something with people because likeI'm in the weeds daily.
Like I have like stuff to sharethat's important or relevant to
(22:35):
mortgages.
So I made like a commitment to be
on social, like on a heavypresence.
I have a video editor that editsall the content for me.
He's been an instrumental.
And then my wife is like behind
the scenes helping me with it.
But over the last, I guess, four
months, December 15th to April15th, you can track the analytics
inside of Instagram.
And I don't know if this equates
to business, but I'm going to giveyou the stats anyways.
I've netted 140 new followers.
I've had 42 ,000 views and 540
(22:57):
interactions.
Um, it's not as impressive as like
the top dogs in the world, but theway I think about it is 41 ,000
people or 42 ,000 people saw myface, like put them in a room.
Like that's a lot of fuckingpeople in one room.
Like that's a stadium.
That's BC place half or three
quarters full.
Okay.
a stadium.
I want to go through, I've
identified, and this is what we doat team.
(23:19):
Why we identify there's like five,there's really six, but we're
going to talk about five.
There's five foundations to your
business.
I'm going to go to each of those
foundations and I want you to tellme what you're doing.
in each one.
Okay.
Number one is email marketing.
So how many emails go out to your
database every single month?My list is about 600 people.
is about 600 people.
So again, I don't have a massive
(23:39):
list like some brokers do.
So every week clients, like people
in my world, they get an email onSunday.
So probably like 350 per week.
Let's not do the math on that.
Let's just go.
How much does each person get?
person get?How many emails they get a month?
They would get five emails a monthfrom me.
Okay.
So you have five emails a month
going out like clockwork to yourlist of 600, which for those of
you listening saying, I need thismassive list.
No, you don't.
(24:00):
No, you don't.
You need to email more and value,value, value.
And some of your emails are textand some of your emails you record
a video.
Correct?
Yeah.
I try and do a lot of video.
Like there's the odd one where I'mjust trying to like get some
content in.
I won't do it.
And again, Team Wiley, like comehit us up because it's done for
you.
(24:20):
I'm not sitting there thinking of
the stuff to write.
It's there for me to implement.
And I just read what was writtenfor me.
And then I record a video off ofit and drop it in.
And one realtor said, I likehaving both the text and the video
because it's whatever I'm feelingthat day.
I might watch it.
I might read it.
(24:41):
Yeah.
And you have a drip campaign
built.
Correct.
Done for me as well.
Done for you as well.
And so if someone comes in to yourworld six months from now, they
get dropped to email number one.
So your email marketing is dialed
in.
Love it.
Social media.
How much are you, how many posts a
week are you committing to thatright now?
now?At least one story a day, two
edited reels a week.
So let's say 16 videos a week.
a week.
Okay, so 16 videos a week he's
(25:03):
doing on social.
Love it.
Then that's foundation number two,social media building a brand.
We're not going to get into allthe little different things in
there.
Just going to say 16 videos a
week.
Like what else are you doing?
everyone else vip partners anotherfoundational piece well what are
the are there two or three thingsyou're doing you first you've
identified who your vip partnersare and then you built a plan
(25:23):
around them we've talked about thebreaking bread so you're meeting
them um is there anything elseyou're doing consistently with
those vip partners Yeah.
So every Monday, I like Clockwork
8 a .m.
They get an email from me with the
subject line Active Lead Trackerand it links them to a Google
Sheet where it has all theirclients they sent me.
And there's little nice checkboxesof where the clients are at.
So they know exactly where everysingle lead they've sent me is at
(25:47):
in my process.
And then if there's any like
nuances, I'll put them in thenotes so they can read like, you
know, waiting on. 2022 t4 orwhatever it is so they know where
things are at um and they got thefeedback on that has been
overwhelming and this isn't likeanything we're going through here
none of this is like yeah i don'ti don't have a crm like i i'm i'm
grassroots like like you've heardin this podcast like i run google
suite I think that's it.
(26:07):
Like, and my zoom subscription,
like, I guess that's kind of it.
Okay.
So that's your VIP partners.
Then the next piece of the puzzle
foundational piece is mining thedatabase.
So looking for opportunities withpast clients.
So what have you done there?Yeah.
So I had a rate tracker before Icame over to team Wiley.
It's been like a, you know, just aworked upon version on a version
on a version.
And again, team Wiley is an
abundance mindset.
We share a lot of things.
(26:28):
So I shared it with the team.
And Ryan and Courtney went to town
on it and just like juiced itright up.
It's phenomenal.
So again, another plug for Team
Wiley, like come over, like you'llget that.
But I live in a rate tracker.
So all of my world is in a Google
(26:48):
spreadsheet.
Like my world's on Google.
So it's in a Google sheet andevery client that I've funded,
every client that I've talked to,and I'm really in the business
right now of gathering mortgagestatements because like we're up
for renewal, like renewal wave iscoming.
So I just try and get everyone'sdata basically.
And it's plugged in there.
And I just like scroll over like
far right on the tracker.
(27:10):
And if something's highlighted in
green, it makes sense for theclient to refinance.
And if it's in red, it's not.
So if client comes to me and says,
hey, like, should I break it?I'm like, well, provide me your
mortgage statement and let's booka 10 minute call.
So I get their mortgage data.
I get their email, which goes onto
my list.
And I tell them like, hey, Mr.
Client, we can pay the penaltiesand legal and you can save X
(27:32):
amount over X term.
Or you're in a good spot right
now.
I'll continue to monitor it for
you.
I'll be in touch if there's an
opportunity.
And that's it.
Love it.
Database mining.
mining.
And then the next one is
prospecting.
So opens.
Open.
Definition of opens, if you don't
know yet, is reaching out tosomeone who's not expecting it.
I know you had your certain thingsyou're doing every day.
You're tracking.
So what are you doing open -wise
(27:53):
consistently?So for those who are in the weeds
on this or they just don't knowwhere to start, build a Google
spreadsheet and put a littlecheckbox.
I don't know what you call it.
on the sheet.
And there's something sotherapeutic about completing a
task and like checking a box orlike if you're pen to paper, like
crossing it off.
So very like basics.
(28:13):
Like I'm, I'm not this like fancyproduction.
Like I come into my office and Isend, like open up my, my non
-negotiables and it's five texts aday.
You might've heard that beforesomewhere.
And I do five Facebook messages aday.
I do five Instagram DMs.
I DM every single person that
follows me.
with the voice notes, sometimes
video, if I'm not like rocking atoque or in a hoodie.
And then I post, repost my contentto YouTube and I send birthday
(28:34):
texts.
Like it's stuff you've heard on
this podcast before.
I just do it relentlessly every
single day and I've tracked itreligiously.
Okay.
So between email marketing, which
a lot of it's done for you, youspice it up with videos, which is
awesome, but you get the dripcampaign.
So you actually have somethingthat's worth value sitting there.
Your social media, and I think youshould, my advice to you is double
(28:55):
down on what you're doing onsocial.
It's going to get you where youwant to go faster.
You're already doing a lot, butdouble down on it.
Social media is dialed in.
Your VIP partners are dialed in.
You don't need more.
You're like, I'm just going to
take care of these ones and havethem introduce me to other VIP
partners.
Database mining sits there on a
spreadsheet tracking, depending onwhat's going on in the market and
where those opportunities areinterest rate wise.
P S., we can zap all of your stuff
(29:17):
from Finmo right to the trackersheet.
So it's all automated.
So when you're doing deals there,
it goes boom and it just pops overfor you so you can track it.
And then your opens justconsistently starting
conversations with people.
And if they're following you on
Facebook, friends or friends onFacebook, follow her on Instagram,
in your phone contacts, justbirthdays, like you're just
constantly just talking to peopleevery day.
All those five things together atthe same time, layered on top of
(29:38):
each other, stacked.
And guess what?
You go from 2 .4 million, 2 .7million to potentially 40 million
in 12 months.
That's the model, right?
At the beginning, this podcaststarted.
It used to be called the 12 -hourbroker.
And the 12 -hour broker was mysweet spot was 50 million working
12 hours a week.
with a part -time fulfillment
person.
That was it.
And I still, to this day, I havepeople telling me, don't believe
(30:00):
it.
That sounded crazy.
There's no way.
You being where you're at now,
like, can you see how I was at 50mil working 12 hours?
A hundred percent.
hundred percent.
Like I had kind of a differentprivilege of seeing your business
from a different angle, but like Italked to people still like, cause
like you with this podcast,you've, you know, you got some
like.
clout behind your name and like
people reference you and andthey're like there's no there's no
(30:24):
fucking way ryan worked 12 hours aweek i'm like he did man like he
he did like call it 15 hours aweek but he wasn't in his office
80 hours a week doing thosevolumes and they're like there's
no there's no way i'm like thereis and like i'm like i'm not down
to that efficiency yet um but i'mhoping that i can get down to like
25 hours and just be like laserlaser laser focused and scale this
(30:49):
up a little bit um but it's doableand you just like You got to turn
out the noise, put the blinders onand like stop chasing shiny
objects.
So there's three things I want to
touch on here.
there's three things I want to
touch on here.
Like we're going to do it very
quickly and then we're going toget into like the next phase for
you and what you want to do.
And if there's a way I can help
(31:11):
you like on this call, we'll dolike a live coaching session.
Unless we need to go deeper, we'lltake it offline.
But between the email, the socialand the VIP partners, I'll ask
you, I'll put you on the spot.
So you've got database mining
opens.
Email, social, and VIP partners.
Between email, social, VIPpartners, do you see there's one
common theme between those threethings?
(31:31):
Do you know what that theme is?That they're consistent?
Close.
You're consistent with everything.
What the common theme is, you'regetting leverage.
You're getting leverage in yourbusiness.
So emails, it's one to many.
You're going one to 600 every
single time, right?Sending out five a month.
You're getting leverage withinyour referral partners, databases
as well.
Social media, you putting a reel
(31:53):
out there, hundreds or thousandsof people see it.
You're getting leverage.
You're leveraging the algorithm.
You're one to many.
VIP partners, guess what?
You're one to many.
You put the time and energy in
connecting with them onrelationship and they're giving
you access to more VIP partnersand their database.
You're getting leverage.
Those three things, and you start
(32:14):
stacking them on top of eachother.
So now the leverage startscompounding.
It's like investing in realestate, same concept.
This is investing in yourbusiness.
You've got awesome leveragehappening in those three areas.
And you're doing it all at thesame time, all the time.
That right there is why you're atwhere you're at.
Interesting.
Yeah, it's cool, eh?
That's what jumps off the page ofme.
So, okay.
(32:35):
So for those of you listening,
you're like, yeah, we're going toget into a bit of a coaching thing
here.
Maybe you peace out now.
And you're like, Ryan, this is toolong.
It's 35 minutes.
I'm out.
Yeah, then so be it.
But we're going to carry on.
Hit me with some because youtalked about me a little bit
offline.
Where's your head at now?
Where do you want to go?What can I help you with in the
moment?So I think like now that I've
(32:56):
realized where I'm at today andlike I'm spending like a fair
amount of time working, likeprobably 35 to 40 hours a week in
my business.
I want to know.
how i get that down to 30 butstill bring volume up like i just
need to step it up another levelof like efficiency inside the
office okay pretty open questionright pretty like generic yep but
that's okay because we can godeeper on that offline on some
things but my my answer to you isthis you just got fulfillment
(33:17):
right fulfillment's going to helpyou reclaim four hours of file
back your five six files in onthat open question right pretty
like generic yep but that's okaybecause we can go deeper on that
offline on some things but my myanswer to you is this you just got
fulfillment right fulfillment'sgoing to help you reclaim four
hours of file back your five sixfiles in on that If you did nine
files in April and you hadfulfillment on those nine files,
(33:39):
that would have been 36 hours.
That would have been nine hours a
week you would have reclaimed.
So just that alone, and you let
the fulfillment support play outover a long period of time, that
alone is going to take you doingfive, six files a month.
Just do the math on that.
(34:01):
It's going to reclaim five to
eight hours a week.
So already you're down.
And then the next part is I goback to the leverage.
I go back, how do I get leverage?Because that's where you get like
less input, more output.
How do we do that?
And so you're leveraging.
And that's the other piece.
(34:21):
When I said fulfillment,fulfillment is leverage.
You're leveraging somebody else'stime, right?
So once again, everything comesback to the leverage.
You've got four things you'reknocking out of the park.
So email, can you send more thanfive emails a month?
Probably not.
I probably wouldn't do more than
five or six, give or take.
So you're at an eight out of 10
right there already.
(34:42):
You go shut it down.
Continue doing what you're doing.
Social media, you're doing two
reels a week plus your stories.
You will build a brand and get way
more leverage the more reels youdo.
And so your time that you'resaving over on fulfillment should
be put into content.
Content will feed everything.
It's either conversations orcontent.
Those are the two ways to getbusiness.
And so you notice I didn't mentionyour opens because you don't get
(35:03):
leverage on your opens.
You're only as good as your last
open.
And you can only get so good at
opening, right?You're just updating people,
staying in front of them.
But content, so remember, it's
conversations or content.
Content will kill two birds with
one stone.
Opens won't.
Content will bring in theconversations from referral
partners where you get leverage.
It'll bring in the book calls with
clients without you doinganything.
So you get leverage.
(35:23):
So content is the gateway to
everything you're doing.
So your time would best be spent
upping your game and content.
And I know you're kind of like
already doing a lot.
Do more.
Just that becomes it become astudent of content.
It'll get you where you want to gofaster because you've got the
support.
You've got the email marketing
(35:44):
machine built where you're goingto nurture them.
Outside of upping your game, beinga little more efficient on your
discovery call, which I don't knowwhat that looks like, and the
handoff to fulfillment and thatkind of stuff, surface level stuff
we're talking about, it's content.
And then VIP partners, you're
doing awesome things there.
You don't need more.
More are going to come to you fromcontent.
Keep doing what you're doing onthe VIP partners.
There's nothing changed there.
You're 8 out of 10. 8 out of 10 on
the email, you're probably a 6 outof 10 on social.
Spend your time on social andit'll feed the email marketing
machine, feed the VIP partners,feed the database mining, and you
(36:05):
won't have to do the opensanymore.
Or the opens you do will be toyour engaged audience, the people
watching your stories, the peoplecommenting on your comments, the
people watching.
That's where your energy will go
and opens.
There you go, man.
That's your content is the key toyour business going 50, 60, 70 and
you working 20 hours.
Let's go.
Let's do it.
That's it, man.
(36:25):
That's part of it's and it's noteven I'm like, well, try this.
It is so clear.
So plain as day jumping off the
page at me like nothing else has.
It's right there for the taken.
So, and I know you, you're goingto take that and run with it
(36:46):
because that's what you do.
So, okay, man.
Mr. Sarai, this has been, you'vebeen very generous with this.
Among other things, you are verygenerous on Team Wiley.
You share a lot of things onthere.
So we much appreciate it.
If somebody had a question for
you, if somebody wanted to bendyour ear on something, don't call
them, by the way, send them avoice memo, a voice memo with a
(37:10):
very specific question.
Same with me too.
how, what's the best way that theycould reach out to you?
Yeah, I'm on, I'm on Instagram,SGS mortgages.
Again, like I have an abundancemindset.
So if I was, I'm not like that farremoved from being out of the
industry and like deciding toquit.
So anyone out there that's likestruggling, I mean, or in the
(37:32):
weeds that like, you know, thebroker industry is dying because
of rate, like reach out to me,like, and I'm not getting paid to
say this, but like Team Wiley isthe spot.
Like I've been on every labelbrokers wise.
I've had every kind of splitstructured.
I've had every offer like thatthere's in the industry.
There's no place like home withlike team Wiley, like the, the
(37:53):
community that Ryan has builtinside of it.
The heads of Tango with JasonHenneberry, the heads of Tango
Ontario with Tom Moffitt andBrandon Love, like, like it's
solid dudes, like from the top tothe bottom.
And Courtney, how about Courtney?And females.
Yeah.
And Courtney, Courtney's like, for
those who've been in strategy huband 10 loans, like she's the.
(38:14):
She's the puppet master behind thescenes.
I don't think the world would turnwithout her.
All of those people and then thebrokers on Team Wiley, it's an
invite -only club.
You don't just get on the team
because you're a broker and Ryan'sgot to sign off on you.
Reach out to me and I'll confirmfor you if you're Team Wiley
material or whatnot, but withoutmy wife's support and having Ryan
(38:38):
in my corner, none of this wouldhave happened.
It's been a wild ride.
It's been super humbling.
I'm feeling like... high on liferight now that I've been on two
podcasts in one week to talk aboutmy journey.
my journey.
But the catalyst here or the
common denominator is Team Wiley.
The stuff you get for your desk
fees is not even the conversationpiece, but it's crazy value.
(39:00):
And then you get Ryan, you getCourtney, and you get the
resources they've built out.
So for me, it's a no -brainer to
move over to Team Wiley.
So hit me up on Instagram, SGS
Mortgages, and we'll have a chat.
Okay, man.
Much love.
My favorite thing about you is you
You you're coachable and youexecute.
(39:20):
And that's just that's a coach'sdream student.
And so you are that you weren'tthat all the time.
You're that that version of younow.
That's you now.
So I love it, man.
That's it, brother.
I appreciate your time.
Peace out, everyone.
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