June 6, 2025 • 30 mins
In this episode, I share why I've turned away 60% of people who've wanted to join Team Wiley, and the key red flags I look for which signal a lack of fit. I also challenge the "clock-out" mentality, cautioning against complacency, and why you should rethink your approach to work-life balance if you're wanting to have a successful mortgage business.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:06):
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers,
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
All right, good morning.
Welcome to the Mortgage GamePodcast.
West Coast Riley here at thebeach.
Yes, with a five on the clock on aSaturday.
Yes, let's do it.
(00:48):
And there are two people at the
beach, one just sitting there, oneblowing up a paddleboard.
in a bathing suit good for yougood for you i see that and i'm
not like you're crazy i look atthat and i'm like good for you
(01:10):
like that's amazing i wish i'm notgonna i should do a podcast in a
bathing suit in the lake that'd bepretty cool maybe maybe we'll get
there someday not today um okaylet's jump into it a couple things
i want to talk about today uh Thelast thing I'm going to talk about
is someone asked me, they're like,hey, Ryan, what have you learned
(01:30):
building a team?And I was like, oh my God, how
much time do you have?So I just picked one thing and
we're going to go over that.
And then I am going to have
podcasts explaining stuff aboutstuff I'm learning about building
a team, starting a team, running ateam.
They'll be very interesting stufffor you because a lot of brokers,
you're on the other side.
You don't get to see the flip side
(01:50):
of running a mortgage team.
what goes on behind the scenes.
And there's a lot of shit, man.
Like good, bad, awesome, not
awesome.
There's stuff.
And so I'm going to share it withyou.
And I know you'll get value orvery least.
It's interesting stuff.
It's a lot of things I wish I
knew.
I wish I had that perspective when
(02:10):
I was brokering.
It would have changed how I
thought about a couple of things.
But we're not going to get into
that entire thing.
I'm going to share one of the
things I learned.
But before we get into that, I
want to throw a number at you.
But we are going to have a lot of
sponsorship today.
There's a five on the clock.
(02:30):
And so this is like, you're like,you're crazy, Ryan.
Yeah, maybe I am.
I don't know.
I woke up and I said, boom, Ilooked at I think 515.
I have.
some things to talk about.
Okay.
Podcast.
I need to get a podcast done.
Plus have things to talk about.
I don't just make a podcast tomake it.
So it gets out on a Thursday sothat I, the content gods are like,
(02:51):
thank you, Ryan.
And then everyone else is like,
thank you.
And I understand you're supposed
to do that, but that's not how Iroll.
It's just not how I work.
It is.
I don't want to fake it because Iknow there's a lot of content I
watch where you can just tell.
They're like just making content
to make content.
They're doing the podcast to do
the podcast.
They're going through the motions.
And it's the same old, same old.
And you're just like, oh, cool.
(03:11):
But it's like, it's so sterile.
And that's just not me in general.
And that's just not how I run thepodcast.
Sometimes I make three in twodays.
Sometimes I make one in a month.
And it is what it is.
Okay.
So, but please keep reaching out,
asking, because when I don't makeone for a bit, people reach out
and they're like, hey, where's thepodcast?
Am I missing it?Please keep going, blah, blah,
(03:34):
blah.
So keep doing that.
Am I going to stop?I don't know.
Probably not.
As long as I just have stuff to
talk about.
And if I have one listener, that's
cool.
That works for me.
Okay, so five on the clock.
Let's get back to that.
So 71 .4.
Does that number mean anything to
any of you?I'm going to pause while I take a
sip from our sponsor, Americana.
71 .4.
(03:54):
What does that mean?Ryan, just tell me.
Just get to it.
Okay.
That is the percentage.
That's five business days out of
the week.
So five divided by seven is 71 .4.
A lot of you are, myself included,way back, but are trying to jam
this 100 % commission -basedbusiness.
(04:15):
You're an entrepreneur.
into 71 .4 % of your time during
the week.
And then if we even want to take
it a step further and we go alittle Dolly Parton on you, little
working nine to five within the 71.4, oh my God, you're trying to
(04:37):
build this business that will feedyour family and that send you on
vacations and get you top -notchhealthcare and send your kids to
college, which... I don't know ifI do that anymore, but that's a
different conversation for anotherday.
And move you into the house youwant to move and eat the healthy
food you want to eat and have theexperiences.
(04:58):
So you're not just here crushingmortgages.
You have like memories you'recreating and you're doing all that
in 71 .4 % of the days of the weekbecause you don't want to work
weekends and then working nine tofive within that.
And it's just like, oh my God, nowonder so many of you just don't
have a business, right?Like, let's just wake up.
Wake the fuck up.
You are an entrepreneur.
(05:19):
If you think you can take theweekends off, if you think you can
sleep in and get up when you want,if you think you don't have to
work evenings, then I'm tellingyou, you are setting yourself up
to fail.
You might as well just switch
gears or just be happy with theamount of money in your bank
account.
And instead of complaining about
(05:41):
it, go, yeah, that's what we'redoing.
hey, there's $27 ,000 in the bankaccount and there's no more money
coming in anytime soon.
Or there's $6 ,000 in the bank
account and there's no more moneycoming in soon.
That's okay because dad wants tosleep till seven because I'm not a
morning person.
And dad wants to like shut off and
hang out and watch TV and do allthe other dumb shit at nighttime.
(06:04):
And I don't want to work theweekends because that's my time.
I'm working, no, I'm not workingweekends.
And I'm not saying like, You'reworking the weekend and you're
missing out with your family.
I'm saying like, wake up early.
Like all your follow -ups, do themon Saturday morning.
You're prospecting referralpartners, do them on Sunday
morning.
Do like the shit before the family
wakes up.
And maybe you have to pop in and
(06:25):
out here and there, one hour here,two hours there.
Do you think for one second that Itake weekends off?
It's like, it's weekend time.
It's awesome.
But there's always stuff to do.
But I'll tell you this.
I am the most involved parentever.
I am there everywhere.
And so I'm not sacrificing things.
I'm prioritizing things.
So I cut out a lot of shit out of
(06:46):
my life.
A lot of shit.
I've cut out a lot ofrelationships.
Some of you listening to thismight be like, why isn't Ryan
around?I haven't talked to Ryan.
Yeah, it's because I'm not gettinganything from that relationship.
So I am, and I'm just being deadhonest there.
I'm like business, run thebusiness, serve the people who
(07:06):
believe in me, family.
So I prioritize.
And so the TV shows out, been outfor a long time, outside of the
Edmonton Oilers.
Okay, that gets priority over a
lot of stuff.
Edmonton Oilers, okay.
And hey, it's not like it's beenthat way forever.
We've been on a two -year runhere.
That's it.
Before that, I actually never
watched any Oilers.
because I was in Ontario and the
(07:29):
time, like all the games came outat 10 o 'clock.
I never watched that.
Moving out to Kelowna, I'm like,
oh my God, I can like be a fanagain, right?
Instead of just watchinghighlights in the morning.
So that's pretty cool.
So it's like, okay, like I'm
(07:50):
extremely involved everywhere, butI really, really, really
prioritize things in my life.
And I go, in my discretionary
time, the time where I'm not, youknow, spending time with the
family, you know, the time we allhave this time, your downtime,
what am I doing?What are you doing?
What are you doing to better yourbusiness?
Like, do you just have a businessand you like clock out?
You're like, do, do, do, do.
You walk up to the time clock.
(08:10):
Those don't even, some of youdon't even know what I'm talking
about, but like you clock out andyou punch out essentially.
And you're like, okay.
And you're like skipping home.
Like I'm envious some days ofemployees because they literally
can check out.
And then they.
in the morning, but then I'm like,yeah, fuck that.
I would never do that.
I can't do that.
(08:31):
And like, cause I don't want to dothat.
And I don't want to be likeputting this box of how much
revenue you can make.
Um, and so back to the business
world, like a lot of you arechecking out, living like you're
an employee.
I'll get to that on Monday.
Like that mentality.
Like, oh, okay, cool.
If you're going to do that, thenyou're like your bank counts go
on.
Why?
Why is there nothing here?Well, oh, it's because dad wanted
(08:52):
to sleep in.
Why is nothing here?
Oh, because dad wanted to watchNetflix and crush that for three
hours instead of learning how todo a green screen on Instagram and
do five samples of it and learnhow to get away from using a
teleprompter because that's not along term.
play and how to get morecomfortable on camera and learn
how to not be monotone and learnhow to get his point across
(09:14):
telling a story in the leastamount of words possible because
that's a new skill set we all needto learn because attention spans
are so short.
So instead of going doing that,
you want to watch three hours of,and I just keep saying Netflix,
but whatever, shit, or doing threehours of whatever.
Cool.
You made a trade, right?
(09:35):
You traded the success of yourbusiness for that.
And the 71 .4 working nine tofive, right?
And I get it though.
You're like, yeah, but I want to
build a lifestyle business.
Cool.
That's awesome.
And I actually did that.
I did it.
So I'm not sitting here going like
I'm against you for doing that.
And a lot of you are at a
different spot and you can dothat, which is cool.
(09:56):
And I commend you.
This is more geared towards the
people who are feeling like theirbusiness isn't where it needs to
be.
I know $100 million producers who
are now doing $40 million.
And that's a mental punch in the
face.
And then I know other people who
(10:17):
are doing five that don't have aclue how to get to 20 and it seems
so far off.
And then you shift gears and you
go, well, they're taking eveningsoff and weekends off and not
getting up early.
And so they're trying to jam this
dream of theirs into this smallcompartment and you're a business
owner.
You are an entrepreneur and it's a
different game.
And so maybe the game isn't for
you.
Maybe the game isn't for you.
(10:39):
So I just want to point that out.
It's an ongoing thing and I see it
a lot.
And that's just me telling you,
like, you're doing yourself adisservice.
You're doing your family adisservice.
You're doing your spouse adisservice.
You're doing whoever a disservice.
Because this is, and the hustle, I
don't like the hustle word.
(11:00):
Use it, but the hustle's real.
You got to get into it.
So there has never been a time
that has been easier to build amortgage business.
And you might be like, Ryan,that's crazy.
No, back in the day, it was wayeasier for me.
But you can't, like, I was there.
15 years ago, I started a
(11:21):
business.
So it's easier now.
It is way easier now to build abusiness.
I lived it.
I can tell.
I'm one of those people.
Maybe if it was 30 years, I don't
know.
But right now, you have more
access to information than you'veever had between AI, Google,
YouTube, everything you need toknow.
And I'm not talking lenderguidelines, although ChatGPT is
(11:42):
very good at that.
But I'm not talking lender
guidelines because that's justshit on a piece of paper that sits
there in a portal, and you can goget up to speed very quickly on
that.
I'm talking about how to set the
structure up of my business.
I'm talking about how to get
people to see my business.
(12:02):
Social media, it's fucking free.
There's not a dollar to spend.
Back in the day, we had to spend
hundreds and thousands of dollarsto get a thing somewhere.
So you hopefully, oh, please lookat my thing.
I'm a mortgage agent.
It says I'm a mortgage agent right
there.
Please, please, please, please.
Right?It's between the... coaching and
(12:22):
training like strategy hub that webuilt like that didn't exist none
of that existed training you onthat like the level of information
that's out there is just crazy sothen maybe the thing is distilling
all that information down intosomething okay cool but that's way
better than not having a hot cluewhere to go who to talk to what
like Between all the stuff, allthe mentoring that's out there,
(12:45):
all the coaching, all the trainingplatforms, all the information
that's out, finger touches away.
Like you could just press a button
and you get answers.
It has never been easier.
Never.
And so some of you are like, yeah,
but I don't understand.
Okay, figure it out.
Much like I tell my kids whenthey're like, hey, dad, how do I
(13:06):
do?Figure it out.
Pump your tires first and I'llsay, hey.
You're smart, bud.
I know you got this.
I know the answer, but you knowit.
It's not in my best interest totell you that.
This is part of the process ofgrowing up.
Go figure it out, man.
I'm here.
(13:27):
I'm here.
And then this happened the other
day.
My kid was like, how do I do this?
How do I?I'm like, figure it out, bud.
I'll be here watching.
I'll be here to help.
I'm not going to help with theanswer, but I'll help keep you
engaged in what you're doing.
No, you got this, man.
(13:48):
You got this.
It's not a big deal, bud.
You can figure it out.
Walk me through how you got there
so far.
Okay.
And now what do you think?Okay.
You're close.
Keep going.
Right.
That kind of stuff.
Figure it out.
It's like, I could talk to you in
the voice.
I talk sometimes to them like, oh,
muffin.
Is it like, come on, you got this.
(14:09):
You got this.
Like figure it out.
You're an adult.
Put your big boy, big girl pants
on and figure it the fuck out.
All the information's there.
Everything for you.
to make 200, 400, 800, a million
plus is sitting right in front ofyou.
So stop with the other stuff.
Stop with the other shit that does
not matter.
And if you're in this because
you're in it and you're in it longterm, then get dialed in.
(14:29):
Right?Okay.
So I want to chat about that.
want to chat about that.
That was one thing I want to chatabout.
Next thing I want to chat about isI had this conversation with a
broker the other day.
And it was so true.
And I'm like, God, she brought itup and we're like chatting back
and forth.
I'm like, yeah, you are bang on
before I get into that.
And it's, we're all living this
(14:49):
world.
And this podcast is brought to you
by Americano.
They get to, they get longer
sponsorship today because there'sa five on the clock.
So good.
Okay.
Is this, do you, and this justconfirmed how I was feeling and
she put it into words and we had aconversation.
(15:10):
I'm like, wow.
Yeah.
Bang on.
So she was like, hey, I feel like
so I ran this good business beforeand is built on white glove
concierge service.
And I was always there and I was
helping out.
But I feel like I'm working like
way more hours now than I everdid.
And I piece it together.
Why?
It's because half my time is spentchasing people around.
And I'm going to say on the lenderside to just or lawyer side,
(15:33):
lender appraisal, all that stuff,all the services we need to run a
business.
outside of our, just us.
I'm chasing them around to like,just make sure they're doing what
they were supposed to do.
And it's so true.
I feel like the, and this isn'tlike a shit on people party.
This isn't a pity party.
(15:53):
That's not that.
It's just recognizing this,talking about it.
And then we move on, but we haveto identify it.
And maybe this will piece thingstogether for some of you.
I feel since COVID happened, thelevel of customer service, not
even mortgage business, but justeverywhere has like fallen off a
cliff.
I'm sure a lot of you realize like
it was hard to get it's likepeople just don't give a fuck it's
crazy and it's now the norm it'slike okay when you hire people
(16:14):
like I have great like they'rejust like will you show up are you
breathing let me just make sureyou don't have a temperature
you're breathing and you haveshoes on uh and a shirt and like
you gotta even care if you havepants on just can you come do the
job like there's like the bar isso low everywhere And then when
(16:36):
you bring it into the mortgageindustry, I feel like, and this
isn't for everybody, there'sobviously people crushing it in
certain areas.
So don't come at me and go, no, I
got these.
Yeah, of course you do.
There's some really good people.
But for the most part, it's you
chasing stuff around all the time.
And so if you ran this white glove
concierge business and you arevery involved and that was your
(16:58):
secret sauce was just being thereand making the experience amazing
for clients, it is way harder todo that now.
And it's not because of you andyour team.
But the optics of that, that'swhat it looks like from the
client's point of view.
So a lot of mortgage brokers are
being sucked back in to babysitthings that are quite honestly
below their pay grade and weregetting done normally before.
And so if any of you are feelingthat, that's a thing.
(17:19):
It's true.
I'm seeing it.
Other brokers are seeing it.
So you're not alone is what I'm
saying.
And what's the answer?
I don't know.
I don't know what the answer is to
it outside of just recognizing andgoing, okay, so what do I do?
So if I want my quality, my levelof customer service and this,
like, so I just want you to belike, ah, okay, I'm not going
crazy.
Yeah, there's a reason you're
(17:40):
working so much more.
It's because the people around
don't care as much as they usedto.
And there was a shift from COVID.
And that's the thing.
We've seen it.
We've all seen it.
everywhere, right?It's just harder to get things
done.
Okay.
But that's not running mortgage.
That's part of running mortgage is
obviously a big part, but thatdoesn't give you the excuse for
not getting conversations in yourmarketing and sales and all that
stuff dialed in on the front endand your social media and your
(18:05):
branding and towards your avatar.
That's not an excuse for that.
It's when you get them in and thatit is a little bit harder to get
people to finish line whereeveryone's like thumbs up.
That was awesome experience.
So if you feel yourself being
pulled back in to files into yourteam, and that's what's happening.
(18:25):
So probably let your team knowthat's what's happening, at least
to have conversations about it.
But I want to bring that up.
Let's shift gears again.
But before we do, this podcast is
brought to you by Americano.
Okay, that was good.
Okay, so someone asked me, andthey're like, hey, Ryan, what have
you learned about Mortgage Team?And I'm like, oh, my God, I've
learned so much.
(18:46):
so, so much.
Here I was coming in and going,I'm a coach, I train, I'll mentor,
it's in my sweet spot.
Two things I'm going to say.
First is, I don't know how, likesome of you are broker owners or
team owners, but I'm sitting heregoing, okay, if someone just
signed up to hang their licensethere and they don't need
(19:07):
handholding and not handholding,but they don't need like, people
to help them in their business.
And they signed up for your team,
your brokerage, just to hang theirlicense somewhere.
And they want to crush things.
And they feel like they haven't
figured out.
Cool.
I'm not talking to you.
To everyone else.
I'm talking.
I'm going, I don't know how the
hell you are running a team, abrokerage, showing up and running
your own book.
And if you've got that figured
(19:27):
out, like hand clap.
That's me clapping my hands.
That's what that was for you.
And if I was, I'm sitting, but I
would be outside standing.
I'm actually going to go outside
and stand up.
Open the door.
I'm out here.
You get a standing ovation.
That's what you get.
Now I'm going back in.
(19:48):
Kudos to you because I don't knowhow you do it.
don't know how you do it.
I don't know how you show up for
the team and like the way you needto show up.
and run your own book in thisenvironment if you're doing any
sort of volume if you're running acouple files sure you're doing any
sort of volume um so i just wantto say kudos to those of you who
(20:11):
have figured it out and have gotit right and working this is me
going like congratulations goodfor you for everyone else yeah
there's a reason why you're not agood team lead a good broker owner
or what because you're runningyour own book and that's crazy
town and so i don't do that idon't run my own book So I'm not
going to get deep into that.
When I do the podcast dedicated to
(20:34):
this, I'm going to go deeper onthings and it will be a ton of
value for you.
I wanted to just point that one
point out.
But I'm going to share some
reasons why I haven't taken peopleon it.
Because that was part of thething.
What have you learned?I'm like, well, I've learned who
(20:55):
to say no to.
Okay, and I'm going to tell you.
And so I've talked to, I think welooked at this the other day,
around 111 people.
111 people I've had.
a minimum 30 -minute conversationabout joining Team Wiley.
Okay?We have on the team now, I think
we're around, there's alwayspeople on board.
Let's call it 45.
Close to 45 people are on the
team.
Okay?
So that's 66 people.
(21:15):
I said, nope.
No, Blano.
Nope.
Not going to work.
And not every one of those people
is like, I'm in, will you take me?Okay, so maybe it's a smaller
percentage than that.
Probably the same, 45.
I'd say 45 people, 20 of them arelike, yeah, awesome, love it, just
timing's not right, we'll circleback.
The other 45, I'm like, yeah, nota fit.
(21:35):
And so these are the reasons why.
I've said no to people.
I'm going to go over that.
But first, this podcast is brought
to you by Americana.
So first out of the gate.
If we start our conversation andone of the first three questions
you have is, what's my split?Most people have watched the
webinar before jumping a call withthem.
The splits are on there.
But if you want to talk about that
or you want to negotiate on thesplit, I know right away,
instantly, boom, you're not a fit.
(21:55):
Right?
You're a rate shopper.
You are a rate shopper, rate
shopper, rate shopper.
Yeah, you are.
And I don't want to work with you.
That's just, and you might be
awesome person, but it just tellsme a lot about you.
You're just not the fit for whatwe're doing.
(22:18):
We have extremely good splits.
Like the splits could be way more
in my favor and we would build avery big business, but we chose
not to.
We chose not to.
Okay.
A lot of people move over and
their splits are better.
So, and they're like, how do I get
all that and all that for that?They're like, where do I sign?
(22:43):
I'm like, well, that's not howthis works.
It is not, hey, you want to come?So you jump in.
That's not this team.
That is majority of other teams.
That is not this team.
It's different.
So you mentioned that.
And it's one of those things.
I had people that tried tonegotiate the split.
There are no deals.
There are no deals.
(23:03):
Why would there be deals?Like why, why would someone else
over here pay more than you?Because like, like that doesn't
make sense.
And so, and then if I discount
yours 20, 30%, does that mean whenI show up for my end of the
bargain with the dumb for youstuff and the coaching and the
(23:24):
mentoring, do I get to show up 20,30 % late or with less energy?
Like, do I get that?Cause I'm getting 20, 30 % less
revenue.
So do I do that?
Right.
So that's one.
Another reason people, I don'textend an invite after we chat is
some brokers just, they have theworld figured out, brokers just,
(23:45):
they have the world figured out,which is cool.
And they want to tell you how theyhave it figured out.
And that's just people in general.
And that's cool.
Which tells me that you'reprobably not going to thrive in
our environment because you kindof like, kind of like, you know it
all.
You're not coachable.
(24:05):
I don't care who you are in yourbusiness, where you're at.
Everyone needs coaching.
Everybody needs a mentor.
Everybody.
The best of the best get
mentorship.
And so if I get that vibe and
energy from you, and that's justwho you are as a person, and
there's nothing wrong with that.
There totally isn't.
There's a lot of places you go.
There's just nothing wrong with
that.
But it's just, I get to pick and
(24:28):
choose, right?Who comes in the club.
based on who I want to spend timewith, because we will be spending
a lot of time together if you'reon the team, right?
I'm available every single day,multiple times, direct line access
to me, like front of the row,front club, you're at the concert,
you're front row, you're like thestage is there.
You're like right there.
And so I get to choose.
(24:48):
Okay.
Number three, and I don't have a
list here.
Like this isn't written down.
It's just.
Someone asked me and I had a
quick, I gave him some quickanswers and rolled off my head.
So number three, three,negativity.
If I talk to you and I try to pullquestions out of you and
conversations out of you on thatcall and blah, blah, blah.
(25:10):
And if there's a negative tone, anegative vibe, unfortunately,
you're not making it.
We've got a culture to protect.
We've got, this isn't likeeverybody come in because you do
volume.
I've turned away brokers who do
50, 70, 100 million.
It's not a fit.
Just not a fit.
And am I wrong on some of that?
Maybe.
I don't know.
(25:31):
But we're in a volume world.
Volume rules the roost in the
mortgage industry.
And for a lot of you, you get
exactly what I'm saying.
You get it.
The underbelly of our industry, alot of people are just complete
assholes, are complete bitches.
are complete enter here, but
because they do volume, they getaway with a lot.
(25:53):
Not on my watch, not what I'mbuilding, not what we're doing.
Volume does, it means fuck all.
If you come in, I do 60 million
and this, or I do 30 million, Idon't care.
It doesn't like, what does thatmean to me?
It doesn't mean anything, but itmakes money.
I don't care, but it comes with alot of baggage.
It comes with a lot.
And I don't want it.
(26:14):
Not in my house.
This is my house.
So attitude, negativity.
If you come in positive, if you
come in and you're doing 7 millionand you've been in the industry
two years, been in the industrytwo years, been smacked in the
face, you're still standing, youhave positive outlook on things,
and you're spending the hours,you're putting in the work, the
(26:35):
hours, you're putting in the work,and I enjoy being around you.
enjoy being around you.
And I see like, oh man, I can work
with that.
I can work with that.
We can go do some things.
But if you come in crusty, world
figured out, this lender did that,that lender did this, and you're
jaded, and that like, sorry.
(26:57):
And maybe you're a fun person to
hang out with, but I don't needyou over here.
This is the thing that I'mprotecting.
It's over here.
And we're building something
pretty cool.
And then last but not least, this
is another reason I said no topeople is if they're coming back,
if the communication back andforth is unorganized, if not
showing up for calls on time, ifwait three days to respond to
(27:21):
emails, if like if something's apriority, put yourself right.
These are all like telltale signs.
Try you're applying for a job,
right?It's what you're doing.
So it's like I'm interviewing you.
That's.
what this is.
This isn't a, can I, I'm coming
over.
I know that's not how this works.
It's I'm literally interviewingyou.
And if you show up late, if youforget about the meeting, if the
(27:43):
email back and forth is like, it'sjust, it gives, it tells me things
about you.
It tells me things about your
priorities, tells me things abouthow important this is to you.
And it just like, it all, it's theframework of you.
And so that goes in.
And so already we start the gate
out of the gate going boom.
(28:04):
And then I just asked the
question, like, like, why were youlate?
Like, is there something going on?Like, oh yeah, yeah.
Like, okay.
But if you're doing that now, then
does that mean like later on whenwe're doing the work and you want
me to show up, but then you're notshowing up on time or you're like,
it's just layers and there's aripple effect.
(28:27):
And so that's like, and nowalready you're working behind the
eight ball.
You're behind the eight ball.
And I'm like, yeah.
Nope, not going to work.
I already got that in my head.
Now I have to, you have to
convince me otherwise.
So I just wanted to share that.
Those are a couple of things on mymind and I will come up with
(28:48):
podcasts, which will be, there's alot of juicy stuff in building a
team that I'm going to explain toyou.
And there'll be a ton of value inthere for you and your business.
So we'll get to that.
But anyways, I'm recording this on
a Saturday morning with a five onthe clock.
(29:08):
You go enjoy your day.
I'm out.
I'm going back to go get othershit done now before the whole
house wakes up.
And then I'm into dad mode.
But that's it.
That's it, kids.
Enjoy your weekend or your week.
Peace out.
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers,
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
All right, good morning.
Welcome to the Mortgage GamePodcast.
West Coast Riley here at thebeach.
Yes, with a five on the clock on aSaturday.
Yes, let's do it.
(00:48):
And there are two people at the
beach, one just sitting there, oneblowing up a paddleboard.
in a bathing suit good for yougood for you i see that and i'm
not like you're crazy i look atthat and i'm like good for you
(01:10):
like that's amazing i wish i'm notgonna i should do a podcast in a
bathing suit in the lake that'd bepretty cool maybe maybe we'll get
there someday not today um okaylet's jump into it a couple things
i want to talk about today uh Thelast thing I'm going to talk about
is someone asked me, they're like,hey, Ryan, what have you learned
(01:30):
building a team?And I was like, oh my God, how
much time do you have?So I just picked one thing and
we're going to go over that.
And then I am going to have
podcasts explaining stuff aboutstuff I'm learning about building
a team, starting a team, running ateam.
They'll be very interesting stufffor you because a lot of brokers,
you're on the other side.
You don't get to see the flip side
(01:50):
of running a mortgage team.
what goes on behind the scenes.
And there's a lot of shit, man.
Like good, bad, awesome, not
awesome.
There's stuff.
And so I'm going to share it withyou.
And I know you'll get value orvery least.
It's interesting stuff.
It's a lot of things I wish I
knew.
I wish I had that perspective when
(02:10):
I was brokering.
It would have changed how I
thought about a couple of things.
But we're not going to get into
that entire thing.
I'm going to share one of the
things I learned.
But before we get into that, I
want to throw a number at you.
But we are going to have a lot of
sponsorship today.
There's a five on the clock.
(02:30):
And so this is like, you're like,you're crazy, Ryan.
Yeah, maybe I am.
I don't know.
I woke up and I said, boom, Ilooked at I think 515.
I have.
some things to talk about.
Okay.
Podcast.
I need to get a podcast done.
Plus have things to talk about.
I don't just make a podcast tomake it.
So it gets out on a Thursday sothat I, the content gods are like,
(02:51):
thank you, Ryan.
And then everyone else is like,
thank you.
And I understand you're supposed
to do that, but that's not how Iroll.
It's just not how I work.
It is.
I don't want to fake it because Iknow there's a lot of content I
watch where you can just tell.
They're like just making content
to make content.
They're doing the podcast to do
the podcast.
They're going through the motions.
And it's the same old, same old.
And you're just like, oh, cool.
(03:11):
But it's like, it's so sterile.
And that's just not me in general.
And that's just not how I run thepodcast.
Sometimes I make three in twodays.
Sometimes I make one in a month.
And it is what it is.
Okay.
So, but please keep reaching out,
asking, because when I don't makeone for a bit, people reach out
and they're like, hey, where's thepodcast?
Am I missing it?Please keep going, blah, blah,
(03:34):
blah.
So keep doing that.
Am I going to stop?I don't know.
Probably not.
As long as I just have stuff to
talk about.
And if I have one listener, that's
cool.
That works for me.
Okay, so five on the clock.
Let's get back to that.
So 71 .4.
Does that number mean anything to
any of you?I'm going to pause while I take a
sip from our sponsor, Americana.
71 .4.
(03:54):
What does that mean?Ryan, just tell me.
Just get to it.
Okay.
That is the percentage.
That's five business days out of
the week.
So five divided by seven is 71 .4.
A lot of you are, myself included,way back, but are trying to jam
this 100 % commission -basedbusiness.
(04:15):
You're an entrepreneur.
into 71 .4 % of your time during
the week.
And then if we even want to take
it a step further and we go alittle Dolly Parton on you, little
working nine to five within the 71.4, oh my God, you're trying to
(04:37):
build this business that will feedyour family and that send you on
vacations and get you top -notchhealthcare and send your kids to
college, which... I don't know ifI do that anymore, but that's a
different conversation for anotherday.
And move you into the house youwant to move and eat the healthy
food you want to eat and have theexperiences.
(04:58):
So you're not just here crushingmortgages.
You have like memories you'recreating and you're doing all that
in 71 .4 % of the days of the weekbecause you don't want to work
weekends and then working nine tofive within that.
And it's just like, oh my God, nowonder so many of you just don't
have a business, right?Like, let's just wake up.
Wake the fuck up.
You are an entrepreneur.
(05:19):
If you think you can take theweekends off, if you think you can
sleep in and get up when you want,if you think you don't have to
work evenings, then I'm tellingyou, you are setting yourself up
to fail.
You might as well just switch
gears or just be happy with theamount of money in your bank
account.
And instead of complaining about
(05:41):
it, go, yeah, that's what we'redoing.
hey, there's $27 ,000 in the bankaccount and there's no more money
coming in anytime soon.
Or there's $6 ,000 in the bank
account and there's no more moneycoming in soon.
That's okay because dad wants tosleep till seven because I'm not a
morning person.
And dad wants to like shut off and
hang out and watch TV and do allthe other dumb shit at nighttime.
(06:04):
And I don't want to work theweekends because that's my time.
I'm working, no, I'm not workingweekends.
And I'm not saying like, You'reworking the weekend and you're
missing out with your family.
I'm saying like, wake up early.
Like all your follow -ups, do themon Saturday morning.
You're prospecting referralpartners, do them on Sunday
morning.
Do like the shit before the family
wakes up.
And maybe you have to pop in and
(06:25):
out here and there, one hour here,two hours there.
Do you think for one second that Itake weekends off?
It's like, it's weekend time.
It's awesome.
But there's always stuff to do.
But I'll tell you this.
I am the most involved parentever.
I am there everywhere.
And so I'm not sacrificing things.
I'm prioritizing things.
So I cut out a lot of shit out of
(06:46):
my life.
A lot of shit.
I've cut out a lot ofrelationships.
Some of you listening to thismight be like, why isn't Ryan
around?I haven't talked to Ryan.
Yeah, it's because I'm not gettinganything from that relationship.
So I am, and I'm just being deadhonest there.
I'm like business, run thebusiness, serve the people who
(07:06):
believe in me, family.
So I prioritize.
And so the TV shows out, been outfor a long time, outside of the
Edmonton Oilers.
Okay, that gets priority over a
lot of stuff.
Edmonton Oilers, okay.
And hey, it's not like it's beenthat way forever.
We've been on a two -year runhere.
That's it.
Before that, I actually never
watched any Oilers.
because I was in Ontario and the
(07:29):
time, like all the games came outat 10 o 'clock.
I never watched that.
Moving out to Kelowna, I'm like,
oh my God, I can like be a fanagain, right?
Instead of just watchinghighlights in the morning.
So that's pretty cool.
So it's like, okay, like I'm
(07:50):
extremely involved everywhere, butI really, really, really
prioritize things in my life.
And I go, in my discretionary
time, the time where I'm not, youknow, spending time with the
family, you know, the time we allhave this time, your downtime,
what am I doing?What are you doing?
What are you doing to better yourbusiness?
Like, do you just have a businessand you like clock out?
You're like, do, do, do, do.
You walk up to the time clock.
(08:10):
Those don't even, some of youdon't even know what I'm talking
about, but like you clock out andyou punch out essentially.
And you're like, okay.
And you're like skipping home.
Like I'm envious some days ofemployees because they literally
can check out.
And then they.
in the morning, but then I'm like,yeah, fuck that.
I would never do that.
I can't do that.
(08:31):
And like, cause I don't want to dothat.
And I don't want to be likeputting this box of how much
revenue you can make.
Um, and so back to the business
world, like a lot of you arechecking out, living like you're
an employee.
I'll get to that on Monday.
Like that mentality.
Like, oh, okay, cool.
If you're going to do that, thenyou're like your bank counts go
on.
Why?
Why is there nothing here?Well, oh, it's because dad wanted
(08:52):
to sleep in.
Why is nothing here?
Oh, because dad wanted to watchNetflix and crush that for three
hours instead of learning how todo a green screen on Instagram and
do five samples of it and learnhow to get away from using a
teleprompter because that's not along term.
play and how to get morecomfortable on camera and learn
how to not be monotone and learnhow to get his point across
(09:14):
telling a story in the leastamount of words possible because
that's a new skill set we all needto learn because attention spans
are so short.
So instead of going doing that,
you want to watch three hours of,and I just keep saying Netflix,
but whatever, shit, or doing threehours of whatever.
Cool.
You made a trade, right?
(09:35):
You traded the success of yourbusiness for that.
And the 71 .4 working nine tofive, right?
And I get it though.
You're like, yeah, but I want to
build a lifestyle business.
Cool.
That's awesome.
And I actually did that.
I did it.
So I'm not sitting here going like
I'm against you for doing that.
And a lot of you are at a
different spot and you can dothat, which is cool.
(09:56):
And I commend you.
This is more geared towards the
people who are feeling like theirbusiness isn't where it needs to
be.
I know $100 million producers who
are now doing $40 million.
And that's a mental punch in the
face.
And then I know other people who
(10:17):
are doing five that don't have aclue how to get to 20 and it seems
so far off.
And then you shift gears and you
go, well, they're taking eveningsoff and weekends off and not
getting up early.
And so they're trying to jam this
dream of theirs into this smallcompartment and you're a business
owner.
You are an entrepreneur and it's a
different game.
And so maybe the game isn't for
you.
Maybe the game isn't for you.
(10:39):
So I just want to point that out.
It's an ongoing thing and I see it
a lot.
And that's just me telling you,
like, you're doing yourself adisservice.
You're doing your family adisservice.
You're doing your spouse adisservice.
You're doing whoever a disservice.
Because this is, and the hustle, I
don't like the hustle word.
(11:00):
Use it, but the hustle's real.
You got to get into it.
So there has never been a time
that has been easier to build amortgage business.
And you might be like, Ryan,that's crazy.
No, back in the day, it was wayeasier for me.
But you can't, like, I was there.
15 years ago, I started a
(11:21):
business.
So it's easier now.
It is way easier now to build abusiness.
I lived it.
I can tell.
I'm one of those people.
Maybe if it was 30 years, I don't
know.
But right now, you have more
access to information than you'veever had between AI, Google,
YouTube, everything you need toknow.
And I'm not talking lenderguidelines, although ChatGPT is
(11:42):
very good at that.
But I'm not talking lender
guidelines because that's justshit on a piece of paper that sits
there in a portal, and you can goget up to speed very quickly on
that.
I'm talking about how to set the
structure up of my business.
I'm talking about how to get
people to see my business.
(12:02):
Social media, it's fucking free.
There's not a dollar to spend.
Back in the day, we had to spend
hundreds and thousands of dollarsto get a thing somewhere.
So you hopefully, oh, please lookat my thing.
I'm a mortgage agent.
It says I'm a mortgage agent right
there.
Please, please, please, please.
Right?It's between the... coaching and
(12:22):
training like strategy hub that webuilt like that didn't exist none
of that existed training you onthat like the level of information
that's out there is just crazy sothen maybe the thing is distilling
all that information down intosomething okay cool but that's way
better than not having a hot cluewhere to go who to talk to what
like Between all the stuff, allthe mentoring that's out there,
(12:45):
all the coaching, all the trainingplatforms, all the information
that's out, finger touches away.
Like you could just press a button
and you get answers.
It has never been easier.
Never.
And so some of you are like, yeah,
but I don't understand.
Okay, figure it out.
Much like I tell my kids whenthey're like, hey, dad, how do I
(13:06):
do?Figure it out.
Pump your tires first and I'llsay, hey.
You're smart, bud.
I know you got this.
I know the answer, but you knowit.
It's not in my best interest totell you that.
This is part of the process ofgrowing up.
Go figure it out, man.
I'm here.
(13:27):
I'm here.
And then this happened the other
day.
My kid was like, how do I do this?
How do I?I'm like, figure it out, bud.
I'll be here watching.
I'll be here to help.
I'm not going to help with theanswer, but I'll help keep you
engaged in what you're doing.
No, you got this, man.
(13:48):
You got this.
It's not a big deal, bud.
You can figure it out.
Walk me through how you got there
so far.
Okay.
And now what do you think?Okay.
You're close.
Keep going.
Right.
That kind of stuff.
Figure it out.
It's like, I could talk to you in
the voice.
I talk sometimes to them like, oh,
muffin.
Is it like, come on, you got this.
(14:09):
You got this.
Like figure it out.
You're an adult.
Put your big boy, big girl pants
on and figure it the fuck out.
All the information's there.
Everything for you.
to make 200, 400, 800, a million
plus is sitting right in front ofyou.
So stop with the other stuff.
Stop with the other shit that does
not matter.
And if you're in this because
you're in it and you're in it longterm, then get dialed in.
(14:29):
Right?Okay.
So I want to chat about that.
want to chat about that.
That was one thing I want to chatabout.
Next thing I want to chat about isI had this conversation with a
broker the other day.
And it was so true.
And I'm like, God, she brought itup and we're like chatting back
and forth.
I'm like, yeah, you are bang on
before I get into that.
And it's, we're all living this
(14:49):
world.
And this podcast is brought to you
by Americano.
They get to, they get longer
sponsorship today because there'sa five on the clock.
So good.
Okay.
Is this, do you, and this justconfirmed how I was feeling and
she put it into words and we had aconversation.
(15:10):
I'm like, wow.
Yeah.
Bang on.
So she was like, hey, I feel like
so I ran this good business beforeand is built on white glove
concierge service.
And I was always there and I was
helping out.
But I feel like I'm working like
way more hours now than I everdid.
And I piece it together.
Why?
It's because half my time is spentchasing people around.
And I'm going to say on the lenderside to just or lawyer side,
(15:33):
lender appraisal, all that stuff,all the services we need to run a
business.
outside of our, just us.
I'm chasing them around to like,just make sure they're doing what
they were supposed to do.
And it's so true.
I feel like the, and this isn'tlike a shit on people party.
This isn't a pity party.
(15:53):
That's not that.
It's just recognizing this,talking about it.
And then we move on, but we haveto identify it.
And maybe this will piece thingstogether for some of you.
I feel since COVID happened, thelevel of customer service, not
even mortgage business, but justeverywhere has like fallen off a
cliff.
I'm sure a lot of you realize like
it was hard to get it's likepeople just don't give a fuck it's
crazy and it's now the norm it'slike okay when you hire people
(16:14):
like I have great like they'rejust like will you show up are you
breathing let me just make sureyou don't have a temperature
you're breathing and you haveshoes on uh and a shirt and like
you gotta even care if you havepants on just can you come do the
job like there's like the bar isso low everywhere And then when
(16:36):
you bring it into the mortgageindustry, I feel like, and this
isn't for everybody, there'sobviously people crushing it in
certain areas.
So don't come at me and go, no, I
got these.
Yeah, of course you do.
There's some really good people.
But for the most part, it's you
chasing stuff around all the time.
And so if you ran this white glove
concierge business and you arevery involved and that was your
(16:58):
secret sauce was just being thereand making the experience amazing
for clients, it is way harder todo that now.
And it's not because of you andyour team.
But the optics of that, that'swhat it looks like from the
client's point of view.
So a lot of mortgage brokers are
being sucked back in to babysitthings that are quite honestly
below their pay grade and weregetting done normally before.
And so if any of you are feelingthat, that's a thing.
(17:19):
It's true.
I'm seeing it.
Other brokers are seeing it.
So you're not alone is what I'm
saying.
And what's the answer?
I don't know.
I don't know what the answer is to
it outside of just recognizing andgoing, okay, so what do I do?
So if I want my quality, my levelof customer service and this,
like, so I just want you to belike, ah, okay, I'm not going
crazy.
Yeah, there's a reason you're
(17:40):
working so much more.
It's because the people around
don't care as much as they usedto.
And there was a shift from COVID.
And that's the thing.
We've seen it.
We've all seen it.
everywhere, right?It's just harder to get things
done.
Okay.
But that's not running mortgage.
That's part of running mortgage is
obviously a big part, but thatdoesn't give you the excuse for
not getting conversations in yourmarketing and sales and all that
stuff dialed in on the front endand your social media and your
(18:05):
branding and towards your avatar.
That's not an excuse for that.
It's when you get them in and thatit is a little bit harder to get
people to finish line whereeveryone's like thumbs up.
That was awesome experience.
So if you feel yourself being
pulled back in to files into yourteam, and that's what's happening.
(18:25):
So probably let your team knowthat's what's happening, at least
to have conversations about it.
But I want to bring that up.
Let's shift gears again.
But before we do, this podcast is
brought to you by Americano.
Okay, that was good.
Okay, so someone asked me, andthey're like, hey, Ryan, what have
you learned about Mortgage Team?And I'm like, oh, my God, I've
learned so much.
(18:46):
so, so much.
Here I was coming in and going,I'm a coach, I train, I'll mentor,
it's in my sweet spot.
Two things I'm going to say.
First is, I don't know how, likesome of you are broker owners or
team owners, but I'm sitting heregoing, okay, if someone just
signed up to hang their licensethere and they don't need
(19:07):
handholding and not handholding,but they don't need like, people
to help them in their business.
And they signed up for your team,
your brokerage, just to hang theirlicense somewhere.
And they want to crush things.
And they feel like they haven't
figured out.
Cool.
I'm not talking to you.
To everyone else.
I'm talking.
I'm going, I don't know how the
hell you are running a team, abrokerage, showing up and running
your own book.
And if you've got that figured
(19:27):
out, like hand clap.
That's me clapping my hands.
That's what that was for you.
And if I was, I'm sitting, but I
would be outside standing.
I'm actually going to go outside
and stand up.
Open the door.
I'm out here.
You get a standing ovation.
That's what you get.
Now I'm going back in.
(19:48):
Kudos to you because I don't knowhow you do it.
don't know how you do it.
I don't know how you show up for
the team and like the way you needto show up.
and run your own book in thisenvironment if you're doing any
sort of volume if you're running acouple files sure you're doing any
sort of volume um so i just wantto say kudos to those of you who
(20:11):
have figured it out and have gotit right and working this is me
going like congratulations goodfor you for everyone else yeah
there's a reason why you're not agood team lead a good broker owner
or what because you're runningyour own book and that's crazy
town and so i don't do that idon't run my own book So I'm not
going to get deep into that.
When I do the podcast dedicated to
(20:34):
this, I'm going to go deeper onthings and it will be a ton of
value for you.
I wanted to just point that one
point out.
But I'm going to share some
reasons why I haven't taken peopleon it.
Because that was part of thething.
What have you learned?I'm like, well, I've learned who
(20:55):
to say no to.
Okay, and I'm going to tell you.
And so I've talked to, I think welooked at this the other day,
around 111 people.
111 people I've had.
a minimum 30 -minute conversationabout joining Team Wiley.
Okay?We have on the team now, I think
we're around, there's alwayspeople on board.
Let's call it 45.
Close to 45 people are on the
team.
Okay?
So that's 66 people.
(21:15):
I said, nope.
No, Blano.
Nope.
Not going to work.
And not every one of those people
is like, I'm in, will you take me?Okay, so maybe it's a smaller
percentage than that.
Probably the same, 45.
I'd say 45 people, 20 of them arelike, yeah, awesome, love it, just
timing's not right, we'll circleback.
The other 45, I'm like, yeah, nota fit.
(21:35):
And so these are the reasons why.
I've said no to people.
I'm going to go over that.
But first, this podcast is brought
to you by Americana.
So first out of the gate.
If we start our conversation andone of the first three questions
you have is, what's my split?Most people have watched the
webinar before jumping a call withthem.
The splits are on there.
But if you want to talk about that
or you want to negotiate on thesplit, I know right away,
instantly, boom, you're not a fit.
(21:55):
Right?
You're a rate shopper.
You are a rate shopper, rate
shopper, rate shopper.
Yeah, you are.
And I don't want to work with you.
That's just, and you might be
awesome person, but it just tellsme a lot about you.
You're just not the fit for whatwe're doing.
(22:18):
We have extremely good splits.
Like the splits could be way more
in my favor and we would build avery big business, but we chose
not to.
We chose not to.
Okay.
A lot of people move over and
their splits are better.
So, and they're like, how do I get
all that and all that for that?They're like, where do I sign?
(22:43):
I'm like, well, that's not howthis works.
It is not, hey, you want to come?So you jump in.
That's not this team.
That is majority of other teams.
That is not this team.
It's different.
So you mentioned that.
And it's one of those things.
I had people that tried tonegotiate the split.
There are no deals.
There are no deals.
(23:03):
Why would there be deals?Like why, why would someone else
over here pay more than you?Because like, like that doesn't
make sense.
And so, and then if I discount
yours 20, 30%, does that mean whenI show up for my end of the
bargain with the dumb for youstuff and the coaching and the
(23:24):
mentoring, do I get to show up 20,30 % late or with less energy?
Like, do I get that?Cause I'm getting 20, 30 % less
revenue.
So do I do that?
Right.
So that's one.
Another reason people, I don'textend an invite after we chat is
some brokers just, they have theworld figured out, brokers just,
(23:45):
they have the world figured out,which is cool.
And they want to tell you how theyhave it figured out.
And that's just people in general.
And that's cool.
Which tells me that you'reprobably not going to thrive in
our environment because you kindof like, kind of like, you know it
all.
You're not coachable.
(24:05):
I don't care who you are in yourbusiness, where you're at.
Everyone needs coaching.
Everybody needs a mentor.
Everybody.
The best of the best get
mentorship.
And so if I get that vibe and
energy from you, and that's justwho you are as a person, and
there's nothing wrong with that.
There totally isn't.
There's a lot of places you go.
There's just nothing wrong with
that.
But it's just, I get to pick and
(24:28):
choose, right?Who comes in the club.
based on who I want to spend timewith, because we will be spending
a lot of time together if you'reon the team, right?
I'm available every single day,multiple times, direct line access
to me, like front of the row,front club, you're at the concert,
you're front row, you're like thestage is there.
You're like right there.
And so I get to choose.
(24:48):
Okay.
Number three, and I don't have a
list here.
Like this isn't written down.
It's just.
Someone asked me and I had a
quick, I gave him some quickanswers and rolled off my head.
So number three, three,negativity.
If I talk to you and I try to pullquestions out of you and
conversations out of you on thatcall and blah, blah, blah.
(25:10):
And if there's a negative tone, anegative vibe, unfortunately,
you're not making it.
We've got a culture to protect.
We've got, this isn't likeeverybody come in because you do
volume.
I've turned away brokers who do
50, 70, 100 million.
It's not a fit.
Just not a fit.
And am I wrong on some of that?
Maybe.
I don't know.
(25:31):
But we're in a volume world.
Volume rules the roost in the
mortgage industry.
And for a lot of you, you get
exactly what I'm saying.
You get it.
The underbelly of our industry, alot of people are just complete
assholes, are complete bitches.
are complete enter here, but
because they do volume, they getaway with a lot.
(25:53):
Not on my watch, not what I'mbuilding, not what we're doing.
Volume does, it means fuck all.
If you come in, I do 60 million
and this, or I do 30 million, Idon't care.
It doesn't like, what does thatmean to me?
It doesn't mean anything, but itmakes money.
I don't care, but it comes with alot of baggage.
It comes with a lot.
And I don't want it.
(26:14):
Not in my house.
This is my house.
So attitude, negativity.
If you come in positive, if you
come in and you're doing 7 millionand you've been in the industry
two years, been in the industrytwo years, been smacked in the
face, you're still standing, youhave positive outlook on things,
and you're spending the hours,you're putting in the work, the
(26:35):
hours, you're putting in the work,and I enjoy being around you.
enjoy being around you.
And I see like, oh man, I can work
with that.
I can work with that.
We can go do some things.
But if you come in crusty, world
figured out, this lender did that,that lender did this, and you're
jaded, and that like, sorry.
(26:57):
And maybe you're a fun person to
hang out with, but I don't needyou over here.
This is the thing that I'mprotecting.
It's over here.
And we're building something
pretty cool.
And then last but not least, this
is another reason I said no topeople is if they're coming back,
if the communication back andforth is unorganized, if not
showing up for calls on time, ifwait three days to respond to
(27:21):
emails, if like if something's apriority, put yourself right.
These are all like telltale signs.
Try you're applying for a job,
right?It's what you're doing.
So it's like I'm interviewing you.
That's.
what this is.
This isn't a, can I, I'm coming
over.
I know that's not how this works.
It's I'm literally interviewingyou.
And if you show up late, if youforget about the meeting, if the
(27:43):
email back and forth is like, it'sjust, it gives, it tells me things
about you.
It tells me things about your
priorities, tells me things abouthow important this is to you.
And it just like, it all, it's theframework of you.
And so that goes in.
And so already we start the gate
out of the gate going boom.
(28:04):
And then I just asked the
question, like, like, why were youlate?
Like, is there something going on?Like, oh yeah, yeah.
Like, okay.
But if you're doing that now, then
does that mean like later on whenwe're doing the work and you want
me to show up, but then you're notshowing up on time or you're like,
it's just layers and there's aripple effect.
(28:27):
And so that's like, and nowalready you're working behind the
eight ball.
You're behind the eight ball.
And I'm like, yeah.
Nope, not going to work.
I already got that in my head.
Now I have to, you have to
convince me otherwise.
So I just wanted to share that.
Those are a couple of things on mymind and I will come up with
(28:48):
podcasts, which will be, there's alot of juicy stuff in building a
team that I'm going to explain toyou.
And there'll be a ton of value inthere for you and your business.
So we'll get to that.
But anyways, I'm recording this on
a Saturday morning with a five onthe clock.
(29:08):
You go enjoy your day.
I'm out.
I'm going back to go get othershit done now before the whole
house wakes up.
And then I'm into dad mode.
But that's it.
That's it, kids.
Enjoy your weekend or your week.
Peace out.
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