July 31, 2025 • 26 mins
In this episode, I deliver a powerful wake-up call for mortgage professionals feeling overwhelmed by industry challenges, and how your business is exactly where it should be based on the choices you have made.
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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.
West Coast Wiley here in the
house.
The average street performer,
ready to perform.
Inside joke, if you don't get it,
that's okay.
Coming to you live from the beach
(00:49):
this morning.
Got jacked grandpa over here,
making us all feel bad aboutourselves.
He's literally in his late 60s,early 70s pumping up.
a paddleboard, and his triceps arefreaking huge.
So jacked grandpa over here.
I don't know if he's trying to
(01:11):
pick up chicks because he's got abunch of girls around him, but
he's doing life well at seven inthe morning on a Wednesday.
So God love him.
He's my new inspiration, jacked
grandpa.
Jeez, I got to talk to that guy.
He's kind of like, what do you do,man?
Like, what do you do all day?Do you just eat protein and walk
(01:33):
around and paddleboard?Like, guy's just like crazy.
That's awesome.
Good for him.
Okay, let's get into the podcast.
First off, I have a brand new
coffee here.
So I have to give a shout out a
couple during the podcast.
This podcast is brought to you by
Americano.
So today we're not talking
anything tactical.
If you're here like, hey, I want
(01:54):
to know to send here what to sayhere.
That's what we're doing.
We're going to have a bigger
conversation around mindset.
And before you go turn this off,
I'm going to say some things thatare 1000 % going to resonate with
you no matter where you're at inyour career.
Okay.
So stick around is all I'm saying.
Okay.
So let's just get into it.
There's three, I don't know ifit's concepts, just three ideas I
(02:16):
want to throw out at you.
And number one is first off, like
nobody's forcing you to do whatyou're doing.
You are in a career.
right now, that you chose.
Your parents did not go, hey,we've been putting $3 a week aside
into an RESP, and we just can'twait until when you turn 18 or 20,
you're going to go to HumberCollege, and you're going to do
(02:41):
the two -week mortgage program,and we're going to be so proud of
you.
You weren't groomed to be a
mortgage person.
99 .9 % of you were not.
You chose this, right?Some of you, Quit a full -time
salary job.
Some of you are doing both.
You're still working part -time orfull -time.
I know some of you work in part-time jobs and full -time jobs and
(03:03):
crushing it.
Part of being on Team Wiley is you
have to be full -time, but we makeexceptions sometimes.
And we have a couple of peoplethat are working full -time jobs
and doing four or more files amonth.
Good for them.
Freaking awesome.
Love it.
But for the most part, you've made
a sacrifice, potentially.
Income, stability, you're here.
But what I'm trying to get acrossis you chose this gig, okay?
(03:26):
So the gig comes with all sorts ofresponsibilities.
And I know a lot of you areprobably figuring that out on the
fly.
Or maybe you've been in it for
seven, eight years.
You don't have to do this, right?
And where this stems from is Ihear people you know, not in the
best frame of mind and maybe nottalking shit about it, but just
(03:48):
like not in like a positive light.
Like I got this so happy, so
grateful to be able to go and earnthis type of money and work from
anywhere and choose my hours.
And like, if you actually sit
back, it's a glorious industry.
It comes with other stuff, but it
also comes with stuff because youmake that, you give that air time.
(04:10):
Otherwise, if you don't give thosethings air, they choke themselves
out.
If you don't give them oxygen,
things die.
But you give oxygen to the
narratives of this is hard.
Don't like doing that part.
The down payment docs, there's somuch.
The lenders are so hard to workwith.
Deals are so much harder to getdone now than they used to be.
And blah, blah, blah.
(04:31):
It goes on.
I don't like social media.
And clients are flaky.
And all they want is interestrates.
My referral partners aren't busy.
That's why my business stuff.
And you just give oxygen to allthat stuff.
And I always like taking a lot ofthings in the moment and just
going, what's the one thing I canpull myself back to that just
clears my desk of all thosethoughts, clears the mind, that
clears the coconut.
(04:51):
And it's, you chose this.
So if I ever sit there and have apity party, which I don't, I've
gotten way past this.
My muscle for this has been built
up over many years.
I don't have pity parties.
But if you do, and when I did, itwas like, Ryan, hey.
You chose this, bud.
So now what?
This is your party.
You invented the party.
(05:11):
You said the party's happeningthis day and you planned the
party.
You're the party planner.
Now you're complaining about yourown party.
No, you don't have to do this.
You can stop.
You can quit.
And quitting isn't a bad thing.
It's not.
If it gets you faster onto the
next phase where there's more joyand more love and more adventure
(05:34):
and more whatever, it's moreprosperous for you and rewarding
for your bank account, then getonto it.
Get onto it.
Just go, hey, did it, didn't work?
Or, and this is where we're goingto transition out of like, hey,
don't forget you chose whereyou're at now.
If you've been in this 10 yearsand now you're losing your luster
(05:56):
for it, you can leave.
You don't have to keep doing this,
kids.
And if you're like, but I need the
money.
Okay.
And now we transition into thesecond thought.
And the second thought is you needto find the love, like the love of
the game.
You need to figure out what that
is for you.
And everyone has it.
And I'm not convinced a lot of, Ialways say mortgage brokers are
(06:17):
lazy.
That's just not shitting on
mortgage brokers.
That's just on entrepreneurs or
wantrepreneurs because there'smore of those than entrepreneurs.
They're lazy, but I think a lot ofus are just disinterested.
You're disinterested in whateveryou're doing in the moment.
And so it's like, what's thatpassion?
What's the thing?Why are you doing this?
Like I had this in my career.
I wanted out.
I was doing eight different thingson the side, fulfillment by
(06:39):
Amazon, Facebook ad training.
I was doing some mortgage
coaching.
I was doing some podcast coaching.
I was doing, oh man, I lost trackof all the things I was doing.
I was trying to come up with allthese different.
marketing funnels and adgeneration things.
And I always had mortgages kind ofon the side.
Why?Because I just didn't like what I
was doing.
And a lot of it was I didn't like
(07:01):
the paperwork.
I just despised paperwork.
So I got that off my plate.
And when I did that, my world
changed.
It was like, ah.
And then I got to the point whereI did not like what I was doing
anymore.
I just did not.
And I wanted to stop.
And my wife said, I love that you
want to do that.
And I want to support you with the
passion.
And I want you to go and do what
(07:23):
you want to do.
But for now, we need to take care
of the family.
So can you just go earn a bunch of
money for a couple of years?And go do that.
And then go on to what the nextthing was.
Because I was dabbling incoaching.
And I realized, ooh, this gets meout of bed.
This gets me jacked up.
This gets me going.
And I'm good at it.
Really good at it.
(07:43):
And I love it.
I want to go do that.
And so it was like, okay.
So I did that.
I went and did it on the side.
I went and worked my butt off in
mortgages, made a ton of money,more than average money.
And I started coaching.
And then I eventually just cold
turkey one day, stopped brokering.
I went and took a huge pay cut and
went into coaching.
And I went and did that.
(08:04):
But I defined the love.
So the love early on was...
Well, the things I despise, Ididn't want to go to bed.
I literally didn't want to go tobed in the morning because I had
so many documents to look at andcompliance packages and down
payment docs were the death of me.
So I had to get that off.
That's like, I'm not just going tolive in that.
I can't do that.
It hurts my soul.
(08:24):
I'm not a good person when I'mdoing all that.
I don't like who I am.
And guess what?
I'm the boss.
I'm the CEO.
I hold all the cards.
So get it off your plate or shut
the fuck up, Ryan, and get itdone.
But even if I'm doing that, Istill don't like enjoying it.
So I'm like, I wasn't put on thisplan to be a mortgage broker.
None of you were.
It's not going to read on your
(08:46):
tombstone.
Mortgage broker, best mortgage
broker ever.
She was a beaut.
It's not going to be that.
It's going to be other things.
This is a tool to help bring yourfamily along.
So while you're using the tool andbuilding the tool to go earn the
income to give your family abetter life and more experiences
(09:06):
and better access to healthcareand better quality foods and
adventures and all those things,and to take care of their kids and
their kids, like to do all that,it involves you staying in line
with your mission.
And you have to understand that.
But you have to...
Be passionate about it.
You can't lose the passion.
And so you have to figure out
(09:27):
what's stopping you.
Why don't you want to go to bed
now?And this brings me to the next
point.
Well, I have a third point we're
going to get to.
But it brings me to the next one.
You have to attack the moment ofwhatever the problem is.
And a lot of you aren't.
(09:47):
You're letting the problem fester.
And I don't have enough business.
That's a massive problem.
That is a problem that will killyour business.
kill your psyche, make you grumpy,make you question things, turn you
depressed.
That's okay.
You can build a mortgage businessbeing depressed.
You don't have to be in theperfect frame of mind all the
(10:08):
time.
You don't.
You can build one being grumpy.
You can build one where no one's
appreciating you in your world.
You can get through that and power
through it.
You can like enter here.
You don't have to be this perfectperson lined up all the different
ways to go and crush things.
We've gotten pretty soft.
A lot of us, you can like powerthrough a lot of that is surprise
(10:30):
yourself.
Right.
And so when I got those documentsoff there, it was awesome.
And then I go, I need a passion.
So my passion was, oh, I love
marketing.
So how can I bring my love of
marketing and helping people buyreal estate?
And that's when I did my webinarsand that's all I talked about.
So now when I was out talking topeople, I wasn't talking about the
(10:51):
mundane mortgage stuff that I didnot appreciate.
And understanding the insured andinsurable and the switches and the
maneuvers.
And it's like, stop, done, not my
jam.
I'll just fucking get a new
career.
I don't want to figure that all
out and be amazing at it.
And I don't want to do it.
But the marketing, I'm talkingabout one thing I want to talk
about.
(11:11):
Yeah, I can go serve and I can
help families increase their networth and change their way of
thinking.
Ah, so that was my thing.
That was my passion within themortgage industry until my passion
morphed into coaching within theindustry.
And that's where I'm at right now.
I freaking jump out of bed every
day.
I love it.
Absolutely freaking love it.
It's what I was supposed to be.
(11:34):
I'm where I'm supposed to be.
But I had to go through some
things.
And so it brings me to my third
point.
My third point is this.
This podcast is brought to you byAmericano.
It comes to this.
I just want to congratulate
everyone listening to thispodcast.
Congratulations, because yourbusiness right now, today, is
exactly where it's supposed to be.
(11:54):
So congratulations.
For some of you, your business hasgrown in the past 12 months.
Congratulations.
You've put the work in.
Your efforts have paid off.
It did not get there on its own.
Some of you, your business hasremained the same.
Congratulations.
That's awesome.
The efforts you put in the last 12months, you stayed.
You didn't go decline andpotentially declining market.
For those of you who your businesshas just fallen off a cliff,
(12:15):
congratulations.
I'm being a little cheeky there,
but I'm also like,congratulations.
That's a direct result of yourefforts the past 12 months.
Your business is where, right now,is where it was meant to be based
on what you've done.
what you've done.
It's like my kid will get 6010 ona spelling.
Not anymore, but used to.
(12:36):
I'll be like, congratulations.
It's like, that's how you'd bemad.
No, congratulations.
That's exactly like what thought
it would happen based on theamount I've seen you practice
because you weren't practicing.
Congratulations.
Didn't make the team.
Congratulations, man.
Well, why would I be happy aboutit?
Well, no, you shouldn't be.
But based on the effort you put in
before, the practicing and whatI've seen you do, congratulations.
(12:58):
You always were not going to makethe team.
And so you just accomplished that.
You were always going to get six
out of 10.
And you just got there.
You got the goal.
If you wanted different, then you
had to raise your standards overhere.
Ah, that should be like a shiftfor a lot of you.
(13:19):
Where your business is today isexactly where it's supposed to be.
Congratulations.
Right?
This wasn't something, no one eventold me this.
This is just, I didn't hear thisor see it anywhere.
This was just something that'sbeen kicking around in my head for
a while.
I get to see under the hood of a
lot of mortgage brokersbusinesses.
And a lot of times it's like,congratulations.
Well, it's not where I wanted tobe.
Well, it's where it's supposed tobe.
(13:40):
Why do you think it would bedifferent?
Right?Show me your calendar and I'll
show you your life.
It's like, we're going to pause on
that topic.
We're going to come back to
another analogy.
But same thing with, if I see
someone, like, I'm not going tosay this to them, but whatever
your body is.
Whatever you look like body -wise,
(14:00):
whatever shape you're in,congratulations.
Maybe you lost 40 pounds.
Congratulations.
You got where you're supposed tobe.
Maybe you're out of shape.
Congratulations.
Cheek and tongue.
Tongue and cheek.
Yeah, that way.
Tongue and cheek.
Based on what you eat, you arewhat you eat.
Right?So with you personally, you don't
even need to exercise.
You should, but you don't.
It's what you eat with yourhealth.
Like you are what you eat.
If you can boil everything down.
(14:21):
for health -wise into onestatement, it's you are what you
eat.
If you can boil one thing down
into mortgages or really being anentrepreneur, but we'll talk
mortgages because that's whatwe're doing.
You are what you execute.
You are.
If your business isn't where youwant to go, you're not executing
on stuff.
You're just not, right?
It's that.
So I bring it back to that simple
(14:44):
thing.
Congratulations.
Your body.
Your health is where it should be.
You may not like it.
You may not, you might hate it.
But congratulations, you got itthere.
Right?That based on what you've done.
Like this is, this concept herecould change a lot of your lives.
Or at least let you know you're onthe right track.
And I want a lot of you tocelebrate too, because a lot of
(15:06):
you are doing awesome things.
And it's a true celebration.
It's like, congratulations.
Like there's a lot of work that
doesn't go into it.
You don't even need to tell me
what it is.
I just know.
I can tell looking at youpersonally or you business -wise
what you've done in the last 12months, give or take.
I could probably get pretty closeto your efforts on a bunch of
(15:31):
levels based on exercise, foodprep, eating, drinking.
And over here, based onprospecting, marketing, social
media, networking, relationships,mining your database, email
marketing, like I can over hereand I can see that.
Right.
And it's like, okay, so it's clear
to me, like you are where you'resupposed to be.
So show me your calendar.
(15:51):
Someone told me this and it was so
true a while back.
Show me your calendar and I'll
show you your life.
If it's on your calendar, it
doesn't exist.
Otherwise, how are you going to
remember?How are you going to remember to
follow up with the Johnsons?How are you going to remember to
get in touch with your favoriterealtor once every three months?
How are you going to remember toscript out 20 reels that you're
(16:12):
going to go batch next Saturdaywith a videographer?
How do you know you're going toremember to mine your database and
look for opportunities to saveyour clients money once a month?
How are you going to remember towrite the email to build into the
drip, to send out, to warm yourdatabase up, to nurture them.
(16:35):
And then how are you going to knowto ask them, people around you
need help?How are you going to know?
Like, where you just like rememberit one day and they're like, oh
yeah, I'm going to do that.
Shit, man.
It's not on the calendar.
It doesn't exist.
So show me your calendar and I'llshow you your life.
How are you going to rememberconsistently?
I should have added that in there.
How are you going to remember
(16:57):
consistently to go to the gym?Consistently to shop well and eat
well.
consistently to, right?
It's those things.
Show me your calendar.
Let me look at your calendar forthe past 30 days, past six months.
Let's analyze it.
A lot of blank spots in here.
What's going on there?Because I see the end result here.
I see you and I see the business.
(17:18):
And I'm like, okay, so the
calendar probably reflects that.
And this isn't like shitting on
anyone.
This is just like a reality check
going, okay, that's cool.
Like I said, I like to come up
with just things for me in themoment where I can just snap and
think of something and it justgets me right back on track.
If I have a problem in mybusiness, if leads are my problem,
and this is how I operated when Idid mortgages, I wasn't just,
(17:40):
okay, I don't have leads.
I'm going to, for 30 minutes a
day, start prospecting.
Fuck that.
I'm locking myself in a room.
Literally, my wife would be like,
oh.
We were like, Ryan, there's not a
lot coming in the pipeline.
I said, she goes, can you get it
done?And I'm like, yeah.
And I'd go lock myself in theoffice.
You would not see me for a week.
(18:02):
And I would hammer the phones and
emails and referral partners, pastclients.
And I would just database mine,everything.
And I would sit there until myweek was booked of calls.
And I was working on apps and Iwas working on pre -approvals and
I was working on.
And it worked every single time.
I attacked the moment.
So if I had a problem there, if I
(18:22):
have a problem and I have too manyleads and I'm getting frustrated
because my process sucks, becauseyou end up after you have a lead
problem, you have a process systemproblem.
Then after that, you have a teamproblem.
You have to hire, train, fire.
And after that, you go back to a
lead problem because it's all justa big flywheel circle.
And in the middle of the wordmindset's in there, you have a
(18:46):
constant mindset problem.
So I have to realign myself very
quickly in the moment.
Attack the moment.
If I have a problem, In mybusiness or in my life, I go and I
attack it.
I put all my energy into it.
Lock myself in a room, I get itdone.
Lock myself and figure out theprocess.
I'm not going to go every secondTuesday, I'm going to work half an
(19:08):
hour on my client journey.
It's like, fuck that.
Two days, I'm going to lockmyself.
in an office.
I'm going to map out my client
journey.
I'm going to record my videos.
I'm going to get my scripts done.
I'm going to map it all out for
what's going to happen, when andwhere.
I'm going to build whateverautomation I need in there.
And I'm going to put this, justlayer it all in and then it's
(19:29):
done.
And I'm out.
And then I'm on to the nextproblem.
I go in with laser focus andmassive intentional energy.
Attack the moment.
And I see a lot of people floating
around and you're trying to likeattack the moment at different
times with like, 15 -minuteintervals, 30 -minute intervals.
But if you need business, whatshould you be doing?
If you don't have business, whichis the lifeline of all
entrepreneurs and all mortgagebrokers is business, you should
lock yourself in a room away fromall distractions and let everyone
(19:51):
know the score of the game and youattack it.
And you just freaking attack it.
You send out 500 voice memos,
right?And if not, then your business is
where it's supposed to be.
Congratulations, right?
Attack the moment.
Show me your calendar.
I'll show you your life.
Your business is where it's
supposed to be.
Congratulations.
Nobody forced you into thisbusiness.
And what's your love of the game?Those are those five.
I think there's four or fivethere.
That's what I want to talk abouttoday.
(20:12):
So I sort of covered all that.
You get where my head goes.
And I don't live with like theparagraphs that follow all that
stuff.
I live with the one saying.
Because I can't have all that inmy brain.
I can only have those one thingsin the moment.
And I say it and it's like, andTony Robbins is good at this.
And I forget what he calls it.
I did that firewalk thing 20 years
(20:34):
ago.
And it was awesome.
And that was the thing.
It's like, we all need these
resources so that when you getgoing and you lose the state of
mind that you're in, and I'mbutchering this, but you'll get
it.
When we get out of that state of
mind, we all have a state of mindthat we get into that we're at our
(20:54):
highest level, where things arejust dialed in for whatever we
need them to be dialed in at.
And when we feel like we're
getting out of that, you feel likeyou're going down to negativity
and you feel like you're goingdown to press and you feel like
the business is spiraling and youfeel like you're just out of shape
(21:17):
and blah, blah, blah.
And it's like, what's the thing
just snapped?So like someone just jolted you
like an electric caller.
What is that?
So we all have our things.
And I just shared a bunch of mine
with you.
And another big one, which I've
shared before, is nobody's coming.
Ryan, no one's coming.
So now what?Like nobody's coming to help you.
You've got two files on the go,two discovery calls booked in the
next two weeks, and a lot of timeon your hands.
(21:38):
lot of time on your hands.
Nobody's coming to help you.
No fairies sprinkling awesome leaddust on your business.
and changing your, it's on you.
Like this is you.
I don't care what brokerage you'reat, what team you're on, what
mentor you have, what setup,that's not what they do.
That's not their responsibility.
You're a grown ass person running
100 % commission.
(21:59):
You're the CEO, you're everything.
Everything lives and dies withyou.
So nobody's coming.
None of the people on your team
are going to help you.
So what do you do?
Right?So that's one thing I use.
No one's coming, Ryan.
If I'm down and like things, no
one's coming.
So figure it out.
So now I go, I shift and I goattack the moment.
Attack whatever the problem is.
All of it.
With everything I have.
Everyone in my world knows Ryan's
off the grid.
He's attacking the moment on this
because he's deemed it importantenough.
(22:20):
Okay.
So I wanted to share that with
you.
Some of those frameworks, some of
those mindsets, hopefully youpulled something from.
Now you should, you really should.
And if not, then I don't know.
I don't even know why you'relistening to this anymore.
You're just, you're falling asleepat the wheel then.
But that's it kids.
(22:42):
Okay.
Positivity onward, upward.
You fricking rock.
You do.
You're way better and way more
awesome than you realize.
And I also want you to celebrate
some of that as well, right?A lot of you are doing some cool
things.
You don't even realize it.
And then you check back intosomething I missed and I want to
(23:03):
talk about today.
And I'll do it for a couple of
minutes here is you look back sixmonths.
If I go people I partnered with, Igo like, we actually go back six
months, eight months and go, look,like in the moment, it might feel
like chaos, utter chaos.
And you feel like you never have.
(23:24):
your finger on the pulse ofanything.
And you always feel like you'rerunning behind.
You always feel like the to -dolist is getting longer.
If we just reflect back the pastsix months, there's a lot of times
where you're like, holy shit, Idid that.
And I did that.
And I overcame that.
And I pushed through that.
And I want you to celebrate that.
(23:46):
Right?It's the stuff that your family
might not see.
Your spouse just might not see.
But I'm telling you, you need torecognize and celebrate it because
we need these wins.
Life is about celebrating wins.
More than it is about sayingwhat's not a win and what's
keeping us down and thenegativity.
Negativity just, it festers andthere's a ripple effect and I
fucking hate it.
So I don't like negativity in any
(24:07):
spot.
It's something in the moment you
can talk about it to address it.
And then it's like, what are you
going to do?Attack the moment, move on, carry
on, let's go.
Because I can't change it.
It's something we talk about withour kids all the time.
Let's change our focus from thatbecause we can't control that.
So let's carry on.
I can't control how much the banks
are going to lend money.
So let's carry on.
I can't control referral partnerssending me business because if
(24:28):
they don't have business or theydon't want it, like, so let's
carry on.
Maybe I don't build my business
around that.
I can't, you know, what the feds
are going to say.
It doesn't matter.
What interest rates are, itdoesn't matter.
It really doesn't matter.
None of that matters.
I can't do anything.
So why am I even thinking about it
or giving it oxygen?So anyways, that's it, kids.
Enjoy your week.
Positivity, positivity,
positivity, because there's lotsof assholes out there trying to
(24:50):
pull you down.
Keep it going in the right
direction.
That's it, kids.
Love you all.
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.
West Coast Wiley here in the
house.
The average street performer,
ready to perform.
Inside joke, if you don't get it,
that's okay.
Coming to you live from the beach
(00:49):
this morning.
Got jacked grandpa over here,
making us all feel bad aboutourselves.
He's literally in his late 60s,early 70s pumping up.
a paddleboard, and his triceps arefreaking huge.
So jacked grandpa over here.
I don't know if he's trying to
(01:11):
pick up chicks because he's got abunch of girls around him, but
he's doing life well at seven inthe morning on a Wednesday.
So God love him.
He's my new inspiration, jacked
grandpa.
Jeez, I got to talk to that guy.
He's kind of like, what do you do,man?
Like, what do you do all day?Do you just eat protein and walk
(01:33):
around and paddleboard?Like, guy's just like crazy.
That's awesome.
Good for him.
Okay, let's get into the podcast.
First off, I have a brand new
coffee here.
So I have to give a shout out a
couple during the podcast.
This podcast is brought to you by
Americano.
So today we're not talking
anything tactical.
If you're here like, hey, I want
(01:54):
to know to send here what to sayhere.
That's what we're doing.
We're going to have a bigger
conversation around mindset.
And before you go turn this off,
I'm going to say some things thatare 1000 % going to resonate with
you no matter where you're at inyour career.
Okay.
So stick around is all I'm saying.
Okay.
So let's just get into it.
There's three, I don't know ifit's concepts, just three ideas I
(02:16):
want to throw out at you.
And number one is first off, like
nobody's forcing you to do whatyou're doing.
You are in a career.
right now, that you chose.
Your parents did not go, hey,we've been putting $3 a week aside
into an RESP, and we just can'twait until when you turn 18 or 20,
you're going to go to HumberCollege, and you're going to do
(02:41):
the two -week mortgage program,and we're going to be so proud of
you.
You weren't groomed to be a
mortgage person.
99 .9 % of you were not.
You chose this, right?Some of you, Quit a full -time
salary job.
Some of you are doing both.
You're still working part -time orfull -time.
I know some of you work in part-time jobs and full -time jobs and
(03:03):
crushing it.
Part of being on Team Wiley is you
have to be full -time, but we makeexceptions sometimes.
And we have a couple of peoplethat are working full -time jobs
and doing four or more files amonth.
Good for them.
Freaking awesome.
Love it.
But for the most part, you've made
a sacrifice, potentially.
Income, stability, you're here.
But what I'm trying to get acrossis you chose this gig, okay?
(03:26):
So the gig comes with all sorts ofresponsibilities.
And I know a lot of you areprobably figuring that out on the
fly.
Or maybe you've been in it for
seven, eight years.
You don't have to do this, right?
And where this stems from is Ihear people you know, not in the
best frame of mind and maybe nottalking shit about it, but just
(03:48):
like not in like a positive light.
Like I got this so happy, so
grateful to be able to go and earnthis type of money and work from
anywhere and choose my hours.
And like, if you actually sit
back, it's a glorious industry.
It comes with other stuff, but it
also comes with stuff because youmake that, you give that air time.
(04:10):
Otherwise, if you don't give thosethings air, they choke themselves
out.
If you don't give them oxygen,
things die.
But you give oxygen to the
narratives of this is hard.
Don't like doing that part.
The down payment docs, there's somuch.
The lenders are so hard to workwith.
Deals are so much harder to getdone now than they used to be.
And blah, blah, blah.
(04:31):
It goes on.
I don't like social media.
And clients are flaky.
And all they want is interestrates.
My referral partners aren't busy.
That's why my business stuff.
And you just give oxygen to allthat stuff.
And I always like taking a lot ofthings in the moment and just
going, what's the one thing I canpull myself back to that just
clears my desk of all thosethoughts, clears the mind, that
clears the coconut.
(04:51):
And it's, you chose this.
So if I ever sit there and have apity party, which I don't, I've
gotten way past this.
My muscle for this has been built
up over many years.
I don't have pity parties.
But if you do, and when I did, itwas like, Ryan, hey.
You chose this, bud.
So now what?
This is your party.
You invented the party.
(05:11):
You said the party's happeningthis day and you planned the
party.
You're the party planner.
Now you're complaining about yourown party.
No, you don't have to do this.
You can stop.
You can quit.
And quitting isn't a bad thing.
It's not.
If it gets you faster onto the
next phase where there's more joyand more love and more adventure
(05:34):
and more whatever, it's moreprosperous for you and rewarding
for your bank account, then getonto it.
Get onto it.
Just go, hey, did it, didn't work?
Or, and this is where we're goingto transition out of like, hey,
don't forget you chose whereyou're at now.
If you've been in this 10 yearsand now you're losing your luster
(05:56):
for it, you can leave.
You don't have to keep doing this,
kids.
And if you're like, but I need the
money.
Okay.
And now we transition into thesecond thought.
And the second thought is you needto find the love, like the love of
the game.
You need to figure out what that
is for you.
And everyone has it.
And I'm not convinced a lot of, Ialways say mortgage brokers are
(06:17):
lazy.
That's just not shitting on
mortgage brokers.
That's just on entrepreneurs or
wantrepreneurs because there'smore of those than entrepreneurs.
They're lazy, but I think a lot ofus are just disinterested.
You're disinterested in whateveryou're doing in the moment.
And so it's like, what's thatpassion?
What's the thing?Why are you doing this?
Like I had this in my career.
I wanted out.
I was doing eight different thingson the side, fulfillment by
(06:39):
Amazon, Facebook ad training.
I was doing some mortgage
coaching.
I was doing some podcast coaching.
I was doing, oh man, I lost trackof all the things I was doing.
I was trying to come up with allthese different.
marketing funnels and adgeneration things.
And I always had mortgages kind ofon the side.
Why?Because I just didn't like what I
was doing.
And a lot of it was I didn't like
(07:01):
the paperwork.
I just despised paperwork.
So I got that off my plate.
And when I did that, my world
changed.
It was like, ah.
And then I got to the point whereI did not like what I was doing
anymore.
I just did not.
And I wanted to stop.
And my wife said, I love that you
want to do that.
And I want to support you with the
passion.
And I want you to go and do what
(07:23):
you want to do.
But for now, we need to take care
of the family.
So can you just go earn a bunch of
money for a couple of years?And go do that.
And then go on to what the nextthing was.
Because I was dabbling incoaching.
And I realized, ooh, this gets meout of bed.
This gets me jacked up.
This gets me going.
And I'm good at it.
Really good at it.
(07:43):
And I love it.
I want to go do that.
And so it was like, okay.
So I did that.
I went and did it on the side.
I went and worked my butt off in
mortgages, made a ton of money,more than average money.
And I started coaching.
And then I eventually just cold
turkey one day, stopped brokering.
I went and took a huge pay cut and
went into coaching.
And I went and did that.
(08:04):
But I defined the love.
So the love early on was...
Well, the things I despise, Ididn't want to go to bed.
I literally didn't want to go tobed in the morning because I had
so many documents to look at andcompliance packages and down
payment docs were the death of me.
So I had to get that off.
That's like, I'm not just going tolive in that.
I can't do that.
It hurts my soul.
(08:24):
I'm not a good person when I'mdoing all that.
I don't like who I am.
And guess what?
I'm the boss.
I'm the CEO.
I hold all the cards.
So get it off your plate or shut
the fuck up, Ryan, and get itdone.
But even if I'm doing that, Istill don't like enjoying it.
So I'm like, I wasn't put on thisplan to be a mortgage broker.
None of you were.
It's not going to read on your
(08:46):
tombstone.
Mortgage broker, best mortgage
broker ever.
She was a beaut.
It's not going to be that.
It's going to be other things.
This is a tool to help bring yourfamily along.
So while you're using the tool andbuilding the tool to go earn the
income to give your family abetter life and more experiences
(09:06):
and better access to healthcareand better quality foods and
adventures and all those things,and to take care of their kids and
their kids, like to do all that,it involves you staying in line
with your mission.
And you have to understand that.
But you have to...
Be passionate about it.
You can't lose the passion.
And so you have to figure out
(09:27):
what's stopping you.
Why don't you want to go to bed
now?And this brings me to the next
point.
Well, I have a third point we're
going to get to.
But it brings me to the next one.
You have to attack the moment ofwhatever the problem is.
And a lot of you aren't.
(09:47):
You're letting the problem fester.
And I don't have enough business.
That's a massive problem.
That is a problem that will killyour business.
kill your psyche, make you grumpy,make you question things, turn you
depressed.
That's okay.
You can build a mortgage businessbeing depressed.
You don't have to be in theperfect frame of mind all the
(10:08):
time.
You don't.
You can build one being grumpy.
You can build one where no one's
appreciating you in your world.
You can get through that and power
through it.
You can like enter here.
You don't have to be this perfectperson lined up all the different
ways to go and crush things.
We've gotten pretty soft.
A lot of us, you can like powerthrough a lot of that is surprise
(10:30):
yourself.
Right.
And so when I got those documentsoff there, it was awesome.
And then I go, I need a passion.
So my passion was, oh, I love
marketing.
So how can I bring my love of
marketing and helping people buyreal estate?
And that's when I did my webinarsand that's all I talked about.
So now when I was out talking topeople, I wasn't talking about the
(10:51):
mundane mortgage stuff that I didnot appreciate.
And understanding the insured andinsurable and the switches and the
maneuvers.
And it's like, stop, done, not my
jam.
I'll just fucking get a new
career.
I don't want to figure that all
out and be amazing at it.
And I don't want to do it.
But the marketing, I'm talkingabout one thing I want to talk
about.
(11:11):
Yeah, I can go serve and I can
help families increase their networth and change their way of
thinking.
Ah, so that was my thing.
That was my passion within themortgage industry until my passion
morphed into coaching within theindustry.
And that's where I'm at right now.
I freaking jump out of bed every
day.
I love it.
Absolutely freaking love it.
It's what I was supposed to be.
(11:34):
I'm where I'm supposed to be.
But I had to go through some
things.
And so it brings me to my third
point.
My third point is this.
This podcast is brought to you byAmericano.
It comes to this.
I just want to congratulate
everyone listening to thispodcast.
Congratulations, because yourbusiness right now, today, is
exactly where it's supposed to be.
(11:54):
So congratulations.
For some of you, your business hasgrown in the past 12 months.
Congratulations.
You've put the work in.
Your efforts have paid off.
It did not get there on its own.
Some of you, your business hasremained the same.
Congratulations.
That's awesome.
The efforts you put in the last 12months, you stayed.
You didn't go decline andpotentially declining market.
For those of you who your businesshas just fallen off a cliff,
(12:15):
congratulations.
I'm being a little cheeky there,
but I'm also like,congratulations.
That's a direct result of yourefforts the past 12 months.
Your business is where, right now,is where it was meant to be based
on what you've done.
what you've done.
It's like my kid will get 6010 ona spelling.
Not anymore, but used to.
(12:36):
I'll be like, congratulations.
It's like, that's how you'd bemad.
No, congratulations.
That's exactly like what thought
it would happen based on theamount I've seen you practice
because you weren't practicing.
Congratulations.
Didn't make the team.
Congratulations, man.
Well, why would I be happy aboutit?
Well, no, you shouldn't be.
But based on the effort you put in
before, the practicing and whatI've seen you do, congratulations.
(12:58):
You always were not going to makethe team.
And so you just accomplished that.
You were always going to get six
out of 10.
And you just got there.
You got the goal.
If you wanted different, then you
had to raise your standards overhere.
Ah, that should be like a shiftfor a lot of you.
(13:19):
Where your business is today isexactly where it's supposed to be.
Congratulations.
Right?
This wasn't something, no one eventold me this.
This is just, I didn't hear thisor see it anywhere.
This was just something that'sbeen kicking around in my head for
a while.
I get to see under the hood of a
lot of mortgage brokersbusinesses.
And a lot of times it's like,congratulations.
Well, it's not where I wanted tobe.
Well, it's where it's supposed tobe.
(13:40):
Why do you think it would bedifferent?
Right?Show me your calendar and I'll
show you your life.
It's like, we're going to pause on
that topic.
We're going to come back to
another analogy.
But same thing with, if I see
someone, like, I'm not going tosay this to them, but whatever
your body is.
Whatever you look like body -wise,
(14:00):
whatever shape you're in,congratulations.
Maybe you lost 40 pounds.
Congratulations.
You got where you're supposed tobe.
Maybe you're out of shape.
Congratulations.
Cheek and tongue.
Tongue and cheek.
Yeah, that way.
Tongue and cheek.
Based on what you eat, you arewhat you eat.
Right?So with you personally, you don't
even need to exercise.
You should, but you don't.
It's what you eat with yourhealth.
Like you are what you eat.
If you can boil everything down.
(14:21):
for health -wise into onestatement, it's you are what you
eat.
If you can boil one thing down
into mortgages or really being anentrepreneur, but we'll talk
mortgages because that's whatwe're doing.
You are what you execute.
You are.
If your business isn't where youwant to go, you're not executing
on stuff.
You're just not, right?
It's that.
So I bring it back to that simple
(14:44):
thing.
Congratulations.
Your body.
Your health is where it should be.
You may not like it.
You may not, you might hate it.
But congratulations, you got itthere.
Right?That based on what you've done.
Like this is, this concept herecould change a lot of your lives.
Or at least let you know you're onthe right track.
And I want a lot of you tocelebrate too, because a lot of
(15:06):
you are doing awesome things.
And it's a true celebration.
It's like, congratulations.
Like there's a lot of work that
doesn't go into it.
You don't even need to tell me
what it is.
I just know.
I can tell looking at youpersonally or you business -wise
what you've done in the last 12months, give or take.
I could probably get pretty closeto your efforts on a bunch of
(15:31):
levels based on exercise, foodprep, eating, drinking.
And over here, based onprospecting, marketing, social
media, networking, relationships,mining your database, email
marketing, like I can over hereand I can see that.
Right.
And it's like, okay, so it's clear
to me, like you are where you'resupposed to be.
So show me your calendar.
(15:51):
Someone told me this and it was so
true a while back.
Show me your calendar and I'll
show you your life.
If it's on your calendar, it
doesn't exist.
Otherwise, how are you going to
remember?How are you going to remember to
follow up with the Johnsons?How are you going to remember to
get in touch with your favoriterealtor once every three months?
How are you going to remember toscript out 20 reels that you're
(16:12):
going to go batch next Saturdaywith a videographer?
How do you know you're going toremember to mine your database and
look for opportunities to saveyour clients money once a month?
How are you going to remember towrite the email to build into the
drip, to send out, to warm yourdatabase up, to nurture them.
(16:35):
And then how are you going to knowto ask them, people around you
need help?How are you going to know?
Like, where you just like rememberit one day and they're like, oh
yeah, I'm going to do that.
Shit, man.
It's not on the calendar.
It doesn't exist.
So show me your calendar and I'llshow you your life.
How are you going to rememberconsistently?
I should have added that in there.
How are you going to remember
(16:57):
consistently to go to the gym?Consistently to shop well and eat
well.
consistently to, right?
It's those things.
Show me your calendar.
Let me look at your calendar forthe past 30 days, past six months.
Let's analyze it.
A lot of blank spots in here.
What's going on there?Because I see the end result here.
I see you and I see the business.
(17:18):
And I'm like, okay, so the
calendar probably reflects that.
And this isn't like shitting on
anyone.
This is just like a reality check
going, okay, that's cool.
Like I said, I like to come up
with just things for me in themoment where I can just snap and
think of something and it justgets me right back on track.
If I have a problem in mybusiness, if leads are my problem,
and this is how I operated when Idid mortgages, I wasn't just,
(17:40):
okay, I don't have leads.
I'm going to, for 30 minutes a
day, start prospecting.
Fuck that.
I'm locking myself in a room.
Literally, my wife would be like,
oh.
We were like, Ryan, there's not a
lot coming in the pipeline.
I said, she goes, can you get it
done?And I'm like, yeah.
And I'd go lock myself in theoffice.
You would not see me for a week.
(18:02):
And I would hammer the phones and
emails and referral partners, pastclients.
And I would just database mine,everything.
And I would sit there until myweek was booked of calls.
And I was working on apps and Iwas working on pre -approvals and
I was working on.
And it worked every single time.
I attacked the moment.
So if I had a problem there, if I
(18:22):
have a problem and I have too manyleads and I'm getting frustrated
because my process sucks, becauseyou end up after you have a lead
problem, you have a process systemproblem.
Then after that, you have a teamproblem.
You have to hire, train, fire.
And after that, you go back to a
lead problem because it's all justa big flywheel circle.
And in the middle of the wordmindset's in there, you have a
(18:46):
constant mindset problem.
So I have to realign myself very
quickly in the moment.
Attack the moment.
If I have a problem, In mybusiness or in my life, I go and I
attack it.
I put all my energy into it.
Lock myself in a room, I get itdone.
Lock myself and figure out theprocess.
I'm not going to go every secondTuesday, I'm going to work half an
(19:08):
hour on my client journey.
It's like, fuck that.
Two days, I'm going to lockmyself.
in an office.
I'm going to map out my client
journey.
I'm going to record my videos.
I'm going to get my scripts done.
I'm going to map it all out for
what's going to happen, when andwhere.
I'm going to build whateverautomation I need in there.
And I'm going to put this, justlayer it all in and then it's
(19:29):
done.
And I'm out.
And then I'm on to the nextproblem.
I go in with laser focus andmassive intentional energy.
Attack the moment.
And I see a lot of people floating
around and you're trying to likeattack the moment at different
times with like, 15 -minuteintervals, 30 -minute intervals.
But if you need business, whatshould you be doing?
If you don't have business, whichis the lifeline of all
entrepreneurs and all mortgagebrokers is business, you should
lock yourself in a room away fromall distractions and let everyone
(19:51):
know the score of the game and youattack it.
And you just freaking attack it.
You send out 500 voice memos,
right?And if not, then your business is
where it's supposed to be.
Congratulations, right?
Attack the moment.
Show me your calendar.
I'll show you your life.
Your business is where it's
supposed to be.
Congratulations.
Nobody forced you into thisbusiness.
And what's your love of the game?Those are those five.
I think there's four or fivethere.
That's what I want to talk abouttoday.
(20:12):
So I sort of covered all that.
You get where my head goes.
And I don't live with like theparagraphs that follow all that
stuff.
I live with the one saying.
Because I can't have all that inmy brain.
I can only have those one thingsin the moment.
And I say it and it's like, andTony Robbins is good at this.
And I forget what he calls it.
I did that firewalk thing 20 years
(20:34):
ago.
And it was awesome.
And that was the thing.
It's like, we all need these
resources so that when you getgoing and you lose the state of
mind that you're in, and I'mbutchering this, but you'll get
it.
When we get out of that state of
mind, we all have a state of mindthat we get into that we're at our
(20:54):
highest level, where things arejust dialed in for whatever we
need them to be dialed in at.
And when we feel like we're
getting out of that, you feel likeyou're going down to negativity
and you feel like you're goingdown to press and you feel like
the business is spiraling and youfeel like you're just out of shape
(21:17):
and blah, blah, blah.
And it's like, what's the thing
just snapped?So like someone just jolted you
like an electric caller.
What is that?
So we all have our things.
And I just shared a bunch of mine
with you.
And another big one, which I've
shared before, is nobody's coming.
Ryan, no one's coming.
So now what?Like nobody's coming to help you.
You've got two files on the go,two discovery calls booked in the
next two weeks, and a lot of timeon your hands.
(21:38):
lot of time on your hands.
Nobody's coming to help you.
No fairies sprinkling awesome leaddust on your business.
and changing your, it's on you.
Like this is you.
I don't care what brokerage you'reat, what team you're on, what
mentor you have, what setup,that's not what they do.
That's not their responsibility.
You're a grown ass person running
100 % commission.
(21:59):
You're the CEO, you're everything.
Everything lives and dies withyou.
So nobody's coming.
None of the people on your team
are going to help you.
So what do you do?
Right?So that's one thing I use.
No one's coming, Ryan.
If I'm down and like things, no
one's coming.
So figure it out.
So now I go, I shift and I goattack the moment.
Attack whatever the problem is.
All of it.
With everything I have.
Everyone in my world knows Ryan's
off the grid.
He's attacking the moment on this
because he's deemed it importantenough.
(22:20):
Okay.
So I wanted to share that with
you.
Some of those frameworks, some of
those mindsets, hopefully youpulled something from.
Now you should, you really should.
And if not, then I don't know.
I don't even know why you'relistening to this anymore.
You're just, you're falling asleepat the wheel then.
But that's it kids.
(22:42):
Okay.
Positivity onward, upward.
You fricking rock.
You do.
You're way better and way more
awesome than you realize.
And I also want you to celebrate
some of that as well, right?A lot of you are doing some cool
things.
You don't even realize it.
And then you check back intosomething I missed and I want to
(23:03):
talk about today.
And I'll do it for a couple of
minutes here is you look back sixmonths.
If I go people I partnered with, Igo like, we actually go back six
months, eight months and go, look,like in the moment, it might feel
like chaos, utter chaos.
And you feel like you never have.
(23:24):
your finger on the pulse ofanything.
And you always feel like you'rerunning behind.
You always feel like the to -dolist is getting longer.
If we just reflect back the pastsix months, there's a lot of times
where you're like, holy shit, Idid that.
And I did that.
And I overcame that.
And I pushed through that.
And I want you to celebrate that.
(23:46):
Right?It's the stuff that your family
might not see.
Your spouse just might not see.
But I'm telling you, you need torecognize and celebrate it because
we need these wins.
Life is about celebrating wins.
More than it is about sayingwhat's not a win and what's
keeping us down and thenegativity.
Negativity just, it festers andthere's a ripple effect and I
fucking hate it.
So I don't like negativity in any
(24:07):
spot.
It's something in the moment you
can talk about it to address it.
And then it's like, what are you
going to do?Attack the moment, move on, carry
on, let's go.
Because I can't change it.
It's something we talk about withour kids all the time.
Let's change our focus from thatbecause we can't control that.
So let's carry on.
I can't control how much the banks
are going to lend money.
So let's carry on.
I can't control referral partnerssending me business because if
(24:28):
they don't have business or theydon't want it, like, so let's
carry on.
Maybe I don't build my business
around that.
I can't, you know, what the feds
are going to say.
It doesn't matter.
What interest rates are, itdoesn't matter.
It really doesn't matter.
None of that matters.
I can't do anything.
So why am I even thinking about it
or giving it oxygen?So anyways, that's it, kids.
Enjoy your week.
Positivity, positivity,
positivity, because there's lotsof assholes out there trying to
(24:50):
pull you down.
Keep it going in the right
direction.
That's it, kids.
Love you all.
Peace out.
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