September 4, 2025 • 26 mins
In this episode, I share the journey of mortgage brokering, identifying patterns in new agents, the necessity of full-time dedication, and the evolving landscape of social media for business growth.
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:06):
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers,
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
All right, welcome to Mortgage
Game Podcast.
West Coast whiteboard Wiley here,
sitting in a parking lot, DodgeRam studio, watching my kid at a
BMX track.
Yeah, this is a nighttime podcast.
(00:49):
One kid's at soccer practice,another one wanted to hit the BMX
track.
So here I am in the AC because
it's 35 above, and I'm a pastywhite Ukrainian.
It doesn't do well in the sun.
So I'm hiding in here and I'm
like, well, I might as well do apodcast.
And I don't have, I have a biggerpodcast I'm going to be coming out
with in probably a week or so.
(01:10):
But this was one I just wanted to
riff on a couple of things.
Just a couple of things, some
interactions I've been having withpeople.
And it's interesting.
I had a training call today and it
was with an agent.
And he's like, he used to be
mentored by this lady who was agood producing agent.
making her three, 400K a year andbeen doing it for 20 years.
(01:31):
And she hired coaching.
And the coaching was a big US
company, mortgage marketinganimals.
And they're a really good shop.
They're really good at what they
do.
I haven't heard anything negative
about them.
They're just good.
But it's old school brokering,which is cool.
But they also have, like, they'redoing things the right way.
That's a great thing for loanofficers.
There's some things that can carryover into the Canadian side for
sure.
But a big piece of the training is
(01:53):
carve out two hours of your day.
Much like the core training, core
training is all about just coldcalling, like call, call, call,
call, call.
And they basically just yell at
you to call people, but they'vebuilt this massive business around
it.
But it's carve out two hours every
day during the day.
And those are the money -making
tasks.
They say it's called eat the frog,
do the hardest thing first in yourday.
And it's always the prospectingbecause that always gets pushed
(02:14):
down the list as your day goes on,as files come in.
Your family needs you or someoneneeds you or an employee needs you
or a client needs you or a lenderneeds you to get pulled aside.
And so you get that done.
And if you're not going to get it
done, you wake up early and youget it done.
So you're doing your DMs, yourvoice memos, your follow -ups,
your pro partners, your center ofinfluence.
You're just hammering everybodystarting conversations.
And so this was the training.
You're supposed to block your
calendar.
(02:34):
And she talked to me again.
She's like, I want to develop mybusiness.
It's like, OK, go do this.
And there's like they have
reference points, much like we do.
Like I have all these people that.
do this.
And then they get this.
And he said to me today, he'slike, it was really interesting to
watch because she talked like shewas someone who wanted to change
her business, but she didn't wantto do the things it took to change
(02:55):
the business.
But she talked a good game.
And he's like, and she paid abunch of money for it.
And he's like, so I want to do adifferent, I am going to block out
and I already have.
And I've recognized that I need to
do that early in the morning.
That focused energy, lights off,
phone off, inbox, you're notchecking email.
It's carved out just for buildingthe business, not working in the
business because you'll just sitthere reacting all day.
(03:16):
You will.
Your inbox will come in, your
phone will ring, your texts, yourFacebook messages, your Instagram.
You'll just start reacting in yourwhole days based on how things are
going in all these files where theone thing you do control is you
get to control your output.
And so I just thought that was
interesting because I do see thata lot.
(03:38):
I see a lot.
I hear it a lot from people.
All the mortgage brokers I talkto, I want to do this, want to do
this, want to do this.
Cool.
This is how you do it.
And then it's like, ah, I don't
really want to do that.
Right?
Actions speak louder than words oneverything.
So I tell my kids, so I telleverybody I'm associated with,
everybody I'm partnered with, showme.
Don't tell me.
Because talk is just lip service.
And that's cool.
(03:59):
You can have the lip service and
talk, but just expect if you'renot going to do the thing.
So it's just funny.
He's a younger guy.
He pieced that together.
But he was very adamant.
He's like, oh, yeah, I see it.
And the way he framed it was even
better than how I said it.
But she talked like she wanted it,
but she didn't want to do thework.
(04:20):
And I was like, yeah, that'scommon.
And I'll be honest, I don't knowwhat a lot of people do all day.
I know.
And so I had a coaching call with
one of our better producingbrokers and we're building a whole
training thing around him, whichwould be pretty cool with cohort
style training exclusive to ourteam to show you like a $40
million roadmap.
And it'll be like probably four or
(04:41):
five, six week thing.
And it will be in a small mini
group.
But he's out there doing those
things.
And it's like, and.
He's like tracked.
He's like, I'm actually curious
how much time I'm spending doingthis.
And he'll close 40 million, if notmore this year.
He's like, I'm on about 16 to 17hours my last couple of weeks.
And he's like, damn.
He's like, imagine if I was like
(05:04):
nine to five in an office, noother.
He's got another job.
He's got a young kid.
He's got like all these things.
He's like, what if I was like 50
hours locked in an office doingthis?
He's like, holy shit, I'd get 100million.
He goes, I don't want to do that.
But he's like, yeah.
I'm like, yeah.
Before this podcast, Mortgage
Game, I had a 12 -hour brokerpodcast.
(05:26):
And it was my sweet spot was 40,50 million work in 12 hours.
And I do know some people like, Ijust, I don't believe it.
What do you mean?And when I actually broke it down
and went into how I spend my time,how I spend my energy, how I spend
my day, the foundational pieces Ifocused on, the points of
leverage, everything was leverage.
It was like, okay, yeah, totally
(05:46):
get it.
And it made sense if he had to see
it.
And so we got to go through him
breaking down his business.
We spent a couple hours doing it
and broke it all down because I'mgoing to use that to train other
people.
And it's just so cool to see him
do it.
And now he's literally doing that.
It's a 16 -hour week.
And people come in and go, I want
(06:07):
that, I want that.
Yeah, but the part you forget is
he's done 4 ,200 opens.
started 28 ,000 conversations with
emails and opens.
And like a lot of effort has went
into that in eight months.
And that's the part, the people.
So when I say everyone wants to dowork 30 hours and have a $30
million business or whatever yourthing is, but then you go, oh, but
I got to do that.
No, no, no. I want to keep, I want
(06:30):
to just work the hours I want towork and act busy.
have excuses for I'm not doingthings.
So, but then we can't have thething that, right?
So then you just have to temperyour expectations, which is cool.
Not everybody has to do 20 millionor 40 million or 60 million.
You don't have to, but you have tofigure out like, what are you
actually, what's, what's thepriority?
(06:50):
What are you actually committingto?
And so much like the first guy Iwas coaching, he said, he's like
the broker who thought that shewanted to do it was so
comfortable.
The pain wasn't big enough.
And it's true.
I do see that a lot.
Is the pain big enough for you togo do the boring, consistent
things?And that's the number one trait
you need as a mortgage broker.
By far, hands down, without a
(07:13):
doubt, it's not grit,determination, motivation.
It's consistency, right?If I'm walking, but my walking
isn't good, but I'm consistentlywalking 15 ,000 steps a day, good
things are going to happen.
Even if I'm like, limping as I
walk as my, I'm off.
Like just consistency and
constantly showing up with allthose boring little things.
And so you've heard me harp onthis for years.
(07:33):
We're going on almost six yearsnow of me harping on this, those
boring things.
It's the things you do when no
one's watching, right?It's the show me, don't tell me,
show me.
And even if you're saying the
wrong thing, you're doing likethat motion creates momentum and
it just gets going.
And so it's just cool to see it
(07:55):
play out.
And when I see people connect the
dots, it's very rewarding for me.
And it's why I'm doing what I do.
And it's why I know I'm in theright place for where I'm at in
life.
And this is honestly the best
thing I've ever done is throwmyself into this.
(08:15):
And it's what I'm supposed to bedoing.
And I'm it's it's.
who I am.
And it's just cool to see it playout.
So I'm going to keep just sharingstories about that.
And there's another agent.
So we have this little pocket,
this little group of agents who wetook on because they have an
underwriting mentor.
And, you know, some of them are
(08:36):
zero to 5 million, a couple arelike a little over five, and they
need some guidance and help.
And they definitely underwriting,
definitely basic stuff and needall that, but then they need some
sales and marketing.
So we have a group of five people
there.
You know, I'm involved probably
25%, 30 % in it.
The rest is they have an
underwriting mentor.
I'm withholding their hand.
And so we have this little programcalled the Mortgage Accelerator
(08:58):
Program.
We don't talk about it.
We don't promote it, nor are wegoing to.
It's kind of like a project.
And there's some new agents in
there.
And we just went through and we
analyzed all the new agents there.
And if you're one of those new
agents listening, okay, here yougo.
We analyzed.
We go, okay, who's doing what?
How many deals?Are they showing up to training?
Are they engaged?Are they invested?
Are they?And you start to see patterns.
(09:19):
You start to see a lot ofpatterns.
And I can tell you right now, Ican already tell it's one of my
superpowers.
And I'm not going to be right all
the time, but I'm going to beright more times than I'm not by
far.
I can tell you who's going to make
it in this business by theirdefinition of making.
So if someone's like, hey, if Idid 15 million a year and work 40
hours a week for the next 10years, and that's my jam.
(09:40):
If we spent enough time together,I'd be like, I know pretty quickly
if that's in your cards or not.
Or if you're just kind of tricking
yourself.
And maybe you're surprised.
But that is part of mysuperpowers.
I've learned to do that.
And so we have some people in
there that I just know.
And I have some other people where
I'm like, I don't know.
I don't see it.
Because there's things there I'mseeing.
And I'm like, I don't get it.
(10:01):
And a lot of us, are you showing
up?Are there excuses?
Are you doing?Keep in mind, everybody has shit
going on behind the scenes.
Everybody.
Everyone crushing mortgages,running successful businesses,
doing whatever.
They've all got shit behind the
scenes.
They've got kids they're dealing
with.
They've got family things going
on.
They've got illnesses.
They've got just left curveballs,left hooks.
Everything comes in.
They've got it.
Some people just deal with it.
(10:21):
way better.
And they keep it out and they justkeep moving forward and getting
better every day at the business.
Other people bring it in and use
it as an excuse, as a crutch, as areason.
And so you see that.
And as a coach, I've been coaching
hundreds and hundreds of mortgagebrokers now.
And some of them very intimately,you get to spend a lot of time
with them and understand them.
(10:43):
You start to see patterns.
And it was cool because there wasa newer agent and she's, I think,
four deals in.
She asked me, when's the right
time to hire fulfillment?And I'm like, one deal a month.
Like, really?I'm like, yeah.
Why wouldn't you?You learned it.
You understood it.
(11:03):
Now get out.
Get out and focus on the thingsthat move the needle.
That does not move the needle.
Doing paperwork, signing packages,
appraisals.
Come on, kids.
You've heard me.
So what did she do?
She went and hired fulfillment.
Four deals in.
She's like, game changer, Ryan.
freaking game changer.
And I'm like, yeah, you get it.
It's one of those things.
It's a private club.
It's a club.
You get into the club, you get itor you don't.
(11:24):
Much like I tell people about,we're talking about team.
I'm like, either get this or youdon't.
And if you don't cool rock on it.
If you do, you're like, ah, wow.
Okay.
That's pretty cool.
I get it.
Right.
Like most things in life.
And so she got it.
And now she's also, but I knewthat I already knew she was going
to do well.
It's why we took her on.
(11:46):
She had the pedigree for that.
And there were certain things she
was bringing to the table.
So you just know, you get a
feeling.
Your spotty sense tingles.
You're like, they're showing goodhabits.
They're asking the rightquestions.
They're doing the work when noone's looking.
You know they've got busy lives,but they power through.
They don't, like, it's like,that's not going to stop me.
And so you start to recognizethese, right?
And then we've had to cut somepeople out.
(12:07):
We're like, yeah, sorry, this isnot working.
We have a, you need to, at thevery minimum, close two deals in
the first six months.
If you don't do that, you're not
our people.
You're not our people.
If you're showing how you're doingeverything, okay, judgment call.
But after that, no, you need to,it's not fair.
And if you're not full -time,you're not our people.
You must be full -time, right?It's one of those things, right?
And this goes for you.
(12:28):
I'm not talking, this isn't like
talking about team life.
This is just so happens, I have a
lot to talk about in there.
But you can take what I'm talking
about into your own world, yourown situation, at your own team,
at your own brokerage.
If you're showing up, and you're
not full -time in this business,and you're expecting someone else
at the brokerage level or teamlevel to show up full -time for
you when you need it, but you'renot showing up full -time for
(12:49):
them, remember, you're in atransaction.
You're like a transactionalrelationship.
They're going to supply you withXYZ, and in turn, you pay XYZ off
every deal.
Well, if you're not doing deals,
but they're spending time, how isthat fair?
It's not fair.
So you have to realize that,
right?A lot of people I talk to, you'll
see the broker owner or team leadpieces out a bit.
And they piece out a bit becausethe volume's out there, it's not
(13:11):
worth their while.
So instead of just addressing it
and saying, hey, this isn'tworking for you anymore, blah,
blah, blah, they just kind ofstart ghosting you and they're not
as available anytime.
Well, it's because if there was
volume there and it was beingworth their while, then it's a
little more.
So it's like a catch -22 thing.
But it's also, you have to go intothis with eyes wide open.
(13:32):
it's not always someone else thatisn't showing up for you.
Majority of the time, it's you notshowing up for your business,
right?So full -time, you have to be full
-time.
I honestly, there are certain
people, even on my team, thataren't full -time, but I'd worked
with them long enough to know thatthey had what it took and I was
okay with that.
(13:53):
But there's other people who
aren't full -time that just aren'tdoing it because it is a full
-time gig.
It is a full time gig.
You have to be.
And even if you have another job,
you could shift gears, you couldpiecemeal together.
And that's cool.
And you could probably maybe a
bunch of you will make it work andyou will.
That's cool.
It's just not on my time.
Not on my time.
And you start to learn these
things.
And as you start throwing yourself
in and you go all in on stuff,things and you'll find in your
(14:15):
business, things start to becomecrystal clear.
You start to realize what clientsyou want to work with.
i .e.
what brokers I want to work with,
which ones I don't, which ones aretime wasters, much like you, which
clients aren't.
And you start to have this
empowerment about you and youstart to have this confidence that
you only work with certain clientsbecause of X, Y, Z, because there
should be a certain respect leveland there should be a certain, you
(14:37):
know, you do this, I do this.
You give me the documents, I pre
-approve you.
I build a custom proposal.
You respond back on show for thestrategy call.
You start shopping and send me theMLS listings.
I keep updating the customproposal.
And there's like this yin and ayang, and it's back and forth and
back and forth.
And that's the type of people you
want.
And so you have these clients that
are sitting all around you.
(14:58):
And if you're all in on
everything, there'll be a pointwhere it just clicks.
You start to realize, you juststart to go, no, I'm not working
with that person.
I don't care if there's maybe $4
,000 commission attached to it inpotentially freaking eight months
and two months of its stress orit's there.
Like, I just know.
I don't.
And you don't know it until you'rein it and you see it.
But it's interesting.
But it brings me back to I don't
(15:18):
know what people are doing allday.
I don't.
I do.
I don't.
Because I know the people who are
in it all day, money -makingtasks, pulling the levers of
leverage.
They're doing extremely well.
And so then you have to askyourself, well, Ryan, you're like,
I am in it all day.
What are you talking about?
Okay.
But you're not spending time on
the right things.
You're not.
And if you're doing the paperwork,you have to get it off your plate.
(15:39):
So then that becomes thebottleneck.
You have to go fix that.
You can't do that.
You can't.
You get zero leverage and it's an
hourly gig.
It's a profile gig.
to have someone do it.
Even if someone's a six out of 10
at it and you're a nine, it's nothighest and best use of your time.
It's not what you need to do forthe business.
(16:01):
So maybe you continue to do yourpaperwork because you have control
issues and okay, whatever, butthen you have to call what it is.
My business has a ceiling.
I'm only going to earn so much.
I'm going to be completelystressed out and I'm never going
to have the actual mortgagebusiness.
that I want.
And it's never going to be a
lifestyle business.
It's always going to be me
(16:24):
grinding away working, but in afully commissioned position
without the lifestyle.
Right?
Ideally, you want your week tolook like you book those things.
You want to take care of your,your health, the gym, your
walking, your food prep, yourwhatever you're doing throughout
the week.
And then you want your mental
things like I like to Yoga, thisis not me, but meditation,
(16:45):
stretching, tennis, pickleball.
You have to go plan all those
things.
And then you just weave your
business around it.
And you do pockets of it.
I know some agents that just onlydo calls on Tuesday, Wednesday,
Thursday.
And they do a bunch of calls.
They leave Monday, Friday forother things.
And I know people that work onSaturdays with their non
-negotiables.
And they schedule their follow -up
(17:05):
emails to go out Monday morning.
But they do that on Saturday.
I'm just seeing different anglesof things all the time.
And this is me coming in here.
I want to just riff on a couple of
things that I am seeing and thatI'm excited about.
And it's awesome because there's alot of negativity in our industry
about where we're at with lenders,where we're at with AI coming in
(17:27):
and disrupting, where we're atwith interest rates from the banks
and the channel, from enter excusehere.
And then I go hang out withmortgage brokers who are doing
well.
And they're like, oh, yeah, this
is it works.
And this is great.
And and you're like, ah, that'sright.
It just brings me back to all thepositive things of this industry,
(17:50):
which is awesome.
And I'll tell you this.
There's a lot of stuff that goeson behind the scenes that you
don't have a hot cool about.
And I mean, from a nor did I when
I brokered from what happens witha lender standpoint to get lenders
on board, the relationshipbuilding.
The exceptions lender, and I'm nottalking within a file.
I'm talking about your brokerowner, your team lead, your person
(18:11):
who owns the network, your peoplein upper management who are doing
all the hobnobbing relationshipbuilding with lenders, all that
stuff that they do.
The agents down on the ground
floor get to benefit from.
I benefited from for years of my
mortgage career.
Had no idea.
Did not have a hot clue.
All the red tape and politics and
schmoozing and networking andflying around the country and
(18:33):
shaking hands, kissing babies.
I did not know all the stuff that
is involved behind the scenes.
And it's like very eye opening.
And as mortgage brokers, you'rejust like, yeah, yeah, it just
comes.
That's why I got to get access to
all this.
It's like, oh, but somebody,
somebody.
And this isn't me.
I'm not doing any of this.
Somebody laid the groundwork for
you there.
(18:53):
And it's very cool to see because
this is why it's so cool.
This is why we have a minimum 10
-year runway, if not longer.
It takes forever for the lenders
to put their shit together.
They're slow moving.
They move like dinosaurs.
They're working on ancient
software.
Sure, they're trying to
incorporate AI here and there, andthey're trying.
But man, at the end of the day,it's relationship, relationship,
(19:14):
relationship.
And somebody has built
relationships for you.
And it's awesome.
And it's going to take foreverbefore the whole dynamic of the
lender side changes.
There'll probably be some
improvements with understandingdocuments, but just completely
mortgage brokers gone.
Like that's just not happening.
Have you seen what I've seen andtalked to who I've talked to and
(19:35):
you see the legwork that goes inbehind?
You just can't replace.
You can't replace relationships
with AI.
You can't.
Right?The networking, the having those
relationships done.
where people want to help you and
go out of their way to do things.
And if you're at the broker level,
(19:55):
you don't see it unless you knowsomeone.
Those who know what I'm talkingabout, you know.
You're like, oh, yeah, Ryan,there's a whole shitstorm behind
the scenes that goes on to giveyou the ability to be able to
submit to a lender.
There's a lot of conversations
going on.
And it's so cool to see because
now I get to see that.
I get to have my ear to the ground
and be part of meetings here andthere and just talk to people
(20:17):
about that stuff because I have tounderstand that side of the
business and I want to.
And it's a whole new learning
curve for me.
Something I never thought I'd have
to learn.
Do I like it?
No. Much like social media, Idon't like it.
But as a broker I know says, it'sa necessary evil.
(20:38):
And I need to do it.
I need to figure it out.
So I'm going to, much like social.
Okay, something else I want to
talk about.
This is the last thing on the
riff.
I have to take a break here.
Podcast is brought to you byGatorade.
Zero.
Orange flavor for those keeping
track.
So something I want to talk about.
(21:01):
Now, this is the last point.
I'm going to take a completely
different left turn here.
Like I said, there was no
structure of this.
This was, hey, I want to record a
podcast.
I've been having a lot of chats.
I'm just going to start talkingabout some things.
I'm hoping you got some valuehere, at least some entertainment.
But I usually drop some goldnuggets here or you wouldn't be
listening anymore.
(21:21):
content and so the type of content
you make so a couple new bro notnew brokers they've been brokering
for a while they run goodbusinesses they're now going to go
into social media and they'reasking me hey ryan what should i
go into me gun to my head today ifi'm starting social media i'm
building a youtube channel that'smy number one thing and you're
like what the heck ryan if i eventalk about instagram reels and all
the gun to my head OK, I'm notsaying it's the easiest thing to
(21:44):
do.
It's the hardest thing to do.
But the payoff is much bigger.
And so someone put it really well
to me today.
And it's because he's being
coached by someone who's buildinga YouTube channel and is doing and
doing quite well.
He's like, the Instagram
algorithms are always changing andit's fluctuating.
The YouTube algorithms are prettycut and dry.
It's pretty black and white whatyou need to do.
(22:06):
And what works two, three, fouryears ago still works now.
and with the the short form stuffthose 30 40 60 second reels it's
always changing and moving andshaking Your barrier of entry into
social media, it's a lot easier toget up and running with reels.
You're obviously going to want toget someone else in there doing
your edits, even videoing you,like just to get that off your
plate and do some batch contents.
You don't have to worry about it
every single day outside ofstories you're doing, which are
pretty easy.
(22:26):
But to get up and running on those
30, 40, 60 second reels, it's wayquicker, way less of investment
time -wise, less of investmentmoney -wise, emotional -wise,
learning curve -wise.
If you can get it figured out on
the YouTube side, it's where Idropped the ball.
I went into it for a little bit,but I mark my words.
I will be building out a YouTubechannel.
It's not a matter of if it's whenand I'll dedicate money and time
to it.
And it's long form.
(22:47):
So you recording a long form postand let's say that video is 12
minutes.
And let's say it's eight minutes.
You figuring out how to do that,then having someone really good at
editing it, someone really goodwith SEO, setting it up and
posting it for you.
Then you get to chop that up and
it feeds all your other platformswith the short form social
content.
And if you're like, I don't even
know what to say anytime, then godo the podcast thing, right?
(23:10):
And I know I've talked aboutpodcasts.
You're like, geez, that's anotherthing to do, Ryan.
I would start a podcast if I wasbrokering.
100%.
And you could do what I do.
I riff on my own.
Not a lot of people can do this.
Can talk what's in their brain andhold people's attention for a
certain amount of time with noscript.
I have nothing written out.
Never have.
Maybe once in a while, I have acouple bullet points.
That's got to be like 10 times outof 300 episodes or something.
(23:32):
But it's me just talking.
And that's really hard for a lot
of people to do.
I totally get it.
So people who can't do that, theygo interview people.
And you interview people and youmake them the star of the show.
And you interviewing people,then... gets them to share into
their audience.
And then you get to chop it up and
put it on social.
And so Gary Vee, one of the
(23:54):
biggest social media guys in theworld, if not the biggest, one of
my inspirations, and he's freakingawesome.
You don't know who Gary Vaynerchukis with VaynerMedia.
Gary Vee, you've been living undera rock, honestly.
You're consuming the wrong contentif you don't know who he is.
But he does a podcast and he doesit strictly to get content so they
can slice and dice it and hammerthe internet on social channels
with it.
But that's the main thing, right?
(24:15):
So for the YouTube channel, itcould be as simple as that.
Your YouTube channel is a podcastof you interviewing people.
I'm not going to get intospecifics on how to do that.
I've done that on other podcaststhat I've made.
But that way you start doing itand then you chop it up and boom,
boom, boom, boom.
And then you can start adding in
your other six -minute, eight-minute, 12 -minute long -form
videos.
And YouTube is what will take you
(24:35):
to the promised land longer, giveyou more enterprise value.
But it's a much bigger commitment.
But just filling you in on that,
just because we had thatconversation today with a broker
and he's like, okay, right, I'mgoing to start.
I've already got a business, a $25million a year business.
I want to start doing social.
I'll start doing the social, the
reels, but I'm going to go hiresomeone.
I'm going to spend about $1 ,000 amonth.
I'm going to do three reels aweek, two stories a day, but I'm
(24:57):
going to batch it all out everyfour to six weeks.
I'll go record all my content withthis person, with their fancy
camera, and they'll go edit andthey'll drop me three reels a week
and I'll pay a thousand bucks forthat.
And I'm like, boom, money wellspent.
And it's a write -off.
So there you go.
Okay, that's it, kids.
I'm going to end this.
I've got another really coolpodcast coming at some point here.
We're going to break down all thattechnical, maybe a little more
(25:20):
technical on what some brokers aredoing to win.
I don't know when I'm going torecord it, hopefully soon.
But anyways, I appreciate youlistening.
Enjoy the rest of your night.
That's it, kids.
Peace out.
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers,
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
All right, welcome to Mortgage
Game Podcast.
West Coast whiteboard Wiley here,
sitting in a parking lot, DodgeRam studio, watching my kid at a
BMX track.
Yeah, this is a nighttime podcast.
(00:49):
One kid's at soccer practice,another one wanted to hit the BMX
track.
So here I am in the AC because
it's 35 above, and I'm a pastywhite Ukrainian.
It doesn't do well in the sun.
So I'm hiding in here and I'm
like, well, I might as well do apodcast.
And I don't have, I have a biggerpodcast I'm going to be coming out
with in probably a week or so.
(01:10):
But this was one I just wanted to
riff on a couple of things.
Just a couple of things, some
interactions I've been having withpeople.
And it's interesting.
I had a training call today and it
was with an agent.
And he's like, he used to be
mentored by this lady who was agood producing agent.
making her three, 400K a year andbeen doing it for 20 years.
(01:31):
And she hired coaching.
And the coaching was a big US
company, mortgage marketinganimals.
And they're a really good shop.
They're really good at what they
do.
I haven't heard anything negative
about them.
They're just good.
But it's old school brokering,which is cool.
But they also have, like, they'redoing things the right way.
That's a great thing for loanofficers.
There's some things that can carryover into the Canadian side for
sure.
But a big piece of the training is
(01:53):
carve out two hours of your day.
Much like the core training, core
training is all about just coldcalling, like call, call, call,
call, call.
And they basically just yell at
you to call people, but they'vebuilt this massive business around
it.
But it's carve out two hours every
day during the day.
And those are the money -making
tasks.
They say it's called eat the frog,
do the hardest thing first in yourday.
And it's always the prospectingbecause that always gets pushed
(02:14):
down the list as your day goes on,as files come in.
Your family needs you or someoneneeds you or an employee needs you
or a client needs you or a lenderneeds you to get pulled aside.
And so you get that done.
And if you're not going to get it
done, you wake up early and youget it done.
So you're doing your DMs, yourvoice memos, your follow -ups,
your pro partners, your center ofinfluence.
You're just hammering everybodystarting conversations.
And so this was the training.
You're supposed to block your
calendar.
(02:34):
And she talked to me again.
She's like, I want to develop mybusiness.
It's like, OK, go do this.
And there's like they have
reference points, much like we do.
Like I have all these people that.
do this.
And then they get this.
And he said to me today, he'slike, it was really interesting to
watch because she talked like shewas someone who wanted to change
her business, but she didn't wantto do the things it took to change
(02:55):
the business.
But she talked a good game.
And he's like, and she paid abunch of money for it.
And he's like, so I want to do adifferent, I am going to block out
and I already have.
And I've recognized that I need to
do that early in the morning.
That focused energy, lights off,
phone off, inbox, you're notchecking email.
It's carved out just for buildingthe business, not working in the
business because you'll just sitthere reacting all day.
(03:16):
You will.
Your inbox will come in, your
phone will ring, your texts, yourFacebook messages, your Instagram.
You'll just start reacting in yourwhole days based on how things are
going in all these files where theone thing you do control is you
get to control your output.
And so I just thought that was
interesting because I do see thata lot.
(03:38):
I see a lot.
I hear it a lot from people.
All the mortgage brokers I talkto, I want to do this, want to do
this, want to do this.
Cool.
This is how you do it.
And then it's like, ah, I don't
really want to do that.
Right?
Actions speak louder than words oneverything.
So I tell my kids, so I telleverybody I'm associated with,
everybody I'm partnered with, showme.
Don't tell me.
Because talk is just lip service.
And that's cool.
(03:59):
You can have the lip service and
talk, but just expect if you'renot going to do the thing.
So it's just funny.
He's a younger guy.
He pieced that together.
But he was very adamant.
He's like, oh, yeah, I see it.
And the way he framed it was even
better than how I said it.
But she talked like she wanted it,
but she didn't want to do thework.
(04:20):
And I was like, yeah, that'scommon.
And I'll be honest, I don't knowwhat a lot of people do all day.
I know.
And so I had a coaching call with
one of our better producingbrokers and we're building a whole
training thing around him, whichwould be pretty cool with cohort
style training exclusive to ourteam to show you like a $40
million roadmap.
And it'll be like probably four or
(04:41):
five, six week thing.
And it will be in a small mini
group.
But he's out there doing those
things.
And it's like, and.
He's like tracked.
He's like, I'm actually curious
how much time I'm spending doingthis.
And he'll close 40 million, if notmore this year.
He's like, I'm on about 16 to 17hours my last couple of weeks.
And he's like, damn.
He's like, imagine if I was like
(05:04):
nine to five in an office, noother.
He's got another job.
He's got a young kid.
He's got like all these things.
He's like, what if I was like 50
hours locked in an office doingthis?
He's like, holy shit, I'd get 100million.
He goes, I don't want to do that.
But he's like, yeah.
I'm like, yeah.
Before this podcast, Mortgage
Game, I had a 12 -hour brokerpodcast.
(05:26):
And it was my sweet spot was 40,50 million work in 12 hours.
And I do know some people like, Ijust, I don't believe it.
What do you mean?And when I actually broke it down
and went into how I spend my time,how I spend my energy, how I spend
my day, the foundational pieces Ifocused on, the points of
leverage, everything was leverage.
It was like, okay, yeah, totally
(05:46):
get it.
And it made sense if he had to see
it.
And so we got to go through him
breaking down his business.
We spent a couple hours doing it
and broke it all down because I'mgoing to use that to train other
people.
And it's just so cool to see him
do it.
And now he's literally doing that.
It's a 16 -hour week.
And people come in and go, I want
(06:07):
that, I want that.
Yeah, but the part you forget is
he's done 4 ,200 opens.
started 28 ,000 conversations with
emails and opens.
And like a lot of effort has went
into that in eight months.
And that's the part, the people.
So when I say everyone wants to dowork 30 hours and have a $30
million business or whatever yourthing is, but then you go, oh, but
I got to do that.
No, no, no. I want to keep, I want
(06:30):
to just work the hours I want towork and act busy.
have excuses for I'm not doingthings.
So, but then we can't have thething that, right?
So then you just have to temperyour expectations, which is cool.
Not everybody has to do 20 millionor 40 million or 60 million.
You don't have to, but you have tofigure out like, what are you
actually, what's, what's thepriority?
(06:50):
What are you actually committingto?
And so much like the first guy Iwas coaching, he said, he's like
the broker who thought that shewanted to do it was so
comfortable.
The pain wasn't big enough.
And it's true.
I do see that a lot.
Is the pain big enough for you togo do the boring, consistent
things?And that's the number one trait
you need as a mortgage broker.
By far, hands down, without a
(07:13):
doubt, it's not grit,determination, motivation.
It's consistency, right?If I'm walking, but my walking
isn't good, but I'm consistentlywalking 15 ,000 steps a day, good
things are going to happen.
Even if I'm like, limping as I
walk as my, I'm off.
Like just consistency and
constantly showing up with allthose boring little things.
And so you've heard me harp onthis for years.
(07:33):
We're going on almost six yearsnow of me harping on this, those
boring things.
It's the things you do when no
one's watching, right?It's the show me, don't tell me,
show me.
And even if you're saying the
wrong thing, you're doing likethat motion creates momentum and
it just gets going.
And so it's just cool to see it
(07:55):
play out.
And when I see people connect the
dots, it's very rewarding for me.
And it's why I'm doing what I do.
And it's why I know I'm in theright place for where I'm at in
life.
And this is honestly the best
thing I've ever done is throwmyself into this.
(08:15):
And it's what I'm supposed to bedoing.
And I'm it's it's.
who I am.
And it's just cool to see it playout.
So I'm going to keep just sharingstories about that.
And there's another agent.
So we have this little pocket,
this little group of agents who wetook on because they have an
underwriting mentor.
And, you know, some of them are
(08:36):
zero to 5 million, a couple arelike a little over five, and they
need some guidance and help.
And they definitely underwriting,
definitely basic stuff and needall that, but then they need some
sales and marketing.
So we have a group of five people
there.
You know, I'm involved probably
25%, 30 % in it.
The rest is they have an
underwriting mentor.
I'm withholding their hand.
And so we have this little programcalled the Mortgage Accelerator
(08:58):
Program.
We don't talk about it.
We don't promote it, nor are wegoing to.
It's kind of like a project.
And there's some new agents in
there.
And we just went through and we
analyzed all the new agents there.
And if you're one of those new
agents listening, okay, here yougo.
We analyzed.
We go, okay, who's doing what?
How many deals?Are they showing up to training?
Are they engaged?Are they invested?
Are they?And you start to see patterns.
(09:19):
You start to see a lot ofpatterns.
And I can tell you right now, Ican already tell it's one of my
superpowers.
And I'm not going to be right all
the time, but I'm going to beright more times than I'm not by
far.
I can tell you who's going to make
it in this business by theirdefinition of making.
So if someone's like, hey, if Idid 15 million a year and work 40
hours a week for the next 10years, and that's my jam.
(09:40):
If we spent enough time together,I'd be like, I know pretty quickly
if that's in your cards or not.
Or if you're just kind of tricking
yourself.
And maybe you're surprised.
But that is part of mysuperpowers.
I've learned to do that.
And so we have some people in
there that I just know.
And I have some other people where
I'm like, I don't know.
I don't see it.
Because there's things there I'mseeing.
And I'm like, I don't get it.
(10:01):
And a lot of us, are you showing
up?Are there excuses?
Are you doing?Keep in mind, everybody has shit
going on behind the scenes.
Everybody.
Everyone crushing mortgages,running successful businesses,
doing whatever.
They've all got shit behind the
scenes.
They've got kids they're dealing
with.
They've got family things going
on.
They've got illnesses.
They've got just left curveballs,left hooks.
Everything comes in.
They've got it.
Some people just deal with it.
(10:21):
way better.
And they keep it out and they justkeep moving forward and getting
better every day at the business.
Other people bring it in and use
it as an excuse, as a crutch, as areason.
And so you see that.
And as a coach, I've been coaching
hundreds and hundreds of mortgagebrokers now.
And some of them very intimately,you get to spend a lot of time
with them and understand them.
(10:43):
You start to see patterns.
And it was cool because there wasa newer agent and she's, I think,
four deals in.
She asked me, when's the right
time to hire fulfillment?And I'm like, one deal a month.
Like, really?I'm like, yeah.
Why wouldn't you?You learned it.
You understood it.
(11:03):
Now get out.
Get out and focus on the thingsthat move the needle.
That does not move the needle.
Doing paperwork, signing packages,
appraisals.
Come on, kids.
You've heard me.
So what did she do?
She went and hired fulfillment.
Four deals in.
She's like, game changer, Ryan.
freaking game changer.
And I'm like, yeah, you get it.
It's one of those things.
It's a private club.
It's a club.
You get into the club, you get itor you don't.
(11:24):
Much like I tell people about,we're talking about team.
I'm like, either get this or youdon't.
And if you don't cool rock on it.
If you do, you're like, ah, wow.
Okay.
That's pretty cool.
I get it.
Right.
Like most things in life.
And so she got it.
And now she's also, but I knewthat I already knew she was going
to do well.
It's why we took her on.
(11:46):
She had the pedigree for that.
And there were certain things she
was bringing to the table.
So you just know, you get a
feeling.
Your spotty sense tingles.
You're like, they're showing goodhabits.
They're asking the rightquestions.
They're doing the work when noone's looking.
You know they've got busy lives,but they power through.
They don't, like, it's like,that's not going to stop me.
And so you start to recognizethese, right?
And then we've had to cut somepeople out.
(12:07):
We're like, yeah, sorry, this isnot working.
We have a, you need to, at thevery minimum, close two deals in
the first six months.
If you don't do that, you're not
our people.
You're not our people.
If you're showing how you're doingeverything, okay, judgment call.
But after that, no, you need to,it's not fair.
And if you're not full -time,you're not our people.
You must be full -time, right?It's one of those things, right?
And this goes for you.
(12:28):
I'm not talking, this isn't like
talking about team life.
This is just so happens, I have a
lot to talk about in there.
But you can take what I'm talking
about into your own world, yourown situation, at your own team,
at your own brokerage.
If you're showing up, and you're
not full -time in this business,and you're expecting someone else
at the brokerage level or teamlevel to show up full -time for
you when you need it, but you'renot showing up full -time for
(12:49):
them, remember, you're in atransaction.
You're like a transactionalrelationship.
They're going to supply you withXYZ, and in turn, you pay XYZ off
every deal.
Well, if you're not doing deals,
but they're spending time, how isthat fair?
It's not fair.
So you have to realize that,
right?A lot of people I talk to, you'll
see the broker owner or team leadpieces out a bit.
And they piece out a bit becausethe volume's out there, it's not
(13:11):
worth their while.
So instead of just addressing it
and saying, hey, this isn'tworking for you anymore, blah,
blah, blah, they just kind ofstart ghosting you and they're not
as available anytime.
Well, it's because if there was
volume there and it was beingworth their while, then it's a
little more.
So it's like a catch -22 thing.
But it's also, you have to go intothis with eyes wide open.
(13:32):
it's not always someone else thatisn't showing up for you.
Majority of the time, it's you notshowing up for your business,
right?So full -time, you have to be full
-time.
I honestly, there are certain
people, even on my team, thataren't full -time, but I'd worked
with them long enough to know thatthey had what it took and I was
okay with that.
(13:53):
But there's other people who
aren't full -time that just aren'tdoing it because it is a full
-time gig.
It is a full time gig.
You have to be.
And even if you have another job,
you could shift gears, you couldpiecemeal together.
And that's cool.
And you could probably maybe a
bunch of you will make it work andyou will.
That's cool.
It's just not on my time.
Not on my time.
And you start to learn these
things.
And as you start throwing yourself
in and you go all in on stuff,things and you'll find in your
(14:15):
business, things start to becomecrystal clear.
You start to realize what clientsyou want to work with.
i .e.
what brokers I want to work with,
which ones I don't, which ones aretime wasters, much like you, which
clients aren't.
And you start to have this
empowerment about you and youstart to have this confidence that
you only work with certain clientsbecause of X, Y, Z, because there
should be a certain respect leveland there should be a certain, you
(14:37):
know, you do this, I do this.
You give me the documents, I pre
-approve you.
I build a custom proposal.
You respond back on show for thestrategy call.
You start shopping and send me theMLS listings.
I keep updating the customproposal.
And there's like this yin and ayang, and it's back and forth and
back and forth.
And that's the type of people you
want.
And so you have these clients that
are sitting all around you.
(14:58):
And if you're all in on
everything, there'll be a pointwhere it just clicks.
You start to realize, you juststart to go, no, I'm not working
with that person.
I don't care if there's maybe $4
,000 commission attached to it inpotentially freaking eight months
and two months of its stress orit's there.
Like, I just know.
I don't.
And you don't know it until you'rein it and you see it.
But it's interesting.
But it brings me back to I don't
(15:18):
know what people are doing allday.
I don't.
I do.
I don't.
Because I know the people who are
in it all day, money -makingtasks, pulling the levers of
leverage.
They're doing extremely well.
And so then you have to askyourself, well, Ryan, you're like,
I am in it all day.
What are you talking about?
Okay.
But you're not spending time on
the right things.
You're not.
And if you're doing the paperwork,you have to get it off your plate.
(15:39):
So then that becomes thebottleneck.
You have to go fix that.
You can't do that.
You can't.
You get zero leverage and it's an
hourly gig.
It's a profile gig.
to have someone do it.
Even if someone's a six out of 10
at it and you're a nine, it's nothighest and best use of your time.
It's not what you need to do forthe business.
(16:01):
So maybe you continue to do yourpaperwork because you have control
issues and okay, whatever, butthen you have to call what it is.
My business has a ceiling.
I'm only going to earn so much.
I'm going to be completelystressed out and I'm never going
to have the actual mortgagebusiness.
that I want.
And it's never going to be a
lifestyle business.
It's always going to be me
(16:24):
grinding away working, but in afully commissioned position
without the lifestyle.
Right?
Ideally, you want your week tolook like you book those things.
You want to take care of your,your health, the gym, your
walking, your food prep, yourwhatever you're doing throughout
the week.
And then you want your mental
things like I like to Yoga, thisis not me, but meditation,
(16:45):
stretching, tennis, pickleball.
You have to go plan all those
things.
And then you just weave your
business around it.
And you do pockets of it.
I know some agents that just onlydo calls on Tuesday, Wednesday,
Thursday.
And they do a bunch of calls.
They leave Monday, Friday forother things.
And I know people that work onSaturdays with their non
-negotiables.
And they schedule their follow -up
(17:05):
emails to go out Monday morning.
But they do that on Saturday.
I'm just seeing different anglesof things all the time.
And this is me coming in here.
I want to just riff on a couple of
things that I am seeing and thatI'm excited about.
And it's awesome because there's alot of negativity in our industry
about where we're at with lenders,where we're at with AI coming in
(17:27):
and disrupting, where we're atwith interest rates from the banks
and the channel, from enter excusehere.
And then I go hang out withmortgage brokers who are doing
well.
And they're like, oh, yeah, this
is it works.
And this is great.
And and you're like, ah, that'sright.
It just brings me back to all thepositive things of this industry,
(17:50):
which is awesome.
And I'll tell you this.
There's a lot of stuff that goeson behind the scenes that you
don't have a hot cool about.
And I mean, from a nor did I when
I brokered from what happens witha lender standpoint to get lenders
on board, the relationshipbuilding.
The exceptions lender, and I'm nottalking within a file.
I'm talking about your brokerowner, your team lead, your person
(18:11):
who owns the network, your peoplein upper management who are doing
all the hobnobbing relationshipbuilding with lenders, all that
stuff that they do.
The agents down on the ground
floor get to benefit from.
I benefited from for years of my
mortgage career.
Had no idea.
Did not have a hot clue.
All the red tape and politics and
schmoozing and networking andflying around the country and
(18:33):
shaking hands, kissing babies.
I did not know all the stuff that
is involved behind the scenes.
And it's like very eye opening.
And as mortgage brokers, you'rejust like, yeah, yeah, it just
comes.
That's why I got to get access to
all this.
It's like, oh, but somebody,
somebody.
And this isn't me.
I'm not doing any of this.
Somebody laid the groundwork for
you there.
(18:53):
And it's very cool to see because
this is why it's so cool.
This is why we have a minimum 10
-year runway, if not longer.
It takes forever for the lenders
to put their shit together.
They're slow moving.
They move like dinosaurs.
They're working on ancient
software.
Sure, they're trying to
incorporate AI here and there, andthey're trying.
But man, at the end of the day,it's relationship, relationship,
(19:14):
relationship.
And somebody has built
relationships for you.
And it's awesome.
And it's going to take foreverbefore the whole dynamic of the
lender side changes.
There'll probably be some
improvements with understandingdocuments, but just completely
mortgage brokers gone.
Like that's just not happening.
Have you seen what I've seen andtalked to who I've talked to and
(19:35):
you see the legwork that goes inbehind?
You just can't replace.
You can't replace relationships
with AI.
You can't.
Right?The networking, the having those
relationships done.
where people want to help you and
go out of their way to do things.
And if you're at the broker level,
(19:55):
you don't see it unless you knowsomeone.
Those who know what I'm talkingabout, you know.
You're like, oh, yeah, Ryan,there's a whole shitstorm behind
the scenes that goes on to giveyou the ability to be able to
submit to a lender.
There's a lot of conversations
going on.
And it's so cool to see because
now I get to see that.
I get to have my ear to the ground
and be part of meetings here andthere and just talk to people
(20:17):
about that stuff because I have tounderstand that side of the
business and I want to.
And it's a whole new learning
curve for me.
Something I never thought I'd have
to learn.
Do I like it?
No. Much like social media, Idon't like it.
But as a broker I know says, it'sa necessary evil.
(20:38):
And I need to do it.
I need to figure it out.
So I'm going to, much like social.
Okay, something else I want to
talk about.
This is the last thing on the
riff.
I have to take a break here.
Podcast is brought to you byGatorade.
Zero.
Orange flavor for those keeping
track.
So something I want to talk about.
(21:01):
Now, this is the last point.
I'm going to take a completely
different left turn here.
Like I said, there was no
structure of this.
This was, hey, I want to record a
podcast.
I've been having a lot of chats.
I'm just going to start talkingabout some things.
I'm hoping you got some valuehere, at least some entertainment.
But I usually drop some goldnuggets here or you wouldn't be
listening anymore.
(21:21):
content and so the type of content
you make so a couple new bro notnew brokers they've been brokering
for a while they run goodbusinesses they're now going to go
into social media and they'reasking me hey ryan what should i
go into me gun to my head today ifi'm starting social media i'm
building a youtube channel that'smy number one thing and you're
like what the heck ryan if i eventalk about instagram reels and all
the gun to my head OK, I'm notsaying it's the easiest thing to
(21:44):
do.
It's the hardest thing to do.
But the payoff is much bigger.
And so someone put it really well
to me today.
And it's because he's being
coached by someone who's buildinga YouTube channel and is doing and
doing quite well.
He's like, the Instagram
algorithms are always changing andit's fluctuating.
The YouTube algorithms are prettycut and dry.
It's pretty black and white whatyou need to do.
(22:06):
And what works two, three, fouryears ago still works now.
and with the the short form stuffthose 30 40 60 second reels it's
always changing and moving andshaking Your barrier of entry into
social media, it's a lot easier toget up and running with reels.
You're obviously going to want toget someone else in there doing
your edits, even videoing you,like just to get that off your
plate and do some batch contents.
You don't have to worry about it
every single day outside ofstories you're doing, which are
pretty easy.
(22:26):
But to get up and running on those
30, 40, 60 second reels, it's wayquicker, way less of investment
time -wise, less of investmentmoney -wise, emotional -wise,
learning curve -wise.
If you can get it figured out on
the YouTube side, it's where Idropped the ball.
I went into it for a little bit,but I mark my words.
I will be building out a YouTubechannel.
It's not a matter of if it's whenand I'll dedicate money and time
to it.
And it's long form.
(22:47):
So you recording a long form postand let's say that video is 12
minutes.
And let's say it's eight minutes.
You figuring out how to do that,then having someone really good at
editing it, someone really goodwith SEO, setting it up and
posting it for you.
Then you get to chop that up and
it feeds all your other platformswith the short form social
content.
And if you're like, I don't even
know what to say anytime, then godo the podcast thing, right?
(23:10):
And I know I've talked aboutpodcasts.
You're like, geez, that's anotherthing to do, Ryan.
I would start a podcast if I wasbrokering.
100%.
And you could do what I do.
I riff on my own.
Not a lot of people can do this.
Can talk what's in their brain andhold people's attention for a
certain amount of time with noscript.
I have nothing written out.
Never have.
Maybe once in a while, I have acouple bullet points.
That's got to be like 10 times outof 300 episodes or something.
(23:32):
But it's me just talking.
And that's really hard for a lot
of people to do.
I totally get it.
So people who can't do that, theygo interview people.
And you interview people and youmake them the star of the show.
And you interviewing people,then... gets them to share into
their audience.
And then you get to chop it up and
put it on social.
And so Gary Vee, one of the
(23:54):
biggest social media guys in theworld, if not the biggest, one of
my inspirations, and he's freakingawesome.
You don't know who Gary Vaynerchukis with VaynerMedia.
Gary Vee, you've been living undera rock, honestly.
You're consuming the wrong contentif you don't know who he is.
But he does a podcast and he doesit strictly to get content so they
can slice and dice it and hammerthe internet on social channels
with it.
But that's the main thing, right?
(24:15):
So for the YouTube channel, itcould be as simple as that.
Your YouTube channel is a podcastof you interviewing people.
I'm not going to get intospecifics on how to do that.
I've done that on other podcaststhat I've made.
But that way you start doing itand then you chop it up and boom,
boom, boom, boom.
And then you can start adding in
your other six -minute, eight-minute, 12 -minute long -form
videos.
And YouTube is what will take you
(24:35):
to the promised land longer, giveyou more enterprise value.
But it's a much bigger commitment.
But just filling you in on that,
just because we had thatconversation today with a broker
and he's like, okay, right, I'mgoing to start.
I've already got a business, a $25million a year business.
I want to start doing social.
I'll start doing the social, the
reels, but I'm going to go hiresomeone.
I'm going to spend about $1 ,000 amonth.
I'm going to do three reels aweek, two stories a day, but I'm
(24:57):
going to batch it all out everyfour to six weeks.
I'll go record all my content withthis person, with their fancy
camera, and they'll go edit andthey'll drop me three reels a week
and I'll pay a thousand bucks forthat.
And I'm like, boom, money wellspent.
And it's a write -off.
So there you go.
Okay, that's it, kids.
I'm going to end this.
I've got another really coolpodcast coming at some point here.
We're going to break down all thattechnical, maybe a little more
(25:20):
technical on what some brokers aredoing to win.
I don't know when I'm going torecord it, hopefully soon.
But anyways, I appreciate youlistening.
Enjoy the rest of your night.
That's it, kids.
Peace out.
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