September 12, 2025 • 29 mins
In this episode, I discuss the critical skill of setting expectations with clients, and the necessity of proactive communication in running a successful mortgage business.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:06):
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers,
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
Good morning.
Welcome to the Mortgage GamePodcast.
West Coast whiteboard, Wiley inthe house.
I don't know if I'm going to pickone of those.
I might just get rid of West Coastat some point and then go with
whiteboard.
(00:48):
It is, there is a six on the clock
and I'm at the beach, Dodge RamStudio coming to you live.
And there's people water skiing.
which is why I love Kelowna.
That's just what I get to see.
That's pretty cool.
People cutting the waves up outthere.
Love it.
So I'm going on, before I get into
(01:09):
what we're talking about today,I'm going on a work trip, I guess
you could say.
It's like an awards trip.
You know those trips where theypick the top producers in that and
then they pull names out of a hatfor other lenders and they support
things.
And there's 130 of us going with
Tango.
We're going to a Soyuz, which is
like the desert of Canada.
Wine Capital.
Lots of awesome things are inthere.
(01:29):
Beach Olympics and go -karting andspa.
And there's some business stuffwe're doing.
There's like a bunch of stuff.
It's like a Friday thing.
Anyways, the whole point of mesaying this is I've never been on
a work trip.
I've never won anything on a work
trip.
And I did a bunch of mortgages.
But I never won anything.
And I think this made a category
(01:51):
up for me for this.
Because I don't do mortgages now.
Right?They're like, hey, Ryan, you won.
I'm like, for what?And they're like, highest number
of agents that you brought toTango.
I'll probably win that.
That's probably my own award.
I'll win every year.
I think they just made that for
me.
(02:11):
So that's very cool.
Very nice of you, Tango.
If Tango people are listening,
thank you.
I've already said thank you.
But that's awesome.
But anyways, I'm going on this
trip.
And it's just cool.
I've never been on one of those.
So I'm never a big fan of that
type of stuff.
It's just never.
I don't know.
It's just not me.
It's not how I'm wired to go onstuff like that.
Right.
I have like my own friends and my
(02:31):
own things and my own family Iwant to spend time with on my
downtime.
But this will be interesting
because there's a lot of peoplenow I know and there's people from
my team growing.
And so it'll just be a different
experience.
I'm looking forward to it quite a
bit.
So, yeah, it'll be awesome.
And my whole goal of this is to goin and talk.
There's some big producers showingup.
I want to peel them away and talkto them.
(02:51):
And I want to.
Pull out some gold nuggets.
And I want to pull that out so Ican go use it over here.
And that's my whole point is Iwant to ask a lot of questions.
I want to be extremely curious.
And that's like a lot of you
should be, too, when you're doingyour thing, when you're doing your
paddleboarders have showed up,paddleboarder crew.
They're all happy.
And it's like everyone in the
morning is happy.
Everyone at night is a little
grumpier.
Everyone in the morning is a
(03:12):
little happier.
Kind of funny how that works.
I don't know.
And so that's.
You're going, if you're going toconference, you're going to MPC in
Ottawa.
If you're like, it should just be
like one or two things you'relooking to accomplish.
And I can't remember who, butthere's someone that he does this
on conferences he goes to.
And I thought it was really
interesting content.
And it was, he'll go in because a
lot of times you go to theseconferences and you watch eight
(03:37):
things, eight people to speak, andyou write down your page of notes,
your two pages of notes.
And then like, you don't do
anything.
with it.
You're like, Oh, that's cool.
It's kind of like just listening
to a podcast.
And sometimes you listen, it's
entered, it's more entertainmentthan it is you bettering your
business.
But you go there with the illusion
to these things, these one daysummits and the thing here and the
illusion of I'm going to better mybusiness and hear all these
(03:59):
things.
But it's more it's let's just call
it what it is.
It's entertainment for you in the
moment.
And for some of you, it's a reason
to not go do the things in yourbusiness.
Because you feel like you'rebettering your business by going
there, yet really what wouldbetter your business if you lock
yourself in the room and mine yourdatabase?
Call the people.
That would be way better off doing
that than going to a one -daysummit.
So call it what it is.
(04:19):
I'm going for entertainment around
mortgage -related things.
But what this guy does is he goes
in, and when he hears one thing,like the gold nugget, the thing
that he went there for.
He then leaves.
He's like, I got my one thing.
And then he goes and executes it.
And if it's a day, two, three, hewill go and execute it and then
(04:42):
come back.
He'll go to the hotel room or go
to the conference area with hiscomputer and go put it in play
right away.
Because speed kills in anything in
life.
Speed, speed, speed.
The faster you can get toexecuting things, the better.
The quicker you learn new.
iterations of it, new versions of
it.
It's just like it gets that
flywheel spinning so fast.
But the slower you go, and it's
(05:04):
always like, I'll do it on Monday.
I'll do it on January 1st.
I'll do it after the holidays.
I'll do it then.
I'll do it at two tomorrow.
Why not now?
Why not now?Anything you have in your brain
right now.
This is me talking to you.
This isn't what the podcast isabout.
Anything I'm talking to you aboutright this second or anything you
(05:26):
have in your mind right thissecond.
Why don't you just do it now?Like, hey, honey, can you take the
kids?I'm going to go do this.
Hey, like whatever excuse you wantto put in there, because we all
have excuses.
And a lot of us have a lot of
excuses.
Just go do it now.
There's like, why?Why not now?
(05:49):
That's my, a big pet peeve ofmine.
Like waiting so long for things tohappen.
I never, cause it's just like, ah,a week goes by.
Like even this, if I, do you getgold off of one of these podcasts?
If I say something like shut thepodcast off and go do it.
What are you waiting for?Something that's better than that
(06:11):
thing.
You can always come back and pick
it up halfway through.
So if I say one thing.
like a technical thing whereyou're like, okay, yeah, I want to
go, like, pause, go do, execute,unless you're in entertainment
mode, which I totally get and Ican respect.
But let's call it that.
Okay, I get my mortgage
entertainment here fromconferences and podcasts and
summits and blah, blah, blah, thefluffy stuff.
(06:32):
And over here is when theexecution stuff, right?
Because really, everything youwant in your business.
You know the answers to things.
I coach every day, hours and hours
every day.
I coach one -to -many, one -to
-one.
And a lot of it's explaining new
things.
of it's explaining new things.
Probably 25 % of it's explainingnew things.
(06:54):
75 % of it is just remindingpeople about the things.
That's what it is.
And that's what coaching is.
It's not like I'm like, oh, I'mdoing some new form of coaching.
That's literally what coaching is.
A lot of the times, you know the
answers.
And especially in a sales -based
(07:14):
business, which that's what weare, 100 % commission, sales
-based business.
It's like there's a whole sales
component.
A lot of that's just the basic
shit.
Tell people what you do.
Follow up with people.
Ask questions.
Ask for help.
Ask if people need things.
Align yourself with partners thatcan introduce you to people.
Get some leverage.
Center of influence.
Referral partners.
Build a brand.
It's 101 sales.
(07:35):
It doesn't matter.
You can just... slot mortgages in,you can slot photocopiers in, you
can slot freaking roofing andyou're a roofing salesperson.
It's all the same stuff.
We try to like make it seem
crazier than it is and then harderthan it is because it's financial
advice.
And it's like, no, it's getting
people to like, love, trust youand following up with them.
(07:56):
I call it doing the obvious,right?
Do the obvious.
If all you did in life was the
obvious.
you would be winning in personal
and business.
If you just went around, woke up
every day and you did the obvious,you were nice to people because
that's the obvious thing youshould do.
You followed up with the personthat you saw yesterday and had a
(08:18):
great coffee with.
Hey, that was awesome meeting you
yesterday or the coffee we had.
Love it.
Love the point when you said thisor that.
Anyways, I thought that was great.
Enjoy the rest of your week.
That's an obvious thing.
You pre -approve someone, you tell
them they're pre -approved inwhatever format, and then you
(08:39):
follow up with them.
And then you follow them again.
And you follow them again.
And then even on pre -approvals,
when you get their email, you putit in your master list.
And then the obvious is you marketto it all the time.
If you just walked around all daydoing obvious things that are
sitting out there.
where you're like, oh, I email my
(09:01):
clients a lot and I text them andI call them all the time and I
focus on my database first beforeanything else.
And it's like, yeah, okay, cool.
Like, what do you want to award
for that?That's what you do, right?
But a lot of us don't even dothat.
We don't do the obvious.
We try to go create the new thing,
(09:22):
okay?But anyways, that's not what I
want to talk about today.
I'm going to talk about after this
podcast is sponsored by Americana.
Oh, that's pretty good.
That's a good one.
First sip of the day.
So we got to take another one.
Sponsorship, they're paying a lot
for this.
Oh yeah, they're going to get some
couple more shout outs.
Okay, so I'm going to talk about
(09:44):
what I believe is a critical skillas a mortgage broker.
And what I would say is one of themost important things you can do
or you need to have, you need tofigure out.
It's a skill set, but it's moreimportant than that.
It's like critical that you havethis.
And some of you have it, some ofyou don't.
And if you don't have it, it'sgoing to be a lot harder, 10 times
(10:06):
harder being a mortgage broker.
10 times harder.
Before we get into that, and thatwasn't a cliffhanger on purpose,
but before we get into that, theother skill, you're like, maybe
what's the number one thing?Well, number one thing you need is
consistency.
That's just with anything.
That is the number one skill justin life, I think.
But it also transforms.
(10:27):
Like consistency with your health,
consistency like personal stuff,consistency business.
If you're just consistent withthings, you win.
And that goes right in line.
There's a lot of overlap here with
do the obvious.
Do the obvious.
Just stop.
Just slow down.
Put your patience pants on forwhere you're at in your business
and where you think you should be.
Stop comparing yourself to other
(10:47):
people.
Look around, do the obvious, lock
yourself in a room with nodistractions and do the obvious
and just be consistent.
And a lot of you listening are
crushing that part because youreach out and we talk.
And I'm like, yeah, and I knowthis is awesome.
Good.
They're like, yeah, just do this.
And I'm like, yeah, it's notrocket science.
(11:09):
It's not rocket science.
It's not.
Make it really complicated, butit's not.
Right.
Tell people what you do.
I like to boil things down to thesimplest thing.
OK, let's get back to what thebiggest critical skill.
And I was really good at this, butit took me a while to get there.
Took me years.
But I realized I was like, wow.
(11:29):
And it is setting expectations.
And you might be like, what does
that mean?Or, yeah, totally, Ryan, get it.
No, no, no. If you just said that,then you don't get it.
Setting expectations.
Your job is a mortgage broker.
It's extremely stressful.
It's not hard.
Do not use the word hard.
If you use the word hard to
explain being a mortgage broker orbuilding your business, you should
(11:51):
redefine your terms because that'snot your vocabulary is off there
or your definitions of words isoff.
This is not a hard business.
It's a stressful business.
Sure.
100%.
I'll say that.
There's a lot of people.
If you wear 10 different hats andsome of you shouldn't, you should
be wearing three.
And you outsource and hire other
people to do the other stuff.
So you're wearing too many hats.
(12:11):
But when stuff goes, when it'sawesome, it's like, cool, you
don't get the recognition.
It's kind of like being a mom,
right?Things go awesome.
You don't get the recognitionuntil Mom's Day.
And then even that, it's kind oflike, hey.
But like, like daily things,right?
It's, you know, you're doingthings and it's not people aren't
super grateful.
And that's being apparent, I
think, in general, but mom's evenworse.
(12:34):
For some reason, that's just theway it rolls.
Because moms are, you know, doinga lot of stuff.
Invaluable people.
This podcast brought to you by
Americana.
So let me just get right back to
saying expectations.
It is so important.
And I'll give you some examples.
And so, and my, my wife said this,
she's like, cause we, when sheworked with fulfillment, we were
(12:56):
in the same office together andshe's like, literally our desks
are back and is kind of fineduring COVID.
She's like, Oh, you're that guy.
You're that guy.
Cause she got to hear all my workcalls.
Right.
Even more so then, cause you just,
nobody was out anywhere.
So she was in the office a lot
more.
Um, but it's funny.
That's it.
Side story I won't bring up, but
it's just funny.
She can finish my sentences on the
(13:17):
call.
I turn around, I'm on calls, and
she's like mouthing the wordsyou're going to say.
This is how I get paid and blah,blah, blah.
And this is what I bring to thetable.
Can I count on you for yourcommitment to work together?
(13:39):
It's kind of funny.
Yeah, it was pretty funny.
But there's a level of execution.
that is needed to setting
expectations with everybody.
You need this.
And my wife used to tell me, she'slike, you're so good at it.
She's like, how do you do it?Like there's five days of
financing and you are three daysin and you haven't heard back from
the lender.
And I'm telling people, don't
worry, I got you.
(13:59):
Like, I got you.
And I would tell this to people.
I'm like, hey, I'm not going to
let this go.
Closing dates coming up in seven
days.
Instructions haven't been sent.
They're still reviewing downpayment docs.
We all know this.
That hasn't changed.
That's then and now it's all thesame.
And just like, but you tell themlike you're cool as a cucumber and
they, and I'm like, well, what'sthe upside of me stressing
(14:20):
everybody out?Right.
There's certain times where I'mgoing to have to set their
expectations and I'll get intothat.
But.
A lot of times it's just I need
them to leave that call with fullconfidence because if I stress
them out, now all of a sudden thatperson, A, they could go look
elsewhere in no specific order.
(14:41):
B, they're going to take that
stress back to their family andthey're going to not show up and
be present for their kid.
Their kids could suffer.
So I want to take on all thepressure.
I got this.
I'm not telling them if things
aren't good, I'm not telling themthings are good.
I'm just telling them I got it.
We are good.
Even though behind the scenes, I'manswering 12 questions to the
(15:01):
lenders, going back and forth.
They haven't sent instructions.
Everyone's freaking out.
It's all stressful.
It's a gong show.
Why would I even tell them any of
that?What is my upside?
Right?What is my upside?
So I don't.
So I would take all that in
internally.
And that was something I did
really, really well in my careeras well as set expectations with
everybody.
I've got set expectations with the
(15:23):
lender.
with the client, with the referral
partner, with people in myhousehold, right?
And a lot of you, I don't thinkyou're doing this.
I don't think you're really goodat setting expectations and
letting people know they have goodnews, bad news.
So if news comes in, it's not goodnews.
We need documents and we're a weekforeclosing.
I need to go back to the client.
The client thought we were broker
complete and I thought we werebroke complete and the lender
(15:44):
throws us a curve ball.
What do you do?
Well, I use the good news, badnews.
And I use this with my kids.
I just went through this with my
kids.
I'm going to explain the story and
then I'll tell you how I use itwith clients.
It's the same thing now.
My kids got picked to play
represent Canada in a PSG soccerNorth America Cup in Orlando,
(16:06):
Florida.
Both kids, two different teams,
two age groups.
So we're going.
That's in like a couple of weeks.
That's going to be freaking
awesome.
We're going to see Messi play with
Inter Miami.
We're going to go to Disney World.
It's going to be like a big 11 daytrip we're turning into.
It's awesome.
And then there's like a five day.
thing with here phenomenal greatso we let the kids know we got the
(16:28):
email let the kids know blah blahblah blah the day later we get the
email going oh yeah one of yourkids isn't playing anymore because
a couple players dropped out weonly want to go with a super
competitive team we don't want toslot in other people unless
they're really good uh so sorrywe're not sending that team it's
like oh punch to the gut thispodcast brought to you by
americano punch to the gut So nowI have to go unwind that with one
of the kids.
(16:48):
And so I start the conversation.
I have both with me in the car.
Same thing I do with clients.
Hey, guys, I have good news and Ihave bad news.
The good news is we're still goingon the trip, the 11 -day trip to
Miami, Orlando.
We're going.
We're going to still watch Messiplay with InterMiami.
We're still going to go to theDisney World.
World.
I get them screwed up, Landon
(17:09):
World, because not my jam, DisneyWorld.
And one of you is still going toplay in the tournament.
They've come back and canceled,blah, blah, blah, but only one of
you is going to play.
So I'm going to tell you who it
is, but I need you both to agreewithout knowing which one it is
that this is how I handled thefamily thing, that that's okay
with you.
And you still want to go.
(17:30):
And if either one of you says, no,I don't want to go, then we just
shut it all down for both of you.
Or one of you just doesn't go and
one parent goes.
Anyways.
And then we tell them, but it'sgood news, bad news.
So we still get all this.
So a client needs the paperwork.
So I go, hey, call the client up.
(17:51):
I have good news.
I have bad news.
The good news is we still have the
approval.
We still have the awesome interest
rate.
The lender still is going to close
on time next week.
The funds are all there.
No issue there.
We're still humming along and I'm
(18:13):
still going to help you throughthe process.
I'm still going to be there withyou after this closes.
The bad news is this got caught inthe last second audit.
Another set of eyes got put on thefile and they want to see this.
Or they want to see that.
Or I'll just donate.
They miss this.
Usually, I put it on the last
second audit.
And blah, blah, blah.
And when I frame it that way, Iframe with all the good things,
the good news, bad news.
So I'm setting expectations there.
I'm setting expectations on whenpeople are coming to me and
(18:34):
they're going, hey, I got a COF offive days.
I'm like, cool.
I'm just letting you know, we're
not going to hear until the fifthday.
So you can reach out to me on dayone, can reach out to me on day
one, two, and three, if you like.
I'm not going to have an answer
until the fifth day, fourth orfifth day.
But that's why we have five days,right?
It's kind of why you take pillswhen a doctor gives you seven days
(18:56):
of pills.
You don't go, hey, I feel better
now.
The thing's gone.
So I don't have to take theseother pills.
Like, no, you have to take it all.
Like, let's go to the whole thing.
Like, that's the whole point ofit.
Seven days of pills, antibiotics,right?
So same concept with COFs.
Same thing with the referral
partners.
I'm always setting expectations.
Hey, that client you sent me wasawesome.
Thank you so much.
Had a call with them.
I'm not sure I would show themmore properties if I was you right
(19:19):
now.
I'm just letting you know that.
I had a couple of questions forthem, simple ones.
They couldn't answer them.
I am asking them for paperwork.
We'll see if they send thatpaperwork.
And if they don't, I don't know ifthey're wasting your time or not.
And so I'm just letting you know.
That kind of stuff.
Honey or whoever, whatever in yourhousehold.
The business isn't where I want tobe.
I realize I need to focus a lotmore.
I mean, working from home, it'sreally hard to focus.
(19:40):
I get pulled into thingsnaturally.
I'm talking to the HVAC guy whoshows up.
I'm getting the deliveries fromhere.
The dogs are barking.
I'm getting pulled into kids
things that when they get homefrom school, I'm prepping dinner
in the morning.
I'm like, it's just like it can be
you can lose focus working fromhome way easier than if you're in
an office.
And I'm just letting you know to
where we want the business to go,where because we both agree we
(20:04):
want to go here.
I need to be on and I need so I
need some help with the familyresponsibilities.
I've done this all the time in thehousehold.
But I need the family to be on.
I need to set the expectations.
I will go do this and you do this.
And then we get to where we want
to go.
But I need to frame it with like
the goal is, hey, we want to earn$300 ,000 a year from as a
(20:26):
mortgage broker.
And right now I'm at 100.
And I've been doing this for eightyears.
This isn't me.
I'm just saying like in general, I
want to get to that.
And I think you agree.
Like if I got that, that wouldchange our lives.
Like maybe you could even stopworking or work less.
(20:48):
And so, but to do that, I needthis.
I can't be involved with this,this, this, but on my end of the
bargain is I will get us there.
But that's setting the
expectations, right?Setting the expectations that,
hey, money isn't coming in as muchas we thought it was.
And so I had a rough couple ofmonths and it's like, okay.
And then owning it, I had a roughcouple of months because I
(21:09):
actually wasn't putting in all thework I should have been putting
in.
Because it's never the market's
fault.
It's never the lender's fault.
It's never the market's fault.
It's like everything's on you.
People are crushing mortgagesright now, like crushing them.
I could give you so many storiesof agents having their best year
right now.
So what's the excuse?
It's a you thing.
It's not your brokerage.
It's not your team.
It's not the market, the interest
(21:30):
rates, the real estate market, theeconomy, the lenders.
It's none of that.
You have to figure this shit out,
man.
It's you.
You can use those other things asexcuses, but oh my God, my kids
come to me with that?I'm like, who do you think you're
talking to right now?You're telling me that you're not
where you want to be over herebecause of this.
And it's never your fault.
It's always someone else's.
Right?We have these conversations in the
(21:52):
house.
And I have them with the kids.
And I'm like, everything thathappens to you, majority, it's
you.
You control how you look at it,
your perspective on it.
What are we going to do now?
Are we going to bitch about it?Or are we going to go find a
solution?I want solutions.
Give me solutions.
Don't show up and bitch about
(22:12):
stuff.
Because you've just lost 10
minutes of your life.
You're in a different mental
state.
It bleeds into other areas.
It's just like, stop.
Go. On to the next.
Yeah, that sucked.
On to the next.
I lost a deal.
What did I learn from it?
It's my fault.
X, Y, and Z, the clients.
(22:34):
No, the client fucked me over andthey left me and they went to RBC
last second.
Yeah, guess what?
That's on you.
And why is that on you?
Because you didn't figure outtheir biggest pain point and you
didn't go solve the pain point.
(22:55):
You just thought you being around,
being nice.
Hey, I got you.
They're past clients.
They'll work with me again.
Like you took a lot of things forgranted there.
And obviously there's other thingsthere, but it's always your fault.
It is.
Right or wrong, it is your fault.
But most of the times it is.
Sometimes people are just complete
(23:16):
assholes and catch you off guardin life and sure, get it.
But majority of things you havecontrol, they're your fault.
So back to setting expectations.
To me, it's like the biggest thing
you can do in your businessoutside of like sales and
marketing.
It's like handling that and like
with the lender as well.
(23:36):
Right?
Because sometimes you have filesin at two lenders.
Yeah, I know you do.
Some of you do.
And that's fine.
I'm the believer of, I do what's
in the best interest for theclient.
And the partners, the lenders aremy partners and I need them.
Without them, I can't broker, butthey're number two.
(23:57):
So my biggest relationship is withthe client because I tell them
that and that's what I do.
Number two is with the lender.
So sometimes I need to play twolenders.
I have to.
I'll set the expectations there.
Right?And I'll be up front and I'll,
with some of my partners.
The ones where I have the good
relationships with.
But I'm setting expectations
everywhere around me.
Hey, I can't get this today, but
(24:20):
I'm going to get you tomorrow.
A lead comes in.
Hey, I saw your lead come in.
And let's say you don't have a
templated email.
Hey, I just saw it.
I'm running around with the kidsor whatever.
I'll get to you first thing in themorning.
Hey, I noticed the documents camein.
Can't review them today, but wewill review them by noon tomorrow
and get back to you.
(24:40):
Like if someone sends you, you're
all over them and then theyfinally send in the T4s and then
they don't, it just goes into likeno man's land and they don't hear
back from you.
Just acknowledge you got the T4s.
Acknowledge you got the T1generals and you're going to
review them in the morning.
(25:01):
Once again, do the obvious.
Also setting expectations on whenthey're going to hear back from
you.
So I have to start driving now
because I have kids going in a...
Three and three basketball
tournament and they're waking upshortly.
So I have to go back and feed themand get them to the tournament.
So we will finish this podcast onthe drive home because guess what?
Our studio has wheels.
Best studio ever, right?
What other podcasts?Joe Rogan can't do this.
(25:22):
Joe Rogan's stuck in a room,right?
He can't drive around.
Pretty cool.
Our studio just floats around.
Sponsorship, Dodge should give me
a sponsorship.
They really should.
Dodge Ram should.
Maybe I'll approach them next.
Still waiting on Starbucks to getback to me.
Sent in a couple of letters.
We'll get something there.
So expectations, it's a big thingyou need to have, right?
And a lot of you just aren't goodat it or you're just not putting
(25:45):
enough thought into it and you'renot putting it as a priority, but
just turning when something comesin in the moment, right?
I need to like look around and beextremely proactive.
Who needs to know thisinformation?
And why?And I'm going to set their
expectation because the worstthing in the world is when the
commission comes in for the monthand it's not always supposed to be
in the family suffers.
Or when you get down to day five
(26:05):
of a COF, where it was alwaysgoing to be day five, even if you
think you're going to hearsomething back in day two.
Tell them it's going to be dayfour or five, but not to worry.
This is normal.
Lenders are extremely backed up.
I've looked at your file.
We pulled your credit.
I've looked at your income.
Covenant looks great.
It's only the home that's inquestion and they're going to get
(26:29):
to it.
We have the five days.
I've told them the five days.
They've agreed to take the file
on, but we're not going to knowuntil day four or five.
All right.
And then it comes in day two.
Oh, superstar.
You look like a superstar.
Yeah.
Comes in day four or five.
(26:49):
Cool as a cucumber.
That's what he said.
That's what's going on.
They're still a little stressed
out, but they're way less stressedout.
Just letting you know, we'rebroker complete.
But the lenders have last secondaudits.
lenders have last second audits.
Not saying ours is going to get
caught up, but I'm saying we arebroker complete.
We've satisfied all theconditions.
We're good right now.
We should be good.
but they might come back and askfor something.
(27:11):
And that's just that we have toroll with it.
So I'm just letting you know,whoa, have any of you done that?
Seriously?Like that was just normal practice
over here.
Like it's not broker complete, go
celebrate.
It is that, but it's also, hey,
this could happen.
And it's happened with previous
clients.
I'm just letting you know.
Okay.
So then when it happens, if it
(27:31):
doesn't happen, Guess what?Superstar!
If it does happen, guess what?Oh yeah, Ryan already said that.
That's cool.
Same thing with referral partners.
I'm doing the exact same thing.
I'm letting them know.
Communication, communication,communication, communication.
But I'm being extremely proactiveon it, right?
So that's it, kids.
I always wanted to get into that,
this podcast.
I didn't want it to be this long.
Sorry about that.
I like keeping these around the 20
-minute mark.
(27:51):
That's it, kids.
enjoy your week or weekendwhenever this thing comes out not
sure when um good luck to my kidsin the three on three and yeah
that's it peace out everyone
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers,
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
Good morning.
Welcome to the Mortgage GamePodcast.
West Coast whiteboard, Wiley inthe house.
I don't know if I'm going to pickone of those.
I might just get rid of West Coastat some point and then go with
whiteboard.
(00:48):
It is, there is a six on the clock
and I'm at the beach, Dodge RamStudio coming to you live.
And there's people water skiing.
which is why I love Kelowna.
That's just what I get to see.
That's pretty cool.
People cutting the waves up outthere.
Love it.
So I'm going on, before I get into
(01:09):
what we're talking about today,I'm going on a work trip, I guess
you could say.
It's like an awards trip.
You know those trips where theypick the top producers in that and
then they pull names out of a hatfor other lenders and they support
things.
And there's 130 of us going with
Tango.
We're going to a Soyuz, which is
like the desert of Canada.
Wine Capital.
Lots of awesome things are inthere.
(01:29):
Beach Olympics and go -karting andspa.
And there's some business stuffwe're doing.
There's like a bunch of stuff.
It's like a Friday thing.
Anyways, the whole point of mesaying this is I've never been on
a work trip.
I've never won anything on a work
trip.
And I did a bunch of mortgages.
But I never won anything.
And I think this made a category
(01:51):
up for me for this.
Because I don't do mortgages now.
Right?They're like, hey, Ryan, you won.
I'm like, for what?And they're like, highest number
of agents that you brought toTango.
I'll probably win that.
That's probably my own award.
I'll win every year.
I think they just made that for
me.
(02:11):
So that's very cool.
Very nice of you, Tango.
If Tango people are listening,
thank you.
I've already said thank you.
But that's awesome.
But anyways, I'm going on this
trip.
And it's just cool.
I've never been on one of those.
So I'm never a big fan of that
type of stuff.
It's just never.
I don't know.
It's just not me.
It's not how I'm wired to go onstuff like that.
Right.
I have like my own friends and my
(02:31):
own things and my own family Iwant to spend time with on my
downtime.
But this will be interesting
because there's a lot of peoplenow I know and there's people from
my team growing.
And so it'll just be a different
experience.
I'm looking forward to it quite a
bit.
So, yeah, it'll be awesome.
And my whole goal of this is to goin and talk.
There's some big producers showingup.
I want to peel them away and talkto them.
(02:51):
And I want to.
Pull out some gold nuggets.
And I want to pull that out so Ican go use it over here.
And that's my whole point is Iwant to ask a lot of questions.
I want to be extremely curious.
And that's like a lot of you
should be, too, when you're doingyour thing, when you're doing your
paddleboarders have showed up,paddleboarder crew.
They're all happy.
And it's like everyone in the
morning is happy.
Everyone at night is a little
grumpier.
Everyone in the morning is a
(03:12):
little happier.
Kind of funny how that works.
I don't know.
And so that's.
You're going, if you're going toconference, you're going to MPC in
Ottawa.
If you're like, it should just be
like one or two things you'relooking to accomplish.
And I can't remember who, butthere's someone that he does this
on conferences he goes to.
And I thought it was really
interesting content.
And it was, he'll go in because a
lot of times you go to theseconferences and you watch eight
(03:37):
things, eight people to speak, andyou write down your page of notes,
your two pages of notes.
And then like, you don't do
anything.
with it.
You're like, Oh, that's cool.
It's kind of like just listening
to a podcast.
And sometimes you listen, it's
entered, it's more entertainmentthan it is you bettering your
business.
But you go there with the illusion
to these things, these one daysummits and the thing here and the
illusion of I'm going to better mybusiness and hear all these
(03:59):
things.
But it's more it's let's just call
it what it is.
It's entertainment for you in the
moment.
And for some of you, it's a reason
to not go do the things in yourbusiness.
Because you feel like you'rebettering your business by going
there, yet really what wouldbetter your business if you lock
yourself in the room and mine yourdatabase?
Call the people.
That would be way better off doing
that than going to a one -daysummit.
So call it what it is.
(04:19):
I'm going for entertainment around
mortgage -related things.
But what this guy does is he goes
in, and when he hears one thing,like the gold nugget, the thing
that he went there for.
He then leaves.
He's like, I got my one thing.
And then he goes and executes it.
And if it's a day, two, three, hewill go and execute it and then
(04:42):
come back.
He'll go to the hotel room or go
to the conference area with hiscomputer and go put it in play
right away.
Because speed kills in anything in
life.
Speed, speed, speed.
The faster you can get toexecuting things, the better.
The quicker you learn new.
iterations of it, new versions of
it.
It's just like it gets that
flywheel spinning so fast.
But the slower you go, and it's
(05:04):
always like, I'll do it on Monday.
I'll do it on January 1st.
I'll do it after the holidays.
I'll do it then.
I'll do it at two tomorrow.
Why not now?
Why not now?Anything you have in your brain
right now.
This is me talking to you.
This isn't what the podcast isabout.
Anything I'm talking to you aboutright this second or anything you
(05:26):
have in your mind right thissecond.
Why don't you just do it now?Like, hey, honey, can you take the
kids?I'm going to go do this.
Hey, like whatever excuse you wantto put in there, because we all
have excuses.
And a lot of us have a lot of
excuses.
Just go do it now.
There's like, why?Why not now?
(05:49):
That's my, a big pet peeve ofmine.
Like waiting so long for things tohappen.
I never, cause it's just like, ah,a week goes by.
Like even this, if I, do you getgold off of one of these podcasts?
If I say something like shut thepodcast off and go do it.
What are you waiting for?Something that's better than that
(06:11):
thing.
You can always come back and pick
it up halfway through.
So if I say one thing.
like a technical thing whereyou're like, okay, yeah, I want to
go, like, pause, go do, execute,unless you're in entertainment
mode, which I totally get and Ican respect.
But let's call it that.
Okay, I get my mortgage
entertainment here fromconferences and podcasts and
summits and blah, blah, blah, thefluffy stuff.
(06:32):
And over here is when theexecution stuff, right?
Because really, everything youwant in your business.
You know the answers to things.
I coach every day, hours and hours
every day.
I coach one -to -many, one -to
-one.
And a lot of it's explaining new
things.
of it's explaining new things.
Probably 25 % of it's explainingnew things.
(06:54):
75 % of it is just remindingpeople about the things.
That's what it is.
And that's what coaching is.
It's not like I'm like, oh, I'mdoing some new form of coaching.
That's literally what coaching is.
A lot of the times, you know the
answers.
And especially in a sales -based
(07:14):
business, which that's what weare, 100 % commission, sales
-based business.
It's like there's a whole sales
component.
A lot of that's just the basic
shit.
Tell people what you do.
Follow up with people.
Ask questions.
Ask for help.
Ask if people need things.
Align yourself with partners thatcan introduce you to people.
Get some leverage.
Center of influence.
Referral partners.
Build a brand.
It's 101 sales.
(07:35):
It doesn't matter.
You can just... slot mortgages in,you can slot photocopiers in, you
can slot freaking roofing andyou're a roofing salesperson.
It's all the same stuff.
We try to like make it seem
crazier than it is and then harderthan it is because it's financial
advice.
And it's like, no, it's getting
people to like, love, trust youand following up with them.
(07:56):
I call it doing the obvious,right?
Do the obvious.
If all you did in life was the
obvious.
you would be winning in personal
and business.
If you just went around, woke up
every day and you did the obvious,you were nice to people because
that's the obvious thing youshould do.
You followed up with the personthat you saw yesterday and had a
(08:18):
great coffee with.
Hey, that was awesome meeting you
yesterday or the coffee we had.
Love it.
Love the point when you said thisor that.
Anyways, I thought that was great.
Enjoy the rest of your week.
That's an obvious thing.
You pre -approve someone, you tell
them they're pre -approved inwhatever format, and then you
(08:39):
follow up with them.
And then you follow them again.
And you follow them again.
And then even on pre -approvals,
when you get their email, you putit in your master list.
And then the obvious is you marketto it all the time.
If you just walked around all daydoing obvious things that are
sitting out there.
where you're like, oh, I email my
(09:01):
clients a lot and I text them andI call them all the time and I
focus on my database first beforeanything else.
And it's like, yeah, okay, cool.
Like, what do you want to award
for that?That's what you do, right?
But a lot of us don't even dothat.
We don't do the obvious.
We try to go create the new thing,
(09:22):
okay?But anyways, that's not what I
want to talk about today.
I'm going to talk about after this
podcast is sponsored by Americana.
Oh, that's pretty good.
That's a good one.
First sip of the day.
So we got to take another one.
Sponsorship, they're paying a lot
for this.
Oh yeah, they're going to get some
couple more shout outs.
Okay, so I'm going to talk about
(09:44):
what I believe is a critical skillas a mortgage broker.
And what I would say is one of themost important things you can do
or you need to have, you need tofigure out.
It's a skill set, but it's moreimportant than that.
It's like critical that you havethis.
And some of you have it, some ofyou don't.
And if you don't have it, it'sgoing to be a lot harder, 10 times
(10:06):
harder being a mortgage broker.
10 times harder.
Before we get into that, and thatwasn't a cliffhanger on purpose,
but before we get into that, theother skill, you're like, maybe
what's the number one thing?Well, number one thing you need is
consistency.
That's just with anything.
That is the number one skill justin life, I think.
But it also transforms.
(10:27):
Like consistency with your health,
consistency like personal stuff,consistency business.
If you're just consistent withthings, you win.
And that goes right in line.
There's a lot of overlap here with
do the obvious.
Do the obvious.
Just stop.
Just slow down.
Put your patience pants on forwhere you're at in your business
and where you think you should be.
Stop comparing yourself to other
(10:47):
people.
Look around, do the obvious, lock
yourself in a room with nodistractions and do the obvious
and just be consistent.
And a lot of you listening are
crushing that part because youreach out and we talk.
And I'm like, yeah, and I knowthis is awesome.
Good.
They're like, yeah, just do this.
And I'm like, yeah, it's notrocket science.
(11:09):
It's not rocket science.
It's not.
Make it really complicated, butit's not.
Right.
Tell people what you do.
I like to boil things down to thesimplest thing.
OK, let's get back to what thebiggest critical skill.
And I was really good at this, butit took me a while to get there.
Took me years.
But I realized I was like, wow.
(11:29):
And it is setting expectations.
And you might be like, what does
that mean?Or, yeah, totally, Ryan, get it.
No, no, no. If you just said that,then you don't get it.
Setting expectations.
Your job is a mortgage broker.
It's extremely stressful.
It's not hard.
Do not use the word hard.
If you use the word hard to
explain being a mortgage broker orbuilding your business, you should
(11:51):
redefine your terms because that'snot your vocabulary is off there
or your definitions of words isoff.
This is not a hard business.
It's a stressful business.
Sure.
100%.
I'll say that.
There's a lot of people.
If you wear 10 different hats andsome of you shouldn't, you should
be wearing three.
And you outsource and hire other
people to do the other stuff.
So you're wearing too many hats.
(12:11):
But when stuff goes, when it'sawesome, it's like, cool, you
don't get the recognition.
It's kind of like being a mom,
right?Things go awesome.
You don't get the recognitionuntil Mom's Day.
And then even that, it's kind oflike, hey.
But like, like daily things,right?
It's, you know, you're doingthings and it's not people aren't
super grateful.
And that's being apparent, I
think, in general, but mom's evenworse.
(12:34):
For some reason, that's just theway it rolls.
Because moms are, you know, doinga lot of stuff.
Invaluable people.
This podcast brought to you by
Americana.
So let me just get right back to
saying expectations.
It is so important.
And I'll give you some examples.
And so, and my, my wife said this,
she's like, cause we, when sheworked with fulfillment, we were
(12:56):
in the same office together andshe's like, literally our desks
are back and is kind of fineduring COVID.
She's like, Oh, you're that guy.
You're that guy.
Cause she got to hear all my workcalls.
Right.
Even more so then, cause you just,
nobody was out anywhere.
So she was in the office a lot
more.
Um, but it's funny.
That's it.
Side story I won't bring up, but
it's just funny.
She can finish my sentences on the
(13:17):
call.
I turn around, I'm on calls, and
she's like mouthing the wordsyou're going to say.
This is how I get paid and blah,blah, blah.
And this is what I bring to thetable.
Can I count on you for yourcommitment to work together?
(13:39):
It's kind of funny.
Yeah, it was pretty funny.
But there's a level of execution.
that is needed to setting
expectations with everybody.
You need this.
And my wife used to tell me, she'slike, you're so good at it.
She's like, how do you do it?Like there's five days of
financing and you are three daysin and you haven't heard back from
the lender.
And I'm telling people, don't
worry, I got you.
(13:59):
Like, I got you.
And I would tell this to people.
I'm like, hey, I'm not going to
let this go.
Closing dates coming up in seven
days.
Instructions haven't been sent.
They're still reviewing downpayment docs.
We all know this.
That hasn't changed.
That's then and now it's all thesame.
And just like, but you tell themlike you're cool as a cucumber and
they, and I'm like, well, what'sthe upside of me stressing
(14:20):
everybody out?Right.
There's certain times where I'mgoing to have to set their
expectations and I'll get intothat.
But.
A lot of times it's just I need
them to leave that call with fullconfidence because if I stress
them out, now all of a sudden thatperson, A, they could go look
elsewhere in no specific order.
(14:41):
B, they're going to take that
stress back to their family andthey're going to not show up and
be present for their kid.
Their kids could suffer.
So I want to take on all thepressure.
I got this.
I'm not telling them if things
aren't good, I'm not telling themthings are good.
I'm just telling them I got it.
We are good.
Even though behind the scenes, I'manswering 12 questions to the
(15:01):
lenders, going back and forth.
They haven't sent instructions.
Everyone's freaking out.
It's all stressful.
It's a gong show.
Why would I even tell them any of
that?What is my upside?
Right?What is my upside?
So I don't.
So I would take all that in
internally.
And that was something I did
really, really well in my careeras well as set expectations with
everybody.
I've got set expectations with the
(15:23):
lender.
with the client, with the referral
partner, with people in myhousehold, right?
And a lot of you, I don't thinkyou're doing this.
I don't think you're really goodat setting expectations and
letting people know they have goodnews, bad news.
So if news comes in, it's not goodnews.
We need documents and we're a weekforeclosing.
I need to go back to the client.
The client thought we were broker
complete and I thought we werebroke complete and the lender
(15:44):
throws us a curve ball.
What do you do?
Well, I use the good news, badnews.
And I use this with my kids.
I just went through this with my
kids.
I'm going to explain the story and
then I'll tell you how I use itwith clients.
It's the same thing now.
My kids got picked to play
represent Canada in a PSG soccerNorth America Cup in Orlando,
(16:06):
Florida.
Both kids, two different teams,
two age groups.
So we're going.
That's in like a couple of weeks.
That's going to be freaking
awesome.
We're going to see Messi play with
Inter Miami.
We're going to go to Disney World.
It's going to be like a big 11 daytrip we're turning into.
It's awesome.
And then there's like a five day.
thing with here phenomenal greatso we let the kids know we got the
(16:28):
email let the kids know blah blahblah blah the day later we get the
email going oh yeah one of yourkids isn't playing anymore because
a couple players dropped out weonly want to go with a super
competitive team we don't want toslot in other people unless
they're really good uh so sorrywe're not sending that team it's
like oh punch to the gut thispodcast brought to you by
americano punch to the gut So nowI have to go unwind that with one
of the kids.
(16:48):
And so I start the conversation.
I have both with me in the car.
Same thing I do with clients.
Hey, guys, I have good news and Ihave bad news.
The good news is we're still goingon the trip, the 11 -day trip to
Miami, Orlando.
We're going.
We're going to still watch Messiplay with InterMiami.
We're still going to go to theDisney World.
World.
I get them screwed up, Landon
(17:09):
World, because not my jam, DisneyWorld.
And one of you is still going toplay in the tournament.
They've come back and canceled,blah, blah, blah, but only one of
you is going to play.
So I'm going to tell you who it
is, but I need you both to agreewithout knowing which one it is
that this is how I handled thefamily thing, that that's okay
with you.
And you still want to go.
(17:30):
And if either one of you says, no,I don't want to go, then we just
shut it all down for both of you.
Or one of you just doesn't go and
one parent goes.
Anyways.
And then we tell them, but it'sgood news, bad news.
So we still get all this.
So a client needs the paperwork.
So I go, hey, call the client up.
(17:51):
I have good news.
I have bad news.
The good news is we still have the
approval.
We still have the awesome interest
rate.
The lender still is going to close
on time next week.
The funds are all there.
No issue there.
We're still humming along and I'm
(18:13):
still going to help you throughthe process.
I'm still going to be there withyou after this closes.
The bad news is this got caught inthe last second audit.
Another set of eyes got put on thefile and they want to see this.
Or they want to see that.
Or I'll just donate.
They miss this.
Usually, I put it on the last
second audit.
And blah, blah, blah.
And when I frame it that way, Iframe with all the good things,
the good news, bad news.
So I'm setting expectations there.
I'm setting expectations on whenpeople are coming to me and
(18:34):
they're going, hey, I got a COF offive days.
I'm like, cool.
I'm just letting you know, we're
not going to hear until the fifthday.
So you can reach out to me on dayone, can reach out to me on day
one, two, and three, if you like.
I'm not going to have an answer
until the fifth day, fourth orfifth day.
But that's why we have five days,right?
It's kind of why you take pillswhen a doctor gives you seven days
(18:56):
of pills.
You don't go, hey, I feel better
now.
The thing's gone.
So I don't have to take theseother pills.
Like, no, you have to take it all.
Like, let's go to the whole thing.
Like, that's the whole point ofit.
Seven days of pills, antibiotics,right?
So same concept with COFs.
Same thing with the referral
partners.
I'm always setting expectations.
Hey, that client you sent me wasawesome.
Thank you so much.
Had a call with them.
I'm not sure I would show themmore properties if I was you right
(19:19):
now.
I'm just letting you know that.
I had a couple of questions forthem, simple ones.
They couldn't answer them.
I am asking them for paperwork.
We'll see if they send thatpaperwork.
And if they don't, I don't know ifthey're wasting your time or not.
And so I'm just letting you know.
That kind of stuff.
Honey or whoever, whatever in yourhousehold.
The business isn't where I want tobe.
I realize I need to focus a lotmore.
I mean, working from home, it'sreally hard to focus.
(19:40):
I get pulled into thingsnaturally.
I'm talking to the HVAC guy whoshows up.
I'm getting the deliveries fromhere.
The dogs are barking.
I'm getting pulled into kids
things that when they get homefrom school, I'm prepping dinner
in the morning.
I'm like, it's just like it can be
you can lose focus working fromhome way easier than if you're in
an office.
And I'm just letting you know to
where we want the business to go,where because we both agree we
(20:04):
want to go here.
I need to be on and I need so I
need some help with the familyresponsibilities.
I've done this all the time in thehousehold.
But I need the family to be on.
I need to set the expectations.
I will go do this and you do this.
And then we get to where we want
to go.
But I need to frame it with like
the goal is, hey, we want to earn$300 ,000 a year from as a
(20:26):
mortgage broker.
And right now I'm at 100.
And I've been doing this for eightyears.
This isn't me.
I'm just saying like in general, I
want to get to that.
And I think you agree.
Like if I got that, that wouldchange our lives.
Like maybe you could even stopworking or work less.
(20:48):
And so, but to do that, I needthis.
I can't be involved with this,this, this, but on my end of the
bargain is I will get us there.
But that's setting the
expectations, right?Setting the expectations that,
hey, money isn't coming in as muchas we thought it was.
And so I had a rough couple ofmonths and it's like, okay.
And then owning it, I had a roughcouple of months because I
(21:09):
actually wasn't putting in all thework I should have been putting
in.
Because it's never the market's
fault.
It's never the lender's fault.
It's never the market's fault.
It's like everything's on you.
People are crushing mortgagesright now, like crushing them.
I could give you so many storiesof agents having their best year
right now.
So what's the excuse?
It's a you thing.
It's not your brokerage.
It's not your team.
It's not the market, the interest
(21:30):
rates, the real estate market, theeconomy, the lenders.
It's none of that.
You have to figure this shit out,
man.
It's you.
You can use those other things asexcuses, but oh my God, my kids
come to me with that?I'm like, who do you think you're
talking to right now?You're telling me that you're not
where you want to be over herebecause of this.
And it's never your fault.
It's always someone else's.
Right?We have these conversations in the
(21:52):
house.
And I have them with the kids.
And I'm like, everything thathappens to you, majority, it's
you.
You control how you look at it,
your perspective on it.
What are we going to do now?
Are we going to bitch about it?Or are we going to go find a
solution?I want solutions.
Give me solutions.
Don't show up and bitch about
(22:12):
stuff.
Because you've just lost 10
minutes of your life.
You're in a different mental
state.
It bleeds into other areas.
It's just like, stop.
Go. On to the next.
Yeah, that sucked.
On to the next.
I lost a deal.
What did I learn from it?
It's my fault.
X, Y, and Z, the clients.
(22:34):
No, the client fucked me over andthey left me and they went to RBC
last second.
Yeah, guess what?
That's on you.
And why is that on you?
Because you didn't figure outtheir biggest pain point and you
didn't go solve the pain point.
(22:55):
You just thought you being around,
being nice.
Hey, I got you.
They're past clients.
They'll work with me again.
Like you took a lot of things forgranted there.
And obviously there's other thingsthere, but it's always your fault.
It is.
Right or wrong, it is your fault.
But most of the times it is.
Sometimes people are just complete
(23:16):
assholes and catch you off guardin life and sure, get it.
But majority of things you havecontrol, they're your fault.
So back to setting expectations.
To me, it's like the biggest thing
you can do in your businessoutside of like sales and
marketing.
It's like handling that and like
with the lender as well.
(23:36):
Right?
Because sometimes you have filesin at two lenders.
Yeah, I know you do.
Some of you do.
And that's fine.
I'm the believer of, I do what's
in the best interest for theclient.
And the partners, the lenders aremy partners and I need them.
Without them, I can't broker, butthey're number two.
(23:57):
So my biggest relationship is withthe client because I tell them
that and that's what I do.
Number two is with the lender.
So sometimes I need to play twolenders.
I have to.
I'll set the expectations there.
Right?And I'll be up front and I'll,
with some of my partners.
The ones where I have the good
relationships with.
But I'm setting expectations
everywhere around me.
Hey, I can't get this today, but
(24:20):
I'm going to get you tomorrow.
A lead comes in.
Hey, I saw your lead come in.
And let's say you don't have a
templated email.
Hey, I just saw it.
I'm running around with the kidsor whatever.
I'll get to you first thing in themorning.
Hey, I noticed the documents camein.
Can't review them today, but wewill review them by noon tomorrow
and get back to you.
(24:40):
Like if someone sends you, you're
all over them and then theyfinally send in the T4s and then
they don't, it just goes into likeno man's land and they don't hear
back from you.
Just acknowledge you got the T4s.
Acknowledge you got the T1generals and you're going to
review them in the morning.
(25:01):
Once again, do the obvious.
Also setting expectations on whenthey're going to hear back from
you.
So I have to start driving now
because I have kids going in a...
Three and three basketball
tournament and they're waking upshortly.
So I have to go back and feed themand get them to the tournament.
So we will finish this podcast onthe drive home because guess what?
Our studio has wheels.
Best studio ever, right?
What other podcasts?Joe Rogan can't do this.
(25:22):
Joe Rogan's stuck in a room,right?
He can't drive around.
Pretty cool.
Our studio just floats around.
Sponsorship, Dodge should give me
a sponsorship.
They really should.
Dodge Ram should.
Maybe I'll approach them next.
Still waiting on Starbucks to getback to me.
Sent in a couple of letters.
We'll get something there.
So expectations, it's a big thingyou need to have, right?
And a lot of you just aren't goodat it or you're just not putting
(25:45):
enough thought into it and you'renot putting it as a priority, but
just turning when something comesin in the moment, right?
I need to like look around and beextremely proactive.
Who needs to know thisinformation?
And why?And I'm going to set their
expectation because the worstthing in the world is when the
commission comes in for the monthand it's not always supposed to be
in the family suffers.
Or when you get down to day five
(26:05):
of a COF, where it was alwaysgoing to be day five, even if you
think you're going to hearsomething back in day two.
Tell them it's going to be dayfour or five, but not to worry.
This is normal.
Lenders are extremely backed up.
I've looked at your file.
We pulled your credit.
I've looked at your income.
Covenant looks great.
It's only the home that's inquestion and they're going to get
(26:29):
to it.
We have the five days.
I've told them the five days.
They've agreed to take the file
on, but we're not going to knowuntil day four or five.
All right.
And then it comes in day two.
Oh, superstar.
You look like a superstar.
Yeah.
Comes in day four or five.
(26:49):
Cool as a cucumber.
That's what he said.
That's what's going on.
They're still a little stressed
out, but they're way less stressedout.
Just letting you know, we'rebroker complete.
But the lenders have last secondaudits.
lenders have last second audits.
Not saying ours is going to get
caught up, but I'm saying we arebroker complete.
We've satisfied all theconditions.
We're good right now.
We should be good.
but they might come back and askfor something.
(27:11):
And that's just that we have toroll with it.
So I'm just letting you know,whoa, have any of you done that?
Seriously?Like that was just normal practice
over here.
Like it's not broker complete, go
celebrate.
It is that, but it's also, hey,
this could happen.
And it's happened with previous
clients.
I'm just letting you know.
Okay.
So then when it happens, if it
(27:31):
doesn't happen, Guess what?Superstar!
If it does happen, guess what?Oh yeah, Ryan already said that.
That's cool.
Same thing with referral partners.
I'm doing the exact same thing.
I'm letting them know.
Communication, communication,communication, communication.
But I'm being extremely proactiveon it, right?
So that's it, kids.
I always wanted to get into that,
this podcast.
I didn't want it to be this long.
Sorry about that.
I like keeping these around the 20
-minute mark.
(27:51):
That's it, kids.
enjoy your week or weekendwhenever this thing comes out not
sure when um good luck to my kidsin the three on three and yeah
that's it peace out everyone
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