October 9, 2025 • 19 mins
In this episode, I introduce a framework for success: More, Better, New. Emphasizing the need for consistent content creation and relationship building over seeking shortcuts, this focuses on core activities and improving skills rather than getting distracted by new trends or tools.
To sign up for live events and coaching, visit: www.iamryanwiley.com
What is Strategy Hub? Visit here>>> https://get.mystrategyhub.ca
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:06):
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one, is like playing a
game.
There's winners, there's losers,
there's certain things you try.
Some of us are playing checkers,
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness, so now I want to distill
(00:27):
all that information, all thethings I've learned from that, and
bring it directly to you in asimple -to -understand way.
I hope you enjoy.
All right, welcome to the Mortgage
Game Podcast.
Whiteboard Wiley in the house from
the Dodge Ram Studio down at thebeach.
This is a, it's 3 .30 in theafternoon.
This is an afternoon podcast.
(00:48):
Usually I've like, I've had like a
10 hour day by now.
And it's like, and I'm like a
little blah, but I'm going away onvacation tomorrow to Florida for
11 days with the family for someadventures.
And so I've got like, I have to goget some things.
I have to build up the podcast andI have to like, so we have it in
(01:09):
the hoppers.
That's what I'm doing.
And so I'm like, well, no bettertime than now to just go do
anything.
Don't be those people.
Don't be the people where you'relike, I'll do it Monday.
I'll do it tomorrow.
I'll do it first thing in the
morning.
I'll do it January.
I'll hit the.
hit the ground running.
I'm going to hit the groundrunning when the kids are back in
school.
Okay.
Anyways, we're not going to godown that path.
(01:29):
So we're going to chat about aconcept, a framework that I use
over and over and over again intraining.
And it's not mine.
It's from one of my favorite guys
to follow.
His name's Alex Ramosi.
Many of you probably know him.
Maybe not know him, but know of
him.
He's a legend and he has a way of
just simplifying things.
And that's why I've always taken
to what he talks about.
(01:49):
because I feel like that is one of
my superpowers.
And then he just puts different
spins on things.
And there's some frameworks I use
from his that I bring over andthere's a ton of crossover.
And I'm going to explain the storyto you.
And then we're going to talk abouta couple of random things today.
OK, but this is a very importantone because all of you do this, me
included.
I do this.
I'm still like I have to self-correct myself all the freaking
(02:10):
time on this.
And because the world is out there
to distract you.
It's set there.
Every platform you're on, they'retrillion dollar companies that are
sitting there trying to get yourattention.
Attention is the number onecommodity in the world.
It's the most valuable.
If you get people's attention, you
win.
And so a lot of people are really
good at getting your attention andyou're not good at saying no. You
(02:33):
are very good at giving them yourattention.
And then guess what suffers?Relationships, your business.
other things because you've givenyour attention to all these other
things in the world.
And so this framework I'm going to
share with you, it is the more,imagine a whiteboard where it says
more, and then there's a line andthen it's separating the word and
then it says better.
(02:54):
And then it says a line and then
it says new.
Okay.
More, better, new.
That's the framework.
And so I had this agent on theteam and she, you know.
And she's a newer agent.
We have this little incubator with
some new agents on it.
There's five or six in it and they
have an underwriting mentor.
And we don't deal with new agents,
really.
We said, hey, let's take on five
(03:14):
or six that show a ton of promisefor these reasons.
And let's put them here with amentor and let's slowly bring them
up or bring them up into TeamWiley.
And so that's a little projectwe're working on.
And so there's an agent in thereand they know.
We do our training.
They know content or
conversations.
That's what your focus is.
That's it.
The simplest world.
The reason your business is whereit's at today or not where you
want to be is because not enoughpeople know what you do.
(03:37):
Okay?I'm going to be repeating a couple
things I've said in the past here.
Not enough people know what you
do.
And so it's like, well, Ryan, what
do I do then?What do I do?
How do I get more people to knowme?
Right?Social media.
Social freaking media.
Number one.
Right.
Open starting conversations with
people.
So that's why I say content and
conversations.
That's how you get business.
So this this mortgage agent knowsthis and she's really good at
(03:58):
creating content and doing opens.
And she does all that.
And so we did our meeting.
We said, hey, we have a point
scoring system.
How many points did you get?
50. OK, she should be at 100 forthe week.
OK, got it.
What did you do?
Like what?What have you been doing?
Oh, I went and did this thing.
(04:18):
I went and got scraped real estate
agents websites off of somewhere,got 245 emails and I cold emailed
them introducing myself.
I got one passive aggressive
response from someone telling meto lose their email.
Another one just saying, hey,thank you.
And that was it and nothing else.
So I'm like, well, yeah, you're
cold emailing like a phone book.
Like, yeah.
And it needs like.
eight months of follow -up and
(04:39):
value adds and like it's justyou're reaching out to people who
don't know you from a hole in theground especially realtors who are
getting pummeled from every angleand most of them don't have
business anyways and so I'm likeso you jumped through the
framework instead of just doingmore of something and then
eventually just do getting betterat it and then going back and
doing more and then and you justgo back and forth like a ping
-pong match between more andbetter.
(05:00):
You never actually have to get tonew, but you just skipped
everything.
You skipped all the prospecting,
you're doing all the non-negotiables and you went to new
because you did.
did.
And now how did that play out?Not good.
I'm like, yeah, that was four orfive hours of your life that you
could have just spent doing moreopens, more social media that
lives forever, maximum leverage.
right?
Build your brand online.
People indoctrinates people while
(05:21):
you sleep.
You could have done more opens and
then you could have got better atit.
You could have understand howyou're going to do better
scripting and how you're going todo better, more confident on
camera and how you're going to,are you going to use a
teleprompter, no teleprompter?How are you going to do the edits?
Are you going to outsource it?You're going to build your
(05:42):
process.
That's the better stage.
And then when you get better atit, you go back left.
You don't go right to new, you goleft to more.
And you just go back and forthbetween more and better and more
and better.
And then more, more, more, more,
more, better, more, more, more,more, more, better.
You never fricking get to new.
And she went to new.
A lot of you go to new.
And you go to new because you feel
like you have hope.
You feel like it's a new thing.
You feel like it's a little bitexciting.
You feel like you're only a couplehours away from changing your
(06:02):
business.
Meanwhile, you've got these boring
basic things over here.
But I'm just telling you, just go
do these.
And you win.
It's like banging my head againstthe wall.
Go make fucking content.
Don't stop.
Just when you think you're done,make more.
Oh, no, but I want to make moreand then get better at it.
And then do opens and tell peoplewhat you do for a living and
start.
Just do those.
If you just do those over and overas many times as you can, you have
a business.
(06:23):
but she went to new.
And so she saw it and she realizedit and she's like, oh my God.
She's like, yeah, I did.
I got caught up in it and I went
and I lost five hours of my lifethat didn't work.
And my business is no better offif she would have directed that
energy into a skillset.
There's no skillset of scraping
email addresses or signing up fora software thinking it's going to
change your business or learning,going down AI rabbit holes to
(06:46):
solve problems you don't have.
Like AI is awesome.
I freaking love AI.
But a lot of you are out there
running it thinking it's going tochange your business, but your
business is built onrelationships.
It'll optimize and make you moreefficient in things, but it's not
going to do the heavy lifting foryou.
You're looking for shortcuts andyou're trying to solve these
problems you don't have.
The problem you have is a lead
problem.
Everybody has a lead problem.
98 % of brokers have a leadproblem, a consistent lead
(07:08):
problem.
Signing up for AI is not going to
do it.
And then people, I can already
hear you chirping.
but you can get these automatic
callers reaching.
Okay, cool, cool.
Go down the rabbit hole, do it.
When it's all awesome and awesome,
I'll take a look at it.
Great.
But for the everyday broker, it'slike, just get out, make content,
build your brand that no one cantake away from you.
Build your brand on social media.
(07:30):
Like your brand has to stand for
something.
It has to be like, so go build
that.
Stop the madness of these other
things.
So imagine you're at a fishing
pond and I go, hey, leads are, theequivalent of catching a fish.
And I go, hey, there's a pond overthere and it's stocked full of
salmon.
Stocked full.
It's right there.
Here's your fishing pole.
Go there.
Fish.
(07:51):
And then when you get there to thepond, and the pond is social
media, and then you get to thepond and you look around, you see
a lot of other people fishing.
And some people are just
stockpiling fish.
They're taking it out there, but
there's unlimited fish.
I've already told you, unlimited
fish.
unlimited leads in the social
media.
There's literally unlimited leads
(08:11):
sitting there.
And I tell you, go there and just
fish.
Get really good at tying the knot
on the lure.
Get really good at putting it out
there and keep going.
Keep putting more lures and more
lures in.
You'll eventually catch some fish.
You'll eventually get some leads,100%.
Without a doubt, you'll eventuallyget some leads.
Go. And you see, look around.
You see other people have 10, 20,
(08:34):
40, 50 reels.
And lures in the water.
And they're like, oh my God.
And they're pulling fish out.
And they're throwing them in atruck.
And they're taking them somewhereelse.
And they're selling them.
And they're closing these leads.
And they're just like, oh my God,this is great.
And so then what should you do?Right there.
In that moment, what should youdo?
Based on the framework I just toldyou.
(08:55):
More, better, new.
Go get more.
Go get more fishing rods.
Which means make more content.
It's the equivalent, right?You draw that parallel there.
Or I have to connect the dots foryou there.
Go get more fishing rods.
Go do.
what the other people are doing.
The other people have 50 rods in
and they're fishing with 50 andcatching fish, fish hand over
fist.
Like they're just doing more
content.
So go do that.
But instead, you guys, you want togo buy a different type of rod and
you want to then go trucking downthe road, looking for a different
(09:17):
pond to fish in.
And you start, and it's just like,
I'm like, why don't you have 50lures in the water here?
50 rods.
Why?
Why do you keep shifting gears andgoing over here?
I don't understand.
Well, I do understand.
But then when you hear somebodytalk about and explain it, it's
either you think I'm full of shit,you don't believe me, or you're
just like have no discipline.
(09:38):
Right?
It's like, do you have discipline?Like, stop going to a different
pond.
all the leads, all the fish are in
the pond and you can see all theother people creating amazing
businesses at that pond.
So now you just do more.
So more is more rods.
Go get more rods.
Go buy more rods.
I can see you leaving to go get
more rods.
And then guess what?
(09:59):
You get the rods.
Now you're going to go get better.
You're going to go, which lureswork the best, right?
It's equivalent of what are thebest hooks?
What is my marketing avatar?How do I record?
Is it green screen talking head?Is it who edits?
How do they edit?Is it unfiltered?
(10:19):
Is it edited?Is it like, and that's the better.
And that's just you getting betterat fishing.
But you always need the 50 rods inthe pond where it has unlimited
fish.
But you keep wanting to jump.
And so like, seriously, you shouldthink about that in your own world
right now.
It's one of those things, like if
(10:40):
you just went away.
If you shut out, it's why I left
all Facebook groups and unfollowedit.
Like I just got rid of all thedistractions in my life.
And I'm just like, I'm so betteroff for it.
So better off.
I could be laser freaking focused
on stuff.
And I can see the massive
difference.
And it's like, what happened?
Just humor me.
What happened if you just went
into a cave, like your version ofit in your world, and you just
(11:02):
peaced out over here for sixmonths to go build shit, go build
your brand.
Build your social media process,
record the content, crush doingopens, relentless talking to
people, telling them what you do,introducing yourself, starting
conversations, making it so thatthe end of every single day, X
number of people know you versuswhen you started the day, right?
That's the problem.
(11:23):
Not enough people know you.
Not enough people know your nameor what you do is why you don't
have your business where you wantit.
So it's pretty crazy what canhappen if you were just... go off
the grid for six months and gointo build mode and just stop
consuming everyone's shit.
You can build some pretty
spectacular stuff.
I always think of like the nine to
five gig.
And it's an interesting, when you
(11:45):
think about it, nine to five, youshow up, you get paid.
Boss says, hey, I need the reportby four.
Done.
Hey, I need this by then.
Done.
Hey, I need this.
Hey, can you do this?Can you come in early?
Can you work late?Can you do that?
Done, done, done.
Why?
Because they're your boss.
(12:05):
And you do it or you lose your
job.
You're like, cool.
Now you're self -employed.
You're an entrepreneur.
And like, you're the boss andyou're telling yourself what to
do, but you don't do it.
It's just so when you put it, it's
just backwards.
It's kind of like, huh, I'll go
listen to a fucking stranger.
Tell me what to do.
A grown ass adult.
(12:26):
Tell me what to do because that's
the hierarchy and that's thestructure and that's what I signed
up for.
But if I told myself what to do.
In the interest of my own businessand my family, I'm not going to do
it.
It's like, whoa, that should smack
you in the face.
Like, oh my God, I'm not listening
to myself.
Seriously.
I think of these different anglesof all this stuff all the time.
And so bringing it back to themore, better, new, this works in
(12:47):
all the areas of your business.
You only need the certain
foundations of your business to beup to a six or seven out of 10.
you're good.
You have an amazing business.
So you have to identify what thosefoundations are.
I'm going to walk through whatthose are.
But it was interesting.
I received a note from someone on
the team and we write these dripcampaigns for people.
(13:10):
And I write, ChatGPT does notwrite them.
I write them and then I tweak themthere.
So don't be like, oh, they'reChatGPT.
No, no, I've written thousands ofemails.
I'm very good at it.
So I write these and we hook them
up and we set them up and we havean email marketing machine built
for each of our agents.
And none of them are videos.
Some agents take it uponthemselves to go and record a
(13:33):
video and just talking about ourscript sometimes and they weave
them in there.
Good for them.
So an agent approached me theother day and she's like, hey, I
want to do, I see one of our topproducers has a couple of videos
in there.
Should I do videos?
And I go, great.
Before I met you, your email
marketing was probably a two outof 10.
(13:53):
Now, with this drip campaign, withme writing all the emails and
setting up and hooking up, it'sset it, forget it.
It gets done.
It gets you book calls.
It's about a seven and a half outof 10.
You making videos on that, this isa concept you all need to
understand.
You making videos in there on a
couple of the video, is that goingto improve the book calls you get
and the quality leads that comein?
(14:14):
Let's say it does.
It's going to take you maybe to an
eight or an eight and a half.
So you go from a seven and a half
to an eight or eight and a half.
Meanwhile, you have these other
foundational pieces over here.
And prospecting is one of them,
right?Daily non -negotiables is one of
them.
And so is your daily non
-negotiables up to a seven out of10?
No. Daily non -negotiables, itmight be at a three or four.
I'm guessing, not sure, but I'mguessing.
(14:36):
So if that's the case, why would Igo take some from a seven and a
half to an eight?where I still have a three or a
four or a 10 that I could get to aseven.
That's where I go.
I go, let the seven, seven and a
half stuff live.
That stuff's amazing.
That like you're, no matter whatit is, if you can get that
foundational piece, right?Your database mining.
(14:57):
How often are you going throughthe data?
Are you going line by line, makingsure it's accurate, looking for
opportunities, reaching out andletting the people know you looked
for an opportunity, but there wasnone.
Those are great emails to get.
Hey, he's got my back.
She's got my back.
They're checking in.
You find opportunities.
You position different stories of
them, right?Depending on where interest rates
are, where penalties are, wherematurity dates are.
You're going with a sniper rifle.
If that's not a 7 out of 10 where
(15:18):
you're doing it at least once amonth, then you go do that.
What's your follow -up game like?How are you following up with
everybody, right?If you want to build automation
into that or you want to do itmanually, that should be a 7 out
of 10.
If you get all these things, 7 out
of 10 is your social media.
Are you posting regularly?
Are you posting minimum one reel aday across three platforms?
and doing three stories a day.
Cause that's probably a six and a
(15:40):
half or seven out of 10.
If you can get that, Hey, get
that.
If not go there, don't go change
the emails that are alreadyworking.
Right.
You see where I'm going here, but
that feels comfortable.
And it feels like, Ooh, I like
doing that.
And I'll make a video and that's
comfortable.
And I feel like I'm doing stuff.
So I use that as an example, but alot of you, you're dealing with
(16:01):
these decisions every single day.
And so it's like, what are the
foundational pieces of yourbusiness?
You're branding your social media.
Is your profile dialed in?
Are you consistently putting stuffout there?
Are you opening the peoplefollowing you?
Are you opening the peoplewatching your content?
Are you staying in touch with thembecause they're the warmest and
fuzziest?That all has to be a 7 out of 10
before you go do the other thing.
And then you'll eventually find
out if you get these areas, youremail marketing 7 out of 10, your
(16:21):
daily non -negotiable 7 out of 10,your client journey.
Mapping out who's doing what,where, and when, 7 out of 10.
Your content going out, socialmedia, 7 out of 10.
Your database mining, 7 out of 10.
Your objection handling and
crushing a discovery call andlooking for opportunities and
finding pain points so you knowhow to actually avoid the rate
(16:42):
conversation or get past the rateconversation is 7 out of 10.
If you're 7 out of 10 on allthose, you've got a $50 to $100
million business.
And you're good.
And now you don't even have to goand do these scraping email
addresses and redoing your dripcampaign with videos.
You don't have to do it.
But now you can experiment.
You go, hey, I'm going to go.
But really what you should be
doing is you should be going toeach of those foundational pieces
(17:03):
and getting better.
And now you get them to an eight
and you slowly work your waythrough them and get them all up
to an eight.
So that's how the games play.
That is how the games play.
Man, I don't have water in here.
No coffee going to this.
Podcast is sponsored by nobody and
I don't have water and my mouth isdry.
And oh my God, I don't haveanything in here.
(17:23):
Oh man, this is our productionteam.
I don't know.
This is, it's on the budget, I
guess.
Okay.
So that's, this is a shorterpodcast because I wanted to get
that off my chest.
It happened in the moment and it
played out live in front of ustraining.
And she was like, oh my God.
Yep.
And you know who you are.
(17:43):
You're like, yep, totally get it.
Don't do it.
Go back to content.
Content, content, content,content.
Sing the song, everybody.
Get my kids in here making a rap
song for it.
Content, content, content,
content.
Daddy likes content.
Yeah, do the content.
There you go.
Okay, that's it, kids.
This was a shorter one.
Wham, bam, thank you, ma 'am.
Enjoy your weekend.
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 the Mortgage
Game Podcast.
Whiteboard Wiley in the house from
the Dodge Ram Studio down at thebeach.
This is a, it's 3 .30 in theafternoon.
This is an afternoon podcast.
(00:48):
Usually I've like, I've had like a
10 hour day by now.
And it's like, and I'm like a
little blah, but I'm going away onvacation tomorrow to Florida for
11 days with the family for someadventures.
And so I've got like, I have to goget some things.
I have to build up the podcast andI have to like, so we have it in
(01:09):
the hoppers.
That's what I'm doing.
And so I'm like, well, no bettertime than now to just go do
anything.
Don't be those people.
Don't be the people where you'relike, I'll do it Monday.
I'll do it tomorrow.
I'll do it first thing in the
morning.
I'll do it January.
I'll hit the.
hit the ground running.
I'm going to hit the groundrunning when the kids are back in
school.
Okay.
Anyways, we're not going to godown that path.
(01:29):
So we're going to chat about aconcept, a framework that I use
over and over and over again intraining.
And it's not mine.
It's from one of my favorite guys
to follow.
His name's Alex Ramosi.
Many of you probably know him.
Maybe not know him, but know of
him.
He's a legend and he has a way of
just simplifying things.
And that's why I've always taken
to what he talks about.
(01:49):
because I feel like that is one of
my superpowers.
And then he just puts different
spins on things.
And there's some frameworks I use
from his that I bring over andthere's a ton of crossover.
And I'm going to explain the storyto you.
And then we're going to talk abouta couple of random things today.
OK, but this is a very importantone because all of you do this, me
included.
I do this.
I'm still like I have to self-correct myself all the freaking
(02:10):
time on this.
And because the world is out there
to distract you.
It's set there.
Every platform you're on, they'retrillion dollar companies that are
sitting there trying to get yourattention.
Attention is the number onecommodity in the world.
It's the most valuable.
If you get people's attention, you
win.
And so a lot of people are really
good at getting your attention andyou're not good at saying no. You
(02:33):
are very good at giving them yourattention.
And then guess what suffers?Relationships, your business.
other things because you've givenyour attention to all these other
things in the world.
And so this framework I'm going to
share with you, it is the more,imagine a whiteboard where it says
more, and then there's a line andthen it's separating the word and
then it says better.
(02:54):
And then it says a line and then
it says new.
Okay.
More, better, new.
That's the framework.
And so I had this agent on theteam and she, you know.
And she's a newer agent.
We have this little incubator with
some new agents on it.
There's five or six in it and they
have an underwriting mentor.
And we don't deal with new agents,
really.
We said, hey, let's take on five
(03:14):
or six that show a ton of promisefor these reasons.
And let's put them here with amentor and let's slowly bring them
up or bring them up into TeamWiley.
And so that's a little projectwe're working on.
And so there's an agent in thereand they know.
We do our training.
They know content or
conversations.
That's what your focus is.
That's it.
The simplest world.
The reason your business is whereit's at today or not where you
want to be is because not enoughpeople know what you do.
(03:37):
Okay?I'm going to be repeating a couple
things I've said in the past here.
Not enough people know what you
do.
And so it's like, well, Ryan, what
do I do then?What do I do?
How do I get more people to knowme?
Right?Social media.
Social freaking media.
Number one.
Right.
Open starting conversations with
people.
So that's why I say content and
conversations.
That's how you get business.
So this this mortgage agent knowsthis and she's really good at
(03:58):
creating content and doing opens.
And she does all that.
And so we did our meeting.
We said, hey, we have a point
scoring system.
How many points did you get?
50. OK, she should be at 100 forthe week.
OK, got it.
What did you do?
Like what?What have you been doing?
Oh, I went and did this thing.
(04:18):
I went and got scraped real estate
agents websites off of somewhere,got 245 emails and I cold emailed
them introducing myself.
I got one passive aggressive
response from someone telling meto lose their email.
Another one just saying, hey,thank you.
And that was it and nothing else.
So I'm like, well, yeah, you're
cold emailing like a phone book.
Like, yeah.
And it needs like.
eight months of follow -up and
(04:39):
value adds and like it's justyou're reaching out to people who
don't know you from a hole in theground especially realtors who are
getting pummeled from every angleand most of them don't have
business anyways and so I'm likeso you jumped through the
framework instead of just doingmore of something and then
eventually just do getting betterat it and then going back and
doing more and then and you justgo back and forth like a ping
-pong match between more andbetter.
(05:00):
You never actually have to get tonew, but you just skipped
everything.
You skipped all the prospecting,
you're doing all the non-negotiables and you went to new
because you did.
did.
And now how did that play out?Not good.
I'm like, yeah, that was four orfive hours of your life that you
could have just spent doing moreopens, more social media that
lives forever, maximum leverage.
right?
Build your brand online.
People indoctrinates people while
(05:21):
you sleep.
You could have done more opens and
then you could have got better atit.
You could have understand howyou're going to do better
scripting and how you're going todo better, more confident on
camera and how you're going to,are you going to use a
teleprompter, no teleprompter?How are you going to do the edits?
Are you going to outsource it?You're going to build your
(05:42):
process.
That's the better stage.
And then when you get better atit, you go back left.
You don't go right to new, you goleft to more.
And you just go back and forthbetween more and better and more
and better.
And then more, more, more, more,
more, better, more, more, more,more, more, better.
You never fricking get to new.
And she went to new.
A lot of you go to new.
And you go to new because you feel
like you have hope.
You feel like it's a new thing.
You feel like it's a little bitexciting.
You feel like you're only a couplehours away from changing your
(06:02):
business.
Meanwhile, you've got these boring
basic things over here.
But I'm just telling you, just go
do these.
And you win.
It's like banging my head againstthe wall.
Go make fucking content.
Don't stop.
Just when you think you're done,make more.
Oh, no, but I want to make moreand then get better at it.
And then do opens and tell peoplewhat you do for a living and
start.
Just do those.
If you just do those over and overas many times as you can, you have
a business.
(06:23):
but she went to new.
And so she saw it and she realizedit and she's like, oh my God.
She's like, yeah, I did.
I got caught up in it and I went
and I lost five hours of my lifethat didn't work.
And my business is no better offif she would have directed that
energy into a skillset.
There's no skillset of scraping
email addresses or signing up fora software thinking it's going to
change your business or learning,going down AI rabbit holes to
(06:46):
solve problems you don't have.
Like AI is awesome.
I freaking love AI.
But a lot of you are out there
running it thinking it's going tochange your business, but your
business is built onrelationships.
It'll optimize and make you moreefficient in things, but it's not
going to do the heavy lifting foryou.
You're looking for shortcuts andyou're trying to solve these
problems you don't have.
The problem you have is a lead
problem.
Everybody has a lead problem.
98 % of brokers have a leadproblem, a consistent lead
(07:08):
problem.
Signing up for AI is not going to
do it.
And then people, I can already
hear you chirping.
but you can get these automatic
callers reaching.
Okay, cool, cool.
Go down the rabbit hole, do it.
When it's all awesome and awesome,
I'll take a look at it.
Great.
But for the everyday broker, it'slike, just get out, make content,
build your brand that no one cantake away from you.
Build your brand on social media.
(07:30):
Like your brand has to stand for
something.
It has to be like, so go build
that.
Stop the madness of these other
things.
So imagine you're at a fishing
pond and I go, hey, leads are, theequivalent of catching a fish.
And I go, hey, there's a pond overthere and it's stocked full of
salmon.
Stocked full.
It's right there.
Here's your fishing pole.
Go there.
Fish.
(07:51):
And then when you get there to thepond, and the pond is social
media, and then you get to thepond and you look around, you see
a lot of other people fishing.
And some people are just
stockpiling fish.
They're taking it out there, but
there's unlimited fish.
I've already told you, unlimited
fish.
unlimited leads in the social
media.
There's literally unlimited leads
(08:11):
sitting there.
And I tell you, go there and just
fish.
Get really good at tying the knot
on the lure.
Get really good at putting it out
there and keep going.
Keep putting more lures and more
lures in.
You'll eventually catch some fish.
You'll eventually get some leads,100%.
Without a doubt, you'll eventuallyget some leads.
Go. And you see, look around.
You see other people have 10, 20,
(08:34):
40, 50 reels.
And lures in the water.
And they're like, oh my God.
And they're pulling fish out.
And they're throwing them in atruck.
And they're taking them somewhereelse.
And they're selling them.
And they're closing these leads.
And they're just like, oh my God,this is great.
And so then what should you do?Right there.
In that moment, what should youdo?
Based on the framework I just toldyou.
(08:55):
More, better, new.
Go get more.
Go get more fishing rods.
Which means make more content.
It's the equivalent, right?You draw that parallel there.
Or I have to connect the dots foryou there.
Go get more fishing rods.
Go do.
what the other people are doing.
The other people have 50 rods in
and they're fishing with 50 andcatching fish, fish hand over
fist.
Like they're just doing more
content.
So go do that.
But instead, you guys, you want togo buy a different type of rod and
you want to then go trucking downthe road, looking for a different
(09:17):
pond to fish in.
And you start, and it's just like,
I'm like, why don't you have 50lures in the water here?
50 rods.
Why?
Why do you keep shifting gears andgoing over here?
I don't understand.
Well, I do understand.
But then when you hear somebodytalk about and explain it, it's
either you think I'm full of shit,you don't believe me, or you're
just like have no discipline.
(09:38):
Right?
It's like, do you have discipline?Like, stop going to a different
pond.
all the leads, all the fish are in
the pond and you can see all theother people creating amazing
businesses at that pond.
So now you just do more.
So more is more rods.
Go get more rods.
Go buy more rods.
I can see you leaving to go get
more rods.
And then guess what?
(09:59):
You get the rods.
Now you're going to go get better.
You're going to go, which lureswork the best, right?
It's equivalent of what are thebest hooks?
What is my marketing avatar?How do I record?
Is it green screen talking head?Is it who edits?
How do they edit?Is it unfiltered?
(10:19):
Is it edited?Is it like, and that's the better.
And that's just you getting betterat fishing.
But you always need the 50 rods inthe pond where it has unlimited
fish.
But you keep wanting to jump.
And so like, seriously, you shouldthink about that in your own world
right now.
It's one of those things, like if
(10:40):
you just went away.
If you shut out, it's why I left
all Facebook groups and unfollowedit.
Like I just got rid of all thedistractions in my life.
And I'm just like, I'm so betteroff for it.
So better off.
I could be laser freaking focused
on stuff.
And I can see the massive
difference.
And it's like, what happened?
Just humor me.
What happened if you just went
into a cave, like your version ofit in your world, and you just
(11:02):
peaced out over here for sixmonths to go build shit, go build
your brand.
Build your social media process,
record the content, crush doingopens, relentless talking to
people, telling them what you do,introducing yourself, starting
conversations, making it so thatthe end of every single day, X
number of people know you versuswhen you started the day, right?
That's the problem.
(11:23):
Not enough people know you.
Not enough people know your nameor what you do is why you don't
have your business where you wantit.
So it's pretty crazy what canhappen if you were just... go off
the grid for six months and gointo build mode and just stop
consuming everyone's shit.
You can build some pretty
spectacular stuff.
I always think of like the nine to
five gig.
And it's an interesting, when you
(11:45):
think about it, nine to five, youshow up, you get paid.
Boss says, hey, I need the reportby four.
Done.
Hey, I need this by then.
Done.
Hey, I need this.
Hey, can you do this?Can you come in early?
Can you work late?Can you do that?
Done, done, done.
Why?
Because they're your boss.
(12:05):
And you do it or you lose your
job.
You're like, cool.
Now you're self -employed.
You're an entrepreneur.
And like, you're the boss andyou're telling yourself what to
do, but you don't do it.
It's just so when you put it, it's
just backwards.
It's kind of like, huh, I'll go
listen to a fucking stranger.
Tell me what to do.
A grown ass adult.
(12:26):
Tell me what to do because that's
the hierarchy and that's thestructure and that's what I signed
up for.
But if I told myself what to do.
In the interest of my own businessand my family, I'm not going to do
it.
It's like, whoa, that should smack
you in the face.
Like, oh my God, I'm not listening
to myself.
Seriously.
I think of these different anglesof all this stuff all the time.
And so bringing it back to themore, better, new, this works in
(12:47):
all the areas of your business.
You only need the certain
foundations of your business to beup to a six or seven out of 10.
you're good.
You have an amazing business.
So you have to identify what thosefoundations are.
I'm going to walk through whatthose are.
But it was interesting.
I received a note from someone on
the team and we write these dripcampaigns for people.
(13:10):
And I write, ChatGPT does notwrite them.
I write them and then I tweak themthere.
So don't be like, oh, they'reChatGPT.
No, no, I've written thousands ofemails.
I'm very good at it.
So I write these and we hook them
up and we set them up and we havean email marketing machine built
for each of our agents.
And none of them are videos.
Some agents take it uponthemselves to go and record a
(13:33):
video and just talking about ourscript sometimes and they weave
them in there.
Good for them.
So an agent approached me theother day and she's like, hey, I
want to do, I see one of our topproducers has a couple of videos
in there.
Should I do videos?
And I go, great.
Before I met you, your email
marketing was probably a two outof 10.
(13:53):
Now, with this drip campaign, withme writing all the emails and
setting up and hooking up, it'sset it, forget it.
It gets done.
It gets you book calls.
It's about a seven and a half outof 10.
You making videos on that, this isa concept you all need to
understand.
You making videos in there on a
couple of the video, is that goingto improve the book calls you get
and the quality leads that comein?
(14:14):
Let's say it does.
It's going to take you maybe to an
eight or an eight and a half.
So you go from a seven and a half
to an eight or eight and a half.
Meanwhile, you have these other
foundational pieces over here.
And prospecting is one of them,
right?Daily non -negotiables is one of
them.
And so is your daily non
-negotiables up to a seven out of10?
No. Daily non -negotiables, itmight be at a three or four.
I'm guessing, not sure, but I'mguessing.
(14:36):
So if that's the case, why would Igo take some from a seven and a
half to an eight?where I still have a three or a
four or a 10 that I could get to aseven.
That's where I go.
I go, let the seven, seven and a
half stuff live.
That stuff's amazing.
That like you're, no matter whatit is, if you can get that
foundational piece, right?Your database mining.
(14:57):
How often are you going throughthe data?
Are you going line by line, makingsure it's accurate, looking for
opportunities, reaching out andletting the people know you looked
for an opportunity, but there wasnone.
Those are great emails to get.
Hey, he's got my back.
She's got my back.
They're checking in.
You find opportunities.
You position different stories of
them, right?Depending on where interest rates
are, where penalties are, wherematurity dates are.
You're going with a sniper rifle.
If that's not a 7 out of 10 where
(15:18):
you're doing it at least once amonth, then you go do that.
What's your follow -up game like?How are you following up with
everybody, right?If you want to build automation
into that or you want to do itmanually, that should be a 7 out
of 10.
If you get all these things, 7 out
of 10 is your social media.
Are you posting regularly?
Are you posting minimum one reel aday across three platforms?
and doing three stories a day.
Cause that's probably a six and a
(15:40):
half or seven out of 10.
If you can get that, Hey, get
that.
If not go there, don't go change
the emails that are alreadyworking.
Right.
You see where I'm going here, but
that feels comfortable.
And it feels like, Ooh, I like
doing that.
And I'll make a video and that's
comfortable.
And I feel like I'm doing stuff.
So I use that as an example, but alot of you, you're dealing with
(16:01):
these decisions every single day.
And so it's like, what are the
foundational pieces of yourbusiness?
You're branding your social media.
Is your profile dialed in?
Are you consistently putting stuffout there?
Are you opening the peoplefollowing you?
Are you opening the peoplewatching your content?
Are you staying in touch with thembecause they're the warmest and
fuzziest?That all has to be a 7 out of 10
before you go do the other thing.
And then you'll eventually find
out if you get these areas, youremail marketing 7 out of 10, your
(16:21):
daily non -negotiable 7 out of 10,your client journey.
Mapping out who's doing what,where, and when, 7 out of 10.
Your content going out, socialmedia, 7 out of 10.
Your database mining, 7 out of 10.
Your objection handling and
crushing a discovery call andlooking for opportunities and
finding pain points so you knowhow to actually avoid the rate
(16:42):
conversation or get past the rateconversation is 7 out of 10.
If you're 7 out of 10 on allthose, you've got a $50 to $100
million business.
And you're good.
And now you don't even have to goand do these scraping email
addresses and redoing your dripcampaign with videos.
You don't have to do it.
But now you can experiment.
You go, hey, I'm going to go.
But really what you should be
doing is you should be going toeach of those foundational pieces
(17:03):
and getting better.
And now you get them to an eight
and you slowly work your waythrough them and get them all up
to an eight.
So that's how the games play.
That is how the games play.
Man, I don't have water in here.
No coffee going to this.
Podcast is sponsored by nobody and
I don't have water and my mouth isdry.
And oh my God, I don't haveanything in here.
(17:23):
Oh man, this is our productionteam.
I don't know.
This is, it's on the budget, I
guess.
Okay.
So that's, this is a shorterpodcast because I wanted to get
that off my chest.
It happened in the moment and it
played out live in front of ustraining.
And she was like, oh my God.
Yep.
And you know who you are.
(17:43):
You're like, yep, totally get it.
Don't do it.
Go back to content.
Content, content, content,content.
Sing the song, everybody.
Get my kids in here making a rap
song for it.
Content, content, content,
content.
Daddy likes content.
Yeah, do the content.
There you go.
Okay, that's it, kids.
This was a shorter one.
Wham, bam, thank you, ma 'am.
Enjoy your weekend.
Peace out.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!