November 10, 2025 • 24 mins
In this episode, I argue why you should skip a traditional business plan, and instead implement 30-day sprints on focused objectives that improve your business. By solving one problem monthly instead of chasing vague yearly goals, you build dummy-proofed systems that actually get completed, which will transform your business entirely.
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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.
(00:26):
So now I want to distill all thatinformation, all the things I've
learned from that and bring itdirectly to you in a simple to
understand way.
I hope you enjoy.
All right, welcome to the MortgageGame Podcast.
Whiteboard Wiley coming to youlive from the Dodge Ram studio.
Let's get into it.
Before we do, I know a bunch of
(00:51):
you have been reaching out to me.
Thank you so much.
When's the next podcast, Ryan?It's been a month.
Yeah, it has been a month.
My bad.
I have a ton of stuff to talkabout, which I'm going to crush
out some podcasts here.
I've been out doing things.
I've been building things.
I've been traveling.
And so, and it also, I'm not likewhere I'm just going to put
content out to put content out.
If I not feeling it, if I just
don't have the, I don't want, Iwant to like give you everything
(01:15):
on this.
If I don't feel like there's going
to be value for you, I just don'twant to put it out there.
So it's like every Thursday, thepodcast comes out.
Like, that's just not my energy.
I'm going to do it when it feels
right and it's authentic andwhatnot.
And so I've been building things.
I've been like.
I like to go away and go buildthings.
And I've been doing that.
So I did MPC in Ottawa, which was
absolutely awesome.
We stopped in Toronto first and
(01:36):
did a team Wiley social.
We had maybe, I don't know, 30
agents out, 25, 30, something likethat.
I don't know.
But I hadn't met a lot of these
people.
So I'm just, I'm going to share
this personal stuff with youupfront just because, because it's
my podcast.
That's why.
And then I'll get into what thepodcast is actually about and I'll
give you some value, but it was soawesome seeing.
the team and a lot of them some ofthem i'd seen before and others i
(01:59):
just had never met before and itwas so cool and it just felt um
yeah it just felt like a veryfamily type environment and
something i've really never been apart of before uh like in a work
capacity and so for a lot of youout there who have that Kudos to
you.
I'd never had that brokering.
And this is now we've created it.
And that wasn't the vision, but
it's turning into that.
(02:19):
And so I wanted to go make a
brokerage where, or not abrokerage, but a team where we
just help you make money and helpyou double, triple your business
or live the life you want andalign yourself with all awesome
people.
And we'll go build things and
we'll go teach you things andcoach and mentor and all these
awesome things that really noone's doing out there.
and then this other piece has comeinto play with like the community
(02:39):
and the family feel and i'm likeoh my god it's like smacked me in
the face and so now i have justsuch a personal connection with so
many of the agents and it's justawesome it's it's i tell people it
scratches niche i didn't know ineed scratch um so we did that in
in toronto and then we went toottawa we did a team wiley dinner
uh before that and that wasfreaking awesome and then we did
mpc and i spoke at mpc um and thatwas great And yeah, and then we
(03:03):
did Calgary and was out there withTango, Alberta and did like a
little launch party there.
And then we're building things
internally.
We're launching a CRM this month,
a team Wiley CRM.
So we're super excited about that.
That'll come out in a couple ofweeks with all these client
journeys and automations built inand some marketing components and
drip campaigns and just awesome,awesome, awesome stuff.
And we're building other things.
(03:24):
And so that's what I've been
doing.
Okay.
I'm not just sitting around going,doing twiddling my thumbs, but
let's get into what we're talkingabout today.
So business planning.
We're coming into that time of
year now where it's like everyonewants to get, and I am hosting a
couple of these behind the scenes,an accountability group.
And also within Team Wiley, we aredoing a business planning session
(03:44):
for 2026, but we're going to do myversion of it.
And so, but I'm going to sharewith you right now why I think a
lot of those things are just acrock of shit.
and why, what you should doinstead.
And so how many times have youdone these business planning
sessions where you got to, let'sget ramped up for 2026 for next
year.
I'm going to put my business plan
(04:05):
together.
And you're just like, okay.
And then you show up and, but whenyou map out, how many deals do I
want to do?And how many files that be?
What's my average more size?And how am I going to get them?
And I'm going to do this.
And you put all this thing
together and your four or fivepages in, and maybe you have a PDF
and you're filling out or yourhand.
(04:25):
writing on something and you'reall like jacked up and then just
then it's like time to actually goexecute the fucking plan that you
just spent hours mapping out andgetting jacked up but you don't
and then like life happens januarycomes february march april did you
have you checked it do you havechecks and balances in place do
you have kpis do you have are areyou following along are you
meeting are you tracking youropens and and and uh discovery
calls and applications and likehalf you don't most you don't
(04:48):
record any of that so it's likeyou can't improve on what you
don't track but the whole pointwhat i'm trying to say is the
business plan just gets tuckedaway somewhere you have all these
dreams and aspirations and youfeel great in the moment and it
makes you feel like you're doingsomething in the moment and blah
blah blah but like you alreadyknow what to do like you literally
(05:10):
know what to do go create contentand talk to people like whatever
that version means of you but wego put this plan together And then
we never execute the fucking plan.
And then it just comes full cycle
again.
I'm going to crush next year.
And then now we're going to go dothis.
And now, oh, and then it comesnext year.
And you're like, I'm going tobuild my business plan for 2027.
And blah, blah, blah.
And you sit there.
And it's more you sit there withother agents and you might build
(05:32):
it.
And you all feel good and warm and
fuzzy together.
But I'm like an execution guy.
I'm like, did you go do the plan?Like, what have you been doing?
So like, why even do that?So I'm going to give you a better
way to do this.
I'm going to give you a much
better way, something that I'vedone and I currently do.
And this helps me.
And it's like funny, someone asked
me, I got asked this questionmaybe last week and they're like,
(05:53):
Ryan, what's the plan for TeamWiley?
Like, what's the vision?And I was like, oh shit, there is
no plan.
There's literally no plan.
It's we want to help 10 to $40million producing agents double
their business.
coach and mentor and give them
done for you tools.
And we're going to show up every
day.
That's our avatar.
We have people that are, you know,40 to 100 million as well, a bunch
in there.
But I'm like, that's our avatar.
(06:13):
And it's, what's the plan?There is no plan.
It's literally, we just show upevery day.
We do what we say we're going todo.
We help people in the moment.
We have one -on -one, one to many,
done for you.
Like, there's no plan.
And they're like, wow, I've neverheard that answer.
Usually people have these plans,and we want it to be this, and we
(06:34):
want it to be that.
And I'm like, no. It's literally,
I love what I do.
I get up, and I just do it.
And I do the thing.
There's no plan.
And it'll turn into somethingmore, and it has.
But we're not sitting here going,we want this number of agents,
this much volume.
That's all bullshit.
It truly is.
It's just bullshit.
We want all this.
And it's like, yeah, yeah, then
(06:54):
you lose sight.
It's not even about the agents
anymore.
Now it's about you and your plan.
So like same thing in the mortgageside, like if I'm running a
mortgage business, it's like,sure, I can have kind of things I
want to do, but literally I wantto wake up and I want to serve
clients.
And this is what I'm going to do.
And I want to have all thesethings in my business I want to
build on.
(07:14):
And then I build this bullshit
plan and then none of it gets doneor I get to like three out of 10
on all the projects.
So I'm going to give you a more
practical plan, more practical,tactical, throw another rhyming
word in there, plan on like.
how to actually have a business
okay so you write down everythingon your all the stuff you want to
do in your business you write itdown somewhere And it's like, I
want to do this.
I want to build webinars.
(07:35):
And I want to get referralpartners.
I want to reach out to realtorsand FAs.
And I want to do drip campaigns.
I want to build social media.
And I want to put my reels outthere.
And I want to have carousel posts.
And I want to be on three
platforms.
And I want to build a client
journey.
And I want to get good at
understanding the Man1 product andother advanced strategies.
(07:56):
And you just like map it all out.
Okay?
It's your wish list.
Your to -do list.
All these things.
Right?
I've done this exercise with a lotof agents.
And you map it all up.
And then I start going, okay,
which of these is a $30 ,000conversation and which one's a $3
conversation?Because I don't do $3
conversations.
I don't do that.
There's a lot of stuff in mycurrent business right now that's
just like those loose ends thatare never going to get tied up
(08:16):
because it's a $3 problem.
And I don't want to fix it.
I'm going to go fix the $30 ,000.
Let's say you identify that on
your board.
What's the one thing that you
solve and it solves otherproblems?
Or what's the one thing that'sactually going to drive, like put
money in the bank account?So you eventually want to work
through all these problems.
And you'll end up working through
four, five, six, whatever.
(08:37):
I'm going to give you a plan here.
This is what I did.
I didn't go write all these things
down in a business plan and thenstuff that under in a binder
somewhere.
People even have binders anymore.
I don't know.
You stuff it somewhere and you
never look at it or you look at itagain and you're like, yeah, I'm
not doing that.
(08:58):
Okay, I wish I would have done
that.
Instead, I put a 30 -day.
It's called a sprint.
And they do this in the SaaS
community a lot, software as aservice.
And they use it in otherbusinesses as well, but it's a
sprint.
And it could be a two -week, it
could be a 30 -day.
I'm going to say.
Imagine if every month you got oneof those big $30 ,000 conversation
things off of your list that wejust had off the whiteboard.
(09:19):
You got it done.
So you knew in January you were
getting this done.
And then February comes and you
get this done.
And March comes and you get this
done.
By the end of the year, your
business is drastically differentand you actually got the shit
done.
And so this is my business plan.
I figure out what the thing is.
And then I put 30 days in and, and
some of these you can solve in twoweeks, but I'm going to say 30
days.
So, and I break into a weekly
things.
So I go, I look at how much this
(09:43):
is going to take me to do.
Okay.
So I'm going to give you a realexample here, because I'm kind of
talking in circles here.
I'm going to give you a real
example.
Let's say I wanted to start doing,
being consistent on social media.
Okay.
And that's what I want to do.
I want to do three reels a week
across three platforms and.
(10:04):
That's what I want to do.
That's the plan I want to put inplace and hold myself to it, okay?
So I'm going to go, okay, weekone, two, three, four.
I'm going to have four sessionswhere I'm going to work on
building this.
I'm going to write down all the
things that need to happen for meto build a process around this.
So at the end of the month, let'sjust say January.
At the end of January, I've got aprocess dialed in.
Now I just show up and I put theprocess to work or I get other
(10:27):
people around me working in theprocess, whatever that is.
I need to build this out.
a system or process so that i will
have consistent content going outon three platforms and i will time
block four sessions one a weekwednesday at 8 a
m let's say from 8 to 9 or 8 to 10depending on how much i need to do
in there let's say 8 to 9 and i'mgoing to week one i'm going to do
(10:47):
this week two this week three thisweek for this boom by the end of
week four i've got the thing doneit is done i don't do anything
else I'm not working on my clientjourney.
I'm not writing emails for a dripcampaign.
I'm not building the webinar.
I'm not doing anything.
I'm showing up in time slot onefor week one, execute the thing.
So it might be, okay, figure outmy marketing avatar.
70 % of my content needs to gotowards one person.
(11:09):
So I'm going to sit here for onehour on Wednesday and I'm going to
figure out who my marketing avataris.
That's all I'm doing today.
And then I'm done.
Now week two, I go into the timeslot.
Right.
Wednesday at eight o 'clock, eight
to nine.
Next thing I need to accomplish is
I'm going to identify and I'mspitballing here.
I'm going to identify, but thisactually wouldn't be the plan.
I'm going to identify theplatforms I'm going to post on
(11:30):
Facebook, Instagram, LinkedIn,because that's where my avatar is.
It hangs out on LinkedIn decisionmakers.
FYI, more decision makers are onLinkedIn than Instagram.
If you're looking for white collarindividuals.
with mortgages good creditapproval income and decision
makers linkedin okay so i'm goingto identify those three platforms
and then i'm going to go okay i'mgoing to go optimize my profiles
so i'm going to sit there in thathour and optimize my profiles and
(11:53):
make sure each of those profilesmy facebook my banners um my links
my links all work my link treeworks i'm going to go in make sure
it's continuity that says the samething on all of them so if you go
to one you go the other like i'llmake sure it shows the areas that
i serve what i do some fun factsabout me and all my branding's
tight and it's all that that'swhat i'm going to do in that day
(12:17):
so maybe that's two hours rightbut i would have mapped this out
day one what i'm going to do ineach of those days okay and then
three day three comes around AndI'm going to go, okay, now I need
to batch record and I need towrite my scripts.
So I'm going to come up with someprompts.
I'm going to figure out the topicsusing ChatGPT around serving my
marketing avatar that I decidedon.
(12:38):
Let's just say my marketing avatarwas BFS.
Business for self.
So I'm going to use, I'm going to
figure out the topics I can talkabout, and then I'm going to get
ChatGPT to give me some awesomehooks because that's going to go
in the first three, four secondsof the video so I can captivate
people and keep them in.
Don't leave the hook.
Don't be like, hey, I'm a mortgagebroker.
Like, blah.
Don't do that.
Don't be boring.
Get them with the hook.
Okay.
Stop paying CRA money just to get
(12:58):
a mortgage.
Let me explain what I mean by
that.
Right.
Stuff like that.
Are you a business owner in
Ontario?I'm going to show you how you get
a mortgage with an A lenderwithout declaring more personal
income.
Right.
Stuff like that.
And then I'm just going to work
and I'm going to work on myscripting and I'm going to figure
out my prompts.
So now I know and I'm going to
figure out the day that I'm goingto record and I'm going to go back
(13:21):
to record and I'm going to record15 videos in one day.
And so I'm going to figure out,OK, where am I recording?
Am I using my webcam?Am I using my phone?
What day am I recording?I'm going to put that in the
calendar.
So I'm going to map out the batch
record day with the scripting onthat week three time slot I have.
Okay.
So I've got all that figured.
Now day four is actually recordingand going through the process of
(13:42):
recording and editing the videoand scheduling to put it out.
So I'm going to go map all thisstuff out.
So by the end of January, I've gota process dialed in where then
starting February, I can go, okay.
Now I'm going to go execute the
plan that I just built.
I spent four weeks building four
time slots in my sprint, my 30 daysprint to create consistent
content across three platforms.
And so now I'm going to go, okay,
(14:03):
well, I've got my batch recordingday on, um, I put it in for the
15th of the month.
Um, and I know that I need to have
my scripts done a week before, andthat's already in my calendar.
Cause I put that into my weekthree session.
And so I've got already in there.
And when I go into my calendar in
the description, I've got all thethings I need to do, all the
prompts I need, all my logins.
I've got the process started.
(14:24):
I know how to create my scripts.
I know how I'm going to record.
I know how I'm going to edit.
I know it's all laid out for me
because I went and built that inthat 30 day sprint.
So now I've dummy proofed it.
Now I just show up.
I show up to the time slot, readyto build my scripts.
I show up ready to record on theother day.
(14:44):
And then I show up, I eitheroutsource the editing.
And if that's one of the things,my 30 day sprint, who's going to
edit my video.
So I figured that out.
That could have been one of thethings, maybe on week four, I
figure out who's going to edit thevideo and are they going to
schedule for me?Are they going to hand it back?
What's the process?Where do I, how do I get them the
(15:05):
videos?Do I drop into Google drive and
alert them and have an automatedalert sent to them?
Do I, and how do they get it backto me?
I'm going to figure that out inday, in that fourth session,
right?You see where I'm going with this?
Now that's a plan.
So I execute that.
So now I've got this processsystem built in and I stick to the
plan.
Now I'm going to have consistent
content as long as I show up tothe calendar days and do it.
Right.
And a lot of you just don't have
that process.
You go, I'm going to do it.
And then you show up by recordingand you walk in, you're like, I
(15:29):
don't know what to do.
I don't know where to start.
So I'm just going to go dosomething that's easier.
And that's looking at down paymentdocs.
I'm going to upload that to theportal and feel good about myself.
Right.
I mean, while other people are
just crushing content because theyhave this process built up and
then February is going to come andI'm going to go, what's my 30 day
sprint for February?Well, my third day spread for
February is I'm going to writeemail marketing drip campaigns.
I'm going to go build out thefirst six months of that campaign.
(15:50):
I'm going to go connect it all.
So I'm going to put in my calendar
Wednesday, eight to nine for fourweeks.
And I'm going to map out what am Idoing in each of those day, day
one.
And then same thing.
You build out the plan and thenyou execute the plan for February
and it's ready to go for March.
And now March, you're just, now I
know how to go build.
I've already got the six month
drip campaign bill.
So now I put in my calendar five
(16:10):
months down the road, I'm going togo execute that plan again.
Right?So that's how you do it.
So at the end of every month, youhave all these things done.
So by the time December rollsaround in this example, you are 12
things have been fixed or built.
all the money -making tasks, the
things that put money in your bankaccount, the $30 ,000
conversations, and you've got allthese little loose end $3 problems
around you, which is okay.
You can live with that.
Do not spend your time fixing $3problems.
And so that's the plan.
That's the business plan.
You don't know because half of us,we don't know what's going to
(16:33):
happen.
Six months from now, nine months,
a year.
It's really hard to see that in
the future.
And if you're anything like me,
I'm like, I don't have a hot cluewhere I'm going to be in a year.
And I'm going to write on a pieceof paper, like a dream board
thing, like, hey, I'm going to be.
And then I just have this fluffy
thing out there.
But I'm like, but I'm just going
to go execute my daily things.
(16:55):
And then it is going to be what
it's going to be.
My volumes, if I'm a mortgage
broker, are going to be whatthey're going to be based on all
the daily things I've built thatjust start compounding and adding
up.
So a lot of you have this big
fluffy plan.
You don't execute.
I don't have the plan.
I have a 30 -day plan.
I can only see 30 days ahead ofme.
(17:15):
I do not know what's happening inSeptember next year.
Why the hell am I planning forthat right now?
Like, let's be honest.
I mean, you're doing it.
A lot of you are.
So let's put a 30 -day, I love 30
-day plans.
Let's put a 30 -day plan together.
Let's do that.
And let's focus on one fucking
(17:37):
thing, right?Instead of this laundry list of
crap in your business, and you getto a two or three out of 10 on all
of them, and then you getextremely frustrated, feel like
you're spinning your wheels, youfeel like this industry's hard,
and then you start blaming things.
You start blaming, oh, that
doesn't work.
This didn't work.
Interest rates are too high.
No one's buying.
Real estate agents aren't.
None of that business.
No, the good ones do.
(17:57):
You just don't know them.
They do.
And I get it.
Some of them don't.
But you know, I'm going like you
start playing the blame game.
And then before you know it, nine
months, 12 months go by and yourbusiness isn't what you wanted.
But it's because you just didn'tgo execute all these mini plans
because you had this big fluffyplan with no actual tactical way
to get there.
(18:17):
So that's my plan.
That's how I operate.
I work in solving one problem,
launching one thing.
That's it.
And maybe it takes me two weeks todo it.
Maybe it's a month.
I just gave you an example.
Imagine if you had somethingaccomplished every month.
I think that's a great frameworkfor everyone.
This podcast is brought to you byGatorade Zero.
Orange.
Kind of warm.
So it's kind of like, I don'tknow.
(18:38):
Okay.
So hopefully you can take this.
And just do exactly what I justsaid there.
Like this works.
This is how people build
businesses.
And then before you know it, six
months go by and you've solved twoor three of your biggest problems.
You put process and system behindit and you're like off to the
races.
And a lot of you are looking like
the business, this business isactually pretty easy and you just
(19:01):
think things should always behard.
And if you just do these tacticalthings, I'm telling you these very
strategic things and you put inthe calendar and guess what?
Hey, I'm going to give you asecret here.
When the thing pops up in yourcalendar from eight to nine and
you've got deals on the go thatneed your energy, you say, yeah,
I'll fucking get to those laterbecause I need to do this.
I don't mute it, silent it, do itlater, shift it, slide it along in
(19:24):
the calendar.
I sit there and I do the thing
from eight to nine, right?It drives me crazy.
I'm like, okay, we have 30 -daycheck -in calls.
Did you?No, I didn't do it.
Why not?Oh, because I got busy.
No, bullshit.
Bull fucking shit.
You just didn't think it was apriority.
So you chose to do morecomfortable things than the thing
(19:46):
where you actually had to rollyour sleeves up, turn the lights
off, focus and concentrate and dosomething you don't know how to do
that well.
So instead of you trying to figure
out how to do it and reallygetting in the nuts and bolts of
it.
You decide to just go back to the
other thing, telling yourself,these people need me.
I need to do it.
(20:07):
You can go do that after.
It's only an hour.
Like, it's not like you're locking
yourself up for three days in aroom.
It's one fucking hour.
Right?
So stick to the plan.
That's what I could tell you.
Like, that should be a motto.
Stick to the plan.
Go build the plan.
Make sure the plan makes sense.
And then stick to the plan.
(20:27):
And then guess what?
You have hundreds of thousands ofdollars at the end of the year.
And you made a bunch of money.
And you're like, oh, this is
actually easier than I thought.
Because you had the plan.
You rolled your sleeves up, youexecuted.
But as soon as we run up againstthings that we don't have the
answers for, a lot of you, like Isee a wall, like I just run
(20:50):
through the wall.
Sometimes I kind of, I don't try
to like go around.
I want to learn.
And that's what this holds youaccountable on that.
There's certain things that you'regoing to build these problems that
you need to solve where you don'thave the answers.
And so you putting these foursessions, hour sessions together
allows you to dig deep into it.
And you start to learn it and it
(21:11):
becomes a craft that you work on.
And I have mad respect for people.
I can see it happening all aroundme where I'm like, whoa, you did
not know social media.
And now you're green screening
stuff.
You're doing your carousels.
You're editing correctly.
You're using current events.
You're doing, you got the hook upfront.
But you didn't know that.
So what did you do?
You figured it out.
You use the resources around you
to figure it out.
We have unlimited resources
(21:31):
absolutely everywhere in thisworld.
There's no reason you can't figuresomething out.
You didn't know the answer and youfigured it out.
And I can tell now.
Now you've taken it on.
Your pride has kicked in.
You've problem solved.
You're learning something to solvethat problem that you know will
change your business.
And you're figuring it out.
And it's so cool to see.
And other people dip their toe in.
And then the water's cold and theygo, fuck that.
I'm going to wait till the water'swarm.
(21:53):
Guess what?The water never gets warm.
Anytime the water's warm, it'sprobably a little puddle.
When you jump in, you're going tocrack your head open, right?
You want to jump in that cold, bigpool and then you figure it out.
So you prep your cell phone.
I already know it's going to be
cold.
So how do I address that?
What am I going to do now?So that was maybe just not a good
analogy, but you get the idea.
So there you go, kids.
(22:14):
I want to give that to you.
I have a bunch of other things I
want to talk about, but I'm goingto chop this up in another
podcast.
But this was, I know it's just tis
the season for business planningsessions, fluffy stuff out there
to make you feel better aboutwhere you're at now and what you
are going to accomplish later andcrush it.
(22:35):
But go do this 30 day plan.
It's way better.
I'm telling you way more.
It's my speed.
It's what I do.
So there you go.
That's it kids.
Enjoy your day.
Enjoy your weekend.
Thank you for listening.
I love the, the, um, I love.
that you're spending time doing
this.
Like, and that's why I show up
every time.
So thank you so much.
Okay.
That's it, kids.
Peace out.
Welcome to the mortgage game.
I truly, truly believe that
building a mortgage business, asuccessful one is like playing a
game.
There's winners, there's losers.
There's certain things you try.
Some of us are playing checkers
while others are playing chess.
I've had the ability to coach and
mentor hundreds of mortgagebrokers.
I myself built a very nicebusiness.
(00:26):
So now I want to distill all thatinformation, all the things I've
learned from that and bring itdirectly to you in a simple to
understand way.
I hope you enjoy.
All right, welcome to the MortgageGame Podcast.
Whiteboard Wiley coming to youlive from the Dodge Ram studio.
Let's get into it.
Before we do, I know a bunch of
(00:51):
you have been reaching out to me.
Thank you so much.
When's the next podcast, Ryan?It's been a month.
Yeah, it has been a month.
My bad.
I have a ton of stuff to talkabout, which I'm going to crush
out some podcasts here.
I've been out doing things.
I've been building things.
I've been traveling.
And so, and it also, I'm not likewhere I'm just going to put
content out to put content out.
If I not feeling it, if I just
don't have the, I don't want, Iwant to like give you everything
(01:15):
on this.
If I don't feel like there's going
to be value for you, I just don'twant to put it out there.
So it's like every Thursday, thepodcast comes out.
Like, that's just not my energy.
I'm going to do it when it feels
right and it's authentic andwhatnot.
And so I've been building things.
I've been like.
I like to go away and go buildthings.
And I've been doing that.
So I did MPC in Ottawa, which was
absolutely awesome.
We stopped in Toronto first and
(01:36):
did a team Wiley social.
We had maybe, I don't know, 30
agents out, 25, 30, something likethat.
I don't know.
But I hadn't met a lot of these
people.
So I'm just, I'm going to share
this personal stuff with youupfront just because, because it's
my podcast.
That's why.
And then I'll get into what thepodcast is actually about and I'll
give you some value, but it was soawesome seeing.
the team and a lot of them some ofthem i'd seen before and others i
(01:59):
just had never met before and itwas so cool and it just felt um
yeah it just felt like a veryfamily type environment and
something i've really never been apart of before uh like in a work
capacity and so for a lot of youout there who have that Kudos to
you.
I'd never had that brokering.
And this is now we've created it.
And that wasn't the vision, but
it's turning into that.
(02:19):
And so I wanted to go make a
brokerage where, or not abrokerage, but a team where we
just help you make money and helpyou double, triple your business
or live the life you want andalign yourself with all awesome
people.
And we'll go build things and
we'll go teach you things andcoach and mentor and all these
awesome things that really noone's doing out there.
and then this other piece has comeinto play with like the community
(02:39):
and the family feel and i'm likeoh my god it's like smacked me in
the face and so now i have justsuch a personal connection with so
many of the agents and it's justawesome it's it's i tell people it
scratches niche i didn't know ineed scratch um so we did that in
in toronto and then we went toottawa we did a team wiley dinner
uh before that and that wasfreaking awesome and then we did
mpc and i spoke at mpc um and thatwas great And yeah, and then we
(03:03):
did Calgary and was out there withTango, Alberta and did like a
little launch party there.
And then we're building things
internally.
We're launching a CRM this month,
a team Wiley CRM.
So we're super excited about that.
That'll come out in a couple ofweeks with all these client
journeys and automations built inand some marketing components and
drip campaigns and just awesome,awesome, awesome stuff.
And we're building other things.
(03:24):
And so that's what I've been
doing.
Okay.
I'm not just sitting around going,doing twiddling my thumbs, but
let's get into what we're talkingabout today.
So business planning.
We're coming into that time of
year now where it's like everyonewants to get, and I am hosting a
couple of these behind the scenes,an accountability group.
And also within Team Wiley, we aredoing a business planning session
(03:44):
for 2026, but we're going to do myversion of it.
And so, but I'm going to sharewith you right now why I think a
lot of those things are just acrock of shit.
and why, what you should doinstead.
And so how many times have youdone these business planning
sessions where you got to, let'sget ramped up for 2026 for next
year.
I'm going to put my business plan
(04:05):
together.
And you're just like, okay.
And then you show up and, but whenyou map out, how many deals do I
want to do?And how many files that be?
What's my average more size?And how am I going to get them?
And I'm going to do this.
And you put all this thing
together and your four or fivepages in, and maybe you have a PDF
and you're filling out or yourhand.
(04:25):
writing on something and you'reall like jacked up and then just
then it's like time to actually goexecute the fucking plan that you
just spent hours mapping out andgetting jacked up but you don't
and then like life happens januarycomes february march april did you
have you checked it do you havechecks and balances in place do
you have kpis do you have are areyou following along are you
meeting are you tracking youropens and and and uh discovery
calls and applications and likehalf you don't most you don't
(04:48):
record any of that so it's likeyou can't improve on what you
don't track but the whole pointwhat i'm trying to say is the
business plan just gets tuckedaway somewhere you have all these
dreams and aspirations and youfeel great in the moment and it
makes you feel like you're doingsomething in the moment and blah
blah blah but like you alreadyknow what to do like you literally
(05:10):
know what to do go create contentand talk to people like whatever
that version means of you but wego put this plan together And then
we never execute the fucking plan.
And then it just comes full cycle
again.
I'm going to crush next year.
And then now we're going to go dothis.
And now, oh, and then it comesnext year.
And you're like, I'm going tobuild my business plan for 2027.
And blah, blah, blah.
And you sit there.
And it's more you sit there withother agents and you might build
(05:32):
it.
And you all feel good and warm and
fuzzy together.
But I'm like an execution guy.
I'm like, did you go do the plan?Like, what have you been doing?
So like, why even do that?So I'm going to give you a better
way to do this.
I'm going to give you a much
better way, something that I'vedone and I currently do.
And this helps me.
And it's like funny, someone asked
me, I got asked this questionmaybe last week and they're like,
(05:53):
Ryan, what's the plan for TeamWiley?
Like, what's the vision?And I was like, oh shit, there is
no plan.
There's literally no plan.
It's we want to help 10 to $40million producing agents double
their business.
coach and mentor and give them
done for you tools.
And we're going to show up every
day.
That's our avatar.
We have people that are, you know,40 to 100 million as well, a bunch
in there.
But I'm like, that's our avatar.
(06:13):
And it's, what's the plan?There is no plan.
It's literally, we just show upevery day.
We do what we say we're going todo.
We help people in the moment.
We have one -on -one, one to many,
done for you.
Like, there's no plan.
And they're like, wow, I've neverheard that answer.
Usually people have these plans,and we want it to be this, and we
(06:34):
want it to be that.
And I'm like, no. It's literally,
I love what I do.
I get up, and I just do it.
And I do the thing.
There's no plan.
And it'll turn into somethingmore, and it has.
But we're not sitting here going,we want this number of agents,
this much volume.
That's all bullshit.
It truly is.
It's just bullshit.
We want all this.
And it's like, yeah, yeah, then
(06:54):
you lose sight.
It's not even about the agents
anymore.
Now it's about you and your plan.
So like same thing in the mortgageside, like if I'm running a
mortgage business, it's like,sure, I can have kind of things I
want to do, but literally I wantto wake up and I want to serve
clients.
And this is what I'm going to do.
And I want to have all thesethings in my business I want to
build on.
(07:14):
And then I build this bullshit
plan and then none of it gets doneor I get to like three out of 10
on all the projects.
So I'm going to give you a more
practical plan, more practical,tactical, throw another rhyming
word in there, plan on like.
how to actually have a business
okay so you write down everythingon your all the stuff you want to
do in your business you write itdown somewhere And it's like, I
want to do this.
I want to build webinars.
(07:35):
And I want to get referralpartners.
I want to reach out to realtorsand FAs.
And I want to do drip campaigns.
I want to build social media.
And I want to put my reels outthere.
And I want to have carousel posts.
And I want to be on three
platforms.
And I want to build a client
journey.
And I want to get good at
understanding the Man1 product andother advanced strategies.
(07:56):
And you just like map it all out.
Okay?
It's your wish list.
Your to -do list.
All these things.
Right?
I've done this exercise with a lotof agents.
And you map it all up.
And then I start going, okay,
which of these is a $30 ,000conversation and which one's a $3
conversation?Because I don't do $3
conversations.
I don't do that.
There's a lot of stuff in mycurrent business right now that's
just like those loose ends thatare never going to get tied up
(08:16):
because it's a $3 problem.
And I don't want to fix it.
I'm going to go fix the $30 ,000.
Let's say you identify that on
your board.
What's the one thing that you
solve and it solves otherproblems?
Or what's the one thing that'sactually going to drive, like put
money in the bank account?So you eventually want to work
through all these problems.
And you'll end up working through
four, five, six, whatever.
(08:37):
I'm going to give you a plan here.
This is what I did.
I didn't go write all these things
down in a business plan and thenstuff that under in a binder
somewhere.
People even have binders anymore.
I don't know.
You stuff it somewhere and you
never look at it or you look at itagain and you're like, yeah, I'm
not doing that.
(08:58):
Okay, I wish I would have done
that.
Instead, I put a 30 -day.
It's called a sprint.
And they do this in the SaaS
community a lot, software as aservice.
And they use it in otherbusinesses as well, but it's a
sprint.
And it could be a two -week, it
could be a 30 -day.
I'm going to say.
Imagine if every month you got oneof those big $30 ,000 conversation
things off of your list that wejust had off the whiteboard.
(09:19):
You got it done.
So you knew in January you were
getting this done.
And then February comes and you
get this done.
And March comes and you get this
done.
By the end of the year, your
business is drastically differentand you actually got the shit
done.
And so this is my business plan.
I figure out what the thing is.
And then I put 30 days in and, and
some of these you can solve in twoweeks, but I'm going to say 30
days.
So, and I break into a weekly
things.
So I go, I look at how much this
(09:43):
is going to take me to do.
Okay.
So I'm going to give you a realexample here, because I'm kind of
talking in circles here.
I'm going to give you a real
example.
Let's say I wanted to start doing,
being consistent on social media.
Okay.
And that's what I want to do.
I want to do three reels a week
across three platforms and.
(10:04):
That's what I want to do.
That's the plan I want to put inplace and hold myself to it, okay?
So I'm going to go, okay, weekone, two, three, four.
I'm going to have four sessionswhere I'm going to work on
building this.
I'm going to write down all the
things that need to happen for meto build a process around this.
So at the end of the month, let'sjust say January.
At the end of January, I've got aprocess dialed in.
Now I just show up and I put theprocess to work or I get other
(10:27):
people around me working in theprocess, whatever that is.
I need to build this out.
a system or process so that i will
have consistent content going outon three platforms and i will time
block four sessions one a weekwednesday at 8 a
m let's say from 8 to 9 or 8 to 10depending on how much i need to do
in there let's say 8 to 9 and i'mgoing to week one i'm going to do
(10:47):
this week two this week three thisweek for this boom by the end of
week four i've got the thing doneit is done i don't do anything
else I'm not working on my clientjourney.
I'm not writing emails for a dripcampaign.
I'm not building the webinar.
I'm not doing anything.
I'm showing up in time slot onefor week one, execute the thing.
So it might be, okay, figure outmy marketing avatar.
70 % of my content needs to gotowards one person.
(11:09):
So I'm going to sit here for onehour on Wednesday and I'm going to
figure out who my marketing avataris.
That's all I'm doing today.
And then I'm done.
Now week two, I go into the timeslot.
Right.
Wednesday at eight o 'clock, eight
to nine.
Next thing I need to accomplish is
I'm going to identify and I'mspitballing here.
I'm going to identify, but thisactually wouldn't be the plan.
I'm going to identify theplatforms I'm going to post on
(11:30):
Facebook, Instagram, LinkedIn,because that's where my avatar is.
It hangs out on LinkedIn decisionmakers.
FYI, more decision makers are onLinkedIn than Instagram.
If you're looking for white collarindividuals.
with mortgages good creditapproval income and decision
makers linkedin okay so i'm goingto identify those three platforms
and then i'm going to go okay i'mgoing to go optimize my profiles
so i'm going to sit there in thathour and optimize my profiles and
(11:53):
make sure each of those profilesmy facebook my banners um my links
my links all work my link treeworks i'm going to go in make sure
it's continuity that says the samething on all of them so if you go
to one you go the other like i'llmake sure it shows the areas that
i serve what i do some fun factsabout me and all my branding's
tight and it's all that that'swhat i'm going to do in that day
(12:17):
so maybe that's two hours rightbut i would have mapped this out
day one what i'm going to do ineach of those days okay and then
three day three comes around AndI'm going to go, okay, now I need
to batch record and I need towrite my scripts.
So I'm going to come up with someprompts.
I'm going to figure out the topicsusing ChatGPT around serving my
marketing avatar that I decidedon.
(12:38):
Let's just say my marketing avatarwas BFS.
Business for self.
So I'm going to use, I'm going to
figure out the topics I can talkabout, and then I'm going to get
ChatGPT to give me some awesomehooks because that's going to go
in the first three, four secondsof the video so I can captivate
people and keep them in.
Don't leave the hook.
Don't be like, hey, I'm a mortgagebroker.
Like, blah.
Don't do that.
Don't be boring.
Get them with the hook.
Okay.
Stop paying CRA money just to get
(12:58):
a mortgage.
Let me explain what I mean by
that.
Right.
Stuff like that.
Are you a business owner in
Ontario?I'm going to show you how you get
a mortgage with an A lenderwithout declaring more personal
income.
Right.
Stuff like that.
And then I'm just going to work
and I'm going to work on myscripting and I'm going to figure
out my prompts.
So now I know and I'm going to
figure out the day that I'm goingto record and I'm going to go back
(13:21):
to record and I'm going to record15 videos in one day.
And so I'm going to figure out,OK, where am I recording?
Am I using my webcam?Am I using my phone?
What day am I recording?I'm going to put that in the
calendar.
So I'm going to map out the batch
record day with the scripting onthat week three time slot I have.
Okay.
So I've got all that figured.
Now day four is actually recordingand going through the process of
(13:42):
recording and editing the videoand scheduling to put it out.
So I'm going to go map all thisstuff out.
So by the end of January, I've gota process dialed in where then
starting February, I can go, okay.
Now I'm going to go execute the
plan that I just built.
I spent four weeks building four
time slots in my sprint, my 30 daysprint to create consistent
content across three platforms.
And so now I'm going to go, okay,
(14:03):
well, I've got my batch recordingday on, um, I put it in for the
15th of the month.
Um, and I know that I need to have
my scripts done a week before, andthat's already in my calendar.
Cause I put that into my weekthree session.
And so I've got already in there.
And when I go into my calendar in
the description, I've got all thethings I need to do, all the
prompts I need, all my logins.
I've got the process started.
(14:24):
I know how to create my scripts.
I know how I'm going to record.
I know how I'm going to edit.
I know it's all laid out for me
because I went and built that inthat 30 day sprint.
So now I've dummy proofed it.
Now I just show up.
I show up to the time slot, readyto build my scripts.
I show up ready to record on theother day.
(14:44):
And then I show up, I eitheroutsource the editing.
And if that's one of the things,my 30 day sprint, who's going to
edit my video.
So I figured that out.
That could have been one of thethings, maybe on week four, I
figure out who's going to edit thevideo and are they going to
schedule for me?Are they going to hand it back?
What's the process?Where do I, how do I get them the
(15:05):
videos?Do I drop into Google drive and
alert them and have an automatedalert sent to them?
Do I, and how do they get it backto me?
I'm going to figure that out inday, in that fourth session,
right?You see where I'm going with this?
Now that's a plan.
So I execute that.
So now I've got this processsystem built in and I stick to the
plan.
Now I'm going to have consistent
content as long as I show up tothe calendar days and do it.
Right.
And a lot of you just don't have
that process.
You go, I'm going to do it.
And then you show up by recordingand you walk in, you're like, I
(15:29):
don't know what to do.
I don't know where to start.
So I'm just going to go dosomething that's easier.
And that's looking at down paymentdocs.
I'm going to upload that to theportal and feel good about myself.
Right.
I mean, while other people are
just crushing content because theyhave this process built up and
then February is going to come andI'm going to go, what's my 30 day
sprint for February?Well, my third day spread for
February is I'm going to writeemail marketing drip campaigns.
I'm going to go build out thefirst six months of that campaign.
(15:50):
I'm going to go connect it all.
So I'm going to put in my calendar
Wednesday, eight to nine for fourweeks.
And I'm going to map out what am Idoing in each of those day, day
one.
And then same thing.
You build out the plan and thenyou execute the plan for February
and it's ready to go for March.
And now March, you're just, now I
know how to go build.
I've already got the six month
drip campaign bill.
So now I put in my calendar five
(16:10):
months down the road, I'm going togo execute that plan again.
Right?So that's how you do it.
So at the end of every month, youhave all these things done.
So by the time December rollsaround in this example, you are 12
things have been fixed or built.
all the money -making tasks, the
things that put money in your bankaccount, the $30 ,000
conversations, and you've got allthese little loose end $3 problems
around you, which is okay.
You can live with that.
Do not spend your time fixing $3problems.
And so that's the plan.
That's the business plan.
You don't know because half of us,we don't know what's going to
(16:33):
happen.
Six months from now, nine months,
a year.
It's really hard to see that in
the future.
And if you're anything like me,
I'm like, I don't have a hot cluewhere I'm going to be in a year.
And I'm going to write on a pieceof paper, like a dream board
thing, like, hey, I'm going to be.
And then I just have this fluffy
thing out there.
But I'm like, but I'm just going
to go execute my daily things.
(16:55):
And then it is going to be what
it's going to be.
My volumes, if I'm a mortgage
broker, are going to be whatthey're going to be based on all
the daily things I've built thatjust start compounding and adding
up.
So a lot of you have this big
fluffy plan.
You don't execute.
I don't have the plan.
I have a 30 -day plan.
I can only see 30 days ahead ofme.
(17:15):
I do not know what's happening inSeptember next year.
Why the hell am I planning forthat right now?
Like, let's be honest.
I mean, you're doing it.
A lot of you are.
So let's put a 30 -day, I love 30
-day plans.
Let's put a 30 -day plan together.
Let's do that.
And let's focus on one fucking
(17:37):
thing, right?Instead of this laundry list of
crap in your business, and you getto a two or three out of 10 on all
of them, and then you getextremely frustrated, feel like
you're spinning your wheels, youfeel like this industry's hard,
and then you start blaming things.
You start blaming, oh, that
doesn't work.
This didn't work.
Interest rates are too high.
No one's buying.
Real estate agents aren't.
None of that business.
No, the good ones do.
(17:57):
You just don't know them.
They do.
And I get it.
Some of them don't.
But you know, I'm going like you
start playing the blame game.
And then before you know it, nine
months, 12 months go by and yourbusiness isn't what you wanted.
But it's because you just didn'tgo execute all these mini plans
because you had this big fluffyplan with no actual tactical way
to get there.
(18:17):
So that's my plan.
That's how I operate.
I work in solving one problem,
launching one thing.
That's it.
And maybe it takes me two weeks todo it.
Maybe it's a month.
I just gave you an example.
Imagine if you had somethingaccomplished every month.
I think that's a great frameworkfor everyone.
This podcast is brought to you byGatorade Zero.
Orange.
Kind of warm.
So it's kind of like, I don'tknow.
(18:38):
Okay.
So hopefully you can take this.
And just do exactly what I justsaid there.
Like this works.
This is how people build
businesses.
And then before you know it, six
months go by and you've solved twoor three of your biggest problems.
You put process and system behindit and you're like off to the
races.
And a lot of you are looking like
the business, this business isactually pretty easy and you just
(19:01):
think things should always behard.
And if you just do these tacticalthings, I'm telling you these very
strategic things and you put inthe calendar and guess what?
Hey, I'm going to give you asecret here.
When the thing pops up in yourcalendar from eight to nine and
you've got deals on the go thatneed your energy, you say, yeah,
I'll fucking get to those laterbecause I need to do this.
I don't mute it, silent it, do itlater, shift it, slide it along in
(19:24):
the calendar.
I sit there and I do the thing
from eight to nine, right?It drives me crazy.
I'm like, okay, we have 30 -daycheck -in calls.
Did you?No, I didn't do it.
Why not?Oh, because I got busy.
No, bullshit.
Bull fucking shit.
You just didn't think it was apriority.
So you chose to do morecomfortable things than the thing
(19:46):
where you actually had to rollyour sleeves up, turn the lights
off, focus and concentrate and dosomething you don't know how to do
that well.
So instead of you trying to figure
out how to do it and reallygetting in the nuts and bolts of
it.
You decide to just go back to the
other thing, telling yourself,these people need me.
I need to do it.
(20:07):
You can go do that after.
It's only an hour.
Like, it's not like you're locking
yourself up for three days in aroom.
It's one fucking hour.
Right?
So stick to the plan.
That's what I could tell you.
Like, that should be a motto.
Stick to the plan.
Go build the plan.
Make sure the plan makes sense.
And then stick to the plan.
(20:27):
And then guess what?
You have hundreds of thousands ofdollars at the end of the year.
And you made a bunch of money.
And you're like, oh, this is
actually easier than I thought.
Because you had the plan.
You rolled your sleeves up, youexecuted.
But as soon as we run up againstthings that we don't have the
answers for, a lot of you, like Isee a wall, like I just run
(20:50):
through the wall.
Sometimes I kind of, I don't try
to like go around.
I want to learn.
And that's what this holds youaccountable on that.
There's certain things that you'regoing to build these problems that
you need to solve where you don'thave the answers.
And so you putting these foursessions, hour sessions together
allows you to dig deep into it.
And you start to learn it and it
(21:11):
becomes a craft that you work on.
And I have mad respect for people.
I can see it happening all aroundme where I'm like, whoa, you did
not know social media.
And now you're green screening
stuff.
You're doing your carousels.
You're editing correctly.
You're using current events.
You're doing, you got the hook upfront.
But you didn't know that.
So what did you do?
You figured it out.
You use the resources around you
to figure it out.
We have unlimited resources
(21:31):
absolutely everywhere in thisworld.
There's no reason you can't figuresomething out.
You didn't know the answer and youfigured it out.
And I can tell now.
Now you've taken it on.
Your pride has kicked in.
You've problem solved.
You're learning something to solvethat problem that you know will
change your business.
And you're figuring it out.
And it's so cool to see.
And other people dip their toe in.
And then the water's cold and theygo, fuck that.
I'm going to wait till the water'swarm.
(21:53):
Guess what?The water never gets warm.
Anytime the water's warm, it'sprobably a little puddle.
When you jump in, you're going tocrack your head open, right?
You want to jump in that cold, bigpool and then you figure it out.
So you prep your cell phone.
I already know it's going to be
cold.
So how do I address that?
What am I going to do now?So that was maybe just not a good
analogy, but you get the idea.
So there you go, kids.
(22:14):
I want to give that to you.
I have a bunch of other things I
want to talk about, but I'm goingto chop this up in another
podcast.
But this was, I know it's just tis
the season for business planningsessions, fluffy stuff out there
to make you feel better aboutwhere you're at now and what you
are going to accomplish later andcrush it.
(22:35):
But go do this 30 day plan.
It's way better.
I'm telling you way more.
It's my speed.
It's what I do.
So there you go.
That's it kids.
Enjoy your day.
Enjoy your weekend.
Thank you for listening.
I love the, the, um, I love.
that you're spending time doing
this.
Like, and that's why I show up
every time.
So thank you so much.
Okay.
That's it, kids.
Peace out.
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