May 6, 2025 • 15 mins
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EPISODE DESCRIPTION
In this episode, Brandon and Tom share the "push & proof" concept, where you pick 2-3 key objectives in your business to focus your energy on (the push), and then tracking actionable metrics that genuinely reflect your business progress (the proof).
Brandon and Tom discuss: → Where they found this concept and how it can be applied to mortgages. → Key metrics brokers should be tracking, streamlining those metrics for maximum impact, and an area all brokers could improve on. → The "Power of the Paycheck" strategy and how it can help you win against rate, and solving Tom's biggest cash damming pain point.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Hello everyone, welcome to thisweek's episode of Commission
(00:02):
Breath.
Brandon Love and Tom Moffitt here
back in the studio.
We're back at it.
Tom's just getting back from alittle vacation.
It's good to catch up.
He looks a little bit more tanned
for a ginger.
It's always hard to tell, but he
looks alive, which is good.
looks alive, which is good.
I swear every year I'm gettingless and less ginger because the
tan just keeps coming out.
We'll see what happens next year,
but thanks man.
Appreciate the notice on it.
(00:23):
I feel well rested, kind of.
I mean, any vacation with kids is
never an actual true vacation, butjust getting outside of like this
crummy weather was really nice.
And I had a bit of time to do some
reflection and kind of revamp,like looking at the different
businesses and all that.
So I'm feeling kind of fresh and
ready to rock and roll.
Yeah, it can be nice to get that
like zoned out time and just havethe bird's eye view of things.
(00:46):
be to get that like zoned out timeand just have the bird's eye view
of things.
And then you're just like looking
at me.
in the trenches going through
being like, Tom, this is blowingup while you're away.
And you're like, oh, no, it'sfine.
It's all going to work.
For the most part, For the most
part, we were pretty good, man.
It was really the last couple of
days where we had a few thingsblow up.
On the mortgage side, the mortgageside, we have Kyle underwriting
away.
That side was pretty peaceful.
Brokerage side, there's always afew things that come up just
because there's changing landscapealways, right?
(01:08):
It's something that we'relearning.
It's not like we've done it foryears and years.
So things come up where we haveto... adapt and put out more fires
or learn to jump into scenarioswe're not familiar with.
So that's that though.
No bad things, just new things.
So all good.
Everything's salt and water.
Exactly.
So today we are going to talk on a
concept that I picked up fromwatching a YouTube fitness video
(01:30):
and it's called the push and theproof.
And just kind of side context, I'mtrying to get in better shape and
achieve some fitness goals.
So I've been crushing a few of
these YouTube videos.
And a lot of it is very repetitive
or gimmicky kind of stuff.
I'm like, okay, I'm getting kind
of sick of this.
Maybe some people feel about that,
(01:52):
about the mortgage podcast too.
But then once in a while, there's
a gem within that.
And I'm like, oh, that's really
good from a fitness perspective.
But then quite often, I find
there's a lot of crossover withthe mortgage industry.
as well or just business ingeneral so this one in particular
was this idea of picking somethingto push on so be it like two to
three things for your body buttranslate that to two to three
(02:14):
things for your business and bevery very granular about what
those two to three things are andthen the flip side of that is to
have the proof so for each ofthose things what is the proof
that you're showing that you'reactually achieving it.
So going back to a fitnesscontext, because it makes it
really easy to explain, your pushwould be like doing 15 ,000 steps,
working out three times a week.
(02:35):
Your proof would be your weight on
the scale plus progress photostaken at the beginning of every
week.
So that's something very clear
that the task you have to do andthe way to measure it.
In your mortgage business, itmight be something like, okay,
your push is to post.
content on social media for every
business day of the week, or doyour five asks per day.
(02:55):
And your proof would be the numberof leads or your conversion rate
from lead to application.
different things like that.
So pick sort of what your proof isgoing to be, but make sure it's
tied very closely so that you cansee that for this 30, 60, 90, 120
day, whatever the time horizon youset for this experiment, you can
see the results being measuredthat way.
I think the key metrics from justlike a strictly mortgage business
(03:17):
perspective would be like trackthe leads you have coming in.
think the key metrics from justlike a strictly mortgage business
perspective would be like trackthe leads you have coming in.
So the amount of leads.
App to funded ratio is great as
well.
App to funded percentage.
And we don't do this, but I thinkit would be beneficial to at some
point track it as lead to close isthe last one that I just
mentioned.
And the next one is from discovery
call to application.
Like how many people are actually
(03:38):
starting the application from thatinitial discovery call or lead in?
Yeah, right now our primary metricis lead to close.
That's really what we... weoperate off of and we try to have
a healthy number there.
As things progress and more people
and more moving parts are broughtinto the business, it's something
that will probably get moregranular on what we're tracking.
But it's really important thatyour tracking activity doesn't
(03:59):
become a whole other thing thatyou account as being progress
because it should be measuringprogress.
So many people spend time buildingout all these fancy like... oh, I
did X percentage here.
I'm like, you probably spent like
two hours putting together thisreport about your business.
If you just put two hours intoprospecting, you'd have a better
business.
And that's actually the thing you
(04:20):
should be solving for.
solving for.
That's why we don't track it.
Like, that's why we don't do the
lead into application startedbecause it's just, we would rather
just focus on getting the businessin.
And like, that's a nice to have.
It's not like a necessary thing
for us right now.
Exactly.
And all of these reports and stufflike that, it's only useful if
you... implement on what thereport is telling you.
And for a lot of the reports, thenumber you don't like would be way
(04:43):
better solved by not spending timemaking the report and spending
time on the action you need to do.
Yeah, and lead in.
To app started, I think that'smore important for someone that's
maybe doing like online leads ormore of like a social media
presence because the leads aregoing to be less quality.
I don't know about you, but likewith referral partners and past
clients, it's usually prettysticky that the person's going to
start an application if you'vehopped on a call with them.
So that's why like you and Ihaven't personally like even
(05:04):
like... dabbled with that one.
But I can see with just the cash
jamming alone on the social side,that is a metric I would like to
track is, hey, how many peoplehave actually started filling out
the data capture sheet?Because that's where you're going
to get a lot of the fall off if alot of the leads are from social
media.
Yeah, for sure.
You got to make those like firstcouple hoops and then measure
that.
I also think you're one to two
(05:26):
things you might be working on.
One thing that would be really
great to work on for a ton ofpeople is get really good at your
discovery call.
If you get really good at your
discovery call, the metric youmight want to now track is what is
my discovery call to completedapplication?
Because you'll be able to watch ifyour discovery call is getting
better time after time, thatpercentage should and will
increase.
So different things, if you say,
hey, I think I have a weakness inthis part of my business, in this
(05:48):
part of my client journey, focuson that, pick something
measurable.
Do it until you feel like that's
no longer a weakness.
Maybe it's become a strength now.
Maybe it's just it's good enoughand move to the next part of the
thing.
So for us, for a long time, it was
just like following up with ourdatabase and with clients we'd
already funded mortgage war.
(06:09):
We were great until they would
fund or if they didn't fund andthey would just kind of sit in our
orbit.
Now, over the past couple of
months, we've done a ton of follow-up systems and stuff that's
really helping there.
And we can track this with our
growing email list, our engagementon different things like VIP club.
We can see that that's improving.
Now, you're more into the social
media cash damning space.
Now, you now have to create
(06:31):
filters because you were getting aton of book calls with people who
weren't qualified.
There were time wasters.
So now, you have to identify thatproblem, pick two to three things,
pick the new metric you're goingto look at.
and tweak the process accordinglythat way.
Yeah, you got to pick the oneproblem that is the biggest pain
point in your business.
And for me, it's the calendar
filling up, which is a goodproblem to have.
(06:51):
But if it's filling up and I haveno times for qualified clients to
book calls with, I want to weedout the ones that aren't qualified
or that are just kind of like...
kicking tires.
So I won't go too deep on it.
But what I'm going to be building
out is some sort of type form toask more upfront questions.
And by the end of it, if theyqualify, it'll funnel them to my
(07:13):
Calumlee.
And if they don't qualify, it just
basically says like, hey, thanksfor reaching out.
Unfortunately, right now.
cash jamming is not the best fit
for you.
And then from that point, are they
just like a dead lead or do youtry to chat with them about other
things you could do that areoutside the realm of cash jamming?
It'll add it to my databaseautomatically just from them
putting their email in.
So I'll at least have them in my
(07:34):
database, but I'll have some sortof like positive message at the
end, maybe like a video sayinglike, hey, cash jamming isn't
right for you.
But if you're coming up for
renewal or you need to tap intoequity, if you need to consolidate
that, like...
Just kind of like list out the
different things that I can helpthem with.
Maybe introduce something likethat instead of just saying, hey,
thanks, goodbye.
Yeah, because that sounded kind of
depressing.
Like if I was on the client
(07:55):
receiving end of that and it'slike, oh, this isn't a fit for
you.
It's like you went for a job and
you got just the rejection letter.
Obviously, not every employer is
going to give you like, hey, youcould work on these couple of
things.
But if you were like, hey, cash
damning is not the best solution.
But based on your profile, I've
identified a few.
things that we could either work
on or work towards.
Are you interested in taking that
next step?Number one, you're going to have a
(08:17):
way better client outlook of thebusiness.
Plus, you're probably going to endup closing more files because
you're going to start with asolutions -based mindset past the
frame of cash damming into whatelse is possible there.
Like ideal world, 100%.
I have like... these different
angles to push them towards likethe different strategies that i'm
utilizing but to start off maybeit's just something super simple
that i can plug in right away andthen i can get the type form done
and from there i'll have like somesort of like i would love to have
(08:40):
like an evergreen video That ishigh level of the different
strategies to make your mortgageeither the interest tax deductible
or for you to use a strategy likethe ManyLife one to pay off your
mortgage and have to be out oftime.
I want to introduce these conceptsinto one video.
And that can be the thing thatthey get linked to.
(09:00):
And that way it's continuing therelationship with that person.
And it's not that hard, like, hey,goodbye.
And that's key for social media aswell, because you want some raving
fans that are going to continue towatch your content and interact
with the different stuff you putout there.
Yeah, what would be cool is if webuilt like a X part YouTube series
on like advanced mortgagestrategies, and then we could link
them, hey, watch this, see if anyof these appeal to you.
(09:25):
And we have your whole profilebuilt out.
The scenario of any of this is ofinterest to you.
I think that would be reallysticky.
Also, you could break that up andget a ton of content out of it.
So it's it's multipurpose for you.
It's good for building out, you
know, the ROI on your.
AdWords and all that shit that
you're into.
So all this shit that we're
(09:46):
talking about is on my vacationlist that I made up when I was
away.
this shit that we're talking about
is on my vacation list that I madeup when I was away.
But it's like, I'm very mindful oflike, hey, don't just dive into it
and start doing it like back toour original statement, like focus
on the one thing that's a painpoint.
And for me, it's that I need toclear out the people that aren't
(10:08):
qualified.
Maybe I start with that harsh
method right away.
And then I can ease into like
perfecting it down the line andjust converting more people.
come into my orbit too yeah forsure sometimes you just have to
clear and like do like acontrolled burn of the space in
order to restart the way you wantto start and with advanced
strategies i find there's so muchcoming into your head it's like
holy fuck oh yeah sometimes it'shard to like separate yourself
from it and create the mostoptimal journey which ironically
like sometimes you just have toclear and like do like a
(10:31):
controlled burn of the space inorder to restart the way you want
to start and with advancedstrategies i find there's so much
coming into your head it's likeholy fuck oh yeah sometimes it's
hard to like separate yourselffrom it and create the most
optimal journey which ironicallylike By the time we spend like
several months on this, the mostoptimal journey is going to be the
one that's the simplest for us andthe client.
But unfortunately, you have to gothrough this whole journey to just
(10:53):
to come back and find that simpleone, which then we'll probably
give you guys in one 15 minuteepisode and you can choose to
follow it or not.
But yeah, I can totally understand
like just wanting to be like, hey,it's not a fit for you.
Let's move on.
They'll still get the drip emails
and maybe they come back aroundthat way.
Yeah.
And to your point, you're going to
have a lot of these clients thataren't going to be a good fit.
I'm always looking for a power ofthe paycheck strategy for someone.
I feel like they're way morecommon than we think.
And just looking out for thatopportunity, it's like the
simplest strategy out of all ofthem.
Once the client understands howthe product works and it's very
effective.
So I'm kind of excited to dive a
(11:14):
bit deeper on that.
Yeah.
And for those of you listening whohave no idea what Tom's talking
about, he's talking about usingthe Manulife1 account, power of
the paycheck strategy.
It's super effective.
We actually use it a lot now.
If someone's like, ah, you know
what?I'm just like getting a better
rate or I'm like leaning towardsthis.
I'm talking to someone else.
We just run them through the power
of the paycheck scenario.
And like you said, when it works,
it's incredible how effective itis.
(11:34):
you would have to almost be anidiot to not take it at that
point.
It's such an easy, quick
calculation too.
Like you go to the Manulife
website, you go to the brokercalculator and you put in the
numbers, like don't even go intothe weeds of like collecting,
checking, savings account numbers,all of the specific debts that the
client has.
Just get the rough numbers and
present it to them.
And it's great.
(11:55):
It spits out a number of how muchinterest you're going to shave off
your mortgage and how many yearsyou're going to shave off your
mortgage.
And the really cool part is word
out.
Kyle, our underwriter, he loves
the Manulife One product now.
So he's diving deep on it.
And any opportunity, that's hisfilter now.
He's looking through any lead wesend him for renewals, refis,
anything.
He's looking for that.
Yeah, he's like the Terminator nowwith this lens on Manulife One.
(12:18):
And it's really funny because Iknow about it and I know how it
works.
We hired him at the same time we
were going deep on it.
So I never like... put all that
effort into getting super informedon it but i've been watching his
videos that he sends to clientsand i'm like oh this is really
good so i started commenting likegreat video kyle like this is
(12:38):
really informative he's like areyou just fucking like jerking my
chain i'm like no i've actuallybeen like like watching your six
minute recap on the strategy forthe client.
I think it's amazing.
I can only think about how many
deals in the past, can only thinkabout how many deals in the past,
because I always just kind ofshoot away renewals.
Like if they just wanted thelowest rate, I'm like, okay, cool.
The amount of deals we probablycould have had in one over just by
(13:01):
looking at the power of thepaycheck, I can only imagine.
And a lot of brokers.
Hindsight's 20 -20 on that.
Oh, yeah.
I'm just happy we don't know.
Yeah.
For those of you who are
struggling on something thatyou're like, I don't really know
what to use as the push or theproof, Manulife 1 would be a great
one to take a look at.
So make your push to learn and
(13:21):
implement the Manulife 1 productfor a client or several clients.
And your proof can be the numberof... files you convert doing
this.
I think that's a great one because
it's a fantastic tool to have inyour toolkit going forward.
going forward.
I'm going to keep going on this.
I can't believe how underutilizedthe product is.
And we were all just so blind toit.
And now it's like this hot topicin the mortgage industry, which
like it is a trend, but it's for agood reason.
The really cool part is like whenyou use the calculator and you get
(13:43):
to the end, you can print off aPDF report for the client and you
can do a Loom overview goingthrough like, here's your Manulife
one number.
Here's all of your savings here.
Like it's so cool how no otherlender does this and nobody ever
talked about it.
But I don't know.
I obviously love it.
I'll go on a little tangent on
this.
go on a little tangent on this.
I was like talking about howamazing it is to leave you.
And she just kind of like satthere listening, me going through
(14:04):
all the reasons why.
And she's like, you know, I had
this account at my old house,right?
I had one.
I loved it.
But I'm like, oh, fuck.
I don't know.
Why did you love it?Well, there you go.
it?Well, there you go.
Why'd you let me put you with adifferent lender then?
Yeah.
And if you want to learn more
about this stuff, like we'rediving deep on all of these
different strategies and we'reimplementing it into our daily
(14:26):
prospectors hour that we do withour agents at Tango.
So every day.
for half hour training after our
first half hour of prospecting,we're talking about this stuff.
And it's really cool.
We've built this like little mini
mastermind within our brokerage.
So if you're interested, reach out
to us.
You know how to get ahold of us
while you're at it.
If you haven't written a review,
I'm going to do a two pronged askhere.
Please do it for us.
(14:46):
Awesome.
Thanks everyone.
Have a great week.
Hello everyone, welcome to thisweek's episode of Commission
(00:02):
Breath.
Brandon Love and Tom Moffitt here
back in the studio.
We're back at it.
Tom's just getting back from alittle vacation.
It's good to catch up.
He looks a little bit more tanned
for a ginger.
It's always hard to tell, but he
looks alive, which is good.
looks alive, which is good.
I swear every year I'm gettingless and less ginger because the
tan just keeps coming out.
We'll see what happens next year,
but thanks man.
Appreciate the notice on it.
(00:23):
I feel well rested, kind of.
I mean, any vacation with kids is
never an actual true vacation, butjust getting outside of like this
crummy weather was really nice.
And I had a bit of time to do some
reflection and kind of revamp,like looking at the different
businesses and all that.
So I'm feeling kind of fresh and
ready to rock and roll.
Yeah, it can be nice to get that
like zoned out time and just havethe bird's eye view of things.
(00:46):
be to get that like zoned out timeand just have the bird's eye view
of things.
And then you're just like looking
at me.
in the trenches going through
being like, Tom, this is blowingup while you're away.
And you're like, oh, no, it'sfine.
It's all going to work.
For the most part, For the most
part, we were pretty good, man.
It was really the last couple of
days where we had a few thingsblow up.
On the mortgage side, the mortgageside, we have Kyle underwriting
away.
That side was pretty peaceful.
Brokerage side, there's always afew things that come up just
because there's changing landscapealways, right?
(01:08):
It's something that we'relearning.
It's not like we've done it foryears and years.
So things come up where we haveto... adapt and put out more fires
or learn to jump into scenarioswe're not familiar with.
So that's that though.
No bad things, just new things.
So all good.
Everything's salt and water.
Exactly.
So today we are going to talk on a
concept that I picked up fromwatching a YouTube fitness video
(01:30):
and it's called the push and theproof.
And just kind of side context, I'mtrying to get in better shape and
achieve some fitness goals.
So I've been crushing a few of
these YouTube videos.
And a lot of it is very repetitive
or gimmicky kind of stuff.
I'm like, okay, I'm getting kind
of sick of this.
Maybe some people feel about that,
(01:52):
about the mortgage podcast too.
But then once in a while, there's
a gem within that.
And I'm like, oh, that's really
good from a fitness perspective.
But then quite often, I find
there's a lot of crossover withthe mortgage industry.
as well or just business ingeneral so this one in particular
was this idea of picking somethingto push on so be it like two to
three things for your body buttranslate that to two to three
(02:14):
things for your business and bevery very granular about what
those two to three things are andthen the flip side of that is to
have the proof so for each ofthose things what is the proof
that you're showing that you'reactually achieving it.
So going back to a fitnesscontext, because it makes it
really easy to explain, your pushwould be like doing 15 ,000 steps,
working out three times a week.
(02:35):
Your proof would be your weight on
the scale plus progress photostaken at the beginning of every
week.
So that's something very clear
that the task you have to do andthe way to measure it.
In your mortgage business, itmight be something like, okay,
your push is to post.
content on social media for every
business day of the week, or doyour five asks per day.
(02:55):
And your proof would be the numberof leads or your conversion rate
from lead to application.
different things like that.
So pick sort of what your proof isgoing to be, but make sure it's
tied very closely so that you cansee that for this 30, 60, 90, 120
day, whatever the time horizon youset for this experiment, you can
see the results being measuredthat way.
I think the key metrics from justlike a strictly mortgage business
(03:17):
perspective would be like trackthe leads you have coming in.
think the key metrics from justlike a strictly mortgage business
perspective would be like trackthe leads you have coming in.
So the amount of leads.
App to funded ratio is great as
well.
App to funded percentage.
And we don't do this, but I thinkit would be beneficial to at some
point track it as lead to close isthe last one that I just
mentioned.
And the next one is from discovery
call to application.
Like how many people are actually
(03:38):
starting the application from thatinitial discovery call or lead in?
Yeah, right now our primary metricis lead to close.
That's really what we... weoperate off of and we try to have
a healthy number there.
As things progress and more people
and more moving parts are broughtinto the business, it's something
that will probably get moregranular on what we're tracking.
But it's really important thatyour tracking activity doesn't
(03:59):
become a whole other thing thatyou account as being progress
because it should be measuringprogress.
So many people spend time buildingout all these fancy like... oh, I
did X percentage here.
I'm like, you probably spent like
two hours putting together thisreport about your business.
If you just put two hours intoprospecting, you'd have a better
business.
And that's actually the thing you
(04:20):
should be solving for.
solving for.
That's why we don't track it.
Like, that's why we don't do the
lead into application startedbecause it's just, we would rather
just focus on getting the businessin.
And like, that's a nice to have.
It's not like a necessary thing
for us right now.
Exactly.
And all of these reports and stufflike that, it's only useful if
you... implement on what thereport is telling you.
And for a lot of the reports, thenumber you don't like would be way
(04:43):
better solved by not spending timemaking the report and spending
time on the action you need to do.
Yeah, and lead in.
To app started, I think that'smore important for someone that's
maybe doing like online leads ormore of like a social media
presence because the leads aregoing to be less quality.
I don't know about you, but likewith referral partners and past
clients, it's usually prettysticky that the person's going to
start an application if you'vehopped on a call with them.
So that's why like you and Ihaven't personally like even
(05:04):
like... dabbled with that one.
But I can see with just the cash
jamming alone on the social side,that is a metric I would like to
track is, hey, how many peoplehave actually started filling out
the data capture sheet?Because that's where you're going
to get a lot of the fall off if alot of the leads are from social
media.
Yeah, for sure.
You got to make those like firstcouple hoops and then measure
that.
I also think you're one to two
(05:26):
things you might be working on.
One thing that would be really
great to work on for a ton ofpeople is get really good at your
discovery call.
If you get really good at your
discovery call, the metric youmight want to now track is what is
my discovery call to completedapplication?
Because you'll be able to watch ifyour discovery call is getting
better time after time, thatpercentage should and will
increase.
So different things, if you say,
hey, I think I have a weakness inthis part of my business, in this
(05:48):
part of my client journey, focuson that, pick something
measurable.
Do it until you feel like that's
no longer a weakness.
Maybe it's become a strength now.
Maybe it's just it's good enoughand move to the next part of the
thing.
So for us, for a long time, it was
just like following up with ourdatabase and with clients we'd
already funded mortgage war.
(06:09):
We were great until they would
fund or if they didn't fund andthey would just kind of sit in our
orbit.
Now, over the past couple of
months, we've done a ton of follow-up systems and stuff that's
really helping there.
And we can track this with our
growing email list, our engagementon different things like VIP club.
We can see that that's improving.
Now, you're more into the social
media cash damning space.
Now, you now have to create
(06:31):
filters because you were getting aton of book calls with people who
weren't qualified.
There were time wasters.
So now, you have to identify thatproblem, pick two to three things,
pick the new metric you're goingto look at.
and tweak the process accordinglythat way.
Yeah, you got to pick the oneproblem that is the biggest pain
point in your business.
And for me, it's the calendar
filling up, which is a goodproblem to have.
(06:51):
But if it's filling up and I haveno times for qualified clients to
book calls with, I want to weedout the ones that aren't qualified
or that are just kind of like...
kicking tires.
So I won't go too deep on it.
But what I'm going to be building
out is some sort of type form toask more upfront questions.
And by the end of it, if theyqualify, it'll funnel them to my
(07:13):
Calumlee.
And if they don't qualify, it just
basically says like, hey, thanksfor reaching out.
Unfortunately, right now.
cash jamming is not the best fit
for you.
And then from that point, are they
just like a dead lead or do youtry to chat with them about other
things you could do that areoutside the realm of cash jamming?
It'll add it to my databaseautomatically just from them
putting their email in.
So I'll at least have them in my
(07:34):
database, but I'll have some sortof like positive message at the
end, maybe like a video sayinglike, hey, cash jamming isn't
right for you.
But if you're coming up for
renewal or you need to tap intoequity, if you need to consolidate
that, like...
Just kind of like list out the
different things that I can helpthem with.
Maybe introduce something likethat instead of just saying, hey,
thanks, goodbye.
Yeah, because that sounded kind of
depressing.
Like if I was on the client
(07:55):
receiving end of that and it'slike, oh, this isn't a fit for
you.
It's like you went for a job and
you got just the rejection letter.
Obviously, not every employer is
going to give you like, hey, youcould work on these couple of
things.
But if you were like, hey, cash
damning is not the best solution.
But based on your profile, I've
identified a few.
things that we could either work
on or work towards.
Are you interested in taking that
next step?Number one, you're going to have a
(08:17):
way better client outlook of thebusiness.
Plus, you're probably going to endup closing more files because
you're going to start with asolutions -based mindset past the
frame of cash damming into whatelse is possible there.
Like ideal world, 100%.
I have like... these different
angles to push them towards likethe different strategies that i'm
utilizing but to start off maybeit's just something super simple
that i can plug in right away andthen i can get the type form done
and from there i'll have like somesort of like i would love to have
(08:40):
like an evergreen video That ishigh level of the different
strategies to make your mortgageeither the interest tax deductible
or for you to use a strategy likethe ManyLife one to pay off your
mortgage and have to be out oftime.
I want to introduce these conceptsinto one video.
And that can be the thing thatthey get linked to.
(09:00):
And that way it's continuing therelationship with that person.
And it's not that hard, like, hey,goodbye.
And that's key for social media aswell, because you want some raving
fans that are going to continue towatch your content and interact
with the different stuff you putout there.
Yeah, what would be cool is if webuilt like a X part YouTube series
on like advanced mortgagestrategies, and then we could link
them, hey, watch this, see if anyof these appeal to you.
(09:25):
And we have your whole profilebuilt out.
The scenario of any of this is ofinterest to you.
I think that would be reallysticky.
Also, you could break that up andget a ton of content out of it.
So it's it's multipurpose for you.
It's good for building out, you
know, the ROI on your.
AdWords and all that shit that
you're into.
So all this shit that we're
(09:46):
talking about is on my vacationlist that I made up when I was
away.
this shit that we're talking about
is on my vacation list that I madeup when I was away.
But it's like, I'm very mindful oflike, hey, don't just dive into it
and start doing it like back toour original statement, like focus
on the one thing that's a painpoint.
And for me, it's that I need toclear out the people that aren't
(10:08):
qualified.
Maybe I start with that harsh
method right away.
And then I can ease into like
perfecting it down the line andjust converting more people.
come into my orbit too yeah forsure sometimes you just have to
clear and like do like acontrolled burn of the space in
order to restart the way you wantto start and with advanced
strategies i find there's so muchcoming into your head it's like
holy fuck oh yeah sometimes it'shard to like separate yourself
from it and create the mostoptimal journey which ironically
like sometimes you just have toclear and like do like a
(10:31):
controlled burn of the space inorder to restart the way you want
to start and with advancedstrategies i find there's so much
coming into your head it's likeholy fuck oh yeah sometimes it's
hard to like separate yourselffrom it and create the most
optimal journey which ironicallylike By the time we spend like
several months on this, the mostoptimal journey is going to be the
one that's the simplest for us andthe client.
But unfortunately, you have to gothrough this whole journey to just
(10:53):
to come back and find that simpleone, which then we'll probably
give you guys in one 15 minuteepisode and you can choose to
follow it or not.
But yeah, I can totally understand
like just wanting to be like, hey,it's not a fit for you.
Let's move on.
They'll still get the drip emails
and maybe they come back aroundthat way.
Yeah.
And to your point, you're going to
have a lot of these clients thataren't going to be a good fit.
I'm always looking for a power ofthe paycheck strategy for someone.
I feel like they're way morecommon than we think.
And just looking out for thatopportunity, it's like the
simplest strategy out of all ofthem.
Once the client understands howthe product works and it's very
effective.
So I'm kind of excited to dive a
(11:14):
bit deeper on that.
Yeah.
And for those of you listening whohave no idea what Tom's talking
about, he's talking about usingthe Manulife1 account, power of
the paycheck strategy.
It's super effective.
We actually use it a lot now.
If someone's like, ah, you know
what?I'm just like getting a better
rate or I'm like leaning towardsthis.
I'm talking to someone else.
We just run them through the power
of the paycheck scenario.
And like you said, when it works,
it's incredible how effective itis.
(11:34):
you would have to almost be anidiot to not take it at that
point.
It's such an easy, quick
calculation too.
Like you go to the Manulife
website, you go to the brokercalculator and you put in the
numbers, like don't even go intothe weeds of like collecting,
checking, savings account numbers,all of the specific debts that the
client has.
Just get the rough numbers and
present it to them.
And it's great.
(11:55):
It spits out a number of how muchinterest you're going to shave off
your mortgage and how many yearsyou're going to shave off your
mortgage.
And the really cool part is word
out.
Kyle, our underwriter, he loves
the Manulife One product now.
So he's diving deep on it.
And any opportunity, that's hisfilter now.
He's looking through any lead wesend him for renewals, refis,
anything.
He's looking for that.
Yeah, he's like the Terminator nowwith this lens on Manulife One.
(12:18):
And it's really funny because Iknow about it and I know how it
works.
We hired him at the same time we
were going deep on it.
So I never like... put all that
effort into getting super informedon it but i've been watching his
videos that he sends to clientsand i'm like oh this is really
good so i started commenting likegreat video kyle like this is
(12:38):
really informative he's like areyou just fucking like jerking my
chain i'm like no i've actuallybeen like like watching your six
minute recap on the strategy forthe client.
I think it's amazing.
I can only think about how many
deals in the past, can only thinkabout how many deals in the past,
because I always just kind ofshoot away renewals.
Like if they just wanted thelowest rate, I'm like, okay, cool.
The amount of deals we probablycould have had in one over just by
(13:01):
looking at the power of thepaycheck, I can only imagine.
And a lot of brokers.
Hindsight's 20 -20 on that.
Oh, yeah.
I'm just happy we don't know.
Yeah.
For those of you who are
struggling on something thatyou're like, I don't really know
what to use as the push or theproof, Manulife 1 would be a great
one to take a look at.
So make your push to learn and
(13:21):
implement the Manulife 1 productfor a client or several clients.
And your proof can be the numberof... files you convert doing
this.
I think that's a great one because
it's a fantastic tool to have inyour toolkit going forward.
going forward.
I'm going to keep going on this.
I can't believe how underutilizedthe product is.
And we were all just so blind toit.
And now it's like this hot topicin the mortgage industry, which
like it is a trend, but it's for agood reason.
The really cool part is like whenyou use the calculator and you get
(13:43):
to the end, you can print off aPDF report for the client and you
can do a Loom overview goingthrough like, here's your Manulife
one number.
Here's all of your savings here.
Like it's so cool how no otherlender does this and nobody ever
talked about it.
But I don't know.
I obviously love it.
I'll go on a little tangent on
this.
go on a little tangent on this.
I was like talking about howamazing it is to leave you.
And she just kind of like satthere listening, me going through
(14:04):
all the reasons why.
And she's like, you know, I had
this account at my old house,right?
I had one.
I loved it.
But I'm like, oh, fuck.
I don't know.
Why did you love it?Well, there you go.
it?Well, there you go.
Why'd you let me put you with adifferent lender then?
Yeah.
And if you want to learn more
about this stuff, like we'rediving deep on all of these
different strategies and we'reimplementing it into our daily
(14:26):
prospectors hour that we do withour agents at Tango.
So every day.
for half hour training after our
first half hour of prospecting,we're talking about this stuff.
And it's really cool.
We've built this like little mini
mastermind within our brokerage.
So if you're interested, reach out
to us.
You know how to get ahold of us
while you're at it.
If you haven't written a review,
I'm going to do a two pronged askhere.
Please do it for us.
(14:46):
Awesome.
Thanks everyone.
Have a great week.
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