May 26, 2025 • 14 mins
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EPISODE DESCRIPTION
In this episode, Brandon and Tom explore the impact of environment on individual performance and how it influences success. They draw parallels between NHL super-star Mikko Rantanen, who spent time on 3 different teams this season to varying personal results, and mortgage brokers seeking the right industry fit to thrive.
Brandon and Tom discuss: → Keys to the right brokerage fit, being in a nurturing environment, and surrounding yourself with top performers. → Going deep within yourself and developing self-awareness, understanding personal motivations and work style, and the difference between a top performer and a top producer. → Knowing the way you learn best, finding the right coaching style to match, and continually evolving training methods.
***
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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 here with Tom
Moffitt.
And Tom and I have been talking a
lot lately about hockey inparticular, but this idea of like,
why does one person leave an NHLteam where they haven't had the
best success and they go play inanother team and they're just like
lights out amazing.
So we got talking about, you know,
are they in the right environmentsurrounded with winners?
(00:22):
Is it a performance culture?Is it different coaching styles?
Is it just like a change?of scenery they need and you can
see this in all sports from likehockey to soccer to formula one
racing where drivers on the top ofthe world they shift because they
think the car is shit but reallythen they fall way down the
standings it's everywhere it'srampant i think a lot has to do
with mindset we're going to unpackthe reasons we think it is dive
(00:45):
deeper into some of the things wesee and just kind of make sure
we're laying the groundwork forsetting up an environment where
you can perform as a topperformer.
Yeah.
And as always, we'll make it
specific to us as mortgage brokersin this industry.
What was the player you had thatwas a good example?
Rantanen.
So he was right in Colorado, got
traded to Carolina where it waskind of like meh.
(01:05):
And then they shipped him off toDallas before the trade deadline.
And he's just like lights out.
He got a hat trick in the third
period.
He's been amazing.
So it's just like... okay, well,clearly he wanted to play
somewhere other than the Carolina,but like, why was he shit there?
And then why is he incredible now?Like, what was the change?
Well, yeah.
And both teams are good teams.
It's not like Carolina was awfulat the bottom of the standings.
(01:26):
It doesn't even matter.
Let's flip this kind of like to
the mortgage broker side ofthings.
Like you could be with a greatbrokerage, but it might not be the
best fit.
Like maybe this brokerage is very
AI focused or very focused ononline lead gen and funneling
leads to you.
Like that might not be your fit.
Maybe you want to be a one.
man band and you just want to have
like a really great split with anawesome culture, like every
(01:48):
brokerage is going to be differentfor you.
So I think maybe we start withlike, what are some of the key
things that brokers should befocused on from like a fit
perspective, but also like if wehad to like dive into the
different topics and the differentstructures that brokerages offer,
maybe we can dive into that too.
Yeah, for sure.
I think there's something to...
consider when you're picking a
spot or determining if you're inthe right spot number one you
(02:10):
really have to just go deep ongetting to know yourself and
everyone thinks oh i'm this waybut it's actually like A lot of
people aren't the way they thinkthey are.
Like I know for myself, I didn'trealize some of the ways my brain
worked until I listened to Leviaand I went to therapy and it
really shone a light on how Ioperate, which is super insightful
(02:30):
and now very like helpful makingdecisions.
But like I would have said, hey, Ilike doing things this way.
But reality is I actually operatetotally different from that.
So sometimes you have the blinderson for your own self.
If you're struggling with that.
You know, go to therapy, ask a
buddy like, hey, in my life, whathave you noticed motivates me?
And they might say, oh, you'rehyper competitive.
You need someone to go up against.
You need that kind of adversity.
(02:50):
When things are easy, it's notalways going to be smooth.
Like it's not going to go well foryou.
Do you feel like your therapisttold you that?
No, I'm not going to tell you whatmy therapist said.
I'll share that for anotherepisode.
But I do know that about myself.
That's one thing I do realize is
I'm repetitive.
I used to shy away from that.
Whereas one of the things mytherapist said, that's not a bad
thing.
lean into it.
Just be super competitive.
You don't have to be a dick about
(03:12):
being competitive, but you can beall out in every area of life and
that's not a bad thing.
So learning things about yourself
helps you identify if you're inthe right spot.
So if you're like me and you dolike to compete with people, you
need to be surrounded by a cultureof performers.
And so I'll use a tango examplewhere the average volume per agent
is over $15 million per year.
There's not really people just
(03:33):
hashing it out, learning.
There's a couple, but largely it's
top performers and people who aredoing really well, growing and
scaling their business.
So you're constantly surrounded by
someone who's like... I can seepeople working on like the
Manulife One strategy where I'mlike, oh, they're doing this so
much better than us or they'redoing cash.
I'm like all these differentthings.
(03:54):
I'm like, hey, I want to compete.
And it's an internal competition
that fuels me.
Someone else might be like, hey,
like I hate competition.
I love this like collaboration,
share everything.
I just want to make my money while
my kids are at school and be therelike no stress.
Totally different lifestyle.
You might want to be somewhere
else.
That's part of figuring out what
group you want to be in.
But we'll gear this more towards
(04:14):
top performers because we aretalking about cultivating top
performers.
And I think you want to be
surrounded, number one, by peoplewho are outperforming you, people
who are raising the bar in areasof, you know.
Work performance, health, physicalhealth.
Like I know hanging around withyou, like I've gotten way
healthier because I hear youworking out when they call you
during lunch.
So then I'm like, hey, fuck, this
is working for Tom.
I'm going to raise the bar for my
(04:36):
own standards here.
So the more you surround yourself
in that tribe that's raising yourstandards, you raise them for
yourself as well.
I can speak personally for me,
regardless of where I'm at.
I don't want to be.
like the top dog.
Like I don't want to be the top
broker.
I want more people than myself
doing more volume because like ifyou're the top dog, like how are
you going to learn?Sure, you can learn from someone
(04:58):
doing 10, 15 mil.
They might be doing something
slightly different, but thechances of that are pretty low.
That is a great point.
I'd rather be in an environment
where you do have thatcompetition.
It's not like a cutthroat thing.
It's just more so like you're
lifting each other up to performbetter from a production
perspective.
And also like the other points you
mentioned, touching on mindset andhealth.
I learned a lot of mindset tipsfrom you.
yourself because that's somethingI always neglect and I'm trying to
(05:19):
get better on.
So yeah, I think that's a great
point.
What would be something else that
a broker should focus on in termsof like what the right team is for
them?Yeah, I think a lot comes down to
coaching and what style ofcoaching you like.
So I know a lot of people willrave about these like training
programs, but it's all just likevideo.
There's nothing wrong with that.
Some people will learn very well
from that.
Other people don't learn that way.
(05:40):
You have a style where you mightneed someone to have more one -on
-one time with you.
You might need someone to walk you
through a visual, just differentlearning styles.
I've really learned this latelywith my daughter because she was
struggling with reading.
I love reading.
Her mom loves reading.
She loved reading up until she
started just getting stuck withher growth.
And I was like, do I put her inprivate school?
(06:01):
Do I get a tutor?And I realized they changed the
curriculum.
Now I'm paying a private tutor who
runs the old curriculum.
It's like 65 bucks an hour, but
like she's one lesson in and she'salready reading better.
And she's already identified likelittle tips and tricks.
And the person's like, she justhad like one thing she was getting
stuck on, but it was throwing offthe whole system.
So like that's one lesson.
(06:22):
She's probably going to do four
and then we'll break for thesummer.
And she's set up for success.
So oftentimes that little like
tweak gets you through the hump.
And it's all about having the
coaching or the teaching style youlike.
So like I know for me, I don'tlearn well from watching like a
recording of several people havinga conversation about something
(06:43):
like cash damming as an example.
Like I get bored.
If their question is not superrelevant to what I'm doing, I kind
of tune out.
Whereas if it's like a YouTube
video, very focused or like yourshort reels, I've learned so much
more just consuming that content.
So finding those couple of things
and ways you can learn reallyhelps.
So make sure you're in a brokeragewhere the delivery of that
(07:03):
coaching.
is in a way that actually benefits
you.
It doesn't matter if there's a
resource of a thousand fuckinglessons if none of them work for
you.
Yeah.
Well, especially if you're someonethat you know you're not going to
go back.
I'm not saying you, but like if
you're someone that doesn't goback and watch past recordings,
like why does it matter if thisbrokerage has all of these
(07:23):
recordings if you know you're notgoing to go back and actually
watch them?I'm the opposite.
I love watching past recordings.
You know that about me.
I would rather do that than attenda live training session.
And that's my style.
I never thought about it.
that.
I never thought that was a thing,
but it makes complete sense.
And to add to that too, it's not
about how much training, it'sabout, is it the right training as
(07:45):
well?So you've got your method of
training, how it's done, thenyou've got the right type of
training.
I truly believe, obviously I'm
biased, but I think if you're notpivoting with the times in the
broker space, and you're stillfocused on the traditional... call
a realtor and pitch them that youhave good communication, like the
typical like four slide training,like cool, it can get your foot in
the door, maybe but like, man,you're gonna suffer if that's the
only thing you're doing.
(08:06):
That's just an example.
Yeah, I think that gets you to Acertain point.
And then if you want to breakthrough that barrier, we've said
this ad nauseum, so we won't borepeople with it, but you do have to
cultivate that next couple ofskills, learn some advanced
strategies, learn some differentmarketing, do something different
like you're doing with your socialmedia, for example, like it's all
pushing the boundaries of ourprevious limitations there.
(08:28):
Another piece on that coaching islike, I gave the example of my
daughter with something she wasstruggling with, but I said to
her, like, don't get it in yourmind that you're a bad reader.
That's not why we're doing this.
We're doing this so that you can
love reading and you can enjoyreading over the summer.
You were doing great before youjust got yourself stuck on
something, but have the mindsetthat I'm a good reader going into
(08:49):
it.
And it's the same.
kind of thing with you like youhave a coach for social media it's
not because you're bad at socialmedia you have 24 fucking thousand
followers or something like thatlike you probably have one of the
best social media pages in thebrokering community but you have a
coach because you want to gobeyond that you look at like any
top performing athlete going backinto the realm of sports they all
(09:11):
have like coaches for veryspecific things on their game.
Plus they have a head coach, plusthey have assistant coaches.
There's a lot of layers of peoplewatching their game, dissecting
their game, picking apart theirworkouts, giving them strategies.
Like all of these things, the topperformers are doing it.
And I think a lot of the mistakewe make in the mortgage business
is we get to 30, 50, 70 millionand we think we're hot shit.
But we stop there.
Meanwhile, there's the next growth
trajectory of being able to do100, 200 and so on, should you
(09:33):
wish to grow your team and scalethat.
But like you limit yourself bystopping learning.
And I think that's a big mistake.
So identifying that you need
coaches and picking sort of whereto where to strengthen things that
are already strong.
Another big piece to look at is
just making sure you're puttingyourself in environments that.
kind of fuel and nurture you so agood example of this is like i've
(09:55):
been going to a lot more in-person events lately i'll give a
shout out to sunny from ourbrokerage because he's always like
brandon are you going to meet meat this event i'm like fuck i
wasn't going mr in person yeah i'mgonna call him mr in person now i
don't want to let sunny down butlike every time i get there i
(10:17):
learn a lot i meet a ton of coolpeople and i come back like super
energized for the brokerage so Irealized that more in -person is
great for my business.
I love being able to work from
home, but it doesn't actually pumpme up all the time.
So realizing what environment youneed to be in to fuel that.
A good example of this too is wetalk to a lot of brokers.
(10:39):
People reach out to talk to usabout stuff on the podcast or just
about where they're at.
And several of them have been
like, hey, I'm at this brokerage,it does some in -person stuff, but
I'm the number one guy there.
And everyone else is just like
looking up to me.
But I have no like camaraderie
with them because it's all likekind of like a mentor
relationship.
And they're like, I just feel like
I'm in the wrong place becausethere's no one I can share my
client journey with where Iwouldn't be blowing theirs out of
(11:01):
the water.
And I was like, yeah, that totally
makes sense.
Like we used to feel that way a
lot too.
Whereas now it's like.
We meet up in person.
We have beers, you know, I have
non -alcoholic beers, but Tom hasbeers.
I watch enviously.
We go to this like different level
on the business and it's likehugely beneficial because we're
(11:21):
compounding on each other's ideasand scaling.
from like a point of sharedrespect, but also like, I don't
know the right way to say it.
Do you know what I mean, you know
what I mean, Tom?Yeah, for me, like when those
conversations start happening, Ilove when it transitions into
like, let's zoom out and talkabout a high level, like why the
fuck are we doing this?And where do we see ourselves in
five years?What are our net worth goals?
(11:42):
Like I love talking about thatstuff.
I like going in detail and likehow to structure things in the
business and all of that.
But then when it gets to that
conversation, that's my mindsetspark when I talk about those sort
of things.
And that only happens when you've
got high producers, people thatare going for the same things as
you.
Yeah, totally.
And like we're using topperformers and a lot of this is
(12:04):
like on a volume and like monetarykind of side when we say these
things.
like we're using top performers
and a lot of this is like on avolume and like monetary kind of
side when we say these things.
That's not going to be the case
for everyone.
For some people, Being a top
performer might mean they'realways there to pick up their kid
from school and they're able totake two weeks vacation, et
(12:24):
cetera, et cetera.
You can still find your tribe of
people who are doing that.
Where I think a lot of people go
wrong is they're like, okay,that's their goal.
But then they find a group withintheir brokerage who's a $5 to $10
million producer as well.
But those people don't actually
want to be $5 to $10 millionproducers.
They want to be somewhere else.
And some of them are bitter about
that.
Some of them.
have a bad mindset.
(12:44):
If you're there and you're happy,
surround yourself with people whoare happy in that space.
Be very cautious of the comparisonand what you let bleed into your
mind.
Top performers all have a great
mindset and can always look forthe positive and the optimistic
side of where they're at.
We're very cautious on our mindset
in the group.
We just talked about that this
morning.
Wherever you are, don't let that
kind of like cancer leak into yourconversations.
Top performer versus top produceris two different things.
You can usually tell if it's likea newer agent or broker that's
(13:05):
coming in, maybe they're doing 8,10 mil.
You could always tell if they'regoing to crush it down the line.
You just know.
And we've seen that before.
It's not necessarily like, hey,we're talking to the person that's
a top producer.
It's a top performer.
All right.
So we will see what happens with
Mitch Marner next year for allthose sad Leaf fans.
I'm sure he's going somewhereelse.
So we'll see if he's a topperformer on another team.
(13:26):
If you are feeling a little bitlike the Leafs where every year
has potential and you're met withdisappointment.
Come chat with us.
We're happy to share what we're
doing.
Maybe we're the right fit for you.
Maybe we'll point you in anotherdirection.
A lot of the times we have thesecalls and we're like, hey, you
should actually go talk to so -and-so.
(13:48):
And they're like, you don't wantme at Tango?
I'm like, no, I want you at Tango,but I think you're a better fit
with this person.
We will often do that too.
So if you're wondering if you'reon the team that's going to still
lose for another 40 seasons andyou're looking for a change, feel
free to reach out to Tom or myselfdirectly.
All right.
Have a great week, everyone.
Hello everyone, welcome to thisweek's episode of Commission
(00:02):
Breath.
Brandon Love here with Tom
Moffitt.
And Tom and I have been talking a
lot lately about hockey inparticular, but this idea of like,
why does one person leave an NHLteam where they haven't had the
best success and they go play inanother team and they're just like
lights out amazing.
So we got talking about, you know,
are they in the right environmentsurrounded with winners?
(00:22):
Is it a performance culture?Is it different coaching styles?
Is it just like a change?of scenery they need and you can
see this in all sports from likehockey to soccer to formula one
racing where drivers on the top ofthe world they shift because they
think the car is shit but reallythen they fall way down the
standings it's everywhere it'srampant i think a lot has to do
with mindset we're going to unpackthe reasons we think it is dive
(00:45):
deeper into some of the things wesee and just kind of make sure
we're laying the groundwork forsetting up an environment where
you can perform as a topperformer.
Yeah.
And as always, we'll make it
specific to us as mortgage brokersin this industry.
What was the player you had thatwas a good example?
Rantanen.
So he was right in Colorado, got
traded to Carolina where it waskind of like meh.
(01:05):
And then they shipped him off toDallas before the trade deadline.
And he's just like lights out.
He got a hat trick in the third
period.
He's been amazing.
So it's just like... okay, well,clearly he wanted to play
somewhere other than the Carolina,but like, why was he shit there?
And then why is he incredible now?Like, what was the change?
Well, yeah.
And both teams are good teams.
It's not like Carolina was awfulat the bottom of the standings.
(01:26):
It doesn't even matter.
Let's flip this kind of like to
the mortgage broker side ofthings.
Like you could be with a greatbrokerage, but it might not be the
best fit.
Like maybe this brokerage is very
AI focused or very focused ononline lead gen and funneling
leads to you.
Like that might not be your fit.
Maybe you want to be a one.
man band and you just want to have
like a really great split with anawesome culture, like every
(01:48):
brokerage is going to be differentfor you.
So I think maybe we start withlike, what are some of the key
things that brokers should befocused on from like a fit
perspective, but also like if wehad to like dive into the
different topics and the differentstructures that brokerages offer,
maybe we can dive into that too.
Yeah, for sure.
I think there's something to...
consider when you're picking a
spot or determining if you're inthe right spot number one you
(02:10):
really have to just go deep ongetting to know yourself and
everyone thinks oh i'm this waybut it's actually like A lot of
people aren't the way they thinkthey are.
Like I know for myself, I didn'trealize some of the ways my brain
worked until I listened to Leviaand I went to therapy and it
really shone a light on how Ioperate, which is super insightful
(02:30):
and now very like helpful makingdecisions.
But like I would have said, hey, Ilike doing things this way.
But reality is I actually operatetotally different from that.
So sometimes you have the blinderson for your own self.
If you're struggling with that.
You know, go to therapy, ask a
buddy like, hey, in my life, whathave you noticed motivates me?
And they might say, oh, you'rehyper competitive.
You need someone to go up against.
You need that kind of adversity.
(02:50):
When things are easy, it's notalways going to be smooth.
Like it's not going to go well foryou.
Do you feel like your therapisttold you that?
No, I'm not going to tell you whatmy therapist said.
I'll share that for anotherepisode.
But I do know that about myself.
That's one thing I do realize is
I'm repetitive.
I used to shy away from that.
Whereas one of the things mytherapist said, that's not a bad
thing.
lean into it.
Just be super competitive.
You don't have to be a dick about
(03:12):
being competitive, but you can beall out in every area of life and
that's not a bad thing.
So learning things about yourself
helps you identify if you're inthe right spot.
So if you're like me and you dolike to compete with people, you
need to be surrounded by a cultureof performers.
And so I'll use a tango examplewhere the average volume per agent
is over $15 million per year.
There's not really people just
(03:33):
hashing it out, learning.
There's a couple, but largely it's
top performers and people who aredoing really well, growing and
scaling their business.
So you're constantly surrounded by
someone who's like... I can seepeople working on like the
Manulife One strategy where I'mlike, oh, they're doing this so
much better than us or they'redoing cash.
I'm like all these differentthings.
(03:54):
I'm like, hey, I want to compete.
And it's an internal competition
that fuels me.
Someone else might be like, hey,
like I hate competition.
I love this like collaboration,
share everything.
I just want to make my money while
my kids are at school and be therelike no stress.
Totally different lifestyle.
You might want to be somewhere
else.
That's part of figuring out what
group you want to be in.
But we'll gear this more towards
(04:14):
top performers because we aretalking about cultivating top
performers.
And I think you want to be
surrounded, number one, by peoplewho are outperforming you, people
who are raising the bar in areasof, you know.
Work performance, health, physicalhealth.
Like I know hanging around withyou, like I've gotten way
healthier because I hear youworking out when they call you
during lunch.
So then I'm like, hey, fuck, this
is working for Tom.
I'm going to raise the bar for my
(04:36):
own standards here.
So the more you surround yourself
in that tribe that's raising yourstandards, you raise them for
yourself as well.
I can speak personally for me,
regardless of where I'm at.
I don't want to be.
like the top dog.
Like I don't want to be the top
broker.
I want more people than myself
doing more volume because like ifyou're the top dog, like how are
you going to learn?Sure, you can learn from someone
(04:58):
doing 10, 15 mil.
They might be doing something
slightly different, but thechances of that are pretty low.
That is a great point.
I'd rather be in an environment
where you do have thatcompetition.
It's not like a cutthroat thing.
It's just more so like you're
lifting each other up to performbetter from a production
perspective.
And also like the other points you
mentioned, touching on mindset andhealth.
I learned a lot of mindset tipsfrom you.
yourself because that's somethingI always neglect and I'm trying to
(05:19):
get better on.
So yeah, I think that's a great
point.
What would be something else that
a broker should focus on in termsof like what the right team is for
them?Yeah, I think a lot comes down to
coaching and what style ofcoaching you like.
So I know a lot of people willrave about these like training
programs, but it's all just likevideo.
There's nothing wrong with that.
Some people will learn very well
from that.
Other people don't learn that way.
(05:40):
You have a style where you mightneed someone to have more one -on
-one time with you.
You might need someone to walk you
through a visual, just differentlearning styles.
I've really learned this latelywith my daughter because she was
struggling with reading.
I love reading.
Her mom loves reading.
She loved reading up until she
started just getting stuck withher growth.
And I was like, do I put her inprivate school?
(06:01):
Do I get a tutor?And I realized they changed the
curriculum.
Now I'm paying a private tutor who
runs the old curriculum.
It's like 65 bucks an hour, but
like she's one lesson in and she'salready reading better.
And she's already identified likelittle tips and tricks.
And the person's like, she justhad like one thing she was getting
stuck on, but it was throwing offthe whole system.
So like that's one lesson.
(06:22):
She's probably going to do four
and then we'll break for thesummer.
And she's set up for success.
So oftentimes that little like
tweak gets you through the hump.
And it's all about having the
coaching or the teaching style youlike.
So like I know for me, I don'tlearn well from watching like a
recording of several people havinga conversation about something
(06:43):
like cash damming as an example.
Like I get bored.
If their question is not superrelevant to what I'm doing, I kind
of tune out.
Whereas if it's like a YouTube
video, very focused or like yourshort reels, I've learned so much
more just consuming that content.
So finding those couple of things
and ways you can learn reallyhelps.
So make sure you're in a brokeragewhere the delivery of that
(07:03):
coaching.
is in a way that actually benefits
you.
It doesn't matter if there's a
resource of a thousand fuckinglessons if none of them work for
you.
Yeah.
Well, especially if you're someonethat you know you're not going to
go back.
I'm not saying you, but like if
you're someone that doesn't goback and watch past recordings,
like why does it matter if thisbrokerage has all of these
(07:23):
recordings if you know you're notgoing to go back and actually
watch them?I'm the opposite.
I love watching past recordings.
You know that about me.
I would rather do that than attenda live training session.
And that's my style.
I never thought about it.
that.
I never thought that was a thing,
but it makes complete sense.
And to add to that too, it's not
about how much training, it'sabout, is it the right training as
(07:45):
well?So you've got your method of
training, how it's done, thenyou've got the right type of
training.
I truly believe, obviously I'm
biased, but I think if you're notpivoting with the times in the
broker space, and you're stillfocused on the traditional... call
a realtor and pitch them that youhave good communication, like the
typical like four slide training,like cool, it can get your foot in
the door, maybe but like, man,you're gonna suffer if that's the
only thing you're doing.
(08:06):
That's just an example.
Yeah, I think that gets you to Acertain point.
And then if you want to breakthrough that barrier, we've said
this ad nauseum, so we won't borepeople with it, but you do have to
cultivate that next couple ofskills, learn some advanced
strategies, learn some differentmarketing, do something different
like you're doing with your socialmedia, for example, like it's all
pushing the boundaries of ourprevious limitations there.
(08:28):
Another piece on that coaching islike, I gave the example of my
daughter with something she wasstruggling with, but I said to
her, like, don't get it in yourmind that you're a bad reader.
That's not why we're doing this.
We're doing this so that you can
love reading and you can enjoyreading over the summer.
You were doing great before youjust got yourself stuck on
something, but have the mindsetthat I'm a good reader going into
(08:49):
it.
And it's the same.
kind of thing with you like youhave a coach for social media it's
not because you're bad at socialmedia you have 24 fucking thousand
followers or something like thatlike you probably have one of the
best social media pages in thebrokering community but you have a
coach because you want to gobeyond that you look at like any
top performing athlete going backinto the realm of sports they all
(09:11):
have like coaches for veryspecific things on their game.
Plus they have a head coach, plusthey have assistant coaches.
There's a lot of layers of peoplewatching their game, dissecting
their game, picking apart theirworkouts, giving them strategies.
Like all of these things, the topperformers are doing it.
And I think a lot of the mistakewe make in the mortgage business
is we get to 30, 50, 70 millionand we think we're hot shit.
But we stop there.
Meanwhile, there's the next growth
trajectory of being able to do100, 200 and so on, should you
(09:33):
wish to grow your team and scalethat.
But like you limit yourself bystopping learning.
And I think that's a big mistake.
So identifying that you need
coaches and picking sort of whereto where to strengthen things that
are already strong.
Another big piece to look at is
just making sure you're puttingyourself in environments that.
kind of fuel and nurture you so agood example of this is like i've
(09:55):
been going to a lot more in-person events lately i'll give a
shout out to sunny from ourbrokerage because he's always like
brandon are you going to meet meat this event i'm like fuck i
wasn't going mr in person yeah i'mgonna call him mr in person now i
don't want to let sunny down butlike every time i get there i
(10:17):
learn a lot i meet a ton of coolpeople and i come back like super
energized for the brokerage so Irealized that more in -person is
great for my business.
I love being able to work from
home, but it doesn't actually pumpme up all the time.
So realizing what environment youneed to be in to fuel that.
A good example of this too is wetalk to a lot of brokers.
(10:39):
People reach out to talk to usabout stuff on the podcast or just
about where they're at.
And several of them have been
like, hey, I'm at this brokerage,it does some in -person stuff, but
I'm the number one guy there.
And everyone else is just like
looking up to me.
But I have no like camaraderie
with them because it's all likekind of like a mentor
relationship.
And they're like, I just feel like
I'm in the wrong place becausethere's no one I can share my
client journey with where Iwouldn't be blowing theirs out of
(11:01):
the water.
And I was like, yeah, that totally
makes sense.
Like we used to feel that way a
lot too.
Whereas now it's like.
We meet up in person.
We have beers, you know, I have
non -alcoholic beers, but Tom hasbeers.
I watch enviously.
We go to this like different level
on the business and it's likehugely beneficial because we're
(11:21):
compounding on each other's ideasand scaling.
from like a point of sharedrespect, but also like, I don't
know the right way to say it.
Do you know what I mean, you know
what I mean, Tom?Yeah, for me, like when those
conversations start happening, Ilove when it transitions into
like, let's zoom out and talkabout a high level, like why the
fuck are we doing this?And where do we see ourselves in
five years?What are our net worth goals?
(11:42):
Like I love talking about thatstuff.
I like going in detail and likehow to structure things in the
business and all of that.
But then when it gets to that
conversation, that's my mindsetspark when I talk about those sort
of things.
And that only happens when you've
got high producers, people thatare going for the same things as
you.
Yeah, totally.
And like we're using topperformers and a lot of this is
(12:04):
like on a volume and like monetarykind of side when we say these
things.
like we're using top performers
and a lot of this is like on avolume and like monetary kind of
side when we say these things.
That's not going to be the case
for everyone.
For some people, Being a top
performer might mean they'realways there to pick up their kid
from school and they're able totake two weeks vacation, et
(12:24):
cetera, et cetera.
You can still find your tribe of
people who are doing that.
Where I think a lot of people go
wrong is they're like, okay,that's their goal.
But then they find a group withintheir brokerage who's a $5 to $10
million producer as well.
But those people don't actually
want to be $5 to $10 millionproducers.
They want to be somewhere else.
And some of them are bitter about
that.
Some of them.
have a bad mindset.
(12:44):
If you're there and you're happy,
surround yourself with people whoare happy in that space.
Be very cautious of the comparisonand what you let bleed into your
mind.
Top performers all have a great
mindset and can always look forthe positive and the optimistic
side of where they're at.
We're very cautious on our mindset
in the group.
We just talked about that this
morning.
Wherever you are, don't let that
kind of like cancer leak into yourconversations.
Top performer versus top produceris two different things.
You can usually tell if it's likea newer agent or broker that's
(13:05):
coming in, maybe they're doing 8,10 mil.
You could always tell if they'regoing to crush it down the line.
You just know.
And we've seen that before.
It's not necessarily like, hey,we're talking to the person that's
a top producer.
It's a top performer.
All right.
So we will see what happens with
Mitch Marner next year for allthose sad Leaf fans.
I'm sure he's going somewhereelse.
So we'll see if he's a topperformer on another team.
(13:26):
If you are feeling a little bitlike the Leafs where every year
has potential and you're met withdisappointment.
Come chat with us.
We're happy to share what we're
doing.
Maybe we're the right fit for you.
Maybe we'll point you in anotherdirection.
A lot of the times we have thesecalls and we're like, hey, you
should actually go talk to so -and-so.
(13:48):
And they're like, you don't wantme at Tango?
I'm like, no, I want you at Tango,but I think you're a better fit
with this person.
We will often do that too.
So if you're wondering if you'reon the team that's going to still
lose for another 40 seasons andyou're looking for a change, feel
free to reach out to Tom or myselfdirectly.
All right.
Have a great week, everyone.
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