June 3, 2025 • 15 mins
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EPISODE DESCRIPTION
In this episode, Brandon and Tom tackle the crucial balance between time management and cost control in growing businesses, sharing practical strategies for auditing expenses and eliminating unnecessary costs that could be silently draining your resources.
Brandon and Tom discuss: → How you can protect your time, being honest with yourself, and making tough decisions to scale back commitments. → Running short, focused sprints instead multiple marathons at one time to enhance focus, learning what's worth your time to double down on, and passion vs. discipline in productivity. → Being ruthless when holding yourself and employees accountable, and what to do if you're a burnt-out broker.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:00):
Hello, everyone.
(00:00):
Welcome to this week's episode of
Commission Breath.
Brandon Love and Tom Moffitt here.
And lately, I've been listening toa lot of episodes of this podcast
called Founders.
It focuses on history's greatest
entrepreneurs.
And one of the things they always
touch on is that the greatestentrepreneurs in history have
always been ruthlessly focused ontheir cost of doing business.
(00:22):
And the reason for that being isany money they can save.
actually counts more than earningsbecause they don't have to put any
effort in to get it so one of thebig things we see is as businesses
scale and grow they add layers ofcomplexity and cost to them and so
at a certain point you need to belooking back over your expenses
and auditing yourself to look forwhere there's bloat and
(00:43):
redundancies and things like thatto trim the fat there.
Yeah, exactly.
And I think where my head goes
lately is how can I protect mytime?
Like I did a post the other day onhow every Sunday I review my
upcoming week and where I can plotin certain non -negotiables that
fit around all of my calls and allthat good stuff.
I've been doing that for a bit,but what I've added lately is what
(01:04):
can I take out from the week thatdoesn't support?
my goals in my business.
And I find that's been very
helpful in really just protectingyour time because time is like,
it's so cheesy, but time is themost valuable asset you have.
And there's only a limitedresource of it through the week
for you to allocate towards yourbusiness.
So that's what I've been reallyprimarily focusing on lately is
how can I guard my time?Yeah.
And I think you and I have had therealization lately that we have a
(01:25):
lot of different things we've beenworking on.
lately that we have a lot ofdifferent things we've been
working on.
To be honest, we've probably
took... on too much at certainpoints so in different areas of
our life and business we arescaling back on some of these
commitments not easy decisions tomake but we're choosing to give up
elements that might add a littlebit or add some flavor to life to
just really focus on building thebrokerage, building the book of
business, building the core thingsthat matter to us long term.
(01:48):
Yeah.
And these decisions aren't easy
ones, right?And sometimes you have to face
hard decisions to get some claritygoing forward in your businesses
and life.
So that's something we're focusing
on.
At least me, I'm looking at like
just dissecting everything and belike, does this contribute to my
main overall goals here?If it doesn't, just cut it out.
Exactly.
And you and I have done this.
year over year for differentthings in our business and life.
(02:11):
Like I remember we were both doingjujitsu and we were like, oh, it's
so much time, like as silly as itis, it's a big time and monetary
cost to go into this.
And now we got rid of that and,
you know, something we missed.
So now we both have a little way
to work out at home and likethings like that, that we can fit
into our day and it doesn't pullaway from the bigger mission, but
it doesn't give up as well.
(02:32):
Yeah.
And it's hard because that's thefine line of like, you don't want
to remove everything from yourlife and just have it.
as your business and not have anypleasure outside of it and have
your hobbies.
I think like for us in that
situation, I loved jujitsu and Iactually probably will go back to
it, but I wouldn't really callthat my main hobby because I've
had hobbies in the past that havehad shorter stints.
And I just knew that it'ssomething that I can move on from,
(02:53):
but whatever you're cutting out inyour life doesn't mean you have to
cut it out permanently and nevercome back to it.
It can be something that yourevisit down the line.
For sure.
It's sometimes nice to park things
for a season.
sometimes nice to park things for
a season.
regain focus and then revisit
things that come creeping back toyou like i i used to play music
all the time and i stopped becausei just got busy with work and life
and kids and all that stuff andlike now i'm in a season where my
(03:14):
daughter's playing piano andtaking piano lessons and i've
started playing piano again justthrough the reintroduction there.
So it's becoming something that Ido again.
It's nice to have it back in mylife.
I do regret losing some of theskills.
I'm no longer as good as I oncewas, but it's not like this thing
that I had this massive hole.
I just parked it for a bit and now
(03:35):
I have it coming back into my lifein a way that's like better
suited.
to where things have gone.
Yeah, and I think part of it toois you learn over the years of
making these mistakes of taking ontoo much or taking on too little
and really knowing which ones todouble down on.
It kind of is an art in figuringout what do I double down on?
And so for me lately, if I were touse an example, it's social media.
It's been going so well for methat I'm like, hey, I'm not gonna
(03:57):
just coast and do the same thing.
I'm actually gonna ramp this up
more because when it gets easy,that's when you should double down
on it.
And that's what I have been doing.
And it's been very, very good forme from a following perspective,
email gathering, leads constantlyinbound.
I honestly don't have to do anymore outbound leads anymore
because of the amount of inboundthat I have going on right now.
So I'm like, what if I canreplicate this on another
(04:19):
platform?I've figured out a platform.
Maybe I can take this to anotherplatform.
So what does that... involve mefrom a time aspect that's going to
add more to my plate?Is it worth taking that on?
If so, what can I take out from myweekly time allocation towards
things?fit that in?
And is it more important thanthose other things?
Exactly.
Everything has to be a trade -off.
a trade -off.
And I was just talking to Levi
(04:40):
about this today, because we'regoing to a couple of lender events
coming up.
And she's like, oh, it's time away
from the cottage.
It's time away from this.
We have to accommodate it.
I'm like, yeah, but this is the
role of being involved in thebrokerage.
I have to go to some of theseevents.
It's a great opportunity to meetpeople and network.
It gives up family time, butthat's a trade -off I'm willing to
(05:00):
make for certain things.
But another thing that might come
up where I'm like, this doesn'tadd a lot to the brokerage or it
doesn't add a lot to our brokerbusiness, it would just be maybe
fun.
I might not make that concession
and trade off my family timebecause there's a cost to doing
that.
When it comes to your business,
there's a lot of things,especially when you look at your
resources of how much money isleft over too.
Do you want to invest in certaintools?
Like, you know, you have yourdatabase marketing, your email
(05:23):
marketing, your advancedstrategies, all of these things
all come at a cost.
And is it things that you want to
invest in or are these things thatyou should pick and choose?
And you have to figure that outyourself, right?
You can only spread yourself sothin before eventually nothing is
even built up.
Yeah, absolutely.
And we've been guilty of doingthat 100%.
A good exercise is just to writedown everything you do during the
day.
and just come back to it on a
(05:44):
Sunday and be like, okay, what didI do that didn't contribute to my
goals?And then there might be one or two
things that are starting to clickat once.
And it's like, do I do both ofthem?
Or is there one that's a betterfit?
And sometimes it's not always yourfirst pick.
Sometimes it's the second timearound.
So it is a difficult thing tofigure out.
And it's kind of an art as youprogress.
Yeah.
And we are by no means perfect.
(06:06):
We're probably going to do somethings in the coming weeks.
You guys will hear about that.
We ruffle some feathers and people
will think are stupid, but youknow.
We have to do what we have to do.
And the thing that Tom and I
discuss a lot is this idea that,okay, you can only do so much with
so much intensity for so long.
So how we've changed things is we
used to be like, okay, we're...
We're 100 % in on the broker.
(06:26):
We're 100 % in on the book ofbusiness.
We're 100 % in on the podcast.
And then it's all like, well,
we're running it.
Well, like 300%, which isn't even
possible.
So now what we've changed a bit is
like we are doing sprints.
So we're like, hey, we're going to
be 100 % on this one strategy.
We're going to do a sprint for it.
See the results.
audit the results was it worth it
for the time input what was thenext idea that we put on pause is
(06:49):
that worth doing now run a sprinton that and then use that versus
trying to run like foursimultaneous marathons and
realizing that we're getting twomiles in and the legs are given
out yeah and i'd say we do have abit of an unfair advantage because
there's two of us so we can alwayslike and i'd say we do have a bit
of an unfair advantage becausethere's two of us so we can always
like swap back and forth on likewhat our sprints are and we can
(07:12):
have one guy concentrate on onething which has been nice so for
anyone listening like that is 100something to maybe incorporate is
those short sprints their seasonsuntil you get there it's better to
focus on one thing get to thatpoint and then consider okay can i
layer something on and pivot tothe next thing exactly and when
you're picking when to do thesekinds of sprints one thing that's
(07:32):
really important is like reflecton and when you're picking when to
do these kinds of sprints onething that's really important is
like reflect on where the seasonof that activity and that business
is like every business has aseason.
We all know this, like inmortgages, you're going to have
like a nice spring market and youcan have a great fall market, but
like December, January, it'susually a little bit quiet.
So like maybe don't do like allyour client prospecting sprint in
December, January, maybe save thatfor a different time versus like
trying to get new referralpartners.
(07:53):
Don't sprint when they're insanelybusy to sprint when they're a
little bit more quiet and havetime for these meetings and things
of that nature.
So always reflect on like how it
fits into your life and yourgoals, but also into the broader
world and game of business as awhole.
Do you think that someone has tobe passionate about what they're
doing in their day to day orbusiness for them to sustain it
long term?I think you either have to be
passionate or extremelydisciplined.
be passionate or extremelydisciplined.
win nine times out of 10 becausethey're going to want to do the
(08:16):
work but the person who'sdisciplined might beat the person
who's passionate because theperson who's passionate it's more
of an emotion driven kind ofreaction and they're going to ebb
and flow versus the person who'sdisciplined is just going to check
the box and meet the milestone nomatter how they feel and i think
that person if they can sustainthat level of discipline long
-term does win.
I agree with that.
(08:36):
And I was wondering where you'regoing to go with that because you
said nine times out of 10, thepassionate person's going to win.
I was like, well, I don't knowbecause it's like they have that
emotional rollercoaster and theperson that's disciplined and just
like checks the bosses every dayand maybe they find their passion
for something outside of theirmortgage biz.
Maybe it's like a hobby orsomething like that.
(09:00):
I've been down like a deep rabbithole of like stoicism and like
discipline and like doing thingsyou don't.
hole of like stoicism and likediscipline and like doing things
you don't.
want to do and checking those
boxes.
And I have like my daily habit
tracker that I check every day.
I found from a results perspective
and like output perspective, whenI was passionate, I would do a lot
(09:22):
of things.
I got great results from it.
I was able to sustain it for quitea while.
When I shifted my focus to havingmore of that discipline mindset,
I'm consistent way more than I waswhen it was just passion driven.
So even like yesterday, I did notfeel great.
I didn't want to do a bunch of...
the things that were on my list.
But I checked all my boxes, got my15 ,000 steps, got my workout, got
all my ass done, got my emailsdown, like everything that was on
(09:44):
the list of things that needed tobe done that day.
I did it.
It took me a lot longer.
I finished at like 9pm, but it'sdone.
If it was purely passion driven,you might not have enough in the
tank to get you to that point.
That was me last night with I had
six, no, sorry, seven cash damningproposals to send off.
And I was sitting there at 9pm inmy office.
I'm like, fuck, I do not want todo this right now.
I had no energy at all.
And I was like, well, if I do the
(10:06):
math and say half of these peoplecommit and want to go forward with
cash jamming, that's a lot ofmoney sitting right there.
Like, I would be stupid not takean hour and a half, two hours to
get these off.
So yeah, it does come down to
discipline.
And you just have to like reframe
and reinforce and like... trickyourself a little bit.
and reinforce and like... trickyourself a little bit.
(10:27):
Like I tricked myself into goingon the treadmill, like four
different points during the day.
Cause I could not get like the
sustained energy to do it.
I like took a vitamin being like,
this vitamin is going to give meenergy.
I even said to Willow, I'm like,I'm going to go on the treadmill
because it's so much fun.
And I love it.
She's like, no, you don't.
And I was just like, why are you
(10:47):
saying that?I'm like, I'm just trying to play
a game with my head.
And like, and then she's like,
well, I'll just come hang out andtalk to you in the basement so
that you're kind of distracted.
And I'm like, oh, it's a great
idea.
So she talked to me for like 20
minutes.
So it was just like little.
things.
Yeah, she is great.
Little things like that you can dothat, like not force yourself, but
like give you the extra nudge.
And that's the side of discipline
(11:09):
that we say, be ruthless with yourtime and resources, but be
ruthless with yourself as well.
When you set framework or level of
expectation for yourself and foryour team, you have to be calling
yourself out.
You have to be calling out the
people on your team.
You have to say, Hey, you're
mismanaging your time.
You're mismanaging the company's
resources.
You're not doing this to the level
that we expect.
Those aren't easy conversations to
have.
But if you do it and you have
those hard conversations with bothyourself and the people around
you, you eventually do end up witha higher level of performance.
Yeah, absolutely.
And you can find something in your
(11:29):
business.
If you're not passionate about
anything in the mortgage biz...
Cling on to that one thing that
you're like, I kind of like thisthing and try to delegate
everything else.
I try to hire around that thing.
For me, it was marketing.
Like I hate underwriting.
I hate like the nuances of files.
I don't like all of the
guidelines, but I love themarketing aspect.
And I did like some portions oftalking to clients.
So I was like, I'm just going tofocus on that and hire around it.
(11:50):
And that could be different foryou, the listener.
You could be an underwriting whizand that's all you love.
Cool.
Maybe you get a salary job.
Maybe you do build your businessaround that and find that.
that loves the sales and hire thatperson.
Exactly.
With those resources, you're
giving up a certain chunk of yourresource by having this go out to
an underwriter, but it's freeingup so much time.
You're just cutting out thismassive chunk of waste from your
day of things you actually hate.
(12:12):
And one thing on the passion
piece, you said a lot of peoplemight not be passionate about
their business anymore.
We see a lot where agents reach
out and they say, I'm burnt out.
I'm putting in the inputs.
I'm not getting the outputs I oncehad.
Like I'm kind of feeling done withthe business and I get it.
It can be frustrating anddraining.
And I think you can choose tobuild a version of your business
that suits your life where you'reat now by being ruthlessly
(12:33):
efficient, cutting some of thatwaste, and then you just keep more
of your money.
But you can also go into like kind
of this hibernation mode sort ofwhere you just sustain.
Whatever it is, you need toreinvigorate yourself, your body,
your mind, and get back engagedwith the business or pick the
result that the business bringsyou that actually engages you.
So for example, like, okay, youwant to get $100 ,000 to invest in
improving your house and youryard.
(12:54):
That's like roughly equates to $10million in business.
Now use that as your thing to getthe $10 million in business.
You don't have to be like, Ilove... creating solutions for
clients and people in hardscenarios.
Like you don't need to have thislike wishy -washy kind of thing.
It can just be like, hey, I lovetaking money and taking care of my
family.
That's totally fair motivation.
(13:14):
So if you're looking at yourbusiness and your life and you're
trying to figure out where to cutthings, number one, just take a
notebook out, write down the costassociated with your business.
So maybe it's subscriptions, maybeit's training, maybe it's extra
expenses you have and go throughand ruthlessly.
cut out the ones that no longerfeel of service to your business.
You can always add them back in.
(13:34):
When it comes to time, using a
tool like toggle is reallyhelpful.
You can see where you're wastingtime, where you need to add things
or where you need to just removeit.
So there's things we're going tocut that it's a big chunk of time.
We don't feel like it's adding alot anymore and we'll take it out.
So that's two areas to reallyfocus on.
(13:55):
And then also figure out sort ofwhat you want.
And the notebook is a very, Goodtool there because as you're
writing, you'll start to getclarity on what actually matters
and what's important to you.
And that can make the whole
previous exercise a lot moreeffective before you actually do
trigger those cuts.
All said.
I don't have anything to add tothat.
Hit the nail on the head, buddy.
All right.
Good stuff.
Everyone have a great week.
(14:16):
We'll catch you later.
Hello, everyone.
(00:00):
Welcome to this week's episode of
Commission Breath.
Brandon Love and Tom Moffitt here.
And lately, I've been listening toa lot of episodes of this podcast
called Founders.
It focuses on history's greatest
entrepreneurs.
And one of the things they always
touch on is that the greatestentrepreneurs in history have
always been ruthlessly focused ontheir cost of doing business.
(00:22):
And the reason for that being isany money they can save.
actually counts more than earningsbecause they don't have to put any
effort in to get it so one of thebig things we see is as businesses
scale and grow they add layers ofcomplexity and cost to them and so
at a certain point you need to belooking back over your expenses
and auditing yourself to look forwhere there's bloat and
(00:43):
redundancies and things like thatto trim the fat there.
Yeah, exactly.
And I think where my head goes
lately is how can I protect mytime?
Like I did a post the other day onhow every Sunday I review my
upcoming week and where I can plotin certain non -negotiables that
fit around all of my calls and allthat good stuff.
I've been doing that for a bit,but what I've added lately is what
(01:04):
can I take out from the week thatdoesn't support?
my goals in my business.
And I find that's been very
helpful in really just protectingyour time because time is like,
it's so cheesy, but time is themost valuable asset you have.
And there's only a limitedresource of it through the week
for you to allocate towards yourbusiness.
So that's what I've been reallyprimarily focusing on lately is
how can I guard my time?Yeah.
And I think you and I have had therealization lately that we have a
(01:25):
lot of different things we've beenworking on.
lately that we have a lot ofdifferent things we've been
working on.
To be honest, we've probably
took... on too much at certainpoints so in different areas of
our life and business we arescaling back on some of these
commitments not easy decisions tomake but we're choosing to give up
elements that might add a littlebit or add some flavor to life to
just really focus on building thebrokerage, building the book of
business, building the core thingsthat matter to us long term.
(01:48):
Yeah.
And these decisions aren't easy
ones, right?And sometimes you have to face
hard decisions to get some claritygoing forward in your businesses
and life.
So that's something we're focusing
on.
At least me, I'm looking at like
just dissecting everything and belike, does this contribute to my
main overall goals here?If it doesn't, just cut it out.
Exactly.
And you and I have done this.
year over year for differentthings in our business and life.
(02:11):
Like I remember we were both doingjujitsu and we were like, oh, it's
so much time, like as silly as itis, it's a big time and monetary
cost to go into this.
And now we got rid of that and,
you know, something we missed.
So now we both have a little way
to work out at home and likethings like that, that we can fit
into our day and it doesn't pullaway from the bigger mission, but
it doesn't give up as well.
(02:32):
Yeah.
And it's hard because that's thefine line of like, you don't want
to remove everything from yourlife and just have it.
as your business and not have anypleasure outside of it and have
your hobbies.
I think like for us in that
situation, I loved jujitsu and Iactually probably will go back to
it, but I wouldn't really callthat my main hobby because I've
had hobbies in the past that havehad shorter stints.
And I just knew that it'ssomething that I can move on from,
(02:53):
but whatever you're cutting out inyour life doesn't mean you have to
cut it out permanently and nevercome back to it.
It can be something that yourevisit down the line.
For sure.
It's sometimes nice to park things
for a season.
sometimes nice to park things for
a season.
regain focus and then revisit
things that come creeping back toyou like i i used to play music
all the time and i stopped becausei just got busy with work and life
and kids and all that stuff andlike now i'm in a season where my
(03:14):
daughter's playing piano andtaking piano lessons and i've
started playing piano again justthrough the reintroduction there.
So it's becoming something that Ido again.
It's nice to have it back in mylife.
I do regret losing some of theskills.
I'm no longer as good as I oncewas, but it's not like this thing
that I had this massive hole.
I just parked it for a bit and now
(03:35):
I have it coming back into my lifein a way that's like better
suited.
to where things have gone.
Yeah, and I think part of it toois you learn over the years of
making these mistakes of taking ontoo much or taking on too little
and really knowing which ones todouble down on.
It kind of is an art in figuringout what do I double down on?
And so for me lately, if I were touse an example, it's social media.
It's been going so well for methat I'm like, hey, I'm not gonna
(03:57):
just coast and do the same thing.
I'm actually gonna ramp this up
more because when it gets easy,that's when you should double down
on it.
And that's what I have been doing.
And it's been very, very good forme from a following perspective,
email gathering, leads constantlyinbound.
I honestly don't have to do anymore outbound leads anymore
because of the amount of inboundthat I have going on right now.
So I'm like, what if I canreplicate this on another
(04:19):
platform?I've figured out a platform.
Maybe I can take this to anotherplatform.
So what does that... involve mefrom a time aspect that's going to
add more to my plate?Is it worth taking that on?
If so, what can I take out from myweekly time allocation towards
things?fit that in?
And is it more important thanthose other things?
Exactly.
Everything has to be a trade -off.
a trade -off.
And I was just talking to Levi
(04:40):
about this today, because we'regoing to a couple of lender events
coming up.
And she's like, oh, it's time away
from the cottage.
It's time away from this.
We have to accommodate it.
I'm like, yeah, but this is the
role of being involved in thebrokerage.
I have to go to some of theseevents.
It's a great opportunity to meetpeople and network.
It gives up family time, butthat's a trade -off I'm willing to
(05:00):
make for certain things.
But another thing that might come
up where I'm like, this doesn'tadd a lot to the brokerage or it
doesn't add a lot to our brokerbusiness, it would just be maybe
fun.
I might not make that concession
and trade off my family timebecause there's a cost to doing
that.
When it comes to your business,
there's a lot of things,especially when you look at your
resources of how much money isleft over too.
Do you want to invest in certaintools?
Like, you know, you have yourdatabase marketing, your email
(05:23):
marketing, your advancedstrategies, all of these things
all come at a cost.
And is it things that you want to
invest in or are these things thatyou should pick and choose?
And you have to figure that outyourself, right?
You can only spread yourself sothin before eventually nothing is
even built up.
Yeah, absolutely.
And we've been guilty of doingthat 100%.
A good exercise is just to writedown everything you do during the
day.
and just come back to it on a
(05:44):
Sunday and be like, okay, what didI do that didn't contribute to my
goals?And then there might be one or two
things that are starting to clickat once.
And it's like, do I do both ofthem?
Or is there one that's a betterfit?
And sometimes it's not always yourfirst pick.
Sometimes it's the second timearound.
So it is a difficult thing tofigure out.
And it's kind of an art as youprogress.
Yeah.
And we are by no means perfect.
(06:06):
We're probably going to do somethings in the coming weeks.
You guys will hear about that.
We ruffle some feathers and people
will think are stupid, but youknow.
We have to do what we have to do.
And the thing that Tom and I
discuss a lot is this idea that,okay, you can only do so much with
so much intensity for so long.
So how we've changed things is we
used to be like, okay, we're...
We're 100 % in on the broker.
(06:26):
We're 100 % in on the book ofbusiness.
We're 100 % in on the podcast.
And then it's all like, well,
we're running it.
Well, like 300%, which isn't even
possible.
So now what we've changed a bit is
like we are doing sprints.
So we're like, hey, we're going to
be 100 % on this one strategy.
We're going to do a sprint for it.
See the results.
audit the results was it worth it
for the time input what was thenext idea that we put on pause is
(06:49):
that worth doing now run a sprinton that and then use that versus
trying to run like foursimultaneous marathons and
realizing that we're getting twomiles in and the legs are given
out yeah and i'd say we do have abit of an unfair advantage because
there's two of us so we can alwayslike and i'd say we do have a bit
of an unfair advantage becausethere's two of us so we can always
like swap back and forth on likewhat our sprints are and we can
(07:12):
have one guy concentrate on onething which has been nice so for
anyone listening like that is 100something to maybe incorporate is
those short sprints their seasonsuntil you get there it's better to
focus on one thing get to thatpoint and then consider okay can i
layer something on and pivot tothe next thing exactly and when
you're picking when to do thesekinds of sprints one thing that's
(07:32):
really important is like reflecton and when you're picking when to
do these kinds of sprints onething that's really important is
like reflect on where the seasonof that activity and that business
is like every business has aseason.
We all know this, like inmortgages, you're going to have
like a nice spring market and youcan have a great fall market, but
like December, January, it'susually a little bit quiet.
So like maybe don't do like allyour client prospecting sprint in
December, January, maybe save thatfor a different time versus like
trying to get new referralpartners.
(07:53):
Don't sprint when they're insanelybusy to sprint when they're a
little bit more quiet and havetime for these meetings and things
of that nature.
So always reflect on like how it
fits into your life and yourgoals, but also into the broader
world and game of business as awhole.
Do you think that someone has tobe passionate about what they're
doing in their day to day orbusiness for them to sustain it
long term?I think you either have to be
passionate or extremelydisciplined.
be passionate or extremelydisciplined.
win nine times out of 10 becausethey're going to want to do the
(08:16):
work but the person who'sdisciplined might beat the person
who's passionate because theperson who's passionate it's more
of an emotion driven kind ofreaction and they're going to ebb
and flow versus the person who'sdisciplined is just going to check
the box and meet the milestone nomatter how they feel and i think
that person if they can sustainthat level of discipline long
-term does win.
I agree with that.
(08:36):
And I was wondering where you'regoing to go with that because you
said nine times out of 10, thepassionate person's going to win.
I was like, well, I don't knowbecause it's like they have that
emotional rollercoaster and theperson that's disciplined and just
like checks the bosses every dayand maybe they find their passion
for something outside of theirmortgage biz.
Maybe it's like a hobby orsomething like that.
(09:00):
I've been down like a deep rabbithole of like stoicism and like
discipline and like doing thingsyou don't.
hole of like stoicism and likediscipline and like doing things
you don't.
want to do and checking those
boxes.
And I have like my daily habit
tracker that I check every day.
I found from a results perspective
and like output perspective, whenI was passionate, I would do a lot
(09:22):
of things.
I got great results from it.
I was able to sustain it for quitea while.
When I shifted my focus to havingmore of that discipline mindset,
I'm consistent way more than I waswhen it was just passion driven.
So even like yesterday, I did notfeel great.
I didn't want to do a bunch of...
the things that were on my list.
But I checked all my boxes, got my15 ,000 steps, got my workout, got
all my ass done, got my emailsdown, like everything that was on
(09:44):
the list of things that needed tobe done that day.
I did it.
It took me a lot longer.
I finished at like 9pm, but it'sdone.
If it was purely passion driven,you might not have enough in the
tank to get you to that point.
That was me last night with I had
six, no, sorry, seven cash damningproposals to send off.
And I was sitting there at 9pm inmy office.
I'm like, fuck, I do not want todo this right now.
I had no energy at all.
And I was like, well, if I do the
(10:06):
math and say half of these peoplecommit and want to go forward with
cash jamming, that's a lot ofmoney sitting right there.
Like, I would be stupid not takean hour and a half, two hours to
get these off.
So yeah, it does come down to
discipline.
And you just have to like reframe
and reinforce and like... trickyourself a little bit.
and reinforce and like... trickyourself a little bit.
(10:27):
Like I tricked myself into goingon the treadmill, like four
different points during the day.
Cause I could not get like the
sustained energy to do it.
I like took a vitamin being like,
this vitamin is going to give meenergy.
I even said to Willow, I'm like,I'm going to go on the treadmill
because it's so much fun.
And I love it.
She's like, no, you don't.
And I was just like, why are you
(10:47):
saying that?I'm like, I'm just trying to play
a game with my head.
And like, and then she's like,
well, I'll just come hang out andtalk to you in the basement so
that you're kind of distracted.
And I'm like, oh, it's a great
idea.
So she talked to me for like 20
minutes.
So it was just like little.
things.
Yeah, she is great.
Little things like that you can dothat, like not force yourself, but
like give you the extra nudge.
And that's the side of discipline
(11:09):
that we say, be ruthless with yourtime and resources, but be
ruthless with yourself as well.
When you set framework or level of
expectation for yourself and foryour team, you have to be calling
yourself out.
You have to be calling out the
people on your team.
You have to say, Hey, you're
mismanaging your time.
You're mismanaging the company's
resources.
You're not doing this to the level
that we expect.
Those aren't easy conversations to
have.
But if you do it and you have
those hard conversations with bothyourself and the people around
you, you eventually do end up witha higher level of performance.
Yeah, absolutely.
And you can find something in your
(11:29):
business.
If you're not passionate about
anything in the mortgage biz...
Cling on to that one thing that
you're like, I kind of like thisthing and try to delegate
everything else.
I try to hire around that thing.
For me, it was marketing.
Like I hate underwriting.
I hate like the nuances of files.
I don't like all of the
guidelines, but I love themarketing aspect.
And I did like some portions oftalking to clients.
So I was like, I'm just going tofocus on that and hire around it.
(11:50):
And that could be different foryou, the listener.
You could be an underwriting whizand that's all you love.
Cool.
Maybe you get a salary job.
Maybe you do build your businessaround that and find that.
that loves the sales and hire thatperson.
Exactly.
With those resources, you're
giving up a certain chunk of yourresource by having this go out to
an underwriter, but it's freeingup so much time.
You're just cutting out thismassive chunk of waste from your
day of things you actually hate.
(12:12):
And one thing on the passion
piece, you said a lot of peoplemight not be passionate about
their business anymore.
We see a lot where agents reach
out and they say, I'm burnt out.
I'm putting in the inputs.
I'm not getting the outputs I oncehad.
Like I'm kind of feeling done withthe business and I get it.
It can be frustrating anddraining.
And I think you can choose tobuild a version of your business
that suits your life where you'reat now by being ruthlessly
(12:33):
efficient, cutting some of thatwaste, and then you just keep more
of your money.
But you can also go into like kind
of this hibernation mode sort ofwhere you just sustain.
Whatever it is, you need toreinvigorate yourself, your body,
your mind, and get back engagedwith the business or pick the
result that the business bringsyou that actually engages you.
So for example, like, okay, youwant to get $100 ,000 to invest in
improving your house and youryard.
(12:54):
That's like roughly equates to $10million in business.
Now use that as your thing to getthe $10 million in business.
You don't have to be like, Ilove... creating solutions for
clients and people in hardscenarios.
Like you don't need to have thislike wishy -washy kind of thing.
It can just be like, hey, I lovetaking money and taking care of my
family.
That's totally fair motivation.
(13:14):
So if you're looking at yourbusiness and your life and you're
trying to figure out where to cutthings, number one, just take a
notebook out, write down the costassociated with your business.
So maybe it's subscriptions, maybeit's training, maybe it's extra
expenses you have and go throughand ruthlessly.
cut out the ones that no longerfeel of service to your business.
You can always add them back in.
(13:34):
When it comes to time, using a
tool like toggle is reallyhelpful.
You can see where you're wastingtime, where you need to add things
or where you need to just removeit.
So there's things we're going tocut that it's a big chunk of time.
We don't feel like it's adding alot anymore and we'll take it out.
So that's two areas to reallyfocus on.
(13:55):
And then also figure out sort ofwhat you want.
And the notebook is a very, Goodtool there because as you're
writing, you'll start to getclarity on what actually matters
and what's important to you.
And that can make the whole
previous exercise a lot moreeffective before you actually do
trigger those cuts.
All said.
I don't have anything to add tothat.
Hit the nail on the head, buddy.
All right.
Good stuff.
Everyone have a great week.
(14:16):
We'll catch you later.
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