March 11, 2025 • 20 mins
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EPISODE DESCRIPTION
In this episode, Brandon and Tom share the recent changes they've made to their business, and new prospecting angles they're diving into.
Brandon and Tom discuss: → Prospecting strategies including webinars and evergreen content, Tom's current content creation blueprint, and practical social media tips. → Optimizing their business operations by "firing themselves", utilizing videos for onboarding, and streamlining the client journey. → What the Canadian mortgage industry can take away from Rocket Mortgage Canada's closure, the human impact of business decisions.
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📧 Email Us → ontario@tangofinancial.ca
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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.
Today we're going to give you a
little bit of the lay of the landon where we're at and changes in
the business and some stuff we'resuper excited about.
We're going to talk about theprospecting angles we're diving
into.
Before we do that, I just want to
give a quick shout out.
I'm sure everyone's aware of it by
now.
Rocket Mortgages shutting down.
(00:22):
We had a really great experiencewith them as a lender and their
team there.
So I just wanted to give a shout
out to those people who workthere.
They were fantastic people.
They had a lot of really great
processes, speed, and elements totheir business that it's sad to
see them go.
I know everyone has different
opinions on US companies makingbig pushes into Canada and that
(00:43):
sort of thing.
I'm not going to dive into the
political side of things.
I think it's sad to see those
people go and the industry losessomething from that.
One upside is...
They were working on a lot of cool
stuff that hopefully through liketheir connection with Venmo or
something there that can still bereleased to the industry because
there was a lot going on in thebackground there that I know that
team was a part of.
(01:03):
So I'm hopeful that something good
can come out of this.
Yeah.
The sad part about this story isthe people that were working for
Rocket that were.
payroll staff, they're all let go.
Like a couple of people we knowpersonally that we're working with
Rocket that now they're out of ajob.
So that's the real sad part aboutthe story.
And I had nothing against Rocket.
Like I use them personally for I
think one or two of my clients andthe experience itself was great.
(01:26):
And I agree.
I think if monos and other lenders
can take from the innovation thatRocket had in the industry, I
think that's going to bettereverything.
For example, like having that onededicated concierge person i don't
know what her title was but onceyou were in fulfillment stage with
rocket she would be there to likereach out to the client make sure
(01:46):
they're very clear and transparentlike what's going on they would
ask for reviews for you on behalfof the broker like i thought that
stuff was really cool and theirspeed was obviously paramount so
so Yeah.
And the cool thing is like that
concierge person is still thatperson post funding what was.
So like if clients had follow upquestions, that concierge would
answer.
It was really cool.
So like there's elements likethat, that they were 10 steps
(02:07):
ahead of other lenders.
No offense to other lenders.
You guys are great at what you dotoo.
But there's just things that wecan all learn and grow and adapt
from borrowing and collaborationwith each other.
Yeah.
And even like as a broker, you can
take away.
some of like tidbits and
experiences that they were givingyou through the client journey on
the lender side.
Like you can embed that in your
own client journey.
(02:28):
Like we've had the Domino's pizza
tracker, the loan tracker in ourprocess for a while, but they had
something very similar.
So you can embed that into your
own client journey and learn thatway.
And there was one last thing onthis is there was a post on the
Island B Facebook page.
It was, I forget the guy's name,
but he was like maybe the owner ofRocket Canada.
He mentioned there's a lot ofpeople kind of in a negative
(02:48):
light, not bashing Rocket, butsaying like good riddance and kind
of like on the negative side ofthings, which I was surprised with
that our industry was like that.
But I mean, you're always going to
have two different sides toeverything.
So yeah, it goes back to the lastepisode.
There's a lot of people that liketo hide behind a keyboard and say
comments that they think are wittyor funny in the moment sitting in.
(03:08):
their silo of their home office,but they're not thinking about the
humans behind a move like that andthe people who lost their job, the
emotional side of the thing.
And like I read his post too, I
think it made a good angle thatlike, you know, consider people in
this part of things.
And like we always say, it's a
very small industry.
Those people are going to be
working for someone else.
I know we're trying to get a few
of them to come work with us.
So like, I hope the rest of the
(03:31):
industry goes and finds thesepeople and, you know, they're not
out of work for long because theyare great people there.
But they will have to find newrules.
And we'll use that as a transitionbecause that is something that
this week you and I had had to doas well.
We kind of fired ourselves frompart of our business, which has
been nice for us, though.
us. A big part.
I was telling you earlier beforewe recorded, I feel like an actual
business owner now.
(03:52):
The reason why I say that is
because when you're in the filesday to day, like you're putting
out fires, you're going back andforth with clients like you're
not.
so much working on the business
and sure you can try to carve outsome time and do that which we've
always tried to do that butinevitably like you don't have as
much time as you want to goprospect to work on the business
improve the client journey all ofthe systems that you have in place
(04:14):
and that's like my biggesttakeaway from this is like it's a
completely different feelingwaking up in the morning and
knowing that hey my clients arebeing taken care of by an absolute
rock star and i get to go out findmore leads and just improve
everything in our business itselfand work on it so I can't be any
happier.
I think it's like the best move
we've made.
And we've waited so long to do
this.
You hear this all the time.
Like brokers always say, I shouldhave hired sooner, but it really
(04:36):
is a scary thing to do when you'repaying someone a good amount of
money to have them come in.
And that's like a good chunk of
your pay.
It's like, it is a scary thing to
do.
But when you feel you're at that
moment where you're like, maybe Ican do this, just give it a try.
Like go all in.
And worst thing that happens is
you have to pivot and go back.
Yeah, I think we like bounced it
back and forth so many times ofrunning different scenarios and
(04:57):
models of like, what does thislook like from like, can I pay for
my mortgage?The funny thing is like the first
couple of days I was like justdumping my backlog on Kyle and he
was just like, okay, I'm caughtup.
I'm like, what the fuck is goingon?
But that's all he had to focus on.
It was so much better for me and
like my mindset and my business asa whole.
And then like yesterday I wassitting there and I was like, I'm
done everything like that I needto do.
(05:17):
from the broker side, from thebusiness side.
And I just started prospectingagain.
And I did a whole other hour and ahalf of calls, texts, outreaches.
And like every day I'm getting,like yesterday I got three leads,
this morning I got two leads.
I can see the effect of people
coming back.
Part of me thinks that people
thought that we were going too faron the side of running a brokerage
and not active enough in files,which obviously we weren't, but
(05:38):
that's just the perception kind ofthing.
And the other part is like, Maybewe were not to be too woo, but
maybe we were giving off an energyof not wanting leads and files
because we were busy.
And now we're like 100%.
I can still remember.
we were busy.
And now we're like 100%.
I can still remember.
I'm talking like it was a yearago.
It's literally like last week.
(05:59):
You always get excited for a lead
coming in, but it's almost likenot torture, but it's like, I'm
not looking forward to thisbecause now I got to work on a
file.
So it was like that in itself
probably pushed me away from.
getting more leads and building
the business.
So I know definitely that was a
big part for me.
And maybe we'll touch on the
actual structure.
I know maybe you touched on this
last episode, but in case youdidn't, we're in a very fortunate
(06:19):
position where we knew who wewanted to hire.
We've been wanting to hire Kyleprobably at least a year, year and
a half.
It just really aligned perfectly
timing -wise for us to actuallypull the trigger and do this.
And he's taking the client fromlead in.
to approval.
And then we've got Diana taking it
from approval to closing.
So the whole loan process, we've
got it dialed in and covered bytwo people.
So we're fortunate in that waywhere we don't have to actually
(06:40):
hop on a discovery call anymore.
I know that's very unique because
typically when you hire, it'seither going to be a really good
underwriter or it's going to be areally good salesperson.
It's very hard to find a hybridperson.
So I know like the listener willthink like, well, you guys are
really lucky in that sense.
And yes, we were.
But if you can even just startwith like the underwriting piece,
(07:01):
like just to have that off yourplate and maybe just still do the
discovery calls, it's still goingto take off a lot of time off your
plate.
For sure.
And I think it's important forpeople to know it's not like he
came in and was like perfect.
puzzle fit, solved all problems
right out the gates.
Like we still did probably a week
and a half of onboarding, teachinghim our budgets, teaching him our
(07:22):
systems because he had a wholedepth of knowledge, but he was
trained in someone else's system.
So there's still that period that
you have to have to integrate theminto your business.
But once you're rocking androlling there, like it is wild.
Like, and now I feel like I'mrocking mortgages because I'm
calling realtors and I'm beinglike, yeah, like I can get you.
everything done within like fourhours.
I don't probably like me doingthat, but it's true.
It's just such a different way ofoperating with a clear headspace.
(07:45):
You're not getting bogged down inany minutiae.
I don't even have emailnotifications on my phone anymore.
I just log on and check my email.
So I'm just like big picture
projects and then prospecting,which is awesome.
Yeah.
A key tip on that for the
onboarding pieces.
I spent maybe collectively three
to four hours to get kyle like upand ready in learning our system
and he's really good like he'squick to learn so that definitely
(08:05):
helped but we already had ourclient journey so i just added a
third column on the google docthat we have and i just had a link
to a loom like 30 seconds to aminute long loom video for each
step and stage in the clientjourney so he can watch it on his
own time.
That definitely decreased the
amount of time it took him to getonboarded and it worked out very,
(08:26):
very well.
So the onboarding process isn't
like this big thing that needs totake like a month or two.
Instead of doing phone calls backand forth, like you can do a
process just like that to reallydecrease the amount of time it
takes for him to get fullyonboarded.
yeah we use loom like crazy justbecause it's so good for teaching
(08:48):
you pull up the screen and calls alot of time you lose on like that
back and forth politeness bantersort of thing you just do a loom
video it's like so much faster youjust fly through a day that's a
great practice to just put inmanaging in general, just to save
a ton of time.
So speaking of lead gathering and
prospecting, let's chat a bitabout what we're now focusing on.
And this episode, we're solelygoing to be focusing on our
(09:10):
mortgage book, by the way.
So when it comes to prospecting,
our main focus right now is we'reactually going to webinar format.
And we were hesitant on doing thisbecause it is like different than
what we've been doing.
But at the same time, it's
actually very straightforward.
Like once you actually have the
webinar setup done.
it's pretty straightforward to go
prospect and ask your realtorpartners and partners to come onto
(09:31):
the webinar.
So to digest that, we have a two
-stage format.
And I actually adopted this from
Wiley had a training in StrategyHub that I kind of took the
framework and ran with it.
First stage is we're gathering our
realtor partners to an infosession.
And it's all revolving around cashdamming.
And both of you and I will be thefirst to admit we are not cash
damming experts, but we arelearning quite a bit.
(09:52):
And we're quick to adapt it.
So what we're going to do is we're
going to have this info sessionfor realtor partners to come on.
We're going to tell them why it'sgoing to be a benefit to them to
bring on their clients to come onto the actual main webinar, which
is going to be two weeks later.
So it's kind of like a two -step
process because we want to... haveour realtor partners come on to
(10:16):
tap into their database and alsoshow more value to them and
rekindle some of those olderrelationships that we had with
some of the OG referral partners.
Yeah.
And I think a key piece for us islike, we are not looking for a
dozen cash damning leads.
That's not the angle we're after
here.
What we're just trying to say is
if we can explain some advancedtax strategies to people and we
can.
show them sort of bigger picture
(10:36):
how mortgages can be used as atool, all of a sudden it's like,
okay, I have this first time homebuyer.
I have this person who wants toget one rental property.
Obviously you guys would do afantastic job at that if you can
do all this advanced stuff.
So I think it's more so just
validates everything else we do inthe interim.
The webinar model is also reallynice for us because we have the
cameras, we have the microphones,we have all the setup from the
(10:57):
podcast.
We pay for this like, premium
stream yard thing that now we justhave to add 40 bucks us to host it
right in the system we're alreadyusing and we're comfortable with
so for you and your business youknow maybe find you have certain
things in place where it's easy topiggyback off of that when adding
a new way of prospecting it makesit really economical and easy to
implement Yeah.
And the nice part is once you do
(11:20):
the webinar, once you can recordit and have it as an evergreen
webinar.
And typically you want to do more
live sessions to really dial inthe webinar.
But you and I both know, likewe've had experience doing the
podcast for however long it'sbeen.
So we're pretty good on camera.
We're good at doing that stuff.
We can also record it outside ofdoing a live format, put it into
an evergreen format and justfunnel people in that way through
(11:42):
social, which.
I think is like our long -term
play.
And even one step further than
that, this is going like deep,deep.
But in my social media course, theguy that I'm learning this from is
he has like, I think four or fivedifferent webinars and they all
speak to different clients.
And what he does is he funnels
everyone onto one landing pagewhere he's got a type form.
It looks really good.
(12:03):
It's not just like a simple type
form, but it is through that typeform app and they go to it.
It's a quiz.
So I think the quiz is like, see
how you stack up against other.
Americans financially, like
something along those lines.
So people actually want to take
the quiz.
He's capturing all of this data.
And from there, once they gothrough the quiz, it directs them
into the webinar that he wantsthem to watch.
(12:23):
So he's got like four or fivedifferent ones.
And I know you and I can bang outthree or four like pretty quick in
the next couple of months.
So I'm thinking like long term,
that's going to be the play there.
But we're going to start with cash
damning and then kind of pivot tomaybe other topics and build it.
Yeah.
Yeah.
So we'll go deep on like the wholequiz webinar thing as we unpack
(12:46):
it, because it's something we'redefinitely putting in place.
We'll do some trial and error anduse ourselves as guinea pigs as
always.
And then we'll come back and share
the results with you guys.
Next big piece, you're really
leaning into social media.
So do you want to talk a little
bit about that?Yeah, sure.
So still the main focus for me isInstagram and TikTok.
So I've been very inconsistentjust because you know how it is.
(13:09):
Files coming in, you get boughtdown, but that's not a problem
anymore.
And this week was the first week
where I've really streamlined myprocess with recording, scripting,
and posting.
So this is for a whole other
episode, but high level overviewof what I'm doing now is I carve
out one hour of video sourcing,one hour of scripting, and one and
a half hours of recording.
That's what call it three and a
half hour a week.
So three and a half hours to get
about four videos done and posted.
(13:31):
So I want to really increase that
and get to about like five or sixvideos.
But I think that's a really gooduse of my time because I'm going
to be repurposing it fromInstagram to TikTok, funnel people
in through that way to thewebinars.
So I'm pretty excited to divedeeper on that.
Yeah, for sure.
And you've already seen some.
pretty significant growth of yoursocial media.
Like once that grows and scaleseven further, you're going to be
(13:53):
kind of that person when people goon Instagram or TikTok, they're
going to be like, okay, this guy'snumber one, has the most followers
in Canada or whatever, that kindof stuff.
It'll add to that credibility andyou'll see opportunities to come.
from that.
So super cool that way.
Another thing that we're doing,which is with our prospector hat
(14:14):
on all the time, is just literallycircling back to people we've
worked with over the past coupleof years and being like, hey, we
have a new team member in place.
We have a lot of time to support
and help people now.
Is there anything in your business
that you need help with?And we're just trying to solve
(14:35):
problems for our partners, whichwe free up their time, they can go
prospect, and then that leads tomore business for us.
Yeah, I probably pissed a lot ofrealtors off this past week.
I hounded them like maybe two orthree times within a week.
It's like, all right, maybe I'llthrow all that back down.
It's like, all right, Tom, I getit.
You hired an underwriter.
You got more time now.
But hey, that's OK.
Like, I'm OK letting them know I'm
(14:55):
back, baby.
Let's go.
Yeah, you know, I think it's OK tobe excited.
Like so many people try to likeposture and like appear laid back
and cool.
And it's like, no, fuck it.
I'm hungry for deals.
I want to fund more mortgages.
I want to make more money.
I want to grow my business.
There's nothing wrong with that.
And I think the realtors that are
like that are the ones whoactually do business and they'll
(15:16):
respect the hustle.
I definitely had some commission
breath this week, but I'm okaywith that.
Before we move on, the one thing Iwill say about social is what I'm
doing is I'm still focusing on thebroader financial literacy piece
to capture more eyeballs.
I'm embedding more of the advanced
mortgage strategies as like aportion of my content.
I just posted one not too long agoabout the debt swap scenario and
just like flipping my phone onto abudget.
And that one actually performedvery, very well compared to my
(15:38):
most recent videos.
So I'm excited to dive into more
of the advanced mortgage strategy,like cash damming.
debt swap strategy, power of thepaycheck.
Those are going to be like my mainthree.
And I'm just going to reallysimplify it and do a high level
overview for social instead oflike going into the weeds.
Because of course, like thesestrategies can be pretty complex.
And there's a couple of brokersout there doing it really well on
the cash jamming side, but I don'treally see anyone doing the debt
(15:58):
swap or the power of the paycheckyet.
Yeah, I think there's a way toshow it that teases enough
interest in people that they'llreach out and ask for more.
I think if you go like toogranular on those videos, people
are like, fuck, I don't understandwhat he's talking about.
Is this too much?Yeah.
So I think you're doing it theright way there.
And shout out to Paul Hill.
He reached out to me on TikTok.
He's a listener.
(16:19):
And I didn't realize this, but he
listened to episode 82, where Iwas talking about how my Instagram
views have been much, much lowerthan my TikTok views.
And the whole workaround fromrepurposing your TikTok videos to
Instagram was to go on SnapTik.
and use the link from TikTok to
download the video and then postit on Instagram.
And that was the workaround tomake sure that Instagram wasn't
(16:41):
pushing your content down becauseit would remove the watermark from
it.
But he was mentioning he's been
doing this and his views have beenlike... cut in half.
And I look back to mine, everyvideo I was going easily over a
thousand views, mostly like two,3000 views.
But then once I started recordingthe video in the TikTok app and
doing that, my views went down tolike six to 700 views.
And I didn't realize it, but itwas from the moment I started
(17:02):
recording my videos in the TikTokapp.
That's when it started happening.
So he pointed that out to me.
So now I'm going to give that atry today and record through the
Instagram app and do the reverseto see if that helps.
But that was a big thing.
So for any of you that are doing
that, maybe don't record in theactual TikTok app if you want to
grow on Instagram.
Can you just record through your
(17:22):
phone and upload to bothplatforms?
through your phone and upload toboth platforms?
Yeah, you can.
And I used to do that.
But how I shoot my content is I doit clips at a time.
And if I don't like that clip,I'll delete the last one I did.
So it's hard to explain withoutshowing you.
But in the TikTok app and in theInstagram app, you click record
(17:46):
and you do that clip.
And let's just say you didn't like
that one, you can exit and justget rid of that clip, but you
still have all of the other onesyou just did.
Whereas the phone, you have to hitrecord and do the clips.
And then you have like a shit tonof clips in your camera roll.
And then you have to shift throughall of them and pluck out the ones
(18:08):
that you want.
So probably hard to explain over a
podcast like this, but from a flowperspective, it was just so much
easier for me to do it in a TikTokapp, but I can do the same in the
Instagram.
then you have to Yeah, you're not
a one take wonder like me.
me.
No. All right.
We will cap out this update video
with just a little bit of info onwhere Tango is at, as I know some
of you like to ask us questions onthat.
So we are north of 50 agentsknocking on 700 million.
(18:31):
So we're getting there.
I can almost have a beer, which
will be nice.
You can almost have a beer.
I'm having a beer tonight.
Yeah, you're having a beer
tonight.
But yeah, a lot of what is
happening with our growth hasbeen, you know, we're saving
people a ton of money, notcharging for, you know, not
charging for credit polls.
But we're also showing people how
to make a lot more money.
Like one of our agents who's on
(18:52):
Team Wiley and what Wiley on totalk more about his team in the
future just shared that in thefirst three months of 2025, she
made more than she had done in allof 2024.
Oh, damn.
Yeah.
So like huge growth of peopleimplementing.
these things that we're sharing.
So I think that's a big win when
you start looking at your businessand you're like, maybe I'm
stagnant or maybe I'm not where itfeels right.
It's worth having a conversation.
Yeah, absolutely.
All right, everyone have a awesomeday and we'll catch you next week.
(19:12):
Cheers.
Hello everyone, welcome to thisweek's episode of Commission
(00:02):
Breath.
Brandon Love here with Tom
Moffitt.
Today we're going to give you a
little bit of the lay of the landon where we're at and changes in
the business and some stuff we'resuper excited about.
We're going to talk about theprospecting angles we're diving
into.
Before we do that, I just want to
give a quick shout out.
I'm sure everyone's aware of it by
now.
Rocket Mortgages shutting down.
(00:22):
We had a really great experiencewith them as a lender and their
team there.
So I just wanted to give a shout
out to those people who workthere.
They were fantastic people.
They had a lot of really great
processes, speed, and elements totheir business that it's sad to
see them go.
I know everyone has different
opinions on US companies makingbig pushes into Canada and that
(00:43):
sort of thing.
I'm not going to dive into the
political side of things.
I think it's sad to see those
people go and the industry losessomething from that.
One upside is...
They were working on a lot of cool
stuff that hopefully through liketheir connection with Venmo or
something there that can still bereleased to the industry because
there was a lot going on in thebackground there that I know that
team was a part of.
(01:03):
So I'm hopeful that something good
can come out of this.
Yeah.
The sad part about this story isthe people that were working for
Rocket that were.
payroll staff, they're all let go.
Like a couple of people we knowpersonally that we're working with
Rocket that now they're out of ajob.
So that's the real sad part aboutthe story.
And I had nothing against Rocket.
Like I use them personally for I
think one or two of my clients andthe experience itself was great.
(01:26):
And I agree.
I think if monos and other lenders
can take from the innovation thatRocket had in the industry, I
think that's going to bettereverything.
For example, like having that onededicated concierge person i don't
know what her title was but onceyou were in fulfillment stage with
rocket she would be there to likereach out to the client make sure
(01:46):
they're very clear and transparentlike what's going on they would
ask for reviews for you on behalfof the broker like i thought that
stuff was really cool and theirspeed was obviously paramount so
so Yeah.
And the cool thing is like that
concierge person is still thatperson post funding what was.
So like if clients had follow upquestions, that concierge would
answer.
It was really cool.
So like there's elements likethat, that they were 10 steps
(02:07):
ahead of other lenders.
No offense to other lenders.
You guys are great at what you dotoo.
But there's just things that wecan all learn and grow and adapt
from borrowing and collaborationwith each other.
Yeah.
And even like as a broker, you can
take away.
some of like tidbits and
experiences that they were givingyou through the client journey on
the lender side.
Like you can embed that in your
own client journey.
(02:28):
Like we've had the Domino's pizza
tracker, the loan tracker in ourprocess for a while, but they had
something very similar.
So you can embed that into your
own client journey and learn thatway.
And there was one last thing onthis is there was a post on the
Island B Facebook page.
It was, I forget the guy's name,
but he was like maybe the owner ofRocket Canada.
He mentioned there's a lot ofpeople kind of in a negative
(02:48):
light, not bashing Rocket, butsaying like good riddance and kind
of like on the negative side ofthings, which I was surprised with
that our industry was like that.
But I mean, you're always going to
have two different sides toeverything.
So yeah, it goes back to the lastepisode.
There's a lot of people that liketo hide behind a keyboard and say
comments that they think are wittyor funny in the moment sitting in.
(03:08):
their silo of their home office,but they're not thinking about the
humans behind a move like that andthe people who lost their job, the
emotional side of the thing.
And like I read his post too, I
think it made a good angle thatlike, you know, consider people in
this part of things.
And like we always say, it's a
very small industry.
Those people are going to be
working for someone else.
I know we're trying to get a few
of them to come work with us.
So like, I hope the rest of the
(03:31):
industry goes and finds thesepeople and, you know, they're not
out of work for long because theyare great people there.
But they will have to find newrules.
And we'll use that as a transitionbecause that is something that
this week you and I had had to doas well.
We kind of fired ourselves frompart of our business, which has
been nice for us, though.
us. A big part.
I was telling you earlier beforewe recorded, I feel like an actual
business owner now.
(03:52):
The reason why I say that is
because when you're in the filesday to day, like you're putting
out fires, you're going back andforth with clients like you're
not.
so much working on the business
and sure you can try to carve outsome time and do that which we've
always tried to do that butinevitably like you don't have as
much time as you want to goprospect to work on the business
improve the client journey all ofthe systems that you have in place
(04:14):
and that's like my biggesttakeaway from this is like it's a
completely different feelingwaking up in the morning and
knowing that hey my clients arebeing taken care of by an absolute
rock star and i get to go out findmore leads and just improve
everything in our business itselfand work on it so I can't be any
happier.
I think it's like the best move
we've made.
And we've waited so long to do
this.
You hear this all the time.
Like brokers always say, I shouldhave hired sooner, but it really
(04:36):
is a scary thing to do when you'repaying someone a good amount of
money to have them come in.
And that's like a good chunk of
your pay.
It's like, it is a scary thing to
do.
But when you feel you're at that
moment where you're like, maybe Ican do this, just give it a try.
Like go all in.
And worst thing that happens is
you have to pivot and go back.
Yeah, I think we like bounced it
back and forth so many times ofrunning different scenarios and
(04:57):
models of like, what does thislook like from like, can I pay for
my mortgage?The funny thing is like the first
couple of days I was like justdumping my backlog on Kyle and he
was just like, okay, I'm caughtup.
I'm like, what the fuck is goingon?
But that's all he had to focus on.
It was so much better for me and
like my mindset and my business asa whole.
And then like yesterday I wassitting there and I was like, I'm
done everything like that I needto do.
(05:17):
from the broker side, from thebusiness side.
And I just started prospectingagain.
And I did a whole other hour and ahalf of calls, texts, outreaches.
And like every day I'm getting,like yesterday I got three leads,
this morning I got two leads.
I can see the effect of people
coming back.
Part of me thinks that people
thought that we were going too faron the side of running a brokerage
and not active enough in files,which obviously we weren't, but
(05:38):
that's just the perception kind ofthing.
And the other part is like, Maybewe were not to be too woo, but
maybe we were giving off an energyof not wanting leads and files
because we were busy.
And now we're like 100%.
I can still remember.
we were busy.
And now we're like 100%.
I can still remember.
I'm talking like it was a yearago.
It's literally like last week.
(05:59):
You always get excited for a lead
coming in, but it's almost likenot torture, but it's like, I'm
not looking forward to thisbecause now I got to work on a
file.
So it was like that in itself
probably pushed me away from.
getting more leads and building
the business.
So I know definitely that was a
big part for me.
And maybe we'll touch on the
actual structure.
I know maybe you touched on this
last episode, but in case youdidn't, we're in a very fortunate
(06:19):
position where we knew who wewanted to hire.
We've been wanting to hire Kyleprobably at least a year, year and
a half.
It just really aligned perfectly
timing -wise for us to actuallypull the trigger and do this.
And he's taking the client fromlead in.
to approval.
And then we've got Diana taking it
from approval to closing.
So the whole loan process, we've
got it dialed in and covered bytwo people.
So we're fortunate in that waywhere we don't have to actually
(06:40):
hop on a discovery call anymore.
I know that's very unique because
typically when you hire, it'seither going to be a really good
underwriter or it's going to be areally good salesperson.
It's very hard to find a hybridperson.
So I know like the listener willthink like, well, you guys are
really lucky in that sense.
And yes, we were.
But if you can even just startwith like the underwriting piece,
(07:01):
like just to have that off yourplate and maybe just still do the
discovery calls, it's still goingto take off a lot of time off your
plate.
For sure.
And I think it's important forpeople to know it's not like he
came in and was like perfect.
puzzle fit, solved all problems
right out the gates.
Like we still did probably a week
and a half of onboarding, teachinghim our budgets, teaching him our
(07:22):
systems because he had a wholedepth of knowledge, but he was
trained in someone else's system.
So there's still that period that
you have to have to integrate theminto your business.
But once you're rocking androlling there, like it is wild.
Like, and now I feel like I'mrocking mortgages because I'm
calling realtors and I'm beinglike, yeah, like I can get you.
everything done within like fourhours.
I don't probably like me doingthat, but it's true.
It's just such a different way ofoperating with a clear headspace.
(07:45):
You're not getting bogged down inany minutiae.
I don't even have emailnotifications on my phone anymore.
I just log on and check my email.
So I'm just like big picture
projects and then prospecting,which is awesome.
Yeah.
A key tip on that for the
onboarding pieces.
I spent maybe collectively three
to four hours to get kyle like upand ready in learning our system
and he's really good like he'squick to learn so that definitely
(08:05):
helped but we already had ourclient journey so i just added a
third column on the google docthat we have and i just had a link
to a loom like 30 seconds to aminute long loom video for each
step and stage in the clientjourney so he can watch it on his
own time.
That definitely decreased the
amount of time it took him to getonboarded and it worked out very,
(08:26):
very well.
So the onboarding process isn't
like this big thing that needs totake like a month or two.
Instead of doing phone calls backand forth, like you can do a
process just like that to reallydecrease the amount of time it
takes for him to get fullyonboarded.
yeah we use loom like crazy justbecause it's so good for teaching
(08:48):
you pull up the screen and calls alot of time you lose on like that
back and forth politeness bantersort of thing you just do a loom
video it's like so much faster youjust fly through a day that's a
great practice to just put inmanaging in general, just to save
a ton of time.
So speaking of lead gathering and
prospecting, let's chat a bitabout what we're now focusing on.
And this episode, we're solelygoing to be focusing on our
(09:10):
mortgage book, by the way.
So when it comes to prospecting,
our main focus right now is we'reactually going to webinar format.
And we were hesitant on doing thisbecause it is like different than
what we've been doing.
But at the same time, it's
actually very straightforward.
Like once you actually have the
webinar setup done.
it's pretty straightforward to go
prospect and ask your realtorpartners and partners to come onto
(09:31):
the webinar.
So to digest that, we have a two
-stage format.
And I actually adopted this from
Wiley had a training in StrategyHub that I kind of took the
framework and ran with it.
First stage is we're gathering our
realtor partners to an infosession.
And it's all revolving around cashdamming.
And both of you and I will be thefirst to admit we are not cash
damming experts, but we arelearning quite a bit.
(09:52):
And we're quick to adapt it.
So what we're going to do is we're
going to have this info sessionfor realtor partners to come on.
We're going to tell them why it'sgoing to be a benefit to them to
bring on their clients to come onto the actual main webinar, which
is going to be two weeks later.
So it's kind of like a two -step
process because we want to... haveour realtor partners come on to
(10:16):
tap into their database and alsoshow more value to them and
rekindle some of those olderrelationships that we had with
some of the OG referral partners.
Yeah.
And I think a key piece for us islike, we are not looking for a
dozen cash damning leads.
That's not the angle we're after
here.
What we're just trying to say is
if we can explain some advancedtax strategies to people and we
can.
show them sort of bigger picture
(10:36):
how mortgages can be used as atool, all of a sudden it's like,
okay, I have this first time homebuyer.
I have this person who wants toget one rental property.
Obviously you guys would do afantastic job at that if you can
do all this advanced stuff.
So I think it's more so just
validates everything else we do inthe interim.
The webinar model is also reallynice for us because we have the
cameras, we have the microphones,we have all the setup from the
(10:57):
podcast.
We pay for this like, premium
stream yard thing that now we justhave to add 40 bucks us to host it
right in the system we're alreadyusing and we're comfortable with
so for you and your business youknow maybe find you have certain
things in place where it's easy topiggyback off of that when adding
a new way of prospecting it makesit really economical and easy to
implement Yeah.
And the nice part is once you do
(11:20):
the webinar, once you can recordit and have it as an evergreen
webinar.
And typically you want to do more
live sessions to really dial inthe webinar.
But you and I both know, likewe've had experience doing the
podcast for however long it'sbeen.
So we're pretty good on camera.
We're good at doing that stuff.
We can also record it outside ofdoing a live format, put it into
an evergreen format and justfunnel people in that way through
(11:42):
social, which.
I think is like our long -term
play.
And even one step further than
that, this is going like deep,deep.
But in my social media course, theguy that I'm learning this from is
he has like, I think four or fivedifferent webinars and they all
speak to different clients.
And what he does is he funnels
everyone onto one landing pagewhere he's got a type form.
It looks really good.
(12:03):
It's not just like a simple type
form, but it is through that typeform app and they go to it.
It's a quiz.
So I think the quiz is like, see
how you stack up against other.
Americans financially, like
something along those lines.
So people actually want to take
the quiz.
He's capturing all of this data.
And from there, once they gothrough the quiz, it directs them
into the webinar that he wantsthem to watch.
(12:23):
So he's got like four or fivedifferent ones.
And I know you and I can bang outthree or four like pretty quick in
the next couple of months.
So I'm thinking like long term,
that's going to be the play there.
But we're going to start with cash
damning and then kind of pivot tomaybe other topics and build it.
Yeah.
Yeah.
So we'll go deep on like the wholequiz webinar thing as we unpack
(12:46):
it, because it's something we'redefinitely putting in place.
We'll do some trial and error anduse ourselves as guinea pigs as
always.
And then we'll come back and share
the results with you guys.
Next big piece, you're really
leaning into social media.
So do you want to talk a little
bit about that?Yeah, sure.
So still the main focus for me isInstagram and TikTok.
So I've been very inconsistentjust because you know how it is.
(13:09):
Files coming in, you get boughtdown, but that's not a problem
anymore.
And this week was the first week
where I've really streamlined myprocess with recording, scripting,
and posting.
So this is for a whole other
episode, but high level overviewof what I'm doing now is I carve
out one hour of video sourcing,one hour of scripting, and one and
a half hours of recording.
That's what call it three and a
half hour a week.
So three and a half hours to get
about four videos done and posted.
(13:31):
So I want to really increase that
and get to about like five or sixvideos.
But I think that's a really gooduse of my time because I'm going
to be repurposing it fromInstagram to TikTok, funnel people
in through that way to thewebinars.
So I'm pretty excited to divedeeper on that.
Yeah, for sure.
And you've already seen some.
pretty significant growth of yoursocial media.
Like once that grows and scaleseven further, you're going to be
(13:53):
kind of that person when people goon Instagram or TikTok, they're
going to be like, okay, this guy'snumber one, has the most followers
in Canada or whatever, that kindof stuff.
It'll add to that credibility andyou'll see opportunities to come.
from that.
So super cool that way.
Another thing that we're doing,which is with our prospector hat
(14:14):
on all the time, is just literallycircling back to people we've
worked with over the past coupleof years and being like, hey, we
have a new team member in place.
We have a lot of time to support
and help people now.
Is there anything in your business
that you need help with?And we're just trying to solve
(14:35):
problems for our partners, whichwe free up their time, they can go
prospect, and then that leads tomore business for us.
Yeah, I probably pissed a lot ofrealtors off this past week.
I hounded them like maybe two orthree times within a week.
It's like, all right, maybe I'llthrow all that back down.
It's like, all right, Tom, I getit.
You hired an underwriter.
You got more time now.
But hey, that's OK.
Like, I'm OK letting them know I'm
(14:55):
back, baby.
Let's go.
Yeah, you know, I think it's OK tobe excited.
Like so many people try to likeposture and like appear laid back
and cool.
And it's like, no, fuck it.
I'm hungry for deals.
I want to fund more mortgages.
I want to make more money.
I want to grow my business.
There's nothing wrong with that.
And I think the realtors that are
like that are the ones whoactually do business and they'll
(15:16):
respect the hustle.
I definitely had some commission
breath this week, but I'm okaywith that.
Before we move on, the one thing Iwill say about social is what I'm
doing is I'm still focusing on thebroader financial literacy piece
to capture more eyeballs.
I'm embedding more of the advanced
mortgage strategies as like aportion of my content.
I just posted one not too long agoabout the debt swap scenario and
just like flipping my phone onto abudget.
And that one actually performedvery, very well compared to my
(15:38):
most recent videos.
So I'm excited to dive into more
of the advanced mortgage strategy,like cash damming.
debt swap strategy, power of thepaycheck.
Those are going to be like my mainthree.
And I'm just going to reallysimplify it and do a high level
overview for social instead oflike going into the weeds.
Because of course, like thesestrategies can be pretty complex.
And there's a couple of brokersout there doing it really well on
the cash jamming side, but I don'treally see anyone doing the debt
(15:58):
swap or the power of the paycheckyet.
Yeah, I think there's a way toshow it that teases enough
interest in people that they'llreach out and ask for more.
I think if you go like toogranular on those videos, people
are like, fuck, I don't understandwhat he's talking about.
Is this too much?Yeah.
So I think you're doing it theright way there.
And shout out to Paul Hill.
He reached out to me on TikTok.
He's a listener.
(16:19):
And I didn't realize this, but he
listened to episode 82, where Iwas talking about how my Instagram
views have been much, much lowerthan my TikTok views.
And the whole workaround fromrepurposing your TikTok videos to
Instagram was to go on SnapTik.
and use the link from TikTok to
download the video and then postit on Instagram.
And that was the workaround tomake sure that Instagram wasn't
(16:41):
pushing your content down becauseit would remove the watermark from
it.
But he was mentioning he's been
doing this and his views have beenlike... cut in half.
And I look back to mine, everyvideo I was going easily over a
thousand views, mostly like two,3000 views.
But then once I started recordingthe video in the TikTok app and
doing that, my views went down tolike six to 700 views.
And I didn't realize it, but itwas from the moment I started
(17:02):
recording my videos in the TikTokapp.
That's when it started happening.
So he pointed that out to me.
So now I'm going to give that atry today and record through the
Instagram app and do the reverseto see if that helps.
But that was a big thing.
So for any of you that are doing
that, maybe don't record in theactual TikTok app if you want to
grow on Instagram.
Can you just record through your
(17:22):
phone and upload to bothplatforms?
through your phone and upload toboth platforms?
Yeah, you can.
And I used to do that.
But how I shoot my content is I doit clips at a time.
And if I don't like that clip,I'll delete the last one I did.
So it's hard to explain withoutshowing you.
But in the TikTok app and in theInstagram app, you click record
(17:46):
and you do that clip.
And let's just say you didn't like
that one, you can exit and justget rid of that clip, but you
still have all of the other onesyou just did.
Whereas the phone, you have to hitrecord and do the clips.
And then you have like a shit tonof clips in your camera roll.
And then you have to shift throughall of them and pluck out the ones
(18:08):
that you want.
So probably hard to explain over a
podcast like this, but from a flowperspective, it was just so much
easier for me to do it in a TikTokapp, but I can do the same in the
Instagram.
then you have to Yeah, you're not
a one take wonder like me.
me.
No. All right.
We will cap out this update video
with just a little bit of info onwhere Tango is at, as I know some
of you like to ask us questions onthat.
So we are north of 50 agentsknocking on 700 million.
(18:31):
So we're getting there.
I can almost have a beer, which
will be nice.
You can almost have a beer.
I'm having a beer tonight.
Yeah, you're having a beer
tonight.
But yeah, a lot of what is
happening with our growth hasbeen, you know, we're saving
people a ton of money, notcharging for, you know, not
charging for credit polls.
But we're also showing people how
to make a lot more money.
Like one of our agents who's on
(18:52):
Team Wiley and what Wiley on totalk more about his team in the
future just shared that in thefirst three months of 2025, she
made more than she had done in allof 2024.
Oh, damn.
Yeah.
So like huge growth of peopleimplementing.
these things that we're sharing.
So I think that's a big win when
you start looking at your businessand you're like, maybe I'm
stagnant or maybe I'm not where itfeels right.
It's worth having a conversation.
Yeah, absolutely.
All right, everyone have a awesomeday and we'll catch you next week.
(19:12):
Cheers.
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