March 25, 2025 • 26 mins
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EPISODE DESCRIPTION
In this episode, Brandon and Tom share how you can take stock of your performance in Q1, be honest with yourself about areas for improvement, and then double down on what's working to make the most of the typically busy spring months ahead.
Brandon and Tom discuss: → Embracing honesty with yourself, and building authentic relationships with more in-person events. → Optimizing content creation with batch recording, balancing content consumption with implementation, and their plans for podcasting, YouTube, & the Canadian Wealth Guide. → Removing digital distractions for better productivity, looking for quick business wins, and having a thoughtful approach to new business opportunities.
***
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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
(00:01):
Breath.
Brandon Love here with Tom
Moffitt.
We're recording this March 20th,
first day of spring, and I feellike that movie Van Wilder with
the sick boy, because Tom's got alittle bit of a cough, he's being
a bit of a pussy, but I'm forcinghim to come on and record with me.
So Tom, thanks for making theeffort today.
We all know I keep youaccountable.
This was a time slot that I put inthe calendar.
(00:23):
Let's get real, pal.
Yeah, this is true.
Well, today being the first day ofspring, we really wanted to just
dial things in and talk about thesteps you can take in spring right
now to have a year defining couplemonths.
So those of us who have been inthe industry for a while know that
these next three months.
are typically the busiest we see
throughout the full year.
(00:44):
So if you're set up for success,
you can really capitalize on thatand make your nut for the year.
If you're not, or you're not inthe right headspace, you can miss
this opportunity.
And all of a sudden the summer
arrives and you're not in theplace you want to be.
Yeah, it's a great time to startreviewing how things are going in
Q1.
That's going to be a good place to
reset if things aren't going toowell for you.
(01:04):
And if it's going well, thendouble down and have even a better
year.
Yeah, exactly.
And I think it starts with beinghonest with yourself.
I think it starts with beinghonest with yourself.
A lot of the time, we're not.
Or a lot of the time, we talk to
realtor partners or other industrypartners and we sugarcoat things.
We say, yeah, it's going reallywell.
I'm really busy.
I'm having great success.
But internally, you're like, fuck,I'm not making as much money as I
did two years ago.
And I've gotten used to living on.
(01:26):
that high on the hog and I'mactually struggling.
So you need to be transparent andhonest with yourself first.
Yeah, I was actually verytransparent with a couple of
realtors last week.
And we connected over that because
two of them like randomly, theycalled and asked kind of the same
question, like they wanted to geta pulse on like how the market is
because they know that we work allover Ontario.
(01:47):
And I was just telling them likestraight up like what we're
seeing.
I even said to the one of them was
like, yeah, my purchase leads areactually down from last year.
But luckily, my renewal and refileads are up.
So like things are good for methat way.
But from a purchase perspective,like, yeah, it's down.
And I'm sure you might be feelingthe same.
She's like, oh yeah, like, youknow, she kind of went into it.
So I like the point that youshould be a bit vulnerable,
(02:07):
honest, and not always try to makeit seem like everything's perfect
on your end.
Yeah, you don't need to fake it.
I think that's a big mistake.
You don't want to be a complainer.
We've talked about that before,but you don't need to be like,
everything's amazing if you'refeeling shitty.
I think that's important to beforthcoming that way.
I think our...
Culture has a lot of this, like if
you ask someone how they're doing,they're going to say good.
That's literally the responseyou're going to get.
(02:28):
Hey, how's it going?I'm good.
I'm doing well.
Everyone's going to give you that.
No one kind of goes a stepfurther.
And we talk a lot about buildingthese relationships with referral
partners and with clients, thatkind of thing.
And sometimes showing the otherside of the coin and being a bit
more vulnerable does lead tobuilding a better relationship.
Now you don't want to be like,overly vulnerable because then
you're just like the weepingwillow kind of person.
(02:49):
It can go too far.
There is a very fine line.
So just tread cautiously withthat.
We're going to shed no tears onthis podcast, but I might cry
once.
I might cry when I have my first
drink.
I'm just kidding.
I got to cry for you.
So I was watching me slowly
struggle here.
I'm doing really good.
I thought you twitched last nightwhen we had a couple of beers on
(03:09):
our side.
We met a team for pints last night
and I had to watch the three otherguys have pints and I'm just
like... sipping a non -alcoholicbeer.
They're pretty good.
I actually can't knock them, but
it's not the same.
Yeah, it's not.
Let's get back on target here.
So have you done a review yet for
Q1?Or is this like, are you in the
planning stages of like whatyou're going to review?
Yeah, I'm still in the planningstages.
Funny enough, we always recordthis podcast.
(03:30):
I don't always go back and listento episodes.
I've been going back and listeningto our episodes more because
sometimes we share things thatwe're working on, but then like we
have a guest like Ryan Wiley lastweek and he adds a layer to it.
And then I'm like, oh, that's areally good idea when we're
recording.
But then I don't always remember
to go back and listen to it again.
And so I went back and I listened
(03:50):
to that episode and I pulled somethings out of there.
So I did a review on my side,which will come out in kind of
like the mini series, Break Breadto Make Bread.
But I'm doing a lot of booking forthat belly to belly stuff.
So I'm following up with partners.
I'm setting meetings to go for
lunch and drinks and dinners andthat kind of stuff.
Because I realized that I had gonetoo far in the pendulum where I
hadn't.
implemented a bunch of systems for
follow -up and systems for contentcreation and all the stuff, all
(04:10):
the systems, stuff that you taughtme, Tom, had been implemented in
my business, which was reallyhelpful on one end.
But in that process, I had lostsome of the organic lead
generation stuff that I naturallyjust used to do.
So I'm going back to my roots andmaking that more of a part of my
business.
Yeah, that episode will come out
Thursday, so two days from now.
Excited to listen back to that
too, because I'm actually doingthe same thing in my business
(04:33):
where I...
Wasn't always a big proponent of
that.
I know that was a big part of your
business and it never was formine.
I want it to be like, I want to goa bit deeper with some of the
relationships, like some of theserealtor partners that I have, I
actually haven't met them inperson.
I'm going to do a couple of textsright now at some lunches
coordinated.
Yeah, I think for quite a while,
because of the pandemic, it was soeasy to just do everything online
(04:56):
and no one expected that.
But prior to that, there was an
expectation that you would meetthis person in the flesh.
Then we went away from it.
And now it's going back where
everyone's super digital oneverything, but people are sick of
it.
Like no one wants to jump on a
Zoom call.
They want to meet someone in
person.
And we're recognizing that for our
lead generation for the business,but also just like talking about
it on things like we want to dosome events for Commission Breath,
(05:17):
like book out a brewery and justhave like a mix and mingle for
brokers.
We think that sounds like fun.
If that's something that soundslike fun to you, let us know
because we'll go and do it.
But I think there's like a
yearning for in -personinteraction more.
You're seeing that with likerunning clubs getting super
popular and like outside of likethe bar scene, like they're
meeting at like cafes and likedoing different things in person
(05:39):
more and trying to get to thatspace versus like joining another
online community.
It's just changing.
Especially the online communitystuff, man.
Like it's becoming... sooversaturated that people are
tapping out from it but i stillthink like there's a place for
that type of thing with likewebinars and all that stuff like
it still works but yeah i'mexcited to get into more of the in
-person stuff too because i'mfeeling it lately just being in
the office every day and notreally getting out too much uh you
(06:00):
know with a young kid so That'ssomething I definitely want to get
more into.
So that's like the biggest thing
for my Q1 review is to go deeperand not as much wider as I
normally do.
Yeah, I think the big one is just
to step out from behind thescreen.
We're going to meet some people.
We're going to shake some hands.
We're going to kiss some babies.
(06:21):
And that's going to be big just
for... our business, but also forour mindset and just for how happy
we feel working in the business.
So that's a big one for me.
Going from there, we've alsonoticed now that we have Kyle, we
have a lot more time and we weretrying to optimize how to deploy
this time so that it leads togrowth across the whole business,
not to just more free time for usto go and do activities.
(06:42):
So Tom, you've been a bigproponent of something that I
think you can dive into that we'reimplementing right now.
I mean, it comes down to systems,baby, specifically batching.
I wanted us to do a bit morebatching of content and recording.
So like today, for example, wewere going to do more than one
video.
Like we carved out two hours here
to do probably two to three videosfor episodes for Commissioner
Breath.
But I mean, I sound like a
(07:02):
frigging idiot over here.
So we're going to do one.
But going forward, what we'regoing to do is we're going to
carve out time each week wherewe're going to sit down, we're
going to batch it.
That way you're in that headspace.
And you don't have to flip -flopfrom one thing to another.
And it's a lot easier getting moredone when you do carve out that
batching time.
So that's one of them is for
(07:23):
Commission Breath and possibly ourYouTube channel, which we haven't
talked about yet.
And another one is my regular
content.
I'm doing a minimum of three to
four videos a week right now forshort form.
And now that we have the time,it's actually being... pretty easy
to stay consistent with it.
And I like to do all the batching
in one, like I could get it donein probably about an hour and a
half to record the videos.
So yeah, that's another one that
I'm going to be doing.
(07:44):
Yeah, I think the batching really
will help for the podcastrecording and content creation
side, because it's also like setup the camera, you set up the mic,
you set up.
Your whole desk and everything,
like you're just like mind islocked into that task versus like,
you know, you bang out an episodeand then we got to set up again.
Or like sometimes we're doingdifferent activities and we're
(08:06):
like, oh shit, we have to record.
So it just creates a better system
around the workflow that way.
And I think the quality will also
improve.
Hopefully you guys will be the
determination on that if itimproves or if we go too far.
on not having fresh stuff uh we'llfind that out and adapt and change
as we go there that's what i likeabout doing these kind of like
seasonal reviews is there's nolike financial line in the sand
(08:27):
right now it's literally thechange of the season that i don't
even know who determines this butit's a good time to just take that
snapshot of our business pick theweak points and then pick what
we're strong at and figure out howto go forward that way.
And a lot of what that has to befor us currently is time
management.
We're both hard workers.
We're both always working, butit's just a matter of making sure
we're doing the right work now.
(08:47):
And for a period there, I think we
kind of got lost in doing a bunchof different work because we had
the brokering side, but then wehad the brokerage and we were
trying to figure out what's thebest course to... have both things
stay on target, but it caused alot of flip -flopping of like,
okay, I'm working on X, but thensomething comes up with the
brokerage and I jumped to that.
(09:08):
But it's very like two different
hats.
It's two different ways of
thinking and viewing things.
Whereas now like doing this
batching and time segmenting andblocking on different things is
allowing us to really dial in andstay focused there.
there.
I guess another component or layer
to that too is leveraging.
what you're currently doing.
I don't know how to really wordthis properly, but to give you an
(09:29):
example, like the training we'redoing with Tango, we do daily
training.
So Monday to Friday, and we're
bound to have some good content inthere that we can repurpose for a
commission breath podcast.
So that's what we did.
And I'm always looking fordifferent opportunities that we
can leverage what we're alreadydoing.
And that way we're savingourselves time that way and not
creating.
more tasks for us to do in the
future.
So I'm always looking for those
(09:50):
opportunities.
Yeah, for sure.
I touched on this briefly, but onething that I'm really noticing, I
implemented this when Kylestarted.
So like two weeks ago, I guess I'mlike hyper -focused right now
because I've done a few simplethings.
So like I have no emailnotifications on my phone right
now.
So I'm probably checked my email
historically, maybe like onceevery three minutes, maybe more.
It was like a really bad habitbecause a ping would come and I
(10:14):
would check, but I would be like,working on something i get
distracted or sometimes be outwith my family and something would
come up and i'd feel like thisurge to go deal with it whereas
now i don't even get thenotification so i hop in there and
then i batch my email responsesand i haven't noticed any
complaints from anyone on liketurnaround time still getting in
there probably once an hour but ifeel so much better and so much
(10:36):
more focused and like clear-headed on the things i'm working
on and like i had these four likedaunting tasks that I wrote down
and they've literally been on mylist for, this is embarrassing to
say, but like two and a halfmonths.
And yesterday I got two or four ofthem done.
Can you wear what they were?Well, yeah, like one was a bunch
of like lender forms.
(10:56):
Sorry to those lenders who I
didn't do them for so long.
The other one was just like all my
personal taxes.
I had to like self audit some
things that were on there.
And now Friday we have taxes for
another thing that we run.
And we're going to get that done.
So hopefully by like the end ofthis week, I'm going to have 75 %
of that list done.
And that's in one week.
So really getting focused in onthese big things, removing the
(11:17):
distraction, separating the signalfrom the noise is changing my
business.
And like, I feel like springy
today.
I know you don't like my puns.
I like your puns, just not intitles.
I got all dressed up nice andwalked my daughter to school
today.
And the dads were like, what's
going on with you?You got like some mojo.
I'm feeling good.
Watch like I'll get sick tomorrow,
(11:37):
but I'm feeling good today.
That's okay.
When you get sick, I'll startfeeling good.
And then we can do that yin andyang.
Yeah, totally.
Picking those couple of big things
to focus on.
to focus on.
It's a great time to do it rightnow because I'm probably not alone
in feeling re -energized rightnow.
I think a lot of Canadians, we getlike a seasonal depression type
thing from the gray, cloudy, coldweather.
And then you see the sun again andyou're like, holy fuck, I feel
(11:59):
incredible now.
So capitalize on those days where
you feel incredible.
And we had beers with that group
last night.
And one of the guys was like, I've
got this business like 15 to 20million, but I haven't done any
database mining.
I haven't done any prospecting.
I haven't done anything.
Like my whole business is just
like being liked by a couple ofrealtors.
(12:19):
And he's like, I think if Iimplement all this stuff, it's
going to dramatically change mybusiness.
And both Tom and I were like 100%.
Yes, it will.
But these are also like threesystems you could put in place in
one week of focus work and you'redone.
And then you're just maintenancemode of like sending out that
weekly email, doing your follow-up.
that kind of stuff.
Like these aren't huge tweaks that
need to be changed.
You're not rebuilding your entire
life or your entire business.
You're just focusing on those
(12:40):
couple of gaps you have anddedicating the right amount of
time to fixing them.
Yeah.
Like you can set that up in amorning, even if it was something
simple like VIP club and breakingbank, which are now like kind of
one system now that is somethingthat someone else does for you.
So. You can get that set up, havesomeone else build a banner, all
of that stuff there, and you don'teven have to touch it.
(13:00):
And sure, you could argue doingyour own type of content or
database marketing is a bit moreeffective, but that's better than
nothing.
You have that going on in
autopilot and you will see resultsfrom that itself.
One thing that I'm doing that ishelping me free up some headspace
as well and not be so bogged downwith my phone is I'm just simply
leaving it in another roommultiple times a day.
It sounds so silly and simple,but...
Like mentally not having my phonewith me during times of the day is
(13:22):
very freeing.
I know it sounds silly, but.
I think it's actually likepsychologically proven that if you
can do that, like psychologicallyproven that if you can do that,
it's way more mentally healthy.
You're an animal for being able to
do that.
I'm definitely not at that point
yet.
I would feel.
naked it's for sure stints duringthe day but at night from like
once i get the kids down i leaveit upstairs for hours until i go
(13:43):
to bed like i have no problemdoing that the other thing i
stopped doing was in my free timewhether i'm doing like chores
around the house like doing dishesor working out i would always
listen to like some sort of likeeducational thing, whether it's
YouTube podcasts, I was alwaysconsuming, consuming, consuming.
I feel like it was like burning meout a little bit doing that
because I was just learning somuch, which is good.
But then I'm like, man, I'm justgonna like cut all that out and
(14:07):
just focus on a boring businessand not even worry about any other
stuff that I'm missing out on.
Yeah, there was a training I did a
while ago and I forget who it was,but he was like, you want to
become a creator, not a consumer.
And so often like your brain
tricks itself into feeling likeyou accomplished a lot because you
listen to this podcast or youlisten to another business podcast
and you feel like, okay, I'm doinggood things for my business, but
(14:28):
like all that learning has to beimplemented.
And if you're not freeing up thetime to actually sit and think
about how can I implement thatstep into my business?
You haven't actually doneanything.
You've just listened to somethingwhile you've done something else.
If you're listening to thispodcast, you could say, hey, I
know I need to implement these twothings.
Turn the podcast off and go dothose two things.
That would be a win from thisepisode.
If it's on YouTube, watch thewhole thing because you're going
(14:51):
to ruin the algorithm for us.
Fuck the algorithm.
I don't care.
Yeah, you know what?
Commission Greth on YouTube, thereis no hope for us going viral on
there.
Yeah, we do have people reach out
that do action things.
And I'd rather like hear and see
more of that than like have somestupid algorithm like us.
Oh, well, this audience is themost niche audience.
in the world, maybe not in theworld, but you know what I mean?
(15:11):
Like Canadian mortgage brokers, itis not any more niche than that.
So you're not going to build a bigYouTube business, but yeah, that's
a whole other conversation.
That was my million dollar
business plan, was my milliondollar business plan, bro.
So that's gone.
It's deflated your dreams.
Yeah.
And I wanted that silver play
button.
Well, we might be getting it with
CWG.
You never know.
We always toss around.
You guys know this.
We had a YouTube channel.
Fuck, it was like Invested
(15:32):
Entrepreneur.
Then it was Canadian Mortgage
Guide.
Its current iteration is Canadian
Wealth Guide.
We're like, should we do it?
Because we do still get leads fromit.
And we're like, fuck, should we doit?
Should we not do it?It's one of those things we're
like mulling around.
And we're like cautious not to put
another layer on right now.
But also we have this time.
So we're trying to figure outthose activities that yield like
10x results.
(15:53):
So we're thinking maybe this is
one of them.
We're going back and forth every
day.
I still think like at some point
we are going to pursue it, but Ithink we're just treading lightly
to make sure that we are fullydedicated to spending the time on
it.
You know, if we've got Nikki doing
it, it's not too, too much time.
You're looking at maybe like an
hour.
And I say an hour, like it does
take a bit of time to outline aYouTube episode.
(16:14):
But I think like if we were toexplore it, it would be more of
like a video podcast style thanwhat we were doing before where it
was like a straight up talkinghead YouTube, which is a lot more
prep and planning.
So our idea and kind of outline of
what we wanted the channel to beis how it sounds.
Canadian Wealth Guy, we want...
the channel to be somewhere that a
Canadian can go to, to help thembuild wealth as a Canadian,
(16:38):
because it's harder than ever tobuild wealth in this country.
And that's kind of our anglethere.
And we sprinkle in the odd likeadvanced mortgage strategy video.
And that's our call to action forthem to book a call to perform
like a debt swap or maybe cashdamning, you know?
Yeah, for sure.
head I think there's a ton of
potential for it if it can be doneproperly and consistently.
(16:58):
And the biggest thing isconsistency.
We did it for, maybe a yearprobably a bit less than a year
but it was a good stint we learnedso much about like different
lighting and different mics andcamera and like shit like that
along the way that has helped usacross the board but we pulled the
plug because we were like we'renot seeing enough that like the
cost of running these channels itis expensive actually to run a
podcast yeah with an editor andeverything so the cost of it
(17:19):
eventually crept over like it wasone of those things we sacrificed
Because we thought our focusshould be elsewhere as well on the
brokerage side.
But then we're realizing part of
building a brokerage is just likeliterally what we share on this
podcast.
We share like 10x more with our
agents.
And we realized that that's
actually something that's helpinggrow our brokerage.
So it's been kind of this weirddiscovery period for us where we
killed things because we thoughtwe had to.
And then...
(17:39):
We're bringing them back because
we realize they've actuallycontributed more to our overall
goals and also the kind ofbusiness we wanted to build.
It's something that you just haveto figure out what you're actually
passionate about and what you canactually take on.
Yeah, it's nice from an experienceperspective too.
Like if we can build out thismonster thing with the YouTube
channel, like there's not manypeople in the industry doing that.
And I think if we can transfer theknowledge that we've gained from
(18:02):
doing that to our agents, I thinkthat in itself is worth it.
Like you look at all of theseother channels that are mortgage
brokers or realtors.
in Canada.
And it's all news -based,headline, catchy titles, clickbait
kind of stuff.
And some of it's good content.
They're educating Canadians on themarket and real estate news.
But you get a lot of negative typeof content doing that.
And a lot of people consuming it.
(18:22):
We see ourselves as creating this
content that people can look at asinspiration to better themselves,
to build wealth.
And we're kind of passionate.
in it too so yeah we tried wetried the other way of like doing
news and stuff and like tom and iwould both get on and be like man
i fucking don't even have the newson like my computer or my phone i
wouldn't know 95 of the thingsthat go on in the world that
(18:45):
people didn't talk about yeahwhich i like it that way it allows
me just to like we tried we triedthe other way of like doing news
and stuff and like tom and i wouldboth get on and be like man i
fucking don't even have the newson like my computer or my phone i
wouldn't know 95 of the thingsthat go on in the world that
people didn't talk about yeahwhich i like it that way it allows
(19:05):
me just to like stay in my ownlane and stay happy that way.
So then having to like createcontent around the news, I've
despised it.
So now if we come back, we're
coming back our way.
We're not going to do anything to
try to like get some level ofvirality because it's relevant to
the news.
It's just like, whatever, we're
going to create content that'sgoing to make people wealthier and
be helpful.
Part of our learning brought us
(19:25):
back to realizing that that'swhere we should have actually just
stayed.
Yeah, 100%.
It's kind of like full circle, butin a way, like we know what to
take in and take out and we're abit more... patient with things
and not just diving in.
We kind of take a step back and
think, okay, should we take thetime to invest in this?
(19:45):
Let's maybe like test it out alittle bit and see how it goes,
but let's not go all in rightaway.
That's the same thing with cashday.
I mean, we could talk about that,how that was kind of on our radar
with our last webinar that we justpulled off.
Yeah, I think we're getting alittle older and wiser with what
we do.
We still have that like raging
bull kind of mentality of like, wehear an idea and then we're both
(20:06):
just like, go.
And then now we're kind of like,
whoa, like, okay, back up beforeyou run into the electric fence.
Like maybe it's time to likeanalyze this a little bit more.
So we're getting better and betterat that as the months go on and we
see more opportunities.
We have a great upside because we
get to do this podcast, chat withpeople.
There's always chats before andafter where we get insights into
what other people are doing.
People share a lot with us on the
back end.
So we get to benefit from what
other people are trying, wherethey're succeeding, where they're
failing.
and know what's going into it.
So we can talk to someone who'sreally successful in cash jamming
and be like, how much capacity doyou actually need to take this on?
And they're very transparent withus.
So that allows us to make informeddecisions.
Whereas before, like, and still toa certain extent, we would just be
(20:26):
like, okay, we're going to do it.
And it didn't matter if it fucking
ruined our family lives oreverything else that was going on
in our business.
You know, we were able to do that
cash jamming webinar, which waslike an info session for realtors,
by the way, like info session forrealtors.
We're going to see through thepresentation, but we might.
Just stop it there.
We're on the fence about whether
or not we do it like day to day.
We're having an evolving
conversation around it.
(20:46):
We want to look at all
opportunities and pick what's bestfor our business going forward.
And I think that's reallypertinent to what we're talking
about today.
Like there are so many
opportunities.
There's so many different
training.
There's so many different things
that you can learn, but you needto pick and you need to commit.
Don't flip flop.
And for far too long.
We flip -flopped and we saw peopleflip -flopped left, right, and
center.
So now we are dialed in.
(21:08):
Yeah, and cash jamming in and ofitself is like a whole different
business, man.
It's insane the amount of extra
steps that you have to do for aclient.
The flip side to that is it's verylow -hanging fruit to get the
leads in.
You know who your avatar is.
It's anyone that owns a rentalproperty and a primary residence
in Canada.
It's super simple to pitch it that
way and you don't have to do themortgage.
You can charge consulting fees onit.
(21:29):
Like that's why I like it.
You went back and forth on this
yesterday.
We're like 50 -50 on it.
I think you're maybe leaning moretowards like you like it a bit
more than I do because you do seethe potential in it.
So do I. And even having thatconversation with that broker you
just mentioned, the answer to thatquestion, by the way, when we
asked him how many files or howmany cash jamming clients do you
think he can do a month, hisanswer was 30.
(21:49):
So I thought it was going to belike five.
And keep in mind, he's got a full.
team like support team to do
underwriting compliance everythingelse but even that i was like on a
hand holding with a client i wouldmaybe cap it five to ten but the
fact that he's in it and he thinkshe can do 30 a month that was
pretty attractive to me so we'llsee it's tough right because
there's always a pot of gold atthe end of the rainbow and he's
(22:12):
saying 30 but like you don't knowif he's fucking miserable yeah
exactly you don't always havethose insights have tough right
because there's always a pot ofgold at the end of the rainbow and
he's saying 30 but like you don'tknow if he's fucking miserable
yeah exactly you don't always havethose insights into things which
makes it a challenge right i thinkthat so much of life you have to
learn through experience But thenyou also can gather as much data
(22:33):
points from people.
Someone might say this fucking
sucks.
This is terrible.
And then partly by doing it, weknow like when we were doing the
webinar, we were like, thisfucking sucks.
We're like, that's format.
But then whatever.
You had the realtor reach out toyou after.
We got a really good response.
They asked me to like come pitch
it in person.
I said, no, because I'm a dick.
Well, no, just because like wedon't know we want to do it.
(22:55):
Yeah.
And we had the revelation that we
should do more like belly to bellystuff.
But then anyways, it ended up withbeing that they're like, hey, just
host.
the webinar and I'm going to get
like a bunch of pizza and beer andhave like a viewing party for my
clients.
And I'm like, fuck, okay, that's
like a great idea.
And that's got a ton of reach.
It's something different and cool.
And we can do this with a bunch of
(23:15):
different topics.
So I'm like, fuck, it's very cool
to be in the position where weactually have time to explore.
some of these things.
Yeah, I think like the worst case
scenario is that we find out,okay, you know what, cash jamming
isn't for us, which I think we'releaning towards that way, but
you'll never know.
And, you know, we do the webinar,
we get some experience.
doing the webinar set up and
getting some more eyeballs.
And at the end of the day, when
(23:37):
the realtors are attracted to thiskind of stuff, they're going to
send you the other business aswell.
And that was my main intention byhaving us do the cash jamming
webinar because it is to juststrengthen the relationship with
the realtors.
And I think it'd be great if we
just had maybe a go -to person topass off any cash jamming leads
that come our way.
But then the flip side to that is
that you don't really get to keepthat client.
it's not as sticky with therealtor.
So it's a really hard thing tojuggle.
All right.
Yeah.
So we went on a bit of a tangentthere with cash jamming and we'll
(23:59):
chat more about that in thefuture.
Cause as you can tell, we arestill mulling over where to go
with that.
But I think the key takeaways
today for us is that we looked atour business as a whole and we
figured out what we're actuallypassionate about.
and what makes us feel investedand invigorated in our mortgage
business.
We're critical with ourselves and
found where we had some weaknessesor where we had shortcomings that
things we've just forgotten to dois with the passage of time.
So we're bringing back thoseactivities and we're exploring
(24:20):
some new activities that make usfeel like we're moving forward
with the business.
So we're trying to steer clear of
shiny objects.
as best we can and stay really
focused and stay granular and knowthose couple things we have to do.
So that's part of that is bringingin the time blocking, no emails,
less phone, better systems thatway.
And then we have an eye on thefuture with implementing a few
things that hopefully will bloom.
come summer.
summer.
And if you haven't given us a
(24:41):
review, what are you waiting for?Come on, give these guys a nice
five -star review, whether you'reon Spotify, podcasts, whatever
platform you're listening on, giveus a review.
What are you waiting for?Yeah, that would be greatly
appreciated.
And also let us know if you want
to come to those events.
So cheers, everyone.
Hello everyone, welcome to thisweek's episode of Commission
(00:01):
Breath.
Brandon Love here with Tom
Moffitt.
We're recording this March 20th,
first day of spring, and I feellike that movie Van Wilder with
the sick boy, because Tom's got alittle bit of a cough, he's being
a bit of a pussy, but I'm forcinghim to come on and record with me.
So Tom, thanks for making theeffort today.
We all know I keep youaccountable.
This was a time slot that I put inthe calendar.
(00:23):
Let's get real, pal.
Yeah, this is true.
Well, today being the first day ofspring, we really wanted to just
dial things in and talk about thesteps you can take in spring right
now to have a year defining couplemonths.
So those of us who have been inthe industry for a while know that
these next three months.
are typically the busiest we see
throughout the full year.
(00:44):
So if you're set up for success,
you can really capitalize on thatand make your nut for the year.
If you're not, or you're not inthe right headspace, you can miss
this opportunity.
And all of a sudden the summer
arrives and you're not in theplace you want to be.
Yeah, it's a great time to startreviewing how things are going in
Q1.
That's going to be a good place to
reset if things aren't going toowell for you.
(01:04):
And if it's going well, thendouble down and have even a better
year.
Yeah, exactly.
And I think it starts with beinghonest with yourself.
I think it starts with beinghonest with yourself.
A lot of the time, we're not.
Or a lot of the time, we talk to
realtor partners or other industrypartners and we sugarcoat things.
We say, yeah, it's going reallywell.
I'm really busy.
I'm having great success.
But internally, you're like, fuck,I'm not making as much money as I
did two years ago.
And I've gotten used to living on.
(01:26):
that high on the hog and I'mactually struggling.
So you need to be transparent andhonest with yourself first.
Yeah, I was actually verytransparent with a couple of
realtors last week.
And we connected over that because
two of them like randomly, theycalled and asked kind of the same
question, like they wanted to geta pulse on like how the market is
because they know that we work allover Ontario.
(01:47):
And I was just telling them likestraight up like what we're
seeing.
I even said to the one of them was
like, yeah, my purchase leads areactually down from last year.
But luckily, my renewal and refileads are up.
So like things are good for methat way.
But from a purchase perspective,like, yeah, it's down.
And I'm sure you might be feelingthe same.
She's like, oh yeah, like, youknow, she kind of went into it.
So I like the point that youshould be a bit vulnerable,
(02:07):
honest, and not always try to makeit seem like everything's perfect
on your end.
Yeah, you don't need to fake it.
I think that's a big mistake.
You don't want to be a complainer.
We've talked about that before,but you don't need to be like,
everything's amazing if you'refeeling shitty.
I think that's important to beforthcoming that way.
I think our...
Culture has a lot of this, like if
you ask someone how they're doing,they're going to say good.
That's literally the responseyou're going to get.
(02:28):
Hey, how's it going?I'm good.
I'm doing well.
Everyone's going to give you that.
No one kind of goes a stepfurther.
And we talk a lot about buildingthese relationships with referral
partners and with clients, thatkind of thing.
And sometimes showing the otherside of the coin and being a bit
more vulnerable does lead tobuilding a better relationship.
Now you don't want to be like,overly vulnerable because then
you're just like the weepingwillow kind of person.
(02:49):
It can go too far.
There is a very fine line.
So just tread cautiously withthat.
We're going to shed no tears onthis podcast, but I might cry
once.
I might cry when I have my first
drink.
I'm just kidding.
I got to cry for you.
So I was watching me slowly
struggle here.
I'm doing really good.
I thought you twitched last nightwhen we had a couple of beers on
(03:09):
our side.
We met a team for pints last night
and I had to watch the three otherguys have pints and I'm just
like... sipping a non -alcoholicbeer.
They're pretty good.
I actually can't knock them, but
it's not the same.
Yeah, it's not.
Let's get back on target here.
So have you done a review yet for
Q1?Or is this like, are you in the
planning stages of like whatyou're going to review?
Yeah, I'm still in the planningstages.
Funny enough, we always recordthis podcast.
(03:30):
I don't always go back and listento episodes.
I've been going back and listeningto our episodes more because
sometimes we share things thatwe're working on, but then like we
have a guest like Ryan Wiley lastweek and he adds a layer to it.
And then I'm like, oh, that's areally good idea when we're
recording.
But then I don't always remember
to go back and listen to it again.
And so I went back and I listened
(03:50):
to that episode and I pulled somethings out of there.
So I did a review on my side,which will come out in kind of
like the mini series, Break Breadto Make Bread.
But I'm doing a lot of booking forthat belly to belly stuff.
So I'm following up with partners.
I'm setting meetings to go for
lunch and drinks and dinners andthat kind of stuff.
Because I realized that I had gonetoo far in the pendulum where I
hadn't.
implemented a bunch of systems for
follow -up and systems for contentcreation and all the stuff, all
(04:10):
the systems, stuff that you taughtme, Tom, had been implemented in
my business, which was reallyhelpful on one end.
But in that process, I had lostsome of the organic lead
generation stuff that I naturallyjust used to do.
So I'm going back to my roots andmaking that more of a part of my
business.
Yeah, that episode will come out
Thursday, so two days from now.
Excited to listen back to that
too, because I'm actually doingthe same thing in my business
(04:33):
where I...
Wasn't always a big proponent of
that.
I know that was a big part of your
business and it never was formine.
I want it to be like, I want to goa bit deeper with some of the
relationships, like some of theserealtor partners that I have, I
actually haven't met them inperson.
I'm going to do a couple of textsright now at some lunches
coordinated.
Yeah, I think for quite a while,
because of the pandemic, it was soeasy to just do everything online
(04:56):
and no one expected that.
But prior to that, there was an
expectation that you would meetthis person in the flesh.
Then we went away from it.
And now it's going back where
everyone's super digital oneverything, but people are sick of
it.
Like no one wants to jump on a
Zoom call.
They want to meet someone in
person.
And we're recognizing that for our
lead generation for the business,but also just like talking about
it on things like we want to dosome events for Commission Breath,
(05:17):
like book out a brewery and justhave like a mix and mingle for
brokers.
We think that sounds like fun.
If that's something that soundslike fun to you, let us know
because we'll go and do it.
But I think there's like a
yearning for in -personinteraction more.
You're seeing that with likerunning clubs getting super
popular and like outside of likethe bar scene, like they're
meeting at like cafes and likedoing different things in person
(05:39):
more and trying to get to thatspace versus like joining another
online community.
It's just changing.
Especially the online communitystuff, man.
Like it's becoming... sooversaturated that people are
tapping out from it but i stillthink like there's a place for
that type of thing with likewebinars and all that stuff like
it still works but yeah i'mexcited to get into more of the in
-person stuff too because i'mfeeling it lately just being in
the office every day and notreally getting out too much uh you
(06:00):
know with a young kid so That'ssomething I definitely want to get
more into.
So that's like the biggest thing
for my Q1 review is to go deeperand not as much wider as I
normally do.
Yeah, I think the big one is just
to step out from behind thescreen.
We're going to meet some people.
We're going to shake some hands.
We're going to kiss some babies.
(06:21):
And that's going to be big just
for... our business, but also forour mindset and just for how happy
we feel working in the business.
So that's a big one for me.
Going from there, we've alsonoticed now that we have Kyle, we
have a lot more time and we weretrying to optimize how to deploy
this time so that it leads togrowth across the whole business,
not to just more free time for usto go and do activities.
(06:42):
So Tom, you've been a bigproponent of something that I
think you can dive into that we'reimplementing right now.
I mean, it comes down to systems,baby, specifically batching.
I wanted us to do a bit morebatching of content and recording.
So like today, for example, wewere going to do more than one
video.
Like we carved out two hours here
to do probably two to three videosfor episodes for Commissioner
Breath.
But I mean, I sound like a
(07:02):
frigging idiot over here.
So we're going to do one.
But going forward, what we'regoing to do is we're going to
carve out time each week wherewe're going to sit down, we're
going to batch it.
That way you're in that headspace.
And you don't have to flip -flopfrom one thing to another.
And it's a lot easier getting moredone when you do carve out that
batching time.
So that's one of them is for
(07:23):
Commission Breath and possibly ourYouTube channel, which we haven't
talked about yet.
And another one is my regular
content.
I'm doing a minimum of three to
four videos a week right now forshort form.
And now that we have the time,it's actually being... pretty easy
to stay consistent with it.
And I like to do all the batching
in one, like I could get it donein probably about an hour and a
half to record the videos.
So yeah, that's another one that
I'm going to be doing.
(07:44):
Yeah, I think the batching really
will help for the podcastrecording and content creation
side, because it's also like setup the camera, you set up the mic,
you set up.
Your whole desk and everything,
like you're just like mind islocked into that task versus like,
you know, you bang out an episodeand then we got to set up again.
Or like sometimes we're doingdifferent activities and we're
(08:06):
like, oh shit, we have to record.
So it just creates a better system
around the workflow that way.
And I think the quality will also
improve.
Hopefully you guys will be the
determination on that if itimproves or if we go too far.
on not having fresh stuff uh we'llfind that out and adapt and change
as we go there that's what i likeabout doing these kind of like
seasonal reviews is there's nolike financial line in the sand
(08:27):
right now it's literally thechange of the season that i don't
even know who determines this butit's a good time to just take that
snapshot of our business pick theweak points and then pick what
we're strong at and figure out howto go forward that way.
And a lot of what that has to befor us currently is time
management.
We're both hard workers.
We're both always working, butit's just a matter of making sure
we're doing the right work now.
(08:47):
And for a period there, I think we
kind of got lost in doing a bunchof different work because we had
the brokering side, but then wehad the brokerage and we were
trying to figure out what's thebest course to... have both things
stay on target, but it caused alot of flip -flopping of like,
okay, I'm working on X, but thensomething comes up with the
brokerage and I jumped to that.
(09:08):
But it's very like two different
hats.
It's two different ways of
thinking and viewing things.
Whereas now like doing this
batching and time segmenting andblocking on different things is
allowing us to really dial in andstay focused there.
there.
I guess another component or layer
to that too is leveraging.
what you're currently doing.
I don't know how to really wordthis properly, but to give you an
(09:29):
example, like the training we'redoing with Tango, we do daily
training.
So Monday to Friday, and we're
bound to have some good content inthere that we can repurpose for a
commission breath podcast.
So that's what we did.
And I'm always looking fordifferent opportunities that we
can leverage what we're alreadydoing.
And that way we're savingourselves time that way and not
creating.
more tasks for us to do in the
future.
So I'm always looking for those
(09:50):
opportunities.
Yeah, for sure.
I touched on this briefly, but onething that I'm really noticing, I
implemented this when Kylestarted.
So like two weeks ago, I guess I'mlike hyper -focused right now
because I've done a few simplethings.
So like I have no emailnotifications on my phone right
now.
So I'm probably checked my email
historically, maybe like onceevery three minutes, maybe more.
It was like a really bad habitbecause a ping would come and I
(10:14):
would check, but I would be like,working on something i get
distracted or sometimes be outwith my family and something would
come up and i'd feel like thisurge to go deal with it whereas
now i don't even get thenotification so i hop in there and
then i batch my email responsesand i haven't noticed any
complaints from anyone on liketurnaround time still getting in
there probably once an hour but ifeel so much better and so much
(10:36):
more focused and like clear-headed on the things i'm working
on and like i had these four likedaunting tasks that I wrote down
and they've literally been on mylist for, this is embarrassing to
say, but like two and a halfmonths.
And yesterday I got two or four ofthem done.
Can you wear what they were?Well, yeah, like one was a bunch
of like lender forms.
(10:56):
Sorry to those lenders who I
didn't do them for so long.
The other one was just like all my
personal taxes.
I had to like self audit some
things that were on there.
And now Friday we have taxes for
another thing that we run.
And we're going to get that done.
So hopefully by like the end ofthis week, I'm going to have 75 %
of that list done.
And that's in one week.
So really getting focused in onthese big things, removing the
(11:17):
distraction, separating the signalfrom the noise is changing my
business.
And like, I feel like springy
today.
I know you don't like my puns.
I like your puns, just not intitles.
I got all dressed up nice andwalked my daughter to school
today.
And the dads were like, what's
going on with you?You got like some mojo.
I'm feeling good.
Watch like I'll get sick tomorrow,
(11:37):
but I'm feeling good today.
That's okay.
When you get sick, I'll startfeeling good.
And then we can do that yin andyang.
Yeah, totally.
Picking those couple of big things
to focus on.
to focus on.
It's a great time to do it rightnow because I'm probably not alone
in feeling re -energized rightnow.
I think a lot of Canadians, we getlike a seasonal depression type
thing from the gray, cloudy, coldweather.
And then you see the sun again andyou're like, holy fuck, I feel
(11:59):
incredible now.
So capitalize on those days where
you feel incredible.
And we had beers with that group
last night.
And one of the guys was like, I've
got this business like 15 to 20million, but I haven't done any
database mining.
I haven't done any prospecting.
I haven't done anything.
Like my whole business is just
like being liked by a couple ofrealtors.
(12:19):
And he's like, I think if Iimplement all this stuff, it's
going to dramatically change mybusiness.
And both Tom and I were like 100%.
Yes, it will.
But these are also like threesystems you could put in place in
one week of focus work and you'redone.
And then you're just maintenancemode of like sending out that
weekly email, doing your follow-up.
that kind of stuff.
Like these aren't huge tweaks that
need to be changed.
You're not rebuilding your entire
life or your entire business.
You're just focusing on those
(12:40):
couple of gaps you have anddedicating the right amount of
time to fixing them.
Yeah.
Like you can set that up in amorning, even if it was something
simple like VIP club and breakingbank, which are now like kind of
one system now that is somethingthat someone else does for you.
So. You can get that set up, havesomeone else build a banner, all
of that stuff there, and you don'teven have to touch it.
(13:00):
And sure, you could argue doingyour own type of content or
database marketing is a bit moreeffective, but that's better than
nothing.
You have that going on in
autopilot and you will see resultsfrom that itself.
One thing that I'm doing that ishelping me free up some headspace
as well and not be so bogged downwith my phone is I'm just simply
leaving it in another roommultiple times a day.
It sounds so silly and simple,but...
Like mentally not having my phonewith me during times of the day is
(13:22):
very freeing.
I know it sounds silly, but.
I think it's actually likepsychologically proven that if you
can do that, like psychologicallyproven that if you can do that,
it's way more mentally healthy.
You're an animal for being able to
do that.
I'm definitely not at that point
yet.
I would feel.
naked it's for sure stints duringthe day but at night from like
once i get the kids down i leaveit upstairs for hours until i go
(13:43):
to bed like i have no problemdoing that the other thing i
stopped doing was in my free timewhether i'm doing like chores
around the house like doing dishesor working out i would always
listen to like some sort of likeeducational thing, whether it's
YouTube podcasts, I was alwaysconsuming, consuming, consuming.
I feel like it was like burning meout a little bit doing that
because I was just learning somuch, which is good.
But then I'm like, man, I'm justgonna like cut all that out and
(14:07):
just focus on a boring businessand not even worry about any other
stuff that I'm missing out on.
Yeah, there was a training I did a
while ago and I forget who it was,but he was like, you want to
become a creator, not a consumer.
And so often like your brain
tricks itself into feeling likeyou accomplished a lot because you
listen to this podcast or youlisten to another business podcast
and you feel like, okay, I'm doinggood things for my business, but
(14:28):
like all that learning has to beimplemented.
And if you're not freeing up thetime to actually sit and think
about how can I implement thatstep into my business?
You haven't actually doneanything.
You've just listened to somethingwhile you've done something else.
If you're listening to thispodcast, you could say, hey, I
know I need to implement these twothings.
Turn the podcast off and go dothose two things.
That would be a win from thisepisode.
If it's on YouTube, watch thewhole thing because you're going
(14:51):
to ruin the algorithm for us.
Fuck the algorithm.
I don't care.
Yeah, you know what?
Commission Greth on YouTube, thereis no hope for us going viral on
there.
Yeah, we do have people reach out
that do action things.
And I'd rather like hear and see
more of that than like have somestupid algorithm like us.
Oh, well, this audience is themost niche audience.
in the world, maybe not in theworld, but you know what I mean?
(15:11):
Like Canadian mortgage brokers, itis not any more niche than that.
So you're not going to build a bigYouTube business, but yeah, that's
a whole other conversation.
That was my million dollar
business plan, was my milliondollar business plan, bro.
So that's gone.
It's deflated your dreams.
Yeah.
And I wanted that silver play
button.
Well, we might be getting it with
CWG.
You never know.
We always toss around.
You guys know this.
We had a YouTube channel.
Fuck, it was like Invested
(15:32):
Entrepreneur.
Then it was Canadian Mortgage
Guide.
Its current iteration is Canadian
Wealth Guide.
We're like, should we do it?
Because we do still get leads fromit.
And we're like, fuck, should we doit?
Should we not do it?It's one of those things we're
like mulling around.
And we're like cautious not to put
another layer on right now.
But also we have this time.
So we're trying to figure outthose activities that yield like
10x results.
(15:53):
So we're thinking maybe this is
one of them.
We're going back and forth every
day.
I still think like at some point
we are going to pursue it, but Ithink we're just treading lightly
to make sure that we are fullydedicated to spending the time on
it.
You know, if we've got Nikki doing
it, it's not too, too much time.
You're looking at maybe like an
hour.
And I say an hour, like it does
take a bit of time to outline aYouTube episode.
(16:14):
But I think like if we were toexplore it, it would be more of
like a video podcast style thanwhat we were doing before where it
was like a straight up talkinghead YouTube, which is a lot more
prep and planning.
So our idea and kind of outline of
what we wanted the channel to beis how it sounds.
Canadian Wealth Guy, we want...
the channel to be somewhere that a
Canadian can go to, to help thembuild wealth as a Canadian,
(16:38):
because it's harder than ever tobuild wealth in this country.
And that's kind of our anglethere.
And we sprinkle in the odd likeadvanced mortgage strategy video.
And that's our call to action forthem to book a call to perform
like a debt swap or maybe cashdamning, you know?
Yeah, for sure.
head I think there's a ton of
potential for it if it can be doneproperly and consistently.
(16:58):
And the biggest thing isconsistency.
We did it for, maybe a yearprobably a bit less than a year
but it was a good stint we learnedso much about like different
lighting and different mics andcamera and like shit like that
along the way that has helped usacross the board but we pulled the
plug because we were like we'renot seeing enough that like the
cost of running these channels itis expensive actually to run a
podcast yeah with an editor andeverything so the cost of it
(17:19):
eventually crept over like it wasone of those things we sacrificed
Because we thought our focusshould be elsewhere as well on the
brokerage side.
But then we're realizing part of
building a brokerage is just likeliterally what we share on this
podcast.
We share like 10x more with our
agents.
And we realized that that's
actually something that's helpinggrow our brokerage.
So it's been kind of this weirddiscovery period for us where we
killed things because we thoughtwe had to.
And then...
(17:39):
We're bringing them back because
we realize they've actuallycontributed more to our overall
goals and also the kind ofbusiness we wanted to build.
It's something that you just haveto figure out what you're actually
passionate about and what you canactually take on.
Yeah, it's nice from an experienceperspective too.
Like if we can build out thismonster thing with the YouTube
channel, like there's not manypeople in the industry doing that.
And I think if we can transfer theknowledge that we've gained from
(18:02):
doing that to our agents, I thinkthat in itself is worth it.
Like you look at all of theseother channels that are mortgage
brokers or realtors.
in Canada.
And it's all news -based,headline, catchy titles, clickbait
kind of stuff.
And some of it's good content.
They're educating Canadians on themarket and real estate news.
But you get a lot of negative typeof content doing that.
And a lot of people consuming it.
(18:22):
We see ourselves as creating this
content that people can look at asinspiration to better themselves,
to build wealth.
And we're kind of passionate.
in it too so yeah we tried wetried the other way of like doing
news and stuff and like tom and iwould both get on and be like man
i fucking don't even have the newson like my computer or my phone i
wouldn't know 95 of the thingsthat go on in the world that
(18:45):
people didn't talk about yeahwhich i like it that way it allows
me just to like we tried we triedthe other way of like doing news
and stuff and like tom and i wouldboth get on and be like man i
fucking don't even have the newson like my computer or my phone i
wouldn't know 95 of the thingsthat go on in the world that
people didn't talk about yeahwhich i like it that way it allows
(19:05):
me just to like stay in my ownlane and stay happy that way.
So then having to like createcontent around the news, I've
despised it.
So now if we come back, we're
coming back our way.
We're not going to do anything to
try to like get some level ofvirality because it's relevant to
the news.
It's just like, whatever, we're
going to create content that'sgoing to make people wealthier and
be helpful.
Part of our learning brought us
(19:25):
back to realizing that that'swhere we should have actually just
stayed.
Yeah, 100%.
It's kind of like full circle, butin a way, like we know what to
take in and take out and we're abit more... patient with things
and not just diving in.
We kind of take a step back and
think, okay, should we take thetime to invest in this?
(19:45):
Let's maybe like test it out alittle bit and see how it goes,
but let's not go all in rightaway.
That's the same thing with cashday.
I mean, we could talk about that,how that was kind of on our radar
with our last webinar that we justpulled off.
Yeah, I think we're getting alittle older and wiser with what
we do.
We still have that like raging
bull kind of mentality of like, wehear an idea and then we're both
(20:06):
just like, go.
And then now we're kind of like,
whoa, like, okay, back up beforeyou run into the electric fence.
Like maybe it's time to likeanalyze this a little bit more.
So we're getting better and betterat that as the months go on and we
see more opportunities.
We have a great upside because we
get to do this podcast, chat withpeople.
There's always chats before andafter where we get insights into
what other people are doing.
People share a lot with us on the
back end.
So we get to benefit from what
other people are trying, wherethey're succeeding, where they're
failing.
and know what's going into it.
So we can talk to someone who'sreally successful in cash jamming
and be like, how much capacity doyou actually need to take this on?
And they're very transparent withus.
So that allows us to make informeddecisions.
Whereas before, like, and still toa certain extent, we would just be
(20:26):
like, okay, we're going to do it.
And it didn't matter if it fucking
ruined our family lives oreverything else that was going on
in our business.
You know, we were able to do that
cash jamming webinar, which waslike an info session for realtors,
by the way, like info session forrealtors.
We're going to see through thepresentation, but we might.
Just stop it there.
We're on the fence about whether
or not we do it like day to day.
We're having an evolving
conversation around it.
(20:46):
We want to look at all
opportunities and pick what's bestfor our business going forward.
And I think that's reallypertinent to what we're talking
about today.
Like there are so many
opportunities.
There's so many different
training.
There's so many different things
that you can learn, but you needto pick and you need to commit.
Don't flip flop.
And for far too long.
We flip -flopped and we saw peopleflip -flopped left, right, and
center.
So now we are dialed in.
(21:08):
Yeah, and cash jamming in and ofitself is like a whole different
business, man.
It's insane the amount of extra
steps that you have to do for aclient.
The flip side to that is it's verylow -hanging fruit to get the
leads in.
You know who your avatar is.
It's anyone that owns a rentalproperty and a primary residence
in Canada.
It's super simple to pitch it that
way and you don't have to do themortgage.
You can charge consulting fees onit.
(21:29):
Like that's why I like it.
You went back and forth on this
yesterday.
We're like 50 -50 on it.
I think you're maybe leaning moretowards like you like it a bit
more than I do because you do seethe potential in it.
So do I. And even having thatconversation with that broker you
just mentioned, the answer to thatquestion, by the way, when we
asked him how many files or howmany cash jamming clients do you
think he can do a month, hisanswer was 30.
(21:49):
So I thought it was going to belike five.
And keep in mind, he's got a full.
team like support team to do
underwriting compliance everythingelse but even that i was like on a
hand holding with a client i wouldmaybe cap it five to ten but the
fact that he's in it and he thinkshe can do 30 a month that was
pretty attractive to me so we'llsee it's tough right because
there's always a pot of gold atthe end of the rainbow and he's
(22:12):
saying 30 but like you don't knowif he's fucking miserable yeah
exactly you don't always havethose insights have tough right
because there's always a pot ofgold at the end of the rainbow and
he's saying 30 but like you don'tknow if he's fucking miserable
yeah exactly you don't always havethose insights into things which
makes it a challenge right i thinkthat so much of life you have to
learn through experience But thenyou also can gather as much data
(22:33):
points from people.
Someone might say this fucking
sucks.
This is terrible.
And then partly by doing it, weknow like when we were doing the
webinar, we were like, thisfucking sucks.
We're like, that's format.
But then whatever.
You had the realtor reach out toyou after.
We got a really good response.
They asked me to like come pitch
it in person.
I said, no, because I'm a dick.
Well, no, just because like wedon't know we want to do it.
(22:55):
Yeah.
And we had the revelation that we
should do more like belly to bellystuff.
But then anyways, it ended up withbeing that they're like, hey, just
host.
the webinar and I'm going to get
like a bunch of pizza and beer andhave like a viewing party for my
clients.
And I'm like, fuck, okay, that's
like a great idea.
And that's got a ton of reach.
It's something different and cool.
And we can do this with a bunch of
(23:15):
different topics.
So I'm like, fuck, it's very cool
to be in the position where weactually have time to explore.
some of these things.
Yeah, I think like the worst case
scenario is that we find out,okay, you know what, cash jamming
isn't for us, which I think we'releaning towards that way, but
you'll never know.
And, you know, we do the webinar,
we get some experience.
doing the webinar set up and
getting some more eyeballs.
And at the end of the day, when
(23:37):
the realtors are attracted to thiskind of stuff, they're going to
send you the other business aswell.
And that was my main intention byhaving us do the cash jamming
webinar because it is to juststrengthen the relationship with
the realtors.
And I think it'd be great if we
just had maybe a go -to person topass off any cash jamming leads
that come our way.
But then the flip side to that is
that you don't really get to keepthat client.
it's not as sticky with therealtor.
So it's a really hard thing tojuggle.
All right.
Yeah.
So we went on a bit of a tangentthere with cash jamming and we'll
(23:59):
chat more about that in thefuture.
Cause as you can tell, we arestill mulling over where to go
with that.
But I think the key takeaways
today for us is that we looked atour business as a whole and we
figured out what we're actuallypassionate about.
and what makes us feel investedand invigorated in our mortgage
business.
We're critical with ourselves and
found where we had some weaknessesor where we had shortcomings that
things we've just forgotten to dois with the passage of time.
So we're bringing back thoseactivities and we're exploring
(24:20):
some new activities that make usfeel like we're moving forward
with the business.
So we're trying to steer clear of
shiny objects.
as best we can and stay really
focused and stay granular and knowthose couple things we have to do.
So that's part of that is bringingin the time blocking, no emails,
less phone, better systems thatway.
And then we have an eye on thefuture with implementing a few
things that hopefully will bloom.
come summer.
summer.
And if you haven't given us a
(24:41):
review, what are you waiting for?Come on, give these guys a nice
five -star review, whether you'reon Spotify, podcasts, whatever
platform you're listening on, giveus a review.
What are you waiting for?Yeah, that would be greatly
appreciated.
And also let us know if you want
to come to those events.
So cheers, everyone.
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