April 1, 2025 • 16 mins
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EPISODE DESCRIPTION
In this episode, Brandon and Tom share why they're starting a 60-day "asks" challenge, and how on the first day it's already generated new leads and rekindled relationships with past clients.
Brandon and Tom discuss: → The 60-day "asks" challenge and goal setting, keeping yourself motivated with meaningful rewards and punishments, and sharing with others for additional accountability. → What "asks" are and building the "ask" muscle, tips to get the most out of "asks", and creating the invaluable "ask bank" as a resource for themselves and their agents. → The importance of diversifying your outreach strategies for better engagement, and why you need to maintain fundamental business activities, especially as you get busier.
***
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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.
(00:00):
Welcome to this week's episode of
Commission Breath.
Brandon Love here with Tom
Moffitt.
And today we are going to share
what we're doing for asks in ourbusiness.
This is going to transform boththings in the mortgage book and
the brokerage.
I've done this a bunch of times
throughout my career.
And it was time for us to bring it
back into the mix.
I was pretty pumped when you
(00:21):
texted me a picture of this likesticky note that was pretty pumped
when you texted me a picture ofthis like sticky note that said 10
asks, or what was it?Five asks a day for each business.
And then you had your punishmentand reward in there and you
fucking signed it too.
I'm like, what is going on here?
You had like no context.
So it had me intrigued.
So why don't you explain what youset yourself up with?
Yeah, for sure.
If you go back to like, I think
(00:42):
it's episode number two, we talkabout the ask muscle and working
on asks.
I literally have this thing in my
office.
It's like, you make your market 25
asks a week.
just asking for reviews, asking
for leads, all this differentstuff.
And I realized that I was gettingreally busy doing things like
creating content, brokerage work,all the stuff that was really good
work, but it wasn't necessarilyfeeding the top line of my
business.
(01:02):
So I'm like, I got to go back to
just the basics of doing the asks.
I realized that I needed to set
some pretty big goals with it.
And then to...
As a result of that, add somelayers of like punishment reward
in there.
So like a carrot and a stick
psychology in there helps me tostay disciplined.
So that's what I sent you.
(01:23):
Yeah.
And to give like you, thelistener, some context, if you
haven't listened to episode two,it's crazy that it was episode
two, that we haven't touched on ittoo much since.
Like an ask can be anything.
It can be anything that you're
asking someone to generatebusiness, essentially, or to at
least start the conversation thatcan lead to generating some leads.
And you can go all the way fromlike, We call it soft asks and
hard asks, not asks, but asks.
(01:44):
It can vary from anything.
So to give you an example, a softone can be to ask someone to join
your webinar.
I think that's like kind of soft.
Yeah.
Yeah, it's pretty soft.
Like a hard ask would be like atext I sent, hey, anyone I can get
pre -approved right now.
Or hey, we just wrapped up this
file.
We have no one else in the
pipeline.
I liked working with you.
Let's do some more.
(02:05):
Who else is ready to go?
Yeah, you just did those two thismorning.
And I did a layer on that too.
Like you mentioned, hey, do you
have anyone that can use a secondopinion on their pre -approval?
We're seeing a lot of rate dropsrecently.
buyers aren't always communicatedthat there's been rate drops, like
something along those lines.
And those would be hard ask.
You're literally saying like, doyou have any leads for me?
Yeah.
Or hard ask is like, hey, let's
have a meeting and chat about howwe can work together.
(02:26):
Things like that.
Like that's what you want to do.
Ask for Google reviews.
Ask for people to connect you with
someone else in their network.
Ask a realtor to introduce you to
a realtor who's like -minded withthem because you enjoy working
with them.
Just different things like that.
There's so many.
different ways to ask and things
you can ask for and what we aredoing is a 60 -day challenge many
61 days beginning of april to theend of may basically we've got it
(02:47):
for that 60 -day window and we'redoing 10 ask a day each i might be
doing it a bit differently thanyou like those 10 asks can be a
combination of north shore andtango and it doesn't have to
necessarily be five and fiveyou're specifically saying like
you want to do five and five ofeach yeah so i'm going to do five
for north shore of may basicallywe've got it for that 60 -day
(03:09):
window and we're doing 10 ask aday each i might be doing it a bit
differently than you like those 10asks can be a combination of north
shore and tango and it doesn'thave to necessarily be five and
five you're specifically sayinglike you want to do five and five
of each have to so i'm going to dofive for north shore five for
tango it's every day the incentivehere is that if we do it obviously
we're gonna have the benefits toour business there's no doubt
about it my reward is i haven'ttaking a vacation a really long
time.
So I'm going to give myself like a
$5 ,000 budget, take my family onvacation.
My punishment is that I have toadd another 100 million to my not
drinking timeframe, which like,honestly, I'm not hating not
drinking, but I do want to havesome summer bevies, I think.
So I'll be adding to thattimeframe and just... pushing out
(03:29):
the punishment that I've alreadyput on myself.
Tom, how about you?Along the same lines on the
drinking side of things, mypunishment is that I won't be able
to drink for two months.
So the same timeline that I'm
doing the asks for, I won't beable to drink.
So if I miss... any of the asks,then that's my punishment.
I can't drink till I believe itwould be what, June 1st?
(03:51):
Well, we stopped the end of May.
So depending on when you lost, it
would be two months from there.
Well, that's the thing.
See, this is getting me verystressed out.
By the way, listener, I'm not ahuge drinker.
But I do like to have my drinks onthe weekend as kind of like, hey,
like I worked very hard this week.
This is my little reward, right?
If I can't have that, I'm going tobe very upset.
(04:11):
So I know that I'm going to getthe shit done because I don't want
that to happen.
So that's why I made my punishment
pretty big.
For you listening, you might think
like, oh, that's not a big deal.
But for me, it is.
And my reward is a full sleevetattoo.
Okay.
So Tom's going to get a little bit
more badass because he's going todo it.
to get a little bit more badassbecause he's going to do it.
What's the sleeve going to looklike?
I can see some butterflies.
(04:33):
flowers.
I've had this idea for years.
I've got tattoos already, but I've
wanted a full sleeve for a while.
The business has always been the
priority with family.
A tattoo isn't a necessity.
It's something I just want.
I'm like, you know what?
I'm going to treat myself.
If I do this, I'm going to
actually go ahead and get thesleeve.
I don't have a full design doneyet, but I'm thinking mint
stoicism and mindfulness.
Having something incorporated
around those two would be prettycool.
to figure out the type of tattoostyle that I want to go with.
(04:58):
Cool, cool.
I know there's a lot of listeners
that have tattoos and stuff likethat.
So I'm sure they'll have someideas that they can throw at you.
On that note, for people who arelistening, think about what
actually incentivizes you.
For me, I wouldn't get a full
sleeve tattoo, but I would take avacation or I might get a nice
watch.
I know one person, she's like, I
(05:18):
just really want to get... acleaning lady set that as your
reward that's fantastic you canmake your punishment doesn't have
to be like not drinking if youdon't drink you're like that
stupid but your punishment can belike hey i have to add 5 000 steps
a day to the 10 000 i do That'sgoing to be a lot more work for
you, but it has a positive upside.
So just kind of like think about
(05:38):
what's going to move the needlefor you or be a good carrot and a
good stick on your side of things.
Yeah, that punishment has got to
be something that if it happens,it's going to suck, but not too,
too extreme.
You know, it's got to be something
that you can actually do, but thatwill absolutely.
you'll hit your life.
Do it.
That's kind of my input on it.
So when we originally started
this, you wrote on your stickynote, five asks.
(05:59):
So I was like, okay, like, fuck,I'm so down for this.
But what you meant to say is fivefor each business.
So a total of 10 a day.
And then when he told me that my
head goes like, dude, I don't knowif I could even think of 10
different asks a day.
Like I would be tapped out at
like, five.
Like, I don't know if I could even
think of what to ask people.
And that's where it led to us
(06:21):
thinking about, I call it the askbank, where we have all of the
different types of asks that we'vedone or that we've thought of
doing.
So we put it in there for us to
pluck from whenever we're not ableto think of anything that day or
we're kind of stumped.
So that's what we've created.
It's a iPhone.
like on the note app that we're
able to collaborate on it.
By the end of it, we're going to
be giving that to our team soeveryone can start using that and
(06:44):
really just grow from that and addanything else to it.
So I'm excited to see what thatdocument's going to look like at
the end of two months.
Yeah.
So we are doing a training inTango.
So we've been training on this allweek.
But what we're going to do islike, we're going to share that
list.
And a lot of people are like, Hey,
I'm going to start my own list.
We're going to combine these and
then everyone's going to get thislike ask bank.
(07:05):
PDF doc that they can just printout and have on their desk and
roll through it.
So if that's a resource you find
valuable, you have like two monthsto join Tango and you can tap into
that.
Yeah.
The cool part is I'm thinking ofmaybe having a section on there
where you segregate soft versushard asks, and then you can pick
from it that way.
I don't know.
That might be too much admin onthat side, but I think that might
be a cool idea.
So far, this is day two for me.
I'm eight asks for the day.
(07:27):
I flew through them and like...
40 minutes and it was a variety ofdifferent asks.
And my first thought was, this isgoing to be very tough to do 10 a
day.
And it's actually been pretty easy
so far.
Like obviously it's day two, but I
feel like there's so manydifferent asks I haven't even like
tapped into yet.
Dude, I can do Google reviews for
like a week straight if I wantedto with past clients, right?
So there's a lot out there.
(07:47):
You just have to just bear down
and do it.
Yeah.
It's just like prospecting if youdon't set the time to do it.
A day goes by, you get caught upin a file, you go for a walk, you
call your mom and the day's gone.
You're like, I'll prospect
tomorrow.
Same thing with asking.
If you don't do it every day, youjust stop.
It's one of those things that'shard to get back into the good
pattern, the good habit of doingit.
You'll also find as you're doingit, you notice in your life,
(08:09):
you're doing a lot more.
asking for other things, it ends
up enriching your whole lifebecause you'll be like, oh, I'm
going to ask for an upgrade at thehotel, or I'm going to ask to sit
first class on the plane.
Like there's different things like
that, that you're way morecomfortable with it.
It stops a lot of those barriersor resistance and discomfort we
have in our life around asking forthings.
You know, and the Bible says, askand ye shall receive.
(08:29):
And it's true 2000 plus years ago.
And it's true now.
Amen, brother.
Yeah, so that's a cool kind of
outlook on it is that kind ofmuscle that you're building.
That's what we talked about inepisode two is build that muscle
and it'll seep into other aspectsof your life.
So I fully agree with that.
To give you an example of how
powerful this is, we both have hadleads already from two days in.
And technically, this is yourfirst day.
(08:49):
So yesterday, I texted a pastclient, and I knew he just had his
second baby, his second kid.
And I just reached out.
I said, hey, how did things go?Everyone healthy?
Everyone good at home?And it just started this
conversation.
And he's like, hey, you know what?
I'm actually going to be wantingto reach out to you and chat about
getting pre -approved to purchasecoming up later this year.
And like, it's far out.
But at the same time, it's a lead
(09:12):
that's generated that I possiblywouldn't have had.
So it works.
You have one that's even a bigger
lead than I do.
Why don't you kind of talk about
that one?A simple text.
simple text.
I was just like, hey, anyone need
to get pre -approved.
It's been a while.
To a realtor.
to a realtor she texts back yeah
call this person sent theircontact info so it's like done
that's now booked for next weekall it took was like two seconds
(09:35):
to text i ended up copying pastingthe text to like five other people
and the funny thing is like iactually had Two realtors call me
this past week and they're like,do you mind if we set up a call
with you to chat about some of theoutreach and prospecting stuff you
do?Because we are on the receiving
end of it and we really like it.
We're thinking about incorporating
more into our style of business.
I'm like, yeah, 100%, happy to
chat with you on it.
(09:55):
But it's just so trivial to type a
text like that and send it.
It seems like nothing.
But then people are not doing it.
They're doing 40 minutes of
creating a video.
a bunch of like really advanced
webinar stuff and we do all thatshit too.
So I'm not knocking that stuff.
I'm just saying like you do that
stuff, but then you have to do thereally basic things that seem
stupid.
But I find as we get further
(10:16):
evolved in our business, we addall these layers of complexity.
but we forget the foundation thatthe business was actually built
on.
Yeah, man, it's gotta be the
foundation.
That's what this is.
It's not advanced mortgagestrategy stuff.
It's not creating content.
You do still have to do that in my
opinion, but start here.
The easiest and fastest way to get
leads.
And that's why we did it.
We're like, hey, you know what?Things are going well, but our
(10:38):
pipe isn't as big as we want it tobe.
We're not on track for the nicegoal that we have set for us.
So we're like, how can we getleads in today the fastest and
really just pour gas on the fire?And this is the way to do it.
We're going to ramp up some morecontent.
That's working well too.
This is for another episode, but I
had two videos that went viral,which was super cool and led to
(11:00):
three cash jamming.
book calls.
I'm like, holy fuck, like thismodel actually works.
So there's more than just doingthis, but I'll probably just keep
continuing to do this, to be quitehonest, whether I drop down to
five a day, or if it's like supereasy to do 10, I'll just keep
doing 10.
See, you don't drop down and stay
the same, and stay the same, staythe course.
No, you don't stay the sameeither.
The next round you ramp up.
So it's like progressive overload
if you're lifting weights, likeyou want to get better and better.
(11:22):
You intensify the amount of askyou're doing, but you're so much
better at it.
And then you also intensify the
amount of your reward.
and your punishment.
So, you know, you might get yourwhole fucking body tattooed next
time.
I'm never drinking again in my
life.
You don't have to go like super
insane, but I'm saying you justlike ratchet it up gradually,
gradually, gradually to the pointthat you're like, you're literally
a machine and you're sitting thereand you'll prospect for like two
(11:44):
hours and you'll probably do like25 asks in a day, but it'll feel
like nothing.
Start just like writing down.
One simple commitment, put itsomewhere visible.
Make sure you do it every day.
Tell someone so you have
accountability.
That's a key piece is to say, if I
fucking write this down and Idon't tell Tom, I have that
ability to lie to myself and cheatwith myself, which.
You know, human nature, we do thatall the time.
So having that accountabilitypartner is really important
because Tom's going to check withme.
(12:04):
Hey, did you do your ass today?Or how many ass did you do?
I already did this morning.
He texted me this morning.
I'm like, I didn't have my sip ofmy coffee.
I'm like, fuck off, man.
That's fucking annoying.
He wants a tattoo.
But it's really good because then
I'm like, yeah, shit, he's alreadyat four.
I'm going to beat him.
So it's good to get that
(12:25):
competitive nature in yourbusiness.
And it's also fun.
Yeah.
And if you're continuing to rampit up, even if like, let's just
say you're at 25 a day and you'relike, oh my God, how can I do 25 a
day?Even if the last 10 are, I don't
even want to call it like fillers,but even if it's like the softest
of soft asks and you're reachingout to a past client and just
(12:46):
saying like, how's things?How's the home?
How's the family?That is still effective.
Like I just talked about the lastexample of a lead coming in from
just doing that.
Like you can do that all day.
You might not have that many pastclients, but you can go back to
like all of the leads that you'vehad this year that kind of just
fizzled off for whatever reason.
You can just reach out to them and
(13:06):
be like, hey, like...
Do you want to get started on your
pre -approval again and ramp itup?
Something is better than nothingin all cases there.
is better than nothing in allcases there.
Another little tip and trick is ifyou really struggle with hard
asks, start with some soft ones,start with some easy things like
Tom just said, and then transitioninto it.
Or like if you're doing... calls,start with someone, you know,
who's going to pick up the phoneand be friendly, then work on to
the person who's going to be moreof an asshole or be a difficult
(13:28):
conversation for you kind of buildinto it and just get the first one
out of the way.
You just kind of get that initial
resistance out and then you'regoing to be rocking and rolling.
It reminds me, you know why Ireally like this is because I was
really struggling with like doingmy daily non -negotiables.
I was doing my DMs and I was doingthem, but that's like, man, wasn't
like boredom, but it was more solike, how do I know that this?
medium is effective in thismessage that I'm saying on DM is
effective.
The reason why I like this is
(13:50):
because you have a variety ofdifferent outreaches, you've got
different mediums, differentmessages.
So You're bound to have somethingland and stick versus like when I
was doing my DMs, I just swappedit out for this.
I was like, hey, I'm going to stopdoing my 15 DMs a day.
Instead of doing that, I'm goingto DM the people that follow me
still.
Super easy, low hanging fruit.
But now I'm replacing it withthis.
And this is a nice variety.
And I think this is going to do
much, much better than what I wasdoing in DMs.
(14:12):
Yeah.
And a key piece here is once you
find one that's working, becausethere's stuff that's going to be
timely.
that's going to hit so like rates
drop pre -approved buyers mightnot be getting the best thing that
could be timely right now hit abunch of people with it right now
because next week it might be oh,tariffs on X industry.
If you have any buyers in thatcategory who are getting nervous,
have them reach out.
Hit on that if that starts
hitting.
(14:33):
You'll start seeing what's getting
the immediate feedback loop thereand then just go buck on it until
it stops and then switch tosomething else.
Yeah, great point.
Next week, it could be, hey, I
just did a webinar.
You weren't able to catch it, but
here's the recording.
I think this would really apply to
you.
That's an easy ask right there and
that's timely.
I think it's a great point.
(14:55):
Okay, so key takeaway here is justto...
Set your number of asks and make areward and punishment that works
for you.
And just commit to a certain
timeframe.
Find an accountability partner and
do it.
If you don't have an
accountability partner, DM theCommission Breath account and we
will be your accountabilitypartners.
Big ask for you today because weneed to do one.
Okay, I got one.
I would love you, the listener, to
share this podcast with a friendthat maybe hasn't heard this
podcast before.
(15:15):
That's all.
Easy ask.
Done.
Thanks guys.
Catch you next week.
Hello, everyone.
(00:00):
Welcome to this week's episode of
Commission Breath.
Brandon Love here with Tom
Moffitt.
And today we are going to share
what we're doing for asks in ourbusiness.
This is going to transform boththings in the mortgage book and
the brokerage.
I've done this a bunch of times
throughout my career.
And it was time for us to bring it
back into the mix.
I was pretty pumped when you
(00:21):
texted me a picture of this likesticky note that was pretty pumped
when you texted me a picture ofthis like sticky note that said 10
asks, or what was it?Five asks a day for each business.
And then you had your punishmentand reward in there and you
fucking signed it too.
I'm like, what is going on here?
You had like no context.
So it had me intrigued.
So why don't you explain what youset yourself up with?
Yeah, for sure.
If you go back to like, I think
(00:42):
it's episode number two, we talkabout the ask muscle and working
on asks.
I literally have this thing in my
office.
It's like, you make your market 25
asks a week.
just asking for reviews, asking
for leads, all this differentstuff.
And I realized that I was gettingreally busy doing things like
creating content, brokerage work,all the stuff that was really good
work, but it wasn't necessarilyfeeding the top line of my
business.
(01:02):
So I'm like, I got to go back to
just the basics of doing the asks.
I realized that I needed to set
some pretty big goals with it.
And then to...
As a result of that, add somelayers of like punishment reward
in there.
So like a carrot and a stick
psychology in there helps me tostay disciplined.
So that's what I sent you.
(01:23):
Yeah.
And to give like you, thelistener, some context, if you
haven't listened to episode two,it's crazy that it was episode
two, that we haven't touched on ittoo much since.
Like an ask can be anything.
It can be anything that you're
asking someone to generatebusiness, essentially, or to at
least start the conversation thatcan lead to generating some leads.
And you can go all the way fromlike, We call it soft asks and
hard asks, not asks, but asks.
(01:44):
It can vary from anything.
So to give you an example, a softone can be to ask someone to join
your webinar.
I think that's like kind of soft.
Yeah.
Yeah, it's pretty soft.
Like a hard ask would be like atext I sent, hey, anyone I can get
pre -approved right now.
Or hey, we just wrapped up this
file.
We have no one else in the
pipeline.
I liked working with you.
Let's do some more.
(02:05):
Who else is ready to go?
Yeah, you just did those two thismorning.
And I did a layer on that too.
Like you mentioned, hey, do you
have anyone that can use a secondopinion on their pre -approval?
We're seeing a lot of rate dropsrecently.
buyers aren't always communicatedthat there's been rate drops, like
something along those lines.
And those would be hard ask.
You're literally saying like, doyou have any leads for me?
Yeah.
Or hard ask is like, hey, let's
have a meeting and chat about howwe can work together.
(02:26):
Things like that.
Like that's what you want to do.
Ask for Google reviews.
Ask for people to connect you with
someone else in their network.
Ask a realtor to introduce you to
a realtor who's like -minded withthem because you enjoy working
with them.
Just different things like that.
There's so many.
different ways to ask and things
you can ask for and what we aredoing is a 60 -day challenge many
61 days beginning of april to theend of may basically we've got it
(02:47):
for that 60 -day window and we'redoing 10 ask a day each i might be
doing it a bit differently thanyou like those 10 asks can be a
combination of north shore andtango and it doesn't have to
necessarily be five and fiveyou're specifically saying like
you want to do five and five ofeach yeah so i'm going to do five
for north shore of may basicallywe've got it for that 60 -day
(03:09):
window and we're doing 10 ask aday each i might be doing it a bit
differently than you like those 10asks can be a combination of north
shore and tango and it doesn'thave to necessarily be five and
five you're specifically sayinglike you want to do five and five
of each have to so i'm going to dofive for north shore five for
tango it's every day the incentivehere is that if we do it obviously
we're gonna have the benefits toour business there's no doubt
about it my reward is i haven'ttaking a vacation a really long
time.
So I'm going to give myself like a
$5 ,000 budget, take my family onvacation.
My punishment is that I have toadd another 100 million to my not
drinking timeframe, which like,honestly, I'm not hating not
drinking, but I do want to havesome summer bevies, I think.
So I'll be adding to thattimeframe and just... pushing out
(03:29):
the punishment that I've alreadyput on myself.
Tom, how about you?Along the same lines on the
drinking side of things, mypunishment is that I won't be able
to drink for two months.
So the same timeline that I'm
doing the asks for, I won't beable to drink.
So if I miss... any of the asks,then that's my punishment.
I can't drink till I believe itwould be what, June 1st?
(03:51):
Well, we stopped the end of May.
So depending on when you lost, it
would be two months from there.
Well, that's the thing.
See, this is getting me verystressed out.
By the way, listener, I'm not ahuge drinker.
But I do like to have my drinks onthe weekend as kind of like, hey,
like I worked very hard this week.
This is my little reward, right?
If I can't have that, I'm going tobe very upset.
(04:11):
So I know that I'm going to getthe shit done because I don't want
that to happen.
So that's why I made my punishment
pretty big.
For you listening, you might think
like, oh, that's not a big deal.
But for me, it is.
And my reward is a full sleevetattoo.
Okay.
So Tom's going to get a little bit
more badass because he's going todo it.
to get a little bit more badassbecause he's going to do it.
What's the sleeve going to looklike?
I can see some butterflies.
(04:33):
flowers.
I've had this idea for years.
I've got tattoos already, but I've
wanted a full sleeve for a while.
The business has always been the
priority with family.
A tattoo isn't a necessity.
It's something I just want.
I'm like, you know what?
I'm going to treat myself.
If I do this, I'm going to
actually go ahead and get thesleeve.
I don't have a full design doneyet, but I'm thinking mint
stoicism and mindfulness.
Having something incorporated
around those two would be prettycool.
to figure out the type of tattoostyle that I want to go with.
(04:58):
Cool, cool.
I know there's a lot of listeners
that have tattoos and stuff likethat.
So I'm sure they'll have someideas that they can throw at you.
On that note, for people who arelistening, think about what
actually incentivizes you.
For me, I wouldn't get a full
sleeve tattoo, but I would take avacation or I might get a nice
watch.
I know one person, she's like, I
(05:18):
just really want to get... acleaning lady set that as your
reward that's fantastic you canmake your punishment doesn't have
to be like not drinking if youdon't drink you're like that
stupid but your punishment can belike hey i have to add 5 000 steps
a day to the 10 000 i do That'sgoing to be a lot more work for
you, but it has a positive upside.
So just kind of like think about
(05:38):
what's going to move the needlefor you or be a good carrot and a
good stick on your side of things.
Yeah, that punishment has got to
be something that if it happens,it's going to suck, but not too,
too extreme.
You know, it's got to be something
that you can actually do, but thatwill absolutely.
you'll hit your life.
Do it.
That's kind of my input on it.
So when we originally started
this, you wrote on your stickynote, five asks.
(05:59):
So I was like, okay, like, fuck,I'm so down for this.
But what you meant to say is fivefor each business.
So a total of 10 a day.
And then when he told me that my
head goes like, dude, I don't knowif I could even think of 10
different asks a day.
Like I would be tapped out at
like, five.
Like, I don't know if I could even
think of what to ask people.
And that's where it led to us
(06:21):
thinking about, I call it the askbank, where we have all of the
different types of asks that we'vedone or that we've thought of
doing.
So we put it in there for us to
pluck from whenever we're not ableto think of anything that day or
we're kind of stumped.
So that's what we've created.
It's a iPhone.
like on the note app that we're
able to collaborate on it.
By the end of it, we're going to
be giving that to our team soeveryone can start using that and
(06:44):
really just grow from that and addanything else to it.
So I'm excited to see what thatdocument's going to look like at
the end of two months.
Yeah.
So we are doing a training inTango.
So we've been training on this allweek.
But what we're going to do islike, we're going to share that
list.
And a lot of people are like, Hey,
I'm going to start my own list.
We're going to combine these and
then everyone's going to get thislike ask bank.
(07:05):
PDF doc that they can just printout and have on their desk and
roll through it.
So if that's a resource you find
valuable, you have like two monthsto join Tango and you can tap into
that.
Yeah.
The cool part is I'm thinking ofmaybe having a section on there
where you segregate soft versushard asks, and then you can pick
from it that way.
I don't know.
That might be too much admin onthat side, but I think that might
be a cool idea.
So far, this is day two for me.
I'm eight asks for the day.
(07:27):
I flew through them and like...
40 minutes and it was a variety ofdifferent asks.
And my first thought was, this isgoing to be very tough to do 10 a
day.
And it's actually been pretty easy
so far.
Like obviously it's day two, but I
feel like there's so manydifferent asks I haven't even like
tapped into yet.
Dude, I can do Google reviews for
like a week straight if I wantedto with past clients, right?
So there's a lot out there.
(07:47):
You just have to just bear down
and do it.
Yeah.
It's just like prospecting if youdon't set the time to do it.
A day goes by, you get caught upin a file, you go for a walk, you
call your mom and the day's gone.
You're like, I'll prospect
tomorrow.
Same thing with asking.
If you don't do it every day, youjust stop.
It's one of those things that'shard to get back into the good
pattern, the good habit of doingit.
You'll also find as you're doingit, you notice in your life,
(08:09):
you're doing a lot more.
asking for other things, it ends
up enriching your whole lifebecause you'll be like, oh, I'm
going to ask for an upgrade at thehotel, or I'm going to ask to sit
first class on the plane.
Like there's different things like
that, that you're way morecomfortable with it.
It stops a lot of those barriersor resistance and discomfort we
have in our life around asking forthings.
You know, and the Bible says, askand ye shall receive.
(08:29):
And it's true 2000 plus years ago.
And it's true now.
Amen, brother.
Yeah, so that's a cool kind of
outlook on it is that kind ofmuscle that you're building.
That's what we talked about inepisode two is build that muscle
and it'll seep into other aspectsof your life.
So I fully agree with that.
To give you an example of how
powerful this is, we both have hadleads already from two days in.
And technically, this is yourfirst day.
(08:49):
So yesterday, I texted a pastclient, and I knew he just had his
second baby, his second kid.
And I just reached out.
I said, hey, how did things go?Everyone healthy?
Everyone good at home?And it just started this
conversation.
And he's like, hey, you know what?
I'm actually going to be wantingto reach out to you and chat about
getting pre -approved to purchasecoming up later this year.
And like, it's far out.
But at the same time, it's a lead
(09:12):
that's generated that I possiblywouldn't have had.
So it works.
You have one that's even a bigger
lead than I do.
Why don't you kind of talk about
that one?A simple text.
simple text.
I was just like, hey, anyone need
to get pre -approved.
It's been a while.
To a realtor.
to a realtor she texts back yeah
call this person sent theircontact info so it's like done
that's now booked for next weekall it took was like two seconds
(09:35):
to text i ended up copying pastingthe text to like five other people
and the funny thing is like iactually had Two realtors call me
this past week and they're like,do you mind if we set up a call
with you to chat about some of theoutreach and prospecting stuff you
do?Because we are on the receiving
end of it and we really like it.
We're thinking about incorporating
more into our style of business.
I'm like, yeah, 100%, happy to
chat with you on it.
(09:55):
But it's just so trivial to type a
text like that and send it.
It seems like nothing.
But then people are not doing it.
They're doing 40 minutes of
creating a video.
a bunch of like really advanced
webinar stuff and we do all thatshit too.
So I'm not knocking that stuff.
I'm just saying like you do that
stuff, but then you have to do thereally basic things that seem
stupid.
But I find as we get further
(10:16):
evolved in our business, we addall these layers of complexity.
but we forget the foundation thatthe business was actually built
on.
Yeah, man, it's gotta be the
foundation.
That's what this is.
It's not advanced mortgagestrategy stuff.
It's not creating content.
You do still have to do that in my
opinion, but start here.
The easiest and fastest way to get
leads.
And that's why we did it.
We're like, hey, you know what?Things are going well, but our
(10:38):
pipe isn't as big as we want it tobe.
We're not on track for the nicegoal that we have set for us.
So we're like, how can we getleads in today the fastest and
really just pour gas on the fire?And this is the way to do it.
We're going to ramp up some morecontent.
That's working well too.
This is for another episode, but I
had two videos that went viral,which was super cool and led to
(11:00):
three cash jamming.
book calls.
I'm like, holy fuck, like thismodel actually works.
So there's more than just doingthis, but I'll probably just keep
continuing to do this, to be quitehonest, whether I drop down to
five a day, or if it's like supereasy to do 10, I'll just keep
doing 10.
See, you don't drop down and stay
the same, and stay the same, staythe course.
No, you don't stay the sameeither.
The next round you ramp up.
So it's like progressive overload
if you're lifting weights, likeyou want to get better and better.
(11:22):
You intensify the amount of askyou're doing, but you're so much
better at it.
And then you also intensify the
amount of your reward.
and your punishment.
So, you know, you might get yourwhole fucking body tattooed next
time.
I'm never drinking again in my
life.
You don't have to go like super
insane, but I'm saying you justlike ratchet it up gradually,
gradually, gradually to the pointthat you're like, you're literally
a machine and you're sitting thereand you'll prospect for like two
(11:44):
hours and you'll probably do like25 asks in a day, but it'll feel
like nothing.
Start just like writing down.
One simple commitment, put itsomewhere visible.
Make sure you do it every day.
Tell someone so you have
accountability.
That's a key piece is to say, if I
fucking write this down and Idon't tell Tom, I have that
ability to lie to myself and cheatwith myself, which.
You know, human nature, we do thatall the time.
So having that accountabilitypartner is really important
because Tom's going to check withme.
(12:04):
Hey, did you do your ass today?Or how many ass did you do?
I already did this morning.
He texted me this morning.
I'm like, I didn't have my sip ofmy coffee.
I'm like, fuck off, man.
That's fucking annoying.
He wants a tattoo.
But it's really good because then
I'm like, yeah, shit, he's alreadyat four.
I'm going to beat him.
So it's good to get that
(12:25):
competitive nature in yourbusiness.
And it's also fun.
Yeah.
And if you're continuing to rampit up, even if like, let's just
say you're at 25 a day and you'relike, oh my God, how can I do 25 a
day?Even if the last 10 are, I don't
even want to call it like fillers,but even if it's like the softest
of soft asks and you're reachingout to a past client and just
(12:46):
saying like, how's things?How's the home?
How's the family?That is still effective.
Like I just talked about the lastexample of a lead coming in from
just doing that.
Like you can do that all day.
You might not have that many pastclients, but you can go back to
like all of the leads that you'vehad this year that kind of just
fizzled off for whatever reason.
You can just reach out to them and
(13:06):
be like, hey, like...
Do you want to get started on your
pre -approval again and ramp itup?
Something is better than nothingin all cases there.
is better than nothing in allcases there.
Another little tip and trick is ifyou really struggle with hard
asks, start with some soft ones,start with some easy things like
Tom just said, and then transitioninto it.
Or like if you're doing... calls,start with someone, you know,
who's going to pick up the phoneand be friendly, then work on to
the person who's going to be moreof an asshole or be a difficult
(13:28):
conversation for you kind of buildinto it and just get the first one
out of the way.
You just kind of get that initial
resistance out and then you'regoing to be rocking and rolling.
It reminds me, you know why Ireally like this is because I was
really struggling with like doingmy daily non -negotiables.
I was doing my DMs and I was doingthem, but that's like, man, wasn't
like boredom, but it was more solike, how do I know that this?
medium is effective in thismessage that I'm saying on DM is
effective.
The reason why I like this is
(13:50):
because you have a variety ofdifferent outreaches, you've got
different mediums, differentmessages.
So You're bound to have somethingland and stick versus like when I
was doing my DMs, I just swappedit out for this.
I was like, hey, I'm going to stopdoing my 15 DMs a day.
Instead of doing that, I'm goingto DM the people that follow me
still.
Super easy, low hanging fruit.
But now I'm replacing it withthis.
And this is a nice variety.
And I think this is going to do
much, much better than what I wasdoing in DMs.
(14:12):
Yeah.
And a key piece here is once you
find one that's working, becausethere's stuff that's going to be
timely.
that's going to hit so like rates
drop pre -approved buyers mightnot be getting the best thing that
could be timely right now hit abunch of people with it right now
because next week it might be oh,tariffs on X industry.
If you have any buyers in thatcategory who are getting nervous,
have them reach out.
Hit on that if that starts
hitting.
(14:33):
You'll start seeing what's getting
the immediate feedback loop thereand then just go buck on it until
it stops and then switch tosomething else.
Yeah, great point.
Next week, it could be, hey, I
just did a webinar.
You weren't able to catch it, but
here's the recording.
I think this would really apply to
you.
That's an easy ask right there and
that's timely.
I think it's a great point.
(14:55):
Okay, so key takeaway here is justto...
Set your number of asks and make areward and punishment that works
for you.
And just commit to a certain
timeframe.
Find an accountability partner and
do it.
If you don't have an
accountability partner, DM theCommission Breath account and we
will be your accountabilitypartners.
Big ask for you today because weneed to do one.
Okay, I got one.
I would love you, the listener, to
share this podcast with a friendthat maybe hasn't heard this
podcast before.
(15:15):
That's all.
Easy ask.
Done.
Thanks guys.
Catch you next week.
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