April 3, 2025 • 11 mins
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EPISODE DESCRIPTION
In this episode, Tom & Brandon share one of their trainings with Tango, where Brandon breaks down practical strategies for staying productive when unexpected challenges strike, including an innovative "20-minute sprint" technique that can transform your workflow.
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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):
Welcome back to another trainingsession episode where we pull back
(00:03):
the curtain, give you behind thescenes access to the strategies,
insights, and conversations wehave at our brokerage, Tango
Financial.
This is real training, real
takeaways to help drive results inyour business.
So enjoy.
enjoy.
I wanted to talk about what to dowith your business when life
events come up that set you back astep.
So for example, Sonny got hit withan ice storm this week.
(00:23):
Candice, I'm sure you've probablyhad some sick kids at home.
Tom's been sick.
I was sick last week with strep.
This weekend, I got kidney stones.
I was in the hospital.
And it's like, you come back andyou're like, how the fuck do we
continue to grow and scale ourbusiness when it feels like our
legs are getting swept out fromunder us?
So I just wanted to share a fewthings that have always worked for
me.
In these times, a lot of, you
(00:44):
know, I have young kids too.
So I have often have that sick
sidekick working alongside of me.
And there were times in my career
where I would literally take theday and I would just say, you
know, I'm going to be with my kid.
And eventually these kids get sick
so often.
I was like, this is not
sustainable if I want to scale andgrow at the rate.
i plan to so these are kind of thefundamental things i've put in
(01:07):
place and i find they're reallyeffective so jot them down or you
can watch this video later if youencounter this um so first things
first is anything is better thanzero you're not going to have a 10
out of 10 lights out day if you'reso sick that you can't pick up
your phone or your kids puking andyou're just you're just not that's
a reality so you need to acceptthat reality But then anything you
(01:29):
can do that day that's not acomplete write off, count it as a
win.
So if you can send five to 10 text
messages, if you can do a fewemail follow ups with previous
clients, if you can ask someonefor a Google review via Instagram,
who's a past client, things likethat all count as wins.
You're not going to have this daywhere you're going to a realtor
(01:52):
lunch and you're making 15 phonecalls and you're doing.
three applications is not going tobe one of those days.
That's not a terrible thing.
It just anything you can do that
makes it better than a completedonut on your day on your, your
week is better than nothing.
To that point, the next one is to
change tactics.
So When I had strep, I couldn't
(02:12):
talk.
Tom had to suffer through a few
phone calls with me.
Maybe he thought my voice was
sexy.
Maybe not.
I know no one in my house wantedto talk to me.
I was using AI type to voice totalk.
I made my voice female, actually,for the week.
It was kind of fun.
I couldn't do my phone calls.
You guys know that I work my phonea lot.
(02:34):
It's a big driver of my business.
So I'm like, shit, okay, I need to
pivot here.
So I did a ton of text messages.
I did a ton of like LinkedInoutreaches, Instagram, DMs, even a
few Facebook messages, which Idon't ever do because I was just
looking for something to fill thatvoid in my business.
And kind of a cool thing is thatin doing this, I actually learned
(02:58):
that like there's a huge segmentof my book that probably doesn't
love phone calls.
um because they were way more
responsive on the texts and wewere able to maintain a lead per
day pace with this even going intothe weekend like i was texting
people and sending things out fromthe doctor's office um and we're
getting business from it so it'snot the same as i usually do and
(03:20):
it's not necessarily like what iprefer to do but it works and it
keeps the ship on course eventhough we're having a down week
from an energy level um To thatpoint, your energy is going to be
all over the map, but you're goingto get screwed and tired.
And if you're like throwing up,you're going to really be sick.
Things like that.
(03:41):
Like, so you're not going to have
this sustained day where you'regoing to get six to eight hours at
your desk, banging out everythingon your list.
So we kind of talked about thatwith like do anything.
more than zero and changingtactics, but also change how you
work.
So what I'll do during periods
like this is I'll do sprints.
So I'll have like one 20 minute
(04:02):
sprint where I might try to do 10asks in that timeframe, whereas
before I would allow myself halfan hour to do calls and more of a
meandering sort of style.
So if you have a kind of that gap
where your kid passes out becausethey're exhausted, bang out 10. 10
DMs or 10 texts or whatever it isyou decide to do that day for your
(04:24):
business.
If it's an application you're
processing, set a timer on yourphone for like 15 minutes and just
do as much focus work as you can.
Lock in on the singular task and
do a sprint and then give yourselfa break.
And then when you get another waveof energy, do a sprint again
there.
This is actually a great tactic if
you find.
Also, even on days you're not
(04:46):
sick, if you find you'reprocrastinating or you're pushing
things off, is to just reallyshorten the time horizon.
I'm drawing a blank on what thislaw is, but basically, the amount
of time you give yourself for atask is the amount of time it will
take.
If I tell Sunny, hey, Sunny, it's
going to take you half a day tochainsaw the tree that fell down
(05:06):
and your back deck there.
It'll take him half a day.
If I say, Sonny, you're going toIndia in a week and a half, you
got to get this done in one day orlike in one morning.
He's going to get friends overthere.
He's going to get neighbors inthere.
He's going to have it all choppedup, stacked, ready to go.
So give yourself these timeconstraints and force them on
(05:27):
yourself.
Even though like your body is
going to be screaming for rest,your mind's going to be telling
you, give yourself a day off.
Just don't just say, okay, I'm
going to give myself 15 minutesand I'm going to do.
x and move on to the next thing umso for me today like april 1st is
the start of a really big segmentfor us so tom and i have our
(05:48):
internal competition which has abunch of asks i have like a
fitness school with myself uh andi'm kind of i'm running on like
i'm on morphine today like i'm i'ma little bit stoned to be honest
with you um but i'm i'm kind oflike trying to still do my sprints
so like i'm literally you're notunderwriting anymore I'm literally
wearing my running shoes for thewhole day because I'm going to go
like to get my goal.
(06:09):
I have a treadmill on.
So it's literally on.
And I'm just like, when I have
enough energy, I'm going there.
My shoes are already on and I'm
just getting on there.
And I get like going to get my
goal done, but it's not going tobe, it's not going to be a pretty
long stretch.
It's going to be like.
20 mini sessions until I feel likeI'm going to faint again, get off
(06:32):
and go from there.
And this is not probably not, this
is not health advice, first off,because this is not healthy.
And I know like my partner Levywas like, you're fucking mental.
You need to take a day off andjust rest like you're insane.
But it's good for business andit's good for achieving goals,
which is what we're after.
To just cap this off, make it a
game and reward yourself.
(06:52):
I'm going to pop two non
-alcoholic beers in the fridgethis morning.
If I get all my stuff done, I'mgoing to watch the hockey game and
have a few of those tonightwithout worrying about anything to
do with work that comes up.
For you, it might be going to get
an ice cream or treating yourselfto something, whatever it is, but
make these little games andchallenges within your days,
especially those days that aremore... of a challenge for you,
(07:16):
because that's the day where ifyou show up for yourself in your
business, that's when you reallycount it as a win.
It's easy to have a 10 out of 10day when you feel amazing,
confident, sexy, and everything'sgoing great.
It's harder on the days you'recovered in kids spit up or you
feel like you haven't slept andyou're just grinding.
So count those days as a win forwhen you show up for yourself and
(07:38):
your business and do everythingyou can to.
to play a game within the day andreward yourself for it.
I think the biggest realizationfor me over the March break with
kids at home and everyone in thehouse was sick, I couldn't do much
work -wise, but I knew like, okay,when they're napping, I have
roughly one to two hours to justget shit done.
And the biggest realization for mewas how much you can actually get
(07:59):
in a condensed timeframe when youneed to get it done.
So I guess like the challenge thatI would give you guys is, Like
look at your calendar today oryour to -do list and see what you
have on the go and try to condenseas much as possible in like one
hour timeframe and see how muchyou can get done.
And then if you get more done thanyou anticipated, just move on to
(08:22):
the next thing and you'd be amazedhow much you can get done in a
day.
For sure.
I've been doing this a lot withlike, I had these like big
daunting tasks and I'm like, okay,I just need to.
This task in my mind is like a oneweek project.
It's not a one week project.
It's just that you're
procrastinating so much and you'relazy.
So I put it in my head.
(08:42):
I'm like, hey, this is I'm going
to give myself like one hour oftotal focus on this.
And I put on like electronic housemusic or like classical focus.
Tom will sometimes call me.
He knows how to get through my
call blocker thing.
And I'll be like, what the hell
are you listening to?There you go, man.
When I hear classical music, I'mlike, what is going on in your
basement right now?I just jam the tune.
So it's like so loud.
I turn off all the lights except
(09:05):
for like what's around me.
I just lock in and do it.
But I've been able to bang out aton of these like daunting tasks
that were like weighing on me.
Like, I'm not going to lie.
They were weighing on me for likemonths where I was pushing them
off, pushing them off.
And I'm like, screw it.
And I got like three done.
in in the first start of last week
(09:25):
and then i got sick the first timeand i haven't done one since but
um you know if you can find thoselittle tips and ways to to get
that focus and get dialed in onthe day like like we say just
really shorten the time horizonyou can do this on any part of
your business and a tool i use alot is toggle which is a time
tracker so i've been tracking mybusiness for like three years now
And I went down from being like 50to 60 hours a week to like 30 to
(09:48):
40 to like, I got as low as like18 to 22, where then I felt I was
doing some damage to my businessby doing too little.
So now it's back up to sort ofthat like 30 to 40 range, but
that's 30 to 40 working mortgagebook and running a brokerage.
So it's a very healthy.
lifestyle that way.
Obviously there's going to be daysthat are like 12, 14 hours, but
those are not every single daybecause I know I can do all my
(10:11):
prospecting.
I can do all my email.
I can do all of these things inbatches and really, I know the
time it should take.
And I'm racing against myself and
I'm competing against my time.
So I'm like a Formula One driver
trying to get faster and faster atthe things I do without
sacrificing the quality becauseyou don't want to crash and wind
up off the road.
Welcome back to another trainingsession episode where we pull back
(00:03):
the curtain, give you behind thescenes access to the strategies,
insights, and conversations wehave at our brokerage, Tango
Financial.
This is real training, real
takeaways to help drive results inyour business.
So enjoy.
enjoy.
I wanted to talk about what to dowith your business when life
events come up that set you back astep.
So for example, Sonny got hit withan ice storm this week.
(00:23):
Candice, I'm sure you've probablyhad some sick kids at home.
Tom's been sick.
I was sick last week with strep.
This weekend, I got kidney stones.
I was in the hospital.
And it's like, you come back andyou're like, how the fuck do we
continue to grow and scale ourbusiness when it feels like our
legs are getting swept out fromunder us?
So I just wanted to share a fewthings that have always worked for
me.
In these times, a lot of, you
(00:44):
know, I have young kids too.
So I have often have that sick
sidekick working alongside of me.
And there were times in my career
where I would literally take theday and I would just say, you
know, I'm going to be with my kid.
And eventually these kids get sick
so often.
I was like, this is not
sustainable if I want to scale andgrow at the rate.
i plan to so these are kind of thefundamental things i've put in
(01:07):
place and i find they're reallyeffective so jot them down or you
can watch this video later if youencounter this um so first things
first is anything is better thanzero you're not going to have a 10
out of 10 lights out day if you'reso sick that you can't pick up
your phone or your kids puking andyou're just you're just not that's
a reality so you need to acceptthat reality But then anything you
(01:29):
can do that day that's not acomplete write off, count it as a
win.
So if you can send five to 10 text
messages, if you can do a fewemail follow ups with previous
clients, if you can ask someonefor a Google review via Instagram,
who's a past client, things likethat all count as wins.
You're not going to have this daywhere you're going to a realtor
(01:52):
lunch and you're making 15 phonecalls and you're doing.
three applications is not going tobe one of those days.
That's not a terrible thing.
It just anything you can do that
makes it better than a completedonut on your day on your, your
week is better than nothing.
To that point, the next one is to
change tactics.
So When I had strep, I couldn't
(02:12):
talk.
Tom had to suffer through a few
phone calls with me.
Maybe he thought my voice was
sexy.
Maybe not.
I know no one in my house wantedto talk to me.
I was using AI type to voice totalk.
I made my voice female, actually,for the week.
It was kind of fun.
I couldn't do my phone calls.
You guys know that I work my phonea lot.
(02:34):
It's a big driver of my business.
So I'm like, shit, okay, I need to
pivot here.
So I did a ton of text messages.
I did a ton of like LinkedInoutreaches, Instagram, DMs, even a
few Facebook messages, which Idon't ever do because I was just
looking for something to fill thatvoid in my business.
And kind of a cool thing is thatin doing this, I actually learned
(02:58):
that like there's a huge segmentof my book that probably doesn't
love phone calls.
um because they were way more
responsive on the texts and wewere able to maintain a lead per
day pace with this even going intothe weekend like i was texting
people and sending things out fromthe doctor's office um and we're
getting business from it so it'snot the same as i usually do and
(03:20):
it's not necessarily like what iprefer to do but it works and it
keeps the ship on course eventhough we're having a down week
from an energy level um To thatpoint, your energy is going to be
all over the map, but you're goingto get screwed and tired.
And if you're like throwing up,you're going to really be sick.
Things like that.
(03:41):
Like, so you're not going to have
this sustained day where you'regoing to get six to eight hours at
your desk, banging out everythingon your list.
So we kind of talked about thatwith like do anything.
more than zero and changingtactics, but also change how you
work.
So what I'll do during periods
like this is I'll do sprints.
So I'll have like one 20 minute
(04:02):
sprint where I might try to do 10asks in that timeframe, whereas
before I would allow myself halfan hour to do calls and more of a
meandering sort of style.
So if you have a kind of that gap
where your kid passes out becausethey're exhausted, bang out 10. 10
DMs or 10 texts or whatever it isyou decide to do that day for your
(04:24):
business.
If it's an application you're
processing, set a timer on yourphone for like 15 minutes and just
do as much focus work as you can.
Lock in on the singular task and
do a sprint and then give yourselfa break.
And then when you get another waveof energy, do a sprint again
there.
This is actually a great tactic if
you find.
Also, even on days you're not
(04:46):
sick, if you find you'reprocrastinating or you're pushing
things off, is to just reallyshorten the time horizon.
I'm drawing a blank on what thislaw is, but basically, the amount
of time you give yourself for atask is the amount of time it will
take.
If I tell Sunny, hey, Sunny, it's
going to take you half a day tochainsaw the tree that fell down
(05:06):
and your back deck there.
It'll take him half a day.
If I say, Sonny, you're going toIndia in a week and a half, you
got to get this done in one day orlike in one morning.
He's going to get friends overthere.
He's going to get neighbors inthere.
He's going to have it all choppedup, stacked, ready to go.
So give yourself these timeconstraints and force them on
(05:27):
yourself.
Even though like your body is
going to be screaming for rest,your mind's going to be telling
you, give yourself a day off.
Just don't just say, okay, I'm
going to give myself 15 minutesand I'm going to do.
x and move on to the next thing umso for me today like april 1st is
the start of a really big segmentfor us so tom and i have our
(05:48):
internal competition which has abunch of asks i have like a
fitness school with myself uh andi'm kind of i'm running on like
i'm on morphine today like i'm i'ma little bit stoned to be honest
with you um but i'm i'm kind oflike trying to still do my sprints
so like i'm literally you're notunderwriting anymore I'm literally
wearing my running shoes for thewhole day because I'm going to go
like to get my goal.
(06:09):
I have a treadmill on.
So it's literally on.
And I'm just like, when I have
enough energy, I'm going there.
My shoes are already on and I'm
just getting on there.
And I get like going to get my
goal done, but it's not going tobe, it's not going to be a pretty
long stretch.
It's going to be like.
20 mini sessions until I feel likeI'm going to faint again, get off
(06:32):
and go from there.
And this is not probably not, this
is not health advice, first off,because this is not healthy.
And I know like my partner Levywas like, you're fucking mental.
You need to take a day off andjust rest like you're insane.
But it's good for business andit's good for achieving goals,
which is what we're after.
To just cap this off, make it a
game and reward yourself.
(06:52):
I'm going to pop two non
-alcoholic beers in the fridgethis morning.
If I get all my stuff done, I'mgoing to watch the hockey game and
have a few of those tonightwithout worrying about anything to
do with work that comes up.
For you, it might be going to get
an ice cream or treating yourselfto something, whatever it is, but
make these little games andchallenges within your days,
especially those days that aremore... of a challenge for you,
(07:16):
because that's the day where ifyou show up for yourself in your
business, that's when you reallycount it as a win.
It's easy to have a 10 out of 10day when you feel amazing,
confident, sexy, and everything'sgoing great.
It's harder on the days you'recovered in kids spit up or you
feel like you haven't slept andyou're just grinding.
So count those days as a win forwhen you show up for yourself and
(07:38):
your business and do everythingyou can to.
to play a game within the day andreward yourself for it.
I think the biggest realizationfor me over the March break with
kids at home and everyone in thehouse was sick, I couldn't do much
work -wise, but I knew like, okay,when they're napping, I have
roughly one to two hours to justget shit done.
And the biggest realization for mewas how much you can actually get
(07:59):
in a condensed timeframe when youneed to get it done.
So I guess like the challenge thatI would give you guys is, Like
look at your calendar today oryour to -do list and see what you
have on the go and try to condenseas much as possible in like one
hour timeframe and see how muchyou can get done.
And then if you get more done thanyou anticipated, just move on to
(08:22):
the next thing and you'd be amazedhow much you can get done in a
day.
For sure.
I've been doing this a lot withlike, I had these like big
daunting tasks and I'm like, okay,I just need to.
This task in my mind is like a oneweek project.
It's not a one week project.
It's just that you're
procrastinating so much and you'relazy.
So I put it in my head.
(08:42):
I'm like, hey, this is I'm going
to give myself like one hour oftotal focus on this.
And I put on like electronic housemusic or like classical focus.
Tom will sometimes call me.
He knows how to get through my
call blocker thing.
And I'll be like, what the hell
are you listening to?There you go, man.
When I hear classical music, I'mlike, what is going on in your
basement right now?I just jam the tune.
So it's like so loud.
I turn off all the lights except
(09:05):
for like what's around me.
I just lock in and do it.
But I've been able to bang out aton of these like daunting tasks
that were like weighing on me.
Like, I'm not going to lie.
They were weighing on me for likemonths where I was pushing them
off, pushing them off.
And I'm like, screw it.
And I got like three done.
in in the first start of last week
(09:25):
and then i got sick the first timeand i haven't done one since but
um you know if you can find thoselittle tips and ways to to get
that focus and get dialed in onthe day like like we say just
really shorten the time horizonyou can do this on any part of
your business and a tool i use alot is toggle which is a time
tracker so i've been tracking mybusiness for like three years now
And I went down from being like 50to 60 hours a week to like 30 to
(09:48):
40 to like, I got as low as like18 to 22, where then I felt I was
doing some damage to my businessby doing too little.
So now it's back up to sort ofthat like 30 to 40 range, but
that's 30 to 40 working mortgagebook and running a brokerage.
So it's a very healthy.
lifestyle that way.
Obviously there's going to be daysthat are like 12, 14 hours, but
those are not every single daybecause I know I can do all my
(10:11):
prospecting.
I can do all my email.
I can do all of these things inbatches and really, I know the
time it should take.
And I'm racing against myself and
I'm competing against my time.
So I'm like a Formula One driver
trying to get faster and faster atthe things I do without
sacrificing the quality becauseyou don't want to crash and wind
up off the road.
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