Welcome to All In Uncensored with Ryan and Brian.
Well, BT,
we're back and better than ever.
Yeah. We are.
I mean, everybody check this out. We, we went dark here for probably a couple 2 or 3 months. Our old podcast studio got dismantled. Mike and Dano, had to move on and do some different things. So we, moved office spaces and got this sucker set up.
Built our own studio. What do you think?
I mean, we've got, like, this burgundy leather couch Facebook Marketplace special. I mean, I feel like I need a, like, a little tumbler of bourbon and a cigar right now.
Well, that's a that's another show, but we'll do that.
The show's coming.
We got our sign up here.
Yep. Check it out.
Book shelf. We got sound dampening, microphone booms.
I mean
It is all ours now.
We can go for it now.
We have our own studio, which is rad.
Yeah. Which is inside of our office, which is even more rad.
My desk is over there. Your desk is over there. Yep. We have all this. We have lighting. You can't see it, but we got big 36 inch lights. 1 on me, 1 on him. Good guy. Oh my gosh.
Yeah. And we've got a a drop ceiling inside of this brick and concrete office space we're in. So, I mean, the sound in here is pretty amazing if you ask me.
We're not in the ship hole anymore.
No. We're not in the ship hole. So, yeah, we're excited to be back. I think we're just letting people know where we've been right now.
Well, we weren't hiding. We were building.
We were building. It's kinda like you go into your cave and you work on yourself for, like, 6 months and then reemerge something new and better version. This is version 2 point o.
Yeah. All in uncensored 2 point o?
Yes.
That's what we're going with.
That's what we're going with.
I like that.
Yeah. I mean, I can't wait to get people in here. We've already had a few people check it out, and they're excited for our space. And
We've got another seat over here that you can't see, but we'll we can zoom that out. Yep.
Ryan got us a 4 k camera. We're gonna get a gyroscope so we can actually film ourselves walking down the street if we want to.
We should do on street interviews. We will.
Yeah. I mean, we're taking this whole show to another level, guys.
It's gonna be a show, but not only just a podcast. It's gonna be everything we do. It's gonna be our daily lives. We're gonna do a lot of short content. You'll see that on YouTube, TikTok, if it's still around in a while.
I don't know about that. Yeah.
We'll see about that. Instagram, Facebook, but mainly gonna focus, I think, on YouTube and and TikTok, which is strange.
Yeah. Well, we've, pulled a lot of, millennial and Gen z people in that demographic. And folks, guess where they go to get their information?
YouTube And TikTok. And TikTok. They use those as people most people use Google for to search. They don't use Google. They use TikTok. Funny little story. I was on a plane, and, this very brand new in fact, it was his first day flight attendant. He's sitting down across from me, and he's over there. He's he's he's checking all of his seat belts and double checking and triple checking. I was like, hey, bud. What's up? He's like, oh, man. I'm just I don't know. I'm nervous. I'm excited.
It's my very first flight I've ever had, and I'm laying over in Seattle. Do you have any ideas of where I can go? And I told him, of course, like, you know, Pike Place Market and Space Needle and the waterfront, and I gave him some ideas down there. And I said, well, where do you where do you get your information? He was probably mid twenties. He goes, honestly, you know, to find out where to go and find things to see, I go to TikTok. Blew my mind.
I know, man. It's and it's like I mean, we're gonna be making some announcements. We're not gonna announce anything yet, but some people we're partnering with, one of them's a millennial. He's 24. Same thing.
He's I'm excited to have him on our team. He's excited to be on our team. Let's just talk about the interview we had with them.
Yeah. So, really and I'm not gonna go into a lot of detail until we actually get him on our show. So we're not gonna do any name dropping or anything. But this young man, you know, wanted to reach out to us and, plug into our network so that we could help him in, you know, open the doors and get introductions to other people that could potentially open up some job opportunities for him. That was the intention of the meeting.
That turned into him asking about what we did, what our business was all about, which turned into
Brian even had a job lined up for him. Like Oh, yeah. Brian reached out to one of his friends, said, hey. I've got this super excited 24 year old, wants to come on board, doesn't you know, is unemployed right now because he he got out of the business he was in and is looking for new opportunities. And Brian had a job opportunity lined up for him to go interview.
And, we met him at a coffee shop and he asked if he could come up and see our office. And about, what, hour and a half, 2 hours later, maybe even longer, he's he's said This is what I want. You guys are what I want.
Yeah. You guys are what I want.
Energy is what I want, your culture, everything about it. So he is gonna go, he's gonna go into training starting next week.
Yeah. So a little a little plug on this. We have a program with one of our wholesale partners, United Wholesale Mortgage. It's called Broker X. So people brand new to the industry, we will pay for them to go through the 4 weeks of online training.
They will get their license, and then they UWM will fly them out there for a week of, additional sales training where they do 1 on 1, role playing with, like, sales calls and different things like that. So it's almost like a turnkey. Hey. If you're if you are good with people and you want a career, with unlimited potential and you wanna join an amazing team who who's excited about what we're doing, give us a shout. I mean, we've mentioned this in the in past, podcast shows about attracting the right people to our business, and it happened organically with this kid.
Well, it's happened organically with our whole team so far.
Yeah. It has.
It's been pretty exciting.
Yeah. I can't wait to unveil these announcements coming up here, but
we're in
due time.
We'll have 8 people on our team Yes. And we weren't looking to expand.
Yeah. I mean, there's a whole yeah. I mean, Ryan and I fell into another partnership, which we'll announce when we get this person on our show. But what we're doing with our tech stack and AI is, like, at the forefront of our industry right now. Like, we're we're thinking of stuff people aren't even aware of and implementing it. And it's just it's just it's blowing my mind right now.
And the great thing about how it's all happened is you and I just get each other excited. We met our business partner, our other business partner, because we're excited. He has the same vision of what we want to do growth wise and long term and brought him on board. He's we're gonna be equal business partners in everything. We all bring something different to the table.
But moving beyond that, everything that we've envisioned we're gonna do, we just happen to meet the right people. We weren't even looking.
That goes to the law of attraction. Like, we're putting really good energy and positivity out there, And, you know, we've developed this vision for ourself, and we've we've tried so many things, guys. We've tried, you know, good vibes, squad, lead gen, that didn't pan out for us. Then we tried another lead gen thing that didn't pan out for us. We've been continuing to fail forward, and I think that's a really strong message here.
You know, we're we're what? A year and a half into, hey. We're gonna do a podcast show and do lead generation. So we're we've invested 18 months of our time, and who knows how much money. I I don't dare count it at this point.
I don't wanna. It's been a bunch.
But we're continuing to move towards that goal and that target. And as we've, failed, we've learned all these new things that have opened up more doors of opportunity for us. So it's like, oh my gosh. Our our horizons are expanding with us. And it's that's what's blowing my mind.
Like, it went from the seed of an idea to now we've actually taken action, and we actually have systems built out right now. And now we're in the process of finalizing systems and then the refinement of those systems to where We
had a super exciting meeting yesterday, with one of our guys that's helping us with our CRM, and it blew my mind. And on the call, he's just super excited, which is great.
Yeah. He he just he was attracted to our excitement.
Right. He he really was. And the stuff that he's already that he just showed us, he goes, if you're excited about this, wait until I really show you what the system can do. You know, this system's gonna talk to this system, which will talk to this system, and everything will just be integrated Yes. And, work seamlessly, which ultimately will give our clients a better experience.
Yep. And here's what Ryan and I are gonna do in the spirit of collaboration. So after we get our proof of concept, we we have no problem sharing what we did with people. And, hey, this is what we did to build out this tech stack, because it's all about collaborating and helping each other get better. And by doing so, it's interesting though because we've as we're doing this and sharing these ideas with other like minded people, it's attracting the right people to us.
That's what's really blowing my mind.
That's the biggest thing that I've I know. That I've noticed too. Just the the people that we've attracted into our lives that can that they get excited about our energy, and we get excited about their energy, and we just go on and on.
Like, they're excited to help us because they get to really put their thing to work with us, which will only help them, but they're really helping us. So it's like the synergistic relationship that just
I mean, our website, it's up. It's live.
It's All in mortgage brokers dot com. Check it out.
It's very basic right now, but it looks really good in my opinion. But the things that we have on the horizon that we're gonna add to that are gonna help tremendously. And, shoot, 6 months ago, these are things we didn't even know existed.
Yeah. Everybody is talking about SEO. Do you know about AIO? AI optimization? Yeah. That's gonna be part of what we're building with this, you know, this partner that we have. And, I mean, it's just gonna be insane. I can't wait to just blab about it and, like, spill the beans and spill the what's what's the new kitschy word that the kids are using? Which one? What's what's the tea? I know
that one. Yeah. They change it every week.
I've got all the tea. We've got all the tea on this.
Now that my son moved out of the house, I don't get all the slang words, and he'll he'll text me, and he'll be like, something. And I'm like, what the hell does that mean now? I was like, dad, you're so old.
Your son's got all the tea.
I'll make sure he watches this.
So with my 12 year old niece, I looked up a bunch of words, and I go, do you know what this means? And this means she goes, how do you know those words? I'm excited. Let's, see how this recording works out.
Well, I'm super excited. We've been on a journey for 18 months, and we get to these we have these highs, and we have these lows. And I think that's just life in general. Right? But we have these highs where we're working on something. We're building towards something. And then we'll hit a we'll hit what feels to be a brick wall. And we feel like
Oh, dude.
One step forward, 2 steps back. But then overall, in the grand scheme of things, if you look at what we've built in the last 18 months and what we have currently rolling out right now, it's it's amazing to see the steps that we've taken, and it's fun.
And to our realtor partners out there, I know we've talked a lot about, I here's the here's the reality of what we're doing. We are going to be top of funnel with all the leads, and we will be driving leads to you. Like, with what we're doing, we're gonna know these people ready to buy homes before you even know who they are. And realtors are gonna wanna partner with us because we are gonna have all of this data and this AI and all of these systems talking to each other and funneling these people down with all these automations where the realtors can start participating with us and, you know, really driving a ton more business their way. I'm really excited about that part of it.
Because I felt like for the longest time, this industry has been setting coffee appointments with real estate agents, which there's nothing wrong with doing that. But you realtors know as soon as a lender, hey, let's go get coffee. Let let me let me buy you coffee. Let me see let's see what we can do to help each other.
You know you're in for a 30 minute to an hour meeting of smoke being blown up your ass. Yeah. That's pretty much You just called it out. Pretty much sums it up.
Yeah. Oh, yeah. Hey. Check out I can help you with these open house flyers. You know?
I answered my phone. We have the lowest rates. We have this. We have that.
Yeah. In house underwriting. Hey. Hey.
Look. We all pretty much have the same stuff. We're all in the lending industry. Whether you're in banking, in retail, or in wholesale like we are now, it's still loans.
The script has been flipped, though. Retail, for the longest time, dominated the tech space in the mortgage industry. That script has changed.
Well, they had the money. After the after the, 2008 blow up, wholesale all but went under. Yeah. Like, it was almost gone, extinct. And then when technology really started to come into play and these bigger wholesale companies like UWM, who we work with, the amount of money that Matt Espia spends on his tech stack and helping us as loan officers be better for the clients overall, it's I believe it's surpassed retail because
Yeah. So at a time, here in this, what we call this latest, round last 2 years or plus years of high rates, we've been in a high rate environment relatively speaking, a lot of the retailers have had to make cuts and pull money back because they were over leveraged. So while this has been happening, the broker channel and the wholesale channel have been gobbling up market share. We went from, like, 13% of the market to now, what, 30 some percent?
I think it's close to 30. I think it's high twenties.
Yeah. High twenties low.
Percent of loan officers that work for either bank retail or wholesale. Wholesale is now almost 30% of all loan officers.
Yes. Are on
the wholesale market where
And and I think couple years ago was 13. I think over the next 2 years, we're gonna see that probably get more to a level of, like, 5050. And so there's a huge opportunity for you retailers to come and talk to us about better, faster, cheaper. That's all I'm gonna say about that. But no.
Matt has had he's while everybody else has been cutting and trying to save money, he's been spending money. Everybody's been laying people off. He's been hiring people. He's expecting the next refi wave. Everybody's been pulling back on their investment in tech.
He's been doubling down on his investment in tech. So as we've seen all of this unfold, the stuff when we always use United Wholesale as an example because they're the the biggest kid on the block in the wholesale channel, but they also have some of the most amazing tech I've ever seen in the mortgage industry.
But not only tech. Like, they are so into making the loan officer better. For example, they fly us out.
Yeah. They invest in us.
They fly us out to Detroit. They want you there. Excuse me. They want us to come out a minimum of 3 times a year. Three times a year, they're paying for a flight, and they're paying for a hotel, and we do usually 2 day classes.
For the
most part. And they feed us for the most part. Yeah. Yeah.
Because we get the complimentary breakfast at the hotel. They feed us lunch. They take us out to dinner.
And I've up until this point, I've never been a big fan of going to these classes. I've been to so many seminars and Rah Rah sessions? Yeah. I mean, you go there. You don't take anything away.
No. All they do is amp you up
for a couple days, and that goes away.
Yeah.
When you go to UWM, you you take so many things away. You have to limit your takeaways to focus on just a couple.
Yep. Because what they like to say is you take 2 or 3 things out of that stay there that you can implement immediately into your business and another 2 or 3 things that you work toward implementing. You know, that's how the idea of this podcast came to pass, how us, really diving down the AI rabbit hole and leveraging AI for our business and what the future of that looks like. If you're an early adopter of AI and implementing that into your business, you're gonna be a big winner.
And when he's talking about AI, we're not just talking about going on chat GPT and saying,
give me a prompt for a Facebook post.
X y yeah. Yeah. No. Instead using that, that's a great example.
I'll just give you I'm I'm gonna give you guys a freebie here. Okay? So I'm working with my coach right now who he himself is having to do this with AI technology within his coaching. But he's running a program where he's using Microsoft Copilot, which takes a large language model of chat g d p t, but it also has a closed loop work only flow. So it's not all published online.
So if you have, like, proprietary information, it stays within the context of your organization. Uploading call scripts, phone recordings, stuff that you do in your CRM emails, and that AI takes all that large data, and it creates a training AI training bot, if you will, so that you can help train new hires with call scripts and role playing. So we're actually in the process of doing this ourselves where we're gonna be training AI to be able to train our new hires with interactive role playing with a sales call, with a loan scenario, with all these different things, like stuff that we would normally have to take time out of our day to do. Nope. We're gonna upload this data.
We're gonna tweak our our little, Copilot model to do this for us, and that's gonna be our trainer.
We take time out of our day to do it once. We use all those systems to integrate that into something that can help multiple people over and over and over.
Here's another one. Using chat g t chat g p t and, some of that larger model, you can actually upload a picture and just say, please describe this picture to me. So chatgpt will describe that picture. Then you can take that picture, turn this picture into a logo, turn your description into a logo. Now you've just created your own logo.
Sorry, graphic artists. You might be be be put out of work with with this kind of thing now. But but when you start talking about, speed and scalability of, like, we wanna create landing pages with some branded content, This is what we're talking about, utilizing and leveraging. Then getting really crazy, teaching our own AI to how to do conversational SMS and text. I mean, this is all, like, part of our bigger vision and plan.
And this and we're just scratching the surface of how we're leveraging AI within the context of our business. Yep. And it's gonna be insane, dude.
Well, in wrapping this up Yeah. Because we
don't wanna keep on waiting.
Too many things. Brian's gotta jump on a meeting.
Well, you do too.
Oh, yeah. 1 o'clock.
What time is it? 12:45. We're good. Okay.
We're back. We're gonna re record long form, short form, and we have the studio. If you have ambitions to come in and record yourself, we've got all the lighting. We've got the microphones. We've got the camera. Yeah. Our office is open. That's nice. Us know. We'll we'll help you edit it. We'll help you get it out to your social medias and whatever.
Yeah. Specifically, real estate agents, we want you in here, leveraging our studio space, and we will help you do edits to create short form content. And, actually, some of the AI here's another example of AI we're using. So Opus AI and then even Riverside, we'll be able to edit down a 20 minute recording session with you. It'll give you the 99% most likely 32nd clip that will go viral for this whatever topic matter you decide.
And so then we can help you create viral content. This is what we're doing, and we're gonna have you guys in here in our studio.
Help you bid we wanna help you build your business.
You'll be in the closest corner with Ryan and Brian.
Yeah. We're we're working on a sign for that. Yeah. But, anyway, thanks for tuning in. Stay tuned for next show. And, peace out.
It's another great day.
It's another great day.
Here comes the boom.