Welcome to the mortgage game. I truly, truly believe that building a mortgage business, a successful one, is like playing a game. There's winners, there's losers, there's certain things you try. Some of us are playing checkers while others are playing chess. I've had the ability to coach and mentor hundreds of mortgage brokers. I myself built a very nice business.
So now I want to distill all that information, all the things I've learned from that and bring it directly to you in a simple to understand way. I hope you enjoy. All right, right, welcome to the Mortgage Game Podcast, West Coast Wiley in the house. Here we go. I'm in my recording studio. If I'm not driving, I'm here at the beach. As you can see, being around water just, I don't know, does it for me. That's part of the reason we moved to Kelowna. Love it here.
So now you get to see this is my recording studio. Could it be better? Hell yeah. But I just know I wouldn't do it. I'm already in my office all the time. I'm already hanging out there more than I probably should. And I like to get out and about. And so this gets me out. And this podcast is brought to you by Americano. Can't show you. There's no image on there. Can't be sued. People do funny things. things.
Okay. So today we're going to talk about, I'm going to simplify, you know, I read a lot of books on marketing. Most of the books I read are on marketing. Most of my time and energy is spent just checking out marketing stuff. That's my hobby. I used to play fantasy football all the time. That used to be my hobby. And then I got kids and I realized, oh my God, I can't do this. I need to focus on the family and my business. And then, so now I turn any of that downtime I have to marketing.
And so I'm going to share some principles I've learned and it's stuff that has anchored all my mortgage business. It anchored my current businesses now. And it's just, man, we're confusing the F out of everything. And I'm talking to you, mortgage brokers. And so I'm going to go over the two ways to make money as a mortgage broker. And I'm going to go over three ways to get leads. And it's way simpler than you think. We can complicate it. Complicated is easy. Simple is hard.
That's like my running mantra. So everything I do, I'm like, man, we got to simplify this. We were writing an email yesterday in our, in our business and we're writing out and I'm like, people get emails with like paragraphs of instructions for all these things. So we have a bunch of people join in the mortgage team and we're onboarding them. And then it's just like, wow. It's like all these emails. It's like, no, no, no. Let's simplify it. So four simple steps. Boom, boom, boom. And guess what?
People don't even follow the steps. So what were they going to do when they had blah? So you sending clients emails talking about all the steps they need about their mortgage. And it's just paragraphs.
And a lot of you love to just write stuff over and over and so much content and so much content in emails i stop reading i look for the bolded points like are there bolded points i can get in here dustin woodhouse used to do this i loved this is way back when but he would come out with a blog post he'd have like the simple like give me my thing in one minute and they'd have you want more information on it then carry on and read this version because
there's a lot of us that operate on the simple stuff that don't need to know how the sausage is made and we need a couple talking points and my brain starts going i'm like boom don't need your opinion on it i've got my own um that's cool and then there's other people that really appreciate and the understanding of everything and so i'm'm just saying, be careful. That's not what this podcast is about, but just be careful. Before I get into that, next week we have our virtual renewal bootcamp.
So this is a smaller version of the one we went to Toronto, Vancouver, Edmonton on. We're going to teach. I was talking to a broker the other day who's been in the game 15 years. He's like, ah, Ryan, do I really need to learn this stuff? It's one of those things you can't teach an old dog new tricks. I'm like, do you know these two strategies we're teaching on? He's like, not really.
I'm like, so you could have a client sitting in front of you or you could apply one of these strategies and you could save them $12,000 and secure the deal for you. Or even if you were already getting the deal, you would save them $12,000. And you don't want to know that strategy. Like, how the fuck does that make sense? That's what I said to him. He's like, well, I was just, I'm getting lazy. And I just, you know, and it's one of those people, they think they know everything.
They think they know everything. And so they don't need to go, they don't want to up their game. And that's a big downside of this industry is we're not forced to up our game. Every other industry, financial service industry, we are forced to up our game. Here we're forced to take bullshit courses to say we're a mortgage broker. Hey, we're a mortgage broker now.
And it's just like, Jack, Jack, you're just like going through that 45 minute thing, like bong, bong, bong, bong, bong, bong, bong, bong, bong, bong. And a lot of it, you know, some of it you don't, but it's nothing that makes you better that saves your clients money, right? Financial advisors go through this. Realtors have this. Realtors have to, they have negotiating courses they have to take. Like we don't have that. We don't have any of this stuff.
So it's on you to up your game and you should have three, four, five, 10 strategies in your tool belt. They don't all work at the same time. But there's certain scenarios where when you ask the right, should I have your 10 questions you ask? And if they check off the list, like, hey, this question, this question, this question, this question, got this, got that. Okay, well, this strategy applies. Now it's a matter of, do I want to actually use that strategy? How do I present the strategy to you?
Do you want to go down that path? But I need to present myself as an expert. I'm not an expert mortgage broker. Once again, this is not what the podcast is about. But if I'm an expert mortgage broker, and I'm sitting there going, I've access to 20 lenders and a, I don't get the best rate anymore. And even if I did, well, that doesn't make you an expert that just makes it, you have access to lower rates. You're not an expert.
So, and if it's my thing is, oh, I'm going to teach you about IRD penalties and prepayment privileges and bona fide sales clause like that's not enough kids like that's brokering seven to ten years ago where you could get away with that shit now it's like what do you do like what why would i work with you i had a soccer dad um reach out to me and he's like well we'll get into that story after but the short part of it because it's part of the podcast,
the short part of it is, Ryan, like the stuff you told me in five minutes at the soccer pitch, I've worked with mortgage and I know the mortgage brokers he's worked with. And he's like, they didn't say any of this stuff. And I'm like, yeah, because I'm an expert. That's what I do. I've leveled up my game. And so I'm saying, if you want to learn these two things, $149, two hours of your life, come and check it out. There's no way you won't close a couple more deals a year with the strategies.
So if you're interested, go to IamRyanWiley.com. IamRyanWiley.com. Click on Renewal Bootcamp. You can use it for purchase and refi. We just call it Renewal Bootcamp. So it's a buzzword right now. And sign $149. up, If you're a Strategy Hub you member, get it for elite, free. As you know you get a lot that, of stuff for free. If you're a pro member, you get it for $49. so come on in. Okay, The water's warm. That's it on that.
Let's carry on to what I was talking about, the two ways to make money as a mortgage broker and the three ways to get leads. Before we do, this podcast is brought to you by America. They're going to have a lot of advertisements today because I haven't had that yet. And we're on camera, right? So if you want to check this out, I don't know where we'll put this yet, but probably YouTube and slicing and dicing. Okay, so I'm going to break down some fundamentals.
And these are like, I didn't come up with this stuff. This is stuff I've taken from other people who have made a lot of money marketing and a lot of different industries. And I just take it distilled it down into stuff that works for me. And in turn, stuff that works for agents I coach, for you listening. So take what you will from it. But the concept, this is all you need to know. So there's two ways to make money as a mortgage broker.
You either get more clients or you get more business from those those clients. Like as an example, let's say you're a store, you're a restaurant. The only way to make money is to get more people to come in. you're a you're store, a restaurant. The only way to make money is to get more people to come in. Right? So instead of 10 people a day coming you get 20 people a day, in, or you get the 10 people who are coming in to up their average check from 10 to $20.
We have a smaller opportunity as a mortgage broker to get more money from And people. I'm gonna walk you through it. There's two parts. I'm gonna break down the three ways you get leads. So one of the ways that we can get more money, and I'm not saying more money from people, more mortgage volume, okay? They're not giving us money. So more mortgage volume can come like this. Someone comes to you and they, and this is stuff you have to figure out. This stuff I figured out in my career.
I'm sharing with you. This is like, we're giving you a blueprint to just like bypass a bunch of years of shit. Someone comes to you and they're like, hey, Ryan, I want to sell my home and buy one. Can you get me a mortgage? Perfect. I'm going to map that out for you. I'm going to map out selling your home, paying out your mortgage. Maybe we poured it. Maybe we don't. You're going to have your realtor fees, your exit costs, and you're going to have this money left over.
We're going to shift that money over here and I'm going to show you what you're qualified You're for. going to have your realtor your exit fees, and you're costs, going to have this money left We're over. going to shift that money over And I'm here. going to show you what you're qualified for. I'm going to build that. I'm going to build out that scenario for you. And I'm going to make a custom video, a custom proposal, walking you through that all.
But behind the scenes, I'm also going to go, hey, what if we didn't take the 500K that you had sitting here and bring that over here and put that all into the new home. What if we left 150 out and bought an investment property? What if we did that? What if we did something else with the 150?
For my scenario, I'm going to go, what if we bought a $400,000, $500,000 rental, put 25% down, we attach a HELOC to it right away, we get access to 5% right away on that, that helps cover expenses or incidentals or unknown costs when we set it up that way. And now, of course, your carrying costs on the principal residence can be a little bit higher because we're keeping $150 back or $125 back or whatever we're doing.
But I'm going to build that scenario and I'm going to show you if we sold that home and appreciated a 2-3% per year, very minimal. And we pay it all over extra costs. We even pay capital gains. In 12 years, I'm going to show you how you can be mortgage-free. I did this over and over again. So that's a way to get more mortgage volume out of one client. Client came to you saying, I want one mortgage here. And I said, what if we go get you another one as well?
Because we're going to get where you want to go faster. Okay, so that's one way of doing that. Are there other ways of doing that? Yeah, heck yeah. It's how you're positioning things to people. And so every time someone comes to you as a client, you can take their order and go, yep, 10% down, okay, got it, blah, blah, blah. Or you can present these opportunities to them.
We're showing them tax savings, we're showing them debt restructure where you're showing them debt restructure, where you're showing them other opportunities, which in turn will get them to buy more real estate at some point. You're setting them up for future success. Okay. So, but that's really far and few between. There's only so many opportunities there where you can squeeze out more business from that person. That person could refer you business, but that's not what I'm talking about.
I'm talking about that person came to you looking for a half million dollar mortgage. How do we get them more money? How do we get a bigger mortgage? Far and few between. There's only so many people that A, qualify. B, can wrap their head around. C, it actually makes sense for them to do that. Okay. So the other side of that is how do you get more people in the restaurant? Right. So that's really the one that you control a lot of. How do you get the average check size up in a restaurant?
Here and there, you can get that. Offering the gravy. Do you want to upgrade here instead of a single on your drink? Do you want a double? It's $1.99 more. Do you want gravy with those fries? Do you want whatever that is? Hey, I wouldn't recommend that. Doesn't go well with that. How about this? That experience. But in the mortgage world, there's only so much. So now the question becomes, the only way I make money is if I get more people in the restaurant, for the most part.
I can squeeze out more opportunities, but for the most part, I need to get people in the restaurant. And this is where the majority of you are failing, because you're not getting enough people in the restaurant. And I'm going to tell you the three ways to get people in the restaurant. You have to decide what you want to do.
If your business is not where it needs to be right now, not where you thought it would be, not where it needs to be for you to keep on this career or to feed your family, or like if you're behind and you don't even know if you want to do this anymore, you're completely stressed out, your volumes have, you know, jumped down 50%, 75%, whatever, because not enough people know what you do. That's it. That one statement, not enough people know what you do.
Okay, this podcast brought to you by americano it's a hot one today inside the the americano and outside don't know why i have a hoodie on that's okay okay i'm not gonna take it off so here's what we do now if we if we've determined that not enough people know what i do there's no other reason there's no other reason. There's no other reason. I know dum-dums in this industry that make a million dollars a year. Complete dum-dums. They don't understand all the lender guidelines. You don't have to.
They don't know all the mortgage stuff out there. They don't know how to underwrite every single file in every single way. They don't know how to dowrite every single file in every single They don't know how to do any way. of that. But guess what? They are really good at getting people to know who they are. They're really good at doing consistent, basic things every day.
And there's sort of I a, don't know what you'd call it, but there's a nice, I don't know how to say this, but because they're not super smart, their brain shuts off and they just keep doing the basic things like, oh, I'm just going to go do this today. But it works and it keeps bringing a business and everyone else is dancing around trying to think there's like some secret thing to do, but there's not. And so once they figure that out, you'll be better off.
And so I'm going to share with you three ways to get people into the restaurant. And then you have to decide which journey you want to go on for that. So number one, to get people in the restaurant, to get people to know what you do for a living. How do you get more eyeballs on your business? There's only three ways. You have to pick which one you're going to do. You can do a combination. Sure. You can run ads. Okay. Do you want to run ads? to run ads? Do you want to run ads for mortgage leads?
Do you want to run? That's expensive. That's a whole nother science there, but I'm just going to go over these three ways and we'll break them down and we'll go deeper on a couple of them. You can run ads. You can make a lot of content. Make content about stuff. All the things you do. Being a mortgage broker, what you do. Number three, one-to-one conversations. That's it. No other way, three ways to get business.
The one-to-one conversations could be one-to-one with a referral partner, which in turn will hopefully refer you business, but you need to have that one-on-one conversation with them, right? So to repeat, two ways to make money. One, more customers, more clients. Number two, get those clients to ask for more money. That's hard to do. Certain situations, it's not for everybody. Doesn't make sense for a lot of people. So we divert back to 90% of the time, it is get more clients.
Only way to make money in this business, get more clients, right? So as soon as you wrap your head around this, you should be like, okay, Ryan, get more clients, check. Now, how do I get more clients? Run ads, make a lot of content about stuff, or one-on-one conversations. That's it. Three ways. Pick your way. Ads are pretty much off the table for majority of you. So now we go into the others. Content. So talk to a lot of brokers. And first thing I ask is this.
This podcast brought to you by Americano. I told you there's going to be a lot of And brokers. first thing I ask is this podcast this, brought to you by Americano. I told you there's going to be a lot of this stuff. How's the lead pipeline? What's the number one problem? What's the number one problem? It's always leads, leads, leads, leads, leads, leads, leads. And it's not, I'm not saying qualify. I'm just going leads, leads, leads.
People who want to book a call with me to talk about mortgages, that's considered a lead. Okay. Biggest problem people have. Perfect. So we've identified the biggest problem in your business right now. It's not my client journey. That could still be a problem. It's not, I don't understand the mortgage products. That could still be a problem. It's not, I don't send out a lot of emails. That could be a problem, but that's not the biggest problem. The biggest problem is leads, right?
Without leads, nothing else matters. Nothing else matters. I forget who sings that. It's either a band or Shanae O'Connor, but I'm butchering both of those, I believe. Okay. So now that we know that, I So now that we know what do we do? believe. Okay. I asked these brokers, that, Well, okay. what are you doing for the first four hours of your day?
Like if you don't have leads, three, if you're pipeline, if you have the business going on three, four hours a day, and I'm just throwing that out there, it should be even more, but many hours of your day should be about doing what? Either running ads, which we've already already said no. So that's either creating content or having one-on-one conversations or a combo of both.
The goal, like I'm trying to really break down your mindset here for a lot of you because you think there's like this magic pill. A lot of people do out there. There's a magic course you can take. There's a magic course you can take. There's a magic thing you can do that just people are like, ah, can you do my mortgage? I saw a reel of you. Can you do my mortgage? Like, right? Like you post postcards three times a week on Instagram. Can, will you do my mortgage? Like, it doesn't happen that way.
But it could. Here's the thing. Content, content, content. So Gary V, how do you know he's one of my favorite guys on social? He's like, man, the simplest business model out there is you make 5, 8, 10 videos and piece of content a day for your business, and you fire it out on the platforms, and you just keep doing that and you never stop until you have too much business. It's like the algorithm will work in your favor.
People will start commenting and liking you will find your people and he goes, what is the content you do talk about what you do in a day, talk about stuff like that doesn't have to be this buttoned up. Hey, so fixed first variable. Fixed is when your payment doesn't change. And variable is like, ah, so much that's overdone now. Pick up, much like I do. A lot of the stuff you see me do, it's I'm driving. I'm here in the car. I'm downstairs. I'm walking around. I'm in the kitchen. I'm cooking.
I'm just like talking about things coming in my head. I'm like, yeah, I have this client. Blah, blah, blah. They came to me and they didn't realize they need a bridge loan. So like, what's a bridge loan? And I was like, started to explain to them, you need that money to cover this, to cover that. But the lender you're with doesn't offer a bridge loan. So unfortunately, you didn't know that when you signed that paperwork. But now here we are. The good news is I can hook you up.
I can hook you up with a lender that will get that bridge loan. And I'll walk you through it. And we'll actually include all the costs, the carrying costs. I'll work at a daily per diem on it and include it in your budget. So you'll know going in and there'll be enough money to close and you want zero stress. How does that sound? Right? So that's a client I talked to. They just didn't know. Boom. That's a video right there. What I just made. That is a video right there. And you fire it off.
And so Gary V is like, just throw these out. And he's probably the biggest creator of content out there. And in all the industries, all the people that have taken his information and trained and coached with him, like they've went off to do very good things. And so this isn't just me saying it, because I do it to some degree, but we're going to be ramping that up. So I realized just make content over and over. You either have one-on-one conversations or you make content.
You have no other option. You have zero option. And emailing someone is not a conversation. Right? DMs, texts, phone calls, in person, those are conversations. You need the email part. Because that opens up the door for conversations. I have to open up the window, by the way, because it's getting hot in here. There you go. That's what happens when you wear a hoodie, and now it's like 25 out or something. It doesn't make sense sometimes what I'm doing here.
This podcast is brought to you by Hot Americano. so we've already determined Okay, that to make more money in your you need business, Hot clients. Okay. Bye. Americano. So we've already determined that to make more money in your business, you need clients. We've already determined there's only three ways to get clients. Ads, one-on-one. Ads, one-on-one, or content. Cut out ads. Now it's either content or talk to people one-on-one. Okay. So now you go, okay, I will tell you this.
I do a combination of both, right? The content, I will spend an hour to an hour and a half a day doing content. And you're like, but I need to be working my business. But do you? Really? What are you doing? I thought you needed business. I thought you needed deals. Then wake up earlier. Go to bed later. Stop watching Stop TV. doing fantasy freaking football. Stop your co-ed slow pitch team. Right? Do whatever it is. Cut it off. If you're getting serious about your business, what do you do?
So content and that. So there's no reason that, and I talked, Hey, have you opened five people a day? Yeah, I did. And then I kind of stopped. Why'd you stop? Like, there's no way it doesn't work, but then we're onto something else. And so this is on you. The reason your business is where it is, is first off, people don't know who don't know who you are. They don't. And that's your fault. That's no one else's fault. It's not social media. It's not your team lead. It's not your broker owner.
It's not your network. It's not your spouse, your friends. You have kids in the house. You have figured out, you know how many times I've went into, and this goes back to my mortgage career. Kids are in the house. Oh, it's 11. How many calls I took in my truck, either the heat on because it's wintertime or the air conditioning on because it's summertime, be in parking lots. I've been taking calls. Hustle, hustle. We got soft. Everyone's gotten soft. You are too soft.
Your business, no one knows who you are. Didn't want to go down this road. I wanted to more keep it light and fluffy. And that's what we're going to go back to here. But you have to determine, right? And the one-on-one, that can mean many things. That could mean you're networking, getting out. That could be, once again, calling people. Once again, texting people every day. Once again, sending DMs.
Like, does everybody on Instagram, Facebook, LinkedIn that you're connected to, do they know who you are and what you do? And did you remind them of it? They're already connected to you. So they kind of know who you are, if not really know who you are, but go remind them. That's all you should be doing is reminding people what you do for a living, right? Over and over again. And it's not like you're the only person doing this.
They're getting hit from 18 different ways on a bunch of different things. So it's not like, oh, there's Ryan again, telling me stuff everywhere you go over the past couple months, probably three months, me just being hanging out soccer field with soccer parents. People have come up to me and they're like, we'd start getting in conversations. And I always ask people, what do you do for a living? Right. I always lead that question of what do you do for a living? Because it opens them up to go,
well, what do you do? And I go, I was a mortgage broker for a long time. And now I coach mortgage brokers on how to run a business. And I have my own team now of coaching people. And they're like, oh, that's so cool. Hey, what about our scenario? And I go, yeah, I do this, this, this, this. Just yesterday, referred out, I was talking to you about, I got a call. He's like, man, what you told me in five minutes, my mortgage broker, who I told you I know, didn't tell me any of that.
And I'm like, yeah, this is how you should structure it. This will make you mortgage free 10 years faster. And you're buying a mortgage or they're turning their home into a rental. And they want to buy another principal residence. And I'm like, just use the cash damming strategy. Boom, boom. This is how the cycle of how it works. It's like you blew my freaking mind, man. Can you do our mortgage? I said, no, I don't do mortgages anymore.
And this would have been probably $20,000 in mortgages, if not a little more. Oh, no, more than that. Sorry. Yeah, more than that. Two or 2 million mortgages. Yeah, let's call it that. Anyways, $20,000. And I referred that out. So I'm like, yeah, talk to this guy. He's a rock star out. He'll take care of you. Boom, boom, boom. Did that three other times just from talking to people one-on-one at soccer. And they're like, Hey, my morning. Hey. And I'm like, yeah, I referred them out.
And all three of them are working on deals. That's five deals in the last three months of me just talking to people. Right. But here's the thing I have up my sleeve. I have different strategies that I use. So when I have a conversation with someone, I can take, I can start asking different questions because I've leveled up my game and I've learned questions to ask. Like, did you think of this? No. Okay. Did you think of that? No. Okay. That's interesting. Well, what didn't you like about that?
Right? I'm having one-on-one conversations. So I'm not even a mortgage broker and I'm getting mortgage leads, but I'm out there. I'm out there talking to people. Everyone in your daily, everyone should know what you do. Do you wear a shirt, a hat, a hoodie, a golf shirt, a jacket that is branded to you? If not, why? I don't get that. I've never understood why you wouldn't wear that.
Do you think it's cheesy? Would you rather just wear a suit where you look like a penguin and you look like same as everyone else? And then I do mortgages, right? Have your brand there because people will ask you. I was sitting with this hat. Actually, no, not this hat. I had this on a hoodie and I was sitting at a brew pub with my wife this summer. And the guy beside me is like, hey, you have a podcast? And I'm like, yeah. He's like, what's it? I go, it's about mortgages and mortgage brokers.
He's like, I have a mortgage. I'm like, I'm not a practicing broker anymore. He's like, ah, he's like, I've asked you a couple questions anyways. I'm like, sure. But the hoodie got it, right? And so I got into it. Couldn't help that guy. There was something I just helped him answer Couldn't help that it. There was something, guy. I just helped him answer questions, but it opens up conversations. This is stuff like this one-on-one stuff. You need to be proud of what you do.
And if you're not, get out. This is only for the serious, this industry. It's not dip your toe in, it's go all in. Ooh, that rhymes. It's not dip your toe in, it's go all in. Maybe it doesn't rhyme. I'm not sure. I'm not a music but you get and guy, then it's not dip it.
your So, toe in it's go all in uh maybe it doesn't rhyme i'm not sure not a music guy but you get it so and then it's content like and i know a lot of you are trying social media and then you stop and a lot of you are saying it doesn't work which is complete bullshit and a lot of you are saying like and it's as easy as picking up your phone so i'm not here to give you systems and processes exactly you have to go figure out a lot of this. As I tell everyone, I coach and train. I'm the lighthouse.
I'm this big light, but you're the tugboat. You're zigzagging to try to get to me, but you just keep following the light. Keep listening to podcasts, keep coming into the training, keep, you know, sign up and doing what we're doing. But I can't give you the, Oh, here, let me sit beside you and touch this button and click over And some of here. you need And some of that. you don't give you let the, me Oh, sit here, beside you and touch this button and click over here. And some of you need that.
And some of you don't, you're just taking a, yeah, I got it. Yeah. Yeah. Right. Stop talking. I'm going to go, I'm going to go with this version of it. Right. But I want you to start wrapping your head around what you need to do in a day. And it's not like, there's so much, if I look to your calendar and I usually do, let's cut out this, this, this, this, this, and let's go have one-on-one conversations or make content. What do I say? I don't know. Turn your camera on.
Start talking about your day. Fire it out. Right? Good things will happen. Do that five times a day. Reels, on Meta, Instagram, Facebook, together out, on LinkedIn, if you think your avatars are on there, fire it out on those three platforms. Some people love TikTok. I don't like TikTok that much. It's too wide, but a lot more people are going on TikTok. So it might make more sense. It doesn't matter. Just do all the time.
And if you're not comfortable on camera, well, I don't know what to tell you. You're going to have to get comfortable on camera. It's like, you're going to have to up your game. It's like telling someone who plays hockey. Well, like a kid, we're moving in from non-contact hitting at a certain age to contact. I don't like contact because that's where we're going right now. Oh, that's a good analogy. It's where we're going as an industry.
You need to be comfortable on video because you need more eyeballs on what you do. And so with your, your client journey with videos, with your custom proposals with videos to help save your time, instead of all these calls back and forth to clients, and then your social media to build a brand on social, you need to be on video. So are you the kid that likes the non-contact hockey yet? The only other hockey to play now is contact. And you're like, I don't like it.
Well, you're going to have to freaking stop playing hockey then. Go play another sport or start learning how to hit right, how to absorb a hit, how to give a hit, where to find the comfort spots on the ice, right? Where to like keep your head on a swivel, where to recognize when someone's coming in, where to not take a pass or how to pass the puck someone so they don't get hit. Like this is skill set you need to learn how to be comfortable on camera. Right. Something you have to do.
And then the one-to-one stuff is like all around you every day. You should be talking to people about mortgages. And so I'm getting texts now. Should we talk to people about getting mortgages? That's it. Should be looking around, talking to people? And if you're sitting in your office and that's it, then you only have one option. You have, well, a couple options. Jump on the phone, you text people, you DM people. Why aren't you DMing 20 people a day? Hey, I'm checking in. Here's a video.
This is what I do for a living. How's it going? And they go, that's awesome. Great. Yeah, yeah, we're great. And then you follow up a week later. Hey, Bank Canada just made the announcement. Did that impact you at all? Just checking. Do you want some information? You want me to crunch some numbers? Okay, perfect. Sounds good. Boom, boom, boom. And you're just staying in touch. Because I keep going back to what else are you doing? Right? So hopefully this helps.
Man, this is longer than I hoped it would be. Like, I really want these to be 15 minutes, but they seem to be going longer. And the reason they're going longer is this. It's your fault. Because I'm having these conversations and seeing things behind the scenes with mortgage brokers. And I want to take some of you and just shake you you like that. I want to shake you. I want to shut your brain off. I want to lock you in.
You know, they'd send people away to retreats for like yoga and all that stuff and they disconnect them. I wanna send you there, but I wanna disconnect you from all the distractions you have and just focus on business, like a 30-day retreat where we just completely transform your business. That's not happening, by the way. I'm not doing that. Although that sounds pretty cool. It's not happening. Okay, there you go, kids. Hopefully that helps. One-on-one or content, that's it.
So when you're like, I don't have business, how do I create one-on-one conversations with people or go create content? And don't say, go make an email and send that out. That's like after those things. That's not as important. The email is very important. You'll get business from that. You'll get conversations. But that's after. The belly-to-belly, one-on-one conversations through text or phone call or in person. Plus content as well will get you where you want to go. That's it, kids. Love you.
See you on the inside. Peace out. We'll see you next time.