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. West Coast Wiley here in the house. The average street performer, ready to perform. Inside joke, if you don't get it, that's okay. Coming to you live from the beach this morning. Got jacked grandpa over here, making us all feel bad about ourselves.
He's literally in his late 60s, early 70s pumping up. a paddleboard, and his triceps are freaking huge. So jacked grandpa over here. I don't know if he's trying to pick up chicks because he's got a bunch of girls around him, but he's doing life well at seven in the morning on a Wednesday. So God love him. He's my new inspiration, jacked grandpa. Jeez, I got to talk to that guy. He's kind of like, what do you do, man? Like, what do you do all day? Do you just eat protein and walk
around and paddleboard? Like, guy's just like crazy. That's awesome. Good for him. Okay, let's get into the podcast. First off, I have a brand new coffee here. So I have to give a shout out a couple during the podcast. This podcast is brought to you by Americano. So today we're not talking anything tactical. If you're here like, hey, I want to know to send here what to say here. That's what we're doing. We're going to have a bigger conversation around mindset.
And before you go turn this off, I'm going to say some things that are 1000 % going to resonate with you no matter where you're at in your career. Okay. So stick around is all I'm saying. Okay. So let's just get into it. There's three, I don't know if it's concepts, just three ideas I want to throw out at you. And number one is first off, like nobody's forcing you to do what you're doing. You are in a career. right now, that you chose.
Your parents did not go, hey, we've been putting $3 a week aside into an RESP, and we just can't wait until when you turn 18 or 20, you're going to go to Humber College, and you're going to do the two -week mortgage program, and we're going to be so proud of you. You weren't groomed to be a mortgage person. 99 .9 % of you were not. You chose this, right? Some of you, Quit a full -time salary job. Some of you are doing both. You're still working part -time or full -time.
I know some of you work in part -time jobs and full -time jobs and crushing it. Part of being on Team Wiley is you have to be full -time, but we make exceptions sometimes. And we have a couple of people that are working full -time jobs and doing four or more files a month. Good for them. Freaking awesome. Love it. But for the most part, you've made a sacrifice, potentially. Income, stability, you're here. But what I'm trying to get across is you chose this gig, okay?
So the gig comes with all sorts of responsibilities. And I know a lot of you are probably figuring that out on the fly. Or maybe you've been in it for seven, eight years. You don't have to do this, right? And where this stems from is I hear people you know, not in the best frame of mind and maybe not talking shit about it, but just like not in like a positive light. Like I got this so happy, so grateful to be able to go and earn this type of money and work from anywhere and choose my hours.
And like, if you actually sit back, it's a glorious industry. It comes with other stuff, but it also comes with stuff because you make that, you give that air time. Otherwise, if you don't give those things air, they choke themselves out. If you don't give them oxygen, things die. But you give oxygen to the narratives of this is hard. Don't like doing that part. The down payment docs, there's so much. The lenders are so hard to work with.
Deals are so much harder to get done now than they used to be. And blah, blah, blah. It goes on. I don't like social media. And clients are flaky. And all they want is interest rates. My referral partners aren't busy. That's why my business stuff. And you just give oxygen to all that stuff. And I always like taking a lot of things in the moment and just going, what's the one thing I can pull myself back to that just clears my desk of all those thoughts, clears the mind, that clears the coconut.
And it's, you chose this. So if I ever sit there and have a pity party, which I don't, I've gotten way past this. My muscle for this has been built up over many years. I don't have pity parties. But if you do, and when I did, it was like, Ryan, hey. You chose this, bud. So now what? This is your party. You invented the party. You said the party's happening this day and you planned the party. You're the party planner. Now you're complaining about your own party. No, you don't have to do this.
You can stop. You can quit. And quitting isn't a bad thing. It's not. If it gets you faster onto the next phase where there's more joy and more love and more adventure and more whatever, it's more prosperous for you and rewarding for your bank account, then get onto it. Get onto it. Just go, hey, did it, didn't work? Or, and this is where we're going to transition out of like, hey, don't forget you chose where you're at now.
If you've been in this 10 years and now you're losing your luster for it, you can leave. You don't have to keep doing this, kids. And if you're like, but I need the money. Okay. And now we transition into the second thought. And the second thought is you need to find the love, like the love of the game. You need to figure out what that is for you. And everyone has it. And I'm not convinced a lot of, I always say mortgage brokers are lazy. That's just not shitting on mortgage brokers.
That's just on entrepreneurs or wantrepreneurs because there's more of those than entrepreneurs. They're lazy, but I think a lot of us are just disinterested. You're disinterested in whatever you're doing in the moment. And so it's like, what's that passion? What's the thing? Why are you doing this? Like I had this in my career. I wanted out. I was doing eight different things on the side, fulfillment by Amazon, Facebook ad training. I was doing some mortgage coaching.
I was doing some podcast coaching. I was doing, oh man, I lost track of all the things I was doing. I was trying to come up with all these different. marketing funnels and ad generation things. And I always had mortgages kind of on the side. Why? Because I just didn't like what I was doing. And a lot of it was I didn't like the paperwork. I just despised paperwork. So I got that off my plate. And when I did that, my world changed. It was like, ah.
And then I got to the point where I did not like what I was doing anymore. I just did not. And I wanted to stop. And my wife said, I love that you want to do that. And I want to support you with the passion. And I want you to go and do what you want to do. But for now, we need to take care of the family. So can you just go earn a bunch of money for a couple of years? And go do that. And then go on to what the next thing was. Because I was dabbling in coaching.
And I realized, ooh, this gets me out of bed. This gets me jacked up. This gets me going. And I'm good at it. Really good at it. And I love it. I want to go do that. And so it was like, okay. So I did that. I went and did it on the side. I went and worked my butt off in mortgages, made a ton of money, more than average money. And I started coaching. And then I eventually just cold turkey one day, stopped brokering. I went and took a huge pay cut and went into coaching. And I went and did that.
But I defined the love. So the love early on was... Well, the things I despise, I didn't want to go to bed. I literally didn't want to go to bed in the morning because I had so many documents to look at and compliance packages and down payment docs were the death of me. So I had to get that off. That's like, I'm not just going to live in that. I can't do that. It hurts my soul. I'm not a good person when I'm doing all that. I don't like who I am. And guess what? I'm the boss. I'm the CEO.
I hold all the cards. So get it off your plate or shut the fuck up, Ryan, and get it done. But even if I'm doing that, I still don't like enjoying it. So I'm like, I wasn't put on this plan to be a mortgage broker. None of you were. It's not going to read on your tombstone. Mortgage broker, best mortgage broker ever. She was a beaut. It's not going to be that. It's going to be other things. This is a tool to help bring your family along.
So while you're using the tool and building the tool to go earn the income to give your family a better life and more experiences and better access to healthcare and better quality foods and adventures and all those things, and to take care of their kids and their kids, like to do all that, it involves you staying in line with your mission. And you have to understand that. But you have to... Be passionate about it. You can't lose the passion. And so you have to figure out what's stopping you.
Why don't you want to go to bed now? And this brings me to the next point. Well, I have a third point we're going to get to. But it brings me to the next one. You have to attack the moment of whatever the problem is. And a lot of you aren't. You're letting the problem fester. And I don't have enough business. That's a massive problem. That is a problem that will kill your business. kill your psyche, make you grumpy, make you question things, turn you depressed. That's okay.
You can build a mortgage business being depressed. You don't have to be in the perfect frame of mind all the time. You don't. You can build one being grumpy. You can build one where no one's appreciating you in your world. You can get through that and power through it. You can like enter here. You don't have to be this perfect person lined up all the different ways to go and crush things. We've gotten pretty soft. A lot of us, you can like power through a lot of that is surprise yourself.
Right. And so when I got those documents off there, it was awesome. And then I go, I need a passion. So my passion was, oh, I love marketing. So how can I bring my love of marketing and helping people buy real estate? And that's when I did my webinars and that's all I talked about. So now when I was out talking to people, I wasn't talking about the mundane mortgage stuff that I did not appreciate. And understanding the insured and insurable and the switches and the maneuvers.
And it's like, stop, done, not my jam. I'll just fucking get a new career. I don't want to figure that all out and be amazing at it. And I don't want to do it. But the marketing, I'm talking about one thing I want to talk about. Yeah, I can go serve and I can help families increase their net worth and change their way of thinking. Ah, so that was my thing. That was my passion within the mortgage industry until my passion morphed into coaching within the industry.
And that's where I'm at right now. I freaking jump out of bed every day. I love it. Absolutely freaking love it. It's what I was supposed to be. I'm where I'm supposed to be. But I had to go through some things. And so it brings me to my third point. My third point is this. This podcast is brought to you by Americano. It comes to this. I just want to congratulate everyone listening to this podcast. Congratulations, because your business right now, today, is exactly where it's supposed to be.
So congratulations. For some of you, your business has grown in the past 12 months. Congratulations. You've put the work in. Your efforts have paid off. It did not get there on its own. Some of you, your business has remained the same. Congratulations. That's awesome. The efforts you put in the last 12 months, you stayed. You didn't go decline and potentially declining market. For those of you who your business has just fallen off a cliff, congratulations.
I'm being a little cheeky there, but I'm also like, congratulations. That's a direct result of your efforts the past 12 months. Your business is where, right now, is where it was meant to be based on what you've done. what you've done. It's like my kid will get 6010 on a spelling. Not anymore, but used to. I'll be like, congratulations. It's like, that's how you'd be mad. No, congratulations.
That's exactly like what thought it would happen based on the amount I've seen you practice because you weren't practicing. Congratulations. Didn't make the team. Congratulations, man. Well, why would I be happy about it? Well, no, you shouldn't be. But based on the effort you put in before, the practicing and what I've seen you do, congratulations. You always were not going to make the team. And so you just accomplished that. You were always going to get six out of 10. And you just got there.
You got the goal. If you wanted different, then you had to raise your standards over here. Ah, that should be like a shift for a lot of you. Where your business is today is exactly where it's supposed to be. Congratulations. Right? This wasn't something, no one even told me this. This is just, I didn't hear this or see it anywhere. This was just something that's been kicking around in my head for a while. I get to see under the hood of a lot of mortgage brokers businesses.
And a lot of times it's like, congratulations. Well, it's not where I wanted to be. Well, it's where it's supposed to be. Why do you think it would be different? Right? Show me your calendar and I'll show you your life. It's like, we're going to pause on that topic. We're going to come back to another analogy. But same thing with, if I see someone, like, I'm not going to say this to them, but whatever your body is. Whatever you look like body -wise, whatever shape you're in, congratulations.
Maybe you lost 40 pounds. Congratulations. You got where you're supposed to be. Maybe you're out of shape. Congratulations. Cheek and tongue. Tongue and cheek. Yeah, that way. Tongue and cheek. Based on what you eat, you are what you eat. Right? So with you personally, you don't even need to exercise. You should, but you don't. It's what you eat with your health. Like you are what you eat. If you can boil everything down. for health -wise into one statement, it's you are what you eat.
If you can boil one thing down into mortgages or really being an entrepreneur, but we'll talk mortgages because that's what we're doing. You are what you execute. You are. If your business isn't where you want to go, you're not executing on stuff. You're just not, right? It's that. So I bring it back to that simple thing. Congratulations. Your body. Your health is where it should be. You may not like it. You may not, you might hate it. But congratulations, you got it there.
Right? That based on what you've done. Like this is, this concept here could change a lot of your lives. Or at least let you know you're on the right track. And I want a lot of you to celebrate too, because a lot of you are doing awesome things. And it's a true celebration. It's like, congratulations. Like there's a lot of work that doesn't go into it. You don't even need to tell me what it is. I just know.
I can tell looking at you personally or you business -wise what you've done in the last 12 months, give or take. I could probably get pretty close to your efforts on a bunch of levels based on exercise, food prep, eating, drinking. And over here, based on prospecting, marketing, social media, networking, relationships, mining your database, email marketing, like I can over here and I can see that. Right. And it's like, okay, so it's clear to me, like you are where you're supposed to be.
So show me your calendar. Someone told me this and it was so true a while back. Show me your calendar and I'll show you your life. If it's on your calendar, it doesn't exist. Otherwise, how are you going to remember? How are you going to remember to follow up with the Johnsons? How are you going to remember to get in touch with your favorite realtor once every three months? How are you going to remember to script out 20 reels that you're going to go batch next Saturday with a videographer?
How do you know you're going to remember to mine your database and look for opportunities to save your clients money once a month? How are you going to remember to write the email to build into the drip, to send out, to warm your database up, to nurture them. And then how are you going to know to ask them, people around you need help? How are you going to know? Like, where you just like remember it one day and they're like, oh yeah, I'm going to do that. Shit, man. It's not on the calendar.
It doesn't exist. So show me your calendar and I'll show you your life. How are you going to remember consistently? I should have added that in there. How are you going to remember consistently to go to the gym? Consistently to shop well and eat well. consistently to, right? It's those things. Show me your calendar. Let me look at your calendar for the past 30 days, past six months. Let's analyze it. A lot of blank spots in here. What's going on there? Because I see the end result here.
I see you and I see the business. And I'm like, okay, so the calendar probably reflects that. And this isn't like shitting on anyone. This is just like a reality check going, okay, that's cool. Like I said, I like to come up with just things for me in the moment where I can just snap and think of something and it just gets me right back on track. If I have a problem in my business, if leads are my problem, and this is how I operated when I did mortgages, I wasn't just, okay, I don't have leads.
I'm going to, for 30 minutes a day, start prospecting. Fuck that. I'm locking myself in a room. Literally, my wife would be like, oh. We were like, Ryan, there's not a lot coming in the pipeline. I said, she goes, can you get it done? And I'm like, yeah. And I'd go lock myself in the office. You would not see me for a week. And I would hammer the phones and emails and referral partners, past clients. And I would just database mine, everything.
And I would sit there until my week was booked of calls. And I was working on apps and I was working on pre -approvals and I was working on. And it worked every single time. I attacked the moment. So if I had a problem there, if I have a problem and I have too many leads and I'm getting frustrated because my process sucks, because you end up after you have a lead problem, you have a process system problem. Then after that, you have a team problem. You have to hire, train, fire.
And after that, you go back to a lead problem because it's all just a big flywheel circle. And in the middle of the word mindset's in there, you have a constant mindset problem. So I have to realign myself very quickly in the moment. Attack the moment. If I have a problem, In my business or in my life, I go and I attack it. I put all my energy into it. Lock myself in a room, I get it done. Lock myself and figure out the process.
I'm not going to go every second Tuesday, I'm going to work half an hour on my client journey. It's like, fuck that. Two days, I'm going to lock myself. in an office. I'm going to map out my client journey. I'm going to record my videos. I'm going to get my scripts done. I'm going to map it all out for what's going to happen, when and where. I'm going to build whatever automation I need in there. And I'm going to put this, just layer it all in and then it's done. And I'm out.
And then I'm on to the next problem. I go in with laser focus and massive intentional energy. Attack the moment. And I see a lot of people floating around and you're trying to like attack the moment at different times with like, 15 -minute intervals, 30 -minute intervals. But if you need business, what should you be doing?
If you don't have business, which is the lifeline of all entrepreneurs and all mortgage brokers is business, you should lock yourself in a room away from all distractions and let everyone know the score of the game and you attack it. And you just freaking attack it. You send out 500 voice memos, right? And if not, then your business is where it's supposed to be. Congratulations, right? Attack the moment. Show me your calendar. I'll show you your life. Your business is where it's supposed to be.
Congratulations. Nobody forced you into this business. And what's your love of the game? Those are those five. I think there's four or five there. That's what I want to talk about today. So I sort of covered all that. You get where my head goes. And I don't live with like the paragraphs that follow all that stuff. I live with the one saying. Because I can't have all that in my brain. I can only have those one things in the moment. And I say it and it's like, and Tony Robbins is good at this.
And I forget what he calls it. I did that firewalk thing 20 years ago. And it was awesome. And that was the thing. It's like, we all need these resources so that when you get going and you lose the state of mind that you're in, and I'm butchering this, but you'll get it. When we get out of that state of mind, we all have a state of mind that we get into that we're at our highest level, where things are just dialed in for whatever we need them to be dialed in at.
And when we feel like we're getting out of that, you feel like you're going down to negativity and you feel like you're going down to press and you feel like the business is spiraling and you feel like you're just out of shape and blah, blah, blah. And it's like, what's the thing just snapped? So like someone just jolted you like an electric caller. What is that? So we all have our things. And I just shared a bunch of mine with you.
And another big one, which I've shared before, is nobody's coming. Ryan, no one's coming. So now what? Like nobody's coming to help you. You've got two files on the go, two discovery calls booked in the next two weeks, and a lot of time on your hands. lot of time on your hands. Nobody's coming to help you. No fairies sprinkling awesome lead dust on your business. and changing your, it's on you. Like this is you.
I don't care what brokerage you're at, what team you're on, what mentor you have, what setup, that's not what they do. That's not their responsibility. You're a grown ass person running 100 % commission. You're the CEO, you're everything. Everything lives and dies with you. So nobody's coming. None of the people on your team are going to help you. So what do you do? Right? So that's one thing I use. No one's coming, Ryan. If I'm down and like things, no one's coming. So figure it out.
So now I go, I shift and I go attack the moment. Attack whatever the problem is. All of it. With everything I have. Everyone in my world knows Ryan's off the grid. He's attacking the moment on this because he's deemed it important enough. Okay. So I wanted to share that with you. Some of those frameworks, some of those mindsets, hopefully you pulled something from. Now you should, you really should. And if not, then I don't know. I don't even know why you're listening to this anymore.
You're just, you're falling asleep at the wheel then. But that's it kids. Okay. Positivity onward, upward. You fricking rock. You do. You're way better and way more awesome than you realize. And I also want you to celebrate some of that as well, right? A lot of you are doing some cool things. You don't even realize it. And then you check back into something I missed and I want to talk about today. And I'll do it for a couple of minutes here is you look back six months.
If I go people I partnered with, I go like, we actually go back six months, eight months and go, look, like in the moment, it might feel like chaos, utter chaos. And you feel like you never have. your finger on the pulse of anything. And you always feel like you're running behind. You always feel like the to -do list is getting longer. If we just reflect back the past six months, there's a lot of times where you're like, holy shit, I did that. And I did that. And I overcame that.
And I pushed through that. And I want you to celebrate that. Right? It's the stuff that your family might not see. Your spouse just might not see. But I'm telling you, you need to recognize and celebrate it because we need these wins. Life is about celebrating wins. More than it is about saying what's not a win and what's keeping us down and the negativity. Negativity just, it festers and there's a ripple effect and I fucking hate it. So I don't like negativity in any spot.
It's something in the moment you can talk about it to address it. And then it's like, what are you going to do? Attack the moment, move on, carry on, let's go. Because I can't change it. It's something we talk about with our kids all the time. Let's change our focus from that because we can't control that. So let's carry on. I can't control how much the banks are going to lend money. So let's carry on.
I can't control referral partners sending me business because if they don't have business or they don't want it, like, so let's carry on. Maybe I don't build my business around that. I can't, you know, what the feds are going to say. It doesn't matter. What interest rates are, it doesn't matter. It really doesn't matter. None of that matters. I can't do anything. So why am I even thinking about it or giving it oxygen? So anyways, that's it, kids. Enjoy your week.
Positivity, positivity, positivity, because there's lots of assholes out there trying to pull you down. Keep it going in the right direction. That's it, kids. Love you all. Peace out.