Brick After Brick: Over 50 Years of Trust with Mike Miklaus

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I got one for you this week,

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and it has nothing to do with gadgets
and AI and any of the fancy shiny stuff.

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This is old school tactics
that teach you how to grow your business,

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how to develop trust,
and just being liked by people.

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Because without that you got nothing.

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And we're going to go old school today.

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Like big time old school.

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Mike McLaws
I hope I said his last name right.

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He's been doing loans for 54 years.

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But trust me, don't don't turn it off.

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Don't go away. He's
actually very relevant.

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And he does more business than most of you
listening right now.

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So trust me when I say he's
worth listening to.

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And I think you're going to enjoy him

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as an individual first and foremost,
because he's an amazing individual.

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I really enjoyed talking with him
and getting to know him.

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But second, if you just listen to his core
belief system of how to do business,

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you're going to learn a lot
and if you implement it, guarantee

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you're going to do better.
So you guys will like this one.

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Hey, Mike.

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I found something very interesting in you.

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You're
probably the oldest guy in the industry.

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Oh, you know, that's fair.

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I'll take that.

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I was I was looking at your thing here,
and it's like 52 years doing loans. 52?

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Yes. That's amazing.

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I answered, and had this big
when we had ads in the LA times

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coming out of UCLA to promote thrift
and homeownership in 1971,

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went to the American Savings
and Loan Institute on Spring Avenue

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in downtown LA, commuting from Costa mesa

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and got my my training in loans.

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And in 1974, I quoted my first FHA loan.

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And so. So yeah, it's been a little while.

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So so what were rates at
when you started?

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Well, when rates, right.

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When I started we had a factor book
and we and rates

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had had gone to quarters at that point.

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But they had just switched from that
from everything that had to be divisible

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by 12 to get the factor to use the factor
book, you know,

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because we didn't
actually have computers.

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And then in the 80s, these came along.

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You know, the good old HB 12 C,
which I still use.

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But every once in a while,

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you know, when everything breaks down
and the loan officers

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get a little lippy around here,
as I'm sure yours do occasionally with you

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on the floor, I'll reach in my drawer
over here and pull out the factor book.

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So, yeah, you know, you know,
what's interesting is your calculator.

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I worked with a guy not too long back.

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Older guy, but not not nearly as long
in the business as you, right?

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He bragged
because he was in, in the in the 90s.

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And I was like, all right,
I don't understand how you can work

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that calculator and you can't figure
out the remote control.

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You know, that's a good question.

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And my kids have asked me
that once or twice when I come over,

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and I, and I don't know how to go from
one live stream to another on the,

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on the television, I really
I really don't do that well at all.

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But, you know,
I do tell a story to every borrower

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when they come in
and I and as first time homebuyers

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or when I have them on a video
and I and I always tell them

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that the four things that go
into every loan haven't changed since.

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Comely Rich got the first loan from
the Philadelphia Building Society in 1837,

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and then I'll stop
and I'll say I wasn't there.

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It does feel like it's on Fridays,
but but I wasn't there.

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So. So tell us a little

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bit about who you are
as, as an individual on the personal side.

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And then go into the business.

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And then I have a million questions
to ask you.

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All right.

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Well, on the personal side,
my most important thing for me is that I'm

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a man of faith, and I'm committed
to my relationship with my wife, Cynthia.

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We are a blended marriage.

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We've been together 26 years between us.

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We have eight kids.

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You know, when we met,
the kids were all teenagers.

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All eight of them stood at our wedding 
as teenagers.

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And, you know, it was pretty special.

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So first and foremost, I'm a father.

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I'm a grandfather.

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And, you know, that's that's my legacy.

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If I get that part right,
then everything else takes care of itself.

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And it all started

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a little ahead of that in terms of my, my,
my recreational activities.

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I'm a believer, and I think you are to do,
you know, because I,

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you know, I've had the chance of
had a little bit of conversation with you.

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I tried to be the best version of myself,
everything that I do.

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So when my kids were in Little League,

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I wanted to be an umpire.

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All the dads were willing to coach
so the kids could play

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and they could be all stars, but you
needed umpires to actually play the games.

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So I started umpiring
and of course everybody said

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I was a horrible umpire, kind of like
Jesus trying to preach in Nazareth.

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It wasn't going so well.

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So I took lessons.

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I became a better umpire.

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I got into high school officiating.

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I started training high school umpires
that got me into college

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officiating and kept step
after step after step.

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And so in 2013, that was my pinnacle.

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At 61, going on 62 years old,
I signed a PCL contract with the

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Pacific Coast League, and I worked
six triple A games as a fill in umpire.

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So I don't know a lot of guys my age,
the two guys that were, you know,

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because the minor league umpires were
normally in their late 20s to early 30s.

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The two guys that I worked with

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didn't add up to my age
when I walked down the field with them.

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So it was kind of fun.

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So I,

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I gotta tell
you, because I want to be transparent.

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When you first reached out and,
and you know, we

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I my initial instinct was, oh, great.

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He's not going to be relevant.

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Might be a nice guy,
but he's not going to be relevant.

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And and then I originally just said,
well, let's have a let's have a chat.

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Right.

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So we connected, we talked
and I immediately liked you.

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So that was easy.

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But but I also have to say
that you were relevant,

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you and I and I, I think what
I'm trying to say with that is that

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things are changing so fast for everybody

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that even fairly young people,

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let's call it, people in their 40s,
are struggling with with the change.

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And yet, you know,
you've been doing this for over 50 years.

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You've seen every possible change
that could be and and you're still,

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you know, shifting with, with the moves
as you have to.

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Well, I honestly believe and is that you

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every day when we get up, life's a choice

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and you can choose to live it fully,
or you can choose

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to be the drunk counterpunch
or and let the events of the day

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punch you through the day
and end up with a lot of busyness,

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but not a lot of fulfillment
or a lot of progress.

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So you have to you
if you want to help people.

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And that's fundamental to this business,
as you know,

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and you're very committed to that as well.

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You if you put other people first,
then everything else takes care of itself.

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So if I'm going to put other people first,

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I need to be the best version of myself
so that I can properly serve them.

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And that requires being cognizant
of who I am, where I am, and what changes

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I need to make from within
to be a better vessel of service for them.

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Yeah.

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And, you know, so the next question
that I'm going to ask, I'm just going to

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I'm going to answer it for you
and then let you get into it.

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And this is one of the reasons
why I wanted to have you on

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when I asked you the question in our chat.

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What's the the one thing you can teach
a master class on,

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which is what the bulk of our show is
going to be about here in just a minute.

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You you said something that
I don't think AI will change,

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and and I the reason why I wanted you on
is because at the end of the day,

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this is one thing that is

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required to be excellent in our industry.

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Now, don't get me wrong,
there's people that that don't possess

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this talent and they're still successful.

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But to to to possess
and have the longevity that you've had

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I think this is required.

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So when I asked you what's the one thing
you can teach a masterclass on, you said

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how to build trust, influence meaningful
relationships through service to others.

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So with that said, you know,
how do you do that?

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Teach your master class?

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I think at first starts with clarity.

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I mean, you have to know yourself.

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So you have to be honest with yourself.

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And and, you know, it's important
to be open to feedback in order to,

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to get a full picture of yourself,
because we all have an inner vision.

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And I'm not saying allow other people's
judgment of you

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to impact you, because there are plenty
of people who have never been

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where you'd like to go, who might want
to pull you back or whatever.

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But but if if I describe it in the book
that I wrote there, there were these

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two professors at Harvard,
and they called it the The Johari Window.

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There's four pains in our personality,
if you will.

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The first is the person that we know

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we are and other people see in us.

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And then the second pane of the window

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is the things that other people see in us
that we can't see in ourselves.

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The third pain is the visions of our
and the

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and the qualities of our self
that we haven't yet shared with others.

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And then that fourth pain is the things
we haven't yet discovered about ourselves,

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and that others haven't yet
discovered about us either.

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And if we're really going to grow

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as a human being,
we have to keep pushing on the two pains

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where the connectivity
is to make that unknown pain,

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where what we don't know about ourselves
and others don't know about us

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is the smallest possible,

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because that's when we get a genuine
reflection of ourselves.

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And I may not have described
that very well, but, you know, you had

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you had your coach,
Richard Nolan, on another podcast

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and he described
the importance of authenticity.

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And I think that that's
where authenticity comes from.

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It's from that that honesty and it
and it starts from within.

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You can't

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you can't lead others to a level
of discipline you don't have in yourself.

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And motivation is very transitory.

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So you can't stay motivated.

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You can go to any seminar
you want. There's some great ones.

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You and I have been

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to several in this industry,
and some of the speakers are all fired up.

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And, you know, you walk out of there
20 minutes later and it's like, well,

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if I get my notes transcribed, maybe I'll
do something with two of these things.

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And then it doesn't happen
because life happens in between.

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But if we have the disciplines
and they start from our habits,

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then, then, then we can succeed.

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Yeah. So yeah, I love it.

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And and you gave me such clear
I'm reading here because it was so clear.

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And that's one thing I loved about you.

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Your number two thing was intention.

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Yeah.

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So describe importance of intention
in order to build

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this trust influence
and meaningful relationship.

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Well, Jack Canfield describes it well.

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Two he says event plus

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or equals outcome.

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And your R can either be a reaction
and it can be a response.

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And too many people in life
react and event happens,

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and then their emotions get in the way
and they they get reactive

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and then they don't like the outcome
or the outcome isn't what they intended

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or it's not the best outcome.

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But if you take an event
and you take the time to reflect

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so that you properly respond,

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then you can work on the outcomes
that you desire, because there can be

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a positive outcome from any event,
whether it's positive or negative,

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how you how you choose to respond
is what dictates that.

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So intention is very important.

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You have to have an intention

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because if you don't
then you then you're, then

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you're allowing someone else's intentions
to drive your life.

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It has to be yours.

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I didn't
say that very well, I don't think,

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but I exactly I know exactly what I meant.

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It was it was clear. I'm not throwing.

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I'm going to bring a little biblical
now into it.

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Please.

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In James, you know, I think as James, to

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consider a pure joy,
my brothers and sisters,

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when you face trials of any kind
and and I know that's not exactly

232
00:13:43,791 --> 00:13:47,666
what we were talking about,
but your your response

233
00:13:47,833 --> 00:13:51,833
to things that happen right now.

234
00:13:51,958 --> 00:13:54,916
Many people are struggling
in our industry.

235
00:13:54,916 --> 00:13:55,916
Rates went up. Right.

236
00:13:55,916 --> 00:13:57,833
You're you're struggling a little bit.

237
00:13:57,833 --> 00:14:01,958
Somebody grinding
you really hard because you know

238
00:14:02,125 --> 00:14:05,875
in your eyes they're grinders
but they just can't afford it.

239
00:14:05,916 --> 00:14:06,208
Right.

240
00:14:06,208 --> 00:14:08,625
Like how you look at things as important.

241
00:14:08,625 --> 00:14:11,791
But I think it's the mind.

242
00:14:11,833 --> 00:14:17,666
So one's mindset is can be so powerful
and the positive or the negative.

243
00:14:17,916 --> 00:14:21,833
And every time something gets difficult,
I always,

244
00:14:21,875 --> 00:14:25,958
I always go to this verse in the
Bible and I think to myself,

245
00:14:27,208 --> 00:14:30,375
something
difficult, this happening in my life,

246
00:14:30,375 --> 00:14:34,125
and that means something really good
is about to come, right?

247
00:14:34,166 --> 00:14:34,458
Right.

248
00:14:34,458 --> 00:14:37,416
Like, yeah, 
it doesn't necessarily mean that things

249
00:14:37,416 --> 00:14:41,458
can go to crap for a really for a while
and it wouldn't feel like it.

250
00:14:41,458 --> 00:14:45,458
But the reality is, is because of my faith
and my belief system,

251
00:14:45,458 --> 00:14:48,916
I believe
I'm learning something from it and

252
00:14:48,916 --> 00:14:51,916
and something good is going to come
because of it.

253
00:14:52,375 --> 00:14:57,666
That's you couldn't have stated that
any better, because I really think that's

254
00:14:57,666 --> 00:15:03,666
what James was talking about in that
that very brief section of the Bible.

255
00:15:03,666 --> 00:15:09,791
And, and and he, he was so clear and crisp
in what he wrote.

256
00:15:09,916 --> 00:15:14,000
One of the things in that,
in that same in James

257
00:15:14,000 --> 00:15:17,083
that I, that I attached to
in my prayer group

258
00:15:17,208 --> 00:15:20,833
chuckles
because every Sunday we put out a nose,

259
00:15:20,875 --> 00:15:23,000
hey, who's going to be there tomorrow
for a prayer group?

260
00:15:23,000 --> 00:15:25,708
And most of the guys are going,
I'm there, I'm not there, whatever.

261
00:15:25,708 --> 00:15:30,541
And my response is, if I'm going is,
God willing, I'll see you tomorrow.

262
00:15:31,416 --> 00:15:34,708
And you know, in James, he talks about,
you know,

263
00:15:34,750 --> 00:15:35,250
you go

264
00:15:35,250 --> 00:15:37,375
bragging
about how you're going to go off here

265
00:15:37,375 --> 00:15:39,250
and there and you're
going to be a merchant for a year

266
00:15:39,250 --> 00:15:41,333
and you're going to come back
and this and that.

267
00:15:41,333 --> 00:15:45,416
And in reality, you're not even promised
the rest of today.

268
00:15:45,416 --> 00:15:49,000
So use today for its proper purpose.

269
00:15:49,000 --> 00:15:50,416
And I think it's so important

270
00:15:50,416 --> 00:15:55,416
that we stay present in the present,
because today is today is the gift.

271
00:15:56,625 --> 00:15:58,583
And and

272
00:15:58,583 --> 00:16:01,833
it's if you live your life that way.

273
00:16:01,875 --> 00:16:05,041
I you know, I just turned 75 last month.

274
00:16:05,041 --> 00:16:06,583
We already established that.

275
00:16:06,583 --> 00:16:09,958
But I'm not looking at it
like I'm in the two minute drought.

276
00:16:10,416 --> 00:16:15,291
I believe I'm starting the fourth quarter
and God willing, I'm going to go to 100.

277
00:16:15,291 --> 00:16:19,833
So I am always going to put out
additional objectives

278
00:16:19,833 --> 00:16:23,333
that I want to accomplish
to help serve others.

279
00:16:23,333 --> 00:16:26,875
But in the context of that, it's
the Lord took me today.

280
00:16:27,250 --> 00:16:29,875
I'm I'm fine with that as well.

281
00:16:29,875 --> 00:16:31,041
Yeah.

282
00:16:31,041 --> 00:16:34,500
So number number three on your list

283
00:16:34,500 --> 00:16:37,500
was discipline.

284
00:16:38,875 --> 00:16:41,458
You gotta trust yourself first.

285
00:16:41,458 --> 00:16:43,416
Your yes has to be yes to you.

286
00:16:43,416 --> 00:16:45,375
And your no has to be no to you.

287
00:16:45,375 --> 00:16:49,083
And if you can,
if you can't do that for yourself,

288
00:16:49,333 --> 00:16:51,500
then how can you be trustworthy
and reliable

289
00:16:51,500 --> 00:16:53,458
to others?
If you want to build trust in others

290
00:16:53,458 --> 00:16:55,458
first,
you have to be able to trust yourself.

291
00:16:55,458 --> 00:16:59,083
If you keep trying to do things
and then you don't do them,

292
00:16:59,250 --> 00:17:02,541
you're effectively lying to yourself
and you're tearing

293
00:17:02,541 --> 00:17:06,625
at the fabric of trust
within your very, within your very being.

294
00:17:06,625 --> 00:17:12,666
So I use the example of of with my friends
about, you know, for example,

295
00:17:12,708 --> 00:17:17,375
tonight there's a business mixer
at a cigar lounge.

296
00:17:17,791 --> 00:17:20,375
Well, I'm not a cigar guy.

297
00:17:20,375 --> 00:17:25,333
You know, I just it's I've never
that's just not something for me.

298
00:17:25,333 --> 00:17:28,666
But I could have said,
hey, I'll try and come by.

299
00:17:29,666 --> 00:17:32,041
That would have been dishonest, you know,

300
00:17:32,041 --> 00:17:35,541
because I have no intention
of walking in there, although there's

301
00:17:35,541 --> 00:17:39,208
some going to be some friends there
that I would love to visit with.

302
00:17:39,375 --> 00:17:41,958
I'm just not going to do it
in that environment by choice.

303
00:17:41,958 --> 00:17:43,416
Yeah.

304
00:17:43,416 --> 00:17:49,208
So in the context of building
trust, influence and having meaningful

305
00:17:49,208 --> 00:17:51,458
relationships,

306
00:17:51,458 --> 00:17:55,541
I'm trying to I'm hearing what you say,
that I'm also kind of,

307
00:17:55,958 --> 00:17:59,041
I guess, adding my own personal experience
to everything as well.

308
00:18:00,875 --> 00:18:04,291
I, I believe that

309
00:18:05,583 --> 00:18:08,458
a mortgage advisor,

310
00:18:08,458 --> 00:18:10,166
I've heard it a few times

311
00:18:10,166 --> 00:18:13,333
over, it's like, I can't believe they went
with somebody else.

312
00:18:13,583 --> 00:18:18,000
And and it's like, well,
when was the last time you called them?

313
00:18:18,125 --> 00:18:20,958
When was the last time
you got in touch with them?

314
00:18:20,958 --> 00:18:24,166
And if you don't have the discipline to

315
00:18:25,000 --> 00:18:27,500
to continue

316
00:18:27,500 --> 00:18:30,958
a methodical way of keeping in touch
with people throughout,

317
00:18:31,000 --> 00:18:34,541
you can't just say,
I had an awesome 30 day escrow

318
00:18:34,541 --> 00:18:38,833
and now they should remember me
for the next, you know, 30 years.

319
00:18:39,083 --> 00:18:42,666
And one of our guests said it,
and I absolutely loved it.

320
00:18:42,666 --> 00:18:47,458
And it was a punch in the gut to him
when he found out one of his clients

321
00:18:47,541 --> 00:18:51,416
bought a new house and didn't use him,
and he called him was Wade

322
00:18:51,583 --> 00:18:57,083
Wade Betts, and he called him and said,
you know, hey, you didn't use me yet.

323
00:18:57,083 --> 00:18:57,625
What happened?

324
00:18:57,625 --> 00:19:01,250
And and what he realized from that moment

325
00:19:01,250 --> 00:19:05,458
was, it's not their job to remember us.

326
00:19:05,458 --> 00:19:08,500
It's our job
to make sure they never forget us.

327
00:19:08,916 --> 00:19:09,208
Right.

328
00:19:09,208 --> 00:19:10,916
I loved that line. Right.

329
00:19:10,916 --> 00:19:13,375
So I'm taking everything you're saying.

330
00:19:13,375 --> 00:19:18,791
I'm spending it just a little bit, but
I think it requires a lot of discipline to

331
00:19:19,041 --> 00:19:23,750
to make sure that you're always doing
the things necessary

332
00:19:23,750 --> 00:19:27,458
to stay in front of your people,
because if you do, then

333
00:19:27,708 --> 00:19:32,875
you will build relationships with them,
and and you will build

334
00:19:32,916 --> 00:19:36,916
trust and influence because they'll trust
that you're going to be there.

335
00:19:36,958 --> 00:19:39,958
Right? Can't just come in and out.

336
00:19:39,958 --> 00:19:44,875
I will I will share with you
a thought that I have,

337
00:19:44,875 --> 00:19:47,916
as you were describing that,
because it does hit home.

338
00:19:47,958 --> 00:19:53,000
I mean, we've all had that client
that's gone some somewhere else, and it's

339
00:19:53,041 --> 00:19:54,500
rather than fault the client,

340
00:19:54,500 --> 00:19:58,000
we have to fault ourselves
because that means our process

341
00:19:58,041 --> 00:20:04,958
or our discipline of staying on task
didn't happen.

342
00:20:04,958 --> 00:20:10,750
And if we don't, you know,
in order to be in a relationship,

343
00:20:11,958 --> 00:20:13,458
you have to have conversation.

344
00:20:13,458 --> 00:20:15,250
It has to be relational.

345
00:20:15,250 --> 00:20:19,958
And so one of the things I've never liked,
and you and I both know this,

346
00:20:20,208 --> 00:20:23,833
every CRM system out there, even before AI

347
00:20:24,416 --> 00:20:29,333
was whether they were selling you
the newsletter or the quarterly magazine

348
00:20:29,333 --> 00:20:33,458
with the recipes or the whatever
to stay in front of your clients,

349
00:20:33,583 --> 00:20:38,625
it was always this, hey,
we're going to drip value on your client.

350
00:20:38,958 --> 00:20:41,291
I hate that expression.

351
00:20:41,291 --> 00:20:44,291
I don't want to
I don't want to be dripped on.

352
00:20:44,541 --> 00:20:47,875
I mean, that that to me is have a vision
of standing

353
00:20:47,875 --> 00:20:52,208
at a leaky awning in New York in the rain,
waiting for it to get in a restaurant.

354
00:20:52,250 --> 00:20:55,250
I mean, it's a horrible feeling, right? So

355
00:20:56,250 --> 00:20:58,625
having conversations is totally different.

356
00:20:58,625 --> 00:21:01,916
And so if if anyone is listening to

357
00:21:01,916 --> 00:21:05,208
you and me today and they're saying, well,
yeah, that's easy for those guys to say

358
00:21:05,250 --> 00:21:07,583
because they've been disciplined,
they've made the calls.

359
00:21:07,583 --> 00:21:11,916
Know there have been times
when I've fallen off of my habits

360
00:21:11,958 --> 00:21:15,166
and I have to work
to get back into the rhythm

361
00:21:15,166 --> 00:21:20,125
and back into the flow of my clients,
because I've dropped the ball, you know?

362
00:21:20,125 --> 00:21:25,458
And when you do that, the best
conversation possible is, hey, you know,

363
00:21:25,458 --> 00:21:26,666
it's Mike.

364
00:21:26,666 --> 00:21:29,416
You know, I don't blame you
if you don't remember me.

365
00:21:29,416 --> 00:21:31,333
I'm your lonely lender out here

366
00:21:31,333 --> 00:21:35,208
that has totally dropped the ball
and hasn't called you in about 12 months.

367
00:21:35,208 --> 00:21:36,125
I can't believe it.

368
00:21:36,125 --> 00:21:39,333
I was looking at my notes,
and you and I haven't talked in a year.

369
00:21:39,333 --> 00:21:40,666
What's new with you, Dino?

370
00:21:42,375 --> 00:21:42,791
And then?

371
00:21:42,791 --> 00:21:44,458
Shut up.

372
00:21:44,458 --> 00:21:48,208
If it meant that you haven't made the call
and ask them how they're doing

373
00:21:48,208 --> 00:21:51,208
and then be quiet, they're going
to tell you how they've been.

374
00:21:51,708 --> 00:21:54,625
They probably are shocked
that you actually call them, that.

375
00:21:54,625 --> 00:21:59,291
You acknowledge that you haven't been
a very faithful relationship

376
00:21:59,291 --> 00:22:02,291
or friends.

377
00:22:03,666 --> 00:22:07,583
When, when, when tough stuff happens. And,

378
00:22:09,041 --> 00:22:11,625
you know, I see I see some of the guys,

379
00:22:11,625 --> 00:22:15,083
they kind of want to avoid the tough
calls.

380
00:22:15,333 --> 00:22:17,750
And I always have one response.

381
00:22:17,750 --> 00:22:21,625
And like a tough phone
call, today is tougher.

382
00:22:21,625 --> 00:22:24,583
Tomorrow
it's not going to get easier. Yeah.

383
00:22:24,583 --> 00:22:26,875
And and it's the same thing

384
00:22:26,875 --> 00:22:30,708
if you just haven't connected in a while
and it's your fault.

385
00:22:30,875 --> 00:22:32,291
Guess what.

386
00:22:32,291 --> 00:22:33,958
It's just going to be tougher tomorrow.

387
00:22:33,958 --> 00:22:36,250
Yeah. Just pick up that phone and do it.

388
00:22:36,250 --> 00:22:39,916
The worst that's going to come of it is
they're not going to

389
00:22:39,958 --> 00:22:41,333
they're not going to use you.

390
00:22:41,333 --> 00:22:44,041
But if you don't do anything
they're not going to use you anyway.

391
00:22:44,041 --> 00:22:44,375
Yeah.

392
00:22:44,375 --> 00:22:47,500
The worst outcome is,
is that they don't do business with you,

393
00:22:47,500 --> 00:22:51,250
which is already the outcome
if you ignore the cluster of the problem.

394
00:22:51,250 --> 00:22:55,208
And that's even more important
if you're in transaction,

395
00:22:55,250 --> 00:22:58,958
if you're in a transaction
and an issue comes up

396
00:22:59,583 --> 00:23:03,208
and you don't address it

397
00:23:03,458 --> 00:23:08,416
in a in a positive, affirmative manner of,
hey, we have an issue here

398
00:23:08,416 --> 00:23:11,125
that we need to solve
before we can move forward.

399
00:23:11,125 --> 00:23:14,125
If you can't save those words

400
00:23:14,166 --> 00:23:18,708
and you
and you keep waiting to make that call,

401
00:23:18,708 --> 00:23:22,666
and then the realtor partner
that you have gets blindsided

402
00:23:22,666 --> 00:23:26,958
by the fact that you haven't done it
because she's now calling or he's calling

403
00:23:27,000 --> 00:23:30,041
two days later to say, hey,
can we remove contingencies?

404
00:23:30,041 --> 00:23:33,916
And you haven't told them
that you had a denial 48 hours ago

405
00:23:33,916 --> 00:23:37,583
because there was a significant
discrepancy in income.

406
00:23:38,666 --> 00:23:41,625
You not only not

407
00:23:41,625 --> 00:23:45,250
earned that transaction,
you have absolutely

408
00:23:46,416 --> 00:23:47,833
dishonored yourself.

409
00:23:47,833 --> 00:23:51,041
Because now now you've communicated

410
00:23:51,083 --> 00:23:54,125
to in a way that's that they're going
to consider you untrustworthy.

411
00:23:54,125 --> 00:23:57,125
They're not going to want to do business
with you again.

412
00:23:57,125 --> 00:24:00,208
And there's a reason why

413
00:24:00,291 --> 00:24:03,291
clickbait is always negative.

414
00:24:03,458 --> 00:24:04,083
Okay.

415
00:24:04,083 --> 00:24:07,958
There's a reason why I just
I used to tell my kids back when you only

416
00:24:07,958 --> 00:24:12,125
had news at 5:00 that never do anything
you can't explain on the 5:00 news.

417
00:24:12,250 --> 00:24:15,000
There's a reason
why the 5:00 news is negative.

418
00:24:15,000 --> 00:24:18,750
It's because that's what sells ads.

419
00:24:18,750 --> 00:24:24,791
And so if you've done something negative,
that's going to get broadcast

420
00:24:24,833 --> 00:24:28,291
nine times farther and faster

421
00:24:28,666 --> 00:24:31,291
than anything positive you do.

422
00:24:31,291 --> 00:24:35,916
Building your legacy on trust requires
a daily, consistent action,

423
00:24:35,916 --> 00:24:40,750
day after day, brick after brick,
of laying a foundation of trust

424
00:24:41,083 --> 00:24:44,541
that can get knocked over with one

425
00:24:45,875 --> 00:24:49,083
Buick going over a speed bump in speed.

426
00:24:49,083 --> 00:24:52,083
If you haven't laid
the foundations correctly,

427
00:24:52,083 --> 00:24:57,333
and you don't care enough to make sure
that you're that you're consistent with it

428
00:24:57,333 --> 00:25:00,375
because the consistency is
what leads to the legacy.

429
00:25:00,416 --> 00:25:04,333
It isn't doing something once
it's being relied upon

430
00:25:04,333 --> 00:25:08,875
to do the right thing each and every time,
whether someone's watching or not.

431
00:25:08,875 --> 00:25:12,625
And I happen to believe little
eyes are always watching us, you know?

432
00:25:12,666 --> 00:25:13,625
Used to be my kids.

433
00:25:13,625 --> 00:25:15,041
Now it's my grandkids,

434
00:25:15,041 --> 00:25:19,416
and I want them to be proud of,
you know, who their grandpa was.

435
00:25:19,708 --> 00:25:20,166
You know what?

436
00:25:20,166 --> 00:25:23,166
I'm not here.

437
00:25:23,250 --> 00:25:26,125
Man, that was so good.

438
00:25:26,125 --> 00:25:28,708
You know that.

439
00:25:28,708 --> 00:25:34,416
For you guys listening, I mean, let's
let's kind of paraphrase that again. But

440
00:25:35,416 --> 00:25:37,916
negative actions will get broadcasted.

441
00:25:37,916 --> 00:25:40,916
Let's call it ten x faster and wider

442
00:25:41,291 --> 00:25:44,041
than than good positive things.

443
00:25:44,041 --> 00:25:47,666
The good positive things require

444
00:25:47,666 --> 00:25:50,666
consistent action

445
00:25:51,208 --> 00:25:53,791
day after day after day.

446
00:25:53,791 --> 00:25:57,750
But when the compound effect kicks in,

447
00:25:58,375 --> 00:26:02,166
that becomes something amazing
it does, right?

448
00:26:02,416 --> 00:26:05,416
So that was so beautifully sad.

449
00:26:06,375 --> 00:26:06,791
Thank you.

450
00:26:06,791 --> 00:26:09,916
Because that's that's authentically
how I believe

451
00:26:11,458 --> 00:26:12,458
life should be lived.

452
00:26:12,458 --> 00:26:15,166
I think that way
you have a fulfilling life

453
00:26:15,166 --> 00:26:18,166
when you've done something for 52 years.

454
00:26:19,000 --> 00:26:19,375
Yeah.

455
00:26:19,375 --> 00:26:23,541
And you guys,
I mean, he's been doing this for that long

456
00:26:23,541 --> 00:26:27,166
and he's not closing five loans a year.

457
00:26:28,250 --> 00:26:31,750
He's he's still closing business.

458
00:26:31,791 --> 00:26:33,166
I mean, I looked up his production.

459
00:26:33,166 --> 00:26:34,000
It's good.

460
00:26:34,000 --> 00:26:34,666
He's good.

461
00:26:34,666 --> 00:26:37,500
He's better than most of you guys.

462
00:26:37,500 --> 00:26:41,083
Well, thank you for that
because I've never I've never measured

463
00:26:41,083 --> 00:26:45,208
myself by numbers or dollars in the sense
that I've always measured

464
00:26:45,208 --> 00:26:47,333
by how many families I serve.

465
00:26:47,333 --> 00:26:51,083
And so it's more important to me
to, to look at families served.

466
00:26:51,083 --> 00:26:51,458
And yeah,

467
00:26:51,458 --> 00:26:55,791
I've served thousands of families
in my career, some years more than others.

468
00:26:55,791 --> 00:27:01,000
But I've always also maintained
my profession.

469
00:27:01,250 --> 00:27:05,000
In the last 30 years,
I've maintained my professional lane,

470
00:27:05,125 --> 00:27:09,916
I've maintained my personal lane,
and I've made sure that I've done random

471
00:27:09,916 --> 00:27:14,083
acts of service for others,
whether that's the acts of service through

472
00:27:14,291 --> 00:27:15,416
the Rotary Club.

473
00:27:15,416 --> 00:27:19,791
I've been a member for 47 years and going
down and serving in Loaves and Fishes,

474
00:27:19,791 --> 00:27:23,791
or whether that's serving
and paint the town where we go in and

475
00:27:23,875 --> 00:27:27,041
rehab some homes for some elderly people
that can't afford to do

476
00:27:27,041 --> 00:27:31,041
it, and take my kids with me
when they were teenagers and, and,

477
00:27:31,083 --> 00:27:35,166
you know, have them work alongside me,
you know, mowing the yard,

478
00:27:35,166 --> 00:27:39,583
weeding the, the grounds
and repairing a porch for somebody.

479
00:27:39,625 --> 00:27:45,708
Those those are activities that make
a difference in other people's lives.

480
00:27:45,708 --> 00:27:48,708
And you're not doing it
for the recognition.

481
00:27:48,833 --> 00:27:53,208
You're that little old lady that,
you know, dropped the £0.02 that she had

482
00:27:53,250 --> 00:27:58,916
on the plate that gave all that
she had, when she died?

483
00:27:59,541 --> 00:28:02,000
Yeah. That's fantastic.

484
00:28:02,000 --> 00:28:05,833
Okay, so the next one
that you put is service, which I think

485
00:28:05,875 --> 00:28:07,291
you just touched upon.

486
00:28:08,583 --> 00:28:10,458
And, and

487
00:28:10,458 --> 00:28:14,666
I'd like to throw a little bit on that
to just it's always been

488
00:28:15,041 --> 00:28:18,041
big on my heart to.

489
00:28:19,291 --> 00:28:20,916
Let's just go biblical again.

490
00:28:20,916 --> 00:28:23,458
Yeah, I like that.

491
00:28:23,458 --> 00:28:26,458
There's, there's the Old Testament
in the New Testament

492
00:28:26,500 --> 00:28:30,125
and and in the New Testament
there's grace, right?

493
00:28:30,166 --> 00:28:35,458
There's forgiveness
and and all that I buy into it.

494
00:28:35,458 --> 00:28:39,000
But I gotta say, I was stuck
in the Old Testament for a long time.

495
00:28:39,000 --> 00:28:42,375
And and it's partially
because of my personality.

496
00:28:42,541 --> 00:28:45,541
And it drives me crazy

497
00:28:45,958 --> 00:28:51,791
to say that one is a good person
or a Christian or whatever the label is,

498
00:28:51,833 --> 00:28:57,833
and I don't I don't see that person doing
good, like, or, or stopping to help

499
00:28:57,833 --> 00:29:02,333
the person in need or, you know, helping
the old lady with the grocery bags.

500
00:29:02,375 --> 00:29:03,375
I mean, my goodness, there's

501
00:29:03,375 --> 00:29:07,500
so many ways you could help people
and have acts of service.

502
00:29:07,541 --> 00:29:09,500
And that is one of my love languages.

503
00:29:09,500 --> 00:29:12,500
So it's probably why
it means so much to me.

504
00:29:12,541 --> 00:29:15,833
But we are in an industry where,

505
00:29:17,041 --> 00:29:19,875
yes, we're here to
make money just like everybody that works.

506
00:29:19,875 --> 00:29:26,958
But but we can make significant impact
in people's lives with what we do.

507
00:29:26,958 --> 00:29:33,041
And all too often, if we're into service,
we feel like

508
00:29:34,250 --> 00:29:38,125
we have to go make money
and then we can go donate some more.

509
00:29:38,750 --> 00:29:40,875
We can go donate
a little bit of our time over here.

510
00:29:40,875 --> 00:29:43,875
But you know what? We actually

511
00:29:44,166 --> 00:29:47,083
if you think donating, let's call it

512
00:29:47,083 --> 00:29:50,666
2000, 3000, $5,000 is a lot of money.

513
00:29:50,791 --> 00:29:54,916
Imagine every once in a while
for the right person

514
00:29:55,083 --> 00:29:59,083
deciding to not make money
and doing their loan for free.

515
00:29:59,125 --> 00:30:03,708
You just donated,
I don't know, $100,000 to them.

516
00:30:03,750 --> 00:30:09,708
Yeah, you helped them lay the first brick
of their generational wealth and you.

517
00:30:09,708 --> 00:30:12,166
And that's a true active service.

518
00:30:12,166 --> 00:30:16,875
You know, I always said

519
00:30:17,583 --> 00:30:21,041
if you were worried about the commission
first,

520
00:30:21,500 --> 00:30:25,000
then you
you don't really belong in this industry

521
00:30:25,000 --> 00:30:28,041
because that means you're going
to make a decision

522
00:30:28,041 --> 00:30:31,041
to benefit you
at the expense of your client.

523
00:30:31,333 --> 00:30:35,125
If you go from the standpoint of

524
00:30:35,708 --> 00:30:39,125
how do I help this person? And

525
00:30:40,208 --> 00:30:43,458
you truly listen and ask questions,

526
00:30:43,541 --> 00:30:47,416
you know, the person that asks
the questions controls the conversation,

527
00:30:47,458 --> 00:30:52,041
but the person that's answering
the questions feels seen

528
00:30:52,041 --> 00:30:54,583
and they feel heard.

529
00:30:54,583 --> 00:30:57,833
So it's so important to me

530
00:30:57,875 --> 00:31:02,750
to have my clients know from me,
mirroring back what they've described

531
00:31:02,791 --> 00:31:06,875
that I understand
where they're at in their situation. Now.

532
00:31:07,625 --> 00:31:12,625
You know, I have a young man
that is moving across country,

533
00:31:12,625 --> 00:31:19,416
and he was he's in the high tech
field and he, you know, working from home.

534
00:31:19,416 --> 00:31:22,291
No problem. I can get an 
I can get that letter. Great.

535
00:31:22,291 --> 00:31:24,791
I'll show you
a pre-approval letter for you.

536
00:31:24,791 --> 00:31:28,166
They go they write an offer on the home
that they can't unsee.

537
00:31:28,583 --> 00:31:31,166
And and

538
00:31:31,166 --> 00:31:34,458
then four days later,
after he gets the letter

539
00:31:34,458 --> 00:31:37,916
from his employer, four days after
he gets the letter, he gets laid off,

540
00:31:39,833 --> 00:31:40,666
okay.

541
00:31:40,666 --> 00:31:43,666
And so

542
00:31:43,833 --> 00:31:47,083
he's trying
to figure out how to hang on to the house

543
00:31:47,083 --> 00:31:50,833
he can't unsee, or more specifically,
that his wife can't unsee.

544
00:31:50,875 --> 00:31:54,708
And and I'm saying to him,

545
00:31:55,250 --> 00:31:58,958
you know, don't
hang on to tight to a thing,

546
00:31:59,208 --> 00:32:02,208
especially a thing
you don't already possess.

547
00:32:03,458 --> 00:32:06,458
Put it in the context of,

548
00:32:06,625 --> 00:32:10,791
you know, are the two of you
going to be able to make it?

549
00:32:11,333 --> 00:32:13,041
You know,
I don't want you to buy the house.

550
00:32:13,041 --> 00:32:16,958
I want you to be successful
enjoying living in the house.

551
00:32:17,250 --> 00:32:19,833
And so

552
00:32:19,833 --> 00:32:21,541
sometimes
you have to have the conversation

553
00:32:21,541 --> 00:32:24,541
to say, hey,
your circumstances have changed.

554
00:32:25,375 --> 00:32:27,083
Allow me to help you.

555
00:32:27,083 --> 00:32:28,750
Let me issue a decline letter.

556
00:32:28,750 --> 00:32:32,750
Now get you out of the contract
before the contingency periods are done.

557
00:32:33,041 --> 00:32:35,375
Even though I know you want that house.

558
00:32:35,375 --> 00:32:37,541
And let's go find an employment first.

559
00:32:37,541 --> 00:32:40,291
Let's let's do that.

560
00:32:40,291 --> 00:32:43,416
And I'm going to walk alongside
you as long as it takes.

561
00:32:43,458 --> 00:32:45,250
Same with somebody has credit problems.

562
00:32:45,250 --> 00:32:49,125
Do you know you and I both had clients
that are less impressed in their past,

563
00:32:49,125 --> 00:32:50,583
in their financial dealings.

564
00:32:50,583 --> 00:32:54,791
And sometimes you have to say to them,
I will never tell you no,

565
00:32:55,375 --> 00:33:00,166
but I have to tell you not now,
because you need to do these things first.

566
00:33:00,166 --> 00:33:02,625
And then if they do those things.

567
00:33:02,625 --> 00:33:06,708
And in one case, I can recall vividly,
I had a single mom.

568
00:33:06,708 --> 00:33:10,583
It took her three years
to square away her life, to a point

569
00:33:10,583 --> 00:33:12,125
to where she could buy a home,

570
00:33:12,125 --> 00:33:16,333
and there was never a bigger celebration
than the celebration at escrow.

571
00:33:16,333 --> 00:33:18,333
When I went to the signing for that house

572
00:33:19,333 --> 00:33:20,041
and she still

573
00:33:20,041 --> 00:33:23,041
calls, she still calls me
as often as I call her.

574
00:33:23,375 --> 00:33:27,250
She says,
I know you're not dead, but Papa.

575
00:33:27,250 --> 00:33:28,625
Mick, I got a problem.

576
00:33:28,625 --> 00:33:31,625
I gotta talk to you about this,

577
00:33:32,208 --> 00:33:35,208
you know?

578
00:33:35,291 --> 00:33:39,208
But it's a joy when your clients put
that kind of faith in you.

579
00:33:39,208 --> 00:33:39,875
And those.

580
00:33:39,875 --> 00:33:42,875
Those are the raving fans
that that are good for.

581
00:33:42,916 --> 00:33:46,708
If you want to have a business
where you have six, eight, ten

582
00:33:47,375 --> 00:33:50,416
relationships,
build out of one transaction

583
00:33:50,500 --> 00:33:53,083
instead of being transactional,
be relational.

584
00:33:53,083 --> 00:33:57,083
Because I'm sure if I went back
and counted them, she has sent me 5

585
00:33:57,083 --> 00:34:01,750
or 6 people who have crossed her path
and told them to come see me for a loan.

586
00:34:02,125 --> 00:34:04,208
Yeah for sure. Yeah. For sure.

587
00:34:04,208 --> 00:34:05,875
So so that, you know

588
00:34:07,666 --> 00:34:09,708
that we started talking about service

589
00:34:09,708 --> 00:34:15,250
and we bled into trust
and we just talked through a lot of that.

590
00:34:15,250 --> 00:34:20,458
I mean, if you don't serve people
properly, they're not going to trust you.

591
00:34:20,916 --> 00:34:23,458
And you've explained through all that.

592
00:34:23,458 --> 00:34:27,333
But on trust, you said,
let your actions build your reputation

593
00:34:27,500 --> 00:34:30,833
and you have more to say on that. Great.

594
00:34:30,833 --> 00:34:31,291
Go ahead.

595
00:34:31,291 --> 00:34:34,083
Otherwise we can move on to the next one.

596
00:34:34,083 --> 00:34:36,833
Well, I think that I think that's what

597
00:34:36,833 --> 00:34:40,750
what what what we talked about earlier
when I just said

598
00:34:40,750 --> 00:34:43,750
it's got to be consistent.

599
00:34:44,000 --> 00:34:45,500
Your word is your word.

600
00:34:45,500 --> 00:34:50,125
What you do, you follow through on follow
through in this industry

601
00:34:50,291 --> 00:34:53,291
is where the big lie occurs.

602
00:34:53,458 --> 00:34:56,833
It don't don't overpromise
and under deliver.

603
00:34:57,583 --> 00:35:00,708
You know, if I think I'm going to get
a total cost analysis done

604
00:35:00,708 --> 00:35:04,000
for a client and I'm going to have it
by tomorrow afternoon.

605
00:35:04,041 --> 00:35:06,958
I'm going to ask them,
hey, if I get this to you by Monday,

606
00:35:06,958 --> 00:35:10,750
will you be okay with that, or
are you trying to shop tomorrow?

607
00:35:10,875 --> 00:35:13,458
Well, I would or I would or this weekend.

608
00:35:13,458 --> 00:35:15,791
I'd really like to have it
so I can shop this weekend.

609
00:35:15,791 --> 00:35:16,500
Okay,

610
00:35:17,875 --> 00:35:18,458
before

611
00:35:18,458 --> 00:35:21,500
we go home to an all night,
I will have it in your hands.

612
00:35:21,500 --> 00:35:24,666
And then if it doesn't get out until it's
the last thing you do

613
00:35:24,708 --> 00:35:27,708
at 6:00 Friday night, so be it.

614
00:35:27,708 --> 00:35:33,166
But then you call and say, hey,
I promised you before the end of the day,

615
00:35:33,166 --> 00:35:36,166
can I confirm that you have it
and let you know?

616
00:35:36,291 --> 00:35:40,625
You know, let's go over it so
that we can get you shopping this weekend.

617
00:35:40,750 --> 00:35:45,458
Otherwise, if you give yourself to Monday
and you and your work schedule

618
00:35:45,458 --> 00:35:49,166
allows you to get it out on Friday, well,
that's a bonus to them.

619
00:35:49,166 --> 00:35:51,750
Now they've got the weekend
to think about it and look at it.

620
00:35:51,750 --> 00:35:53,250
But you didn't promise it

621
00:35:53,250 --> 00:35:57,125
by Friday when you knew it was going to
be a difficult thing to do.

622
00:35:59,958 --> 00:36:01,833
Do do what you say you're going to do.

623
00:36:01,833 --> 00:36:05,416
Simple, right?
And your last one is legacy.

624
00:36:05,416 --> 00:36:09,458
If you want to go ahead and round it off,

625
00:36:10,333 --> 00:36:14,833
I think the people in in our
we live in a microwave society.

626
00:36:14,833 --> 00:36:17,166
You and I talked about it
right at the top of the show.

627
00:36:17,166 --> 00:36:19,958
You know, everybody wants that instant
gratification.

628
00:36:19,958 --> 00:36:22,958
Everybody wants, wants, wants.

629
00:36:23,625 --> 00:36:26,625
But we live in a crock pot world.

630
00:36:26,750 --> 00:36:29,666
Things take time,
especially relationships.

631
00:36:29,666 --> 00:36:32,666
And if you're chasing joy

632
00:36:32,666 --> 00:36:35,666
and happiness and immediate gratification,

633
00:36:36,000 --> 00:36:38,583
then you're not connected

634
00:36:38,583 --> 00:36:42,666
and your taproot isn't into your faith.

635
00:36:42,666 --> 00:36:46,666
And, and
and the gratitude that comes with today.

636
00:36:46,750 --> 00:36:52,583
And I think that if you keep the alignment
spiritually, mentally

637
00:36:52,583 --> 00:36:57,041
and physically, you know, I also mentioned
about being the best version of myself.

638
00:36:57,333 --> 00:37:01,375
You know, I can still be the 17 year
old to third base in full gear.

639
00:37:01,416 --> 00:37:02,916
He's got to run around and 80ft.

640
00:37:02,916 --> 00:37:07,000
I only have to run 90,
but I'm 75 in full gear and he's 17.

641
00:37:07,083 --> 00:37:12,291
Okay, but I'll get where I need to be
to see what I need to see,

642
00:37:12,333 --> 00:37:16,250
or I'll stop doing it if I can't serve.

643
00:37:16,500 --> 00:37:20,208
And and it's the same
in every aspect of life.

644
00:37:20,208 --> 00:37:23,625
So so the whole idea of legacy

645
00:37:23,625 --> 00:37:27,083
for me is live a fulfilling life.

646
00:37:27,083 --> 00:37:31,208
And fulfillment comes from the joy of,

647
00:37:32,041 --> 00:37:35,416
in this case, the baseball analogy I gave

648
00:37:36,375 --> 00:37:39,833
those those guys are out there
playing high school baseball

649
00:37:39,833 --> 00:37:43,458
and getting their varsity letter,
and they're building their memories.

650
00:37:43,958 --> 00:37:47,625
I'm there to facilitate them
building their memories.

651
00:37:47,916 --> 00:37:51,166
And then that's a piece of my legacy,

652
00:37:51,166 --> 00:37:55,208
because they don't know the impact
that I made on their life.

653
00:37:55,208 --> 00:37:59,791
But I had one test
that is so good, I guess.

654
00:37:59,791 --> 00:38:01,541
I guess it's true.

655
00:38:01,541 --> 00:38:04,541
With age comes wisdom.

656
00:38:04,708 --> 00:38:05,125
Oh, good.

657
00:38:05,125 --> 00:38:08,125
I got something to look forward to.

658
00:38:09,708 --> 00:38:10,250
All right.

659
00:38:10,250 --> 00:38:15,291
So I think that
that is a lot of great information.

660
00:38:15,291 --> 00:38:19,375
And for a lot of you guys
that are listening that you were expecting

661
00:38:19,375 --> 00:38:22,666
some new tech gadget
or some fancy way of doing something

662
00:38:22,666 --> 00:38:25,666
or whatever that might be,
believe it or not,

663
00:38:25,958 --> 00:38:28,666
this is more impactful

664
00:38:28,666 --> 00:38:31,750
and we'll do a lot more for your business.

665
00:38:31,791 --> 00:38:33,916
Than any gadget will ever do.

666
00:38:33,916 --> 00:38:37,791
So go back to the basics
if you want to figure out

667
00:38:37,791 --> 00:38:39,916
how to really grow your business.

668
00:38:39,916 --> 00:38:42,125
That's that's,
I think, first and foremost.

669
00:38:42,125 --> 00:38:44,833
And then you can attach the gadgets
and all the other stuff.

670
00:38:44,833 --> 00:38:48,500
But without this got
you got nothing that rest won't work.

671
00:38:48,916 --> 00:38:51,208
Do you know
if you really want to give them a gadget?

672
00:38:51,208 --> 00:38:53,833
I've got one right here. All right.

673
00:38:55,250 --> 00:38:55,833
Invest.

674
00:38:55,833 --> 00:38:57,916
Invest. It might be five bucks.

675
00:38:57,916 --> 00:38:59,541
I have no idea what this thing was.

676
00:38:59,541 --> 00:39:02,083
This is a pitch counter.

677
00:39:02,083 --> 00:39:04,458
Just record each
and every time you actually have

678
00:39:04,458 --> 00:39:06,833
a meaningful conversation
with someone through the day.

679
00:39:06,833 --> 00:39:10,958
And measure yourself at the end of the day
and at the end of the week, and track

680
00:39:10,958 --> 00:39:13,208
how many conversations you have.

681
00:39:13,208 --> 00:39:16,333
If you have a goal
of having 50 conversations a week,

682
00:39:16,375 --> 00:39:18,375
then you've won that.

683
00:39:18,375 --> 00:39:23,291
That kind of winning is way more important
than the winning of closing an escrow.

684
00:39:23,333 --> 00:39:25,416
The escrow will take care of themselves.

685
00:39:25,416 --> 00:39:29,458
If you had your meaningful conversations.

686
00:39:31,125 --> 00:39:34,125
Well,
I haven't seen one of those in a while.

687
00:39:36,458 --> 00:39:36,833
Okay.

688
00:39:36,833 --> 00:39:41,583
So this this last bit is
I'm going to call it the Lightning Round.

689
00:39:41,583 --> 00:39:44,208
And I'm just going to ask you
a bunch of questions.

690
00:39:44,208 --> 00:39:45,416
I know Lightning Round

691
00:39:45,416 --> 00:39:49,291
sounds like you got to answer fast
and quick, but don't don't worry.

692
00:39:49,291 --> 00:39:52,291
If you want to get into something,
get into something, okay?

693
00:39:52,416 --> 00:39:56,500
It's not a big deal,
but just some basic stuff.

694
00:39:56,625 --> 00:40:01,125
What is your
what is the first move of your day?

695
00:40:01,666 --> 00:40:05,458
What do you do
first thing you go into the office

696
00:40:05,458 --> 00:40:09,208
or as soon as you wake up,
even some people start from there.

697
00:40:09,250 --> 00:40:12,875
First thing
when I get up in the in the morning, I.

698
00:40:13,458 --> 00:40:16,416
It actually starts
the night before, the night before.

699
00:40:16,416 --> 00:40:18,791
I say my prayer.

700
00:40:18,791 --> 00:40:19,666
Prayers of thanks.

701
00:40:19,666 --> 00:40:23,166
And I ask
if there's anything that I didn't

702
00:40:23,208 --> 00:40:27,041
accomplish
during the day that I need to put put away

703
00:40:27,041 --> 00:40:31,250
for the night, you know, to 
so that I don't dwell upon it.

704
00:40:31,250 --> 00:40:36,125
And then I draw a glass of water,
and I put it on the nightstand

705
00:40:36,958 --> 00:40:40,958
so that in the morning when I get up,
I take that room temperature

706
00:40:40,958 --> 00:40:46,416
water and I go into the kitchen
and I, you know, take my vitamins and,

707
00:40:46,750 --> 00:40:50,708
and at that point start the coffee pot

708
00:40:50,708 --> 00:40:55,375
and then I because you need hydration,
you got to take care of your body.

709
00:40:55,375 --> 00:40:59,208
So I want to I want, you know, you
you perspire at night.

710
00:40:59,208 --> 00:40:59,958
We all do.

711
00:40:59,958 --> 00:41:04,250
And you and you, your organs
need to be recharged the older yard,

712
00:41:04,291 --> 00:41:07,041
the more they need to be recharged.
So I do that.

713
00:41:07,041 --> 00:41:12,625
And then when I get back to the bedside,
I immediately grab my journal.

714
00:41:13,083 --> 00:41:15,416
I say some again.

715
00:41:15,416 --> 00:41:20,875
Prayer and reflection I write a gratitude
in my journal and it's very simple.

716
00:41:20,875 --> 00:41:22,458
Many times.

717
00:41:22,458 --> 00:41:24,166
Sometimes it's repetitive, you know?

718
00:41:24,166 --> 00:41:26,000
Dear God, thank you for this day.

719
00:41:26,000 --> 00:41:28,208
You know the joints are for my wife.

720
00:41:28,208 --> 00:41:30,083
Thank you for my wife, my wife,

721
00:41:30,083 --> 00:41:32,083
because, you know,
she reads it every once in a while.

722
00:41:32,083 --> 00:41:33,500
Yeah. Of course.

723
00:41:33,500 --> 00:41:34,000
Yeah.

724
00:41:34,000 --> 00:41:38,250
And actually and please,
you know, help my wife to share

725
00:41:38,250 --> 00:41:42,916
in the good health that I feel so that
so that she and I can have a fulfilling

726
00:41:43,000 --> 00:41:46,708
winter season in our life together.

727
00:41:46,791 --> 00:41:51,750
And then from there,
I pick up the Bible, and I,

728
00:41:51,750 --> 00:41:56,541
and I usually read, I'm
reading back through Psalms again and,

729
00:41:56,875 --> 00:41:59,625
and and interestingly enough,

730
00:41:59,625 --> 00:42:04,166
I spent a little time today
in in James again.

731
00:42:04,166 --> 00:42:09,208
And then from there
I pick up a book and I read it.

732
00:42:09,208 --> 00:42:14,916
Right now I'm reading it's David Greene
and I, and I don't remember

733
00:42:14,916 --> 00:42:19,833
the exact name of it, but basically it's
how to give everything away.

734
00:42:19,833 --> 00:42:25,416
He's he's the owner of Hobby Lobby,
and he believes that God owns his business

735
00:42:25,416 --> 00:42:31,083
and his family's up
now to giving away 50% of their revenues

736
00:42:31,083 --> 00:42:35,083
every year to causes
that they believe in.

737
00:42:35,083 --> 00:42:37,041
And it's an inspiration.

738
00:42:37,041 --> 00:42:38,916
So I'm reading that right now.

739
00:42:38,916 --> 00:42:44,166
And so I believe readers are leaders.

740
00:42:44,166 --> 00:42:46,791
And I start my my morning with that.

741
00:42:46,791 --> 00:42:49,125
Then I have breakfast with my wife.

742
00:42:49,125 --> 00:42:52,541
We usually have a healthy mix.

743
00:42:52,541 --> 00:42:54,458
It's it's, you know, it's it's

744
00:42:54,458 --> 00:42:58,458
oatmeal with walnuts and blueberries
and a little bit of honey.

745
00:42:58,458 --> 00:43:03,458
And then I grabbed my weights

746
00:43:03,458 --> 00:43:07,041
and I started doing
my farmer's walk around the house.

747
00:43:07,041 --> 00:43:12,291
And from there proceed
to the very slight exercises that I do.

748
00:43:12,291 --> 00:43:17,041
And then I do some a little bit of weights
and then hit the showers and it's

749
00:43:17,083 --> 00:43:18,416
off to start the day.

750
00:43:20,500 --> 00:43:21,541
I usually don't.

751
00:43:21,541 --> 00:43:22,875
I get up at 530.

752
00:43:22,875 --> 00:43:25,916
I usually don't get to the office
till between 830 and 9.

753
00:43:35,666 --> 00:43:38,666
Oh, I always call I.

754
00:43:39,333 --> 00:43:42,250
Even even the ones
that don't like to call for,

755
00:43:42,250 --> 00:43:45,458
you know,
they quit this thing on that button now

756
00:43:45,500 --> 00:43:48,916
where you can actually hit a thing
and talk your text.

757
00:43:48,916 --> 00:43:50,416
And I'm learning that.

758
00:43:50,416 --> 00:43:54,666
So I because because some of my clients
refuse to pick up the phone.

759
00:43:54,708 --> 00:43:56,125
You know, they

760
00:43:56,125 --> 00:43:58,291
and they've all figured out
that when you call hang up

761
00:43:58,291 --> 00:44:02,208
and then call the second time
that that it's still you, you know,

762
00:44:02,250 --> 00:44:03,250
so it doesn't work.

763
00:44:03,250 --> 00:44:06,625
So anyway but and and and here's
another one for you.

764
00:44:06,666 --> 00:44:10,333
Best money
you've spent on your business under $500.

765
00:44:10,750 --> 00:44:13,708
That's my business under 500 bucks.

766
00:44:15,583 --> 00:44:16,708
Right.

767
00:44:16,708 --> 00:44:19,666
That would I would have to say that

768
00:44:19,666 --> 00:44:23,250
that would be the books I order.

769
00:44:23,458 --> 00:44:26,041
I read an average of two books a month.

770
00:44:26,041 --> 00:44:31,041
So so I would
I would say it's constantly investing in

771
00:44:31,541 --> 00:44:37,083
sharpening this ax and,
and saying is mentally alert as I can

772
00:44:37,125 --> 00:44:42,041
by exposing myself to new ideas,
whether whether I'm reading a marketing or

773
00:44:42,041 --> 00:44:47,750
whether I'm reading something like David
Greene's book on On Giving to others,

774
00:44:47,791 --> 00:44:52,250
I think that we have
we owe it to ourselves to to stay curious.

775
00:44:52,666 --> 00:44:54,583
Yeah. It's good.

776
00:44:54,583 --> 00:44:56,083
What do you see?

777
00:44:56,083 --> 00:44:59,208
No to now that you used to say yes to.

778
00:45:00,041 --> 00:45:02,208
Activities.

779
00:45:02,208 --> 00:45:07,333
I don't want to go to functions
where I feel that people lunches

780
00:45:07,333 --> 00:45:13,083
or meetings
where people, you know, want want my time.

781
00:45:13,083 --> 00:45:18,250
And I don't feel
that there's a good exchange of value. I,

782
00:45:19,208 --> 00:45:22,458
I, I know we would
all if we were walking down the street,

783
00:45:22,458 --> 00:45:26,791
pick up $100 bill
if we saw one laying in the street.

784
00:45:26,916 --> 00:45:31,875
But I can't pick up the hour
that I've lost

785
00:45:32,208 --> 00:45:36,333
if I've spent it by meeting
somebody else's

786
00:45:36,333 --> 00:45:40,750
needs, instead of staying 
on my agenda of my purpose.

787
00:45:40,750 --> 00:45:45,500
So too many people around us
want to commiserate.

788
00:45:45,500 --> 00:45:48,500
And it's usually the negative people
that I'm saying no to.

789
00:45:48,500 --> 00:45:50,166
It's the people you know.

790
00:45:50,166 --> 00:45:52,583
There are two kinds of people
to walk into a room.

791
00:45:52,583 --> 00:45:55,833
The one person walks in and illuminates
the room, and you want to engage

792
00:45:55,833 --> 00:45:58,916
in the conversation because you know
there's positivity and joy there.

793
00:45:58,916 --> 00:46:02,583
And then there's those other people
that just suck the life out of a room

794
00:46:02,583 --> 00:46:03,541
when they walk in.

795
00:46:03,541 --> 00:46:07,041
And those are the people
I'm saying no to now, I used to

796
00:46:07,083 --> 00:46:11,666
I used to be way too generous with my time
with people who wanted

797
00:46:11,708 --> 00:46:15,000
to have a pity party,
and I've finally gotten to the point

798
00:46:15,000 --> 00:46:15,916
of telling them, you know,

799
00:46:15,916 --> 00:46:19,666
pity parties are much fun and you're
the only one that's gone, you know?

800
00:46:19,708 --> 00:46:22,375
And I can't be a part of it.

801
00:46:22,375 --> 00:46:26,333
This this next one's going to be
interesting just because it's you.

802
00:46:26,333 --> 00:46:28,291
I'm curious
to see how you're going to answer it.

803
00:46:28,291 --> 00:46:33,458
If you could do one thing over again
in your business, what would it be?

804
00:46:34,625 --> 00:46:36,500
I think I would

805
00:46:36,500 --> 00:46:39,875
have gone into business for myself sooner,

806
00:46:40,625 --> 00:46:42,875
and I because I not

807
00:46:42,875 --> 00:46:46,541
that I'm so brilliant
and that I always did it the right way.

808
00:46:46,791 --> 00:46:49,750
There were plenty of times
that I fell flat on my face

809
00:46:49,750 --> 00:46:53,958
and had to get up again,
and then try again in a different fashion.

810
00:46:53,958 --> 00:46:56,250
But each is a learning experience.

811
00:46:56,250 --> 00:46:59,291
You're never a failure,
but you can fail a lot.

812
00:46:59,291 --> 00:47:02,458
And I've made in lost millions of dollars.

813
00:47:02,458 --> 00:47:03,958
I'm not saying that to brag,

814
00:47:03,958 --> 00:47:08,125
I'm simply saying that there was a time
when it was elusive to me.

815
00:47:08,125 --> 00:47:12,791
So if I could do it over again,
you know, when I was president of a

816
00:47:12,791 --> 00:47:14,625
of of a bank and chief operating

817
00:47:14,625 --> 00:47:19,583
officer of a bank, I did some very big
things in the industry, got a lot of the

818
00:47:19,583 --> 00:47:24,666
outside accolades, and I began to listen
to my own press clippings.

819
00:47:24,666 --> 00:47:26,000
And that's fair to say.

820
00:47:26,000 --> 00:47:31,333
And if I had it all to do all over again,
I would have hit myself

821
00:47:31,333 --> 00:47:35,833
with a humility
stick really hard a lot sooner.

822
00:47:37,875 --> 00:47:40,875
Yeah, I like that. And

823
00:47:42,083 --> 00:47:45,166
what's the best question
you ask a borrower?

824
00:47:47,125 --> 00:47:48,541
I think it's

825
00:47:48,541 --> 00:47:51,541
it mostly
when I'm talking to first time homebuyers.

826
00:47:52,166 --> 00:47:54,208
And it's a really simple question.

827
00:47:54,208 --> 00:47:57,791
I would say to you, Dino,
is this the first home

828
00:47:57,791 --> 00:48:00,791
that you have ever bought?

829
00:48:00,833 --> 00:48:03,833
If they say yes and then I say,

830
00:48:04,375 --> 00:48:07,458
I'm just curious,
did your family own a home

831
00:48:07,458 --> 00:48:10,541
or do you come from a family of renters?

832
00:48:11,041 --> 00:48:14,333
And then they'll usually tell me and then?

833
00:48:14,500 --> 00:48:18,083
Then the next question,
which is the most profound, is

834
00:48:18,208 --> 00:48:21,208
what would it mean to you to own a home?

835
00:48:22,166 --> 00:48:25,083
And then I listen and I take notes,

836
00:48:25,083 --> 00:48:31,208
because in the process, we know that
finding a home is a grinding process.

837
00:48:31,208 --> 00:48:32,750
We also know

838
00:48:32,750 --> 00:48:36,833
that there are going to be times when
they're going to have buyer's remorse,

839
00:48:36,875 --> 00:48:40,666
or they're going to feel they can't do it
and they can't finish, or they're

840
00:48:40,708 --> 00:48:43,958
they just got asked for the 543rd
piece of paper

841
00:48:43,958 --> 00:48:46,291
related to their employment,
and they're frustrated.

842
00:48:46,291 --> 00:48:49,250
And you need to be able to

843
00:48:50,208 --> 00:48:53,625
bring them back to what it means to them,

844
00:48:54,541 --> 00:48:58,291
don't own, so that they can be successful
to complete the journey,

845
00:48:58,291 --> 00:49:03,041
because the objective
is to put them in a home of their dreams,

846
00:49:03,041 --> 00:49:07,458
and then also make sure that it's a home
where their family can afford

847
00:49:07,458 --> 00:49:09,375
to go out to dinner on Friday

848
00:49:09,375 --> 00:49:13,208
night at a drive up window, their choice,
and enjoy life a little bit.

849
00:49:13,208 --> 00:49:15,083
So you want to do both.

850
00:49:15,083 --> 00:49:17,833
So I always start with that.

851
00:49:17,833 --> 00:49:20,583
The rest of the stuff is just stuff.

852
00:49:20,583 --> 00:49:25,083
But you got to build the fabric of trust,
and the fabric of trust comes from them

853
00:49:25,083 --> 00:49:29,666
believing that they were heard
in terms of what their desire is.

854
00:49:30,416 --> 00:49:35,458
And I do that in a different way with
with step up and step down buyers as well.

855
00:49:35,458 --> 00:49:36,083
You know

856
00:49:37,791 --> 00:49:39,166
what, I

857
00:49:39,166 --> 00:49:42,458
apologize, I was I was just thinking

858
00:49:43,000 --> 00:49:46,458
there's a question
that I think I'm one of your podcasts.

859
00:49:46,708 --> 00:49:47,333
Was it see,

860
00:49:47,333 --> 00:49:51,083
Saxton said says asks his clients
where they think they're going

861
00:49:51,083 --> 00:49:52,666
to be three years and five years out.

862
00:49:52,666 --> 00:49:56,708
And I think that that's a question
that we would normally ask

863
00:49:56,708 --> 00:50:01,250
if I was dealing with a client
that was already in ownership,

864
00:50:01,250 --> 00:50:05,166
but visualizing a different property
and, you know, the, the, the,

865
00:50:05,166 --> 00:50:10,791
the motivation is very important to,
to solve for the delta.

866
00:50:10,833 --> 00:50:11,125
Yeah.

867
00:50:11,125 --> 00:50:14,125
I think trying to find out what their

868
00:50:14,750 --> 00:50:16,583
dreams or passions are.

869
00:50:16,583 --> 00:50:18,541
And, you know, it's absolutely right.

870
00:50:18,541 --> 00:50:19,750
You connect with people

871
00:50:19,750 --> 00:50:23,625
and that goes back to being an advisor
as opposed to a loan officer.

872
00:50:24,291 --> 00:50:24,583
Yeah.

873
00:50:24,583 --> 00:50:30,000
What about when somebody says to
you, Mike.

874
00:50:30,041 --> 00:50:33,041
I think I can get a better rate
somewhere else.

875
00:50:33,166 --> 00:50:35,041
You're you respond to that.

876
00:50:35,041 --> 00:50:37,000
You're absolutely right.

877
00:50:37,000 --> 00:50:41,458
I'm I'm never
the absolute cheapest price in town.

878
00:50:41,458 --> 00:50:43,791
I never have been. I never will be.

879
00:50:43,791 --> 00:50:48,458
What I can tell you
is that I will make sure

880
00:50:48,458 --> 00:50:52,583
to get you the best possible terms
for the transaction in the time

881
00:50:52,625 --> 00:50:56,500
frame that we have
for you to be successful, to own the home.

882
00:50:56,583 --> 00:51:01,916
And, you know, I would like to be
be on this journey with you.

883
00:51:04,500 --> 00:51:07,916
And what's your favorite book?

884
00:51:08,833 --> 00:51:12,208
Well, I, I, I spend every day now.

885
00:51:12,208 --> 00:51:15,916
I didn't always
but I do now with the Bible.

886
00:51:15,916 --> 00:51:19,458
And so I would have to say that's
that's first and foremost,

887
00:51:19,833 --> 00:51:23,375
I think
because I still use him as my coach.

888
00:51:23,375 --> 00:51:27,833
And I do think professionals need coaches
and I consider myself a professional.

889
00:51:27,833 --> 00:51:29,708
So Ben Newman, who wrote the foreword

890
00:51:29,708 --> 00:51:33,625
from for my new book,
he also wrote a book called The Standard.

891
00:51:33,625 --> 00:51:38,125
He's written others, but his book,
The Standard was was one

892
00:51:38,125 --> 00:51:43,166
that is one that I go back to
because the the fundamental difference

893
00:51:43,166 --> 00:51:47,458
and the idea behind the book in part,
is that rules can be broken.

894
00:51:47,458 --> 00:51:52,250
But if you have standards, those
those are non-negotiable.

895
00:51:52,250 --> 00:51:53,583
So live to your standards,

896
00:51:53,583 --> 00:51:57,208
stay within your discipline
and you'll have a better life.

897
00:51:57,208 --> 00:51:59,541
But but I have a lot of others
I like, you know,

898
00:51:59,541 --> 00:52:02,708
I mean, you know,
I mean skip, skip, skip those.

899
00:52:02,750 --> 00:52:04,375
Tell us about yours.

900
00:52:04,375 --> 00:52:05,083
Okay.

901
00:52:05,083 --> 00:52:08,000
Well, mine's the alignment advantage.

902
00:52:08,000 --> 00:52:11,375
And what this book is, is it's

903
00:52:11,750 --> 00:52:15,458
describing the importance
of having a moral compass

904
00:52:15,791 --> 00:52:20,500
and that if you have alignment
between your head, your heart, and your

905
00:52:20,541 --> 00:52:25,333
and your and your body,
and you work to maintain

906
00:52:25,333 --> 00:52:29,791
those improper fashion
to be the best version of yourself,

907
00:52:30,375 --> 00:52:33,458
starting with a true attitude of gratitude

908
00:52:33,458 --> 00:52:37,333
and an intention to live a purposeful life
serving others.

909
00:52:37,333 --> 00:52:41,083
Then when you're all done
and the good Lord brings you home,

910
00:52:41,291 --> 00:52:47,458
you'll have left a legacy, a living legacy
of what's important through your through

911
00:52:47,458 --> 00:52:51,458
your children and your grandchildren,
and perhaps the generations beyond.

912
00:52:52,125 --> 00:52:55,458
And can anybody find that on Amazon?

913
00:52:55,458 --> 00:52:58,083
It is on Amazon, it's on Amazon.

914
00:52:58,083 --> 00:53:02,083
And and and the hard copy
got released this week.

915
00:53:02,083 --> 00:53:04,416
So it's now available in hardback.

916
00:53:04,416 --> 00:53:06,041
This is the paperback.

917
00:53:06,041 --> 00:53:08,333
It's also available in Kindle.

918
00:53:08,333 --> 00:53:13,375
And I'm supposed to go in studio
and record an audio version here shortly.

919
00:53:13,375 --> 00:53:14,625
So we'll see how that goes.

920
00:53:14,625 --> 00:53:17,625
But and we're going to have that
on our website.

921
00:53:17,666 --> 00:53:22,750
Two and you know, I would love to be able
to see the clicks on my website

922
00:53:22,750 --> 00:53:26,250
that, you know, so I can know that
that you guys are buying it.

923
00:53:26,375 --> 00:53:30,583
Obviously, I won't know if it's
on Amazon, but I'm going to pick it up.

924
00:53:30,583 --> 00:53:33,375
So thank you for that.
And I look forward to reading it.

925
00:53:33,375 --> 00:53:37,083
Well, and, you know, you and I did talk
about the fact that there is a

926
00:53:37,166 --> 00:53:41,500
something in here that we can also make
available to the people.

927
00:53:41,500 --> 00:53:44,458
Listen to the podcast,
and I'm happy to do it.

928
00:53:44,458 --> 00:53:48,541
And that is
I created a workbook that there's

929
00:53:48,583 --> 00:53:52,458
a QR code for in the book here
that is called the Alignment Compass,

930
00:53:52,458 --> 00:53:58,416
and it will allow someone
to basically do a self-assessment.

931
00:53:58,416 --> 00:54:03,166
It's not a test, you can't fail it,
but it hopefully is going to help you

932
00:54:03,416 --> 00:54:06,416
get some clarity on where you are

933
00:54:06,708 --> 00:54:09,416
in terms of your your

934
00:54:10,541 --> 00:54:12,125
your self valuation

935
00:54:12,125 --> 00:54:16,708
of who you are, your disciplines
and your commitment to service

936
00:54:16,708 --> 00:54:19,708
and where you're at on your path
to leave a legacy.

937
00:54:19,916 --> 00:54:22,833
So, so do me a favor. Is it in the book?

938
00:54:22,833 --> 00:54:25,458
Yeah, yeah.
Put the put it up to the camera.

939
00:54:25,458 --> 00:54:29,125
So if somebody wants to scan the QR code
right now, they can do that.

940
00:54:31,833 --> 00:54:33,541
See there's other guy.

941
00:54:33,541 --> 00:54:34,333
Right?

942
00:54:34,333 --> 00:54:37,583
A little bit closer and down.

943
00:54:38,083 --> 00:54:40,541
There we go. Right there. Stop.

944
00:54:40,541 --> 00:54:42,750
Okay. Done.

945
00:54:42,750 --> 00:54:45,541
And we're going to have that
on our website as well.

946
00:54:45,541 --> 00:54:49,541
In the show notes you'll be able to see it
under Mike's Mike's page there.

947
00:54:49,541 --> 00:54:50,541
We'll have the QR code.

948
00:54:50,541 --> 00:54:51,833
So thank you for that.

949
00:54:51,833 --> 00:54:54,458
All right Mike this is the last question.

950
00:54:54,458 --> 00:54:54,916
All right.

951
00:54:54,916 --> 00:54:57,250
It's the it's the million dollar drop.

952
00:54:59,000 --> 00:55:00,166
I'm going to pick you up and

953
00:55:00,166 --> 00:55:03,166
I'm going to drop you off in.

954
00:55:05,125 --> 00:55:08,125
And let's just see Kentucky.

955
00:55:08,250 --> 00:55:08,666
Yeah.

956
00:55:08,666 --> 00:55:10,583
Do you know any
do you know anybody in Kentucky?

957
00:55:10,583 --> 00:55:12,208
I do not.

958
00:55:12,208 --> 00:55:12,833
Okay. Good.

959
00:55:12,833 --> 00:55:15,291
Yeah. So I'm dropping you off in Kentucky.

960
00:55:15,291 --> 00:55:18,083
You have all the wisdom and knowledge

961
00:55:18,083 --> 00:55:22,083
that you currently have,
but you don't have a database.

962
00:55:22,083 --> 00:55:24,125
You don't have a bunch of people
that are going

963
00:55:24,125 --> 00:55:27,416
to give you a bunch of referrals,
and you don't have a bunch of money,

964
00:55:27,416 --> 00:55:31,083
so you can't buy business,
but you cannot come back

965
00:55:31,166 --> 00:55:33,000
and see your wife,

966
00:55:33,000 --> 00:55:37,291
children or grandkids until you make
a million bucks doing loans.

967
00:55:37,583 --> 00:55:39,125
Okay.

968
00:55:39,125 --> 00:55:41,791
What are you going to do to get up

969
00:55:41,791 --> 00:55:44,791
and running to make a million bucks
as fast as you can?

970
00:55:45,333 --> 00:55:48,333
Well,
the first thing I'm going to do is get

971
00:55:48,375 --> 00:55:52,875
dialed in with a platform
that will allow me to leverage the tools

972
00:55:52,875 --> 00:55:56,583
that we have available to us
now that we didn't have 50 years ago,

973
00:55:56,583 --> 00:56:00,541
which is using AI to surface for me,

974
00:56:00,583 --> 00:56:04,000
who the most influential Realtors
are in the community,

975
00:56:04,041 --> 00:56:08,208
who the most influential
financial planners are in the community,

976
00:56:08,208 --> 00:56:12,083
CPAs and probate attorneys.

977
00:56:12,083 --> 00:56:17,250
And I'm going to make it a campaign

978
00:56:17,250 --> 00:56:21,833
where I proceed to send them

979
00:56:22,250 --> 00:56:27,708
value bombs of knowledge about things
that I understand about their business,

980
00:56:27,875 --> 00:56:30,916
to where I can help them
increase their GSEs.

981
00:56:30,958 --> 00:56:33,250
If they would be willing
to have a conversation with me.

982
00:56:33,250 --> 00:56:38,125
And I'm going to start scheduling
conversations, because those conversations

983
00:56:38,375 --> 00:56:43,083
are what lead to a, a,

984
00:56:44,041 --> 00:56:47,000
a ability to have a relationship.

985
00:56:47,000 --> 00:56:49,083
And if you have the relationship,

986
00:56:49,083 --> 00:56:52,458
then that eventually
will lead to conversion and to contracts.

987
00:56:52,458 --> 00:56:55,458
And so I'm going to find

988
00:56:55,791 --> 00:56:58,791
the best possible way to

989
00:56:59,000 --> 00:57:03,333
be as visible at the same time
through the media

990
00:57:03,333 --> 00:57:07,666
to where they begin to realize
that there's there's a new kid in town

991
00:57:07,791 --> 00:57:12,708
that's got a little silver in his hair
that might have a thing or two

992
00:57:12,833 --> 00:57:15,750
to add value to their clients lives
as quickly

993
00:57:15,750 --> 00:57:18,750
as I can.

994
00:57:20,583 --> 00:57:23,583
In question for you on that.

995
00:57:24,666 --> 00:57:27,666
Would you simply

996
00:57:27,833 --> 00:57:32,625
look at numbers and
and decide who to call based on production

997
00:57:32,625 --> 00:57:37,541
and all that, or or would you
or is there another technique as well?

998
00:57:37,583 --> 00:57:41,375
Well, you're going to look you're going
to need to look and look at the covers.

999
00:57:41,375 --> 00:57:46,750
Because if you move into a community
and there's just going to grab a number

1000
00:57:46,791 --> 00:57:51,625
300 realtors, that means there's probably
30 that are doing the transactions.

1001
00:57:51,625 --> 00:57:54,750
And out of those
you want to find out who those 30 are,

1002
00:57:55,041 --> 00:57:58,041
because those are the 30 that you want to

1003
00:57:58,208 --> 00:58:01,791
create enough visibility
for to where you can have

1004
00:58:01,791 --> 00:58:06,375
a warm meeting instead of a or a warm call
instead of a cold call.

1005
00:58:06,541 --> 00:58:10,958
And the reality is if you.

1006
00:58:12,541 --> 00:58:13,916
If you don't do

1007
00:58:13,916 --> 00:58:17,083
it in that fashion,
if you just go out and and

1008
00:58:17,083 --> 00:58:21,208
and have random conversations or try
and take donuts to the real estate office,

1009
00:58:21,208 --> 00:58:25,708
which is so 1970s,
it's not going to work.

1010
00:58:25,750 --> 00:58:27,666
It just won't anymore.

1011
00:58:27,666 --> 00:58:31,000
The, the, the time has changed.

1012
00:58:31,041 --> 00:58:35,000
The one other thing that I would
definitely do is I would get

1013
00:58:35,041 --> 00:58:40,916
I would take every opportunity to be
in front of one to many that I could.

1014
00:58:41,166 --> 00:58:44,166
So I would, I would craft a,

1015
00:58:44,875 --> 00:58:48,750
a keynote talk of some time about,
you know,

1016
00:58:48,875 --> 00:58:52,875
can you imagine a boy from California
wants to come live in Kentucky?

1017
00:58:53,041 --> 00:58:54,958
I'd like to tell you my story or whatever.

1018
00:58:54,958 --> 00:58:58,500
And I'd hit every Rotary Club,
Kiwanis club, Lions Club,

1019
00:58:58,708 --> 00:59:03,125
church, men's group,
anywhere where I could speak one to many.

1020
00:59:03,125 --> 00:59:05,833
Because, you know,
if I'm going to make $1 million

1021
00:59:05,833 --> 00:59:09,000
and get back to my family quickly,
which is what I would want to do,

1022
00:59:09,041 --> 00:59:11,083
I'm going to have to do business
to business,

1023
00:59:11,083 --> 00:59:13,291
and I'm going to have to do business
to consumer.

1024
00:59:13,291 --> 00:59:14,708
I'm going to have to do it.

1025
00:59:16,000 --> 00:59:17,125
Yeah, for sure.

1026
00:59:17,125 --> 00:59:21,750
I asked that question
because I think all too often

1027
00:59:22,625 --> 00:59:25,166
people forget that like attracts like.

1028
00:59:25,166 --> 00:59:30,875
And you should go join
as many of these organizations as you can.

1029
00:59:31,041 --> 00:59:34,750
If it's something that you would do
if you weren't looking for business,

1030
00:59:34,791 --> 00:59:35,125
right.

1031
00:59:35,125 --> 00:59:38,583
Because you will have something in common
with these people.

1032
00:59:38,583 --> 00:59:41,750
And I think that that's the fastest way
to get

1033
00:59:41,875 --> 00:59:43,875
and create relationships,
because at the end of the day,

1034
00:59:43,875 --> 00:59:45,875
this business is still about
relationships.

1035
00:59:45,875 --> 00:59:48,541
Yeah. And
and you got to go out and create them.

1036
00:59:48,541 --> 00:59:51,708
You're not going to get that by sooner 
or send a computer.

1037
00:59:51,750 --> 00:59:53,875
Just not going to happen.

1038
00:59:53,875 --> 00:59:56,500
And you know there

1039
00:59:56,500 --> 01:00:00,458
if you have two loan officers
in a community, you know,

1040
01:00:00,958 --> 01:00:05,458
if one of them is very well known
and the other one is very knowledgeable,

1041
01:00:06,625 --> 01:00:07,875
the well-known

1042
01:00:07,875 --> 01:00:11,083
loan officer is going to do more business

1043
01:00:11,083 --> 01:00:14,625
than the very knowledgeable
loan officer who's invisible.

1044
01:00:15,333 --> 01:00:19,708
So don't don't be
don't be an invisible loan officer.

1045
01:00:19,791 --> 01:00:23,625
You know, you have you have to be willing

1046
01:00:23,666 --> 01:00:26,666
to put yourself out and, and, and,

1047
01:00:26,916 --> 01:00:29,708
and get on the battlefield, so to speak.

1048
01:00:29,708 --> 01:00:32,708
You can't play this game from the stands.

1049
01:00:33,500 --> 01:00:34,916
That is a great quote.

1050
01:00:34,916 --> 01:00:37,333
This is a full contact sport, folks.

1051
01:00:37,333 --> 01:00:39,416
It really is.

1052
01:00:39,416 --> 01:00:40,541
I love that quote.

1053
01:00:40,541 --> 01:00:43,666
Don't be an invisible loan officer. Right.

1054
01:00:43,750 --> 01:00:45,166
Barnum line.

1055
01:00:45,166 --> 01:00:47,625
Nobody knows about you.
You're not going to make any money.

1056
01:00:47,625 --> 01:00:48,916
That's right.

1057
01:00:48,916 --> 01:00:50,791
Mike, thank you so much for joining us.

1058
01:00:50,791 --> 01:00:52,041
I do appreciate it.

1059
01:00:52,041 --> 01:00:54,416
Like, seriously, your your

1060
01:00:54,416 --> 01:00:58,291
your wisdom from being in this business
as long as you have been.

1061
01:00:58,291 --> 01:01:00,583
And I love the fact
that you're still relevant

1062
01:01:00,583 --> 01:01:04,000
because so many people stop being relevant
as they get older.

1063
01:01:04,041 --> 01:01:07,291
They just stop trying to learn new things

1064
01:01:07,291 --> 01:01:10,291
and your mindset, it's fantastic.

1065
01:01:10,291 --> 01:01:11,916
So I've learned a lot from you.

1066
01:01:11,916 --> 01:01:13,791
I hope everybody else has as well.

1067
01:01:13,791 --> 01:01:16,333
And and thank you again.

1068
01:01:16,333 --> 01:01:20,166
Well, the feeling is mutual
because, you know, maybe the reason

1069
01:01:20,166 --> 01:01:23,458
I'm so old is because I'm a slow learner
and you're in a faster group.

1070
01:01:26,833 --> 01:01:28,000
So guys, I want

1071
01:01:28,000 --> 01:01:31,000
to thank you guys also because

1072
01:01:31,208 --> 01:01:35,958
honestly, every day I just get blown away
as to how well the podcast is doing.

1073
01:01:35,958 --> 01:01:39,625
And I've said it before, but I didn't.

1074
01:01:39,625 --> 01:01:42,791
I don't know what I expected when I first
started, but I didn't expect this.

1075
01:01:42,791 --> 01:01:46,750
And the fact that every single week

1076
01:01:46,791 --> 01:01:49,833
the downloads just keep
getting higher and higher.

1077
01:01:49,875 --> 01:01:55,375
I mean, it wasn't very long ago at all
where we were trying

1078
01:01:55,375 --> 01:02:00,583
to bust through the 100,000 a month mark,
which I was already over the moon with.

1079
01:02:00,583 --> 01:02:06,083
And and just the other day I was looking
and we were at 112,000 a month.

1080
01:02:06,208 --> 01:02:08,458
And I was like, well,
how did that happen? That's over.

1081
01:02:08,458 --> 01:02:13,958
That was that's over 15,000
in just a very small window of time.

1082
01:02:13,958 --> 01:02:19,208
And like, I don't know, three weeks
that, that we grew by that much.

1083
01:02:19,208 --> 01:02:20,875
So thank you guys I appreciate it.

1084
01:02:20,875 --> 01:02:24,958
And I want you to know that I am going
to put a little more effort

1085
01:02:24,958 --> 01:02:28,500
into the website
because I think it's warranted.

1086
01:02:28,583 --> 01:02:30,833
But but it's still there right now.

1087
01:02:30,833 --> 01:02:34,500
You guys go to Dino
Katsuyama Com and I know it's a mouthful,

1088
01:02:34,500 --> 01:02:37,750
but the way with Dino the way podcast

1089
01:02:37,750 --> 01:02:40,958
mortgage business anyway,
which way you want to Google it, right.

1090
01:02:41,000 --> 01:02:44,541
It'll show up and even dino ethos, right.

1091
01:02:44,541 --> 01:02:45,875
Anything like that will show up.

1092
01:02:45,875 --> 01:02:50,666
And in there we have all of these
amazing guests that I've interviewed,

1093
01:02:50,666 --> 01:02:55,875
and each of them in season
two have a free downloadable playbook

1094
01:02:55,916 --> 01:02:58,916
so that you can take action
on something that you've learned.

1095
01:02:58,916 --> 01:03:00,750
And there's a bunch of great ones
in there.

1096
01:03:00,750 --> 01:03:03,166
There's a tab, in fact,
that just says playbooks.

1097
01:03:03,166 --> 01:03:04,333
We have it all broken down.

1098
01:03:04,333 --> 01:03:11,291
And I promise you,
if you even did, an ounce of effort

1099
01:03:11,333 --> 01:03:14,750
gave an ounce of effort to each of those
playbooks, your business will change.

1100
01:03:14,791 --> 01:03:16,291
So I hope you take us up on it.

1101
01:03:16,291 --> 01:03:20,041
I hope you take advantage of it,
and I hope to see you on the next one.

1102
01:03:20,083 --> 01:03:20,750
See you soon.