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Live Partner Call | The 32-Hour Workweek Strategy | October 2025 — Transcript

by Impact Elite Coaching · 12,764 words · 1,741 segments · language en · Watch on YouTube

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0:00Hi everyone. Uh, thank you for coming
0:03today. My name is Ole Kachch and um, for
0:07those of you that don't know, I've been
0:08a lender for 20 years. Um, been coaching
0:12for about uh, 11 or 12. And I'm super
0:15excited to be talking about uh, time
0:18management today. specifically going
0:20deep into my play of how I run not only
0:24my day but just kind of the mindset
0:26behind
0:28uh being super super super tactical and
0:31effective and ultimately
0:34um getting results, right? That's what
0:36it comes down to. Um, another thing too
0:39that I always like to talk about when I
0:41talk about time management is that it's
0:44not about like for me it's not about
0:46adding more time to my schedule. Like
0:49that doesn't answer anything. It's about
0:52being way more effective at what I do.
0:55Um, and I I I love to um kind of uh use
0:59this as an analogy. Um, you know,
1:02there's some people that they when when
1:04they go to the gym, they'll show up to
1:06the gym, they'll spend an hour in the
1:08gym, they'll get a couple lifts in,
1:10they'll be on their phone the whole
1:12time, and they don't look like they ever
1:14work out yet. They're always at the gym.
1:15And then you have other people, um, my
1:17son for example, who's uh um working on
1:22being like a bodybuilder, and you spend
1:2545 minutes at the gym with him, you feel
1:26like you're going to pass out because he
1:28makes every single second count. and he
1:31pushes super super super hard. And so
1:34whenever I work out with him, I get
1:36results. When I work out without him,
1:39people question if I go to the gym. The
1:41point that I'm trying to make, guys,
1:43very, very simply, is this. What you
1:46guys do during the day matters more than
1:48ever, especially in a tough market. So,
1:50not only the mentality and being
1:53mentally ready, but also having a plan.
1:56And a lot of people talk that I talk to,
1:58they'll tell me like, "Oh, I you know, I
2:01don't have a time management plan. I
2:02don't have a play." And my response is,
2:05"That is your play. Your play is you
2:07don't have a play. You show up and you
2:08wait for something to happen and then
2:10you react." And so, uh, taking a couple
2:15steps back, I've always been fascinated
2:17with time management. I've read tons of
2:20books on time management, tried a lot of
2:22different uh strategies, and the one
2:25that I'm going to share with you guys is
2:26one that I came up with about three
2:28years ago, and this is exactly what I do
2:30day in day out and what works for me.
2:34And I'll explain to you what I do, when
2:36I do it, and at the same time too
2:40talk about kind of the mindset of how it
2:42ultimately helps you um be the best
2:46version of yourself in every state, you
2:48know, you could say every uh part of
2:51your life ultimately. So, um I would say
2:54it definitely solves the um uh the the
2:57work life balance part as well. So, with
3:00that said, as I go and I'm going be
3:02covering a lot of different a lot of
3:04content, I will pause for questions as
3:07we go through different stages because I
3:09really really don't want this to be um
3:12just kind of a lecture style. I really
3:14want to be interactive where you guys
3:15truly understand
3:18um and tap into why I do what I do when
3:21I do it. and I answer any questions
3:23along the way so that way you guys could
3:25be crystal clear so you guys could
3:27develop your play that works for you
3:29guys. So with that said, let me share my
3:32screen and um
3:36share let me know when you guys all see
3:38it.
3:41You guys see it? We're good. All right,
3:43cool. So um I call it the 32-hour work
3:46week strategy. Um it's really the time
3:48management and ment my my mental strat.
3:51Um, you know, a lot of people are like,
3:53"Well, 32, how does that work?" You guys
3:55got to remember Thursday I coach all day
3:57and I'm building different things around
3:59coaching. So, really, I dedicate today
4:02just to coaching. So, just keep that in
4:04mind. So, I'm really running a four-day
4:07work week. So, here's what the play is.
4:11And some of you guys have seen this
4:12before, some of you guys have never seen
4:14it before, but I call it red, green,
4:17blue. And um it basically is based
4:22around the fact that no matter who you
4:24are, no matter what you do, you have red
4:27time in your calendar. Like it's it's
4:29it's unavoidable.
4:31Um and so instead of trying to delegate
4:35all red time, you're looking at it at a
4:37standpoint of I I have it. How do I be
4:40most effective in it? And how do I time
4:42block it to where um basically it gets
4:46done? In my opinion, red time gets done
4:48first because once you take care of the
4:51stuff that you need to take care of in
4:52your business, then you could work on uh
4:55you know, getting more business, which
4:56is green time. So, if you guys see here,
4:598:30 a.m. is when my red time starts,
5:02and it ends at noon, which means every
5:05single day I technically could have an
5:07agent lunch, right? Or or an agent
5:10meeting that starts at noon. So, my red
5:12time goes until noon. Then it goes into
5:15my green time, which green time, and
5:18I'll dive deep into it, but it's really
5:19all the money-making activities of how
5:22to get new business. Everything that I
5:24do to get new business and to keep my
5:27pipeline full. And then that goes into
5:30blue time, which is when I get home. And
5:33then from there until I know it says
5:3512:00 a.m., but it's really when I go to
5:37sleep, which sometimes it's 12:00,
5:38sometimes it's 10:00. Like yesterday it
5:40was like 9:30 because I'm feeling a
5:42little sick. So I tried to get to bed
5:44super super early. Um but it's until I
5:47go to bed and ultimately I'll go into
5:49what blue time is and how I utilize blue
5:53time to really propel me into red and so
5:56forth. So this is ultimately my time
5:59management play. Here's how the three
6:01blocks work. So red time, I call it old
6:04money. This is when you're working on
6:06money that's already in the pipeline.
6:08This is when you're making sure you get
6:09paid. So, what do I do during red team
6:13meetings? Okay, so team meetings. Um,
6:16every um the way I do it is Monday I
6:21have an LP1 front-end meeting pretty
6:23much uh with my front end of my team.
6:25Wednesday, I have the front-end meeting
6:27and Friday I have the front-end meeting
6:28where I'm talking about leads and
6:30pre-approvals. Leads and pre-approvals,
6:31leads and pre-approvals. Tuesday and
6:34Thursday, I only meet with my back end
6:36of my team, which is my processors. That
6:39is deals in contract to closing. Tuesday
6:43and Thursday. Tuesday, I'm making sure
6:44they're doing Tuesday updates. We talk
6:46about Tuesday updates. Thursday is, is
6:49there any are there any loans? Are we on
6:51track? Are there any problems before we
6:53go into the weekend that I need to help
6:55you guys with? So, that is how I run my
6:57meeting schedule. So every day I'm part
6:59of one team meeting. Team trainings. I
7:03train during red. I train once a week.
7:06Every single Wednesday for one hour. No
7:08matter what I train. Yesterday we were
7:11training on making better agent calls.
7:13So what what we did for an hour is we
7:15basically role played. We role played a
7:17lot of different scenarios. We looked at
7:19how many calls each person was was
7:21making. We looked at what you know
7:22what's working today, what should we be
7:24saying today and so forth. And I do that
7:26during red time. Um, follow up with
7:30clients. So, this is basically the
7:32clients that are in the system already.
7:35It's any follow-up that I need to do.
7:37Let's say we have a hard time getting
7:38documents from a client and they want me
7:40to be involved in or um if you're an
7:43agent, right, this is where you are
7:45following up and focusing on your
7:48current clients that you have that
7:50already know you. This is that follow-up
7:52where you're setting appointments for to
7:55to go look at homes. You're asking them,
7:56did they look at, you know, any of the
7:59listings that you sent over to them and
8:00so forth. This is where the followup
8:02happens with current cl uh current
8:05clients, which again comes back to the
8:06whole old money. It's the money you
8:08already have that's in your pipeline. Uh
8:10emails, I only do emails during red. Um
8:14it says, you know, for realtors, setting
8:15them up on home searches, the people
8:17that need to enter in uh new people in
8:19the CRM. again, realtor CRM, organizing
8:22the CRM, all that. Do that during red
8:24time before people really start moving
8:27uh uh through their day. Pipeline
8:29management, lead tracker, we talked
8:31about that. Pre-approval results call.
8:33So, I don't do many pre-approval results
8:36calls anymore, but when I do do them,
8:39because my team basically handles, you
8:41could say 90% of them, I have them
8:44schedule them during my red time. So,
8:47anytime that a client needs to talk to
8:49me about results, it's scheduled during
8:51red. Okay. So, um uh that's pretty much
8:55what I do. Now, fixing files with the
8:57underwriters, uh uh with the
8:59underwriting team and underwriters,
9:00which by the way, guys, today I had to
9:01fix a file that went very very very
9:04sideways. So, me, my processor, the
9:07underwriting manager, and the
9:08underwriter had to get on a call. So,
9:10when was I available? Before 12:00. It
9:13was like I before 12:00. I'm available
9:16after 12:00. I'm working on coaching
9:18stuff. Like it they just they know they
9:21don't they will not schedule me past
9:22that. So we get on a Zoom call together,
9:25the four of us, and we figured it out.
9:27And so yes, I still get involved in
9:29files. You guys will all be involved in
9:31files. You guys all have files that are,
9:34you know, things are going wrong. I do
9:36it during red. So, what most loan
9:39officers do is when a file is going bad,
9:41they just drop what they're doing and
9:42then they try to solve it and it derails
9:44their day day and so forth. I schedule
9:47it in red time. So, when did I find out
9:49about the file issue? Yesterday. When
9:51did I schedule it? Today. One day is not
9:53going to change anything, guys. Right?
9:55And so, again, I'm very very very
9:57crystal clear on when I am doing what.
10:02Um, anything corporate or P&L. Our P&L
10:05came out today, right? So, when am I
10:07going to review it? I'm going to review
10:08it tomorrow. I like reviewing the P&Ls
10:10on Friday. Um, so tomorrow I'm going to
10:13review my P&L in red time, right? Not in
10:15green. Um, and I think here's the part
10:18that I always tell people. Have you guys
10:21ever heard of the Bon effect? Yes. No.
10:24Yes. Maybe. Right. So, so th those that
10:27haven't heard it, I heard this a while
10:29ago. Uh, probably about 15 years ago.
10:32And when I heard it, I was like I was
10:34like that freaking works because I know
10:36I had situations like that and it
10:38totally worked for me. The by noon
10:42effects is this. If you are go getting
10:44on a plane and you have to leave leave
10:46the office at noon today and you're
10:48going to be gone for two weeks with no
10:50communication whatsoever and we give you
10:52like a hundred things to do, you're
10:54going to get them all done by noon
10:55because you have a limited time to get
10:57them done. Because you have a limited
10:59time to make it done, you make decisions
11:01faster. you act faster, you come up with
11:03ideas faster and so forth. That's the
11:05whole idea about red time. You give
11:08yourself less time so that way you move
11:11through it faster. The problem that most
11:13people have when they don't have time
11:15blocks is they do everything whenever it
11:17comes up and so their red time bleeds
11:19into green or hijacks green and before
11:22you know it, they're doing barely any
11:24money-making activities, which is why
11:26they don't have a big pipeline. So the
11:28point is is I have a by noon cutoff and
11:31that by noon cut off means if I didn't
11:33get it done by that time it goes until
11:35the next day. There's no matter what it
11:39goes until the next day. That's the way
11:41I treat it. Now in the beginning it's
11:43tough, right? Because ultimately it's
11:45it's the shift, but that's the way I
11:47play it. That's the way I treat it. And
11:50so I'm always in a hurry. I'm moving
11:52fast through red, everything, all that.
11:54So that way it gets me into green. So,
11:57that is red time. Um, here is what green
12:01time looks like for me. So, now I go
12:03into green, which by the way, my team is
12:05crystal clear on when my time blocks
12:07are. Like, they know that when I'm in
12:09green, I'm doing one thing.
12:12And that is protecting their jobs. And
12:14I'm protecting the jobs because
12:17I'm out there getting our next lead, our
12:20next agent, our next transaction. This
12:22is a new money time, right? This is when
12:25I'm looking at who has the next deal,
12:27where is the next deal at, who do I need
12:29to be talking to, who do I need to lock
12:31down, which agent I need to follow up
12:33with, which agent I have to have a deep
12:35conversation with. This is all done
12:37during green. Now, my green time is 12
12:39to 6, except for Fridays, I cut off at
12:424. Like Friday is my day where I I cut
12:45off at 4, but 12 to 6 typically. So,
12:48what do I do during green? This is me.
12:51So, um, recruiting loan officers, team
12:55members, salespeople. So, if you're
12:57somebody that has a region or a big
12:59team, like I like I like all the
13:01students that I coach, they're always
13:03looking for their next hire. Always.
13:06Why? Because it takes time to find
13:08unicorns. We do not want to just hire
13:10anybody. We want to hire people that are
13:12straight killers. So, how long does that
13:14take? About six months. So, they're
13:16always looking for new people. So I have
13:18in block um time in their green time to
13:23be searching for the next person,
13:25looking for that next person. So we pass
13:28on a bunch of them and until we find the
13:31unicorns because if you um have a
13:33phenomenal team of killers, it's going
13:36to be so much easier for you to do your
13:37part, right? So we do that during green.
13:39That is an investment in uh if you're uh
13:42uh looking for loan officers because
13:43you're regional, that's when you do it
13:45during green. If you're looking for new
13:47realtors because you're a loan officer,
13:49that's when you do it during green. If
13:50you're a realtor and you're looking for
13:52um your next VIP, you do that in green.
13:55Your next listing, you do that in green.
13:57Green time is all all the money making
14:00activities that you're spending time on.
14:02So, I say everything point of sale. I
14:05always tell myself like I'm the best
14:07when I'm at the point of sale.
14:10And so, I try to put myself at the point
14:12of sale as much as I can. locking down
14:15clients. So, let's just say we we have a
14:18lock down list um that we have on our
14:21team. And the way it works is we look at
14:23all of our, you know, everybody that we
14:25have, all of our clients and everything.
14:27And if we know a client is going to be
14:28making a move with some LO, it might be
14:31us, it might not be us, we need to lock
14:33them down. I have in my green time that
14:36I schedule to lock down clients. That is
14:38when I am 100% focused on getting him to
14:41say yes to me to yes to my team. Same
14:44thing with agents. I have a target list
14:46of agents I'm going after. During green
14:48is when I'm locking him down. Theme day
14:51calls. So any you know whatever my theme
14:53day is, that's when I'm calling on. Um
14:55like one thing I for you guys that a lot
14:58of you guys know I do a lot of business
15:00out of state. So I have you know my
15:02Monday standard 40 agent calls.
15:04Wednesdays are my out ofstate agent
15:07calls. So my theme is only out of state
15:10agents. The thing about this guys, a lot
15:12of people tell me like, "Oh, hey, how do
15:13you do all this business out of state?"
15:15And it's like,
15:17look at your activity.
15:20How much what percentage of your
15:22activity has anything to do with another
15:24state? Most of them say, "I don't do
15:26anything." Well, that's why you're not
15:27doing any business out of state, right?
15:28The point is, guys, it's very very very
15:30simple. If every Wednesday for the next
15:34year, all you did was call 20 agents out
15:37of state. Let's say you didn't even have
15:39a strategy. You didn't even know what to
15:40say. You just winged every call. You
15:42would do some business out of state,
15:44right? Can we all agree?
15:46Now, let's say you had a strategy. Let's
15:48say you have a Zoom meeting. Let's say
15:49you actually have a way to onboard an
15:52agent. And all you did is for the next,
15:55you know, year, you called 20 agents out
15:58of state, over a thousand calls with a
16:01strategy, knowing what to say, having a
16:04zoom, having a followup. Would you do
16:06business out of state? Absolutely.
16:09Right? So, uh that's what I mean by
16:11theme base. Cold, warm, prospecting,
16:13doesn't matter. Prospecting is
16:15prospecting. Client closing call. So,
16:17when a uh when a closing happens, I call
16:19during green time. my team will text me
16:22when the closing happens and I call and
16:24I call to get the next lead, right? So,
16:27I know the client's happy, they have
16:29everything answered. Um, that is my
16:32that's the biggest moment that I have to
16:34program them for the next lead. Same
16:36thing with the listing agent, starting
16:38to set an appointment with them. Same
16:39thing with the buyer's agent. If they're
16:41new to me, trying to set an appointment
16:43with them. If they're not new to me,
16:45making sure they're referring me their
16:46next deal. Um, so that's what it looks
16:50like when I say client closing calls.
16:52Lock me down list. I covered
16:56coffee, lunch, happy hour, Zoom
16:59meetings. Zoom is a big part of my
17:01strategy and has been for the last year
17:03and a half. Um, but it's pretty much
17:06like any type of meetings in person or
17:09on Zoom. I'm doing during green time,
17:11green time only. Mastermind groups, um,
17:14which I do on Zoom right now. They're
17:16all done in green time. Um, basically
17:20the biggest part is, you know, the 100%
17:22uninterrupted point of sale time. Uh,
17:25and I like to I like to say this, um,
17:28you know, the mentality that I have in
17:31green time is money is effing
17:34everywhere, right? Deals are everywhere.
17:37That is my mentality. And the reason why
17:39I have that mentality, guys, is it
17:42changes my approach and my conversations
17:45that I have with people. Let me give
17:47give you guys a quick example. I was
17:49talking to an agent the other day and he
17:51calls me up and we're just having a
17:54conversation and he goes, "Man, I don't
17:56know if you know, but uh deals are deals
18:00are like really really bad right now."
18:02And it's like really bad out there for
18:05for real estate agents. In fact, you
18:07know, we're we're on track to do the
18:09same amount of sales in Washington state
18:12as we did back in like 2008, which was
18:15like the worst year ever. And I'm like,
18:18"Really?" He's like, "Yes." And I'm
18:20like, "Well, tell me more." He's like,
18:22"Oh, it's super super super bad." And
18:24I'm like, "Well, how bad is it?"
18:27and he goes, and guys, don't quote me on
18:29this just because I don't remember the
18:32details of the conversation, but he said
18:34something like, you know, there's uh uh
18:382 million transactions that are
18:39happening in the state of Washington
18:41this whole year. I'm like that. So, like
18:442 million? Yes. You're okay. So, that
18:46means that there's four million
18:49paychecks given out. Yes.
18:52And your goal is how many? Five a month.
18:55there's 4 million paychecks given out a
18:57year. Your goal is 60.
19:01And he's like, "You're right. That's a
19:03lot." I'm like, "Dude, it the the
19:04market's not the issue. You're the
19:06issue. It's what you're not doing." And
19:07because your mentality is things are
19:10bad, you're not taking action. I'm like,
19:11"When was the last time you called a
19:12past client?" He's like, "6 months ago."
19:14I'm like, "Why?" He's like, "Well, cuz I
19:16feel like the market's bad." And I'm
19:17like, "I guarantee you
19:20your clients are make doing deals with
19:22other people, right? like at the end of
19:24the day they're doing something. And so
19:26the point is is you know the whole
19:28mentality like I didn't just say mental
19:30your time management strategy. I'm
19:32talking about the time management
19:33strategy and the mentality that I have
19:36going into it. My mentality is deals are
19:39everywhere. The question is are they
19:42with me or not? I could control that,
19:45right? I can control which agents I
19:47call, which ones I don't call. I can
19:49control what I say and what I don't say.
19:51I can control how I show up, how I don't
19:53show up. I got I gotta tell you guys,
19:54like like before this call, like my just
19:58because I'm a little sick right now, my
19:59energy level is lower. Everything's
20:01lower. The moment I get on with an
20:03agent, it changes. I am completely
20:06different in because I want them to feel
20:08a certain way about me because I know if
20:10I trigger that feeling, all of a sudden
20:12now they're going to have a higher
20:14chance of referring. Agents, when you
20:16guys are talking to your VIPs, same
20:18thing. Are they feeling like you're the
20:22best option for their clients, right? Or
20:25are they thinking, "Oh, this is just
20:26somebody that's kind of depressed in
20:28real estate that that things are going
20:29bad and they every time they call me,
20:31they complain, right?" And then people
20:33wonder, "Why don't agents pick up my
20:35phone calls?" Or, "Why do VIPs not pick
20:37up my phone calls?" It's because of how
20:38they feel afterwards, right? We all have
20:40that friend that they call us and all
20:42they do is complain and we kind of avoid
20:44their calls,
20:46right? And it's like we don't realize,
20:47but we're that person to a lot of our
20:49referral partners' lives. And it makes
20:51us feel good about it because we just
20:53like get to like, you know, emotion dump
20:56on them. But how do they feel
20:57afterwards?
20:59So my whole thing of money effing ever
21:02mentality is just more of like what do
21:04we need to do to win? What are we doing
21:07right now? What products are we talking
21:09about right now? What strategies? Who,
21:12what, like let's win together. That's
21:15the whole mentality. Who do I need to
21:16meet? Who do I need to be connected to?
21:19That's it doesn't matter what the rates
21:20are. Transactions are happening. That's
21:23what my green time is. Okay.
21:26Now, let's say green time's over. Now
21:29what? Right? This is what everybody
21:31loves. Blue time, family time, self
21:34time, whatever you want to call it,
21:36time, the nonwork time, right? And I
21:39write protect the number one asset.
21:41That's the time. Protect the number one
21:43asset. The number one asset is you.
21:48It's you. Because we're not robots. And
21:50because we're not robots, the way we
21:52show up determines everything. And so
21:55the reason why blue time is so important
21:58is because blue time is when you
22:01basically not only recharge, but take
22:03care of yourself. So when you show up in
22:05green, when you show up in red, when you
22:07show up for the day, you're the best
22:09version of you to execute the day. So,
22:12this is when I go, you know, sell
22:14family, friends. Guys, during green
22:17time, I have friends call me. I will
22:19never call them back during green.
22:21Doesn't matter what's going on. I don't
22:23care. They don't even try anymore. For
22:25years, they I don't call them back
22:27because it's kind of like this. Let's
22:29just say your your friend is a whatever
22:34uh bad example, but only heart surgeon.
22:36They think they're going to pick up the
22:37phone call during heart surgery and call
22:39you and talk to you and and
22:41with you about the weekend. They will
22:42not. Let's say they're a professional
22:44athlete, right? And they're in, you
22:46know, some sort of meeting about what
22:48you think they're going to pick up and
22:49talk. No. So why do we give them
22:51permission to do it to us? The problem
22:54is us. It's us being weak. So if you
22:57treat yourself like a heart surgeon, an
22:59athlete, you know, somebody else, right,
23:01that makes fu money, right? You're not
23:05gonna take that call during the day. You
23:07just won't because if you do, you're
23:10gonna lose that it factor about you
23:12because before you know it, now you let
23:14everything into your life, right? That
23:16distracts you. So, this is when I have
23:18time. This is when I call my friends
23:19back. Hey, I I I saw that you called
23:21today or hey, I saw that you texted
23:23today. What's up? Right. Um, Mindset
23:26Books podcasts.
23:29How many of us
23:32somebody sent him a podcast and then we
23:34we we we listen to it during green time,
23:37right? Am I the only one? I guess I'm
23:39the only one. Why I used to listen to
23:41them during green time? Because it makes
23:44us feel like we're doing something
23:46productive when in reality what we're
23:49doing
23:51is we're delaying taking action on
23:54green. Most people here, whether you
23:56realize it or not, their whole day, they
23:58kind of go around trying to delay green.
24:01They try to push green off. They try to
24:03feel like they don't need green. Um,
24:05that's just the way we're built, guys.
24:08And so, this is when I, you know, if
24:10there's a podcast sent to me, it's
24:12during blue time books. Um, uh, all
24:15things coaching. I only do coaching
24:17stuff when it comes to like student
24:19homework, me sending in my homework, me
24:22thinking about a marketing idea. I do it
24:24during blue time. Health workout. Health
24:28is a big thing for me. Like I want to
24:30feel great every day. So I'm like really
24:32really big on eating healthy, working
24:34out. I put 75 hard. I'm 75 hard right
24:37now, but if I do 75 hard, I'm doing it
24:39during my blue time. This is like my
24:41time to be the best version of me. So
24:44that way like I feel good. If I feel
24:46good, I'm going to sell better. If I
24:47feel good, my conversion is going to go
24:49up and so forth. Uh date night, kid
24:51dates, all during blue time. Uh house
24:55stuff and projects. Um so anything that
24:57I have to do around the house, anything
24:58my wife tells me that I need to do
25:00around the house. Like I don't think
25:01about it during red or blue or or green,
25:04I only do it during blue. That's my
25:06time. Like I had to clean out the garage
25:08this this last week. I did it on on
25:11Sunday with the boys. like just that's
25:14when I do it. I don't ever ever mix mix
25:17them up. Film, which is something that I
25:20think a lot of people don't understand.
25:22I really want to dive deep into because
25:23I think it's a total secret weapon if it
25:25use it use if you use it properly.
25:28I like watching sports only because of
25:31the fact that I feel like we are all
25:33athletes in a way because we're
25:34performance paid employees. And so
25:37because we're performance paid
25:39employees, it's no different than being
25:42on a football team or a basketball team
25:44or on a baseball team. When you're
25:45winning at a high level, you get the big
25:47ass contracts. When you're winning at a
25:49high level, you have all the the
25:51industry recognition. When you're
25:53winning on a high level, you have the
25:54following, right? When you start losing
25:57and start, you know, and losing means
25:59clients are not choosing you. Then you
26:01start losing team members, you start
26:02losing referral partners, you lose the
26:04contracts, no one cares, right? So at
26:07the end of the day, our paychecks are
26:08determined by the amount of influence we
26:10have. Our paychecks are per are
26:13influenced by our performance. So the
26:15reason where I got film from is you know
26:18how there's people that will study the
26:20film of their game and see what they
26:22could have done better. It's the same
26:24thing that I do where I look back at my
26:27day and usually I do this when I'm
26:29working out where I just kind of
26:31visualize how I was throughout the day
26:33and I'm like, "Hey, where were you good?
26:35Where were you not good? what could you
26:36adjustments you could make. Hey, you
26:38really lost your cool in this moment.
26:40You know, you could have done this
26:41better and I just in in a sense watch
26:44back and see what I could do better. So
26:47that way next time I'm in that moment I
26:49catch myself like hey I noticed that on
26:52this call like you were a little nervous
26:54with the agent. Why? Oh because you saw
26:57that there were a big agent so you
26:58didn't run your play. Because you didn't
27:00run your play you didn't know what play
27:01you were running. Therefore, you you you
27:03second and you hesitated and like all
27:05these little things. I don't overthink
27:08this, guys. I'm just brutally honest
27:10with myself. It usually takes me about
27:13five to 15 minute minutes max while I'm
27:16working out to just think about my day,
27:18reflect on my day, and see if I want to
27:20make any changes or not. That's what
27:21film is. It's always me thinking, how do
27:24I get a little better? It's the little
27:26tweaks. We're not talking about massive
27:28changes. We're talking about little
27:30tweaks. So
27:32the best way to answer what you do
27:35during blue time is I like to ask my qu
27:38myself the question I'm my best win and
27:42then answer like for me I'm my best win
27:45I go to bed early I eat clean I have a
27:48workout I read I don't you know have
27:51more than one alcoholic beverage before
27:53I go to bed like you if I have three
27:56it's next next day I know I'm not going
27:58to be as sharp it's just a act, right?
28:01And so because of that, like I'm like,
28:04you know, having a glass of wine with
28:06dinner and I'm like, I got to cut myself
28:07off at 1 because I know I'm going to
28:09regret it tomorrow, right? It's all
28:10these little things. You know, part, as
28:14you guys know, I don't really have
28:15social media because it distracts me
28:16during the day, so I choose not to have
28:18it. The point that I'm trying to make is
28:21I'm my best win. And when you answer
28:23that um and you put yourself in that
28:26environment during blue time, what
28:29happens is that it propels you into red,
28:33which then propels you into green. So
28:35the biggest part too that I want to uh
28:38uh end on in the blue time is
28:40battlefield decisions away from the
28:43battle zone. This is when I make the
28:45decisions ultimately that I'm going to
28:48uh that I'm going to do during the day.
28:50Meaning meaning this guys, I don't show
28:53up to the office thinking what my
28:55strategy is, thinking what I'm going to
28:57do, wondering how I'm going to handle a
29:00situation. I show up ready to take
29:02action. And so when there is something
29:04that I'm like, hey, this is really not
29:07working, the last thing you wanted to do
29:09is hijack your red time, hijack your
29:11green time. Right? Red time is the
29:14necessary evil. You need it. Green time
29:15is new money. You need it. Right? So
29:18whenever I do run into a situation, I'm
29:19like, "Hey, I'll think about that later
29:21on." And I just bring that up during
29:22blue and I try to figure that out. That
29:24make sense? That's what blue time is. So
29:27that way you could make the battlefield
29:29decisions so that way you don't have to
29:30make them when you're in you're in
29:32battle. So momentum, think about this
29:36guys, okay? From a momentum perspective,
29:38and I Yeah. So, if you think about it,
29:41if you show up and you know exactly what
29:44you're doing during red time and you
29:47absolutely crush red, this for me, I
29:49tell myself this. I am the best loan
29:51officer, team leader, problem solver,
29:55right, ever out there in the history.
29:57Like I am I'm the guidelines expert. I
30:00am the best at communicating with
30:02clients. I'm the most loving, you know,
30:04loan officer. Like I want my team to
30:06love working for me. So during RED time,
30:08I'm the best version of myself during
30:11RED. So imagine you show up and you're
30:12the best version of yourself. You show
30:14up, you you crush your meetings. Yes,
30:16problems will come up. So you handle
30:18them perfectly, right? You get on the
30:20phone with a, you know, the underwriter.
30:22We all know how to solve it. You do it
30:23because you expect it, not because you
30:25don't get frustrated. You do all that
30:28and you go into green. Now you're
30:29feeling confident about your team.
30:31You're feeling confident about what you
30:33have in the business. So then you start
30:35working on your business. And so what do
30:37I tell myself during green? I'm the best
30:39freaking prospector. I'm, you know,
30:42money is everywhere. I'm I'm I'm, you
30:44know, I have the best energy. I have the
30:45best ideas. I want to help people win.
30:47How do I get more people under contract?
30:49How do I help my agents win at a higher
30:51level? How do I How do I Who's next? How
30:53do I And then imagine six hours of
30:56nonstop. You're locked in in the zone
30:59green. Okay. Then you're pulling up to
31:03your house, right? And and you know, for
31:05those of you, I think most of you guys
31:07have kids. You know, your kids run up to
31:08you, you're feeling pretty good about
31:10yourself. Crushed red, crushed green.
31:13So, what are you? You're a better
31:14version of yourself
31:16at home. So, when you're a better
31:18version of yourself at home, right? And
31:21let's say you answer the I'm my best win
31:24and do all that, then it propels you
31:26into red. When home life is good, red is
31:29good, right? When home life sucks. We've
31:31all had those moments where just things
31:33suck at home, right? It distracts you
31:36during red, distracts you during green.
31:37So, the point is is they all tie into
31:40each other, right? Having killer red
31:44propels you to crush it in green.
31:46Crushing the ingredients makes you show
31:48up super big at home. Being phenomenal
31:51at home, family life, kids, all that you
31:55and as long as you go to bed early, you
31:57crush it at red again. And it just keeps
32:00going and then you win the day. Before
32:02you know it, you win the week. Before
32:03you win the week, you win the month. You
32:05win the year. And that's how you have
32:07your best year ever. It's one day at a
32:09time by being crystal crystal clear on
32:13what you do when you do it. Okay? That's
32:15the momentum that you gain by running
32:18this. Okay. Now, rules to make it work.
32:21Okay? Because a lot of people like they
32:24look at this and they're like, "It
32:25sounds super great, but how do I make it
32:28really work in my business?" Okay,
32:32it took me a while to implement this.
32:34And the main reason why it took me a
32:37while to implement is because it it the
32:39biggest issue is us, right? We're the
32:41ones that default back to whatever we
32:43were doing in the past really, really,
32:45really quickly. So number one is you
32:48have to set expectations with the team.
32:50Like my team knows this is the calendar
32:52that I run. They know it. I brought I
32:55bring it up. I talk about it all the
32:56time. They know, hey, always available
32:59in red. Hey, green. He's protecting our
33:02jobs. He's getting us the next, you
33:04know, the realtors, the leads, all that.
33:05This is why we're here, right? Next is
33:08redirect interruptions properly. So, for
33:11example, let's just say that whole
33:14underwriting issue came up. And that
33:16underwriting issue came up at 4:30
33:18yesterday. Instead of stopping, having
33:21it derail me, and trying to solve it at
33:24that time, my response was, "Hey, so and
33:27so, can you please schedule a time with
33:29me, you, Lisa, and the underwriter at
33:3111:30 tomorrow, and we could jump on a
33:34Zoom call and we could take care of it."
33:36Prior to that, I'll come see you about
33:3810 minutes prior that you could fill me
33:39in all the details. Right now, I don't
33:41need to know them. Right? That got
33:44redirected to the next day. It's the
33:46same thing with the clients that will
33:47reach out to you and they want a
33:50pre-approval right now. They don't need
33:51it. They want it. And so instead of
33:54saying, "Hey, listen. Give me all your
33:55documents. I'll have it to you tomorrow.
33:56We could go over the results at, you
33:58know, 10:00 in the morning or whenever,
34:00we just drop what we're doing." And we
34:02then will work on a pre-approval instead
34:04of working on the next lead. Right? You
34:07have to be able to redirect properly.
34:10Never. Number three, which is the most
34:13important one of all of these. Never
34:16ever ever ever reduce screen time. Never
34:20ever ever ever reduce green time. The
34:23thing is, guys, you guys saw mine. It
34:26gives me six hours of green. Yours could
34:28have two hours of green. It's okay.
34:31Yours could have three hours of green.
34:33Yours could have an hour of green. As
34:35long as it's uninterrupted,
34:38pure
34:40strategic,
34:42it's going to propel you. It so never
34:46ever ever reduce green. So then people
34:49say, "Well, what happens if I get really
34:51really slammed? What do I do then?" I
34:53always tell them, "Add red by starting
34:55earlier." Okay? Add red by starting
34:58earlier. It is crazy how much more
35:01productive you will be if you start one
35:03hour earlier every day. Uninterrupted
35:06red one hour a day. What that will do to
35:08your business. If you need more, start 2
35:11hours earlier. Like go to bed a little
35:12bit earlier. But do not mess with green.
35:14Cuz the moment you take your red and
35:18bleed it into green is the moment your
35:20business starts dying. That's the moment
35:22your leads go down. Okay. Um this other
35:26one is have one transition from block to
35:29block.
35:31Um
35:33there is a
35:35like a little change for somebody with a
35:38smaller team because I recognize the
35:39fact you know when I have you know 15
35:41people on my team it's a little bit
35:43different. Um so there is one you know
35:46one thing that you guys can do if you
35:48guys want to which I'll share with you
35:50guys in a second here as far as the red
35:53green blue blocks. Um the next one is
35:57don't negotiate with yourself. That's
36:00the biggest biggest biggest one is we
36:02are the ones that that a lot of times
36:05we'll negotiate with ourselves and give
36:07ourselves permission to basically
36:11um do things when when we know we
36:13shouldn't be doing them very very very
36:15simply. And I think that the not
36:17negotiating with yourself is probably
36:19the strongest one. Um, and it's the
36:22hardest one uh to make work. No equals
36:25freedom. Say no to things. Like I talked
36:28about saying no to my friends that call
36:29me during the day. Like be the first to
36:32say no to a bad realtor relationship. Be
36:35the first to say no to a bad alone
36:37that's going to hijack your pipeline. Be
36:39the first to say no to a meeting that's
36:42just going to waste your time. say no so
36:45that way you could get what you want,
36:46which is freedom. And I think a lot of
36:49people a lot of people
36:52are too too too damn nice and say yes to
36:55too many things that really don't
36:56matter. So, let me go back a step. The
36:59one thing that I thought about as I was
37:01thinking about this group and everything
37:04is this. If you
37:07have a smaller team and you're like,
37:09"Well, I love this idea, but 6 hours of
37:12green is a lot and I still have to get
37:15some red done." There was a time where I
37:17ran this before I really knew I was
37:18running this where I did red and then
37:21from 12 to 4 I did green and then from 4
37:26to 6 I had another red. So imagine if
37:28this was red, right? You guys see my
37:30cursor by the way? So this is red and
37:34that's when I would respond to emails,
37:36make any call backs that I need to make
37:38and so forth. So my green time was a
37:40pure 4 hours from 12 to 4 uninterrupted
37:44and then I would snap back into red. In
37:47reality, it's better to have it to where
37:49you only have one block. But I do
37:51recognize the fact that if you don't
37:53have a mega team, it's kind of hard not
37:56to respond to emails at the end of the
37:58day or to make your call backs at the
38:00end of the day or to do, you know, maybe
38:02send out a pre-approval or or or or
38:04whatever at the end of the day. That's
38:06the only change that I would make for a
38:08small team is I would have red, green,
38:10and then one hour or or two hours of red
38:14again before you leave. But again,
38:16protect that green. Really the key is
38:19guys is to protect the green and to make
38:22it as pure as you possibly can. Okay. Um
38:27so know your stats. So if you look at my
38:30work week, right? So this is my work
38:33week. I have 30 hours of green
38:35uninterrupted. This is assuming I didn't
38:37coach on Thursday. I have 14 hours of
38:40red. I have 62 hours of blue. 62. So, a
38:46lot of people are like, "Oh my gosh, you
38:47do so many loans. You coach. You this.
38:49You do this. This this this." Like, "How
38:52do you find balance in your life?" And
38:54I'm like, "Um, like I hunt, I wake surf.
38:57I snowboard. I cycle. I shoot a lot of
39:00guns. I go to poker nights with my
39:02friends. I play video games all the
39:04time. I like I have too much freaking
39:06balance in my What are you talking
39:07about?" Right? And I realize the reason
39:10why they say that, guys, is this.
39:13because their red sucks and their green
39:16sucks. They show up in blue, but
39:18mentally they're at work. Mentally,
39:22they're not there. Mentally, they're
39:24thinking about a lone problem. So, they
39:26don't have balance and they feel burnt
39:28out. When you run it the way I run it,
39:32where you have pure red followed by pure
39:34green followed by pure blue, mentally
39:38you're free. And when you're mentally
39:40free, you're a better version of
39:42yourself. when you're in the blocks and
39:44that's how you get balance because look
39:46at this. How the heck do you not have
39:48balance with 62 hours of blue,
39:53right? Just think about that for a
39:55second.
39:57All right, so I'm going to pause there
39:58for a second, open it up for questions
40:00before I go into the final part, which
40:03is how to leverage your team. Okay,
40:06we'll take one or two quick questions,
40:08then we keep moving. If no one has
40:10questions, we just keep moving. Hey,
40:12real quick. If you do have a small team
40:14and you're doing pre-approval
40:17consultations,
40:19do them.
40:21>> So, if you have a small team and you're
40:23the one doing all the pre-approval
40:24consultations, you do them during Dream.
40:29>> Yes.
40:31>> Great question.
40:32>> Like, how do you how do you handle like
40:33weekend coverage on your team?
40:36>> You hire it out. That's I mean so I have
40:39a pretty large team and what I what I do
40:42is we all pick churns going on a
40:44Saturday working Saturday and working
40:46Sunday and we have uh eight people on
40:49the front end and so I participate too.
40:52So like every nine weeks I'm picking up
40:54phone calls on a Saturday because again
40:55we all and we all take turns and then we
40:57all pick it.
40:59>> Okay, cool. Thank you.
41:01>> But here's the thing too about that.
41:02Like a lot of people are like, "Well,
41:04how do you hire out?" Well, your next
41:05person that you hire, why can't they
41:07work Tuesday through Saturday
41:11or
41:13Wednesday through Sunday? I had one of
41:16my students that I told him that and
41:18he's like, "Well, I never thought about
41:19it that way." And I said, "Well, why
41:20don't you just put that?" I'm like, "Not
41:22everybody works Monday through Friday."
41:24And so, that's what he was looking for.
41:26And guess what? He has a gal who it's a
41:28it's perfect for her schedule to work
41:30Wednesday through uh Sunday. She has
41:32some thing with her kids where Monday,
41:34Tuesday she wants to be off and he has
41:37weekend coverage every weekend.
41:39Every weekend now and he crushes it with
41:42agents with that cuz he says I have a
41:45full-time person every weekend. So it's
41:47why don't you just hire it? Hire it out.
41:51Okay. Anybody else? Any last question
41:53before I move on? No. Cool. All right.
41:57So, next thing that I want to talk about
41:59is leveraging your team. Um so it's uh
42:04leverage to 10x scale equals freedom
42:07which means really what you're doing is
42:08you're buying more time.
42:11So, you have to leverage yourself
42:14through tech obviously uh through AI.
42:16And I I before AI existed, I said,
42:19"What's the AI version of you?" Which to
42:21me is your CRM, right? Like we talked
42:24about the 10X follow-up campaign. You
42:25guys all saw it at the event. Like, this
42:27runs in the background no matter what.
42:29Every day there's between 30 to 50
42:32agents that get a text from me every
42:34single day, whether I show up or I don't
42:37show up. That is leverage, guys. that is
42:40sales systems that are working for you.
42:42So you know we have uh auto triggered uh
42:46uh drip campaigns for lead followup TBD
42:49approved and searching followup loan
42:52milestones and updates um where every
42:54time something happens um on a file. I
42:58always tell this to my agents. I'm like
42:59our encompass is tied with our CRM. The
43:03moment something happens on a file, if
43:06an underwriter approves a file at 7:42
43:08p.m., at 7:43 p.m. you're going to get a
43:10text saying, "Congrats, you're approved
43:12in underwriting." Like, we like to keep
43:13you updated alive with what's going on.
43:16Um, credit repair, agent programming,
43:20all of that autotriggered uh drip
43:22campaign. So, here's what I tell my
43:24team. I say, "There is no perfect lead.
43:29There's only a perfect way to handle
43:31each lead."
43:33And if we handle each lead perfectly,
43:36we're going to get our next lead. That
43:38is our way to earn the next lead. So, if
43:41we have somebody who has bad credit,
43:44which we don't have too many of these
43:45clients, but we don't care if we do, we
43:47do. We put him on a credit repair
43:50campaign and we let the agent know as
43:54well. And the way we handle it with the
43:56agent is, you know, hey Blany, I just
43:58want to let you know, thank you so much
43:59for referring Kevin over to us. You
44:01know, Kevin unfortunately doesn't have
44:02the greatest credit. However, we went
44:04over it with him in detail. We also
44:07showed him exactly how he could repair
44:09his credit on his own in addition to
44:11connect him with three companies that do
44:12credit repair. Um, we're going to stay
44:15in touch with Kevin. What we've seen in
44:18these moments is that Kevin's either
44:19going to get his credit repaired in the
44:21next 6 months or he's going to fall off
44:22the face of the earth. Either way, our
44:25job is to help you if he does uh uh, you
44:28know, come around and and and fix his
44:30credit. Our job is to make sure he works
44:31with you. So Bllayy, we're going to keep
44:33checking in with him. You don't have to
44:34worry about it. We're going to follow up
44:36with him forever and if he's ever ready,
44:38we'll let you know. Otherwise, let us
44:40know who else we could help you with.
44:41And then the campaign just checks in
44:43with him strategically and all that. So
44:45all we do is once we have our consult
44:47with Kevin, we trigger the campaign and
44:50we're done. It doesn't require any more
44:53work. You guys remember how on how on
44:55stage I said the the the biggest issue
44:57with automated c or with with follow-up
45:00campaigns is the person doing them
45:01because we're human. So some days we do
45:04it, some days we don't, some days we
45:05forget about it, some days we don't.
45:07Some like that's the issue. So the more
45:09you could automate followup that is
45:13feels real, the better results you're
45:15going to get. Okay, that's where it says
45:18automation and the 10x follow campaign.
45:20So you must leverage that. you must be a
45:22master at having everyone on some sort
45:25of a campaign. And guys, it doesn't mean
45:28you need to have 17 touches in one day.
45:30I'm the opposite of that. I just want
45:33very, very light touches that are
45:35happening in the background. That's all
45:37I want. I just don't want them to forget
45:39about us. It's like that light tap on
45:41the shoulder. That's all I want. It's
45:43all I'm after. Okay.
45:46Leverage yourself through the front end
45:47of your team. So, here's the thing,
45:49guys. um
45:52my team and no matter who you are as an
45:54agent too that are watching this like
45:56your team everybody could participate in
46:00generating leads. So, I have my team do
46:03five referral partner retention calls a
46:05day. You guys, some of you guys have
46:07seen my agent programming, some of you
46:09have not, but we all do agent
46:11programming calls. My pre-approval
46:13managers do five retention partner calls
46:15a day as well. I also have my whole
46:19front end of my team, I used to do this
46:20thing where we called it call night.
46:22We'd get everybody together, we'd grab a
46:25pizza, and from like 5:00 to 6:00, we
46:28would all do an hour of calls. And if
46:29there was like eight of us, that's like
46:31eight hours of calls. And it was like
46:34the greatest thing because everybody's
46:35like, "Oh, wow. These calls, oh, you
46:37know, generating business. This is so
46:38great. Call nights the greatest. Call
46:40nights the greatest." And I'm like, "Why
46:44do we have to wait for a Thursday every
46:47month to do it for an hour when we could
46:49just have it built into our day?" Like,
46:51why do we have to over complicate it?
46:53Why can't we do it every day? We have
46:55plenty of people, right? And so then it
46:58became a one-hour outbound conversion
47:00calls just became what you do, right?
47:03You guys got to remember you guys run
47:05the team, you guys lead it, you guys
47:08design it. So what you say is a standard
47:11becomes a standard. A lot of us just
47:14have very very very
47:16you could say programmed expectations
47:19for our team of what they do and what
47:21they don't do and we don't take the time
47:22to train them. So expectations are so
47:24low that the end of the day they just
47:27kind of sit and wait for things to
47:28happen and then we slowly kind of lay
47:30them off as our business goes down
47:32versus revamping what they do. Hall
47:35night is every day. Everybody spends one
47:37hour a day which means they have seven
47:39hours left to do all the other their
47:40other things. Does everybody have se
47:42like in reality guys you think my team
47:44members could get their job done in
47:46seven hours? Absolutely. It's when they
47:49don't have nothing to do is when they
47:51start acting like and working slower.
47:54And so I have this built into
47:56everybody's where they have their one
47:58hour of outbound in their calendar. I
48:00know when it is and they're making the
48:02calls and now our CRM is tracking those
48:04calls. So, if you think about it, if I
48:07have six people, five hours a day
48:10calling, that's 30 hours of follow-up
48:12calls that are happening every single
48:17uh uh uh week. Every single week, 30
48:20hours of follow-up calls. Um then you
48:23have uh uh 30 referral partner calls
48:26that are happening a day, right? Five a
48:29day per person, which is 150 referral
48:32partner calls that are happening a week.
48:34How many people here make more than 150
48:37agent calls a week? Please raise your
48:38hand.
48:41No one. So my team out calls you guys,
48:44right? My point is, think about that for
48:46a second, guys. That is leverage.
48:50That is leverage. Why do we spend so
48:52much time gaining these agent
48:55relationships only to slowly abandon
48:58them for them to work with somebody
48:59else?
49:01Why can't our team be involved? then the
49:03answer is they can be if that's what
49:05your expectations are if you train them
49:07and so forth. um marketing uh biz
49:11development. You could have a person
49:12that does uh social media posts in five
49:15groups a day. Guys, there's groups
49:17specifically for agents. There's groups
49:19everywhere all around the US of all the
49:21different groups on Facebook. You could
49:24join hundreds of them and do five posts
49:26a day on groups and generate leads off
49:28groups, which is the last part is join
49:31100 Facebook groups and build your
49:32presence. There's so many different
49:34ways. One of the ways we got into out of
49:36out of state is we went into these out
49:39of state uh uh and started working with
49:41agents where hey what what Facebook
49:42group should we a part in and we just
49:44started posting our different products
49:46and everything that we do in these
49:47Facebook groups. We started getting
49:48leads from that and we were giving them
49:49back to the agents.
49:51Okay, so look at this total sales
49:54output. Okay, so
49:57think about this guys. We all know green
50:00time is is what gets our next deal, our
50:03next lead, our next transaction. I have
50:0630 hours a week of green. Okay? My LP1s
50:10have 30 hours a week of green. My
50:13pre-approval managers have 30 hours a
50:15week of green. And my marketing biz dev
50:17guy has 10 hours a week of green. Okay.
50:20The total output is 100 hours of green
50:25time of businessgenerating
50:27activities. 100 hours. Okay. So, the
50:33point that I'm trying to make is this.
50:35When people strategize on what they're
50:38going to do to have their best year
50:39evers ever, right? How many of them have
50:42a time management plan that has the
50:45exact the the output that you need in
50:47order to generate as many leads as you
50:49need to in a very very tough market? Not
50:52many. Cuz most people their time
50:54management strategy is I'm going to show
50:56up and hope everything goes well. Once
50:58everything does go well, I'm going to
51:00make my agent calls and they're going to
51:02go great. And then I'm going to meet
51:04with a new agent and then we're going to
51:05have the greatest lunch ever and they're
51:07going to refer me everything. Like that
51:08is most people's strategy. And some days
51:11it happens, other days it gets
51:14completely derailed. Other days they
51:16have a pre-approval that calls them and
51:18they stop what they're doing. The the
51:19point is is that your strategy must be
51:23aligned with your vision. Um so
51:28new market strategy um is massive sales
51:31output. So I said this uh a while ago.
51:36Um, I came up with this formula that I I
51:38I I I think about it all the time. It's
51:41like if there was if there's one thing
51:44that I'm really proud of that I came up
51:45with during while playing video games,
51:47it's this. And it's number of leads
51:51times your conversion percentage equals
51:54amount of deals closed, right? Like this
51:57is the ultimate formula for what we do
52:00in our business. Number of leads times
52:02conversion equals deals closed. Which
52:04means your output, right? What you do to
52:07get leads plus your effectiveness, how
52:09good are you once the lead calls you,
52:11equals your results. This could be
52:13applied to every business in the world.
52:15Your output plus times your
52:18effectiveness equals your results.
52:21Here's where it gets crazy. Output,
52:24right? What you're doing to get leads
52:28equals leverage of your team and systems
52:31times your volume. The more leveraged
52:34you are with your systems to complement
52:38all the follow-up and all the things
52:39that you do times the amount of volume
52:43we talk about major audience gets you
52:46the most amount of leads. That is the
52:50ultimate play. Leverage your team and
52:52systems that is output. Output is the
52:54leverage of your team and systems times
52:56volume. Okay. This is why having I
52:59always tell my team the best thing that
53:01we have going for for us is how many
53:03people we have on the front end because
53:04we could be dangerous together if
53:06everybody even makes an additional two
53:08calls a day. We could be dangerous.
53:11Okay, so tougher market, right? Because
53:14a lot of people are like, "Oh, the
53:14market's super super tough." Like the
53:17hack is more output. Hey, do more sales.
53:19Like tougher market, great. Call talk to
53:21more people. Have more marketing going
53:24out, you know? Uh tougher market like
53:26the hack is leverage. like are you
53:28leveraging all the people around you?
53:30Most people have a team members and
53:32their team member they're oh my team
53:34member would never do that. They they
53:36don't do sales and I'm like mine don't
53:38do sales either. What you just said? I'm
53:40like yeah but they don't view that as
53:41sales. That's not sales to them. They're
53:43just calling on agents that already work
53:46with us and all they're doing is
53:47updating them on something and then
53:48sharing something that we're doing.
53:50That's not sales, right? So it's it
53:52becomes all it becomes mental, right? So
53:55more leverage. Um and in tougher market,
53:58the hack is larger audience, wider net,
54:00broader reach. Like a lot of people,
54:03they're in a very very very tough
54:05market, right? Some of you on this call
54:07are in the hardest market in the US. And
54:10they're just not going wider
54:12and or they're like, "Oh, it doesn't
54:14work for me." And it's like, "Well, how
54:16many hours a week do you spend calling
54:18out of agents?" Zero. Well, that's why
54:20it doesn't work for you. Like that's a
54:22mental that's a mental me mental thing.
54:24Now do it for a year dedicated 20 every
54:28Wednesday no matter what for one year do
54:31it with the agent zoom strategy and tell
54:33me it doesn't work like then at that
54:36point you you got my attention but until
54:37you do that um large a larger audience
54:40wider net broader reach 5% rule so this
54:43is something that I like to talk about
54:45because I feel like this is the ultimate
54:49mental block that most people run into
54:52when they design their play when they
54:54design their strategy, when they think
54:56about um whether they're going to do
54:58something or not. I call it the 5% rule.
55:01The 5% rule says 5% of people won't do
55:06business with you no matter what you do.
55:10Let me explain. 5% of people will never
55:13do business with me because when they
55:16call me, my team picks up.
55:185% of people won't do business with me
55:22because
55:23I'm an out ofstate lender. 5% of agents
55:26will never do business with me because
55:27I'm out out of state lender. Okay. 5% of
55:31people won't do business with me because
55:34I work at NFL. 5% of people won't do
55:37business with me because if they call me
55:40and I the one that pick up picks up the
55:42phone, they're going to be like, "Huh,
55:43that's weird. He must be really slow. He
55:44picked up the phone." Right? The point
55:46is the 5% rule applies to everything. 5%
55:50of people won't do business with you no
55:52matter what you do. 95%
55:56don't care. My business is designed to
56:00go after the 95% that will. So out of
56:04state, my strategy is based on the 95%
56:07of people that don't care and will work
56:09without out of state lender. They don't
56:11care. If you think about it, guys, um
56:14you know, uh Rocket Mortgage is in, you
56:17know, number one in everybody's state.
56:18Yet, they're not in everybody's state
56:20because 95% of people do not care. 5% of
56:24people, 5% of agents won't do business
56:26with me because we don't invite our
56:28clients to the office. Like, we just
56:31don't. If the client demands it, sure,
56:33come over. But otherwise, we don't. But
56:3595% don't care. The moment you stop
56:39worrying about the 5% and focus on the
56:4395% that will do business with you is
56:47the moment you get freedom in your
56:48business and when it gets exciting. So I
56:51focus my strategy around the 95% that do
56:55not care. Okay.
56:59Last week, what's your current sales
57:01output? Like I challenge every one of
57:03you guys to see how much prospecting
57:06you're really doing because most of you
57:09if you saw how much prospecting you're
57:11really doing, you know what you guys are
57:12going to think?
57:14I'm really freaking good at sales cuz
57:15I'm getting some very good results
57:17based on my prospecting hours. Like
57:19that's really what you guys are going to
57:21think. That and that's the truth. You
57:22guys are a lot better than what you guys
57:25think you guys are. The problem is
57:27you're trapped in red. What does it have
57:30to be to meet your goals? So now when
57:31you know what it is, how is for some
57:33people all you need is like two hours a
57:35day and two hours a day you'd get your
57:3715 deals a month and and make your
57:39million dollars a year and live your you
57:41know happy life, right? Like that's all
57:44that's all you really really need. So
57:46then the next question is how leveraged
57:48are you? Are you utilizing tech around
57:50you? Are you investing time into it? The
57:53biggest thing is investing time. Because
57:55did it take me a while to set up my CRM,
57:59to record my campaigns, to think about
58:02my campaigns, to map them out, to add to
58:05it? Yeah, it did. But guess what?
58:07They're all built now. So, you know how
58:09easy it is to just put somebody on there
58:11and never think about it again. So, yes,
58:13invest into it. Be leveraged. Did it
58:15take me a while to teach my team how to
58:17do outbound calls? Absolutely. Did I
58:19almost give up? Heck yeah, I did. Like,
58:22did I role play and they hated me? Yes.
58:24Like, absolutely. Did I have to sit by
58:26some of them and listen to them make a
58:28call and then make a call in front of
58:29them and listen make a call? For sure.
58:31But now they're doing it, right? It's an
58:34investment in being more leveraged. And
58:37then the last part is, you know, does
58:39your team setup and time management
58:41strategy put you in a position to win?
58:44The definition of win is whatever you
58:46want it to be. For everybody, that's
58:48different. For me, I want to have my
58:49best year ever in a non-COVID year.
58:52For other people, it's I want to do 10
58:54deals a month. For some people, it's,
58:56hey, I want to make a million dollars a
58:58year. For some people, it's I want to
59:00not have to work weekends and have a
59:02team that works them so that way I could
59:05be free on the weekends. It doesn't
59:06matter. The question is, does your
59:09current setup and time management
59:11strategy put you in a position to win?
59:12If the answer is no, what does it have
59:14to be?
59:16Okay, so we are right on the dot. Time
59:19management. Perfect. One hour done. Um,
59:23I'm going to open it up for any uh
59:24questions that you guys have.
59:26>> Hey Ol, I've got a question. Um, do you
59:30have you always done green time in the
59:31afternoons versus in the mornings? Uh,
59:33or
59:34>> I'll tell you why. That's I'm glad you
59:35asked that question. That's a great
59:36question. I the reason why I do green
59:38time in the afternoon is there was a
59:41study that I did um there's a book
59:43called like I don't it's called time or
59:46it's called anyway it talks about the
59:49different times that you do things like
59:51it says like if you're going to fish you
59:52fish early in the morning and then you
59:54fish right in the evening because that's
59:55when the fish bite middle of the day
59:57they don't bite what I find is you know
1:00:00our referral partners most of them and I
1:00:03love agents just want to throw that out
1:00:05there they kind of roll out of bed
1:00:07around 10ish and like you know then they
1:00:09have their cup of coffee and usually
1:00:11around noon is when they start which I
1:00:13don't blame them because they're also
1:00:14showing homes at 7 or 8:00 at night when
1:00:17we're home, right? So the reason why I
1:00:19do it in the afternoon is I find that
1:00:21it's most effective
1:00:23after a lunch. I also find that to be
1:00:26true with other industries as well
1:00:28because again most people early in the
1:00:30morning they're either rushing their
1:00:31kids off, they're either trying to get
1:00:33something done that's been on their mind
1:00:35in the evening. And so I noticed that I
1:00:37get more yeses in the afternoon than I
1:00:40get in the morning. That's what I found.
1:00:42So yeah, I strategically do it in the
1:00:44afternoon.
1:00:45>> Cool. Thank you.
1:00:47>> Absolutely.
1:00:49>> I got a question.
1:00:51>> Yes, sir. So, at what point did you
1:00:54really start building your team?
1:00:57Was it based off of volume? Was it based
1:00:59off of unit based
1:01:02lead?
1:01:04>> Yeah. So, that that's a great question.
1:01:06So, I started building my team
1:01:10um
1:01:12well, I hired my first assistant and it
1:01:14was a shared assistant a year into the
1:01:16mortgage industry, which completely
1:01:18failed, by the way. I just want to throw
1:01:19that out there. Um, it was the worst
1:01:21thing I did. It was it was horrible. But
1:01:25when I really, really, really committed
1:01:27to building a team was probably 2012.
1:01:31And that's when I realized
1:01:34um that I really, really wanted to
1:01:39essentially run a professional
1:01:40operation. Like it was kind of like I
1:01:42don't want to try to do it all. I want
1:01:44to be like a true pro. everybody that I
1:01:47looked up to in the mortgage space,
1:01:49which that's when I found out there's
1:01:50like a top 200 list and I really wanted
1:01:52to be on it. Everybody had a team. So,
1:01:54I'm like, if they have a team, I need a
1:01:55team. That's when I need a team. I don't
1:01:56really know how a team should look like,
1:01:58but that's what I when I started. Now,
1:02:00when I started building a team, here's
1:02:01the one thing I did because my results
1:02:04were very very very rapid. Like a lot of
1:02:06people are like, "Well, how did you go
1:02:08from, you know, uh, you know, 30 million
1:02:12to 60 to 90 to 150 to 210?" Like, it was
1:02:18super super fast. I had a thing of once
1:02:21I got to about five people, which I
1:02:23tried to get the five people pretty
1:02:24fast. Um, I had I hired one person every
1:02:28six months. So, every six months I hired
1:02:30one person. And I didn't need that
1:02:32person. I just want to throw that out
1:02:33there. I did not need that person. I
1:02:35hired to the vision. And so when I would
1:02:37hire them, then I'm like, "Oh shoot,
1:02:39what am I gonna have them do?" So it
1:02:40propelled me to prospect more. And then
1:02:43by the end of that six months, they were
1:02:45kind of trained up and ready. And then
1:02:47they were like, "Then I'm looking for
1:02:49the next person." And I'm looking for
1:02:50the next person. So I had about a 4-year
1:02:53period or maybe even a 5year period
1:02:55where I was always hiring somebody every
1:02:57six months. My team was super bought
1:02:58into what I was doing and it was all
1:03:01about how do we get to 50 deals a month
1:03:02and that was it. And it was like once we
1:03:04have 12 people, we could do, you know,
1:03:0950 deals a month. And and and that's
1:03:11what it was. It was just how do I get to
1:03:1350? How do I get to 50? How do I get to
1:03:1450? And who's next? Who's next? Who's
1:03:16next? And I was hiring LP1s and
1:03:18processors. LP1s and processors. LP1s
1:03:21and processors. And then eventually
1:03:22became LP1's pre-approval managers and
1:03:24processors.
1:03:26>> Okay.
1:03:28>> Yep.
1:03:29Oh, like you mentioned that you do your
1:03:33Tuesday updates. That's is that red time
1:03:36or is that green time?
1:03:38>> Green time. Absolutely. Green time. It's
1:03:40sales, guys. Why do you do a Tuesday
1:03:42update?
1:03:43>> You're reaching out to the client and
1:03:45the agent. Yeah.
1:03:46>> Yeah. You want to get agent,
1:03:48>> you're warming up the listing agent to
1:03:49get in front of them. That is pure
1:03:51sales. Okay.
1:03:53>> Pure sales. Now, if you're not trying to
1:03:55get a lead or an appointment, then it's
1:03:58not right. But I am. Same thing with my
1:04:01closing calls. Like my closing calls, I
1:04:04want to get leads after those closing
1:04:05calls, right? And so that is my moment
1:04:08to give them, you know, my my speech,
1:04:11which for a for a past client, it's
1:04:13always like, "Hey, well, hey, listen,
1:04:15Michael, if you felt like we did a good
1:04:16job of taking care of you, all I could
1:04:18ask of you is two things. Only if we
1:04:20earned it. Please take care of us by
1:04:22sending us your friends, family, anybody
1:04:23you know needs a mortgage. We don't do
1:04:25any advertising. Again, only if we
1:04:26earned it. If we didn't, Michael, I
1:04:28totally understand. But our business
1:04:29only grows and people talk about us. So,
1:04:31if you felt like we earned it, we it
1:04:32would mean the world to us. And the
1:04:34second thing is, um, write us a review.
1:04:37Five star review. If we earned a five
1:04:38star, and I say five star review, if we
1:04:39earned a five star review, we'd be
1:04:41honored if you wrote it because most
1:04:42people look us up before they work with
1:04:43us. So, if you could write us a review,
1:04:45I I'll send you the link afterwards. if
1:04:47you could do those things, two things
1:04:49for me, Michael, it, you know, it would
1:04:50mean the world to me. And then you would
1:04:52say, "Oh, yeah, absolutely. I could
1:04:53write your review. Everything was
1:04:54great." And I say, "Hey, oh, by the way,
1:04:56one last thing, Michael, I'm licensed in
1:04:5828 different states." So, if you know
1:05:00anybody that wants to buy an investment
1:05:02property, buy an Airbnb, move out of
1:05:05state, move here, all that. Just know
1:05:07I'm now licensed in 28 different states,
1:05:09and we could help so many more people.
1:05:10So, if you run into anybody that's
1:05:11thinking about out of state, just know
1:05:13we could take care of them just like we
1:05:14take care of them. uh just that we take
1:05:16care of you. I don't mention the states.
1:05:18I say the states and I say 28 different
1:05:21states. So then think about it. I had a
1:05:23great call. It's the weekend. Their
1:05:26brother-in-law is over and they're like,
1:05:27"Oh, you know, we're thinking about, you
1:05:30know, it's so expensive in Washington to
1:05:32buy a Forplex. I'm thinking about buying
1:05:34one in North Carolina." Oh, ding, ding,
1:05:35ding, ding, ding. Always licensed 28
1:05:37different states. You should call my
1:05:38guy. Like, that's how it happens, guys.
1:05:41Only if you program properly. So for me,
1:05:44the closing calls that I make because of
1:05:47how I do them, that is green time. That
1:05:50is sales. I am selling them on uh on on
1:05:54on referring me uh the next time they
1:05:57run into somebody that needs LL 100%.
1:06:03Great question. One more question. I
1:06:05know we're all out of time and I, you
1:06:07know, it's I know everybody's super
1:06:08busy, but one final question. Anybody
1:06:11want to go?
1:06:16>> No, we covered it all.
1:06:19>> I I've I've got a question. Um I
1:06:22appreciate your big team. Some of us
1:06:25such as myself. There's me. I've got a
1:06:29an assistant and then the rest is just
1:06:33processing, underwriting.
1:06:35Um, is there I know that there's not a
1:06:39lot of time for this, but is there
1:06:41somewhere um, what kind of advice can
1:06:43you give for somebody in that sort of
1:06:46position that doesn't say is this, you
1:06:48need to hire a pre-approval manager. A
1:06:49pre-approval manager is somebody that
1:06:51takes your file, pre-approves it, and
1:06:52has the ability to deliver results for
1:06:54the clients. The reason why is so you
1:06:56could take every lead call that comes
1:06:58in, and you can make a massive amount of
1:07:00outbound calls to agents. So, if you
1:07:02have somebody that does the pre-approval
1:07:04side of things, which in my opinion
1:07:06hijacks the most amount of time during
1:07:07the day for an LO, if you have that
1:07:10right person, you're going to triple
1:07:12your green time just like that, which
1:07:14for most people will get him to, you
1:07:16know, $750 to a million dollars a year.
1:07:18The pre-approval manager is the ultimate
1:07:20position if you have a very, very, very,
1:07:22very small team that you need. Everyone
1:07:24needs a phenomenal pre-approval manager.
1:07:27>> Great.
1:07:28>> Cool.
1:07:30>> Cool. All right, guys. Good seeing
1:07:32everybody. Thank you for jumping on the
1:07:33call.

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