Latest / Mortgage Marketing Radio / Ep. 141 - The Art of Making Things Happen in Your Business and Life

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Ep. 141 - The Art of Making Things Happen in Your Business and Life · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  the real estate agents is essential for success.
• 0:06
  However, finding effective ways to secure agent relationships can be a challenge.
• 0:11
  With so many mortgage loan originators vying for the attention of real estate agents, it
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  can be difficult to stand out and establish meaningful connections.
• 0:20
  Our new case study featuring loan officer Chris Coghill is a must-read.
• 0:25
  Chris has closed a remarkable 36 million in funded loans from agent referrals.
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  And in this case study, he shares his proven strategies for building strong relationships
• 0:35
  with real estate agents and leveraging those relationships to drive more business.
• 0:39
  To get your hands on this resource, head over to LOKestudy.com and download your free copy
• 0:45
  of the case study today.
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  You'll find actionable insights and practical tips that Chris used to close 36 million
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  in funded loans from agent referrals and how you can, too.
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  Don't miss out.
• 0:57
  Go check it out right now, visit LOKestudy.com and download your free copy today.
• 1:17
  Welcome to Mortgage Marketing Radio.
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  I'm brought to you by the Mortgage Marketing Institute, your number one source for truth
• 1:24
  in mortgage marketing.
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  Hey, listeners, what's up?
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  Jeff is in for your host for another episode of Mortgage Marketing Radio.
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  So glad you tuned in.
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  And if you've been listening for a while, I appreciate you.
• 1:35
  I just want you to know that.
• 1:36
  If you're brand new to the podcast, I appreciate you just as much.
• 1:40
  Welcome.
• 1:41
  Welcome to the community.
• 1:42
  You know there's other ways you can connect with us.
• 1:44
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  Boom.
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  That's where you do it.
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  You can also send me an email, podcast at Mortgage Marketing Radio.com.
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  Love to connect with you there.
• 1:59
  Send me a message any time you would like.
• 2:02
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  I appreciate you greatly for doing that.
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  And today I'm giving a shout out to Besale 45.
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  His review of the podcast says amazing.
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  This is such a great podcast, amazing tips and content from only the best in the industry.
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  Hey, Besale, I want to thank you, Besale 45.
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  I should say that is your handle.
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  Listen, I want to thank you for doing that.
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  Here's how you do it.
• 2:30
  Anybody else listening?
• 2:31
  You want to do the same.
• 2:32
  If you want to leave a review, yeah.
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  Leave a review wherever you're listening.
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  iTunes, Stitcher, Spotify, wherever fine podcasts are provided.
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  Let me know you left a review, which are mailing addresses and your t-shirt size.
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  you to, too, to proudly display your support for mortgage marketing radio.
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  All right.
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  So here's what we're going to do.
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  We're going to just get into this week's episode because the conversation is real.
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  It's raw.
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  It's authentic and transparent.
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  And it's one that's been, for me, a long time coming because this gentleman has literally
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  blown up in the last two years in the mortgage and real estate space.
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  And really he's spoken at a lot of different conferences.
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  He's been on different people's shows and I figure it's about time we bring him to you.
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  My listeners here at the mortgage marketing radio podcast.
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  Who am I talking about?
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  Talking about Steve Sims, right?
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  He's the founder and CEO of luxury concierge service, Bluefish.
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  And he has published a book called Blue Fishing, the art of making things happen.
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  And Steve has an incredible story beginning as a bricklayer in London to nowadays, hobnobbing
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  and rubbing elbows with the world's elite wealthy CEOs, executive celebrities, many names
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  of whom you recognize, many names that cannot be revealed.
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  But some that can include Elon Musk, Elton John.
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  How about this?
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  How about if you were a client and wanted to have a real impactful dinner in Italy at the
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  feet of the statue of David while you're serenaded by Andrea Pichelli?
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  Steve Sims is the guy who can make things happen.
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  Steve Sims is the guy who makes magic happen.
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  And Steve Sims is the guy who knows how to show up and be your authentic self to get attention
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  and to get real true connection, meaningful connection with anybody you want.
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  And so there's lots of lessons in today's podcast about being your transparent real
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  self, about connecting with other people, about getting off of technology and getting
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  back to the real issue of being human and building real community and relationships.
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  And that's what we talked about here today.
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  And I'm 100% confident you're going to enjoy this week's episode.
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  And by the way, before I forget, Steve does have a special offer just for you, our listeners
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  here at Mortgage Marketing Radio.
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  He has a special course that he's hosting just for Mortgage professionals.
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  And it's called Ahead of the Curve and I'm going to put links in the show notes to
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  get it.
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  It's a special discount code just for our listeners where you can get 40% off the enrollment.
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  So if you want to check this out, it's SteveD Sims.com, SteveDSims.com forward slash Ahead
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  of the Curve.
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  Go check it out.
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  This program starts, the course starts October 30th, so there's still time for you to get
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  in there right now.
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  And what he's going to be doing is basically helping you and me have an unfair advantage.
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  So how would you like to connect with the clients you want, the referral partners you
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  want to get?
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  You want to have a more meaningful conversation, perhaps even reduce some of the raid shoppers,
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  right?
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  Would you like your clients partners to do some of the marketing for you?
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  And would you like to be the obvious choice?
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  Have a distinctive advantage over your competitors, over other options that your referral partners
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  and clients' prospects might be comparing you to, right?
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  What's great about Steve is he's fresh, he's edgy, right?
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  He's got a no BS style to actually producing breakthrough results in minimum time.
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  So this course that he's going to be offering is there's none other like it because there's
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  nobody else like Steve.
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  So I want you to go check it out.
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  And when you do, if it's for you, here's the discount code that you want to enter in.
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  Once again, you go to SteveDSims.com forward slash Ahead of the Curve.
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  And then if you choose to take action on it, hey, enter this code.
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  The code is Sims AOTC40, right?
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  So once again, Sims S-I-M-S-A-O-T-C, which stands for Ahead of the Curve 40.
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  What that 40 represents is a 40% discount on the course.
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  And again, I'll put links to the show notes, but it's Steve.Sims.com forward slash Ahead
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  of the Curve.
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  So I encourage you to check that out.
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  That's going to be an incredible experience for us to go through together.
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  And it's got all kinds of other free bonuses in it, such as included as a bonus, which
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  is access to his one-year membership in Sims Distillery, which I can't even tell you about
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  that.
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  You've just got to go to the website and check it out even more.
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  All right.
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  So with that said, let's get into this week's show.
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  Steve Sims, welcome to the show.
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  Hey, it's a pleasure to be here.
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  Thank you so much.
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  You are an incredible demand.
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  I'll tell you what, because I did some research, you know.
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  I've been following you since I saw you at the Mastermind Summit in Vegas, which was
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  phenomenal.
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  Great.
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  Probably one of the standout presentations that was there.
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  But you've been blown up in the mortgage in real estate space from what I can see over
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  the last, I don't know what year or so, maybe two years.
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  And so I was curious as I'm coming into this interview, what your take is, what your
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  perception, if I'm correct, that it's only been about two years that you've kind of
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  blown up in mortgage in real estate, right?
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  Yeah.
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  What's your take a prescription, you know, description of those of us as professionals
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  in this space?
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  Hi, so, so skew people context prior to two years ago, I was only known by about one
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  percent of the planet, my client owns things like countries.
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  I've released a book two years ago, and it kind of jettisoned me into another chapter
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  of my life, working more with the entrepreneurial market, a couple of people heavy in the mortgage
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  industry, Bill Hart, especially Dave Savage, Todd Brookspan, they pushed my book out there
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  and got me into this industry and to be completely blunt with it, because my past was dealing
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  with luxury items, luxury events, luxury experiences, I never thought I'd be in the mortgage
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  industry, but what I've always excelled at, and where I come back to that, because that's
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  actually a lie, but what I've become very well known for is my ability to communicate.
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  When I got into the mortgage industry, I was kind of like, oh, this is novel, you know,
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  the mortgage industry, they obviously want me to be on stage to shake it up, because,
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  you know, I'm a little bit different, I've got some stories, you know, you've always
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  got that kind of, here's an oddball on the stage, just to, you know, shake out the stories,
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  that's the plot part I felt that I was playing, but then I realized that what I was doing
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  was so necessary in your industry and how, and I'm trying to put this polite, so I don't
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  think I can, how so many of you have kind of lost the plot, you know, and it seems to
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  be, because we've had mortgages, you know, for decades, you're still treating it like
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  it was decades ago, you know, almost like trying to find hate for the horse and car.
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  The industries have changed, people's needs have changed, people's longevity and
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  poverty have changed, so many things have changed, but so many people within the industry
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  have not, and I found it a very stagnant industry. Now here's the last thing, I found a stagnant
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  industry, but with the cool kids not wanting to be stagnant, and they were kind of grasping
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  for, for, for a life jacket, I remember someone, I used this analogy, but I saw an interview
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  once, and it was about these guys that pulled these helicopters over, where boats had gone
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  over, and there's like 50 people in the water, and they throw a rope down, and someone interviewed
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  and they said, how do you know who to throw the rope down to? And he said it's the one
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  with the hand up in the air, trying to grab it, you know, so in this industry, there's
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  a lot of people that are kind of, oh no, no, we don't do that, oh no, we don't get involved,
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  video text, oh no, we don't do that, and you get those others going, I want to do something
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  different, I want to appeal to a bigger, and that a one for the hand up searching for the
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  rope, and I found that these people were quite simply the only thing they were looking
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  for, to do was to gain permission on how to communicate better with people that needed
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  to solve mortgage and be the state problems with, so I found that the market was heavily
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  divided, and I ended up working with some of these people that wanted to change things,
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  and I found a hungry community that I kind of got into that said, hey, just because that's
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  how we did it, doesn't mean how we have to do it, if that's how we do it now, as to how
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  we used to do it, we'd be faxing people off us, you know, so things change, people change,
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  technology comes in to help you change, and there is a growing dynamic within the mortgage
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  world to say, hey, we're changing with it, there's some old guards that are on the
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  dyin side, on the dinosaur side, and they're out there with the, you know, with the extinct
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  dinosaurs, and they will be moved on, but there was a young lot of people, as you went
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  and it's with Connor, when he put the speakeasy, there's a young tribe, there's a new energy
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  within this industry, and I also think that, you know, people like, you know, Zillow and Purple
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  Bricks, and these kind of companies, Rocket Loans, they're actually challenging, and when someone
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  challenges you or throws a kind of jab to your chin, you either go down or you get fighting,
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  yeah, and he's really interesting to see that there's a new breed within the real estate and
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  mortgage industry that they're actually fighting, and those are the people I'm working with,
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  those are the people that are energizing me, to energize them, and do things big differently.
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  Yeah, I'm wondering, I think of like the, you know, the, the, the previous speaker circuit,
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  if you will, before you came on the scene, right, we had our old dogs, so to speak, that have been
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  doing the events and speaking for a number of years, and then you show up with this fresh face,
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  a different voice kind of in your face, you know, attitude, and I'm wondering if what you're
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  looting to, there's some, you know, some people needed, call it a leader, right?
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  Somebody had to bring them across that, that finish line of like, oh, I don't know,
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  I'm a little apprehensive, and or maybe somebody just to shake them up and wake them up, like,
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  hey, this is how it's done, because the old crowd was like preaching the same thing over and over again.
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  Yeah, but that's like the old school choir, they always tell you, I know you can't do that,
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  this is how we do it. Right.
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  Well, just because that's how they do it does not mean how you should, and here's the thing,
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  if you do stuff today, like they do, then you're one of them, you're one of the crowd, you don't
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  stand out, you're not individual. So I've heard it often said, and it sounds very arrogant,
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  but it gets into context. A lot of the people that I consult with, and I do consult a lot of the
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  mortgage industry, the word I keep hearing is the word permission. And I keep hearing,
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  no, well, you gave us permission to try something, you gave us permission, you know,
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  I'll be completely blunt with you. Nine times out of 10, all you've got to do is get a whole
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  of these people rattle them around and then go, right, now let's see how we do things.
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  And when they step out of their comfort zone, they suddenly go, there's a whole new world out here.
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  There's a whole new different thing that I could be doing. And I think that's what's really
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  happening now. They're looking for that, they're looking for that permission. And when they get out,
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  there they go, oh, it's nice out here. You know, it's more productive. It's more impactful.
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  I can do more with it. And here's the weird thing. I can have fun with it. Because you find a lot
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  of the odd real estate, stuck in the 70s, they've got photo shop pictures of when they were 20 years
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  old. And now they're 62. You know, they're doing things the way they're used to do it. And they're
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  getting the results, not even the results they used to get because time to actually changed.
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  Yeah. Do you find, have you experienced, um, fear, you know, with people making these shifts,
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  like I know you talk a lot about, you know, using video text and so forth and we can get into that.
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  But is that some of the risks? Resistance, you think people are facing being judged or doing
• 14:54
  the unknown? Well, you bring up a couple of points. So fear, fear is always there. Okay. I have a
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  lot of fear. Um, I base motorcycles. I get, well, so you don't come across as having fear.
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  No, no, no, I have, I have a lot of fear. Yeah. And everybody does. And anyone that tells you,
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  well, if you saw me at Marshall's event, um, behind the stage, I've got my earphones in,
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  I'm tromping in some, can I peel jam or some food fires? And I'm kind of like, I'm getting there
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  and I'm nervous. And I base motorcycles. And every time I'm on the grid and there's the person
• 15:32
  holding the, I'm peeing myself. Yeah, when the green flag goes down, that's when you start.
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  That's when you click on. That's when you click on. You see the sad thing is when fear stops you.
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  That's the crime. Fear should propel you. You know, I'm scared to do this. Okay. You've acknowledged
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  it. How do I get rid of that fear? I do it. So I have a lot of fear. When I go on stage,
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  I'm pumped, but also have you ever noticed when you're really nervous at something? Okay.
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  Your entire body's alive, isn't it? Yes. Every single element of you is pumped. You can feel
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  the hairs on the nails of your feet. You know, your entire body is in that moment. You are
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  100% like, why would you not want that? And so, yeah, there's a lot of fear that people go,
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  well, I'm going to try something different. Well, look at the results again. You're not
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  exactly setting the world alike now. You know, so you can do two things. You can go forward,
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  or you can go back because you can't stand still because the rest of the, the rest of the world
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  is moving. Okay. So you've got those two choices. And do you find that people in the
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  mortgage and real estate space believe that to your comment that the world is moving? Give you
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  an example. I'm doing a webinar once and talking about being on Facebook and somebody hits me
• 16:54
  up and says, Hey, I've been doing this business 15 years. Why do I need to be on Facebook? And I'm
• 16:58
  doing fine. You know, so do you find that that mentality exists too? Yeah, you always get those.
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  You'll always get those people to say, no, no, no, I don't need that. You know, that doesn't work.
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  And the only reason they're doing that is because they're actually challenging you. They don't want
• 17:12
  you to do it because it's going to prove that they can't. Okay. I get probably every time I do an
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  event, I want a program called a head of the curve. And every time, yeah, every time I do a mortgage
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  event, I promote the head of the curve. And then I get a bunch of people joining in going,
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  hey, I want to do something. I want to see the other side. I want to take the blue pill or the red
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  pill, whatever the matrix context is there. I want to take one of the bills. Just to tell. Yeah,
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  just a pill. But then you get other people and I don't know why they do it. But they contact me
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  going, I like your presentation. It was very entertaining. But it won't work for me. Yeah.
• 17:55
  Why would they say that? Why would they email me going, oh, thank you. And I always contact
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  them and I go, well, it's funny that you say it won't. You accept that it won't without trying
• 18:08
  it. What gives you the credibility of your authority to be able to make that statement?
• 18:13
  And you're right. You can't reach everyone. You're going to say, hey, we need to be doing more
• 18:18
  on social. There's technology out there now. And I'm trying a new technology on marketing now,
• 18:26
  which I'm going to reveal at the end of November, okay, on my Facebook group. I have a Facebook
• 18:31
  group called an entrepreneur's advantage. It's free of charge. I'm going to be doing a big
• 18:36
  reveal at the end of November if it works or not. And it's scary. It's going to make, at the moment,
• 18:43
  everyone goes Facebook, Facebook, Facebook. We're trying something now that it's going to be like,
• 18:48
  we're here and Facebook is down here. Now, it may work, it may not be so far as looking
• 18:52
  interesting. But the point is I like to try different things because while everyone's turning left,
• 18:57
  I want to turn light. Now, I may hit a dead end, but you never know when you may find a different
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  scene, it root. And all of those people that challenge you and go, it's not for me.
• 19:08
  Do you know the answer? You're right. It's not. You know, you don't even try and advance.
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  You just say you're right. I don't. I don't. You know, I'm there to help people
• 19:19
  that want to be helped. I'm there to work with people that have got I give me permission,
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  give me an opening. And you actually bought something up within your question about fear. You
• 19:29
  said about fear and people seeing you fail today and think about it today. We're not fighting
• 19:38
  the failure. We're actually fighting the people seeing us fail. Now, back pre 2000, which was
• 19:47
  plenty two days ago, wasn't that long ago. We didn't have America's funniest videos. We didn't
• 19:52
  have your vines. We didn't have YouTube. We didn't have the ability to record someone falling
• 19:58
  on their face and then plastering it to millions of people on the internet. We didn't have that
• 20:03
  ability. So when you fell over in 1992, there wasn't a video of it. Okay. But now it's there for
• 20:10
  everyone to laugh at. People love, we've made TV shows. Our people walking into walls.
• 20:18
  People are now scared of being seen to fail. Now, do you know the funny thing is, and I'm going to
• 20:22
  name drop. I was with Elon Musk in SpaceX. And someone actually else with a crowd of people,
• 20:28
  we had about 10 guests that we're taking in there. One of the people turned around and asked one
• 20:32
  of the stupidest questions. He was trying to obviously get into a conversation with Elon. And he
• 20:36
  turned around and he said to him, he said, you know, aren't you worried about everyone seeing you
• 20:41
  fail at these rockets and things and asked him that. I thought it was a stupid question. But Elon
• 20:46
  turned around and he said, they'll always laugh at me before they applaud. And I just thought,
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  no, it obviously rehearsed that line. But I've stolen that so many times.
• 20:58
  Be prepared to look silly before you're praised. Okay. Do something different.
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  As the naysayers go, oh, look at him. Look at him. Soon they will reveal you because no one
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  great ever did it by following anyone else. Yeah, that's a great story with Elon. He's obviously
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  experienced his fair share of failure. And it's an interesting point about that because if you
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  look at the level of what he has succeeded and then he goes on to do SpaceX X and does fail
• 21:26
  in the public with the media publishing the challenges he's having and so forth, like even with
• 21:31
  Tesla, for example, right? All the questions around Tesla, are they going to survive and etc, etc.
• 21:36
  And yet he's, I don't know if I would say he's immune to it, but he still moves forward.
• 21:40
  No, he is immune to it. He's immune to it. The one of the things that I noticed within the people
• 21:45
  that I hang around with that I respect is that every single one of them is a failure.
• 21:51
  Richard Branchon, Jean Paul de Gervier, Elon Musk, P.M. Anders, Joe Polish, all of these people
• 21:58
  are failures. Okay. But they didn't allow that failure to define them. They allowed it to
• 22:05
  refine them. You see, the greatest growth, the greatest education comes from the greatest
• 22:11
  falling. Okay. You fall down and then you learn, well, I know how to do that and you never,
• 22:17
  ever get out of a failure, the same height. You're like an elastic band. You've stretched
• 22:22
  because you've become empowered. If you look at the amount of virgin brands out there that have
• 22:28
  failed, he's been on everything from I think condoms to Coca-Cola, to airplanes, to trains.
• 22:34
  And they're not all successful, you know, but he keeps going. Elon Musk went into a banking
• 22:42
  empire and said, well, you know, I'm going to overtake the banking world. Okay. Well, how can you
• 22:48
  dare do that? He did, you know. Now thanks to PayPal, we've got everything from Stripe, Venmo.
• 22:55
  You have so many different ways you can send people money now. The PayPal may not even be the
• 22:59
  market leader anymore. Now he's gone into cars, but a lot of people aren't aware that he's also
• 23:06
  into battery technology. I took a crowd of my clients on a speak easy to Reno showed it and they showed
• 23:13
  us how he was building battery technology. And he said, quite simply, I look at the bottleneck.
• 23:21
  I look at the cause of how I develop and can grow and where the problem is. And you get a lot of
• 23:26
  people going, well, how do I make this car fast? Well, I put a bigger engine in it. Okay. And he's
• 23:32
  gone in there, going, well, actually, I make everything to surround that engine lighter and stronger.
• 23:37
  Okay. And he's doing that with battery technology now. You look at your iPhone. You know, when they
• 23:42
  first came out five years ago, you had to charge them three times a day. Now you have a phone,
• 23:48
  you're playing videos on it every 10 seconds. Everything's being downloaded. Everything's being
• 23:52
  updated. And the latest 11 supposed to last a couple of days between between charges. So if you
• 23:59
  can solve that and look how thin they've got, if you can solve that. So when we were in the giga
• 24:04
  factory in Reno, he was talking to us that the cars and the battery technology in the car is
• 24:11
  technology that he's using to improve his battery farm. So one hand is washing the other hand
• 24:18
  and looking after it. That guy's fine. That guy fails a lot. And he doesn't allow it to define him.
• 24:25
  He doesn't allow it to bruise him. And let's be blunt. You know, he just keeps going because he
• 24:30
  focuses on the substance, not on the shine. And too many people now are focused on looking good.
• 24:36
  Being good. Yeah. Well, that's that's a nice pivot into probably some of the downside of
• 24:40
  social media today, right? Well, it's got its advantages. Like anything, I guess it's a double
• 24:45
  edge sword, but you're right. There's a lot of posters. There's a lot. Maybe that's fueling the
• 24:49
  idle tier point earlier about the videos and falling down because the appearances people are
• 24:55
  succeeding so much on social. I don't think that's the reality. So two weeks ago, this is sum up
• 25:02
  everything you just said in one story. Two weeks ago, I was in Beverly Hills. And as pretty much
• 25:09
  anyone who follows me, follows me, no, I ride motorcycles. So I parked my bike in this garage.
• 25:15
  So garage. And I went down there to just grab the bike and right at the far end, because they
• 25:23
  always make bikes park at the back. Right at the far end, there's this incredibly bright green
• 25:29
  Lamborghini. Okay. And there's these two dudes on it. And this camera guy and this lighting guy.
• 25:38
  And these two are leaning on the on the front. And that stood there. And they're giving it
• 25:43
  large. They're like, if you want this, you know, you need to work hard. You need to do this. You
• 25:47
  need to join our program. Get this now. This could be your car. And they are, they are
• 25:53
  selling it. Okay. Well, I'm walking towards them. You know, I was not going to engage in conversation.
• 25:59
  I wanted nothing to do with this. This is everything about the Instagram world that I actually
• 26:05
  despise. They took a turn. All of a sudden, I heard this guy yell, who come out of the lift.
• 26:13
  It was his car that these clowns were filming on. These guys suddenly just shot off to the stairs.
• 26:20
  This guy chased them. I actually had to stop because I thought I was going to drop
• 26:28
  a helmet. I was crying that these guys want somebody else's car giving it large about how this
• 26:34
  can be yours. But you see, it's so many times. And I actually posted on my Instagram page a
• 26:40
  little while ago, I wish my life was as pretty as it looks on Instagram because every day is a
• 26:46
  challenge. And if it's not a challenge, you're not trying hard enough. So things go good. Things
• 26:53
  go great. You know, I'm flying around the world. I'm speaking of events. I'm doing this. But
• 26:57
  every now and then something comes up and you go, oh, shit. How am I going to get over that?
• 27:01
  And you know, you allow those moments and then you go, okay, like the green flag going down
• 27:06
  time to go to work. And so you've got to be careful of what you pay attention to on the internet
• 27:13
  today. So that makes me think of something interesting. We'll transition into what I know you're
• 27:17
  largely about, which the only word that comes to mind right now, I don't think you like it,
• 27:21
  there was like that authentic communication, right? It's an overused word. All right, so let's say
• 27:26
  be real. You got a different word. What's your transparency? Transparency. Okay. Transparency. So
• 27:32
  then how does one navigate on social? Let's unpack your strategy for communicating and reaching
• 27:39
  other people because a lot of those listening, right, loan officers right now, one of the biggest
• 27:42
  challenges I'm sure you're aware is how do I get attention from real estate agents? Because I want
• 27:47
  to develop quote relationships, although they their definition of relationship probably isn't a real
• 27:53
  relationship, right? They're just like you say, you got the hand out, right? Give me a loan.
• 27:58
  So then how can we be transparent when there's this pressure to make it look like everything's
• 28:04
  so friggin great, you know? Okay. So all right, let's get into the actionable stuff. Okay.
• 28:10
  I took over my social probably about a year and a half ago because when we released a book,
• 28:17
  the publishers had said, oh, we need to give you a social presence. So they got these copywriters
• 28:24
  and they'd be like a picture of a duck and they'd be like life is glorious and they'd be like a
• 28:30
  freaking hallmark card. And I'd be like, what the hell is this? It's, you know, Bingo, Daisy, key.
• 28:38
  So I started and I literally had people say to me, we know when you post stuff because you can't
• 28:44
  spell, you know? And I was like, well, there you go. So if I'm having a whiskey in a restaurant in
• 28:50
  Japan and it's really cool, and I'm suddenly taking this stupid selfie after my, you know, couple
• 28:55
  of whiskies, then it's real and it's transparent. Now even goes for authenticity. I like transparency.
• 29:03
  I want to be very easy to understood, to be understood. Okay. When you're a loan officer and
• 29:09
  let's get in the specifics there. Stop selling, stop chasing, start solving. Okay. Now everyone
• 29:17
  knows that getting a mortgage and buying a home is on the same level as getting a reptile exam.
• 29:23
  Okay. Yeah. Oh boy, you're going to turn me upside down. All of a sudden, I'm going to feel like
• 29:30
  a villain. You want paperwork on 1992 and you want my records of this. You want me to be fully
• 29:36
  exposed to you so that you can make a decision on whether or not I'm worthy. It's horrible.
• 29:42
  And the perception of it is even worse than that. So what you've got to do is you've got to be
• 29:47
  able to solve the situation. People put these lovely websites together. Okay. Stop doing that.
• 29:55
  Everyone updates a website every couple of years. It should, it's your highlight, Bill. I'm
• 30:00
  looking at me. I was on CNN. I was having this wonderful article. Look at me with this lovely
• 30:06
  Photoshop picture. Okay. No one watches websites anymore. In fact, there's statistics to show
• 30:12
  where people search for you. And the number one is social. If you're going to meet someone
• 30:18
  for beer, you Google them and you straight away go to that social feed. Okay. And you want to
• 30:24
  look at what do they look like? Who are they? Do you want to look at that? Because the website is
• 30:29
  that provider, that chest puffing piece on your social now. And we spoke about it earlier about
• 30:36
  Facebook. It's not a case of whether or not it's happening. It is. It's a case of whether or not
• 30:42
  you're playing again on your Facebook. And I will say social because everything you put on Facebook,
• 30:50
  you should be putting on LinkedIn, Twitter and any other of your platforms. Why? Because you're
• 30:55
  not different on different platforms. You're you. You know, you're as good as you get. Okay. It
• 31:01
  makes me laugh how people have a different bio on LinkedIn and then a different bio on Facebook.
• 31:07
  How can you have two different bios? You know, it's ridiculous. So make sure it's all the same on
• 31:12
  that because people are going to search for you. Be relatable. And one of the things I teach my people
• 31:18
  is to start doing more video stuff. Okay. People are lazy. People don't need people like to do videos.
• 31:24
  Get your camera up. Get your phone up. Okay. And just go and you don't don't be perfect. No
• 31:32
  was perfect. And the first stuff you do is going to be shit. Okay. Every time you do something for
• 31:37
  the first time, it's shit. But from there, you can get good. You can get better. I remember when I
• 31:44
  started doing podcasts and stuff, I had a Yeti mic. You know. And then I went up to a different man.
• 31:50
  None of my sure 58, you know. So you get better, but you've got to start going. Okay. So you pick
• 31:56
  the phone up and you go, Hey, this is Steve. I want to never call this video because I had someone
• 32:00
  come to me today with a mortgage question. I've heard this question many, many times. I thought I
• 32:06
  would quickly give you an answer and post it here so it can help you. Okay. Repeat the question. Give
• 32:13
  the solution and say, Hey, if you need to want to help you, you know what to find me post it. Okay.
• 32:20
  You see now, guys, we're not looking for how we're looking for who you've actually frozen on me.
• 32:28
  Am I still there? Hello. I close for me. Are you back now? I'm back.
• 32:35
  But you missed out on a very valuable bit. So I'm going to backtrack it a little bit. Okay.
• 32:41
  So what I was saying was, you know, get the video. You know, give the question that was asked
• 32:46
  to you, give the solution, post it. Okay. You want to start solving more than you're selling because
• 32:54
  in today's social currency, we need a who, not a how. If you go to the garage and you need to get
• 33:03
  your transmission done, do you want the guy to take you over to the corner and say, okay, so put
• 33:07
  on these overalls, I'm going to show you how to tear down a transmission. Do you want that or
• 33:13
  do you want to know that that person can do it for you? Yeah. In most cases, you just want it done.
• 33:18
  You want it done. You want a reliable source. You want the who, not the how. So when you're
• 33:23
  studying going, hey, this is the question I got. This is the answer. Okay. This is the solution.
• 33:29
  People think it takes this long to get XYZ. It doesn't need to or you need to do is this, this and
• 33:34
  this. If you start giving the solution, you start elevating yourself as the who. You see,
• 33:40
  if I go online and I start to teach people about how they can do this with their Facebook group,
• 33:45
  how they can be a better speaker. But if you'd like to work with me and let me define you,
• 33:52
  then people go, oh, I'll jump with it. People want the easy way now. They want the who, not the how.
• 33:59
  I can give you a book on how to be fantastic on social or I could charge you a thousand dollars
• 34:06
  on building up your social profile. Which one are you going to go for? Okay. You see,
• 34:11
  what you've got to think about is the book you're going to read. Then you're going to start action
• 34:16
  in it. What, what happens when you first do anything? It shit. We already know that. We've already
• 34:22
  stated that. Right. No, you're going to spend six months to 12 months getting into your groove.
• 34:28
  Or you could have someone get you into your groove and save you 11 months.
• 34:33
  People go for the who, not the how. So as more good people, I suggest you start video.
• 34:40
  Because you've got all these assets. That's a beautiful thing. You've got these every day.
• 34:46
  You are getting all this information. But guess what? People don't know what you know.
• 34:51
  You've got all of these questions coming to you. You should start pushing. And I have a lot of people
• 34:55
  going, oh, regulations. No, no, no, no. We're not saying that you're selling. We're just
• 35:01
  asking you to give examples. And if you do that properly, people start finding you. People start
• 35:09
  sharing it. Because people will go, oh, Jimmy, you're going for mortgage. This guy over here did
• 35:14
  this video on this answer. Then guess what? People go, oh, I like, can you help me with mine?
• 35:21
  I'll be happy to. So the thing you've got to do today, stop focusing on your brand, stop
• 35:28
  focusing on your website, stop focusing on solving, let everyone else brand you.
• 35:33
  Okay? Because what other people say about you, brands you, what is remembered out?
• 35:39
  And that goes into something that you say, I don't know if this is in your book or not,
• 35:42
  that one of the keys to business is not customers. It's building a community.
• 35:47
  Yeah, you want to, and there's a difference between a customer and a community.
• 35:51
  Okay? The community is people to get you. People to resonate. People don't want to join you.
• 35:56
  Think about, okay, I'm going to go out and I'm going to have a picnic on Sunday.
• 35:59
  Who am I going to invite? You're going to invite people you can share dirty jokes with, drink beer,
• 36:04
  have a laugh, play hula hoop, do some silly things, play some drunken games at 7 o'clock.
• 36:09
  That's a community. I want to hang out with that crowd, man.
• 36:12
  Well, there you go. So you've got to build a community. What you've also got to do is you've
• 36:17
  got to focus on getting the cancerous element out of that community. Okay? So as you start building
• 36:24
  a community, there's always going to be people. They don't get rid of them. I'm constantly cultivating
• 36:34
  harvesting and eliminating within my social circle. I've told you before, it's called a social audit
• 36:39
  that I do. And I'm constantly doing that and refining the people that hang around. So when I do,
• 36:44
  and this is the biggest thing that people say about my species, when I host an event and I bring
• 36:50
  40 people together, you can guarantee, because I am so focused on who comes through my front door,
• 36:57
  that when you're inside, you're only going to meet people you get on with.
• 37:00
  Yeah. Yeah. That was good. And everybody's there kind of, you know, in that shared experience,
• 37:04
  which helps build that community. Yeah. You've got to find today's key word is community. Some people
• 37:10
  call it a tribe. I know sometimes I call it a tribe community tribe, not following. But you want
• 37:18
  people that are involved in it, but building up the community is everything. That's interesting
• 37:22
  distinction on following, not following, because following doesn't mean people are engaged in
• 37:26
  involved, right? tribe is involved. Yeah. We'll try, tribe will go to battle for you. You know,
• 37:32
  let's be blunt. That's what I try this, but tribe will also challenge you. You see, what ends up
• 37:37
  happening? And this happened to me dramatically. You know, my book came out. And I had no idea
• 37:44
  if anyone would like it. You know, I got paid very well for my book. And I really just thought,
• 37:50
  if it's successful, great, if it fails, you know, my mortgage is still paid. I'm okay. So it gave
• 37:57
  me the beautiful position to be able to release a book, saying what I wanted. I actually released
• 38:02
  a book hoping that it would create a world that I would want to live in more. Okay. So that's why I
• 38:07
  put the book together. When it came out, all of a sudden I started to get this tribe. I started
• 38:13
  getting this community. And when you start getting there, they challenge you to go, oh great,
• 38:18
  I love the book. But what's next? Yeah. You know, how do we do this? What do we do that? And then all
• 38:24
  of a sudden the other word comes out, why do you do that, Steve? You start questioning you.
• 38:30
  And I start going, bloody hell, why do I do that? And then what I've started doing on my Facebook
• 38:36
  is I start, I try things. I could just told you about this new technology. I'm trying it.
• 38:41
  I'm about $4,000 into this new technology. By the end of November, I'll probably be about 12
• 38:46
  grand into it. I'm not going to reveal it was the greatest success in the world or how I just
• 38:52
  completely wasted a trip to the Bahamas. And I'm going to help because I want to constantly
• 38:59
  try things. These people now are actually pushing me to try things, which I can then come back
• 39:05
  and go, this worked. Go for it, guys. You know, so I find your tribe in your community,
• 39:10
  push you as much as you push them. You're also a believer in face to face, right? So not everything
• 39:16
  should be digital. As many times as you can get face to face, even down to this, you know,
• 39:26
  if it's a sky, if it's a zoom, face time, there's very little excuses now that you can't go,
• 39:32
  hey, let's jump on the phone. Let's do a face to face, okay? Because so much is said in body
• 39:38
  language, there's not said in tonality. So just by the kind of grimace, the shoulder shrug,
• 39:43
  just the way you're standing up, the eye contact, the engagement, none of that is vocal. So if you
• 39:49
  can do face to face, you'll actually gain more from the communication and the conversation
• 39:54
  than you will surely from a phone call. No, it's we're not talking about text. So, you know,
• 39:59
  I say again, face to face, I try to do as much together. I might again, I'm not pitching it,
• 40:05
  but you know, when I have my events, it's an excuse to get as many people together as I can that
• 40:11
  I want to hang out with, right? Because your relationship grows, your relationship's nurtured,
• 40:17
  and I believe that I believe in today's world of technology and AI and Siri and Alexa and all
• 40:23
  the other stuff. The chatbot society, we need to communicate more with each other. We need to
• 40:31
  connect more. Right. Do you think people are kind of hungry for that now? Right? Because there's
• 40:36
  so much of that other stuff that they just kind of crave that. Again, you've got two, there's two
• 40:41
  movements going out there. You know, there's the movement that are using technology to replace them.
• 40:48
  You know, you walk into, I call this the cappuccino shuffle. When you go into Starbucks,
• 40:53
  they order their coffee, they step over to the side and they put their head down and look at
• 40:56
  that fund. Okay? They don't want to be approached. They don't want to be convinced. You want to basically
• 41:02
  get arrested, then go into Starbucks and walk up to someone and go, hey, how's your day? They
• 41:07
  will look at you like you're a leper. Especially if you haven't had your coffee yet.
• 41:11
  Bingo, but you're both waiting for your coffee. Right. Right. But they look at you weirdly,
• 41:16
  and what are you doing? I'm starting to have a conversation. I used to do all the time at a bus stop,
• 41:19
  you know. Right. Now we don't do it. There's those people that are scared. Like, look,
• 41:24
  let's be serious. How many people actually have the,
• 41:30
  audio, okay? You give phones again. How many people now have their phone on audio? You know,
• 41:37
  usually they have it on vibrate, don't they? Right. Right. You don't hear a ring. Yeah. Yeah. When
• 41:41
  it rings, what does everyone in the room do? They go, you know, it's an interruption. Now,
• 41:48
  the last thing is you get your backup. It's annoying because you've just been interrupted.
• 41:53
  And the person picking up the phone, they're also pissed off because they've been interrupted.
• 41:58
  They pick up the phone and go, hello, and it's their mum. Yeah. And then they've got to go,
• 42:02
  oh, oh, hi, mum, they've suddenly got a change. Right. Right. Because it's their mum, okay?
• 42:08
  We don't like that. We are actually now doing everything possible to not communicate. Now,
• 42:16
  on the other side of the world or the other movement, people are realizing we need it more and
• 42:23
  more. Because if you ever want to see the slowest technology developing technology in the world,
• 42:30
  look in the mirror when you brush your teeth tonight, okay? You haven't changed
• 42:37
  for thousands and thousands and thousands and thousands of years. There's no other technology.
• 42:42
  You would not buy a phone if it carried the warranty of a human being. It's going to file,
• 42:48
  it's going to make mistakes. It's probably going to get an injury. It's probably not going to
• 42:52
  work for a few months. This is human beings, okay? So we hold ourselves to these standards,
• 42:58
  which are unacceptable. At the end of the day, we're people and more importantly, we're pack
• 43:05
  animals. We want to congregate in the pack. We want to find a mate. We want to find soul mates.
• 43:13
  We want to find relationships. I think there's going to be a, I don't think we're there yet,
• 43:20
  but I think there's going to be a change. I think people are going to go hang on a minute.
• 43:24
  Do you mean like a revolt? I think there is. I think there is. I can feel, I can feel the underswell of
• 43:30
  it now. I'm doing an event in San Francisco all based around technology and there's a lot of AI
• 43:39
  involved in that. And I've been talking to them ahead of my event in November. And they've said that,
• 43:45
  you know, what we've got now is a saturation, a chatbot society of about 15 to 18%.
• 43:52
  By 2020, one year away, we'll be at about 90%. You'll be talking to chatbots in most of your
• 44:01
  experiences. How many times should you go onto a website for car, for software, for a little chatbot
• 44:09
  pops up, okay? You know, well, it's an automated and AI is getting so advanced. You don't think it is.
• 44:15
  Look at Siri. Siri, tell me a joke. Tell me a joke. Yeah. We're in a world of orders and transactions.
• 44:23
  Okay. What I mean by that is like, Siri, do this, Alexa, do this. It does the transaction. It answers
• 44:30
  commands. It doesn't think Dave Savage came up with a beautiful line. So I've always got to give him
• 44:34
  credit for this. Do everything Amazon does and do everything it doesn't do. And what it doesn't do
• 44:41
  is it doesn't create. It doesn't dream. And it doesn't solve delivers. Hey, Amazon, I need to
• 44:47
  talk about there you go. When was the last time you found a Amazon and said, Hey, I want to talk
• 44:51
  about which one would you suggest? Yeah. Well, the other thing that technology doesn't do is,
• 44:57
  you know, create that personal connection, that personal relationship, you know, which is that
• 45:01
  in our industry, mortgage and real estate, I think the technology is need to fix that mic.
• 45:06
  Technology is great because it empowers us or equips us to be perhaps be efficient in some
• 45:11
  ways, but we'll never remove the desire for the human element. Technology is there to replace
• 45:19
  what should be replaced to allow you to be dominating more of what you do. Now, I communicate. That's
• 45:27
  the one thing I do. I said to you before, and it's a good segue into my comment. I said to you
• 45:31
  that I'm known for being an excellent communicator. I'm not. It's just that the world's getting so bad
• 45:37
  at it. I look good. Okay. And so I use a lot of technology. I use AI. I use flowcharts.
• 45:47
  I use a lot of different things. Now, this is going to sound like a pitch, but it's not, but I
• 45:52
  wanted to help you guys. I use a company called Texteful. So whenever I go to an event, at the back
• 45:58
  of the screen, it has a name, what they call keyword, and it has a number. Play with this. Text
• 46:08
  the word Sims. S-I-M-S-2-3-3-7-7-7. Okay. You'll suddenly see a dialogue start. That sounds
• 46:19
  very cool because I get to write what I want you to see. I'm using technology to allow me to
• 46:26
  reach a wider level. Till the lap on that technology is when I actually physically reach out to you.
• 46:34
  Okay. So technology is there to enhance you, not to replace you. Now, I wasn't giving you a
• 46:39
  pitch to actually join my marketing list. I was giving you that information because I use Texteful
• 46:46
  a lot. I don't own it. I wish I did. But you guys should be using those kind of technologies,
• 46:51
  those kind of platforms. Every time you speak anywhere, any time you present anywhere,
• 46:56
  even on a card, say, hey, if you want to chat with me more, text this number here on this chat.
• 47:02
  It's a technology is a great way of enhancing you, which should never be used to replace you.
• 47:07
  And I think the downside is a lot of people are using it to replace them. Oh, if I have chat bots
• 47:11
  and if I have AI, I don't need so many sales people. Wrong. You need more sales people.
• 47:17
  Yeah. Or they get lazy because they're expecting tech to do their job.
• 47:24
  Yeah. No, it's like having a car and, you know, expecting for us to say expecting the drive
• 47:28
  itself. It is about to start driving itself. But, you know, you've still got to, you've still got
• 47:33
  to be the main element of you. Yeah. All right. So I know we've only got a few minutes left together
• 47:39
  here. I wanted to ask you this question because I don't know the answer. I know you spoke at both
• 47:43
  the Pentagon and Harvard. Was it Harvard twice? I did. Harvard twice did the Pentagon. The Pentagon
• 47:50
  was obviously smart. They only had to do that once. But Harvard, for some weird reason, had me
• 47:54
  there twice. So I want to ask, what did you speak on at the Pentagon? So the Pentagon, wow,
• 48:01
  that was an interesting one. Never saw that coming in my life. Yeah. Totally out of that field.
• 48:07
  Yeah. So they had an event by a guy called Phil Randosi called American Dream You. And it was
• 48:14
  a program that was put together to help a serviceman transition in out of the military into, you know,
• 48:21
  civilian life. So what they did was they did this program around the military bases,
• 48:28
  Fort Hood and all these other places all over America where you would go along and talk to
• 48:34
  the military about entrepreneurism and just different businesses. And they brought these different
• 48:40
  businesses in to speak to the serviceman. And I went along and I spoke about how to be an entrepreneur,
• 48:46
  how to communicate, how to focus on these things, how to develop your passion. And because it's
• 48:52
  a military base, they videoed every single one of the speakers. And then the Pentagon, we didn't
• 48:57
  know this. The Pentagon went through all of these videos. Mine must have been on subtitles,
• 49:02
  but they went through all of these videos and hand selected like from I think about 30 bases
• 49:08
  that top eight. And they invited them to actually speak to three star generals. Wow.
• 49:16
  Leaving these are people that push buttons. Yeah. You know, and so when we got into this room,
• 49:23
  and these guys all came in and they were all in their full of colors. You know, and that stood,
• 49:28
  well, they gave us the tour of the Pentagon and they took us into these these rooms. But we're
• 49:34
  now sat there talking to you and they're looking at you for you to help them to say intimidation
• 49:41
  is an understatement, you know, but yeah, so we did a, we did, we did a whole day's training
• 49:47
  with three star generals. That's incredible. That is incredible. Oh, yeah, without a doubt.
• 49:52
  So before we close out, we're going to come back to where people can connect with you,
• 49:56
  you know, like ahead of the curve and other things you got going. What's been the biggest
• 50:03
  lesson, if you will, or, you know, thing you didn't, you thought you knew about, you know,
• 50:09
  the quote, rich and famous, the people you typically serve, or maybe the rich and not famous,
• 50:14
  right? The elite. What's really surprised you about that, that crowd?
• 50:18
  Did you know, funny enough, two things. One, which people are rich because they're good at one,
• 50:25
  or maybe two things. Rest of the life, they're just normal people, okay? And two, the insecurity,
• 50:35
  you know, it's kind of hard to say that, but they're really good at a widget. They build a widget,
• 50:42
  they focus on the widget and all of a sudden they got $10 million and they're walking around in
• 50:45
  Monaco. And they're like, oh, yeah, it's this, it's this kind of Ford complex. And there's this,
• 50:52
  and they build up this kind of sheen to try and kind of protect themselves from, you know,
• 50:58
  oh, you don't know my document. Do you know the funny thing is, I've actually had dinners where I bought
• 51:03
  billionaires together. And they've sat there talking about that first car, you know. And when you
• 51:09
  got these billionaires going, I remember stealing my dad's Corolla because of this. And most of my
• 51:14
  clients are self-made. Instead of all talking about, well, you're lucky. I didn't have a car. I had a
• 51:18
  bus, you know, I used to ride on the bus every day. And it's funny because here's the
• 51:22
  last thing, you remember being poor more than you will ever be bitch because having wealth
• 51:33
  removes problems. Having money removes the emotions of desperation and not being able to pay to,
• 51:40
  you remember these things. You know, like I've spoken to billionaires about, do you remember what
• 51:45
  it was like when I said, you know, no, no, you couldn't pay pay while on Friday. And I've spoken
• 51:50
  to some very wealthy people going, I remember running my dad's credit card to be able to make pay
• 51:54
  well two days later. You know, it's that kind of, they remember that. But having money just removes
• 52:01
  those emotions, removes those feelings. So it's good to talk to them as real people.
• 52:08
  Well, so I was just going to ask you to see them as, you know, vastly different than the
• 52:12
  quote average person. No, there you have it. See, here's the funny thing. And I think this is my
• 52:17
  secret source. When I when I meet rich people, I'm there to solve the problem. Okay, hey,
• 52:24
  what do you want to do? And how can I help? You know, and I'm talking to them as them. Okay,
• 52:30
  and I've always said chase the client, not the checkbook. Okay. So I want to know what's important
• 52:36
  to you. Why do you want to do this? And I'm talking to you like a normal person. My benefit in me
• 52:44
  is I'm very transparent. You know, this is it. From this podcast, everyone knows absolutely everything
• 52:50
  about me. I openly joke that I'm no onion. There's no layers to me. You know, when I'm speaking
• 52:57
  to someone else, I'm very easy to understand. So because I'm that transparent, I'm low effort.
• 53:04
  So when I'm talking to a billionaire that owns, you know, a country, you know, they're like, well,
• 53:09
  that's Steve. Yeah, that's who he is. And guess what? Steve is talking to me as me. And I've
• 53:16
  had some really interesting people conversations with people. And they've said, you know, you just
• 53:20
  talked to me as a human being. Right. And I just thought, how sad is that? That that is something
• 53:26
  that we actually vivim. And we hold a flag up to the fact that two human beings communicated
• 53:33
  is so extraordinary. It is a boastful comment. So the lesson in there, though, it's a lesson in
• 53:39
  there, though, for us in sales that are dealing with the public, right, back to kind of what you're
• 53:43
  all about, what we opened up about, which just being you, be you, be real. Yeah, be real, be transparent.
• 53:50
  I've often said on my, my presentations, it takes zero effort to be you, zero. Right. Right.
• 53:57
  I like that. I like that. So stop trying to be somebody else. All right. Let's transition and talk
• 54:00
  about how you're helping mortgage loan professionals to be themselves and to, right, achieve certain
• 54:06
  things. Tell me about them ahead of the curve. We're going to put links, obviously, and everything
• 54:10
  in the show notes, but that's starting October 30th. Yep. What can somebody, why would somebody want
• 54:15
  to look into that alone officer? Well, it depends if you want to be brilliant. Okay. I suppose that's
• 54:20
  the first key. About a year and a half ago, six months after the book coming out and me starting
• 54:25
  again to the mortgage world, I had a few, of course, him to the biggest names in the mortgage
• 54:29
  industry came to me and they said, look, you know, do you coach? And I did a lot of luxury
• 54:35
  coaching, but there was nothing specific to the mortgage industry. So I said, well, yeah,
• 54:39
  let's, let's see if I can help you. And I was looking at it like most people go, well, what's the
• 54:44
  mortgage problems? Okay. That wasn't the problem. The problem was you, you know, and the problem,
• 54:51
  whether it be mortgage or many other industries is usually the same thing. How to communicate,
• 54:56
  how to get your message across, how to be impossible to misunderstand, how to show value,
• 55:01
  how to charge for the value, how to be seen as a who, not a how, and how to focus on those
• 55:07
  elements. So we took these people and to be honest with you, I can't use them as a case study
• 55:12
  to see how we could do. That didn't really, really well. So at the beginning of this year,
• 55:17
  I opened up to the, I want to the public, but to the mass market ahead of the curve webinar.
• 55:22
  Okay. It's $1,000 and you also get my 16 chapter online course Sims Distillery. It's actually
• 55:30
  included in there. That's 300 bucks. So and that's actually included in the course. And over six
• 55:36
  weeks, I'm actually going to review and educate and develop your social platforms, your tone,
• 55:44
  your solution, your positioning. And the beautiful thing is that the last time we did it,
• 55:49
  I think we had 28 people on it. Okay. And I'm expecting more this time, but I get personally
• 55:55
  involved with you. Now, the good thing is 28 people are 28 different people. So we try to show how
• 56:04
  to bring the you out of you and how to get other people to understand what you're there for.
• 56:08
  We teach you how to resonate to the clients that you need, how to go for the desired audience,
• 56:14
  not the audience. There's a lot of people out there going, well, I need a big audience.
• 56:18
  You can spend 10 bucks and get a whole bunch of like 12-year-olds from the Philippines following
• 56:23
  you and that's of no use. You need the desired audience that can afford to buy your property.
• 56:29
  You can. And a lot of people say, I want to get a box, you know, and I want to get the relationships
• 56:34
  to be able to get me the bigger deals. Okay. You got to bring value, you got to bring solution,
• 56:39
  you got to bring ease, and I help show you how to do that. So it's a six week course,
• 56:44
  and now to get you to where you are now ahead of the curve to your customers and to your
• 56:49
  raving fan base to become your number one marketing tool. Awesome. And for those listening,
• 56:54
  if you want to go there now, it's Steve D Sims dot com forward slash ahead of the curve.
• 56:59
  Links in the show notes as well. Somebody wants to connect with you on Facebook. Where do you
• 57:04
  suggest they go there? They can go to an entrepreneur's advantage by Steve Sims. That's a free Facebook
• 57:09
  page. But I'm also under Steve Sims. There'll be a picture of a very handsome board British guy
• 57:15
  with my dog. So I'll be pretty easy to see there. So they can Facebook message me there. They can
• 57:20
  go on Instagram where I make my life look pretty. And that's under Steve D Sims. And there's only one
• 57:27
  in Sims, by the way. Well, the reality is you are everywhere, man. I mean, seriously, I get about
• 57:33
  like a bad rash. That is fantastic. I really appreciate the time. I know you're really busy,
• 57:38
  as a matter of fact, you're getting to do some traveling, coming up more speaking gigs.
• 57:42
  Oh, you've got to hear this. I'm actually in three days time, departing L.A. for Spain,
• 57:48
  we're on the opening keynote for the International Bridal Convention. Oh, really? Spain.
• 57:55
  Man, what are you going to talk about there? Well, the funny thing is, again, they all want to be
• 58:00
  able to, it's all the bridal people that want to do events and floor. And again, it's about
• 58:06
  bringing in value. If someone's arguing about a price tag, you haven't demonstrated the value.
• 58:11
  So it's again, all about the art of communication and how so many people have either terrified to
• 58:15
  do it or doing it badly. I see a whole, you've seen those books before, right? Blue Fishing for
• 58:20
  wedding planners, Blue Fishing for CPAs, right? Oh, that should stop. You should stop.
• 58:27
  That's awesome. Steve Stamps, man, I can't thank you enough so much for sharing your wisdom,
• 58:30
  your experience, and those that want to connect with Steve, you know how to do that in the show
• 58:34
  notes. So, appreciate you being here, Steve. Cheers, buddy. Thanks for having me.
• 58:38
  All right. Everybody, as always, we appreciate you tuning in and you know what to do.
• 58:41
  Like us, leave us a review online and we'll see you on the next one. Bye for now.
• 58:50
  More truth in mortgage marketing, get more free training and resources at mortgagemarketinginstitute.com.
• 59:12
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• 59:15
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• 59:19
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