Latest / Mortgage Marketing Radio / EP #75: Lessons from America's Elite Military and Top Sales Performers

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EP #75: Lessons from America's Elite Military and Top Sales Performers · Mortgage Marketing Radio

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Welcome to Mortgage Marketing Radio.
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And brought to you by the Mortgage Marketing Institute, your number one source for truth
1:24
in mortgage marketing.
1:25
Hey listeners, Jeff Zimper, welcome to this episode of Mortgage Marketing Radio.
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Hey, so glad you're here.
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Hope you are stepping into the second half of the year with personal momentum, with focus,
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with discipline and with a plan to execute, follow through and successfully reach your
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end destination to achieve your mission, shall we say.
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And I hope I'm achieving my mission here with you and providing access to content, ideas,
2:03
tools, inspiration, mentors to ensure you're living your highest personal standard of
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yourself.
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That's really the goal here.
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And that's why I'm so thrilled to bring back my second time guest here, very special mentor
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from afar of mine.
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And probably many of you listeners here today, I think I have my guest Bill Hart on about
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a year ago, that was episode 39, well, this is episode 75.
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So it's been a while.
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I've grown, he's grown, hopefully you've grown too.
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And I'm bringing Bill back, number one, because, hey, I mean, you ever have one of those
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people, somebody in your life where, I don't care, right, how often you get to talk to
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them.
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Every time that you have a conversation with them, there's always something, some type of transformation
2:49
that takes place, a learning, it's amazing.
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Whenever you talk to somebody, I think Bill has a certain amount of wisdom, but I think
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his wisdom comes from experience and both not only his own personal experience, but experience
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that he has extrapolated from over 27 years in the sales and business space and an executive
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coach for building champions for about 20 years or so.
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Bill has an inability to get to the heart of what makes somebody a high producing, highly
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efficient individual, and he's able to coach them to that as well.
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And so I'm excited to have Bill back, we just have a great conversation about, right,
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how do we execute on our plan and how do we achieve our mission, particularly in light
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of Bill has just published as you'll hear him describe a long, a labor of love, if you
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will, a book long in the waiting, six years in the waiting for Bill to actually get this
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book to the market.
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And I think we're all so glad that he did, but his brand new book is called White Color
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Warrior, Lessons from Sales Professionals from America's Military Elite.
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And what Bill does in this book is, you know, he actually interviews former members of
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the U.S. Special Forces and leading sales professionals from a variety of industries
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and then Bill creates parallels between the two, right, to understand what are the similarities,
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what are the same patterns that you can recognize both a military elite and also a sales person
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who's an elite performer as well, because let's face it, right?
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I mean, we've got to train to be prepared for situations in the market today, especially
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this market of today and the compressions in pricing and competition and so forth.
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So in this talk here, right, and in Bill's book, right, what he'll help you uncover is
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proven tips and practical tools to train for any situation that you'll encounter in the
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field, overcome any fears that you may have and channel it into productivity.
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To leverage any failures you might have or experience in the past that could be holding
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you back, leverage failures for personal growth, a really big one for me, how to find your
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personal why and keep it alive, especially if you've been in this mortgage business for
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quite a while.
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Some of you may have the why has gotten a little bit faded, it's got a little bit cloudy
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and hopefully this podcast and Bill's book when you buy it will help you reconnect to your
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why and give it new life.
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And of course, right, how to build a team around you that shares your vision, your purpose
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and your goals and the stories alone from this book that you know, that Bill shares, the
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military elite stories are just fascinating in and of themselves.
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So we've got links in the show notes to how to get Bill's book, but if you want to just
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build there right now, Bill's got some special offers combined exclusive bonuses when you
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order the book today and that website address is white collar warrior book dot com white
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collar warrior book dot com is where you want to go, follow the instructions, watch the
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video, check out the bonus materials, and it's probably one of the best investments you
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can make for about 20 bucks in your life to get access to right, somebody who's a high
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level elite coach like Bill Hart himself, but also bringing lessons and best practices
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from military and sales elite as well.
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So I hope you enjoyed this week's episode, appreciate if you leave us a review on iTunes.
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Once again, if you want to get Bill's book, check it out in the show notes, white collar warrior
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book dot com without further ado, let's get into this week's show.
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Bill Hart, welcome to the show.
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Jeff, thanks so much for having me back.
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It is a pleasure to always have you back, sir.
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Thank you for making time.
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I and I listen to listeners learn something every time that we get a chance to spend time
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with you.
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So thank you.
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Yeah, man.
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I'm pleasure.
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Yeah, so we've been communicating obviously online social media for a while and a couple
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of things have brought us, I think, back together two things.
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One is, and we'll obviously talk about this throughout our conversation is the launch
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of your new book, White collar warrior, lessons for sales professionals from America's military
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elite.
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I love the title, man, anything, anything like like military, I'm like, okay, cool, I'm
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in, right?
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And I know you have a passion for military and we can definitely talk about that.
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Yeah.
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The other thing that brings us together, I think, timeliness-wise is since we last talk
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last year, the market, man, I mean, what a change, right?
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Right.
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And you coach people every day.
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So do I.
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Yeah.
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What is this?
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What are you feeling that's coming to your coaching calls that's different as of late?
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Uncertainty.
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I mean, to a certain degree, I would argue that it's sort of unnecessary uncertainty.
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But the factors that are legitimate, right, they're causing that uncertainty.
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I think, or insecurity, are a variety of things.
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I think we all feel the same way.
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Like, I could just stick a pencil in my eye if somebody talks to me about margin compression
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again, but whatever.
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We know that's the buzzword, right?
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But at the end of the day, I think it's a lot of things, right?
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Right?
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Right?
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We've gone up.
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Inventory is tight.
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There's the first time we've gone through this, it's not frank.
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So it creates sort of an interesting series of, of levers that need to be adjusted inside
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companies who are now talking about a low comp and then that affects pricing.
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And now you've got people who, if we're honest, and this is my opinion, and this maybe
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is just grumpy old guy, right, with gray hair.
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But if we're honest, it's been a fairly easy ride for the last 10 years in terms of, I'm
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not saying, loan manufacturing has been easy.
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I don't mean that at all.
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It's got more difficult, but the phone's been written, right?
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Rates and then low.
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The phone's been.
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Right.
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So now, rates go up.
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All those other factors.
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Zillow's like, yeah, we're getting into the real estate business.
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Keller is like, we're getting into the mortgage business.
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And so I feel like it's easy for people to get that stuff in their head.
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And I don't know if you saw my post on this a couple of days ago on what I called double
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down.
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But it's like, if you're stirring the pot, right, the science said, will originate for
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food.
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I am.
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Right.
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It's like, this is going to be you.
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If you stir the pot of negativity and that's what you're focused on every day, you're going
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to spin out of the business.
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You just are.
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You'll be gone.
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So instead, what we have to do, and you know this, Jeff, I mean, you're coaching this
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every day, we have to double down on our activities.
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A classic example of this, I'm going to brag about a guy that I used to coach who's
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a dear friend, Josh Metal, I'm sure you know Josh up in Salt Lake City.
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Even about six years ago, he made the decision to focus strictly on physician home loans
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while dominating his local market.
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Right.
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So he's had sort of two goals there.
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I'm going to do what I do really, really well locally, but we're also going to do physician
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home loans in 50 states.
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He moved about 350 million to fairway a year ago, and he's got his eyes on a billion
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and he's not getting it.
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So I just heard Todd Bookspan yesterday.
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He said, you know, Josh's whole team, they're prospecting an hour a day.
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I said, awesome.
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So I recorded a quick video, sent it to Josh, said, dude, an hour a day, is that true?
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I don't want to quote it.
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If it's not true, he said, oh, no, no, that would be an off day.
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He said, we start our days every single day, every day as a team with a gratitude meeting.
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So we start with like, what are you grateful for?
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You know, after a while, it's like the birds, the sun, my kids, you know what I mean?
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It's not money necessarily, I mean, it might be, I'm grateful for my new, you know,
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jack, right?
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But they starting gratitude and then they move from eight to noon, Jeff, into prospecting.
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And of course, these days, as you know, prospecting is not like dialing for dollars in the
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old traditional sense.
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There's certainly not cold calls.
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These are TBD follow up calls for the most part, right?
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You've got a lower conversion rate than we used to have because of the inventory issue.
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And suddenly people are waking up to the idea that, oh, yeah, this annual mortgage review
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thing, that's actually a really good idea, right?
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Yeah.
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Totally.
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So anyway, that's what I'm seeing right now is just if there's ever a time where the
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halves and the half-nots are going to get separated in this business.
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And again, I know you know this.
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I just saw you yesterday and Boise, right?
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Right?
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I love that.
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You know, and you're working with a group that's fired up and they know what needs to be
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done.
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And I'm sure you're sharing with them these exact strategies and I'm sure many more.
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But at the end of the day, we've got to have more conversations, quality conversations
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with our people.
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Isn't that what you see?
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Absolutely.
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Absolutely.
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And so there's a couple of things in there, what you said.
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And I know somebody like Josh and the other, you know, quote, top producers, would they
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have that, I wonder if you would agree with this, that would they have in a market like
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this?
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Maybe because they've been through it before, as I know, Josh has been around a long time,
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that some of these newer people, if you will, that have only been around five, six years,
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haven't been through the tough time.
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So, so, so, so, trick me from wrong.
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But one of the things that I think and this is probably relevant to what you discovered
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in interviewing these elite military people is it starts with mindset.
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100%.
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So the very first interview I did is a guy named Andrew Paul, if you know Andrew or not,
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he's a producing branch manager, who's a retired Navy SEAL in San Diego, and Andrews
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become a friend, I coached him, he's just a great guy, and he said, and Andrew would
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tell you, he's probably five eight, maybe five nine, there's nothing assuming about his
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presence.
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You would never say clearly a Navy SEAL, this is not, this is not Andrew.
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But he held the record, I think, in buds for holding his breath for the longest period
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of time underwater.
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Right?
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So he was that guy.
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And then he tells the story and it's in the book about, he said, there's a point in
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time where I realized, I am miserable, but they're not going to kill me.
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They cannot make me quit.
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And then what started to happen is I began to see Jeff, Army Rangers told me the same
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thing, David Burke, the top gun instructor told me the same thing.
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There is this attitude that they develop of, I will not quit.
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And that's absolutely, you're right.
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Josh's mindset, that's most top producers, mindset.
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But I think you're right, sometimes we've got to either have lived through it, right?
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Or hopefully maybe with a podcast like this, we could borrow somebody else's experience
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and say, I don't want to live through it, I want to learn it and apply it right now.
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Yeah, how can I, I sense it's coming, I feel it's out there.
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So back to the mindset thing, somebody shared with me the other day, and you've heard
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this before, a million people have said this, you know, what you focus on becomes your
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reality.
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So if so, if you and I are, we're talking to loan officers and they're showing up, and
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like you said, if I hear another thing about margin depression, or if they're showing
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up saying, man, it's tough out there, or people are running scared in the streets, you know,
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it's like when I interviewed Ryan Grant just last week, one of the top L.O.'s in the
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country, gosh, he helped like 200 families last year, he says to me, he goes, I'm excited
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about the market ahead.
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I was like, what do you mean you're excited?
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He's like, because man, everybody else is shrinking and contracting, I'm going to go out
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and get more.
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Totally.
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So check this out, and I'll drive your listeners to this.
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There's an old video that I did probably six years ago.
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The funny thing is I'm sure here, like I do now in that video, because I had also shaved
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my head for a client back then that was going through cancer.
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This shaving was for a relative who had brain surgery, but it was called forks and spatulas.
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I don't know if you saw it or not, but forks and spatulas was, if you picture the
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marketplace as being, you know, the size of a, let's call it a hula hoop, right?
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But if the market shrinks a bit, if it contracts down to the size of the frisbee, here's what
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happens.
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The people that had forks in the pie before, they're going to leave.
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They will leave.
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You've got people that are doing one or two months a month right now.
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It's not sustainable.
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They're going to be gone.
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And what happens with the Ryan Grants of the world is they're going to grab a spatula
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and they're going to come in and they're going to grab more market share of a smaller pie.
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That's it.
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I've seen it happen over 30 years, time and time again on the real estate side and in the
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mortgage side.
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So now is the time it looked, if you're in the mortgage business and you're serious
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about this industry and you must be here, you wouldn't be listening to Jeff right now.
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It's time to double down.
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I mean, it really is.
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It's like show up a little earlier, fine tune, some of your training, make sure that you're
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prepared for objections, right?
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Everything Jeff that you're training now, like if I'm talking to somebody right now and
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you have the opportunity to go sit in one of Jeff's classes, like make sure you do that
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because it's time to fine tune all of that stuff so that you show up in the best way possible
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in the market.
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Don't be afraid of it.
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Attack it.
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Yeah.
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We just got to get better, man.
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Our skills got to get better.
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What's that old one that, you know, when the tide goes out, you see who's naked?
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All day long, man.
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All day long.
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Like you said earlier, it's like, you know, for the last 10 years, it's been, it's been
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easy in the sense that, yes, race has been incredibly low.
16:09
It's been fueling the market.
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So people have wanted to buy.
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And so that's been the rising tide where all boats were rising, but now the tide, it's
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going out.
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Totally, you know, I mean, inventory rates are coming up, you know, all the other issues
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we've got going on.
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Yeah.
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Yeah, we need to just be that much better in our presentation skills and our, and I
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also think coming from the right place, not being transactional oriented, and a lot
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of the top producers you work with, they would always catch me is that how serious these
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real top producers, right, they take their responsibility of mortgage consultation incredibly
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serious.
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Absolutely, man.
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You know, where there's a lot of people down, a lot of people are just, you know,
16:49
per quote and rates and be like, that's a 30 year fixed and you're going to lose that
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game.
16:53
So I love that example.
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I mean, here's a guy I wonder if you know him.
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Do you know Keith Collins and Sacramento?
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Absolutely.
16:59
Yeah, just joined you guys, right?
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Yeah.
17:02
So Keith, Keith is brilliant at that.
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And he started something last year where we were talking about video and he was doing a
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great job with video.
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And he stumbled on to this thing that what he realized was if I recorded video that's
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attractive to the realtor, the realtor will share, right?
17:21
This is primarily Facebook.
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So he started not, you know, I'm going to just tell you about what I remember about
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this.
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And I don't have accurate numbers from him now, although I'm coaching and I just don't
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know what the numbers are.
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But when he started to do this, he would get like 15 shares from real estate agents.
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And he was getting three purchase leads, three purchase leads to him from a video that
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he recorded where he was educating to your point where he was educating the borrower that
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the realtor saw in a value in that they wanted to push it out, right?
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So the way that Keith shows up in the market is he is always an advisory.
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His hashtag is, it's just math, right?
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So it's like, you think you need 20% down or 10% down, you don't.
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You need three and a half percent down and there's bond programs that will get you down
18:10
below that.
18:11
And you sort of did in the military, we can do better than that, right?
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So it's like he educates, he provides value, his consultations are structured that way.
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And as a result, he gets paid.
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But if you lead with your eye on the commission, that's what's striving you.
18:28
People sense that, man, and they're not attracted to it.
18:30
That's a great point.
18:31
And the other point of that is is that smart people like Keith and other top producers
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are very intentional about the first point of client engagement.
18:41
Absolutely.
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They're not just winging it, which I used to do as a salesperson years ago.
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Then I had a VP one time who pulled me aside and said, you know, because I was just relying
18:49
on all of my, you know, I'm a great, I'm a high eye.
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So it's like, and the guy's like, Hey, I got to tell you details details.
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That's where it really mattered.
18:57
Totally.
18:57
And I learned that a lot, you know, from people like you and others, it's like, you know,
19:00
you have to architect, especially today, you have to architect that process about why
19:05
somebody should choose to go with you first.
19:06
Absolutely.
19:07
So, so to that point, if I may, in the book, I'm just looking for a quote here so that
19:12
I can quote it accurately.
19:13
Yeah.
19:14
So this, this is a guy, his name is Bob Hart, no relation, but he was an army ranger and
19:20
he was a, a surgeon.
19:23
And he said, here's what I learned as an army ranger.
19:26
He said, we are always training.
19:28
We capitalize on every chance to maximize training opportunities on a daily basis, regardless
19:33
of if it is a training exercise in garrison or wild deployed.
19:38
There is no such thing as luck.
19:40
Luck is the point in time when preparation and opportunity meet, right?
19:44
So it's, that's the way that these guys are wired.
19:47
It is all about training.
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Any of the shows that you watch on TV, if you watch SEAL team or whatever, at the end of
19:52
the day, yeah, they're sitting around popping a corona or whatever, but you know what?
19:57
When they're not deployed, they're always training and for them.
20:00
One of the things that I learned in their world, it's special operations, it's, it's shoot,
20:06
move and communicate.
20:07
That's what they learn to do and they do it exceptionally well.
20:10
So they learn them, Jeff, like, they're standard operating procedures, right?
20:15
I learned to shoot really well.
20:17
I, I learned to communicate really well and I learned to move really well.
20:22
So when we see those guys and they're doing that whole tap on the shoulder thing and
20:25
this action, that stuff is all, that's not like they're winging it out there.
20:29
Like you said, this is stuff that they have learned and ingrained in.
20:33
And I think in our industry, now's the time for us to take it really seriously and say,
20:38
so when somebody tells me that they can get that loan for five, eight, less down the street,
20:44
like, what do I say to that?
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And then more importantly, not only what do I say, maybe what am I doing up front?
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How do I maybe surface the objection up front if I know that's potentially an issue?
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What's my follow up?
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If I do, quote unquote, lose that lead, what's my follow up plan?
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What does that look like?
21:03
Why would I just leave this up to, maybe needs new shoes, right?
21:07
It's like, it's not a toss of the dice, this is, this is more, it is more deliberate
21:14
than just chance.
21:17
Yeah, I mean, we have to be, I think the word is intentional.
21:21
That's what's coming up for me.
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It has to be very intentional about our client experience.
21:26
That's right.
21:27
Because otherwise, yeah, guess what?
21:29
People are going to go to push button mortgage and they're going to, you know, am
21:31
a son will have Alexa ordering conventional mortgages for that.
21:34
That's right.
21:35
So it's like, if you don't have that clear intentional process, which, and you and I both
21:39
know, okay, there is a percentage of the market who maybe wants that push button and
21:43
they might qualify for it or whatever who knows.
21:45
Yeah.
21:46
But that's a small percentage.
21:47
Most of the people, particularly when you're talking about financing a house, they
21:50
want that level of professionalism and guidance and expertise and quite frankly today.
21:55
And I think this is the overall premise of our conversation.
21:58
That is your only competitive advantage.
22:00
Absolutely.
22:01
Not rates, of course, you know, man, give it a take.
22:04
So it's not rates.
22:05
It's about, you know, speaking of my class, it's a branding class.
22:09
I talk about how do people describe, it's telling stories, how do they describe what it's
22:13
like to work with you?
22:14
Yeah.
22:15
That's, that's the thing we have today.
22:17
Love that.
22:18
But we can control.
22:19
I love that you're talking about that.
22:21
That's, you know, I recently listened to a podcast by Dan Sullivan of strategic code
22:25
to me.
22:26
He was talking about unique ability and he's written a book on this and you know, I'm sure
22:29
you're familiar with it.
22:30
Man, the more that we can help people recognize that if you want to decommoditize, and I'm
22:36
preaching to the choir, right, I know you teach this stuff in Tim Davis and, you know,
22:40
I know you guys own this.
22:42
But the idea of finding out what is your unique ability, you know, for you, Jeff, your
22:47
ability to be a high eye, to connect with people, super like ability factor, right?
22:53
That's the thing you have to lead with.
22:54
You can't lead with the person that's a high SC where they would say it's all about
22:59
detail, you know, I've memorized every guideline.
23:03
I can, I can run through an amortization schedule in my head, whatever.
23:08
But that's, that's, you know, what that person can do.
23:10
They can lead with predictability.
23:12
Yeah.
23:13
So they may not have your personality, but they can lead with, I can lead you to a desired
23:17
outcome each and every time.
23:19
That's what we do here, right?
23:21
So unique ability and branding that and then communicating that, like you said, getting
23:25
people to tell stories about working with you, I just think that's huge.
23:28
You're living it, living it.
23:29
Okay.
23:30
So then how do we, how do we bridge the two and can this be learned because, you know, I'm
23:34
looking at your book over here, White Color Warrior, you got this, the picture side by
23:37
side.
23:38
One's the military fatigue, the other's the suit, what, what, what did you, you know, big
23:43
takeaways there?
23:44
There it is.
23:45
Awesome.
23:46
Yeah.
23:47
And we're going to give a, give a link out at the end on how you can get some cool stuff
23:49
and get that book pre-order.
23:51
But what, a couple of take, because obviously, you know, probably already know, what are
23:56
some big takeaways you can share with the loan officers about how we, you know, can borrow
24:01
some of those lessons from militaries of lead and, and is that learned?
24:04
Yeah.
24:05
Yeah, yeah.
24:06
So the good news is it is.
24:07
I mean, it is.
24:08
Now, are there dramatic differences, of course.
24:10
They've got bullets flying out of them and, you know, they're helicopters, but we got
24:15
real good.
24:16
Well, good point.
24:17
Good point.
24:18
So it's arguable, all right, which is worth.
24:22
But there are similarities, right?
24:24
And I, I believe number one is mental, and, and I think that, so we've created all workshop
24:28
around this and, you know, this is what all unpacked through this process.
24:32
But number one is mental.
24:33
It really is that mindset.
24:35
And it's that getting clearer on, you know, what, what we call encouraging a desired
24:39
end result in the military, and they call it an end state, right?
24:42
So an end state is when you're out on this mission, this is the thing that we want to
24:47
have.
24:48
That high value target is either dead or in custody, right?
24:51
I got you.
24:52
Okay.
24:53
Totally.
24:54
So I believe it starts with mindset.
24:55
I think number two is like, what do they do?
24:58
What, what do they do?
24:59
How do they show up?
25:00
And so in the same way, I'm encouraging people in the book to say, you got to question yourself
25:05
on this.
25:06
Like, what time do you get up and why?
25:08
What time do you go to bed and why?
25:11
What do you eat and why?
25:13
What do you do to take care of your body and why?
25:16
How do you show up with a client and why, referral partner and why?
25:20
If we can help them to address all of those things, as individual, standard operating
25:27
procedures, just like they do in the military, I view it, Jeff, don't ask me why is Lego
25:31
pieces.
25:32
Like, I should have Lego pieces here and say, I need to master that Lego piece and then
25:37
that Lego piece.
25:38
And then eventually, I can build a Millennium Falcon, right?
25:42
May the fourth be with you today.
25:43
Come on.
25:44
I mean, that's that.
25:45
Yes, today, right?
25:46
I couldn't miss the opportunity.
25:47
Come on.
25:48
Oh, winner, winner, love it.
25:50
Well, it's when we're recording.
25:51
And I know it's not when people are watching it, but at the end of the day, that's it.
25:56
And then the last section of the book and the workshop is really all about now, how do
26:01
we do that?
26:02
Right?
26:03
How do you roll that out?
26:04
And that's just coaching, right?
26:05
That's what I've learned through coaching is that you've got to have accountability.
26:08
You've got to have clarity.
26:09
You've got to have measurement and you've got to have accountability.
26:12
And it doesn't have to be through a coach, right?
26:14
You don't have to go spend a thousand bucks an hour on a coach.
26:18
But you do have to have some accountability someplace.
26:21
So if they're clear on what they want, if they measure it and track it, and then somebody
26:27
somewhere is holding them accountable, they're much likely, much more likely, Jeff, to close
26:32
the gaps between what they say they want to do and what they actually do.
26:37
So all right, where it comes, comes down to clarity of outcome, right, which is basically
26:43
the mission objective, having a standard set of operating procedures that gets you to
26:50
that end outcome.
26:51
Right.
26:52
Is that right?
26:53
Yep.
26:54
So in our world as mortgage loan officers, again, right, we're kind of buzzing around the
26:56
high here.
26:57
So is that goes all back to that, you know, what is your client experience like, I guess,
27:02
is where I'll land back on that because because, you know, we're talking about executing
27:06
an mission.
27:07
And maybe you could use the metaphor that each, each client engagement is a mini mission.
27:11
Agreed.
27:12
All right.
27:13
Sure.
27:14
All right.
27:15
That works.
27:16
That's where I go with it, man.
27:17
It's just, I try to take the, the lessons and separate it from kind of the drama, right?
27:21
I mean, I want it to be a little sexy.
27:22
That's what makes it fun and interesting, right?
27:25
But separate it from the drama and just say, so what could we distill down out of that
27:29
that we can then apply in our business and really in the military, what you're going
27:33
to find is the thing that attracts them is the, I've got flags all over the place here,
27:38
but none of them are in the shop, right?
27:40
I guess there's kind of one there in the car, right?
27:43
But it's not, it's not the patriotism.
27:45
I mean, it is when they get in and of course that's always in them, but to a person, they
27:50
will all tell you, everybody who's ever been deployed in particular, I fought because
27:55
of the guy next to me.
27:56
Yeah.
27:57
It's a brotherhood thing.
27:58
There's a scene in Black Hawk Down where the commander talks about that when they have
28:01
to go back in, right?
28:02
They've been annihilated.
28:03
They've got to go back in and he talks about my brother next to me.
28:07
And so I believe we've got to figure out a way, particularly with teams to develop that
28:12
kind of culture, Jeff, where there's a sense of, I've got your back and you've got mine.
28:17
I don't see that a lot in the mortgage industry naturally.
28:21
So the more that we can create that, you know, I think Casey Crawford does a great job
28:25
with that, right?
28:26
Because he came out of the NFL where that team environment that's about as close as you're
28:31
going to get to a military environment.
28:33
And so my guess is the case, you could speak to that very clearly, but short of that,
28:37
for those of us that haven't had those experiences, I think there's a lesson there about that.
28:42
And then the last thing is you, you know, you've got to measure it and make sure that somebody's
28:45
holding you accountable because here's what I know, man, it, I didn't get this book written
28:50
for six years.
28:51
I don't know if you saw this article that I put out recently, but it took me six years,
28:55
six years.
28:56
What finally changed is last year in front of my best group, the Master's Coach, we were
29:00
in Laguna.
29:01
It was February of 2017.
29:04
And I said, if I do not have a book this time next year, don't let me back in the room.
29:10
And I wasn't kidding.
29:11
And I did have a book.
29:12
I didn't have the physical book, but I had the manuscript written and the rest was up
29:16
to the publisher, right?
29:17
So get group accountability.
29:19
If you don't have a coach, get somebody else to pay attention.
29:22
But somebody's got to be watching or you're going to explain it away because we all do
29:27
it.
29:29
We give ourselves too many easy excuses.
29:31
Totally.
29:32
And I love what you said, though, about Josh, you know, early on is culture is important
29:35
because, yeah, it's a tough market out there and if you're going out there solo, you're
29:39
going to get beat up and eat and alive and it's nice to have a place to come back to.
29:43
Absolutely, man.
29:44
You can recharge.
29:45
All right.
29:46
So before we run out of time, I was curious to ask you of your interviews with these
29:50
military elite, anything surprised you during your conversations with them about what they
29:55
shared about their life in the military or maybe you thought, you know, we all have this
29:59
perception of what it means to be a Navy SEAL.
30:01
I don't know.
30:02
Anything?
30:03
Yeah.
30:04
That's a really good question, actually.
30:05
The thing that comes to mind is a guy by the name of Chad Fleming who was a retired Army
30:09
Ranger now and he lost his leg in Iraq and but he didn't actually lose it there.
30:17
It was horribly damaged.
30:18
He came back.
30:19
He went through like 23 surgeries at some point and he finally says to the surgeon,
30:25
did the doctor, the physician that was treating him.
30:27
He said, so I really want you to just like take the leg off and the guy says, well, you
30:33
know, we can still treat it and there's more that can be done.
30:35
And he said, well, let me ask you a question.
30:37
If the take the leg off, can I run?
30:39
Well, yeah, you can run.
30:40
Can I play golf?
30:41
Yeah, you can play golf.
30:42
Can I ride a bike?
30:43
Yeah, you said, take the leg off.
30:46
To me, that was surprising, right?
30:49
And what he was saying was, remember, he's wired like a warrior, you know?
30:53
That's like, this is now interfering with my lifestyle and in my mission.
30:58
So remove the obstacle and surprise me a little bit.
31:03
Interesting.
31:04
Yeah.
31:05
Very interesting.
31:06
Remove the obstacle.
31:07
That's really what it comes down to you.
31:08
Totally.
31:09
And the fact that he could still have a normal life, rather than perhaps, which he does.
31:14
Yeah.
31:15
And by the way, he closes his talks.
31:16
If you ever get a chance to hear Chad Fleming, he's a great guy and great speaker.
31:20
And he said, so he said, my wife's pretty happy about it and he said, you may wonder
31:25
why that is.
31:26
And he said, well, here's the thing, the human body holds, I don't know how many pines
31:29
of blood, right?
31:30
And he said, so once they removed the leg, he said, I'm just telling you that blood's
31:33
got to go somewhere.
31:35
Oh my God.
31:36
That's awesome.
31:37
Yeah.
31:38
Just saying, that's his closing signature story, right?
31:42
It's all how you look at it, totally.
31:46
And that's a good closing signature story itself.
31:48
So.
31:49
Yeah.
31:50
I just, listen, anybody who's listening and watching this, obviously, a lot of our people
31:53
hopefully know of you.
31:54
If not, you know, obviously, you mentioned Star Wars, legends in the industry.
31:59
Oh, thanks, buddy.
32:00
I appreciate that.
32:01
How do people find out more about White Color Warrior?
32:03
You bet.
32:04
Yeah.
32:05
So WhiteColorWoreYourBook.com is a great website to go to.
32:09
If you go there, you can order the book.
32:12
You take the receipt.
32:13
You enter your name and your information in the receipt number on there.
32:16
And we've got all kinds of bonus material.
32:18
We've got interviews, video interviews like this that I've done with Josh Metal, with
32:23
David Berk, the top gun instructor, with Tom Ferry, actually, who's in the book, and
32:29
I talk about some of the stuff with him.
32:31
So there's that.
32:32
There's a written summary that you can use, a leader's guide.
32:36
So there's all kinds of cool bonus material.
32:38
So WhiteColorWoreYourBook.com is the place to go.
32:41
Awesome.
32:42
Everybody's got to check it out.
32:43
And I know you've got some other things coming around that as I think you alluded to,
32:46
which is perhaps some type of a curriculum.
32:49
It's all available on the site.
32:50
You can learn all about it there.
32:51
WhiteColorWoreYourBook.com.
32:54
Roger that.
32:55
Okay.
32:56
Awesome.
32:57
Hey, Bill.
32:58
Thanks a lot, man.
32:59
May the party be here as well.
33:00
I bless you, buddy.
33:01
All right.
33:02
Be on the next floor.
33:03
Thanks, man.
33:04
Always a pleasure.
33:05
Stay in here, buddy.
33:06
Bye for now.
33:07
Take care.
33:08
Thanks for listening to Mortgage Marketing Radio.
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