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How to Become a More Powerful Communicator · 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
0:15
can be difficult to stand out and establish meaningful connections.
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Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
0:34
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
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of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
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Don't miss out.
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Go check it out right now.
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Visit LOKestudy.com and download your free copy today.
1:03
Hey, listeners, what up, Jeff Zimfer.
1:12
Hope you have a great week.
1:14
Thank you for tuning in to this podcast.
1:15
I appreciate you listening wherever you are.
1:18
Your car, the walk, your gym.
1:20
I don't know.
1:21
Maybe you're on an airplane somewhere.
1:22
Hey, guess what?
1:23
Travels back, right?
1:26
Vegas is back.
1:27
That's right.
1:28
Where I live.
1:29
I was just out in Vegas last weekend and it was busy packed.
1:33
And of course, June 1st here is when the mask mandates go away.
1:38
And why I'm telling you about Vegas is incredibly relevant.
1:42
You'll learn why that's relevant in just a moment, but I wanted to set up this interview
1:49
first.
1:50
A return visit from my good friend, Renee Rodriguez.
1:54
And Renee has been helping mortgage and real estate professionals as well as other professionals
2:00
corporations of all sizes for over 20 years.
2:03
And if I had to boil down what Renee, I find the most beneficial from listening to Renee
2:09
and learning from Renee is he's all about influence.
2:14
For the last 20 years, he's researched and applied behavioral neuroscience to help people
2:21
understand and leverage the human mind and the brain to become more influential, influential
2:28
in their conversations and dealings with other people.
2:31
But of course, more influential with yourself and your own behavior.
2:36
And on this episode, what we do is really unpack and break down.
2:39
I ask Renee kind of starting out the gate is who he is and what is his superpower.
2:44
And you'll hear his response to that, which then leads to a pretty insightful discussion
2:49
about neuroscience and influence in the brain and how we relate this specifically to the
2:56
conversations that you have with people every single day in your life.
3:01
This includes people who show up and say, what's your rate?
3:04
This includes realtors who are like, well, why should I use you?
3:07
And this includes people in your everyday life.
3:10
And you're going to hear certain terms you may or may not have heard before, like framing,
3:14
for example.
3:15
And some other very, very interesting things that I think will be beneficial to you coming
3:22
directly from Renee.
3:24
Now we have a very special announcement with this podcast episode that I want you to pay
3:30
attention to because you may have seen, if you follow Renee on social media, you've seen
3:34
how many of his videos are what not for the last several years he's been doing sold-out
3:38
events, this event called Amplify.
3:41
And they're typically very exclusive, small events for $5,000 per person to attend.
3:49
And he's had some of the most successful, high-producing mortgage originators and professionals
3:55
in our industry attend and give rave reviews.
3:59
And so first and foremost, you should know that, right?
4:02
He has a lot of credibility.
4:06
If the best of the best go to him to learn, that's what I want to do too.
4:10
So with that set up, here's the good news.
4:12
For the first time ever, Renee is bringing Amplify live to Las Vegas, August 19th.
4:21
That's right, August 19th, Planet Hollywood in Vegas, in conjunction with the originator
4:26
connect event that's also happening simultaneously.
4:31
And so Renee is limiting the attendance to this to a maximum of 500 originators, professionals,
4:36
real estate agents, whatever, from across the country, 500 people max.
4:40
And you are going to spend a day with your sleeves rolled up and your note pad out and
4:46
your pen or pencil ready to walk through his curriculum on neuroscience and influence
4:54
and how to communicate better with people around you so you can be more influential.
5:00
And once again, more influential with others and yourself, because the most important skill
5:07
I think for us to succeed in life is communication.
5:11
How effective of a communicator are you?
5:14
Well, I haven't found anybody that's as good as Renee in creating a shift or a change
5:22
in your beliefs and your framework, how you approach communication,
5:29
how you see yourself getting clear on your story, on who you are, and how you show up
5:35
in the world, basically.
5:37
So if you can't tell by now, he has my highest endorsement, I'm going to the event.
5:44
And so I want to give you the website for that.
5:45
And then Renee was generous enough to do a special discount code for my listeners.
5:49
So the website is amplifylive.com.
5:53
And I'll put it in the show notes, but it's AMP, L, I, F, I, I live.com.
6:02
So it's amplify with two eyes live.com, okay, link is in the show notes.
6:07
And then the code to save $100 off the admission is radio 100.
6:14
So normally it's $4.95, use that code, you're getting it for 100 bucks off, $3.95 for
6:19
an entire day with Renee.
6:21
And he's got some incredibly powerful people attending as well.
6:24
And listen, if you haven't been to a live event, right, since the whole COVID thing, now's
6:28
the time to get out.
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I can tell you this, if you're considering going at all, this is in August, once again,
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August 19th at the Planet Hollywood Las Vegas, it's the same time as the originator connect
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event.
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By the way, by attending Renee's event, you get admission into originator connect as well.
6:46
So check that out, see if you like the roster of speakers on over there and the agenda over
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there.
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But most importantly, by the way, the originator connect event happens August 20th through
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the 22nd, okay?
6:57
So if you want to stay for that, you can stay for that.
6:59
Renee's event is the first day, August 19th, Planet Hollywood.
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Here's what I'm going to encourage you to do.
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Look, I live in Vegas, okay?
7:07
You need to book your hotel now because Vegas is back.
7:12
COVID is in the rear view mirror and Vegas, it's getting extremely busy and hotel prices
7:20
are going up.
7:21
So the sooner you book the better, get on this, do it, go to Amplify Live, that's A-M-P-L-I-F-I-I-Live,
7:30
amplify, live.com.
7:34
Purchase your ticket or tickets, use the promo code radio 100 to save yourself 100 bucks
7:39
and I will see you at this event in Las Vegas on August 19th.
7:44
Without further ado, let's get into this week's show.
7:47
Renee Rodriguez, welcome to the show.
7:55
Should we try it again?
7:56
I thought you were doing an intro.
7:57
No, no, I do intro separate from this.
8:00
Let's go into it.
8:01
Let's start over.
8:02
Shot in the water.
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I'm like, here we go.
8:04
Let's go.
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What are we going to say?
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We're getting too, but this is keeping real.
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I'm just leaving it like this, bro.
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I'm going to put it out there.
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I'm ready.
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Three, two, one.
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Renee, welcome to the show.
8:13
Thank you.
8:14
Good to see you.
8:15
Good to be here, my friend.
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Good to connect with you virtually, but soon that will change.
8:18
We're going to connect in person in Vegas coming up, which we're going to talk about your
8:21
first, you know, live amplify event.
8:25
We're going to get into that.
8:26
But before we do, in case there's anybody in the listening audience here, I wanted to
8:31
ask you this, basically the question is, who is Renee Rodriguez and what's his superpower?
8:38
Who is Renee and superpower?
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You know, I'm, who's Renee, geez, Jeff, wait, really you have to go there, I wasn't ready
8:48
for that one.
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Right out of the game.
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I know, right.
8:51
You know, I think that Renee, somebody's passionate about the brain.
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And how to leverage that to help people be their best.
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And I hate that.
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That's not even sounds so cliche.
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But I truly believe that we're only scratching the surface of what's possible.
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And the more we learn about what's happening in the brain, the more we're able to communicate,
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better, sell more, influence, better be better parents.
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You name it better leaders.
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And so for me, having a passion around that is what really drives me in terms of understanding
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people and leadership.
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And I'd say probably the superpower is I have a really weird ability to hear a story
9:39
from beginning to end and restructure it and regurgitate that story in a sequence that
9:45
sounds really good.
9:46
And so it's something that we do in amplifier all the time.
9:50
So I've gotten thousands and thousands of opportunities to practice that skill set.
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But and I think that comes from listening.
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So probably listening.
9:58
Mm-hmm.
9:59
Your superpower is listening.
10:00
Yeah.
10:01
Let's go with that.
10:02
You probably have sub-superpowers or powers related to that, right?
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But the first that starts with listening, what do you, like do you consciously try and
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pause, block out other stuff?
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Are you, you know what I mean?
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Do you go into a certain mode to be a better listener?
10:17
Yeah, I mean, you have to completely empty your mind.
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And I think that it comes from years of learning and researching and studying and being put
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in scenarios to show me that we all suck at listening.
10:29
We have the ability to where most of us are thinking what we're going to respond to, what
10:34
we like, what our agenda is, or making unconscious judgments of what's going on.
10:40
And there's a skill set to be able to completely just let all that go and listen to what's
10:46
going on.
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And then when you listen, you're not only hearing what's going on, you're watching
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micro expressions and people's high movements in their hands and their feet.
10:54
And when you kind of absorb all of that, you hear things in a different way.
10:58
Mm-hmm.
10:59
Yeah, I have to say it's interesting and I know you've done podcasts and stuff and that's
11:03
a bit of a challenge if you're interviewing somebody is because you're listening to what's
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being said, but then also part of your role is to prepare for what's next, right?
11:13
So I think what makes you good at this is you're, you have a general structure, but you're
11:20
going with the energy of what's going on.
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I've watched you do it where you have something and then you'll feed off of the energy and
11:26
you're picking that up and then maybe an unconscious competence in your end, you know, the
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unconscious skill set of just being very empathetic and looking at that is I think empathy
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is misunderstood.
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Empathy is also being, okay, where are there, empathy is about running scenarios.
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If I'm in runay shoes, what's he talking about?
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Oh, okay, hold on, if I'm in my audience's shoes, what are they feeling as they listen
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to Renee and you're doing that in milliseconds to then generate that next question, but if
11:52
you were stuck on your next question, you wouldn't be able to pick up on any of that.
11:56
Exactly, exactly.
11:57
And for those listening, that's why I don't really prepare a lot.
12:00
You know, I mean, I got a few bullets.
12:02
I mean, obviously you and I know each other anyways, but you say you say you don't prepare,
12:07
but yet you've been doing this five years and constantly interviewing people, constantly
12:11
on video, constantly, all that's prep, brother.
12:14
Yeah, that's true.
12:15
That's true.
12:16
The first video sucked.
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The first interview, right?
12:19
I think for, you know, not to make this about me, but I think in this goes with being
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a good listener is being naturally curious, would you agree?
12:30
Yeah, I think curiosity is a beautiful word, man.
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It's one of my favorites because it's like, what's the point, man?
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Yeah, well, I tell people, I said, when they're learning how to speak, I said, what if your
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goal wasn't to sell?
12:42
What if your goal was to spark curiosity in your idea?
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Because then you spark curiosity in people and they'll take voluntary energy towards it
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and valentum, my company name, voluntary momentum is what it stands for.
12:54
I'm very fascinated with sparking curiosity and I think you're right that if we are ultimately
13:00
really curious about what's happening or why someone's thinking a certain way, everything
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changes.
13:07
Yeah, it's funny.
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You said curiosity to create a spark, I believe is what you said, right?
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Or sparking curiosity.
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Sparking curiosity.
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Yeah, for me, the curiosity is to learn something, right?
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Whether it's about the person, the individual, because I mean, we all can learn life lessons
13:22
from somebody, right?
13:24
During their story, you've got an incredible background experience, I've heard you tell
13:27
the influence your mom's had on you, you know, in your younger years and all that kind
13:31
of stuff.
13:32
And that, of course, influences who you are today.
13:34
So I think it's, you know, can you, if we put the sales roll back on this for those
13:38
listening mortgage loan officers, typically, how could you advise people to get more curious
13:44
about your clients and partners?
13:47
Absolutely.
13:48
Yeah.
13:49
You know, and you can actually be curious and listen enough, the client will guide you
13:54
as to how they need to be sold.
13:56
And sold is in meaning, here's the value that I need from you, not sold as in, you know,
14:04
manipulated.
14:05
I'm talking about the true art of selling, which is to offer a solution to somebody in
14:10
need.
14:11
Yeah.
14:12
And then to exchange value, usually it's money, time, or energy in exchange for some solution.
14:16
Our brand is always solving a problem, our sales, we're solving a problem.
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And the more we listen, the more we'll get clear on the client's articulation of the
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problem.
14:24
There's a great quote in page two of a book called Conceptual Selling.
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And I quote it on page two all the time because it's, it's, it's amazing.
14:31
Is it people buy for their own reasons, not yours without curiosity?
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We won't find out what their reasons are.
14:37
Yeah.
14:38
Yeah.
14:39
So you got to dig.
14:40
And sometimes the, to what degree does that, is that a skill?
14:45
Some people have it.
14:46
Some people don't.
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Can you build it?
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You know what I mean?
14:49
Can you work out your, your curiosity skill?
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I 100% agree with that.
14:53
Yeah.
14:54
A good friend, Wally Ellibary, he was just at, at one of our last amplifiers, just a monster
14:58
producer, but just a incredible human being.
15:01
And we were having this discussion and he talked about talent and skill and talent is something
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you're kind of born with.
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And some people may have a predisposition to be better listeners and more empathetic and,
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the skill is around what you develop through training.
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And I add on to that, that I always talk about, we'll call attribute and you've got talent
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which is what you're born with, skills which you train for, but attribute is who you are
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when you're in situations that you didn't train for.
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And so I love to reveal people's attributes and, and a lot of the work that we do.
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What was the quote I think I was reading on your website, adversity doesn't reveal,
15:40
who do you know I'm talking about there, that quote about adversity.
15:44
Diversity does not build character, it reveals it.
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Reveals it.
15:48
So that's an attribute, although Emerson, okay, so Emerson, pretty smart guy.
15:52
So that's, those are character attributes, how, what shows up when you have adversity?
15:59
I think 100%.
16:00
Yeah.
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Some people, you know, I mean, I tell people, I never interrupt people when they're revealing
16:04
themselves through stress, I take notes.
16:07
And so if somebody becomes blaming and lashing out, okay, there's their attribute, under stress,
16:12
they blame and they lash out.
16:14
Some people I know under stress become cool, calm and collected and love those people,
16:20
right?
16:21
They're just like, okay, what's what's happening?
16:22
And they become focused.
16:23
Some people, deer in the headlights, they don't, they become worthless under stress, they
16:27
just don't know what's going on.
16:29
And so the attribute is fascinating, but you can train attribute as well.
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You've got to reveal the attribute to train it though.
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That's why our course is so stressful, is that stress reveals attributes.
16:39
And so we put people under stressful situations so that we can see what they are, train in
16:44
that moment so that when they're faced with 3,000 eyeballs or on a camera in their face
16:50
or a podcast, you know, that they know how to respond.
16:54
I've seen some examples of what you mean by under stress from your amplify events.
16:59
I've heard, I mean, you just make everybody break down a cry, is that how you get to that
17:03
attribute?
17:04
That's never the goal, never the goal, but it happens, doesn't it?
17:08
Well, here's, and you know this, leadership is requires authenticity in today's world.
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Transparency isn't a choice.
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It used to be.
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It's not a choice anymore.
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And so when you're helping people get honest about who they are and what we say is, our
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taglines, let your heart speak in sequence.
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And so what does that mean?
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Your heart is three things.
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It's your memories, it's your beliefs and your values.
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And so your memory, you see memories because your values are developed between ages nine
17:42
and thirteen.
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They're solidified by age 21.
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And so we look, we do take a look at what's happening in your life between ages nine
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and thirteen.
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And was there someone in your life that was really super focused on service, which is
17:54
while the sudden you just happened to love and value service?
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Or maybe there was something that you saw, you know, somebody take advantage of your
18:00
parents and they didn't educate them financially.
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So for some reason, you really love to educate people.
18:06
And or maybe it was you're watching your father work really hard and work ethic and hard
18:12
work becomes a value of yours.
18:13
Or your mother was super kind to the neighbor kids and always taking people in.
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And so kindness and caring are part of your value set.
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So when we do that, we reveal who you already are.
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Because those values were set early.
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And so a lot of times the re exploration of those, it's kind of like an excavation.
18:35
You're re-exploring who you are and where you come from, some people get emotional.
18:38
And so what, I mean, if you're not willing to move me with emotion, you're not passionate
18:43
about what you're doing.
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And that's one thing that I've been doing this for over 20 years.
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And 20, 20 some years ago talking about emotion in the workplace was like taboo.
18:54
But now it is what gives the workplace life.
18:58
And any leader that understands that emotion is critical, it's part of human life.
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And so if we get emotional about something, we need to be passionate about something.
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And it affected us.
19:09
We've got to be able to go there.
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And sometimes we've got to go there first for ourselves before we can even begin to connect
19:15
with that story for other people.
19:18
So how does then getting clear on your attributes, discovering your values?
19:24
I mean, like I said, I've seen some of the transformations that your people have gone through.
19:28
But then how does somebody go back to their office, right?
19:32
And then apply that to improve either to enjoy the way they do more, to be more effective,
19:38
more influential.
19:39
That's a lot of what you do is how to have more influence.
19:42
What would you say to that?
19:43
Well, everything we do, I do this exercise, well, have somebody grab their favorite book,
19:47
right?
19:48
Grab your favorite book.
19:49
And I'll say, you know, so I've got one right here which I love, by the way, pitch anything.
19:52
And I'll say, I'll say, great, how do you do that?
19:56
How do you do what?
19:58
The book.
19:59
Yeah, what do you do?
20:00
I do what you learn in the book and so many people will be like, well, I like the book.
20:04
Okay, how do you do it?
20:05
Like, how?
20:06
What's the how of that book?
20:07
Like, what are you going to do differently?
20:08
Right.
20:09
And they look at me.
20:10
Bearing headlights and I said, here's the thing.
20:11
I have been driven for 20 years to be able to make sure that everything you do with me,
20:15
you walk out with exactly how.
20:17
We're just going to spend two and a half days doing the how.
20:20
And so the why is critical, but if you don't have a how to do this lesson, it doesn't matter.
20:27
And so we're teaching, we're helping people get in touch with who they are, but the
20:31
most of the time we're spending in the how in the delivery of it.
20:35
So everything, there's a concept called Gestalt.
20:37
Have you heard that word before?
20:39
Gestalt therapy, yeah.
20:40
Yeah.
20:41
So Gestalt therapy is Gestalt psychology and there's a whole sensation and perception
20:45
side of Gestalt.
20:47
And I look at the sensation and perception side, not the therapy side.
20:51
And so we look at Gestalt as we look at the whole is greater than the sum of the parts.
20:56
And so what does that mean?
20:57
We've heard the term, but it really means that when a whole group of things come together,
21:01
it communicates a message more than each individual piece does.
21:05
So the first time you used to originate loans, right?
21:07
Is that correct?
21:08
So do you remember the first time you looked at a credit report and you go, what in the world
21:10
is all of this?
21:11
Yes.
21:12
Or remember where the rate sheets used to be faxed over and you look at what is that?
21:15
But now when you look at a credit report, anybody doing this, it looks at and goes, oh,
21:19
it sings to them.
21:20
It tells them something because the whole is greater.
21:23
It looks at some, somebody that deals with the car engine.
21:25
I look at the car engine, I don't know what's going on, but somebody who's been dealing
21:27
with it knows and hears things and it tells them something because they've reached a point
21:32
where all of it speaks to you.
21:34
And so the example is this, we all live in a paradigm, right?
21:37
A paradigm is a way of thinking.
21:39
For example, how long does it take for you to get home?
21:41
Let's say from, I know you're, I think you're probably in your home office right now.
21:45
Do you have an office that you work on, maybe like at the gym somewhere that you go to
21:49
often?
21:50
Yeah.
21:51
I have a trainer.
21:52
So that's 15 minutes.
21:53
Okay.
21:54
15 minutes.
21:55
Could you get to him in 10 minutes?
21:56
If I sped up and, yeah, sped up, how about, how about five minutes?
22:00
No way.
22:01
No way.
22:02
Why?
22:03
It's too far.
22:04
Too many red lights, too many, you know?
22:05
Absolutely.
22:06
A lot of physics, right?
22:07
They just can't go fast enough, okay?
22:08
So that's a paradigm that you live under saying, I can't get there in five minutes because
22:11
of the laws of physics.
22:12
You don't even question the paradigm.
22:14
And so what if I were to show you that behind that bush behind you, there's a little door,
22:19
and if you step into it, you'll be there in a minute.
22:21
I like it.
22:22
Now, I know that's ridiculous, but what if it were true?
22:26
You could actually get there in a minute.
22:27
Would I ever have to remind you to do that again?
22:29
No.
22:30
Hey, don't forget, you have a shortcut behind the bush.
22:32
All right.
22:33
No.
22:34
You would never have to be reminded because it's not a motivational issue.
22:38
It's a learning thing.
22:39
I found a faster way.
22:41
And so what happens with Gestalt, you have this aha moment, it's like, wow, I didn't
22:44
know that was possible.
22:45
It's the aha moment, the light bulb experience, where you cross over from not understanding
22:50
to this understanding.
22:52
Once you cross over, you cannot cross back.
22:55
And there's all of these visual sensation perception delusions that show you that you
23:00
don't see them, you don't see them, you don't see them.
23:02
But once you see it, like a FedEx logo, if people know the FedEx logo, if you don't know
23:06
Google it, and there's an arrow hidden inside the FedEx logo.
23:10
And most of you that have not seen it, you're like, there is, and then you're going to look
23:13
at it, you're going to look at it, you're going to be like, oh, there it is.
23:15
And then you'll see it for the rest of your life, because you can't unsee what you just
23:18
saw.
23:19
So all of my work is designed around that concept to create scenarios that are not only conceptual,
23:25
theoretical, but you live them and experience them.
23:28
So that you look at them and say, why would I ever do it the other way, it's so much easier
23:31
to do it this way.
23:32
Yeah, for sure.
23:33
Wow, that's very interesting.
23:36
So then you're equipping people, and this is just, again, I'm curious, I'm trying to
23:41
visualize this, I'm creating these, these, you know, people are leaving time they spend
23:46
with you going back to their homes with new mindset, new skill sets, new, like, you
23:52
know, I got a backpack full of cool tools or resources, I mean, is that landing those
23:57
metaphors?
23:58
Some, the, where we use categories, okay.
24:02
And so when you have a new category to understand the, the world, then you see things differently.
24:08
So it's the, like, when you first learned about lighting, remember, yeah, yeah, for video
24:15
and all that.
24:16
Yeah, let's say before you knew that, you didn't, you didn't see lighting as a category,
24:20
you just, things were worked and they didn't work.
24:22
And now you can look at lighting and go, oh, they're missing their edge light.
24:24
Like, you can kind of, you have a new category to see how it's there or when you, how important
24:28
audio is.
24:29
Right.
24:30
And you see people that's great video quality and just audio that, that sounds just like
24:34
the microphones too far away.
24:35
Right.
24:36
You didn't, if you didn't have an eye for that or an ear for that or a category for that,
24:41
you wouldn't even pick it up.
24:42
And so we create categories around framing.
24:43
We create categories around things like called high downs.
24:46
We create categories around the brain and human behavior that people before coming to
24:50
the course would have never even seen or noticed in themselves and in others.
24:53
But when you spend enough time on those categories, you see things, body language categories,
24:58
right?
24:59
Little cues on where you stand, where you put your hands were because people don't even
25:02
know where to put their hands when they're on stage or even on camera.
25:05
And so the, you'll notice that we, I use my hands, right?
25:08
And so this is what we call the influence zone.
25:10
If it's not visible, it doesn't do anything.
25:12
It just creates a little novelty on screen.
25:14
Those are categories.
25:15
And so we teach the categories so they see the world differently, but then a specific
25:19
sequence, only three steps that they put all of that in.
25:22
And so it becomes very easy to do.
25:25
So it was a lot of your categories then and what they're being, you know, equipped to,
25:29
to do is to be more influential.
25:34
All of it is by creating influence.
25:36
Everything.
25:37
And is it not just externally with other people?
25:39
Is it also with themselves?
25:42
Yeah, yeah, absolutely more of an awareness thing.
25:46
All of it, I'd say.
25:47
We have to influence ourselves and, you know, one way we influence ourselves is the
25:50
posture.
25:51
Right.
25:52
You know, there's a concept to say, okay, well, we know what we think affects our body.
25:54
So if I'm sad, I'll look sad, right?
25:57
And I'll sound sad.
25:58
Right.
25:59
Well, what if I'm sad, but I pretend to be happy with my body?
26:02
Does that send the chemical information back to the brain?
26:04
Because the brain is sending to the body, but can the body send to the brain?
26:08
The research shows absolutely.
26:10
And so you can be, you can think your way into new way of behaving.
26:14
You can also behave your way into a new way of thinking.
26:17
And so that whole, whole, whole, whole, for those that missed it, say it again.
26:23
You can think your way into new way of behaving, which is typically how we approach things.
26:26
I got to think so I can behave.
26:28
And you can also behave your way into a new way of thinking, which means if you don't
26:32
feel confident, but you're standing confidently, that all of a sudden it triggers parts of
26:36
the brain that trigger more testosterone, more serotonin, things in the brain that really
26:40
start saying, okay, maybe I am confident here.
26:43
And so the big piece is, okay, what if I pretend or fake it till I make it?
26:46
The truth is, from Amy Cutty's book, Presence, it's not fake it till you make it, it's
26:51
fake it till you become it because you're out of your brain chemistry starts changing.
26:55
And when we help people understand their body first, because that's one of the first
26:59
things, because that's what communicates first.
27:01
Our body language, anything visual is communicating before we even speak.
27:06
And so we fix that first, we teach very basic pieces around posture, where to put your hands
27:11
what we call the influence zone between your belly button and your eyes, and having your
27:14
hands in that area, so that we're communicating the right message.
27:18
We stop things like fig leafing where they cover up certain parts of their body and
27:22
unintentionally, but it's communicating things of how they're feeling.
27:25
So they create the self-awareness around their body first to then put what we call, it's
27:31
the source.
27:32
Now you're about to speak.
27:33
So let's not speak yet.
27:34
Let's look at what, where are you coming from?
27:35
Are you speaking from your head to try to sound cool and methodical?
27:39
Are you speaking from the heart to really connect and be authentic?
27:42
So we've got to create access to the source first, which will be your heart, memories,
27:46
values, all that stuff.
27:47
I create, why is an exploration?
27:50
Then we teach people the sequence to communicate it in a way that the listener's brain can
27:55
hear it.
27:56
And that is all about a sequence, it has to follow a sequence, specific one.
28:01
So a sequence to have better impact and influence with whoever you're speaking with.
28:08
Yes.
28:09
It's the brain listens.
28:11
If I attack you first, I already know I'm triggering parts of the brain to shut you
28:16
down.
28:17
But if I'm giving feedback, I don't start with what you didn't wrong.
28:22
I start with what I liked first.
28:25
We know the sequence already.
28:27
There's just an endless amount of other applications to the sequence to get people to understand.
28:32
We know the concept of framing.
28:35
We understand life through frames of reference.
28:38
And so if I say use car salesman, what word comes to mind?
28:41
Yeah.
28:42
Cheesy, dishonest, yeah.
28:44
All of those things.
28:45
If I know that the sequence, the first word comes out of my mind, say, I'm a use car salesman,
28:50
you can trust me.
28:51
And if I'm, have any level of self-awareness, I know that I've triggered a frame of reference
28:55
for you, which clouds as a filter between everything I say.
28:58
So I say, you can trust me, I'm a use car salesman, you're going to laugh.
29:01
But if I say to you, say, you know, my grandfather was actually in Cuba.
29:06
And when my mother was very young and her older sister, they wanted to get out of Cuba.
29:12
And so my grandfather wrote a letter to the president of the United States at the time.
29:14
It was Hoover.
29:15
He said, if you get me and my family out of this country, I'll come and fight for yours.
29:19
Somehow I made it to the right person.
29:21
And they pulled my grandfather and his family out of Cuba.
29:24
And he did his service in the American Armed Forces for eight years.
29:27
After that time was done.
29:29
Traveling over the world, they landed in the American dream, quote unquote, in homestead
29:33
Florida.
29:34
Now if you know anything about homestead Florida, not much of an American dream at the time.
29:39
Wasn't anything there except Patrick Air Force Base.
29:40
So his ability to earn an income was limited to how far he could walk.
29:44
But there was somebody who believed in my grandfather, so much that he got him into an older
29:48
vehicle.
29:49
And then older vehicle gave my grandfather access to be able to drive 50, 75, 100 miles
29:54
to have better employment, higher income, and ultimately changing the trajectory of his
29:58
life.
29:59
My mother's life and ultimately my life.
30:01
And that person who believed in my grandfather was a use car salesman.
30:05
And so yeah, right to the heart, man.
30:09
Yeah.
30:10
And so now all of a sudden because I understand sequence that frame of reference is first.
30:15
And the frame of reference is going to be created by either you or by me.
30:19
And if I'm going to allow you to create it, you're going to create a base on your experience.
30:22
And I already know that use car salesman has a negative frame of reference.
30:24
I got to claim that first.
30:26
So I'm going to do what's called claiming the frame.
30:28
And so I'm going to claim that frame before you do.
30:31
And so now all of a sudden, you don't even have an chance to frame it because I did.
30:37
And you heard it the way I wanted you to and the way I intended to.
30:40
So now here's what's crazy.
30:42
Frames are constructs of reality.
30:44
Frames are what help change perception.
30:47
So I can help you change the perception of the words use car salesman by framing it first.
30:52
And frames equal reality, therefore frames alter reality.
30:57
And so that's where we get into the really deep stuff.
30:59
Yeah.
31:00
Well, I'm thinking about this again in the context of listening.
31:03
And I love that example, by the way, if I'm going to put this in simple terms, it reminds
31:09
me of like when, if I've ever tried to convey not as elegant of an example you gave right
31:16
there, but convey to originators and real estate agents, your opening statement, which in a
31:22
simple sentence might be, would you mind if I take a moment to explain why we're different
31:28
or something to that effect?
31:30
You know, I think that's, what, that thinks it's a frame of politeness and, you know, it's
31:34
a frame of saying I respect your time, you know, there could be a frame of saying a lot
31:41
of people think what I do is a commodity.
31:47
But I think you'll see after about two minutes as to how this might affect your future.
31:51
If you don't mind, I'd like to share why.
31:53
Well, sure, it could be one way.
31:56
Some people say, what's your price?
31:58
So they're functioning under a frame.
32:00
Everything, every conversation is a battle of frame.
32:03
And they're, the frame in an negotiation, they're saying, who has more value you or
32:06
me?
32:07
If I'm trying to buy your business, I'm trying to, to devalue the frame.
32:11
So I get the lowest price, you're trying to increase the frame value to get the highest
32:15
price.
32:16
And who's going to win that frame battle?
32:19
If there's a frame in negotiation of a job, what's the value?
32:23
What frame are we functioning under?
32:26
We have moral authority frames that we can work with people.
32:29
You know, what we can say, you know, I can say to you, say, you know, one of the things
32:32
that I love about you, Jeff, is you've always been very honest with me.
32:35
And so I'm going to ask you this question.
32:37
And so just by me saying that phrase ahead of time, tease you up to be more honest.
32:42
Yes.
32:43
And so many applications for frame, just obviously in relationships, personal business, you
32:50
know, speaking to clients, like I said, the first words out of your mouth, kind of,
32:54
you know, can set the frame or adjust the frame that they already have.
32:58
Yeah.
32:59
It's everything is frame.
33:01
And so the frame helps me understand a message, but it doesn't create influence.
33:07
That's a big is a frame, though, nothing around, but a frame could be like asking, let's
33:12
tell me if this is not a frame.
33:14
Have you ever bought a home before?
33:16
Is this your first purchase, for example?
33:22
That's more of a question.
33:23
Where would you go next?
33:24
Let me hear it.
33:25
Yeah, yeah.
33:26
I know.
33:27
I was kind of thinking exactly the same thing.
33:28
It's not necessarily setting up the frame because you still haven't changed or shifted
33:33
their understanding or perception of what X is.
33:36
You might want to say is how important is building wealth to you?
33:39
Okay.
33:40
And they say important.
33:41
Very important.
33:42
Yes.
33:43
Well, if I could show you a way that is considered the number one way to do that, that is sitting
33:48
right in front of you, would you be open to it?
33:52
Well, it's actually nothing new.
33:54
It's the real estate.
33:55
Well, and now my brain is starting to really click in.
33:57
It's like I'm thinking in the market we're in as well where we've got low inventory,
34:01
multiple bid offer situation.
34:03
That's another opportunity to set the frame for what the current market is and my value
34:08
to you.
34:09
I think right now one of the biggest opportunities that agents have in loan officers
34:13
to help agents is to show agents that not all pre-approvals are the same.
34:21
And they're just not the same.
34:22
And you know, I'll give you an example.
34:26
And you show up and let's say that you're hungry.
34:30
And you show up to a party and there's one slice of pizza left, okay?
34:34
But it's you and two other people that show up.
34:37
And the pizza costs a dollar.
34:41
And the first guy says, well, I've got a dollar.
34:43
It's ripped in half and crumpled up.
34:44
I think if you tape it together, you can use it.
34:47
One guy says, I got a dollar, it's in all pennies, he throws them on the table.
34:52
And you show up with the Christmas dollar bill.
34:55
All have the same value.
34:57
Who's going to get the deal?
34:59
And say the reason I share that with you is because this one, Christmas dollar bill, there's
35:03
no question behind it.
35:05
We don't have to tape it together.
35:06
We don't have to count all the pieces, it just works.
35:10
And so that's how a lot of pre-approvals are in our industry.
35:13
And here let me tell you about why ours is like this Christmas dollar.
35:16
And so now I use the Christmas dollar, that little three step example as a frame to create
35:21
the concept difference, understanding that conceptually not all things are equal, I'm
35:25
going to apply the concept of not all things are equal to the topic at hand, which is pre-approval
35:32
letters.
35:33
And so then, of course, you have to have something unique.
35:36
You have to have things like guarantees, you have to have the things like that.
35:39
But if you can get that far with somebody, you're already setting yourself apart in that
35:43
moment.
35:44
So do you go through exercises that will help people create frames for different situations?
35:51
That's what the whole event is about.
35:53
We help people understand what we call their origin story.
35:55
Their origin story is their biggest, most powerful frame, framing device, we call it.
36:01
We do exercises to use, I'll give you an example.
36:05
Look around your room, grab a, grab a, this is one of the exercises we do.
36:09
Grab any prop, anything in your room, anything, just grab it, something nearby.
36:15
Prop, prop, prop, back here.
36:17
Book.
36:18
Going to actually grab it or?
36:19
Yes, yeah, whatever it is.
36:20
Grab whatever it is.
36:21
What book is it?
36:22
My book.
36:23
Disruptor Die.
36:24
Disruptor Die.
36:25
Perfect.
36:26
Okay.
36:27
Disruptor Die.
36:28
Great prop.
36:29
So now, give me a current event that's happening right now.
36:30
So we'll call it the message.
36:32
Current event.
36:33
I'm going to go with like the fact that the inventory is, the inventory is wrong.
36:39
Okay.
36:40
So inventory is low.
36:41
And so now, give me a lesson you want me to give at the end of it.
36:42
We call that a tie down.
36:43
That's what I'm trying to influence you to do.
36:46
So it could be, hey, why you should brush your teeth?
36:47
You could be something as crazy as why leadership is important.
36:50
Well, I mean, why you need to create content?
36:53
Why you need to create content?
36:54
Okay.
36:55
Perfect.
36:56
So I was just, a good friend of mine wrote this book called Disruptor Die.
36:58
Now, he's been doing podcasts for five years.
37:00
He's been sort of a student of looking at different industries and talking to so many
37:04
different people, the people that are doing the same thing.
37:07
And also the people that are taking the risk to try to go out and disrupt.
37:10
And what I love about his book is that he's really challenging all of us to get out there
37:14
and really try to disrupt the status quo.
37:18
And so when we look at the current environment and the amount of inventory shortage we have,
37:22
I'm telling you, the same approach isn't going to help an agent or a loan officer break
37:26
through what's going on.
37:27
You've got to think from a disruptive mindset, what is going to be different and how do
37:31
we actually listen to what's happening out there right now.
37:35
And so the one of the most powerful ways that we can disrupt is actually getting our
37:40
message out there.
37:41
And video right now, it's been proven over and over and over and over again, is to be
37:45
one of the most watched and the most listened to forms of creating media.
37:49
And so you have to start creating content on video on what makes you unique and what's
37:53
a disruptive idea that you have so that we can actually start getting through to people
37:57
in a new way.
37:58
So start creating a new content.
38:00
And so I just used all three of those in the sequence to deliver a message.
38:05
I just got my script from my video too, so for the market.
38:10
So thank you.
38:11
Well, they'll challenge me with like this iPhone holder and a crushed grape and then deflate
38:21
gate and then why you should rush a teeth and we got to come up with the same thing.
38:24
So we teach people the skill of being able to really grab from your environment and being
38:30
able to put a story together because there's stories everywhere.
38:33
There's framing devices everywhere.
38:35
Yeah, I know.
38:36
There's so many applications and I think, look, if all you did was get better at how
38:40
you frame conversations with prospects and partners, I mean, that's a winner right
38:44
there.
38:45
You're going to be much more successful in influencing people to choose you or whatever
38:48
the case is.
38:49
For sure.
38:50
Absolutely.
38:51
I agree.
38:52
All right.
38:53
So look at for a sake of time, hopefully this has been educational for people.
38:54
I know when they have a few minutes left, but you know, we could go on and on.
38:57
If you go deep into the brain, but you know, rather than do that, let's tell people, because
39:01
this is the first chance that they have to see you for an entire day to do, to conduct
39:07
your amplified live event, which I know previous to this has been very small group, very exclusive,
39:12
that kind of stuff.
39:13
So I was thrilled to see this come out.
39:15
So what do you want to tell those listening about amplify and we'll share links in the
39:18
show notes and all that?
39:19
But what should they expect to come when they attend amplified live in Vegas, August 19th,
39:25
baby, where I live right now?
39:26
Well, come on.
39:27
Let's go.
39:28
Come to Vegas.
39:29
I'll show you off the strip where it's really at.
39:30
All right.
39:31
So what should people know?
39:32
Well, we're going to have, we're limited to 500 people and this is a one day, very interactive
39:39
event.
39:40
And so we're going to have, I mean, one, just to be in the room with the top producers
39:44
that are already coming, that's one thing that I've been fortunate to have is that we've
39:47
had some of the nation's biggest and best producers, you know, billions and billions and billions
39:52
of dollars are going to be represented in that room.
39:55
And so, I mean, we had literally one of our sessions, 10 people represented $3.7 billion
39:59
of production to give you an idea of the people that are going to be in the room.
40:02
And then we got newbies, people that are just there to invest in themselves, but we're
40:06
going to be going through not a replacement to amplify, exemplifies it $5,000 a person
40:10
which in 2022 is going to be going up.
40:12
We are literally sold out for all of 2021.
40:15
We had to, I had a little cancel vacation, move two things around to create four new dates.
40:19
And so that's, that's cool.
40:21
But we had the opportunity to do a live event, sort of on the beginnings of the originator
40:28
connect conference, which I'll be speaking at as well, Barry Habib is going to be there,
40:33
Rob Christmas is going to be there, Eric Mitchell, we got some huge Nick Carpenter, Kai McBride,
40:38
I believe is speaking.
40:39
So some really, really, really cool speakers are going to be there.
40:42
And so we're going to have a full day, it's $500, $4.95, but you guys, I give you and
40:49
your listeners a code and for $100 off, what did you say it was, radio 100?
40:54
Radio 100 is the code, we'll put, so the website, we'll just do that right now.
40:58
So if you want a register for this, which, by the way, if you've been a listener and
41:01
follower of mine for any time, I'm just telling you, you need to be there, okay, flat out
41:06
that simple.
41:07
I'm of course going to be there and, you know, I only bring the best on this podcast,
41:11
so you know, you're getting that with Renee.
41:12
Here's the website, amplifylive.com, and that's spelled AMP-L-I-F-I-I-Live.com, we'll
41:20
link it to the show notes.
41:22
Yep, two eyes, amplify, two eyes live.com, use the code, radio 100, you get $100 off,
41:28
so that's awesome, Renee, back to you, what else do you want to say about it?
41:31
Yeah, I mean, we're going to have, we're going to have some strong people, we've got some
41:35
special guests that I won't reveal just yet, that we're going to have some very different
41:40
kinds of interviews, the people that aren't going to be talking about their products and
41:42
anything, the people that are going to be talking about their journey into speaking,
41:45
their journey as to why, and some of their hidden secrets as to why we follow them, why
41:49
we listen to them, and people that you know, for sure, and so it's going to be, it's going
41:54
to be fun, we've got a fun day planned.
41:56
Hey, listen, live events are back, Vegas is back, I can tell you that because I was down
42:00
there last weekend.
42:02
So listen, it's in the show notes, it's incredibly affordable, especially for anybody who's been
42:06
in this business all of last year, it's a no-brainer, it's a drop in the bucket, amplify
42:11
live.com with two eyes in the show notes, promo code radio 100, save you 100 bucks, but
42:16
I will tell you this, book now because Vegas hotels are filling up fast, super fast, so
42:23
yeah.
42:24
This event's going to fill it fast, that's where we've literally barely launched it and
42:27
where we've got a lot of people coming, so it's going to fill very fast.
42:31
Yeah, and for sure.
42:32
And you get free entrance to originator connect with your purchase of our event.
42:36
Yeah, which also, that's huge, huge value, because that's a decent event too as well, and
42:40
there's some good presenters there, and it's, I mean, people are dying to get back face-to-face
42:43
and network anyway, so this is your chance.
42:45
I think this is probably the first event in Vegas for the mortgage industry this year,
42:51
if I'm not correct.
42:52
That's one of them, that's for sure.
42:53
All right, listen, we have literally seven minutes left, but I'm going to do something
42:57
different.
42:58
I haven't done this a while.
42:59
I've got these cards, what they call, they call pod decks.
43:02
Have you seen these?
43:03
I have.
43:04
Okay.
43:05
I've not used them.
43:06
I've not used them.
43:07
I gave them to Megan and Andre.
43:08
Yeah.
43:09
Okay.
43:10
Well, sometimes they're silly questions, sometimes, you know, I'm trying to pick out a question
43:15
that I think might be relevant for you, but let's just have some fun.
43:18
If there was a sandwich named after you, what would be on it?
43:23
A sandwich named after me, that's easy.
43:26
It's a filet mignon sandwich, right, filet mignon meat sliced with garlic aoli, raw red
43:34
onion, one small slice of pepper jack cheese.
43:39
The garlic oil, I make it on Hawaiian bun toasted butter, nice toasted with butter, toasted
43:47
it has to be toasted, that Hawaiian bun has that extra little sweetness to it, but it's
43:51
amazing.
43:52
That's fantastic.
43:53
I make those all the time.
43:54
I'm hungry, man.
43:56
All right.
43:57
Listen, appreciate you being here.
43:58
Know you're super busy.
43:59
Once again, amplify2iselive.com, radio 100 links in the show notes.
44:03
Renee, we'll see you in Vegas, man.
44:05
I can't wait, brother.
44:06
Thank you so much for having me on.
44:07
All right.
44:08
Everybody, you know what to do.
44:09
If you like this episode, first of all, go register in number two.
44:11
Make sure you leave us a review wherever you're listening to this.
44:14
Appreciate you.
44:15
We'll see you on the next one.
44:16
Bye for now.
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