#128 - Cindy Ertman: Success Strategist, National Mortgage Trainer, Best-Selling Author

In this awesome episode of the ABC Podcast, Cindy Ertman gives several tips and advice on how to "Level Up Your Life," Knowing one self's 3 Core Strengths, the necessity of SMART Goal Planning, and how to cross the "fear bridge."

When you work with Cindy, your business isn’t the only thing that expands.

Your life does, too. Hi, I'm Cindy Ertman, CEO and Founder of The Defining Difference. My expertise as one of the nation’s Top 100 Mortgage Executives, and as one of the Top 100 Originators in the U.S. for over a decade, will help you grow your business, but my insight as a coach will transform your life well beyond your business. I will help you become the best possible leader, in every facet of your life, that you can be. I derive my coaching techniques from the intersection of a heart-centered approach to life, and a relationship-based approach to business. I believe in the power of warmth and authenticity, particularly when they are grounded in practicality.

My coaching style comes down to one defining difference: success is a choice. In fact, it’s your choice.

It’s knowing that you can turn to yourself, time and time again. And when you lose your way, I’m here to guide you with my signature problem-solving skills, that will help you transform your life from the inside out. Regardless of industry, circumstance, title, hopes or dreams—I can empower you to choose the life you want. 

I coach because I believe the greatest investment we can ever make is the investment we make in ourselves. My greatest asset as a mentor are my learnings from my own journey as a high achiever, who has dealt with disconnect, burnout and losing sight of my purpose. I help clients bridge the gap between what they want and what they need. I teach by example that success is not limited to your career. Personal and professional happiness are intrinsically connected, and when you take the time to thoughtfully cultivate one, the other follows. Whichever you’re looking to start with, I am ready to begin the transformation with you.

SummitLendingUSA.com | NMLS# 1850081 | Equal Housing Lender | 816.268.4025

Want to be part of our team? Visit: SummitLendingUSA.com or email Bobby Kerr at: info@SummitLendingUSA.com

Transcript

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[bobby_kerr]: all right everybody it's the always be
cool podcast hanging out with your host bobby

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[bobby_kerr]: cur darin copeland up everybody hanging out
at the summit lending studios we are super

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[bobby_kerr]: excited today we have one our good
friends one of the national mortgage trainer best

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[bobby_kerr]: selling author speaker and coach

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[cindy_ertman]: ye

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[bobby_kerr]: maind urtman

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[cindy_ertman]: yeah

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[bobby_kerr]: right on here we go

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[cindy_ertman]: we

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[bobby_kerr]: so c o and founder of the
defining difference it's a success based coaching and

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[bobby_kerr]: training company devoted to helping people master
the power of intentional choice named one at

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[bobby_kerr]: the top one hundred most influential mortgage
executives in america by mortgage

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[cindy_ertman]: yes

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[bobby_kerr]: executive magazine for five years in a
row she has more than a decade of

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[bobby_kerr]: experience and was on top of one
hundred mortgage loan originator in the u s

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[bobby_kerr]: so just bobby mazing producer for ten
years top one percent her goal is to

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[bobby_kerr]: help clients get more out of life
by making powerful intentional choices to propel their

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[bobby_kerr]: income also featured in a new film
the evolution of success which charged the lives

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[bobby_kerr]: of some of the most success well
people around the world all around awesome lady

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[bobby_kerr]: cindy urtman welcome to the show how
are you

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[cindy_ertman]: i am doing awesome and it's so
great to be with you guys you know

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[bobby_kerr]: we're so happy to have you

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[cindy_ertman]: fun to do a show with two
people

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[bobby_kerr]: yeah

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[cindy_ertman]: that you already know and love right

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[bobby_kerr]: right

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[cindy_ertman]: or guys are fantastic

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[bobby_kerr]: thank yeah definitely makes it

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[cindy_ertman]: uh

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[bobby_kerr]: sorry it

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[cindy_ertman]: uh

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[bobby_kerr]: definitely makes it a little easier whenever
you're talking with somebody for thirty or sixty

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[bobby_kerr]: minutes have got a little bit of
a background exactly

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[cindy_ertman]: absolutely

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[bobby_kerr]: exactly

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[cindy_ertman]: it's really fun

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[bobby_kerr]: so

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[cindy_ertman]: to be here thanks for having me

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[bobby_kerr]: absolutely no this is fantastic and so
we kind of wanted to start off today

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[bobby_kerr]: so because you've just had such an
amazing career in the mortgage industry and a

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[bobby_kerr]: lot of the tips and goals that
people can take all across different platforms they

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[bobby_kerr]: don't even have to be in the
mortgage world so

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[cindy_ertman]: yeah

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[bobby_kerr]: you tell us a little bit about
so you know there might be some listeners

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[bobby_kerr]: on this on this podcast that maybe
are not familiar but tell us kind of

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[bobby_kerr]: how you got started in the ranks
of the mortgage business how you came up

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[bobby_kerr]: through your success

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[cindy_ertman]: absolutely well you know nobody as you
guys know nobody goes into mortgage by design

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[cindy_ertman]: typically right

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[bobby_kerr]: right

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[cindy_ertman]: we

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[bobby_kerr]: exactly

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[cindy_ertman]: don't go to college go i want
to be a loan rip you know that's

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[bobby_kerr]: yeah

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[cindy_ertman]: kind of not how it works for
mortgage professionals so i actually

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[bobby_kerr]: yeah

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[cindy_ertman]: wanted to go into marketing that was
my that was

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[bobby_kerr]: yeah

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[cindy_ertman]: my mission

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[bobby_kerr]: oh

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[cindy_ertman]: i really wanted

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[bobby_kerr]: oh

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[cindy_ertman]: to be a marketing director for a
great company but my last i

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[bobby_kerr]: oh

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[cindy_ertman]: finished class is a semester early in
college and so i didn't have really

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[bobby_kerr]: ah

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[cindy_ertman]: anything to do i took one class
my last semester on journalism and i decided

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[cindy_ertman]: to get my real estate license just
because and i got a job as a

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[cindy_ertman]: kind of like a

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[bobby_kerr]: oh

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[cindy_ertman]: copy writer right out of college and
it was the most boring

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[bobby_kerr]: yeah

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[cindy_ertman]: job one could

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[bobby_kerr]: oh

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[cindy_ertman]: they put me in a back room
it was

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[bobby_kerr]: oh

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[cindy_ertman]: a dark room i wasn't around people
and i realized in two months like you

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[cindy_ertman]: cannot put into your on in a
dark room back of the space like that

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[cindy_ertman]: is you know i

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[bobby_kerr]: right

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[cindy_ertman]: realized first and foremost i got to
be with people so i started thinking about

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[cindy_ertman]: real estate i'd gotten my

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[bobby_kerr]: oh

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[cindy_ertman]: license and did some research and decided
to go to work

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[bobby_kerr]: oh

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[cindy_ertman]: as welter and i did that for
the first three years

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[bobby_kerr]: yeah

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[cindy_ertman]: of my career and then i got
a knock on the door by this real

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[cindy_ertman]: estate development company because

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[bobby_kerr]: m

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[cindy_ertman]: i had applied with

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[bobby_kerr]: yeah

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[cindy_ertman]: them as a marketing director for them
and they wanted me to work their new

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[cindy_ertman]: housing

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[bobby_kerr]: ye

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[cindy_ertman]: track and this was up

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[bobby_kerr]: oh

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[cindy_ertman]: and stocked in california i went to
university the pacific so

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[bobby_kerr]: yeah

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[cindy_ertman]: i said i cannot work in a
housing track again by myself you know sitting

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[cindy_ertman]: out in the boon docks i said
but you know when you can hire me

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[cindy_ertman]: as a full blown mark

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[bobby_kerr]: right

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[cindy_ertman]: director i'll make the move and so
i was a ruler for three years they

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[cindy_ertman]: finally knocked at my door and said
we want to hire you as our marketing

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[cindy_ertman]: director i said grey signed on the
dotted

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[bobby_kerr]: oh

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[cindy_ertman]: line and then they stuck me in
their new house track and i

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[bobby_kerr]: yeh

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[cindy_ertman]: was absolutely miserable

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[bobby_kerr]: yeh

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[cindy_ertman]: so a year end

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[bobby_kerr]: oh

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[cindy_ertman]: i resigned and the president said you
can't leave like we can't lose you

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[bobby_kerr]: oh

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[cindy_ertman]: and he said what do you want
to do and by this time they had

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[cindy_ertman]: joined forces

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[bobby_kerr]: oh

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[cindy_ertman]: with gibralter savings loan out of beverly
hills and they had become known as gibraltar

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[cindy_ertman]: community elder builders and quickly became the
number one apartment developer in the state of

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[cindy_ertman]: california so

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[bobby_kerr]: wow

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[cindy_ertman]: i said when you go and i'm
from southern california and honestly like offense to

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[cindy_ertman]: the northern california

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[bobby_kerr]: oh

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[cindy_ertman]: its but i wanted to get back
in southern california i like the weather better

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[cindy_ertman]: i wanted

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[bobby_kerr]: yeah

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[cindy_ertman]: to live closer to the beach and

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[bobby_kerr]: yeah

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[cindy_ertman]: so when they asked me what i
wanted to do i said i want to

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[cindy_ertman]: be in land tion in southern california
and he as well you don't know anything

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[cindy_ertman]: about land acquisition i said i know
but i'll teach myself

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[bobby_kerr]: yeah

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[cindy_ertman]: so he just said okay get on
a plane on friday get on a plane

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[cindy_ertman]: next week so i did and literally
like from scratch i just called everybody i

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[cindy_ertman]: knew i was from southern california my
dad was mayor of my town he knew

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[cindy_ertman]: a bunch of people

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[bobby_kerr]: wow that's

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[cindy_ertman]: i just

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[bobby_kerr]: cool

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[cindy_ertman]: started calling people

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[bobby_kerr]: oh

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[cindy_ertman]: and i was land acquisition and real
estate development for five years and had an

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[cindy_ertman]: unbelievable job i mean it prepared me
for mortgage because i have

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[bobby_kerr]: i

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[cindy_ertman]: talked about having to fake it you
make it like i was having to present

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[cindy_ertman]: to city councils with three hundred angry
home owners fighting our

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[bobby_kerr]: right

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[cindy_ertman]: apartment develop members i mean

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[bobby_kerr]: m

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[cindy_ertman]: i was it tapped

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[bobby_kerr]: m

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[cindy_ertman]: me for a kid like more than
i could have ever been tapped so i

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[cindy_ertman]: was like totally prepared me for the
difficulties of the

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[bobby_kerr]: yes

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[cindy_ertman]: mortgage industry

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[bobby_kerr]: right

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[cindy_ertman]: but i grew so much in those
five years i remember sitting you know no

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[cindy_ertman]: joke sitting in the white house presenting
to the secretary of housing who was a

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[cindy_ertman]: real estate developer in southern california and
my business partner and i en to the

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[cindy_ertman]: white house and you presented this project
to him sitting in the white house you

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[cindy_ertman]: know it's one of those moments where
you just

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[bobby_kerr]: like

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[cindy_ertman]: go

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[bobby_kerr]: the white house

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[cindy_ertman]: whitehouse

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[bobby_kerr]: like not not like a white house
but the white house

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[cindy_ertman]: white house and pinching

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[bobby_kerr]: wow

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[cindy_ertman]: yourself going what am i doing here
you

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[bobby_kerr]: oh

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[cindy_ertman]: know like and not trying to figure
out when i can open my mouth and

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[cindy_ertman]: not so i don't sound

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[bobby_kerr]: sure

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[cindy_ertman]: you know

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[bobby_kerr]: oh

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[cindy_ertman]: but just those kinds of

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[bobby_kerr]: yah

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[cindy_ertman]: things tap me on every level

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[bobby_kerr]: yah oh

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[cindy_ertman]: and this sounds so silly when

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[bobby_kerr]: oh

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[cindy_ertman]: i think back on it we were
at eighteen hundred

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[bobby_kerr]: oh

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[cindy_ertman]: avenue of stars in centry city they
did eventually move me to southern california

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[bobby_kerr]: oh

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[cindy_ertman]: they moved their heb down here and

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[bobby_kerr]: ah

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[cindy_ertman]: they would have a helicopter pick me
up on the top of the building and

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[cindy_ertman]: fly

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[bobby_kerr]: yeah

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[cindy_ertman]: me tour projects and i thought that
was just kind of normal what

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[bobby_kerr]: have you have you ever been picked

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[cindy_ertman]: oh

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[bobby_kerr]: up here at work by a helicopter
not in the last twenty four hours i

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[bobby_kerr]: haven't

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[cindy_ertman]: yeah anyway long story

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[bobby_kerr]: yeah

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[cindy_ertman]: short one day i walked into work
and i said hey cory i bought a

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[cindy_ertman]: house and these are the days you
could walk

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[bobby_kerr]: yeah

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[cindy_ertman]: in with your verification of employment to
your ball like they didn't have to mail

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[cindy_ertman]: a mountain secret you could just walk
in and have him sign it and i

205
00:06:43,635 --> 00:06:45,016
[cindy_ertman]: walked in with my verification

206
00:06:44,678 --> 00:06:44,919
[bobby_kerr]: yeah

207
00:06:45,117 --> 00:06:49,744
[cindy_ertman]: of employment he so you better sit
down because the federal government is shutting down

208
00:06:49,805 --> 00:06:53,534
[cindy_ertman]: the sandal industry and on monday we're
going to have a padlock on the door

209
00:06:54,296 --> 00:06:55,398
[cindy_ertman]: and we're closing

210
00:06:56,278 --> 00:06:56,719
[bobby_kerr]: wash

211
00:06:56,320 --> 00:06:59,285
[cindy_ertman]: i was just like i just gone
into scro

212
00:06:59,348 --> 00:06:59,691
[bobby_kerr]: yeah

213
00:06:59,405 --> 00:07:02,470
[cindy_ertman]: on a house i had not told
him i was pregnant with my first child

214
00:07:03,158 --> 00:07:03,298
[bobby_kerr]: oh

215
00:07:03,432 --> 00:07:03,452
[cindy_ertman]: i

216
00:07:03,539 --> 00:07:03,840
[bobby_kerr]: jees

217
00:07:03,572 --> 00:07:09,483
[cindy_ertman]: was petrified and i did the smart
thing i like fifteen minutes because they were

218
00:07:09,504 --> 00:07:10,868
[cindy_ertman]: going to have twenty four hours to

219
00:07:11,138 --> 00:07:12,938
[bobby_kerr]: oh

220
00:07:11,740 --> 00:07:16,928
[cindy_ertman]: padlocked i negotiated a six month severance
packhowto

221
00:07:16,194 --> 00:07:16,496
[bobby_kerr]: nice

222
00:07:17,029 --> 00:07:21,135
[cindy_ertman]: write me a check i said here
fill out my verification of employment i'll

223
00:07:21,098 --> 00:07:21,401
[bobby_kerr]: oh

224
00:07:21,236 --> 00:07:22,077
[cindy_ertman]: try to close quick

225
00:07:22,538 --> 00:07:22,739
[bobby_kerr]: oh

226
00:07:22,978 --> 00:07:27,987
[cindy_ertman]: ran alton or and had my baby
and stayed home for a few months because

227
00:07:28,027 --> 00:07:32,465
[cindy_ertman]: i had a severed and then i'm
like what do i do i didn't want

228
00:07:32,505 --> 00:07:36,853
[cindy_ertman]: to go back into development because i
was travelling all the time and i knew

229
00:07:36,913 --> 00:07:39,558
[cindy_ertman]: i was going to have a new
baby and a girl friend of mine said

230
00:07:40,310 --> 00:07:44,396
[cindy_ertman]: i think you should look into the
mortgage industry it's like the best kept secret

231
00:07:44,456 --> 00:07:46,259
[cindy_ertman]: for women and i thought

232
00:07:46,958 --> 00:07:47,243
[bobby_kerr]: oh

233
00:07:47,061 --> 00:07:48,363
[cindy_ertman]: gosh i've been an executive

234
00:07:47,948 --> 00:07:48,208
[bobby_kerr]: oh

235
00:07:48,383 --> 00:07:51,408
[cindy_ertman]: vice president and i was like miss
mucky muck in like twenty five

236
00:07:51,968 --> 00:07:52,530
[bobby_kerr]: yeah

237
00:07:52,149 --> 00:07:56,697
[cindy_ertman]: and i just but you know she
intrigued me so i started researching

238
00:07:56,588 --> 00:07:56,849
[bobby_kerr]: yeah

239
00:07:56,717 --> 00:08:00,423
[cindy_ertman]: the mortgage industry and i found the
number one um lender

240
00:08:00,218 --> 00:08:00,424
[bobby_kerr]: oh

241
00:08:00,503 --> 00:08:02,446
[cindy_ertman]: by volume in southern california was

242
00:08:02,378 --> 00:08:03,488
[bobby_kerr]: oh

243
00:08:02,747 --> 00:08:03,729
[cindy_ertman]: cow fed savings

244
00:08:03,758 --> 00:08:03,959
[bobby_kerr]: oh

245
00:08:03,809 --> 00:08:05,491
[cindy_ertman]: alone brentwood california

246
00:08:05,888 --> 00:08:05,908
[bobby_kerr]: m

247
00:08:06,412 --> 00:08:06,613
[cindy_ertman]: and i

248
00:08:06,758 --> 00:08:06,999
[bobby_kerr]: oh

249
00:08:06,873 --> 00:08:10,378
[cindy_ertman]: knocked on their door and begged and
pleaded and bala they hired

250
00:08:10,437 --> 00:08:10,577
[bobby_kerr]: right

251
00:08:10,438 --> 00:08:12,271
[cindy_ertman]: me in it was

252
00:08:12,570 --> 00:08:12,692
[bobby_kerr]: oh

253
00:08:13,132 --> 00:08:13,813
[cindy_ertman]: quite a journey

254
00:08:13,927 --> 00:08:13,988
[bobby_kerr]: ah

255
00:08:14,053 --> 00:08:15,736
[cindy_ertman]: to start this from scratch

256
00:08:15,488 --> 00:08:15,850
[bobby_kerr]: oh

257
00:08:15,976 --> 00:08:21,675
[cindy_ertman]: and to build something with no training
like i think i had like a weeks

258
00:08:21,755 --> 00:08:24,760
[cindy_ertman]: of training and because they were a
bank it's different than

259
00:08:24,798 --> 00:08:24,878
[bobby_kerr]: ah

260
00:08:24,820 --> 00:08:27,885
[cindy_ertman]: most people start today they were a
bank and we had closed territories

261
00:08:27,818 --> 00:08:28,001
[bobby_kerr]: oh

262
00:08:27,985 --> 00:08:30,269
[cindy_ertman]: i could only call on four real
estate offices

263
00:08:30,040 --> 00:08:30,244
[bobby_kerr]: okay

264
00:08:30,329 --> 00:08:31,421
[cindy_ertman]: that way it

265
00:08:32,233 --> 00:08:32,414
[bobby_kerr]: okay

266
00:08:32,990 --> 00:08:36,334
[cindy_ertman]: and you know the thing that i
learned is that

267
00:08:36,908 --> 00:08:37,188
[bobby_kerr]: yeah

268
00:08:37,670 --> 00:08:41,718
[cindy_ertman]: failure wasn't an option for me like
as i went

269
00:08:41,677 --> 00:08:41,837
[bobby_kerr]: yeah

270
00:08:41,838 --> 00:08:46,287
[cindy_ertman]: you know from a serious salary to
like all commission position being mortgage

271
00:08:46,346 --> 00:08:46,448
[bobby_kerr]: at

272
00:08:46,788 --> 00:08:50,715
[cindy_ertman]: lender but i had to figure it
out and i didn't know

273
00:08:50,648 --> 00:08:50,913
[bobby_kerr]: oh

274
00:08:50,916 --> 00:08:54,322
[cindy_ertman]: one soul in l because i had
just moved there and

275
00:08:54,469 --> 00:08:54,550
[bobby_kerr]: ah

276
00:08:54,523 --> 00:08:55,886
[cindy_ertman]: so it was really

277
00:08:55,657 --> 00:08:55,918
[bobby_kerr]: ah m

278
00:08:55,986 --> 00:08:57,288
[cindy_ertman]: tough but i had to get

279
00:08:58,028 --> 00:08:58,228
[bobby_kerr]: oh

280
00:08:58,080 --> 00:09:01,235
[cindy_ertman]: incredibly creative and

281
00:09:01,317 --> 00:09:03,229
[bobby_kerr]: yeah yeah

282
00:09:03,250 --> 00:09:05,920
[cindy_ertman]: will share a story that i think
it's impactful

283
00:09:05,906 --> 00:09:06,067
[bobby_kerr]: yeah

284
00:09:05,981 --> 00:09:07,386
[cindy_ertman]: and it's got some lessons

285
00:09:07,688 --> 00:09:07,909
[bobby_kerr]: yeah

286
00:09:08,250 --> 00:09:09,201
[cindy_ertman]: my very first day

287
00:09:09,337 --> 00:09:09,497
[bobby_kerr]: yeah

288
00:09:10,770 --> 00:09:10,891
[cindy_ertman]: this

289
00:09:10,808 --> 00:09:11,049
[bobby_kerr]: oh

290
00:09:10,971 --> 00:09:14,877
[cindy_ertman]: story is true every detail of the
story is true but it seems like it

291
00:09:14,917 --> 00:09:15,598
[cindy_ertman]: couldn't possibly

292
00:09:15,488 --> 00:09:15,632
[bobby_kerr]: oh

293
00:09:15,679 --> 00:09:18,083
[cindy_ertman]: ie because kind of reminded me of
watching a bad movie

294
00:09:18,698 --> 00:09:18,920
[bobby_kerr]: oh

295
00:09:18,924 --> 00:09:20,246
[cindy_ertman]: i decided they gave me

296
00:09:20,168 --> 00:09:20,348
[bobby_kerr]: yeah

297
00:09:20,326 --> 00:09:25,420
[cindy_ertman]: a list of the top twenty walter
five of each of these four offices i

298
00:09:25,500 --> 00:09:29,146
[cindy_ertman]: don't even know how to use my
h p twelve c to capculator payment yet

299
00:09:29,048 --> 00:09:29,068
[bobby_kerr]: m

300
00:09:29,226 --> 00:09:30,629
[cindy_ertman]: like i don't know anything

301
00:09:31,088 --> 00:09:31,691
[bobby_kerr]: that's amazing

302
00:09:31,790 --> 00:09:35,336
[cindy_ertman]: they had me this little script and
said you know here's the top twenty

303
00:09:35,498 --> 00:09:35,739
[bobby_kerr]: oh

304
00:09:35,757 --> 00:09:39,412
[cindy_ertman]: so what do i do i decided
with number one w let's just start at

305
00:09:39,452 --> 00:09:40,216
[cindy_ertman]: the top right

306
00:09:40,208 --> 00:09:41,708
[bobby_kerr]: yeah

307
00:09:41,050 --> 00:09:46,870
[cindy_ertman]: and you can imagine like seriously darin
like you don't call the number one a

308
00:09:46,991 --> 00:09:50,147
[cindy_ertman]: real tour in your market when you
don't have any experience right

309
00:09:50,558 --> 00:09:53,163
[bobby_kerr]: typically you want to lead up to
that maybe practice a little bit

310
00:09:53,520 --> 00:09:53,640
[cindy_ertman]: they

311
00:09:53,544 --> 00:09:53,744
[bobby_kerr]: right

312
00:09:54,061 --> 00:09:56,244
[cindy_ertman]: may be started at the bottom and
work up

313
00:09:56,897 --> 00:09:57,058
[bobby_kerr]: right

314
00:09:57,206 --> 00:09:59,169
[cindy_ertman]: i was i was that naive

315
00:09:59,378 --> 00:09:59,622
[bobby_kerr]: oh

316
00:09:59,450 --> 00:10:01,653
[cindy_ertman]: you know i was so young anyway
long story

317
00:10:01,748 --> 00:10:02,109
[bobby_kerr]: yeah

318
00:10:01,753 --> 00:10:03,556
[cindy_ertman]: short i call this guy i'm

319
00:10:03,577 --> 00:10:03,698
[bobby_kerr]: yeah

320
00:10:03,596 --> 00:10:05,660
[cindy_ertman]: not going to say his name because
i don't know if he still flow out

321
00:10:05,700 --> 00:10:09,927
[cindy_ertman]: there and in the middle of my
script i was reading the script and he

322
00:10:10,007 --> 00:10:14,134
[cindy_ertman]: hung up on me and got you
gotta i was from

323
00:10:14,048 --> 00:10:14,249
[bobby_kerr]: oh

324
00:10:14,194 --> 00:10:15,857
[cindy_ertman]: a little town you know where

325
00:10:15,817 --> 00:10:15,917
[bobby_kerr]: yeah

326
00:10:15,877 --> 00:10:17,860
[cindy_ertman]: it was all family and like

327
00:10:17,909 --> 00:10:17,990
[bobby_kerr]: ah

328
00:10:17,961 --> 00:10:19,203
[cindy_ertman]: people were kind and

329
00:10:19,186 --> 00:10:19,268
[bobby_kerr]: ah

330
00:10:19,684 --> 00:10:21,268
[cindy_ertman]: i wasn't from the big city of
l a

331
00:10:21,808 --> 00:10:23,674
[bobby_kerr]: no one would ever hang up on
you from your town

332
00:10:23,851 --> 00:10:27,574
[cindy_ertman]: no and so look i get it
but i was i started

333
00:10:27,488 --> 00:10:27,548
[bobby_kerr]: so

334
00:10:27,634 --> 00:10:30,399
[cindy_ertman]: to cry like for real like i
was like what did i sign up for

335
00:10:30,479 --> 00:10:35,948
[cindy_ertman]: here and so i got myself together
and then i got on my car and

336
00:10:35,988 --> 00:10:36,892
[cindy_ertman]: i drove to his off s

337
00:10:36,908 --> 00:10:37,050
[bobby_kerr]: oh

338
00:10:38,100 --> 00:10:41,263
[cindy_ertman]: and i walked in the front door
and i told the reception

339
00:10:41,288 --> 00:10:42,548
[bobby_kerr]: yeah

340
00:10:41,463 --> 00:10:45,346
[cindy_ertman]: that we got disconnected on our call
so i thought i would just

341
00:10:45,222 --> 00:10:45,284
[bobby_kerr]: the

342
00:10:45,406 --> 00:10:48,149
[cindy_ertman]: pop in to see if he was
available to finish our conversation

343
00:10:48,788 --> 00:10:48,969
[bobby_kerr]: yeah

344
00:10:49,410 --> 00:10:53,234
[cindy_ertman]: and he came walking out and he
started laughing because

345
00:10:53,108 --> 00:10:53,352
[bobby_kerr]: oh

346
00:10:53,354 --> 00:10:55,457
[cindy_ertman]: clearly he knew hung up on me
so i think

347
00:10:55,531 --> 00:10:55,751
[bobby_kerr]: right

348
00:10:55,837 --> 00:10:56,759
[cindy_ertman]: he thought it was a little

349
00:10:57,548 --> 00:10:57,789
[bobby_kerr]: oh

350
00:10:58,840 --> 00:11:00,924
[cindy_ertman]: ball or balls your brave that i

351
00:11:00,918 --> 00:11:01,178
[bobby_kerr]: yes

352
00:11:01,245 --> 00:11:03,650
[cindy_ertman]: actually drive to his office so he
started laughing

353
00:11:04,246 --> 00:11:04,426
[bobby_kerr]: right

354
00:11:04,551 --> 00:11:07,678
[cindy_ertman]: and he's like you're alone rap and
i said yes he goes let's go to

355
00:11:07,738 --> 00:11:11,244
[cindy_ertman]: lunch so we get in this car
and he takes

356
00:11:11,318 --> 00:11:13,178
[bobby_kerr]: yeah

357
00:11:11,324 --> 00:11:14,790
[cindy_ertman]: me to ivy at the shore in
santa monica and his mercedes i don't know

358
00:11:14,870 --> 00:11:19,217
[cindy_ertman]: this guy from adam i know nothing
about him and we're at lunch and he

359
00:11:19,337 --> 00:11:21,666
[cindy_ertman]: tells me he's sleeping

360
00:11:21,578 --> 00:11:21,798
[bobby_kerr]: oh

361
00:11:21,727 --> 00:11:26,913
[cindy_ertman]: with his title wrap you take kicks
backs from the slender this is a true

362
00:11:26,974 --> 00:11:28,824
[cindy_ertman]: story like it's exactly what he said

363
00:11:29,283 --> 00:11:29,905
[bobby_kerr]: oh my gosh

364
00:11:30,731 --> 00:11:34,718
[cindy_ertman]: first of all i don't i'm like
am i with this like lunatic at lunch

365
00:11:34,718 --> 00:11:34,919
[bobby_kerr]: oh

366
00:11:34,878 --> 00:11:36,340
[cindy_ertman]: like he's the number one producer

367
00:11:36,128 --> 00:11:36,290
[bobby_kerr]: oh

368
00:11:36,521 --> 00:11:41,349
[cindy_ertman]: and i started to laugh and i
just said well i go you know what

369
00:11:41,569 --> 00:11:44,673
[cindy_ertman]: i said i'm never going to sleep
with you because i'm happily married

370
00:11:45,038 --> 00:11:45,299
[bobby_kerr]: uh

371
00:11:45,414 --> 00:11:46,476
[cindy_ertman]: and i'm never going to give you

372
00:11:46,547 --> 00:11:46,568
[bobby_kerr]: h

373
00:11:46,557 --> 00:11:46,577
[cindy_ertman]: a

374
00:11:46,568 --> 00:11:46,729
[bobby_kerr]: oh

375
00:11:46,637 --> 00:11:49,943
[cindy_ertman]: kick back because i'm not going no
lose my license for anybody but i said

376
00:11:50,198 --> 00:11:51,668
[bobby_kerr]: yah

377
00:11:50,324 --> 00:11:56,224
[cindy_ertman]: if you ever decide to do business
the right way give me a call so

378
00:11:56,425 --> 00:11:57,149
[cindy_ertman]: two weeks later

379
00:11:57,242 --> 00:11:57,343
[bobby_kerr]: it

380
00:11:57,874 --> 00:12:03,908
[cindy_ertman]: he called me and he said all
right i'll give you the first deal because

381
00:12:03,948 --> 00:12:07,925
[cindy_ertman]: you were tenacious but you better be
and good

382
00:12:07,958 --> 00:12:09,124
[bobby_kerr]: yep

383
00:12:08,046 --> 00:12:08,511
[cindy_ertman]: after that

384
00:12:09,325 --> 00:12:09,547
[bobby_kerr]: right

385
00:12:09,900 --> 00:12:13,125
[cindy_ertman]: and i and so he asked me
to come to an open house on a

386
00:12:13,205 --> 00:12:15,709
[cindy_ertman]: sunday he sold the house at the
open

387
00:12:15,578 --> 00:12:15,861
[bobby_kerr]: oh

388
00:12:15,810 --> 00:12:17,072
[cindy_ertman]: house and i didn't know how to

389
00:12:17,539 --> 00:12:17,559
[bobby_kerr]: m

390
00:12:17,833 --> 00:12:19,396
[cindy_ertman]: actuate the payment

391
00:12:19,148 --> 00:12:19,288
[bobby_kerr]: oh

392
00:12:20,097 --> 00:12:20,317
[cindy_ertman]: but i

393
00:12:20,312 --> 00:12:20,332
[bobby_kerr]: h

394
00:12:20,397 --> 00:12:21,780
[cindy_ertman]: got my very first deal

395
00:12:22,037 --> 00:12:22,058
[bobby_kerr]: h

396
00:12:22,541 --> 00:12:27,289
[cindy_ertman]: i learned by fire he was a
big listing agent he started writing me into

397
00:12:27,338 --> 00:12:27,358
[bobby_kerr]: m

398
00:12:27,349 --> 00:12:30,294
[cindy_ertman]: his transactions and it really gave me
my

399
00:12:30,218 --> 00:12:30,582
[bobby_kerr]: oh

400
00:12:30,494 --> 00:12:31,235
[cindy_ertman]: start but

401
00:12:31,657 --> 00:12:31,718
[bobby_kerr]: ah

402
00:12:31,716 --> 00:12:36,404
[cindy_ertman]: had i just you know had i
hung up from that call and not done

403
00:12:36,387 --> 00:12:36,467
[bobby_kerr]: oh

404
00:12:36,504 --> 00:12:37,786
[cindy_ertman]: what i did which was get

405
00:12:37,688 --> 00:12:37,929
[bobby_kerr]: oh

406
00:12:37,866 --> 00:12:42,374
[cindy_ertman]: up and drive to his office i
would have lost that opportunity forever but because

407
00:12:42,474 --> 00:12:42,835
[cindy_ertman]: i did

408
00:12:42,789 --> 00:12:42,810
[bobby_kerr]: i

409
00:12:42,895 --> 00:12:45,499
[cindy_ertman]: that and i stuck to my value
system

410
00:12:45,218 --> 00:12:45,520
[bobby_kerr]: oh

411
00:12:46,280 --> 00:12:49,806
[cindy_ertman]: you know i made a lot of
money with that guy over the next and

412
00:12:49,826 --> 00:12:50,628
[cindy_ertman]: then three years end i

413
00:12:50,729 --> 00:12:50,790
[bobby_kerr]: the

414
00:12:50,768 --> 00:12:51,168
[cindy_ertman]: fired him

415
00:12:51,093 --> 00:12:51,355
[bobby_kerr]: fire

416
00:12:51,189 --> 00:12:53,933
[cindy_ertman]: because he was such a pain in
the ass but the reality

417
00:12:54,303 --> 00:12:54,343
[bobby_kerr]: m

418
00:12:54,374 --> 00:12:55,155
[cindy_ertman]: is it

419
00:12:55,187 --> 00:12:55,208
[bobby_kerr]: m

420
00:12:55,275 --> 00:12:59,062
[cindy_ertman]: helped get my start so you know

421
00:12:58,910 --> 00:12:58,950
[bobby_kerr]: i

422
00:12:59,102 --> 00:13:01,826
[cindy_ertman]: the one thing that i've always had
is that never give

423
00:13:01,748 --> 00:13:02,010
[bobby_kerr]: okay

424
00:13:01,966 --> 00:13:03,389
[cindy_ertman]: up you know just

425
00:13:03,278 --> 00:13:04,298
[bobby_kerr]: yeah

426
00:13:03,870 --> 00:13:05,813
[cindy_ertman]: drive persistence at everything you

427
00:13:05,729 --> 00:13:05,789
[bobby_kerr]: ah

428
00:13:05,913 --> 00:13:11,101
[cindy_ertman]: do because i have so many stories
of my career of wins yeah persistence

429
00:13:12,478 --> 00:13:15,944
[bobby_kerr]: well and i think you bring up
so many great points there and especially now

430
00:13:16,064 --> 00:13:19,871
[bobby_kerr]: when a lot of people might be
struggling in the business but literally you made

431
00:13:19,911 --> 00:13:24,819
[bobby_kerr]: a choice in that moment after you
got yourself together that that turning point right

432
00:13:24,879 --> 00:13:28,625
[bobby_kerr]: there changed the course of your mortgage
career at the time and you didn't even

433
00:13:28,685 --> 00:13:28,986
[bobby_kerr]: know it

434
00:13:29,311 --> 00:13:29,393
[cindy_ertman]: no

435
00:13:29,547 --> 00:13:33,734
[bobby_kerr]: right and what a brilliant idea to
actually show up sorry

436
00:13:34,020 --> 00:13:34,241
[cindy_ertman]: yeah

437
00:13:34,094 --> 00:13:38,201
[bobby_kerr]: we got disconnected and because i'm guessing
you know we don't want to date any

438
00:13:38,261 --> 00:13:40,445
[bobby_kerr]: of ourselves here but that might have
been before cell phones

439
00:13:40,590 --> 00:13:40,911
[cindy_ertman]: oh

440
00:13:40,805 --> 00:13:44,632
[bobby_kerr]: right so i mean that is just
a great

441
00:13:44,566 --> 00:13:44,968
[cindy_ertman]: beat

442
00:13:44,772 --> 00:13:51,485
[bobby_kerr]: lesson we always talk about being relentless
right that's a perfect analogy story of be

443
00:13:51,585 --> 00:13:53,890
[bobby_kerr]: relentless and do not take no for
an answer

444
00:13:54,560 --> 00:13:55,001
[cindy_ertman]: well you know

445
00:13:54,973 --> 00:13:57,157
[bobby_kerr]: yea

446
00:13:55,101 --> 00:13:58,907
[cindy_ertman]: in this silly thing is okay so
that was one real tore right but like

447
00:13:59,328 --> 00:14:02,994
[cindy_ertman]: now i could actually say i was
working with one person and he happened

448
00:14:02,927 --> 00:14:03,119
[bobby_kerr]: m oh

449
00:14:03,054 --> 00:14:04,216
[cindy_ertman]: to be the number

450
00:14:04,347 --> 00:14:04,388
[bobby_kerr]: ah

451
00:14:04,356 --> 00:14:09,631
[cindy_ertman]: one guy so i mean clear anyway
but then i came up with this other

452
00:14:09,711 --> 00:14:11,176
[cindy_ertman]: idea like this is embarrassing

453
00:14:11,039 --> 00:14:12,308
[bobby_kerr]: yeah

454
00:14:11,256 --> 00:14:15,134
[cindy_ertman]: but i had to figure out how
to get in front of people and when

455
00:14:15,274 --> 00:14:17,338
[cindy_ertman]: their office you couldn't get past the
reception so

456
00:14:17,438 --> 00:14:17,679
[bobby_kerr]: yeah

457
00:14:17,578 --> 00:14:21,144
[cindy_ertman]: you couldn't walk through the office they
weren't goin invite me to sales meetings

458
00:14:21,159 --> 00:14:21,240
[bobby_kerr]: ah

459
00:14:21,184 --> 00:14:22,607
[cindy_ertman]: or any of that stuff they didn't
even know

460
00:14:22,508 --> 00:14:22,774
[bobby_kerr]: oh

461
00:14:22,707 --> 00:14:27,234
[cindy_ertman]: me so these are the days of
hard paper flyers right on our programs and

462
00:14:27,535 --> 00:14:31,542
[cindy_ertman]: so i came up with this idea
there was this back parking lot behind this

463
00:14:31,602 --> 00:14:35,168
[cindy_ertman]: real estate office and that's where all
the rolters parked and they went in and

464
00:14:35,268 --> 00:14:35,909
[cindy_ertman]: out of the back

465
00:14:35,895 --> 00:14:36,488
[bobby_kerr]: hm

466
00:14:35,989 --> 00:14:38,273
[cindy_ertman]: door not the front door so i

467
00:14:38,540 --> 00:14:38,560
[bobby_kerr]: i

468
00:14:38,874 --> 00:14:42,279
[cindy_ertman]: learned i could pull into this parking
space and i'd wait to get a space

469
00:14:42,800 --> 00:14:45,345
[cindy_ertman]: i would adjust my rear view mirror
and i would like

470
00:14:45,150 --> 00:14:45,231
[bobby_kerr]: ah

471
00:14:45,665 --> 00:14:47,548
[cindy_ertman]: to the back door and the minute

472
00:14:47,708 --> 00:14:52,721
[bobby_kerr]: oh

473
00:14:47,909 --> 00:14:51,174
[cindy_ertman]: somebody would open the back door i
would jump out of my car and literally

474
00:14:51,254 --> 00:14:54,079
[cindy_ertman]: almost bump into them with my flyers

475
00:14:54,406 --> 00:14:54,908
[bobby_kerr]: yeah

476
00:14:54,900 --> 00:14:54,981
[cindy_ertman]: and

477
00:14:54,938 --> 00:14:55,038
[bobby_kerr]: oh

478
00:14:55,061 --> 00:14:57,785
[cindy_ertman]: i would say i said hey you
know

479
00:14:58,016 --> 00:14:58,358
[bobby_kerr]: yeah

480
00:14:58,146 --> 00:14:59,749
[cindy_ertman]: i'm sindyerman don't i know you

481
00:15:00,591 --> 00:15:00,732
[bobby_kerr]: yeah

482
00:15:01,251 --> 00:15:03,154
[cindy_ertman]: they'd be like i don't think so

483
00:15:03,428 --> 00:15:03,629
[bobby_kerr]: oh

484
00:15:04,316 --> 00:15:05,799
[cindy_ertman]: well you look kind of familiar but

485
00:15:05,858 --> 00:15:06,938
[bobby_kerr]: yeah

486
00:15:06,059 --> 00:15:08,944
[cindy_ertman]: i'm here to meet with ray keller
ray and i have a deal going and

487
00:15:09,024 --> 00:15:09,445
[cindy_ertman]: i said

488
00:15:09,639 --> 00:15:09,720
[bobby_kerr]: ah

489
00:15:09,805 --> 00:15:12,931
[cindy_ertman]: hey by the way i got this
awesome new program let me give you the

490
00:15:13,011 --> 00:15:13,351
[cindy_ertman]: flyer

491
00:15:13,419 --> 00:15:13,499
[bobby_kerr]: my

492
00:15:13,471 --> 00:15:14,693
[cindy_ertman]: just in case it would help any

493
00:15:14,648 --> 00:15:14,808
[bobby_kerr]: oh

494
00:15:14,754 --> 00:15:18,119
[cindy_ertman]: of your clients give me a call
do you have a card on you by

495
00:15:18,219 --> 00:15:21,785
[cindy_ertman]: any chance because i'd love to just
learn a little bit more about you and

496
00:15:21,825 --> 00:15:24,770
[cindy_ertman]: so they usually like fumble and give
me a card and i said well so

497
00:15:24,910 --> 00:15:26,814
[cindy_ertman]: great to meet you if i can
help you please let me

498
00:15:26,798 --> 00:15:27,458
[bobby_kerr]: yeah

499
00:15:26,834 --> 00:15:27,555
[cindy_ertman]: know and check

500
00:15:27,458 --> 00:15:27,720
[bobby_kerr]: oh

501
00:15:27,615 --> 00:15:30,760
[cindy_ertman]: out the flier by the way and
then i'd go back to my office so

502
00:15:30,840 --> 00:15:32,163
[cindy_ertman]: i would do this for like three

503
00:15:31,988 --> 00:15:32,168
[bobby_kerr]: oh

504
00:15:32,223 --> 00:15:36,189
[cindy_ertman]: or four hours bumping into reltersin the
parki left and then i would take their

505
00:15:36,203 --> 00:15:36,785
[bobby_kerr]: it's amazing

506
00:15:37,031 --> 00:15:37,431
[cindy_ertman]: and i would

507
00:15:37,388 --> 00:15:37,731
[bobby_kerr]: oh

508
00:15:37,491 --> 00:15:39,715
[cindy_ertman]: go back to my office and i
put together

509
00:15:39,587 --> 00:15:39,608
[bobby_kerr]: h

510
00:15:39,775 --> 00:15:43,061
[cindy_ertman]: a campaign and i'd write them a
hand written thank you know so great to

511
00:15:43,141 --> 00:15:46,607
[cindy_ertman]: meet you in the parking lot today
and by the way if you need any

512
00:15:46,667 --> 00:15:47,769
[cindy_ertman]: help with open houses

513
00:15:47,558 --> 00:15:47,760
[bobby_kerr]: oh

514
00:15:47,849 --> 00:15:48,770
[cindy_ertman]: i'd love to flyers

515
00:15:48,816 --> 00:15:48,938
[bobby_kerr]: yeah

516
00:15:48,830 --> 00:15:52,697
[cindy_ertman]: together for you and then i started
the strip campaign you know during my

517
00:15:52,756 --> 00:15:52,898
[bobby_kerr]: yeah

518
00:15:52,797 --> 00:15:53,799
[cindy_ertman]: six week campaign

519
00:15:53,938 --> 00:15:54,099
[bobby_kerr]: yeah

520
00:15:53,939 --> 00:15:54,680
[cindy_ertman]: it started

521
00:15:54,642 --> 00:15:54,803
[bobby_kerr]: yeah

522
00:15:55,121 --> 00:15:55,942
[cindy_ertman]: then was

523
00:15:55,858 --> 00:15:56,241
[bobby_kerr]: with that

524
00:15:56,062 --> 00:15:58,446
[cindy_ertman]: how i really developed it was i'd
put together

525
00:15:58,358 --> 00:15:58,539
[bobby_kerr]: oh

526
00:15:58,506 --> 00:16:03,074
[cindy_ertman]: the strip campaign and then eventually i
asked for a meeting and that's how i

527
00:16:03,154 --> 00:16:03,294
[cindy_ertman]: got

528
00:16:03,251 --> 00:16:03,453
[bobby_kerr]: okay

529
00:16:03,334 --> 00:16:04,796
[cindy_ertman]: my start as a mortgage lender

530
00:16:05,488 --> 00:16:10,333
[bobby_kerr]: there's there's so many lessons in there
about not only failure not being an option

531
00:16:10,650 --> 00:16:11,490
[cindy_ertman]: oh

532
00:16:11,034 --> 00:16:17,921
[bobby_kerr]: but create creative ways of building relationships
right and finding referral partners that are still

533
00:16:18,001 --> 00:16:23,346
[bobby_kerr]: transferable to today it doesn't matter if
this was thirty years ago to the lesson

534
00:16:23,607 --> 00:16:28,934
[bobby_kerr]: of none of that matters if there's
not follow up and if there's not sincerity

535
00:16:29,455 --> 00:16:36,247
[bobby_kerr]: and genuine you know relationship not a
transaction so everything through the creativity of meeting

536
00:16:36,267 --> 00:16:40,534
[bobby_kerr]: them in the park a lot to
the having a flyer ready to go to

537
00:16:41,255 --> 00:16:45,021
[bobby_kerr]: following up with a thank you card
you know all of these things are still

538
00:16:45,662 --> 00:16:51,293
[bobby_kerr]: necessarily relations holding relationships is still necessary
today you know we often talk about the

539
00:16:51,373 --> 00:16:55,140
[bobby_kerr]: art form of a handwritten note writing
and michael mayor is a good friend of

540
00:16:55,261 --> 00:16:57,124
[bobby_kerr]: ours and he's literally written the

541
00:16:57,120 --> 00:16:57,600
[cindy_ertman]: master

542
00:16:57,164 --> 00:16:57,625
[bobby_kerr]: book on

543
00:16:57,800 --> 00:17:02,306
[cindy_ertman]: i've been the recipient of his you
know knives and his cards and

544
00:17:02,490 --> 00:17:02,632
[bobby_kerr]: yes

545
00:17:02,827 --> 00:17:02,987
[cindy_ertman]: and i

546
00:17:03,078 --> 00:17:03,260
[bobby_kerr]: yes

547
00:17:03,107 --> 00:17:04,248
[cindy_ertman]: still remember right

548
00:17:04,598 --> 00:17:08,705
[bobby_kerr]: it's the same thing that it doesn't
matter when this was the power of a

549
00:17:08,765 --> 00:17:12,872
[bobby_kerr]: handwritten note whether it's to someone in
your family or a friend or a team

550
00:17:12,952 --> 00:17:18,802
[bobby_kerr]: member or a refer partner or a
client this stuff works it's all relationship building

551
00:17:18,962 --> 00:17:23,329
[bobby_kerr]: right the things you can always think
about you know people sending you something a

552
00:17:23,390 --> 00:17:28,478
[bobby_kerr]: handwritten note or whatever it is technology
changes over time by that the of the

553
00:17:28,539 --> 00:17:31,587
[bobby_kerr]: day we always say you know whether
you're a loan officer or real estate agent

554
00:17:31,728 --> 00:17:38,891
[bobby_kerr]: insurance the people that has the most
good you know viable relationships those are the

555
00:17:38,952 --> 00:17:40,954
[bobby_kerr]: ones who went at the end of
the day and

556
00:17:41,521 --> 00:17:41,802
[cindy_ertman]: you know

557
00:17:41,775 --> 00:17:41,895
[bobby_kerr]: yeah

558
00:17:42,202 --> 00:17:44,266
[cindy_ertman]: tim braham used to always say and
he was the

559
00:17:44,288 --> 00:17:45,188
[bobby_kerr]: yeah

560
00:17:44,306 --> 00:17:46,870
[cindy_ertman]: one that owned loan to box for
many years and tim has been a good

561
00:17:46,930 --> 00:17:49,094
[cindy_ertman]: friend i was on the faculty there
for seventeen

562
00:17:49,058 --> 00:17:49,281
[bobby_kerr]: oh

563
00:17:49,134 --> 00:17:50,616
[cindy_ertman]: years and tim would always

564
00:17:50,520 --> 00:17:51,518
[bobby_kerr]: yeah

565
00:17:50,676 --> 00:17:52,479
[cindy_ertman]: say the one with most friends wins
period

566
00:17:53,229 --> 00:17:55,958
[bobby_kerr]: yep that's you've said that a lot

567
00:17:55,879 --> 00:17:56,039
[cindy_ertman]: yeah

568
00:17:56,038 --> 00:17:57,122
[bobby_kerr]: and i say that lot we

569
00:17:57,090 --> 00:17:57,313
[cindy_ertman]: i was

570
00:17:57,202 --> 00:17:57,724
[bobby_kerr]: say that a lot

571
00:17:58,010 --> 00:18:00,874
[cindy_ertman]: just leading this training with a hundred
loan officers and

572
00:18:00,938 --> 00:18:01,140
[bobby_kerr]: yeah

573
00:18:00,975 --> 00:18:03,278
[cindy_ertman]: real tors and i said look you
know

574
00:18:03,287 --> 00:18:03,308
[bobby_kerr]: m

575
00:18:03,519 --> 00:18:04,641
[cindy_ertman]: mortgage is a vehicle

576
00:18:04,568 --> 00:18:04,810
[bobby_kerr]: yeah

577
00:18:04,761 --> 00:18:08,768
[cindy_ertman]: right but i mean we're all in
the relationship business and really if you're in

578
00:18:08,888 --> 00:18:08,908
[bobby_kerr]: m

579
00:18:08,988 --> 00:18:10,891
[cindy_ertman]: any business in any sort of

580
00:18:10,959 --> 00:18:11,039
[bobby_kerr]: eh

581
00:18:11,011 --> 00:18:13,275
[cindy_ertman]: sales capacity the success

582
00:18:13,017 --> 00:18:13,097
[bobby_kerr]: eh

583
00:18:13,355 --> 00:18:13,856
[cindy_ertman]: comes from

584
00:18:13,808 --> 00:18:13,968
[bobby_kerr]: yeah

585
00:18:13,916 --> 00:18:17,262
[cindy_ertman]: the relationship development skills and like i
teach on

586
00:18:17,287 --> 00:18:17,408
[bobby_kerr]: yeah

587
00:18:17,302 --> 00:18:24,394
[cindy_ertman]: the mortgage front tons hundreds of tactical
strategies to build and grow relationship and i

588
00:18:24,474 --> 00:18:28,080
[cindy_ertman]: mean to get loans but the reality
is it is really working

589
00:18:28,070 --> 00:18:28,273
[bobby_kerr]: work

590
00:18:28,160 --> 00:18:33,649
[cindy_ertman]: on ourself and really learning relationship development
strategy and working on our communication because

591
00:18:33,458 --> 00:18:33,779
[bobby_kerr]: oh

592
00:18:34,170 --> 00:18:37,335
[cindy_ertman]: you know i've had people that i
coached say well i don't speak sindy and

593
00:18:37,375 --> 00:18:39,819
[cindy_ertman]: i'm like well i didn't speak cindy
for years you know

594
00:18:39,758 --> 00:18:39,798
[bobby_kerr]: m

595
00:18:39,919 --> 00:18:40,661
[cindy_ertman]: i had to train

596
00:18:40,870 --> 00:18:41,498
[bobby_kerr]: hm

597
00:18:40,881 --> 00:18:41,001
[cindy_ertman]: it

598
00:18:41,528 --> 00:18:42,218
[bobby_kerr]: oh

599
00:18:41,843 --> 00:18:46,671
[cindy_ertman]: to speak this way you know one
of the one of the quest and somebody

600
00:18:46,771 --> 00:18:50,116
[cindy_ertman]: asked me this morning it was he
was a branch manager ope in seattle and

601
00:18:50,157 --> 00:18:53,522
[cindy_ertman]: he said how did you ask like
a relater

602
00:18:53,558 --> 00:18:53,803
[bobby_kerr]: oh

603
00:18:53,622 --> 00:18:57,829
[cindy_ertman]: for their business because a lot of
times we just don't ask on

604
00:18:57,951 --> 00:18:58,075
[bobby_kerr]: yeah

605
00:18:58,230 --> 00:19:00,914
[cindy_ertman]: i'm not a hard sell sales

606
00:19:00,848 --> 00:19:02,558
[bobby_kerr]: oh

607
00:19:01,035 --> 00:19:03,218
[cindy_ertman]: person i'm a relationship person so

608
00:19:03,639 --> 00:19:03,660
[bobby_kerr]: h

609
00:19:04,010 --> 00:19:06,374
[cindy_ertman]: i built i created strategies that

610
00:19:06,347 --> 00:19:06,368
[bobby_kerr]: m

611
00:19:06,474 --> 00:19:09,118
[cindy_ertman]: were more soft cells so one of
the things

612
00:19:09,098 --> 00:19:10,478
[bobby_kerr]: yeah

613
00:19:09,178 --> 00:19:13,525
[cindy_ertman]: i was talking to the group about
this morning is and really in any industry

614
00:19:14,227 --> 00:19:19,151
[cindy_ertman]: you've got to be really clear what
your three course strengths are as a human

615
00:19:19,352 --> 00:19:19,492
[cindy_ertman]: like

616
00:19:19,538 --> 00:19:19,759
[bobby_kerr]: oh

617
00:19:19,652 --> 00:19:21,175
[cindy_ertman]: what are your three greatest

618
00:19:21,138 --> 00:19:21,298
[bobby_kerr]: right

619
00:19:21,255 --> 00:19:24,901
[cindy_ertman]: strength so in the mortgage business what
are the three greatest strength that are in

620
00:19:24,921 --> 00:19:29,068
[cindy_ertman]: the context of how do they bring
value to your real to your partners right

621
00:19:29,139 --> 00:19:29,362
[bobby_kerr]: okay

622
00:19:29,148 --> 00:19:34,433
[cindy_ertman]: in your client base and so getting
really clear what those strengths are and you'd

623
00:19:34,513 --> 00:19:39,678
[cindy_ertman]: be amazed in coaching how many times
i asked someone what their three greatest strengths

624
00:19:39,758 --> 00:19:42,573
[cindy_ertman]: are and i just get this now
a blank stare

625
00:19:42,479 --> 00:19:42,499
[bobby_kerr]: i

626
00:19:42,633 --> 00:19:44,057
[cindy_ertman]: they have no idea

627
00:19:44,910 --> 00:19:45,112
[bobby_kerr]: right

628
00:19:45,300 --> 00:19:45,641
[cindy_ertman]: what their

629
00:19:45,668 --> 00:19:45,970
[bobby_kerr]: oh

630
00:19:45,741 --> 00:19:49,231
[cindy_ertman]: three core strengths are and then also
really getting clear on the

631
00:19:49,238 --> 00:19:49,258
[bobby_kerr]: m

632
00:19:49,291 --> 00:19:50,234
[cindy_ertman]: three course strength

633
00:19:50,228 --> 00:19:50,489
[bobby_kerr]: yeah

634
00:19:50,314 --> 00:19:51,678
[cindy_ertman]: of your business and your company

635
00:19:52,159 --> 00:19:52,219
[bobby_kerr]: hm

636
00:19:52,570 --> 00:19:57,037
[cindy_ertman]: because if you're not really clear like
what your special sauce is and what set

637
00:19:57,117 --> 00:20:01,665
[cindy_ertman]: you apart you can't put together a
really clear message that's

638
00:20:01,508 --> 00:20:01,728
[bobby_kerr]: yeah

639
00:20:01,705 --> 00:20:05,470
[cindy_ertman]: going to be powerful for the people
that you're in acting with and

640
00:20:05,706 --> 00:20:05,927
[bobby_kerr]: yeah

641
00:20:06,311 --> 00:20:10,054
[cindy_ertman]: i learned that by getting clear of
my strength for my company and clear on

642
00:20:10,114 --> 00:20:14,138
[cindy_ertman]: my personal strength that i could weave
those into every

643
00:20:14,150 --> 00:20:15,128
[bobby_kerr]: yeah

644
00:20:14,218 --> 00:20:16,671
[cindy_ertman]: conversation if i was meeting

645
00:20:16,718 --> 00:20:16,959
[bobby_kerr]: oh

646
00:20:16,731 --> 00:20:20,477
[cindy_ertman]: you as a new walter i could
just say you know what darn if we

647
00:20:20,558 --> 00:20:23,122
[cindy_ertman]: have you know one of the things
i love if we were to have the

648
00:20:23,162 --> 00:20:27,229
[cindy_ertman]: opportunity to work together one of the
things i love is one of my greatest

649
00:20:27,269 --> 00:20:32,598
[cindy_ertman]: strengths communication and the way we display
that to our real to partners is you

650
00:20:32,638 --> 00:20:37,085
[cindy_ertman]: know we have a ten point milestone
communication plan you're going to hear from us

651
00:20:37,406 --> 00:20:39,469
[cindy_ertman]: every single milestone

652
00:20:39,212 --> 00:20:39,355
[bobby_kerr]: why

653
00:20:39,529 --> 00:20:41,933
[cindy_ertman]: of loan and every tuesday you

654
00:20:41,900 --> 00:20:41,920
[bobby_kerr]: m

655
00:20:42,094 --> 00:20:45,940
[cindy_ertman]: the listing agents by are never going
to have to call us for status because

656
00:20:45,703 --> 00:20:45,723
[bobby_kerr]: a

657
00:20:46,020 --> 00:20:47,082
[cindy_ertman]: we have a communication

658
00:20:47,207 --> 00:20:47,228
[bobby_kerr]: m

659
00:20:47,302 --> 00:20:50,127
[cindy_ertman]: system and a plan you're going to
be informed

660
00:20:50,258 --> 00:20:50,539
[bobby_kerr]: yeah

661
00:20:50,367 --> 00:20:54,858
[cindy_ertman]: every step of the way and our
trusted refer partners love that about my team

662
00:20:55,900 --> 00:20:57,543
[cindy_ertman]: so i mean that's you can just
weave it

663
00:20:57,548 --> 00:20:57,568
[bobby_kerr]: m

664
00:20:57,623 --> 00:20:59,687
[cindy_ertman]: into every conversation and then

665
00:20:59,739 --> 00:20:59,920
[bobby_kerr]: right

666
00:21:00,188 --> 00:21:02,532
[cindy_ertman]: you can take another strength a little
bit later and

667
00:21:02,528 --> 00:21:02,811
[bobby_kerr]: oh

668
00:21:02,572 --> 00:21:05,597
[cindy_ertman]: just go gosh if we have the
opportunity to work together darin

669
00:21:05,768 --> 00:21:06,049
[bobby_kerr]: oh

670
00:21:06,138 --> 00:21:08,862
[cindy_ertman]: you know one of the things i
loved share with you as x y and

671
00:21:08,888 --> 00:21:09,130
[bobby_kerr]: yeah

672
00:21:08,922 --> 00:21:10,385
[cindy_ertman]: z or one of my favorite

673
00:21:10,365 --> 00:21:10,547
[bobby_kerr]: yeah

674
00:21:10,425 --> 00:21:12,368
[cindy_ertman]: things to do with my refer partners
is

675
00:21:12,308 --> 00:21:12,509
[bobby_kerr]: yes

676
00:21:12,769 --> 00:21:15,553
[cindy_ertman]: help them build a marketing plan because
i really want

677
00:21:15,488 --> 00:21:15,810
[bobby_kerr]: yah

678
00:21:15,633 --> 00:21:16,976
[cindy_ertman]: you to succeed that i want

679
00:21:17,058 --> 00:21:17,078
[bobby_kerr]: h

680
00:21:17,136 --> 00:21:18,298
[cindy_ertman]: you to be successful

681
00:21:18,587 --> 00:21:18,608
[bobby_kerr]: h

682
00:21:18,779 --> 00:21:22,726
[cindy_ertman]: and i poor and to my real
to partners i form partnership with people that

683
00:21:23,147 --> 00:21:26,673
[cindy_ertman]: i know like can trust and then
people are like then they want to know

684
00:21:26,649 --> 00:21:26,731
[bobby_kerr]: ah

685
00:21:26,713 --> 00:21:29,138
[cindy_ertman]: what my marketing plan is right because
now they're curious

686
00:21:29,654 --> 00:21:30,097
[bobby_kerr]: right right

687
00:21:30,600 --> 00:21:33,325
[cindy_ertman]: that's how i would weave not just
saying hey i want

688
00:21:33,218 --> 00:21:33,459
[bobby_kerr]: oh

689
00:21:33,365 --> 00:21:37,332
[cindy_ertman]: to get your next deal but look
if we have the opportunity to work together

690
00:21:37,512 --> 00:21:40,016
[cindy_ertman]: i'm going to pour into you and
create value for you

691
00:21:40,028 --> 00:21:40,048
[bobby_kerr]: m

692
00:21:40,096 --> 00:21:43,601
[cindy_ertman]: and your business and help you be
more success well and that was kind of

693
00:21:43,661 --> 00:21:48,066
[cindy_ertman]: at the core of what me helped
me build to know two hundred and thirty

694
00:21:48,068 --> 00:21:48,330
[bobby_kerr]: oh

695
00:21:48,126 --> 00:21:50,369
[cindy_ertman]: million of mortgage production of my biggest
year

696
00:21:51,148 --> 00:21:55,275
[bobby_kerr]: well and that's amazing because it goes
back if you think about it send i

697
00:21:55,315 --> 00:21:59,362
[bobby_kerr]: have a very similar story you know
getting into the mortgage business not knowing anything

698
00:21:59,422 --> 00:22:03,248
[bobby_kerr]: about the business and when we got
in there was no training right

699
00:22:03,300 --> 00:22:03,521
[cindy_ertman]: oh

700
00:22:04,050 --> 00:22:08,096
[bobby_kerr]: it's nothing against you know the large
banks or anything but it's more of hey

701
00:22:08,197 --> 00:22:11,722
[bobby_kerr]: go out there and get business but
they were teaching you more about what type

702
00:22:11,783 --> 00:22:16,470
[bobby_kerr]: of programs there were and you know
just bay block and tackling there was no

703
00:22:16,731 --> 00:22:21,639
[bobby_kerr]: coaching as far as hey this is
how you go out and build relationships make

704
00:22:21,739 --> 00:22:25,105
[bobby_kerr]: friends so you can you be a
top producer for years and years and years

705
00:22:25,806 --> 00:22:31,135
[bobby_kerr]: and i believe it was about eight
or nine months when i first got into

706
00:22:31,716 --> 00:22:36,964
[bobby_kerr]: the mortgage industry it was two thousand
three and didn't know anything this is no

707
00:22:37,065 --> 00:22:37,545
[bobby_kerr]: joke sending

708
00:22:37,830 --> 00:22:38,850
[cindy_ertman]: yeah

709
00:22:38,006 --> 00:22:41,773
[bobby_kerr]: for the first i didn't even really
know what a purchase was because it was

710
00:22:41,670 --> 00:22:41,993
[cindy_ertman]: oh

711
00:22:41,913 --> 00:22:47,161
[bobby_kerr]: so raf heavy at the time and
i was just re financing all my friends

712
00:22:47,222 --> 00:22:47,522
[bobby_kerr]: family

713
00:22:47,451 --> 00:22:47,673
[cindy_ertman]: right

714
00:22:47,562 --> 00:22:50,587
[bobby_kerr]: and buddies because they were just dropping
out of the sky and we did some

715
00:22:50,627 --> 00:22:56,677
[bobby_kerr]: dire mail but remember one time i
got a contract a real estate contract i

716
00:22:56,778 --> 00:23:00,524
[bobby_kerr]: like what in the eck is this
thing so i took it to my process

717
00:23:00,564 --> 00:23:04,150
[bobby_kerr]: or and she was like yeah dare
this is this is a purchase

718
00:23:04,230 --> 00:23:04,552
[cindy_ertman]: oh

719
00:23:04,230 --> 00:23:08,557
[bobby_kerr]: contract all right and this is what
you do and i'm like oh okay

720
00:23:08,736 --> 00:23:08,877
[cindy_ertman]: oh

721
00:23:08,938 --> 00:23:09,078
[bobby_kerr]: but

722
00:23:08,977 --> 00:23:09,118
[cindy_ertman]: no

723
00:23:09,779 --> 00:23:15,350
[bobby_kerr]: yeah but within that first year and
we'll talk some more about coaching here but

724
00:23:15,731 --> 00:23:21,597
[bobby_kerr]: i knew just growing up and bobby's
very similarly were athletes as very young kids

725
00:23:21,658 --> 00:23:26,629
[bobby_kerr]: and high school in college but i
knew i needed to coach i knew i

726
00:23:26,709 --> 00:23:29,454
[bobby_kerr]: had to get into coaching i didn't
have the money for it at the

727
00:23:29,461 --> 00:23:29,626
[cindy_ertman]: right

728
00:23:29,514 --> 00:23:30,395
[bobby_kerr]: time but

729
00:23:30,320 --> 00:23:31,086
[cindy_ertman]: nobody does

730
00:23:31,577 --> 00:23:36,325
[bobby_kerr]: no no one does but i knew
that if i signed up for coaching that

731
00:23:36,365 --> 00:23:40,212
[bobby_kerr]: i knew i could get you know
a few more deals you know whether it's

732
00:23:40,252 --> 00:23:44,098
[bobby_kerr]: a month quarterly yearly whatever that was
but i knew that coaching would end up

733
00:23:44,158 --> 00:23:48,546
[bobby_kerr]: being free you know we're always talking
about making things free and return on investment

734
00:23:48,646 --> 00:23:52,812
[bobby_kerr]: but you know yeah i think it's
so critical again no matter what industry that

735
00:23:52,872 --> 00:23:56,758
[bobby_kerr]: people are in that you have to
have a coach that is helping you rise

736
00:23:56,839 --> 00:23:59,884
[bobby_kerr]: up to the next level you know
we always talk about you know we're big

737
00:24:00,204 --> 00:24:02,147
[bobby_kerr]: kansas city chiefs fans here right so
we love

738
00:24:02,010 --> 00:24:02,391
[cindy_ertman]: really

739
00:24:02,208 --> 00:24:02,488
[bobby_kerr]: patrick

740
00:24:02,471 --> 00:24:03,553
[cindy_ertman]: i didn't i couldn't tell

741
00:24:03,870 --> 00:24:08,638
[bobby_kerr]: i know right total shock total shock
but you know patrick mc homes has a

742
00:24:08,698 --> 00:24:13,046
[bobby_kerr]: quarterback coach he has his head coach
and andy read who is probably one of

743
00:24:13,086 --> 00:24:15,750
[bobby_kerr]: the best coaches for quarter as in
the league and probably one of the reasons

744
00:24:15,790 --> 00:24:21,540
[bobby_kerr]: why he's very successful but you know
kind of talk about ou know your thoughts

745
00:24:21,600 --> 00:24:24,865
[bobby_kerr]: on the coach and obviously with your
platform and it's such a big deal but

746
00:24:25,306 --> 00:24:29,077
[bobby_kerr]: i mean it's so mission critical for
people to get involved in coaching if they

747
00:24:29,157 --> 00:24:31,746
[bobby_kerr]: truly want to take their career to
the next level

748
00:24:32,781 --> 00:24:34,063
[cindy_ertman]: well there's no question

749
00:24:33,710 --> 00:24:33,831
[bobby_kerr]: oh

750
00:24:34,443 --> 00:24:38,490
[cindy_ertman]: in my mind and same as you
guy i had a coach early on and

751
00:24:38,550 --> 00:24:42,497
[cindy_ertman]: i remember thinking oh my gosh like
you know i'm raising three little kids and

752
00:24:42,488 --> 00:24:42,729
[bobby_kerr]: yah

753
00:24:43,158 --> 00:24:44,620
[cindy_ertman]: trying to make a mortgage pay and
there's

754
00:24:44,504 --> 00:24:44,524
[bobby_kerr]: h

755
00:24:44,801 --> 00:24:46,604
[cindy_ertman]: no way i could afford to hire
a

756
00:24:46,658 --> 00:24:47,648
[bobby_kerr]: yeah

757
00:24:46,664 --> 00:24:48,907
[cindy_ertman]: coach but i had a lot of

758
00:24:49,028 --> 00:24:49,229
[bobby_kerr]: oh

759
00:24:49,168 --> 00:24:53,295
[cindy_ertman]: great direction from very talented people around
me that just said you can't afford

760
00:24:53,357 --> 00:24:53,378
[bobby_kerr]: m

761
00:24:53,395 --> 00:24:55,819
[cindy_ertman]: not to have a coach if you're
going to take it to the next level

762
00:24:56,420 --> 00:25:00,467
[cindy_ertman]: you've got to have accountability you've got
to have somebody that can help you think

763
00:25:00,338 --> 00:25:00,660
[bobby_kerr]: yeah

764
00:25:00,607 --> 00:25:04,093
[cindy_ertman]: bigger that can give you a play
book for how to get to the next

765
00:25:04,193 --> 00:25:08,402
[cindy_ertman]: level and i just i became a
believer very early on because i start to

766
00:25:08,463 --> 00:25:14,877
[cindy_ertman]: see what happened when i invested in
myself so i you know i had coaches

767
00:25:14,937 --> 00:25:18,043
[cindy_ertman]: along the way that didn't i had
coaches that i could coach you know but

768
00:25:18,083 --> 00:25:19,886
[cindy_ertman]: here like okay that was the right
choice

769
00:25:19,899 --> 00:25:19,919
[bobby_kerr]: m

770
00:25:20,707 --> 00:25:23,892
[cindy_ertman]: so over the years i got very
picky about the coach that i coached with

771
00:25:24,854 --> 00:25:26,457
[cindy_ertman]: because i really wanted it to be

772
00:25:26,588 --> 00:25:27,218
[bobby_kerr]: yeah

773
00:25:27,258 --> 00:25:31,305
[cindy_ertman]: people who had been in my shoes
you know people that had already created a

774
00:25:31,485 --> 00:25:36,293
[cindy_ertman]: true level of success that were tried
in true suck s story so that became

775
00:25:36,453 --> 00:25:40,380
[cindy_ertman]: a really big factor for who i
would coach with and i would recommend that

776
00:25:40,420 --> 00:25:43,164
[cindy_ertman]: to anybody in any industry you know
find somebody that's

777
00:25:43,118 --> 00:25:43,340
[bobby_kerr]: oh

778
00:25:43,205 --> 00:25:47,031
[cindy_ertman]: come before you that's already built what
you want to create and do it they

779
00:25:47,171 --> 00:25:47,372
[cindy_ertman]: did

780
00:25:47,387 --> 00:25:47,408
[bobby_kerr]: m

781
00:25:47,472 --> 00:25:52,340
[cindy_ertman]: because the reality is you know success
definitely leaves clues and we don't have to

782
00:25:52,440 --> 00:25:52,700
[cindy_ertman]: start

783
00:25:52,718 --> 00:25:52,978
[bobby_kerr]: yeah

784
00:25:52,801 --> 00:25:55,605
[cindy_ertman]: from scratch we can take direction from
somebody that's

785
00:25:55,727 --> 00:25:55,868
[bobby_kerr]: yeah

786
00:25:56,126 --> 00:25:59,732
[cindy_ertman]: already created success and kind of make
it one but i remember

787
00:25:59,661 --> 00:25:59,805
[bobby_kerr]: yeah

788
00:25:59,993 --> 00:26:03,178
[cindy_ertman]: early on um i had become a
member of

789
00:26:03,219 --> 00:26:03,240
[bobby_kerr]: a

790
00:26:03,238 --> 00:26:07,305
[cindy_ertman]: loan tool box which was owned by
tim braham and tim became a very good

791
00:26:07,209 --> 00:26:07,229
[bobby_kerr]: a

792
00:26:07,365 --> 00:26:10,450
[cindy_ertman]: friend of mine and he was definitely
a mentor and is a good friend till

793
00:26:10,470 --> 00:26:13,114
[cindy_ertman]: this day but he had asked me
to join the faculty

794
00:26:12,758 --> 00:26:13,039
[bobby_kerr]: oh

795
00:26:13,195 --> 00:26:14,256
[cindy_ertman]: of loan tool box so

796
00:26:14,167 --> 00:26:14,228
[bobby_kerr]: ah

797
00:26:14,377 --> 00:26:18,363
[cindy_ertman]: for seventeen years i was on the
faculty of loan tool box coaching

798
00:26:17,973 --> 00:26:18,134
[bobby_kerr]: wow

799
00:26:18,483 --> 00:26:19,365
[cindy_ertman]: teaching training

800
00:26:19,208 --> 00:26:19,472
[bobby_kerr]: oh

801
00:26:19,485 --> 00:26:25,135
[cindy_ertman]: speaking nationally for money i did it
just as a give back to the industry

802
00:26:25,195 --> 00:26:26,898
[cindy_ertman]: because the industry had been so good
to me

803
00:26:27,038 --> 00:26:27,058
[bobby_kerr]: m

804
00:26:27,840 --> 00:26:32,307
[cindy_ertman]: and candidly a lot of leaders had
poured into me and shared their wisdom and

805
00:26:32,387 --> 00:26:36,174
[cindy_ertman]: it was you know it's so amazing
to teach people something

806
00:26:36,038 --> 00:26:36,788
[bobby_kerr]: yah

807
00:26:36,254 --> 00:26:40,741
[cindy_ertman]: and then i learned ways to teach
more effectively and way to chunk it down

808
00:26:40,821 --> 00:26:41,563
[cindy_ertman]: so it wasn't so

809
00:26:41,468 --> 00:26:41,750
[bobby_kerr]: yeah

810
00:26:41,683 --> 00:26:47,152
[cindy_ertman]: complicated and realizing that strategies for business
success have to be simple because if they're

811
00:26:47,192 --> 00:26:49,496
[cindy_ertman]: not simple nobody will do it right
so

812
00:26:49,672 --> 00:26:49,934
[bobby_kerr]: correct

813
00:26:50,077 --> 00:26:51,559
[cindy_ertman]: learning to teach from a very

814
00:26:51,555 --> 00:26:51,737
[bobby_kerr]: yeah

815
00:26:52,300 --> 00:26:57,125
[cindy_ertman]: um just step by step process and
not just leading people to water but teaching

816
00:26:57,145 --> 00:27:02,741
[cindy_ertman]: them how to drink so for me
i have had a coach feels like almost

817
00:27:02,841 --> 00:27:08,011
[cindy_ertman]: my whole life but certainly since the
beginning of my business career and now that

818
00:27:08,051 --> 00:27:10,856
[cindy_ertman]: i'm running a coaching company mean there
was a i have this

819
00:27:10,988 --> 00:27:11,008
[bobby_kerr]: m

820
00:27:11,316 --> 00:27:16,505
[cindy_ertman]: amazing career and i just feel so
blessed and i one thing for the women

821
00:27:16,565 --> 00:27:19,670
[cindy_ertman]: that are listening to this call because
one of the things i see is i

822
00:27:19,871 --> 00:27:20,912
[cindy_ertman]: see a lot of women

823
00:27:21,201 --> 00:27:21,283
[bobby_kerr]: at

824
00:27:21,734 --> 00:27:24,158
[cindy_ertman]: sometimes playing smaller than they need to
play

825
00:27:24,218 --> 00:27:24,318
[bobby_kerr]: oh

826
00:27:24,478 --> 00:27:28,605
[cindy_ertman]: and you know a lot of women
really are incredible leaders they want to play

827
00:27:28,685 --> 00:27:33,373
[cindy_ertman]: a bigger role in their business and
really encouraging women to step to the play

828
00:27:33,433 --> 00:27:37,019
[cindy_ertman]: because we need more female leadership particularly
in the mortgage industry but i think in

829
00:27:37,099 --> 00:27:44,231
[cindy_ertman]: most industries but one of the things
is i started realizing that my passion had

830
00:27:44,432 --> 00:27:48,919
[cindy_ertman]: switched from leading a branch and i
was leading a region at the time i

831
00:27:48,979 --> 00:27:49,820
[cindy_ertman]: was on the executive

832
00:27:49,602 --> 00:27:50,228
[bobby_kerr]: hm

833
00:27:49,861 --> 00:27:54,909
[cindy_ertman]: management team of the twelfth largest mortgage
bank in america was learning tremendous leadership strategies

834
00:27:54,878 --> 00:27:54,898
[bobby_kerr]: m

835
00:27:55,630 --> 00:27:56,532
[cindy_ertman]: but i realized that

836
00:27:56,448 --> 00:27:56,549
[bobby_kerr]: oh

837
00:27:57,113 --> 00:28:00,659
[cindy_ertman]: i was spending my days just pouring
into originators

838
00:28:00,718 --> 00:28:00,799
[bobby_kerr]: ah

839
00:28:00,839 --> 00:28:07,209
[cindy_ertman]: into branch managers and helping make them
more successful and i had this little vision

840
00:28:07,690 --> 00:28:10,535
[cindy_ertman]: well it turned out to be a
big vision but the time started

841
00:28:10,247 --> 00:28:10,268
[bobby_kerr]: m

842
00:28:10,615 --> 00:28:13,981
[cindy_ertman]: small but i i did my life
and vision plan one year and i

843
00:28:13,967 --> 00:28:13,988
[bobby_kerr]: h

844
00:28:14,081 --> 00:28:18,649
[cindy_ertman]: realized it wasn't about being a top
producer anymore or building the biggest branch

845
00:28:18,619 --> 00:28:19,328
[bobby_kerr]: right

846
00:28:18,869 --> 00:28:24,521
[cindy_ertman]: it was out building a training company
from scratch and i ultimately took a big

847
00:28:24,661 --> 00:28:27,748
[cindy_ertman]: leap because i had the little voice
that just said i didn't want to

848
00:28:27,978 --> 00:28:28,568
[bobby_kerr]: hm

849
00:28:28,520 --> 00:28:31,745
[cindy_ertman]: be on my death bed looking back
going oh my gosh i wish i had

850
00:28:31,785 --> 00:28:36,072
[cindy_ertman]: done this so i just said if
not now you know when am i just

851
00:28:36,353 --> 00:28:40,039
[cindy_ertman]: had a leap of faith and i
said if i take all the success principles

852
00:28:40,099 --> 00:28:45,187
[cindy_ertman]: that i ord into my loan origination
business and i use the same strategies

853
00:28:44,948 --> 00:28:46,148
[bobby_kerr]: yeah

854
00:28:45,408 --> 00:28:47,291
[cindy_ertman]: of taking steps creating a

855
00:28:47,348 --> 00:28:47,610
[bobby_kerr]: oh

856
00:28:47,351 --> 00:28:49,995
[cindy_ertman]: goal plan and perseverance

857
00:28:49,868 --> 00:28:50,129
[bobby_kerr]: yeah

858
00:28:50,556 --> 00:28:53,301
[cindy_ertman]: and if i get knocked down get
back up do it again the next

859
00:28:53,318 --> 00:28:53,338
[bobby_kerr]: m

860
00:28:53,361 --> 00:28:57,748
[cindy_ertman]: day and keep taking steps i know
i can build a successful coaching and training

861
00:28:57,808 --> 00:29:02,015
[cindy_ertman]: company so here we are ten years
later and i built the defining difference with

862
00:29:02,075 --> 00:29:06,763
[cindy_ertman]: the help of an incredible team and
people pour their life into helping us build

863
00:29:06,843 --> 00:29:10,109
[cindy_ertman]: and grow and now i get to
wake up every day and help people grow

864
00:29:10,510 --> 00:29:10,850
[cindy_ertman]: and it's

865
00:29:10,750 --> 00:29:11,498
[bobby_kerr]: oh

866
00:29:10,950 --> 00:29:13,154
[cindy_ertman]: just it's the most satisfied

867
00:29:13,148 --> 00:29:13,390
[bobby_kerr]: oh

868
00:29:13,374 --> 00:29:15,458
[cindy_ertman]: fulfilling thing i've ever done

869
00:29:15,226 --> 00:29:16,388
[bobby_kerr]: yeah yeah

870
00:29:15,798 --> 00:29:19,905
[cindy_ertman]: and you know that's why i want
people to set goals around their dreams

871
00:29:19,658 --> 00:29:19,880
[bobby_kerr]: oh

872
00:29:19,945 --> 00:29:23,852
[cindy_ertman]: and their passion and their purpose and
not having to know how they're going to

873
00:29:23,892 --> 00:29:24,132
[cindy_ertman]: come to

874
00:29:24,098 --> 00:29:24,118
[bobby_kerr]: m

875
00:29:24,232 --> 00:29:27,558
[cindy_ertman]: fruition because if i thought about the
how i would have never done what i

876
00:29:27,658 --> 00:29:28,500
[cindy_ertman]: think right

877
00:29:28,770 --> 00:29:31,915
[bobby_kerr]: exactly so sandy i want to go
back to something you said in the very

878
00:29:32,075 --> 00:29:36,382
[bobby_kerr]: beginning in the intro but this was
a perfect segu you said that you thought

879
00:29:36,723 --> 00:29:41,630
[bobby_kerr]: that mortgage the mortgage industry was the
best kept secret for women when you were

880
00:29:41,690 --> 00:29:45,556
[bobby_kerr]: getting into it number one do you
still feel that way number two why do

881
00:29:45,596 --> 00:29:46,157
[bobby_kerr]: you feel that way

882
00:29:48,141 --> 00:29:51,647
[cindy_ertman]: i do i think it's an amazing
business i think what

883
00:29:51,780 --> 00:29:51,921
[bobby_kerr]: what

884
00:29:51,887 --> 00:29:53,891
[cindy_ertman]: the reason you know to your point

885
00:29:53,798 --> 00:29:54,758
[bobby_kerr]: yeah

886
00:29:54,712 --> 00:29:56,034
[cindy_ertman]: you know dare about coaching

887
00:29:56,108 --> 00:29:56,289
[bobby_kerr]: oh

888
00:29:56,335 --> 00:30:00,302
[cindy_ertman]: and bobby your question is so important
the reality is

889
00:30:00,428 --> 00:30:00,671
[bobby_kerr]: oh

890
00:30:00,762 --> 00:30:05,310
[cindy_ertman]: it can also be the most consuming
business anyone could possibly get into

891
00:30:05,859 --> 00:30:06,000
[bobby_kerr]: yeah

892
00:30:06,211 --> 00:30:08,876
[cindy_ertman]: it can be a seven day a
week you know

893
00:30:09,038 --> 00:30:09,319
[bobby_kerr]: oh

894
00:30:09,296 --> 00:30:14,305
[cindy_ertman]: you're never done right it's so there's
so many and now that there's just a

895
00:30:14,365 --> 00:30:17,230
[cindy_ertman]: lot more complexity to it in today's
world

896
00:30:17,348 --> 00:30:17,571
[bobby_kerr]: oh

897
00:30:17,951 --> 00:30:21,296
[cindy_ertman]: and technology has been a great blessing
and also

898
00:30:21,369 --> 00:30:21,530
[bobby_kerr]: yeah

899
00:30:22,258 --> 00:30:22,939
[cindy_ertman]: great curse on

900
00:30:22,970 --> 00:30:23,191
[bobby_kerr]: curse

901
00:30:22,979 --> 00:30:23,100
[cindy_ertman]: men

902
00:30:23,332 --> 00:30:23,473
[bobby_kerr]: yep

903
00:30:24,001 --> 00:30:26,245
[cindy_ertman]: social media great blessing great curse

904
00:30:26,108 --> 00:30:26,369
[bobby_kerr]: oh

905
00:30:26,405 --> 00:30:29,871
[cindy_ertman]: because we have to do all of
it right we have tohave systems and processes

906
00:30:30,312 --> 00:30:30,372
[cindy_ertman]: we

907
00:30:30,343 --> 00:30:30,484
[bobby_kerr]: yep

908
00:30:30,452 --> 00:30:32,094
[cindy_ertman]: have to have a marketing platform

909
00:30:31,609 --> 00:30:31,750
[bobby_kerr]: yeah

910
00:30:32,495 --> 00:30:33,557
[cindy_ertman]: we have to have amazing

911
00:30:33,188 --> 00:30:33,369
[bobby_kerr]: oh

912
00:30:33,637 --> 00:30:37,963
[cindy_ertman]: relationship development skill we've got to have
a c r m system we've got to

913
00:30:38,003 --> 00:30:41,848
[cindy_ertman]: stay in touch with our past clients
when there's so much but the

914
00:30:41,964 --> 00:30:41,984
[bobby_kerr]: i

915
00:30:41,968 --> 00:30:45,793
[cindy_ertman]: key is we can control a lot
of how

916
00:30:45,998 --> 00:30:46,239
[bobby_kerr]: oh

917
00:30:46,635 --> 00:30:47,776
[cindy_ertman]: we spend our time

918
00:30:47,407 --> 00:30:47,507
[bobby_kerr]: yeah

919
00:30:48,137 --> 00:30:54,408
[cindy_ertman]: with creating systems and processes because most
people when they get into it it's very

920
00:30:54,548 --> 00:30:59,236
[cindy_ertman]: hodge podge they might be successful by
accident but you get to a place where

921
00:30:59,296 --> 00:31:01,660
[cindy_ertman]: people's business is going like this they're

922
00:31:01,781 --> 00:31:01,801
[bobby_kerr]: h

923
00:31:01,860 --> 00:31:02,521
[cindy_ertman]: going and getting

924
00:31:02,447 --> 00:31:02,468
[bobby_kerr]: m

925
00:31:02,601 --> 00:31:04,564
[cindy_ertman]: it and then they come back and
then they're

926
00:31:04,598 --> 00:31:04,859
[bobby_kerr]: yeah

927
00:31:04,625 --> 00:31:07,009
[cindy_ertman]: in their file processing all the paper
work and then

928
00:31:06,952 --> 00:31:07,113
[bobby_kerr]: yep

929
00:31:07,029 --> 00:31:09,132
[cindy_ertman]: they come up he have no business
they have to go back

930
00:31:09,158 --> 00:31:09,380
[bobby_kerr]: oh

931
00:31:09,172 --> 00:31:11,336
[cindy_ertman]: to the field and so the key
as creating

932
00:31:11,378 --> 00:31:11,560
[bobby_kerr]: oh

933
00:31:11,456 --> 00:31:14,942
[cindy_ertman]: systems and processes help using technology to
help support

934
00:31:14,708 --> 00:31:14,969
[bobby_kerr]: oh

935
00:31:15,022 --> 00:31:16,584
[cindy_ertman]: that and creating

936
00:31:16,437 --> 00:31:16,538
[bobby_kerr]: yeah

937
00:31:17,226 --> 00:31:18,468
[cindy_ertman]: a team ultimately

938
00:31:18,908 --> 00:31:18,928
[bobby_kerr]: m

939
00:31:18,988 --> 00:31:22,114
[cindy_ertman]: that allow focus on income and relational
activity so

940
00:31:22,178 --> 00:31:23,378
[bobby_kerr]: oh

941
00:31:22,194 --> 00:31:24,958
[cindy_ertman]: it's a lot of where i spend
my time as a coach

942
00:31:25,178 --> 00:31:25,401
[bobby_kerr]: yeah

943
00:31:26,040 --> 00:31:27,663
[cindy_ertman]: of helping people look at their

944
00:31:27,608 --> 00:31:27,873
[bobby_kerr]: yeah

945
00:31:28,344 --> 00:31:30,387
[cindy_ertman]: system and their process or usually lack
of

946
00:31:30,548 --> 00:31:30,789
[bobby_kerr]: oh

947
00:31:31,189 --> 00:31:34,274
[cindy_ertman]: helping them start to identify the steps
of the process that

948
00:31:34,208 --> 00:31:34,551
[bobby_kerr]: oh

949
00:31:34,334 --> 00:31:38,421
[cindy_ertman]: are going to make it replicatable because
i could have never gotten to over two

950
00:31:38,501 --> 00:31:39,963
[cindy_ertman]: hundred million in personal production

951
00:31:40,028 --> 00:31:40,430
[bobby_kerr]: oh

952
00:31:40,044 --> 00:31:43,409
[cindy_ertman]: without a replicatable system and a process

953
00:31:42,990 --> 00:31:43,090
[bobby_kerr]: oh

954
00:31:43,710 --> 00:31:44,010
[cindy_ertman]: we were

955
00:31:43,876 --> 00:31:43,997
[bobby_kerr]: yeah

956
00:31:44,070 --> 00:31:49,079
[cindy_ertman]: like a well oiled machine and i
also you know bobby i had a lot

957
00:31:49,139 --> 00:31:50,982
[cindy_ertman]: of nonnegotiables you know

958
00:31:51,189 --> 00:31:51,289
[bobby_kerr]: oh

959
00:31:51,202 --> 00:31:53,346
[cindy_ertman]: i was a mom of three kids
and i wanted

960
00:31:53,326 --> 00:31:53,468
[bobby_kerr]: yeah

961
00:31:53,466 --> 00:31:57,575
[cindy_ertman]: to be a great mom i did
work a lot but i my kids would

962
00:31:57,655 --> 00:31:58,838
[cindy_ertman]: tell you i was home

963
00:31:58,718 --> 00:31:58,960
[bobby_kerr]: oh

964
00:31:58,879 --> 00:31:59,580
[cindy_ertman]: by six thirty

965
00:31:59,587 --> 00:31:59,648
[bobby_kerr]: ah

966
00:31:59,881 --> 00:32:00,383
[cindy_ertman]: i ate dinner

967
00:32:00,278 --> 00:32:00,298
[bobby_kerr]: m

968
00:32:00,443 --> 00:32:06,585
[cindy_ertman]: with my family every single night that
was non negotiable and when i realized even

969
00:32:06,626 --> 00:32:09,530
[cindy_ertman]: though i love to cook i didn't
have the time to come

970
00:32:09,518 --> 00:32:09,799
[bobby_kerr]: oh

971
00:32:09,651 --> 00:32:11,373
[cindy_ertman]: home and prepare a three course

972
00:32:11,318 --> 00:32:11,338
[bobby_kerr]: m

973
00:32:11,434 --> 00:32:13,257
[cindy_ertman]: meal with my now for my family

974
00:32:13,985 --> 00:32:14,025
[bobby_kerr]: h

975
00:32:14,218 --> 00:32:18,425
[cindy_ertman]: i hired a nan to do it
for me and because of her she still

976
00:32:18,465 --> 00:32:23,754
[cindy_ertman]: works for me today but because of
her i taught her how to shop i

977
00:32:23,854 --> 00:32:27,901
[cindy_ertman]: taught her how to cook my ten
favorite dishes taught her how set the table

978
00:32:28,522 --> 00:32:31,888
[cindy_ertman]: and most people don't train people to
be the support that they need in their

979
00:32:31,948 --> 00:32:32,128
[cindy_ertman]: life

980
00:32:32,168 --> 00:32:32,188
[bobby_kerr]: m

981
00:32:32,228 --> 00:32:36,535
[cindy_ertman]: so when i'm working with women and
mothers and a lot of dad's as well

982
00:32:36,659 --> 00:32:36,800
[bobby_kerr]: oh

983
00:32:37,096 --> 00:32:40,642
[cindy_ertman]: i really help them create systems around
when people say well i can't

984
00:32:40,568 --> 00:32:41,858
[bobby_kerr]: yeah

985
00:32:40,742 --> 00:32:42,926
[cindy_ertman]: do that because i well there's

986
00:32:42,938 --> 00:32:43,138
[bobby_kerr]: yeah

987
00:32:43,006 --> 00:32:47,514
[cindy_ertman]: another solution you might have to write
a check but there's a lot of ways

988
00:32:47,614 --> 00:32:49,277
[cindy_ertman]: to create a sustainable

989
00:32:48,848 --> 00:32:49,051
[bobby_kerr]: oh

990
00:32:49,377 --> 00:32:52,865
[cindy_ertman]: business and have a eight family two
and

991
00:32:52,908 --> 00:32:53,489
[bobby_kerr]: absolutely

992
00:32:52,945 --> 00:32:53,086
[cindy_ertman]: so

993
00:32:54,190 --> 00:32:56,654
[bobby_kerr]: well and just like one of our
good friends in our group and they just

994
00:32:56,714 --> 00:32:57,595
[bobby_kerr]: write the check right

995
00:32:57,990 --> 00:32:58,213
[cindy_ertman]: yeah

996
00:32:58,096 --> 00:33:00,160
[bobby_kerr]: just just write the check and

997
00:33:00,221 --> 00:33:00,842
[cindy_ertman]: caroline

998
00:33:00,240 --> 00:33:00,861
[bobby_kerr]: make it happen

999
00:33:01,364 --> 00:33:01,564
[cindy_ertman]: write

1000
00:33:01,382 --> 00:33:01,582
[bobby_kerr]: yeah

1001
00:33:01,624 --> 00:33:02,106
[cindy_ertman]: the check

1002
00:33:02,584 --> 00:33:06,991
[bobby_kerr]: just write the check so so talking
the coaching you know i'm sure you come

1003
00:33:07,131 --> 00:33:12,300
[bobby_kerr]: up against some resistance of people looking
like they know they need the coaching but

1004
00:33:12,440 --> 00:33:15,425
[bobby_kerr]: you know mentally they're like oh my
gosh you know it's going to be this

1005
00:33:15,505 --> 00:33:19,572
[bobby_kerr]: commitment so what would you say to
kind of help people get over that we

1006
00:33:19,632 --> 00:33:22,777
[bobby_kerr]: call it the fear bridge what would
you say to them to get over the

1007
00:33:22,818 --> 00:33:27,505
[bobby_kerr]: fear bridge just to believe in themselves
and get into coaching so they can you

1008
00:33:27,545 --> 00:33:29,192
[bobby_kerr]: know improve their lives on the red

1009
00:33:30,010 --> 00:33:33,737
[cindy_ertman]: you know it's such a good question
because there are so many i mean i

1010
00:33:33,797 --> 00:33:37,483
[cindy_ertman]: should start making a list right of
all the resistance conversation

1011
00:33:37,744 --> 00:33:38,468
[bobby_kerr]: hm

1012
00:33:38,164 --> 00:33:42,131
[cindy_ertman]: the reasons people say no i mean
the number one reason is i just don't

1013
00:33:42,211 --> 00:33:43,654
[cindy_ertman]: have the financial resources

1014
00:33:43,538 --> 00:33:43,818
[bobby_kerr]: yeah

1015
00:33:43,814 --> 00:33:45,117
[cindy_ertman]: to pay for this so that's

1016
00:33:45,142 --> 00:33:45,342
[bobby_kerr]: right

1017
00:33:45,237 --> 00:33:48,685
[cindy_ertman]: number one is don't have the money
you know number two

1018
00:33:48,918 --> 00:33:49,019
[bobby_kerr]: ah

1019
00:33:49,106 --> 00:33:50,208
[cindy_ertman]: is don't have the time

1020
00:33:50,767 --> 00:33:50,828
[bobby_kerr]: ah

1021
00:33:50,930 --> 00:33:51,851
[cindy_ertman]: it is going to take too much

1022
00:33:51,878 --> 00:33:52,098
[bobby_kerr]: oh

1023
00:33:51,951 --> 00:33:54,856
[cindy_ertman]: time i'm too busy at work and
i've got kids and all those who just

1024
00:33:54,876 --> 00:33:56,559
[cindy_ertman]: don't have the time um

1025
00:33:56,558 --> 00:33:56,779
[bobby_kerr]: yeah

1026
00:33:57,020 --> 00:34:00,626
[cindy_ertman]: and i think there is there is
a group of people and i can

1027
00:34:00,679 --> 00:34:00,699
[bobby_kerr]: i

1028
00:34:00,706 --> 00:34:04,814
[cindy_ertman]: always identify which ones are going to
be that really don't believe they're coachable they're

1029
00:34:04,854 --> 00:34:05,957
[cindy_ertman]: the no at all group they already

1030
00:34:05,936 --> 00:34:06,057
[bobby_kerr]: yeah

1031
00:34:05,997 --> 00:34:06,539
[cindy_ertman]: know everything

1032
00:34:07,074 --> 00:34:07,719
[bobby_kerr]: got you yep

1033
00:34:07,630 --> 00:34:11,576
[cindy_ertman]: i already know it like i've worked
with three or four coaches i could coach

1034
00:34:11,616 --> 00:34:13,319
[cindy_ertman]: that like people who just know it
all

1035
00:34:13,928 --> 00:34:13,948
[bobby_kerr]: m

1036
00:34:13,960 --> 00:34:16,605
[cindy_ertman]: i called up the uncoachables that need
to learn to be coached

1037
00:34:17,078 --> 00:34:19,921
[bobby_kerr]: yeats

1038
00:34:19,530 --> 00:34:19,711
[cindy_ertman]: oh

1039
00:34:20,381 --> 00:34:23,445
[bobby_kerr]: that comes back to the dr phil
how is that working out for

1040
00:34:25,242 --> 00:34:25,562
[cindy_ertman]: well they're

1041
00:34:25,568 --> 00:34:25,788
[bobby_kerr]: yeah

1042
00:34:25,622 --> 00:34:29,188
[cindy_ertman]: calling the funny thing is to a
lot of times these people are reaching out

1043
00:34:29,308 --> 00:34:31,712
[cindy_ertman]: to me and yes maybe off an
add or an email or

1044
00:34:31,747 --> 00:34:31,868
[bobby_kerr]: yeah

1045
00:34:31,752 --> 00:34:35,158
[cindy_ertman]: whatever but they're the one pushed the
button for the strategy call you know

1046
00:34:35,258 --> 00:34:36,158
[bobby_kerr]: oh

1047
00:34:35,459 --> 00:34:40,906
[cindy_ertman]: asking for meeting and then they're doing
nothing but talking themselves out of it and

1048
00:34:41,607 --> 00:34:47,856
[cindy_ertman]: the reality is coaching is always worth
the investment and yet are there some stories

1049
00:34:47,936 --> 00:34:52,684
[cindy_ertman]: of people making bad coaching decisions and
you do it's a relationship so whether

1050
00:34:52,716 --> 00:34:53,288
[bobby_kerr]: hm

1051
00:34:52,764 --> 00:34:55,689
[cindy_ertman]: someone coaches with me or with someone
else i always say look you've got to

1052
00:34:55,910 --> 00:34:57,332
[cindy_ertman]: a relationship with your coach

1053
00:34:57,428 --> 00:34:57,630
[bobby_kerr]: oh

1054
00:34:57,993 --> 00:34:59,195
[cindy_ertman]: because it's a relationship

1055
00:34:59,047 --> 00:34:59,108
[bobby_kerr]: ah

1056
00:34:59,255 --> 00:35:04,163
[cindy_ertman]: business because coaching is multi dimensional i
mean we're business coaches but at the end

1057
00:35:04,224 --> 00:35:05,946
[cindy_ertman]: of the day there's a lot of
personal

1058
00:35:05,918 --> 00:35:06,578
[bobby_kerr]: yeah

1059
00:35:06,007 --> 00:35:07,249
[cindy_ertman]: life that has a lot to do

1060
00:35:07,538 --> 00:35:07,680
[bobby_kerr]: yeah

1061
00:35:07,850 --> 00:35:12,237
[cindy_ertman]: with our business life so we really
do get into you know the whole person

1062
00:35:11,918 --> 00:35:11,938
[bobby_kerr]: m

1063
00:35:12,357 --> 00:35:13,639
[cindy_ertman]: it's really were coaching the whole

1064
00:35:13,536 --> 00:35:14,108
[bobby_kerr]: hm

1065
00:35:13,679 --> 00:35:17,766
[cindy_ertman]: person it's not just business strategy we
also get into how are you spending your

1066
00:35:17,826 --> 00:35:19,189
[cindy_ertman]: time how

1067
00:35:19,178 --> 00:35:19,460
[bobby_kerr]: oh

1068
00:35:19,249 --> 00:35:20,350
[cindy_ertman]: are you use focus

1069
00:35:20,289 --> 00:35:20,371
[bobby_kerr]: oh

1070
00:35:20,451 --> 00:35:24,137
[cindy_ertman]: time and a lot of people's lives
are out of sink with their family

1071
00:35:24,098 --> 00:35:24,118
[bobby_kerr]: m

1072
00:35:24,217 --> 00:35:27,743
[cindy_ertman]: because they put themselves last their health
is deteriated

1073
00:35:28,417 --> 00:35:28,598
[bobby_kerr]: yeah

1074
00:35:28,624 --> 00:35:29,966
[cindy_ertman]: they're drinking too much at

1075
00:35:29,948 --> 00:35:30,189
[bobby_kerr]: oh

1076
00:35:30,047 --> 00:35:34,294
[cindy_ertman]: night they're not working out there they've
gained weight right they worked too much

1077
00:35:34,568 --> 00:35:34,809
[bobby_kerr]: oh

1078
00:35:34,754 --> 00:35:39,302
[cindy_ertman]: they've lost relationships with their kids and
their spouses and so we've got to kind

1079
00:35:39,342 --> 00:35:42,107
[cindy_ertman]: of coach the whole person but getting
them

1080
00:35:42,218 --> 00:35:42,440
[bobby_kerr]: yeah

1081
00:35:42,227 --> 00:35:44,460
[cindy_ertman]: over to the other hump of under
standing that

1082
00:35:44,558 --> 00:35:44,862
[bobby_kerr]: yeah

1083
00:35:45,500 --> 00:35:49,727
[cindy_ertman]: it is so true they're not just
empty the words the reason people have said

1084
00:35:49,807 --> 00:35:50,348
[cindy_ertman]: for yours and

1085
00:35:50,678 --> 00:35:50,698
[bobby_kerr]: m

1086
00:35:50,809 --> 00:35:52,071
[cindy_ertman]: tony robin says that all the time

1087
00:35:51,998 --> 00:35:52,260
[bobby_kerr]: oh

1088
00:35:52,091 --> 00:35:55,336
[cindy_ertman]: you know the best investment you will
ever make is the investment

1089
00:35:55,369 --> 00:35:55,449
[bobby_kerr]: ah

1090
00:35:55,376 --> 00:36:00,710
[cindy_ertman]: you make in yourself but there al
ity is nobody can make you great nobody

1091
00:36:00,551 --> 00:36:01,118
[bobby_kerr]: hm

1092
00:36:01,191 --> 00:36:01,652
[cindy_ertman]: everyone thinks

1093
00:36:01,508 --> 00:36:01,751
[bobby_kerr]: oh

1094
00:36:01,692 --> 00:36:02,994
[cindy_ertman]: like take the magic

1095
00:36:02,745 --> 00:36:02,927
[bobby_kerr]: yeah

1096
00:36:03,054 --> 00:36:04,036
[cindy_ertman]: pill we're going to be great

1097
00:36:03,968 --> 00:36:03,988
[bobby_kerr]: m

1098
00:36:04,136 --> 00:36:08,523
[cindy_ertman]: like no we got to make ourselves
great and if you really want to grow

1099
00:36:09,365 --> 00:36:12,971
[cindy_ertman]: you've got to get accountability you've got
to have somebody it can help you think

1100
00:36:12,968 --> 00:36:13,151
[bobby_kerr]: oh

1101
00:36:13,091 --> 00:36:16,958
[cindy_ertman]: bigger than you think for yourself you
have to somebody that can help you be

1102
00:36:17,058 --> 00:36:21,385
[cindy_ertman]: confident in a very uncomfortable situation to
make those calls and use that script

1103
00:36:21,496 --> 00:36:21,597
[bobby_kerr]: eh

1104
00:36:22,226 --> 00:36:26,233
[cindy_ertman]: you've got to get somebody that when
you follow and you you know you fall

1105
00:36:26,273 --> 00:36:26,373
[cindy_ertman]: off

1106
00:36:26,408 --> 00:36:26,629
[bobby_kerr]: oh

1107
00:36:26,413 --> 00:36:27,916
[cindy_ertman]: your commitments to get you back on
the

1108
00:36:27,848 --> 00:36:28,092
[bobby_kerr]: oh

1109
00:36:27,976 --> 00:36:29,959
[cindy_ertman]: horse and to you re commit

1110
00:36:29,798 --> 00:36:30,062
[bobby_kerr]: oh

1111
00:36:30,039 --> 00:36:32,904
[cindy_ertman]: again or to you know come up
with some new agreements

1112
00:36:32,590 --> 00:36:32,611
[bobby_kerr]: m

1113
00:36:32,984 --> 00:36:38,054
[cindy_ertman]: about what you want to do but
the most beautiful thing is to get to

1114
00:36:38,134 --> 00:36:39,557
[cindy_ertman]: the end

1115
00:36:39,428 --> 00:36:40,058
[bobby_kerr]: yeah

1116
00:36:39,657 --> 00:36:44,227
[cindy_ertman]: or into a coaching arrangement and then
for us to get the emails that are

1117
00:36:44,267 --> 00:36:44,668
[cindy_ertman]: just like

1118
00:36:44,558 --> 00:36:44,778
[bobby_kerr]: oh

1119
00:36:45,540 --> 00:36:47,927
[cindy_ertman]: oh my gosh you've changed my life

1120
00:36:48,460 --> 00:36:49,365
[bobby_kerr]: the moment

1121
00:36:50,081 --> 00:36:54,028
[cindy_ertman]: like we just started a new client
coaching one of my with one of my

1122
00:36:54,108 --> 00:36:54,489
[cindy_ertman]: coaches

1123
00:36:54,338 --> 00:36:54,578
[bobby_kerr]: yeah

1124
00:36:55,370 --> 00:36:56,931
[cindy_ertman]: and i had picked the coach for
him

1125
00:36:56,907 --> 00:36:57,068
[bobby_kerr]: yeah

1126
00:36:57,352 --> 00:36:58,993
[cindy_ertman]: and he had very specific he's been

1127
00:36:59,027 --> 00:36:59,048
[bobby_kerr]: m

1128
00:36:59,033 --> 00:37:00,855
[cindy_ertman]: in business almost thirty years

1129
00:37:01,118 --> 00:37:01,362
[bobby_kerr]: oh

1130
00:37:01,376 --> 00:37:03,959
[cindy_ertman]: a very specific requirements and

1131
00:37:03,977 --> 00:37:03,998
[bobby_kerr]: m

1132
00:37:04,990 --> 00:37:08,956
[cindy_ertman]: i had to meet the coach but
i said look you'd be crazy not to

1133
00:37:08,996 --> 00:37:09,197
[cindy_ertman]: coach

1134
00:37:09,137 --> 00:37:09,158
[bobby_kerr]: m

1135
00:37:09,217 --> 00:37:12,963
[cindy_ertman]: with her she is amazing like she's
as incredible if she's got experience in what

1136
00:37:13,043 --> 00:37:14,826
[cindy_ertman]: you need and that's a lot of
how

1137
00:37:14,746 --> 00:37:14,807
[bobby_kerr]: oh

1138
00:37:14,886 --> 00:37:14,946
[cindy_ertman]: we

1139
00:37:14,918 --> 00:37:15,201
[bobby_kerr]: oh

1140
00:37:15,026 --> 00:37:19,233
[cindy_ertman]: pick our coaches but like in the
second call the guys sending in

1141
00:37:19,448 --> 00:37:19,649
[bobby_kerr]: oh

1142
00:37:19,454 --> 00:37:23,681
[cindy_ertman]: me and email saying oh my gosh
she pushed me to make a call that

1143
00:37:23,741 --> 00:37:24,622
[cindy_ertman]: i hadn't been willing

1144
00:37:24,578 --> 00:37:24,818
[bobby_kerr]: oh

1145
00:37:24,682 --> 00:37:28,068
[cindy_ertman]: to make because it was a huge
account i was going after this big corporate

1146
00:37:28,088 --> 00:37:29,671
[cindy_ertman]: account anyway she

1147
00:37:29,676 --> 00:37:29,696
[bobby_kerr]: i

1148
00:37:29,831 --> 00:37:32,295
[cindy_ertman]: pushed me that she gave me the
confidence to make the

1149
00:37:32,239 --> 00:37:32,320
[bobby_kerr]: ah

1150
00:37:32,355 --> 00:37:35,961
[cindy_ertman]: calls she helped me with the scripting
i made the call i got the meeting

1151
00:37:36,101 --> 00:37:36,903
[cindy_ertman]: and i secured

1152
00:37:36,500 --> 00:37:36,602
[bobby_kerr]: ah

1153
00:37:37,384 --> 00:37:40,288
[cindy_ertman]: an account with eleven hundred people that
will probably drive twenty

1154
00:37:40,129 --> 00:37:40,149
[bobby_kerr]: i

1155
00:37:40,348 --> 00:37:43,774
[cindy_ertman]: five loans amon and he is so
excited he could hardly stand it

1156
00:37:43,988 --> 00:37:44,229
[bobby_kerr]: oh

1157
00:37:44,215 --> 00:37:46,218
[cindy_ertman]: but he would have never done that
without

1158
00:37:46,018 --> 00:37:46,142
[bobby_kerr]: yep

1159
00:37:46,258 --> 00:37:46,539
[cindy_ertman]: a coach

1160
00:37:47,029 --> 00:37:47,171
[bobby_kerr]: yeah

1161
00:37:47,380 --> 00:37:47,440
[cindy_ertman]: and

1162
00:37:47,414 --> 00:37:48,061
[bobby_kerr]: that's amazing

1163
00:37:48,021 --> 00:37:53,570
[cindy_ertman]: people don't understand it's like it's this
far away but you got to that next

1164
00:37:53,670 --> 00:37:55,432
[cindy_ertman]: step right you got to make that
next

1165
00:37:55,388 --> 00:37:56,798
[bobby_kerr]: yeah

1166
00:37:55,572 --> 00:37:57,974
[cindy_ertman]: call to get and like we talk
about all the

1167
00:37:57,938 --> 00:37:58,139
[bobby_kerr]: oh

1168
00:37:58,014 --> 00:38:01,418
[cindy_ertman]: time and certainly in sports like you
miss a hundred percent of the shot you

1169
00:38:01,458 --> 00:38:02,479
[cindy_ertman]: don't take right

1170
00:38:02,901 --> 00:38:08,270
[bobby_kerr]: exactly yeah we all we all need
that accountability it doesn't matter what part of

1171
00:38:08,350 --> 00:38:12,557
[bobby_kerr]: our life if if you're a if
you're overweight you need to be hanging out

1172
00:38:12,597 --> 00:38:18,146
[bobby_kerr]: with and talk with healthier people if
you're blown originator and you're doing one two

1173
00:38:18,226 --> 00:38:20,510
[bobby_kerr]: loans a month than you want to
do four or five then you need to

1174
00:38:20,530 --> 00:38:24,597
[bobby_kerr]: surround yourself with those people that have
those systems and those skills in place to

1175
00:38:24,657 --> 00:38:27,947
[bobby_kerr]: do that you know if you are
bad with money you need to be hanging

1176
00:38:27,987 --> 00:38:30,014
[bobby_kerr]: out with physically responsible people and

1177
00:38:30,050 --> 00:38:30,831
[cindy_ertman]: now you are

1178
00:38:31,328 --> 00:38:31,694
[bobby_kerr]: oh

1179
00:38:31,452 --> 00:38:35,559
[cindy_ertman]: and you know the thing about money
what you just said bobby and i think

1180
00:38:35,619 --> 00:38:41,188
[cindy_ertman]: it's something we don't talk about enough
it's like mortgage is interesting because people make

1181
00:38:41,288 --> 00:38:43,998
[cindy_ertman]: a lot of money and mortgage in
real estate right i mean it's a very

1182
00:38:44,179 --> 00:38:45,083
[cindy_ertman]: lucrative profession

1183
00:38:44,957 --> 00:38:44,978
[bobby_kerr]: m

1184
00:38:45,243 --> 00:38:46,147
[cindy_ertman]: if you're doing it right

1185
00:38:46,079 --> 00:38:46,985
[bobby_kerr]: can be rights

1186
00:38:47,130 --> 00:38:52,917
[cindy_ertman]: and be not for all but it
can be a very lucrative profession without question

1187
00:38:53,517 --> 00:38:56,882
[cindy_ertman]: but then we don't talk about how
do you take care of the money how

1188
00:38:56,922 --> 00:38:57,844
[cindy_ertman]: do you save the money

1189
00:38:57,820 --> 00:38:58,041
[bobby_kerr]: right

1190
00:38:58,485 --> 00:39:00,528
[cindy_ertman]: yourself first how do you protect yourself

1191
00:39:00,308 --> 00:39:00,829
[bobby_kerr]: oh

1192
00:39:00,608 --> 00:39:04,555
[cindy_ertman]: against markets like twenty twenty two or
interstrates go up and the housing

1193
00:39:04,268 --> 00:39:04,650
[bobby_kerr]: oh

1194
00:39:04,595 --> 00:39:08,902
[cindy_ertman]: market comes to a screeching halt and
then you watch people like lose homes and

1195
00:39:08,982 --> 00:39:12,428
[cindy_ertman]: lose cars and because they never think
the fosse s going to turn off and

1196
00:39:12,528 --> 00:39:12,909
[cindy_ertman]: i've learned

1197
00:39:12,810 --> 00:39:13,031
[bobby_kerr]: yeah

1198
00:39:12,969 --> 00:39:17,416
[cindy_ertman]: in our business it turns on in
like a day and it turns off and

1199
00:39:17,476 --> 00:39:18,999
[cindy_ertman]: like it's crazy

1200
00:39:18,914 --> 00:39:19,562
[bobby_kerr]: i yep

1201
00:39:19,830 --> 00:39:21,723
[cindy_ertman]: how fast it shifts and

1202
00:39:22,028 --> 00:39:22,048
[bobby_kerr]: m

1203
00:39:22,610 --> 00:39:25,413
[cindy_ertman]: you guys interview so many major athletes

1204
00:39:25,628 --> 00:39:25,832
[bobby_kerr]: oh

1205
00:39:25,994 --> 00:39:28,397
[cindy_ertman]: and it's incredible but all those athletes

1206
00:39:28,328 --> 00:39:28,629
[bobby_kerr]: oh

1207
00:39:28,477 --> 00:39:30,079
[cindy_ertman]: have professional coaches

1208
00:39:30,760 --> 00:39:30,800
[bobby_kerr]: hm

1209
00:39:30,970 --> 00:39:32,432
[cindy_ertman]: they wouldn't be at the

1210
00:39:32,477 --> 00:39:32,498
[bobby_kerr]: m

1211
00:39:32,512 --> 00:39:32,733
[cindy_ertman]: level

1212
00:39:32,618 --> 00:39:32,859
[bobby_kerr]: oh

1213
00:39:32,793 --> 00:39:38,262
[cindy_ertman]: of excellence they are without that repetition
the learning to get back up after you

1214
00:39:38,342 --> 00:39:42,369
[cindy_ertman]: fail having to get through the minds
because it happens to all of us right

1215
00:39:43,018 --> 00:39:48,687
[bobby_kerr]: and you know the athletes part portion
is interesting because every athlete that we've spoken

1216
00:39:48,787 --> 00:39:52,654
[bobby_kerr]: with no matter how much money they
made in their career while they were playing

1217
00:39:53,335 --> 00:39:58,744
[bobby_kerr]: they say to us wish i had
had a life coach or a financial coach

1218
00:39:59,265 --> 00:40:02,811
[bobby_kerr]: to help me be responsible with those
things so it doesn't matter if you're doing

1219
00:40:02,851 --> 00:40:08,460
[bobby_kerr]: mortgages or selling real estate or if
you're a professional athlete an all earn money

1220
00:40:08,781 --> 00:40:11,505
[bobby_kerr]: right we can all work and work
and work and earn money but if we

1221
00:40:11,786 --> 00:40:17,736
[bobby_kerr]: aren't stewards in a responsible manner with
that money to help people or to make

1222
00:40:17,776 --> 00:40:21,321
[bobby_kerr]: sure that we're setting ourselves up for
success later on in life because that fosset

1223
00:40:21,501 --> 00:40:24,865
[bobby_kerr]: is going to turn off it's not
a matter of when it's not a matter

1224
00:40:24,925 --> 00:40:26,066
[bobby_kerr]: of if it's a matter of when

1225
00:40:26,186 --> 00:40:26,813
[cindy_ertman]: a erbrazete

1226
00:40:27,258 --> 00:40:31,044
[bobby_kerr]: right then we need we need to
have people in our circle that influence us

1227
00:40:31,104 --> 00:40:35,772
[bobby_kerr]: in a positive manner to say all
right hey this is a really good time

1228
00:40:35,852 --> 00:40:39,698
[bobby_kerr]: right now but make sure that you're
taking care of your future self always joke

1229
00:40:39,759 --> 00:40:44,486
[bobby_kerr]: like um future bobby is helping you
know present bobby is helping future bobby right

1230
00:40:44,526 --> 00:40:47,672
[bobby_kerr]: now by doing x y z and
so i think it's important to have that

1231
00:40:47,772 --> 00:40:52,640
[bobby_kerr]: frame of mind no matter what we're
doing and it's again is the the importance

1232
00:40:52,700 --> 00:40:58,329
[bobby_kerr]: of having the coach and like what
you said sandy is having conversations with people

1233
00:40:58,450 --> 00:41:04,620
[bobby_kerr]: that is taking them to another level
helping them think bigger right and i know

1234
00:41:04,680 --> 00:41:08,366
[bobby_kerr]: you have a really good knack of
like let's say if you're coaching someone and

1235
00:41:08,426 --> 00:41:10,971
[bobby_kerr]: their life goal is to have a
second home in arizona

1236
00:41:11,340 --> 00:41:11,600
[cindy_ertman]: oh

1237
00:41:11,592 --> 00:41:15,618
[bobby_kerr]: and then you say basically put your
big boy pants and just

1238
00:41:15,510 --> 00:41:15,750
[cindy_ertman]: yeah

1239
00:41:15,678 --> 00:41:20,727
[bobby_kerr]: go do it right so which was
one of the best best stories

1240
00:41:20,340 --> 00:41:20,566
[cindy_ertman]: yeah

1241
00:41:20,767 --> 00:41:25,455
[bobby_kerr]: that i have and literally one of
the best things that i've ever done in

1242
00:41:25,495 --> 00:41:30,543
[bobby_kerr]: my life and it just tapped up
but again you know even for me at

1243
00:41:30,583 --> 00:41:35,712
[bobby_kerr]: that time you put these self limitations
on yourself maybe i'm just being too conservative

1244
00:41:35,872 --> 00:41:39,458
[bobby_kerr]: or whatever but now it turns out
to be a great investment and again and

1245
00:41:39,518 --> 00:41:43,905
[bobby_kerr]: it's not just that example it's across
the board it can be personal financial

1246
00:41:44,460 --> 00:41:44,623
[cindy_ertman]: yeah

1247
00:41:44,807 --> 00:41:50,937
[bobby_kerr]: relationship wise so the coaching is just
non negotiable for people who want to really

1248
00:41:50,977 --> 00:41:55,024
[bobby_kerr]: have amazing career and also i think
another one of the things that you have

1249
00:41:55,064 --> 00:42:00,653
[bobby_kerr]: in your program is you have an
amazing goal planning work sheet so much in

1250
00:42:00,753 --> 00:42:04,720
[bobby_kerr]: fact as you know you know i
know twice a year i either go to

1251
00:42:04,800 --> 00:42:07,825
[bobby_kerr]: a local resort or go out of
town and i just have some goal planning

1252
00:42:07,885 --> 00:42:13,254
[bobby_kerr]: for myself and that was kudos to
you your idea on doing that which is

1253
00:42:13,395 --> 00:42:16,620
[bobby_kerr]: bled into my life because i do
the same thing because he's coached me

1254
00:42:16,554 --> 00:42:17,241
[cindy_ertman]: so great

1255
00:42:17,261 --> 00:42:19,405
[bobby_kerr]: because you've coached him on the exactly
so

1256
00:42:19,371 --> 00:42:19,472
[cindy_ertman]: oh

1257
00:42:19,505 --> 00:42:19,825
[bobby_kerr]: literally

1258
00:42:19,533 --> 00:42:19,735
[cindy_ertman]: great

1259
00:42:20,266 --> 00:42:25,254
[bobby_kerr]: so literally next week sunday we've we've
changed it up not not too much but

1260
00:42:25,795 --> 00:42:33,348
[bobby_kerr]: so we meet with a entire staff
whether their originators you support people even the

1261
00:42:33,628 --> 00:42:35,051
[bobby_kerr]: receptionist who if

1262
00:42:35,061 --> 00:42:35,082
[cindy_ertman]: i

1263
00:42:35,151 --> 00:42:36,493
[bobby_kerr]: someone is on the team

1264
00:42:36,960 --> 00:42:37,222
[cindy_ertman]: yeah

1265
00:42:36,974 --> 00:42:38,236
[bobby_kerr]: we're literally meeting with them

1266
00:42:38,129 --> 00:42:38,250
[cindy_ertman]: yeah

1267
00:42:38,296 --> 00:42:40,319
[bobby_kerr]: next week to go throughal goal planning
goals so

1268
00:42:40,800 --> 00:42:41,088
[cindy_ertman]: yah

1269
00:42:42,121 --> 00:42:43,963
[bobby_kerr]: would you mind touching based on you

1270
00:42:43,991 --> 00:42:44,133
[cindy_ertman]: yeah

1271
00:42:44,003 --> 00:42:46,947
[bobby_kerr]: know some of the goal planning things
that you have with your coaching program

1272
00:42:47,770 --> 00:42:50,315
[cindy_ertman]: absolutely well i'm a huge fan around

1273
00:42:50,318 --> 00:42:50,499
[bobby_kerr]: yeah

1274
00:42:50,415 --> 00:42:55,042
[cindy_ertman]: goal planning but doing it at a
certain way because goals are great and you

1275
00:42:55,103 --> 00:42:58,608
[cindy_ertman]: know there was a study done many
years ago an m b a study at

1276
00:42:58,709 --> 00:42:59,069
[cindy_ertman]: harvard

1277
00:42:59,610 --> 00:43:00,248
[bobby_kerr]: yeah

1278
00:43:00,020 --> 00:43:01,121
[cindy_ertman]: share the eighty three

1279
00:43:00,968 --> 00:43:01,169
[bobby_kerr]: oh

1280
00:43:01,182 --> 00:43:02,344
[cindy_ertman]: percent of the population

1281
00:43:02,157 --> 00:43:02,198
[bobby_kerr]: ah

1282
00:43:02,484 --> 00:43:02,704
[cindy_ertman]: have

1283
00:43:02,828 --> 00:43:03,050
[bobby_kerr]: yeah

1284
00:43:02,884 --> 00:43:05,108
[cindy_ertman]: no goals and you know when you
think about

1285
00:43:05,138 --> 00:43:05,339
[bobby_kerr]: yeah

1286
00:43:05,148 --> 00:43:08,514
[cindy_ertman]: that it's actually very sad to me
that there s so many people that just

1287
00:43:08,468 --> 00:43:08,488
[bobby_kerr]: m

1288
00:43:08,574 --> 00:43:09,996
[cindy_ertman]: go to work and come home and
go to

1289
00:43:10,029 --> 00:43:10,191
[bobby_kerr]: yep

1290
00:43:10,056 --> 00:43:14,043
[cindy_ertman]: work with so many people that are
in jobs are not passionate about so it

1291
00:43:14,083 --> 00:43:14,143
[cindy_ertman]: was

1292
00:43:14,108 --> 00:43:14,415
[bobby_kerr]: oh

1293
00:43:14,243 --> 00:43:15,025
[cindy_ertman]: one of the things i

1294
00:43:15,068 --> 00:43:15,290
[bobby_kerr]: oh

1295
00:43:15,085 --> 00:43:15,966
[cindy_ertman]: was most grateful

1296
00:43:15,816 --> 00:43:15,977
[bobby_kerr]: yeah

1297
00:43:16,046 --> 00:43:16,868
[cindy_ertman]: for having

1298
00:43:16,778 --> 00:43:17,039
[bobby_kerr]: oh

1299
00:43:16,948 --> 00:43:19,933
[cindy_ertman]: a career that i was been so
passionate about where we could help so many

1300
00:43:19,993 --> 00:43:20,273
[cindy_ertman]: people

1301
00:43:20,108 --> 00:43:20,411
[bobby_kerr]: oh

1302
00:43:21,155 --> 00:43:21,335
[cindy_ertman]: but

1303
00:43:21,485 --> 00:43:21,728
[bobby_kerr]: right

1304
00:43:21,736 --> 00:43:25,582
[cindy_ertman]: you know and then about fourteen percent
of the population actually has goals but they

1305
00:43:25,662 --> 00:43:30,210
[cindy_ertman]: reside right here like they think about
their goals and they've got some goals but

1306
00:43:30,250 --> 00:43:35,218
[cindy_ertman]: they haven't transferred them from pen to
paper and then three percent of the population

1307
00:43:35,359 --> 00:43:41,729
[cindy_ertman]: statistic i has an actual written goal
plan and that's the key right because they

1308
00:43:41,849 --> 00:43:43,712
[cindy_ertman]: tracked all these people over ten years

1309
00:43:43,787 --> 00:43:43,808
[bobby_kerr]: m

1310
00:43:43,913 --> 00:43:47,318
[cindy_ertman]: and that three percent was earning ten
times the income level

1311
00:43:48,009 --> 00:43:48,230
[bobby_kerr]: wow

1312
00:43:48,120 --> 00:43:49,823
[cindy_ertman]: years later because they

1313
00:43:49,748 --> 00:43:50,070
[bobby_kerr]: oh

1314
00:43:50,063 --> 00:43:53,589
[cindy_ertman]: physically wrote their goals down and when
we work with our

1315
00:43:53,612 --> 00:43:53,694
[bobby_kerr]: ah

1316
00:43:53,629 --> 00:43:56,975
[cindy_ertman]: clients on goal planning i don't want
to just work with them on business

1317
00:43:56,828 --> 00:43:57,009
[bobby_kerr]: oh

1318
00:43:57,035 --> 00:44:00,621
[cindy_ertman]: goals obviously you know when we're coaching
people we are just a lot on

1319
00:44:00,698 --> 00:44:00,939
[bobby_kerr]: oh

1320
00:44:00,701 --> 00:44:04,647
[cindy_ertman]: business because we want to help them
build really successful mortgage practices

1321
00:44:05,018 --> 00:44:05,301
[bobby_kerr]: oh

1322
00:44:05,128 --> 00:44:06,370
[cindy_ertman]: but at the end of the day

1323
00:44:06,435 --> 00:44:06,638
[bobby_kerr]: yeah

1324
00:44:06,751 --> 00:44:08,434
[cindy_ertman]: more importantly i want to coach

1325
00:44:08,408 --> 00:44:08,830
[bobby_kerr]: oh

1326
00:44:08,534 --> 00:44:12,986
[cindy_ertman]: people around creating a really fulfilling life
so we're looking at

1327
00:44:13,628 --> 00:44:13,849
[bobby_kerr]: oh

1328
00:44:14,040 --> 00:44:17,746
[cindy_ertman]: like the key over arching areas that
we're looking at for goal planning and i

1329
00:44:17,866 --> 00:44:18,287
[cindy_ertman]: recommend

1330
00:44:18,098 --> 00:44:18,179
[bobby_kerr]: but

1331
00:44:18,327 --> 00:44:21,793
[cindy_ertman]: you come up with three key goals
in these key

1332
00:44:21,668 --> 00:44:21,910
[bobby_kerr]: oh

1333
00:44:21,933 --> 00:44:22,875
[cindy_ertman]: areas of your life

1334
00:44:23,468 --> 00:44:23,729
[bobby_kerr]: oh

1335
00:44:23,896 --> 00:44:28,364
[cindy_ertman]: and at least three action steps per
because you've got to have very specific action

1336
00:44:28,484 --> 00:44:28,784
[cindy_ertman]: steps

1337
00:44:28,769 --> 00:44:28,910
[bobby_kerr]: yeah

1338
00:44:29,506 --> 00:44:33,332
[cindy_ertman]: to bring the goal to reality and
so obviously starting

1339
00:44:33,339 --> 00:44:33,420
[bobby_kerr]: ah

1340
00:44:33,392 --> 00:44:38,861
[cindy_ertman]: with your career and your work goals
your business goals what are three key overarching

1341
00:44:38,507 --> 00:44:38,528
[bobby_kerr]: m

1342
00:44:38,981 --> 00:44:39,281
[cindy_ertman]: stretch

1343
00:44:39,239 --> 00:44:39,421
[bobby_kerr]: yeah

1344
00:44:39,381 --> 00:44:41,984
[cindy_ertman]: goals that you want to bring into
your universe

1345
00:44:41,798 --> 00:44:42,039
[bobby_kerr]: yeah

1346
00:44:42,044 --> 00:44:44,987
[cindy_ertman]: that you want to bring into your
life that you want to bring to fruition

1347
00:44:45,027 --> 00:44:45,467
[cindy_ertman]: over the next

1348
00:44:45,488 --> 00:44:45,691
[bobby_kerr]: oh

1349
00:44:45,547 --> 00:44:49,021
[cindy_ertman]: ninety days in your business and if
you're in the mortgage

1350
00:44:49,020 --> 00:44:49,040
[bobby_kerr]: a

1351
00:44:49,081 --> 00:44:52,627
[cindy_ertman]: business always say because a lot of
people do

1352
00:44:52,658 --> 00:44:52,881
[bobby_kerr]: yeah

1353
00:44:52,727 --> 00:44:55,973
[cindy_ertman]: not have a great data base or
see our management system it's a

1354
00:44:56,308 --> 00:44:56,508
[bobby_kerr]: um

1355
00:44:56,313 --> 00:44:58,237
[cindy_ertman]: it's a common conversation

1356
00:44:58,731 --> 00:44:58,852
[bobby_kerr]: yep

1357
00:44:59,218 --> 00:45:02,323
[cindy_ertman]: and you guys talk to you about
this right dragesago

1358
00:45:01,856 --> 00:45:01,976
[bobby_kerr]: yep

1359
00:45:02,604 --> 00:45:03,385
[cindy_ertman]: because you really were

1360
00:45:03,398 --> 00:45:03,599
[bobby_kerr]: oh

1361
00:45:03,445 --> 00:45:07,212
[cindy_ertman]: looking that create one and a lot
of people have one they don't use they

1362
00:45:07,252 --> 00:45:10,657
[cindy_ertman]: don't know how to use it their
companies don't have great systems so i'm like

1363
00:45:10,737 --> 00:45:14,840
[cindy_ertman]: go get your own they're not that
pensive but the reality is that

1364
00:45:14,828 --> 00:45:15,072
[bobby_kerr]: oh

1365
00:45:14,980 --> 00:45:18,766
[cindy_ertman]: was having i got beat over the
head from my almost

1366
00:45:18,749 --> 00:45:18,869
[bobby_kerr]: oh

1367
00:45:18,806 --> 00:45:20,149
[cindy_ertman]: like my first day in mortgage

1368
00:45:20,037 --> 00:45:20,198
[bobby_kerr]: what

1369
00:45:20,810 --> 00:45:24,235
[cindy_ertman]: to build to have a c m
and a data base and it was the

1370
00:45:24,296 --> 00:45:28,982
[cindy_ertman]: smartest thing i ever did but only
because forced into it and then of course

1371
00:45:29,002 --> 00:45:31,684
[cindy_ertman]: you got to use it it you
know i obviously the best one to have

1372
00:45:31,725 --> 00:45:35,308
[cindy_ertman]: is the one you'll actually use but
staying in touch with our past clients is

1373
00:45:35,408 --> 00:45:40,155
[cindy_ertman]: probably no matter and for relterstudet the
number one thing that we need to do

1374
00:45:40,436 --> 00:45:40,516
[cindy_ertman]: is

1375
00:45:40,598 --> 00:45:40,820
[bobby_kerr]: yeah

1376
00:45:40,616 --> 00:45:45,664
[cindy_ertman]: to communicate with our past clients because
stat show that they may have a great

1377
00:45:45,784 --> 00:45:49,070
[cindy_ertman]: experience with you they may have absolutely
loved you but a year from now they

1378
00:45:49,110 --> 00:45:49,210
[cindy_ertman]: are

1379
00:45:49,167 --> 00:45:49,208
[bobby_kerr]: ah

1380
00:45:49,290 --> 00:45:50,312
[cindy_ertman]: not going to remember your name

1381
00:45:50,748 --> 00:45:51,152
[bobby_kerr]: that's true

1382
00:45:50,993 --> 00:45:53,878
[cindy_ertman]: so we got to be in front
of our clients so if you do not

1383
00:45:53,978 --> 00:45:54,279
[cindy_ertman]: have

1384
00:45:54,248 --> 00:45:54,510
[bobby_kerr]: oh

1385
00:45:54,719 --> 00:46:00,329
[cindy_ertman]: a strong utibleoutilizable data base know you
guys use be in touch you have a

1386
00:46:00,389 --> 00:46:03,394
[cindy_ertman]: lot of cli choosing that because it's
simple it's cost effective and they have

1387
00:46:03,368 --> 00:46:03,588
[bobby_kerr]: oh

1388
00:46:03,414 --> 00:46:04,135
[cindy_ertman]: decent customers

1389
00:46:04,150 --> 00:46:04,310
[bobby_kerr]: yeah

1390
00:46:04,215 --> 00:46:08,042
[cindy_ertman]: service a lot of people use jungle
but they got to pay big professionals to

1391
00:46:08,102 --> 00:46:11,447
[cindy_ertman]: build it out so it doesn't matter
what you have but you do need one

1392
00:46:11,547 --> 00:46:17,157
[cindy_ertman]: to stay in touch i could write
an email to my class pass client data

1393
00:46:17,197 --> 00:46:20,442
[cindy_ertman]: based i wrote it every first of
the month was in my calendar was a

1394
00:46:20,542 --> 00:46:21,464
[cindy_ertman]: system in process

1395
00:46:22,162 --> 00:46:22,283
[bobby_kerr]: yep

1396
00:46:22,205 --> 00:46:25,170
[cindy_ertman]: and i sent an email on the
first of the month to my past clients

1397
00:46:25,210 --> 00:46:29,217
[cindy_ertman]: data base and when i left my
career i had forty five hundred past mortgage

1398
00:46:29,277 --> 00:46:29,838
[cindy_ertman]: clients forty

1399
00:46:29,869 --> 00:46:30,011
[bobby_kerr]: wow

1400
00:46:29,878 --> 00:46:31,240
[cindy_ertman]: five hundred clothes loan clients

1401
00:46:32,108 --> 00:46:33,008
[bobby_kerr]: yeah

1402
00:46:32,142 --> 00:46:36,789
[cindy_ertman]: and within ten minutes i could write
a simple email it would say high ball

1403
00:46:36,990 --> 00:46:40,882
[cindy_ertman]: hi peter hi mary you know right
and press the button i could pre view

1404
00:46:40,942 --> 00:46:46,354
[cindy_ertman]: it and send it out and so
and then i sent hard mail post cards

1405
00:46:46,554 --> 00:46:49,960
[cindy_ertman]: every quarter of my entire career i
got business a hundred percent of the time

1406
00:46:50,000 --> 00:46:53,726
[cindy_ertman]: that i communicated with my data base
and then we had systems to call my

1407
00:46:53,786 --> 00:46:56,130
[cindy_ertman]: data base and i could not make
all those calls

1408
00:46:56,199 --> 00:46:56,299
[bobby_kerr]: oh

1409
00:46:56,250 --> 00:46:57,572
[cindy_ertman]: personally i did

1410
00:46:57,507 --> 00:46:57,647
[bobby_kerr]: yeah

1411
00:46:57,653 --> 00:47:00,297
[cindy_ertman]: have l as that helped support that
but

1412
00:47:00,218 --> 00:47:00,541
[bobby_kerr]: oh

1413
00:47:00,417 --> 00:47:03,843
[cindy_ertman]: we made sure that we were in
touch with our data base annually at least

1414
00:47:04,063 --> 00:47:04,504
[cindy_ertman]: one call

1415
00:47:04,928 --> 00:47:05,050
[bobby_kerr]: yep

1416
00:47:05,305 --> 00:47:05,466
[cindy_ertman]: and

1417
00:47:05,354 --> 00:47:05,819
[bobby_kerr]: absolutely

1418
00:47:06,067 --> 00:47:09,552
[cindy_ertman]: you know i have a script that
i use with clients that have six questions

1419
00:47:09,653 --> 00:47:13,319
[cindy_ertman]: to ask your past clients because we
want to create reasons why

1420
00:47:13,466 --> 00:47:13,607
[bobby_kerr]: right

1421
00:47:13,499 --> 00:47:16,364
[cindy_ertman]: people you know we want to show
them ways to create wealth through

1422
00:47:16,270 --> 00:47:16,371
[bobby_kerr]: oh

1423
00:47:16,404 --> 00:47:19,128
[cindy_ertman]: real estate we have more equity and
property right now

1424
00:47:19,388 --> 00:47:19,655
[bobby_kerr]: oh

1425
00:47:19,489 --> 00:47:21,673
[cindy_ertman]: in america than ever in history

1426
00:47:22,435 --> 00:47:22,988
[bobby_kerr]: hm

1427
00:47:22,454 --> 00:47:25,299
[cindy_ertman]: and a lot of people don't understand
that they're sitting on a gold mine that

1428
00:47:25,339 --> 00:47:27,122
[cindy_ertman]: they could use to build additional wealth

1429
00:47:27,137 --> 00:47:27,158
[bobby_kerr]: m

1430
00:47:27,242 --> 00:47:28,644
[cindy_ertman]: right through real estate so

1431
00:47:28,748 --> 00:47:29,010
[bobby_kerr]: oh

1432
00:47:28,824 --> 00:47:30,988
[cindy_ertman]: a huge fan of that conversation but
i want you to

1433
00:47:31,026 --> 00:47:31,167
[bobby_kerr]: yeah

1434
00:47:31,028 --> 00:47:34,634
[cindy_ertman]: come up with three men and schools
and a minimum of three action steps that

1435
00:47:34,694 --> 00:47:35,816
[cindy_ertman]: are very specific

1436
00:47:36,098 --> 00:47:36,118
[bobby_kerr]: m

1437
00:47:36,597 --> 00:47:41,806
[cindy_ertman]: and i think starting with business is
awesome and then health and wellness because i'm

1438
00:47:41,846 --> 00:47:46,013
[cindy_ertman]: a huge proponent of this if we
are not healthy none

1439
00:47:45,925 --> 00:47:46,658
[bobby_kerr]: hm

1440
00:47:46,053 --> 00:47:47,736
[cindy_ertman]: of it matters right and

1441
00:47:47,700 --> 00:47:47,881
[bobby_kerr]: right

1442
00:47:48,197 --> 00:47:51,482
[cindy_ertman]: i've coached so many people that get
like a horrible

1443
00:47:51,008 --> 00:47:55,658
[bobby_kerr]: oh

1444
00:47:51,582 --> 00:47:57,272
[cindy_ertman]: health prognosis on something and you realize
none of it atter if we're not healthy

1445
00:47:57,372 --> 00:48:01,158
[cindy_ertman]: so i would encourage you all we
all need to up level our health and

1446
00:48:01,218 --> 00:48:04,845
[cindy_ertman]: it doesn't mean you go from zero
to ten but look i gained my fifteen

1447
00:48:04,905 --> 00:48:07,309
[cindy_ertman]: pounds during ovid and i did not
feel good and i was

1448
00:48:07,368 --> 00:48:07,549
[bobby_kerr]: right

1449
00:48:07,369 --> 00:48:08,455
[cindy_ertman]: not happy with myself

1450
00:48:08,788 --> 00:48:08,989
[bobby_kerr]: yes

1451
00:48:09,302 --> 00:48:13,596
[cindy_ertman]: and two years ago is like i
got to get over myself i actually hate

1452
00:48:13,656 --> 00:48:18,604
[cindy_ertman]: working out like i don't love it
i won't do it on my own so

1453
00:48:18,845 --> 00:48:22,671
[cindy_ertman]: i have to pay someone to coach
me i have to i have had the

1454
00:48:22,731 --> 00:48:26,978
[cindy_ertman]: same physical fitness trainer she trains me
virtually two times a week and

1455
00:48:26,979 --> 00:48:27,101
[bobby_kerr]: wow

1456
00:48:27,539 --> 00:48:30,084
[cindy_ertman]: i go on for two years now
and i will not miss it

1457
00:48:30,188 --> 00:48:30,429
[bobby_kerr]: oh

1458
00:48:31,005 --> 00:48:35,653
[cindy_ertman]: and it's like a non negotiable with
myself and i you know when i decided

1459
00:48:35,713 --> 00:48:36,855
[cindy_ertman]: to lose weight you have

1460
00:48:36,818 --> 00:48:37,448
[bobby_kerr]: oh

1461
00:48:36,895 --> 00:48:39,279
[cindy_ertman]: to so if you want to lose
ten pounds by the end of march it's

1462
00:48:39,319 --> 00:48:41,583
[cindy_ertman]: very cool but what are you going
to do

1463
00:48:41,738 --> 00:48:41,981
[bobby_kerr]: oh

1464
00:48:42,304 --> 00:48:45,369
[cindy_ertman]: you know first you got to have
a by when and then what are you

1465
00:48:45,549 --> 00:48:47,933
[cindy_ertman]: actually going to do i cleared out
all process

1466
00:48:47,858 --> 00:48:48,099
[bobby_kerr]: oh

1467
00:48:47,973 --> 00:48:50,718
[cindy_ertman]: foods from my house i got rid
of everything with sugar in it at my

1468
00:48:50,778 --> 00:48:52,562
[cindy_ertman]: entire house because and i don't

1469
00:48:52,529 --> 00:48:52,609
[bobby_kerr]: ah

1470
00:48:52,622 --> 00:48:54,588
[cindy_ertman]: even like sweets but if it's there

1471
00:48:54,536 --> 00:48:54,797
[bobby_kerr]: there

1472
00:48:54,989 --> 00:48:57,817
[cindy_ertman]: i might partake and i made a
commitment that monday

1473
00:48:57,548 --> 00:48:57,831
[bobby_kerr]: oh

1474
00:48:58,800 --> 00:49:00,123
[cindy_ertman]: through thursday

1475
00:48:59,888 --> 00:49:00,190
[bobby_kerr]: oh

1476
00:49:00,344 --> 00:49:01,186
[cindy_ertman]: or monday through friday

1477
00:49:01,208 --> 00:49:01,410
[bobby_kerr]: yeah

1478
00:49:01,246 --> 00:49:04,135
[cindy_ertman]: but sometimes not always friday a lot
of times it was through thursday

1479
00:49:04,208 --> 00:49:05,348
[bobby_kerr]: oh

1480
00:49:04,215 --> 00:49:07,677
[cindy_ertman]: that um cut down alcohol considerably

1481
00:49:07,598 --> 00:49:07,820
[bobby_kerr]: oh

1482
00:49:08,320 --> 00:49:11,772
[cindy_ertman]: i ended up eating protein of vegetables

1483
00:49:12,053 --> 00:49:12,074
[bobby_kerr]: m

1484
00:49:12,273 --> 00:49:12,934
[cindy_ertman]: four days a week

1485
00:49:12,869 --> 00:49:12,950
[bobby_kerr]: ah

1486
00:49:13,635 --> 00:49:14,356
[cindy_ertman]: and then i because i

1487
00:49:14,419 --> 00:49:14,439
[bobby_kerr]: m

1488
00:49:14,496 --> 00:49:16,860
[cindy_ertman]: love food and i love to cook
and so i'm not going to take it

1489
00:49:16,900 --> 00:49:17,060
[cindy_ertman]: away

1490
00:49:16,913 --> 00:49:16,953
[bobby_kerr]: h

1491
00:49:17,101 --> 00:49:17,922
[cindy_ertman]: all the time but you kind

1492
00:49:17,777 --> 00:49:17,798
[bobby_kerr]: m

1493
00:49:17,962 --> 00:49:20,907
[cindy_ertman]: of what you get the point like
you have to be specific

1494
00:49:20,331 --> 00:49:20,673
[bobby_kerr]: moderate

1495
00:49:20,987 --> 00:49:21,187
[cindy_ertman]: in your

1496
00:49:21,154 --> 00:49:21,616
[bobby_kerr]: moderation

1497
00:49:21,288 --> 00:49:26,216
[cindy_ertman]: action stop and i'm always trying to
up level about i'm always trying to find

1498
00:49:26,677 --> 00:49:31,244
[cindy_ertman]: better ways eat better food and you
know for me because i

1499
00:49:31,298 --> 00:49:31,563
[bobby_kerr]: oh

1500
00:49:31,384 --> 00:49:36,673
[cindy_ertman]: work a lot and i'm very focused
during the week i've started mealpreping on sundays

1501
00:49:36,753 --> 00:49:40,480
[cindy_ertman]: and that helps tremendously so i have
lunches that i can eat in thirty minutes

1502
00:49:40,940 --> 00:49:45,007
[cindy_ertman]: and have food ready to go so
i'm starting the meal prep on sundays and

1503
00:49:45,067 --> 00:49:48,594
[cindy_ertman]: that's an intentional practice it's really helped
me in particaly if you're trying to eat

1504
00:49:48,674 --> 00:49:51,439
[cindy_ertman]: healthy if you've got healthy food choices
already prep

1505
00:49:51,439 --> 00:49:51,600
[bobby_kerr]: sure

1506
00:49:52,040 --> 00:49:53,022
[cindy_ertman]: makes it easier right

1507
00:49:53,378 --> 00:49:53,640
[bobby_kerr]: oh

1508
00:49:53,724 --> 00:49:57,510
[cindy_ertman]: and then looking at your family and
your relationships because

1509
00:49:57,628 --> 00:49:57,709
[bobby_kerr]: ah

1510
00:49:58,232 --> 00:50:01,838
[cindy_ertman]: a lot of people have broken relationships
in their life and i kind

1511
00:50:01,868 --> 00:50:01,888
[bobby_kerr]: m

1512
00:50:01,878 --> 00:50:04,863
[cindy_ertman]: of look at it to you know
do you have a new one in your

1513
00:50:04,923 --> 00:50:09,370
[cindy_ertman]: life that's an energy drainer and it
could be a tea member on our teams

1514
00:50:09,791 --> 00:50:10,532
[cindy_ertman]: business wise

1515
00:50:10,581 --> 00:50:10,601
[bobby_kerr]: i

1516
00:50:11,133 --> 00:50:13,737
[cindy_ertman]: it could be a friend it could

1517
00:50:13,718 --> 00:50:14,618
[bobby_kerr]: yeah

1518
00:50:13,818 --> 00:50:17,063
[cindy_ertman]: be a family member and we can't
walk away from our family but maybe we

1519
00:50:17,143 --> 00:50:18,265
[cindy_ertman]: need to shift the amount of time

1520
00:50:18,261 --> 00:50:18,281
[bobby_kerr]: m

1521
00:50:18,325 --> 00:50:20,729
[cindy_ertman]: we spend with them like who are
you spending

1522
00:50:20,438 --> 00:50:21,158
[bobby_kerr]: yes

1523
00:50:20,749 --> 00:50:23,555
[cindy_ertman]: your with maybe of a friend that's
just a constant

1524
00:50:23,618 --> 00:50:23,859
[bobby_kerr]: oh

1525
00:50:23,735 --> 00:50:29,266
[cindy_ertman]: drain and complainer like i do not
have one person in my life like

1526
00:50:29,198 --> 00:50:29,360
[bobby_kerr]: yeah

1527
00:50:29,306 --> 00:50:31,369
[cindy_ertman]: that none i have

1528
00:50:31,419 --> 00:50:33,871
[bobby_kerr]: we call them elevator people versus basement
people

1529
00:50:34,530 --> 00:50:37,474
[cindy_ertman]: there's no space in my world for
that i mean i don't have a

1530
00:50:37,523 --> 00:50:37,685
[bobby_kerr]: yep

1531
00:50:37,555 --> 00:50:44,246
[cindy_ertman]: friend friendship in the planet like that
so but clearing relationships like if there's relationship

1532
00:50:44,306 --> 00:50:49,895
[cindy_ertman]: challenges i mean darin last year my
mortgage master mine league group we had two

1533
00:50:49,955 --> 00:50:51,598
[cindy_ertman]: men who were disconnected

1534
00:50:51,188 --> 00:50:51,450
[bobby_kerr]: oh

1535
00:50:51,658 --> 00:50:54,022
[cindy_ertman]: from their father for over ten years
and

1536
00:50:54,083 --> 00:50:54,104
[bobby_kerr]: m

1537
00:50:54,302 --> 00:50:55,004
[cindy_ertman]: both of those

1538
00:50:55,037 --> 00:50:55,058
[bobby_kerr]: m

1539
00:50:55,124 --> 00:50:58,489
[cindy_ertman]: men made a commitment that even though
they felt right

1540
00:50:59,411 --> 00:51:00,038
[bobby_kerr]: hm

1541
00:50:59,910 --> 00:51:01,793
[cindy_ertman]: right was overrated and

1542
00:51:01,718 --> 00:51:01,738
[bobby_kerr]: m

1543
00:51:01,853 --> 00:51:07,302
[cindy_ertman]: that they may only have limited time
to repair those relationships and so both of

1544
00:51:07,342 --> 00:51:12,111
[cindy_ertman]: them ended up reaching out to their
parents and began to rebuild relationship well that's

1545
00:51:12,171 --> 00:51:14,117
[cindy_ertman]: a life altering decision for someone

1546
00:51:14,118 --> 00:51:14,659
[bobby_kerr]: absolutely

1547
00:51:14,197 --> 00:51:14,277
[cindy_ertman]: to

1548
00:51:15,481 --> 00:51:17,966
[bobby_kerr]: would you rather be right or would
you rather be happy right

1549
00:51:18,720 --> 00:51:24,229
[cindy_ertman]: one hundred per cent and sometimes i
fully believe that i forgive people that maybe

1550
00:51:24,289 --> 00:51:28,035
[cindy_ertman]: in a couple of instances of my
life didn't really deserve to be forgiven

1551
00:51:28,718 --> 00:51:29,101
[bobby_kerr]: oh

1552
00:51:28,757 --> 00:51:32,903
[cindy_ertman]: i don't forgive them because they ask
i forgive them because it's healthy for me

1553
00:51:33,258 --> 00:51:33,763
[bobby_kerr]: yep yep

1554
00:51:34,005 --> 00:51:34,907
[cindy_ertman]: um and i

1555
00:51:34,956 --> 00:51:35,057
[bobby_kerr]: yep

1556
00:51:35,368 --> 00:51:40,095
[cindy_ertman]: you know i am very good friends
with my ex husband and that was probably

1557
00:51:40,176 --> 00:51:41,538
[cindy_ertman]: one of the most difficult

1558
00:51:41,258 --> 00:51:41,520
[bobby_kerr]: yeah

1559
00:51:41,698 --> 00:51:42,459
[cindy_ertman]: circumstances

1560
00:51:42,366 --> 00:51:42,548
[bobby_kerr]: yeah

1561
00:51:42,580 --> 00:51:42,720
[cindy_ertman]: oing

1562
00:51:42,608 --> 00:51:42,810
[bobby_kerr]: oh

1563
00:51:42,760 --> 00:51:45,885
[cindy_ertman]: through a divorce after a long term
marriage ended and i thought i'd be married

1564
00:51:45,965 --> 00:51:46,346
[cindy_ertman]: forever

1565
00:51:46,318 --> 00:51:46,898
[bobby_kerr]: okay

1566
00:51:46,446 --> 00:51:51,895
[cindy_ertman]: and i wasn't but the reality is
i made a choice to keep a family

1567
00:51:52,055 --> 00:51:55,581
[cindy_ertman]: intact and to make decisions that were
good for me children and my

1568
00:51:55,652 --> 00:51:55,813
[bobby_kerr]: yep

1569
00:51:55,661 --> 00:52:00,369
[cindy_ertman]: relationship with my x and it's been
ten years and we spent all of our

1570
00:52:00,449 --> 00:52:05,818
[cindy_ertman]: holidays together and our energy s clear
and it's simple and lovely and i'm most

1571
00:52:05,898 --> 00:52:11,468
[cindy_ertman]: grateful for the choices i made because
not everybody makes those choices but making my

1572
00:52:11,568 --> 00:52:15,034
[cindy_ertman]: whole platform is around intentional choice the
defining

1573
00:52:14,729 --> 00:52:14,769
[bobby_kerr]: h

1574
00:52:15,094 --> 00:52:15,735
[cindy_ertman]: difference is

1575
00:52:15,797 --> 00:52:15,818
[bobby_kerr]: m

1576
00:52:15,815 --> 00:52:19,982
[cindy_ertman]: a choice and we have the ability
of wheat like the way something is going

1577
00:52:20,042 --> 00:52:22,686
[cindy_ertman]: in our life to wake up tomorrow
and make a

1578
00:52:22,778 --> 00:52:22,798
[bobby_kerr]: m

1579
00:52:22,807 --> 00:52:25,671
[cindy_ertman]: new and intentional choice and really if

1580
00:52:25,748 --> 00:52:27,247
[bobby_kerr]: yeah

1581
00:52:25,752 --> 00:52:32,282
[cindy_ertman]: we start to make better choices around
our family and our relationship and contribution you

1582
00:52:32,343 --> 00:52:36,750
[cindy_ertman]: know and our finances how do we
take better care of our money are we

1583
00:52:36,850 --> 00:52:38,853
[cindy_ertman]: spending too much do we have too
much

1584
00:52:38,738 --> 00:52:39,003
[bobby_kerr]: oh

1585
00:52:38,974 --> 00:52:42,459
[cindy_ertman]: credit card debt like really starting to
look at those layers

1586
00:52:42,368 --> 00:52:42,574
[bobby_kerr]: oh

1587
00:52:42,660 --> 00:52:47,207
[cindy_ertman]: our life and start to make small
shifts in all of those areas so we

1588
00:52:47,348 --> 00:52:50,653
[cindy_ertman]: coach the person so look at your
goals around your financial

1589
00:52:50,588 --> 00:52:50,988
[bobby_kerr]: oh

1590
00:52:51,575 --> 00:52:57,510
[cindy_ertman]: know your personal finances because when at
a divorce mine were not that great and

1591
00:52:57,610 --> 00:52:58,271
[cindy_ertman]: i didn't want

1592
00:52:58,238 --> 00:52:58,461
[bobby_kerr]: oh

1593
00:52:58,311 --> 00:53:02,078
[cindy_ertman]: to look in the mirror about it
it was like doing tax returns for me

1594
00:53:02,138 --> 00:53:02,699
[cindy_ertman]: it was like oh

1595
00:53:02,789 --> 00:53:03,712
[bobby_kerr]: right exactly

1596
00:53:03,360 --> 00:53:06,665
[cindy_ertman]: you know i just wanted but i
really had to look at it when no

1597
00:53:06,785 --> 00:53:10,732
[cindy_ertman]: one's going to make this better but
me and so i go intentional and i

1598
00:53:10,832 --> 00:53:14,498
[cindy_ertman]: pulled all my little bits of money
and i hired a financial planner and i

1599
00:53:14,858 --> 00:53:19,067
[cindy_ertman]: started prior ising my credit cards and
paying one off and cutting it up and

1600
00:53:19,127 --> 00:53:20,410
[cindy_ertman]: paying another one off and cutting

1601
00:53:20,327 --> 00:53:20,348
[bobby_kerr]: m

1602
00:53:20,450 --> 00:53:23,677
[cindy_ertman]: it up and i live my life
today i have one rule

1603
00:53:23,498 --> 00:53:23,741
[bobby_kerr]: oh

1604
00:53:24,098 --> 00:53:28,044
[cindy_ertman]: simple my life has to be simple
from a financial perspective

1605
00:53:27,668 --> 00:53:28,358
[bobby_kerr]: oh

1606
00:53:28,465 --> 00:53:33,173
[cindy_ertman]: so i have my financial planner and
investments i have my properties i have two

1607
00:53:33,233 --> 00:53:38,021
[cindy_ertman]: credit cards one for business one for
personal my life is simple and i created

1608
00:53:38,005 --> 00:53:38,558
[bobby_kerr]: hm

1609
00:53:38,061 --> 00:53:39,784
[cindy_ertman]: that nobody did that for me that
was

1610
00:53:39,808 --> 00:53:39,970
[bobby_kerr]: yep

1611
00:53:39,824 --> 00:53:43,911
[cindy_ertman]: just making new intentional choices every month
for a couple

1612
00:53:43,809 --> 00:53:43,910
[bobby_kerr]: oh

1613
00:53:43,971 --> 00:53:47,136
[cindy_ertman]: of years till i got to where
i wanted to be and so

1614
00:53:47,380 --> 00:53:47,462
[bobby_kerr]: oh

1615
00:53:47,537 --> 00:53:48,759
[cindy_ertman]: that's what goal planning

1616
00:53:48,668 --> 00:53:48,911
[bobby_kerr]: yah

1617
00:53:48,799 --> 00:53:50,221
[cindy_ertman]: really like for me as those

1618
00:53:50,027 --> 00:53:50,048
[bobby_kerr]: h

1619
00:53:50,322 --> 00:53:51,203
[cindy_ertman]: key areas of your

1620
00:53:51,188 --> 00:53:51,470
[bobby_kerr]: yah

1621
00:53:51,283 --> 00:53:53,427
[cindy_ertman]: life getting intentional about

1622
00:53:53,466 --> 00:53:53,588
[bobby_kerr]: yah

1623
00:53:53,527 --> 00:53:59,036
[cindy_ertman]: making the shifts making the course corrections
and we make incrementalshifts we don't need to

1624
00:53:59,076 --> 00:54:01,080
[cindy_ertman]: go from a two to attend we
need

1625
00:54:01,125 --> 00:54:01,778
[bobby_kerr]: hm

1626
00:54:01,540 --> 00:54:05,847
[cindy_ertman]: incrementally grow from two to three and
then i didn't go from ten million a

1627
00:54:05,928 --> 00:54:10,515
[cindy_ertman]: year to you know a hundred million
in production you know i went from ten

1628
00:54:10,696 --> 00:54:13,080
[cindy_ertman]: to twenty and got better practices

1629
00:54:12,969 --> 00:54:13,152
[bobby_kerr]: right

1630
00:54:13,200 --> 00:54:14,864
[cindy_ertman]: i went to thirty and then went
to forty

1631
00:54:14,714 --> 00:54:14,734
[bobby_kerr]: h

1632
00:54:15,024 --> 00:54:15,125
[cindy_ertman]: and

1633
00:54:15,587 --> 00:54:15,608
[bobby_kerr]: m

1634
00:54:15,806 --> 00:54:19,315
[cindy_ertman]: then it starts to become incremetal right
then you can go from fifty to eighty

1635
00:54:19,415 --> 00:54:19,756
[cindy_ertman]: you know

1636
00:54:20,164 --> 00:54:20,405
[bobby_kerr]: right

1637
00:54:20,257 --> 00:54:20,538
[cindy_ertman]: guess

1638
00:54:21,146 --> 00:54:21,406
[bobby_kerr]: right

1639
00:54:21,770 --> 00:54:26,074
[cindy_ertman]: now you've got more systems and more
processes and to me goal planning but there's

1640
00:54:26,174 --> 00:54:30,017
[cindy_ertman]: one thing about goals and i'll shut
up here the goal the biggest thing about

1641
00:54:30,097 --> 00:54:34,412
[cindy_ertman]: goals is they've got to be written
down you've got to get an accountability

1642
00:54:34,019 --> 00:54:34,120
[bobby_kerr]: oh

1643
00:54:34,492 --> 00:54:38,459
[cindy_ertman]: partner somebody in your life somebody in
your world has to be your

1644
00:54:38,408 --> 00:54:38,711
[bobby_kerr]: oh

1645
00:54:38,479 --> 00:54:43,788
[cindy_ertman]: accountability partner you need to talk about
your goals every single week bring him back

1646
00:54:43,808 --> 00:54:44,028
[bobby_kerr]: oh

1647
00:54:43,868 --> 00:54:47,634
[cindy_ertman]: to the forefront and you need to
put energy around your goals you have to

1648
00:54:47,734 --> 00:54:53,824
[cindy_ertman]: tell someone out loud physically around your
goals because it's all energy and if we

1649
00:54:53,924 --> 00:54:55,106
[cindy_ertman]: start talking about our

1650
00:54:55,028 --> 00:54:55,310
[bobby_kerr]: oh

1651
00:54:55,146 --> 00:55:01,457
[cindy_ertman]: goals our mind starts look at them
differently and it is energetic ly things

1652
00:55:01,358 --> 00:55:01,378
[bobby_kerr]: y

1653
00:55:01,557 --> 00:55:02,939
[cindy_ertman]: start to happen and become

1654
00:55:02,975 --> 00:55:03,197
[bobby_kerr]: yeah

1655
00:55:03,280 --> 00:55:05,924
[cindy_ertman]: the law of attraction is true and
you may be very big

1656
00:55:05,940 --> 00:55:06,101
[bobby_kerr]: sure

1657
00:55:05,985 --> 00:55:08,389
[cindy_ertman]: sceptics around it but it's about energy

1658
00:55:08,138 --> 00:55:08,339
[bobby_kerr]: oh

1659
00:55:08,469 --> 00:55:11,983
[cindy_ertman]: and so the more we talk about
the goals the more likely they are to

1660
00:55:12,044 --> 00:55:12,767
[cindy_ertman]: come to fruition

1661
00:55:13,771 --> 00:55:17,477
[bobby_kerr]: we could do a whole show on
goal planning and goal setting and the importance

1662
00:55:17,557 --> 00:55:20,402
[bobby_kerr]: of it because i mean i've got
so many thoughts going through my head because

1663
00:55:20,762 --> 00:55:24,188
[bobby_kerr]: we talk about this so often all
of our company goals are posted all over

1664
00:55:24,248 --> 00:55:28,234
[bobby_kerr]: the walls of the offices so that
everyone's rowing in the same direction you know

1665
00:55:28,454 --> 00:55:30,557
[bobby_kerr]: a goal without a plan is just
a wish

1666
00:55:31,630 --> 00:55:31,931
[cindy_ertman]: one and

1667
00:55:31,978 --> 00:55:32,960
[bobby_kerr]: right and

1668
00:55:33,375 --> 00:55:33,777
[cindy_ertman]: in bobby

1669
00:55:34,122 --> 00:55:36,505
[bobby_kerr]: everything we're talking about with the intentionality

1670
00:55:35,724 --> 00:55:35,807
[cindy_ertman]: oh

1671
00:55:37,347 --> 00:55:41,434
[bobby_kerr]: is you know smart goals the acronym
of s m a r t right being

1672
00:55:41,514 --> 00:55:47,003
[bobby_kerr]: specific and measurable and attainable and you
know in time oriented like these have to

1673
00:55:47,103 --> 00:55:52,893
[bobby_kerr]: be there and so you know to
give you props with the total success blueprint

1674
00:55:53,233 --> 00:55:56,579
[bobby_kerr]: right that's what i you know we
use o write

1675
00:55:56,411 --> 00:55:56,532
[cindy_ertman]: it's

1676
00:55:56,619 --> 00:55:56,819
[bobby_kerr]: down

1677
00:55:56,633 --> 00:55:56,794
[cindy_ertman]: hot

1678
00:55:57,040 --> 00:56:02,308
[bobby_kerr]: our goals is your plan with our
staff and with our with the team because

1679
00:56:03,110 --> 00:56:07,918
[bobby_kerr]: you have to have action steps for
each goal again just writing it down i

1680
00:56:08,018 --> 00:56:12,445
[bobby_kerr]: want to make x or i want
to have a better relationship with my spouse

1681
00:56:12,505 --> 00:56:14,008
[bobby_kerr]: or my mom or whatever it is

1682
00:56:14,442 --> 00:56:14,544
[cindy_ertman]: ah

1683
00:56:14,889 --> 00:56:19,056
[bobby_kerr]: that's just a wish unless you have
actionsthips to make sure that you accomplish those

1684
00:56:19,137 --> 00:56:23,143
[bobby_kerr]: goals so everything that we've been talking
about with goals that you're saying that you

1685
00:56:23,243 --> 00:56:27,330
[bobby_kerr]: teach in your coaching platform is it's
not rocket science

1686
00:56:28,201 --> 00:56:28,362
[cindy_ertman]: it's

1687
00:56:28,432 --> 00:56:28,612
[bobby_kerr]: but

1688
00:56:28,523 --> 00:56:28,684
[cindy_ertman]: not

1689
00:56:29,193 --> 00:56:32,018
[bobby_kerr]: if you just do it and you
do it the right way then we'll be

1690
00:56:32,078 --> 00:56:35,564
[bobby_kerr]: able to accomplish and you have to
schedule time and this is the big s

1691
00:56:35,664 --> 00:56:40,071
[bobby_kerr]: you have to schedule uninterrupted time to
go through your goals because you kind of

1692
00:56:40,132 --> 00:56:42,035
[bobby_kerr]: get in the zone you're not having
the distraction

1693
00:56:42,080 --> 00:56:42,261
[cindy_ertman]: right

1694
00:56:42,095 --> 00:56:46,682
[bobby_kerr]: as you're you're pushing those out right
so you can truly have a really cool

1695
00:56:46,743 --> 00:56:51,791
[bobby_kerr]: conversation with yourself and once you start
getting into it and again i love handwriting

1696
00:56:52,172 --> 00:56:54,115
[bobby_kerr]: the goals because you're taking it from
your head

1697
00:56:54,482 --> 00:56:54,702
[cindy_ertman]: dare

1698
00:56:54,676 --> 00:56:55,016
[bobby_kerr]: right

1699
00:56:54,822 --> 00:56:55,864
[cindy_ertman]: i it's a really

1700
00:56:55,718 --> 00:56:55,938
[bobby_kerr]: yeah

1701
00:56:55,944 --> 00:57:00,432
[cindy_ertman]: big deal because most people don't and
this i have one that's fillable fields to

1702
00:57:00,572 --> 00:57:01,814
[cindy_ertman]: but i always

1703
00:57:01,551 --> 00:57:02,138
[bobby_kerr]: hm

1704
00:57:01,914 --> 00:57:04,438
[cindy_ertman]: choose to print it there's something and
there is a

1705
00:57:04,459 --> 00:57:04,623
[bobby_kerr]: yep

1706
00:57:04,558 --> 00:57:09,086
[cindy_ertman]: status around too about if you actually
write out the physicality of writing

1707
00:57:09,478 --> 00:57:09,598
[bobby_kerr]: yep

1708
00:57:09,707 --> 00:57:13,654
[cindy_ertman]: so i totally agree with you and
you know dare when i was working with

1709
00:57:13,714 --> 00:57:16,979
[cindy_ertman]: you on your goal plan and i
do love when you were talking about buying

1710
00:57:17,019 --> 00:57:20,024
[cindy_ertman]: your because he always tells people he
go cindy made me

1711
00:57:19,971 --> 00:57:19,991
[bobby_kerr]: a

1712
00:57:20,084 --> 00:57:20,946
[cindy_ertman]: by my second house

1713
00:57:20,858 --> 00:57:23,344
[bobby_kerr]: yeah that's

1714
00:57:23,250 --> 00:57:23,490
[cindy_ertman]: and i'm

1715
00:57:23,424 --> 00:57:23,585
[bobby_kerr]: right

1716
00:57:23,790 --> 00:57:25,754
[cindy_ertman]: so glad we had that conversation because

1717
00:57:25,598 --> 00:57:25,818
[bobby_kerr]: yah

1718
00:57:26,094 --> 00:57:29,019
[cindy_ertman]: that's another thing when people start telling
you things more

1719
00:57:28,847 --> 00:57:28,868
[bobby_kerr]: h

1720
00:57:29,059 --> 00:57:31,223
[cindy_ertman]: than once their vision and their dream

1721
00:57:31,458 --> 00:57:31,599
[bobby_kerr]: yeah

1722
00:57:31,704 --> 00:57:35,911
[cindy_ertman]: and that's what created that conversation for
us to say why are you not why

1723
00:57:35,991 --> 00:57:37,714
[cindy_ertman]: are you not executing on that dream

1724
00:57:37,727 --> 00:57:37,748
[bobby_kerr]: m

1725
00:57:37,834 --> 00:57:39,977
[cindy_ertman]: of owning a home in arizona and

1726
00:57:40,031 --> 00:57:40,195
[bobby_kerr]: right

1727
00:57:40,118 --> 00:57:44,368
[cindy_ertman]: obviously it's fair around money and the
financial ability to maintain it and all those

1728
00:57:44,428 --> 00:57:46,754
[cindy_ertman]: things that come up and those are
very real fears right

1729
00:57:47,143 --> 00:57:47,327
[bobby_kerr]: right

1730
00:57:47,436 --> 00:57:48,017
[cindy_ertman]: their reality

1731
00:57:48,068 --> 00:57:49,058
[bobby_kerr]: yeah

1732
00:57:48,097 --> 00:57:54,158
[cindy_ertman]: is we got one life and we
got to make it count and so getting

1733
00:57:54,839 --> 00:57:57,524
[cindy_ertman]: that's another thing i love about coaching
is it sometimes

1734
00:57:57,368 --> 00:57:58,178
[bobby_kerr]: oh

1735
00:57:57,604 --> 00:58:01,230
[cindy_ertman]: just helps you make bolder choices than
you would make on your own gives you

1736
00:58:01,268 --> 00:58:02,258
[bobby_kerr]: yeah

1737
00:58:01,290 --> 00:58:03,454
[cindy_ertman]: the confidence to go you

1738
00:58:03,458 --> 00:58:03,699
[bobby_kerr]: yeah

1739
00:58:03,514 --> 00:58:04,796
[cindy_ertman]: know i'm a play bigger

1740
00:58:04,718 --> 00:58:04,959
[bobby_kerr]: yeah

1741
00:58:04,916 --> 00:58:07,500
[cindy_ertman]: go home person like if i'm going
to go i'm gonna

1742
00:58:07,517 --> 00:58:07,658
[bobby_kerr]: yeah

1743
00:58:07,540 --> 00:58:08,222
[cindy_ertman]: go big i don't know

1744
00:58:08,198 --> 00:58:09,188
[bobby_kerr]: oh

1745
00:58:08,282 --> 00:58:11,247
[cindy_ertman]: how else to do it so i've
made very bold

1746
00:58:11,258 --> 00:58:11,359
[bobby_kerr]: oh

1747
00:58:11,307 --> 00:58:15,554
[cindy_ertman]: choices in my life and it's live
life and play full out this is not

1748
00:58:15,634 --> 00:58:16,656
[cindy_ertman]: addressed rehearsal i

1749
00:58:16,680 --> 00:58:17,348
[bobby_kerr]: yeah

1750
00:58:16,716 --> 00:58:17,517
[cindy_ertman]: want to make every

1751
00:58:17,348 --> 00:58:17,572
[bobby_kerr]: oh

1752
00:58:17,557 --> 00:58:22,185
[cindy_ertman]: day count and i want to help
other people live from that place i want

1753
00:58:22,225 --> 00:58:25,651
[cindy_ertman]: to live with no regret i want
to make sure i've got lean and healthy

1754
00:58:25,731 --> 00:58:26,512
[cindy_ertman]: relationships

1755
00:58:26,948 --> 00:58:28,688
[bobby_kerr]: yeah

1756
00:58:27,073 --> 00:58:32,963
[cindy_ertman]: and it's just constantly that up leveling
of our life and educating ourselves and i'm

1757
00:58:33,003 --> 00:58:36,288
[cindy_ertman]: a consummate student i learned from people
every single day

1758
00:58:36,278 --> 00:58:36,298
[bobby_kerr]: m

1759
00:58:37,010 --> 00:58:40,976
[cindy_ertman]: so anyway i get very excited about
goals some people think it's a tore i'm

1760
00:58:41,016 --> 00:58:42,219
[cindy_ertman]: like but it's our growth

1761
00:58:43,007 --> 00:58:43,028
[bobby_kerr]: m

1762
00:58:43,201 --> 00:58:43,362
[cindy_ertman]: it's

1763
00:58:43,428 --> 00:58:43,548
[bobby_kerr]: yeah

1764
00:58:43,564 --> 00:58:45,537
[cindy_ertman]: fun and exciting and to me growth

1765
00:58:45,291 --> 00:58:45,852
[bobby_kerr]: it is fun

1766
00:58:46,201 --> 00:58:46,444
[cindy_ertman]: smite

1767
00:58:46,233 --> 00:58:51,321
[bobby_kerr]: yea it is fun it's fun and
the thing that there's so many things that

1768
00:58:51,361 --> 00:58:55,849
[bobby_kerr]: we love about you sunday is you're
so gracious and you have a hart and

1769
00:58:55,949 --> 00:59:00,677
[bobby_kerr]: you truly care about the friends and
the people that you coach because

1770
00:59:00,780 --> 00:59:01,002
[cindy_ertman]: i do

1771
00:59:01,037 --> 00:59:03,261
[bobby_kerr]: the people that you coach end up
being your friends

1772
00:59:03,450 --> 00:59:04,890
[cindy_ertman]: yeah

1773
00:59:03,642 --> 00:59:05,244
[bobby_kerr]: because you can tell

1774
00:59:05,520 --> 00:59:06,330
[cindy_ertman]: yes

1775
00:59:05,685 --> 00:59:09,532
[bobby_kerr]: you know just how pat and you
are about you know goal planning and help

1776
00:59:09,612 --> 00:59:13,979
[bobby_kerr]: people you have success in their lives
and it's not just monetary like you said

1777
00:59:14,059 --> 00:59:18,106
[bobby_kerr]: you have to be you know balanced
in all these different aspects of your life

1778
00:59:18,246 --> 00:59:20,911
[bobby_kerr]: in order to be balanced person so
you can

1779
00:59:20,974 --> 00:59:21,036
[cindy_ertman]: the

1780
00:59:21,011 --> 00:59:25,258
[bobby_kerr]: achieve the goals and you're taking all
your levels of success to the next level

1781
00:59:25,358 --> 00:59:29,645
[bobby_kerr]: right so man we just want to
thank you so much for coming from the

1782
00:59:29,765 --> 00:59:30,987
[bobby_kerr]: heart and hey

1783
00:59:30,950 --> 00:59:31,311
[cindy_ertman]: oh

1784
00:59:31,308 --> 00:59:31,448
[bobby_kerr]: so

1785
00:59:31,913 --> 00:59:32,435
[cindy_ertman]: you guys for

1786
00:59:32,370 --> 00:59:32,610
[bobby_kerr]: also

1787
00:59:32,515 --> 00:59:32,836
[cindy_ertman]: having

1788
00:59:33,211 --> 00:59:37,398
[bobby_kerr]: no we have nothing but love for
cindy erman so for those who are listening

1789
00:59:38,320 --> 00:59:42,086
[bobby_kerr]: if someone is thinking about jumping into
coaching where can they go and find you

1790
00:59:42,146 --> 00:59:42,667
[bobby_kerr]: and learn more

1791
00:59:43,620 --> 00:59:45,904
[cindy_ertman]: um cindyrpman dot com there is

1792
00:59:45,878 --> 00:59:46,100
[bobby_kerr]: oh

1793
00:59:46,004 --> 00:59:47,787
[cindy_ertman]: a button right at the top of
the screen

1794
00:59:47,776 --> 00:59:47,918
[bobby_kerr]: yeah

1795
00:59:47,867 --> 00:59:49,290
[cindy_ertman]: that says schedule of strategy

1796
00:59:48,848 --> 00:59:49,175
[bobby_kerr]: oh

1797
00:59:49,390 --> 00:59:50,352
[cindy_ertman]: call so if you're

1798
00:59:50,378 --> 00:59:53,815
[bobby_kerr]: oh

1799
00:59:50,432 --> 00:59:54,959
[cindy_ertman]: looking to just think about different opportunities
for coaching you can go to c i

1800
00:59:55,180 --> 00:59:59,367
[cindy_ertman]: d y e r t m a
n dot com and schedule of strategy call

1801
00:59:59,408 --> 00:59:59,509
[bobby_kerr]: oh

1802
00:59:59,968 --> 01:00:03,413
[cindy_ertman]: we are for people that are just
starting out and not sure that they could

1803
01:00:03,453 --> 01:00:06,398
[cindy_ertman]: afford private coaching or my high level
master mind group

1804
01:00:06,257 --> 01:00:06,598
[bobby_kerr]: m m

1805
01:00:06,939 --> 01:00:12,428
[cindy_ertman]: we a program called millionaire mortgage club
we did just put together a special to

1806
01:00:12,468 --> 01:00:17,857
[cindy_ertman]: kick off the year so we're kicking
off twenty twenty three with a top producer

1807
01:00:17,978 --> 01:00:21,784
[cindy_ertman]: series i'm going to kick off with
some of my best production strategies that got

1808
01:00:21,844 --> 01:00:24,088
[cindy_ertman]: me to a whole another level of
success

1809
01:00:24,158 --> 01:00:24,178
[bobby_kerr]: m

1810
01:00:24,689 --> 01:00:26,792
[cindy_ertman]: and then i'm interviewing six of our

1811
01:00:26,800 --> 01:00:26,985
[bobby_kerr]: yeah

1812
01:00:26,893 --> 01:00:30,418
[cindy_ertman]: top coaches and some of the top
producers in the nation back to back to

1813
01:00:30,478 --> 01:00:36,388
[cindy_ertman]: back i can pull out the gold
from the tactical strategies that these amazing leaders

1814
01:00:36,569 --> 01:00:38,412
[cindy_ertman]: are doing to continue

1815
01:00:38,408 --> 01:00:38,428
[bobby_kerr]: m

1816
01:00:38,492 --> 01:00:42,358
[cindy_ertman]: to stay on the top of their
game because i really want to give mortgage

1817
01:00:42,458 --> 01:00:47,287
[cindy_ertman]: professionals just a really big kick start
to the year because coming off twenty twenty

1818
01:00:47,367 --> 01:00:47,827
[cindy_ertman]: two people

1819
01:00:47,710 --> 01:00:47,811
[bobby_kerr]: ah

1820
01:00:47,867 --> 01:00:51,353
[cindy_ertman]: have been in a lot of pain
and that program we've knocked down to five

1821
01:00:51,413 --> 01:00:54,779
[cindy_ertman]: ninety seven for three months of coaching
it's three calls

1822
01:00:54,690 --> 01:00:54,771
[bobby_kerr]: no

1823
01:00:54,999 --> 01:00:55,741
[cindy_ertman]: a two live

1824
01:00:55,785 --> 01:00:55,988
[bobby_kerr]: right

1825
01:00:55,841 --> 01:00:59,647
[cindy_ertman]: trainings and then i do an office
hours call just to lay or coach you

1826
01:00:59,767 --> 01:01:01,150
[cindy_ertman]: on any personal challenges

1827
01:01:01,741 --> 01:01:01,902
[bobby_kerr]: wow

1828
01:01:01,751 --> 01:01:05,577
[cindy_ertman]: and every one of these calls has
q and so you can ask direct questions

1829
01:01:05,657 --> 01:01:07,080
[cindy_ertman]: of these leaders think

1830
01:01:07,358 --> 01:01:07,600
[bobby_kerr]: oh

1831
01:01:07,420 --> 01:01:11,627
[cindy_ertman]: you talk about your own challenges so
we can give you really real big solutions

1832
01:01:11,707 --> 01:01:13,691
[cindy_ertman]: to challenges you're facing right

1833
01:01:13,735 --> 01:01:13,838
[bobby_kerr]: right

1834
01:01:13,771 --> 01:01:19,761
[cindy_ertman]: now so um dana i'd love it
to get them the link that so we

1835
01:01:19,801 --> 01:01:23,226
[cindy_ertman]: can offer that out to everybody as
well because we're just marketing that now it's

1836
01:01:23,287 --> 01:01:24,448
[cindy_ertman]: a really an expensive

1837
01:01:24,472 --> 01:01:24,653
[bobby_kerr]: cool

1838
01:01:24,529 --> 01:01:25,430
[cindy_ertman]: way to get

1839
01:01:25,419 --> 01:01:25,681
[bobby_kerr]: perfect

1840
01:01:25,490 --> 01:01:26,852
[cindy_ertman]: into our group program

1841
01:01:28,372 --> 01:01:28,898
[bobby_kerr]: yeah

1842
01:01:28,515 --> 01:01:29,998
[cindy_ertman]: and again that information

1843
01:01:29,438 --> 01:01:30,608
[bobby_kerr]: oh

1844
01:01:30,238 --> 01:01:33,804
[cindy_ertman]: you can also find send european dot
com but that's called millionaire mortgage club and

1845
01:01:33,864 --> 01:01:34,726
[cindy_ertman]: it's a great way to get

1846
01:01:34,682 --> 01:01:34,703
[bobby_kerr]: i

1847
01:01:34,786 --> 01:01:38,852
[cindy_ertman]: kind of indoctrinated into our program for
a very low price point

1848
01:01:38,987 --> 01:01:39,008
[bobby_kerr]: m

1849
01:01:39,413 --> 01:01:40,255
[cindy_ertman]: but we would love to

1850
01:01:40,225 --> 01:01:40,246
[bobby_kerr]: i

1851
01:01:40,335 --> 01:01:45,226
[cindy_ertman]: serve you know your community or mortgage
professionals um for sure and it's just

1852
01:01:45,458 --> 01:01:45,919
[bobby_kerr]: oh

1853
01:01:45,587 --> 01:01:48,154
[cindy_ertman]: it's always so fun to be with
you guys and i feel very honored

1854
01:01:48,045 --> 01:01:48,185
[bobby_kerr]: oh

1855
01:01:48,234 --> 01:01:49,558
[cindy_ertman]: to be a guest on your podcast

1856
01:01:50,458 --> 01:01:50,539
[bobby_kerr]: our

1857
01:01:50,460 --> 01:01:50,622
[cindy_ertman]: yeah

1858
01:01:50,619 --> 01:01:55,748
[bobby_kerr]: pleasure we really appreciate it and always
enjoy our time with so many gold negates

1859
01:01:55,768 --> 01:01:57,671
[bobby_kerr]: today sunday so thank you so much
a

1860
01:01:57,680 --> 01:01:58,020
[cindy_ertman]: thank

1861
01:01:57,811 --> 01:01:58,312
[bobby_kerr]: lot of people

1862
01:01:58,160 --> 01:01:58,241
[cindy_ertman]: you

1863
01:01:58,352 --> 01:01:58,412
[bobby_kerr]: are

1864
01:01:58,421 --> 01:01:58,541
[cindy_ertman]: so

1865
01:01:58,452 --> 01:01:58,953
[bobby_kerr]: going to benefit

1866
01:01:58,681 --> 01:01:58,902
[cindy_ertman]: much

1867
01:01:59,013 --> 01:01:59,154
[bobby_kerr]: from

1868
01:01:59,022 --> 01:01:59,242
[cindy_ertman]: dear

1869
01:01:59,194 --> 01:01:59,354
[bobby_kerr]: this

1870
01:01:59,483 --> 01:02:00,505
[cindy_ertman]: thanks bobby so good

1871
01:02:00,536 --> 01:02:00,736
[bobby_kerr]: yeah

1872
01:02:00,545 --> 01:02:02,328
[cindy_ertman]: to be with you guys have a
wonderful holiday

1873
01:02:02,618 --> 01:02:08,568
[bobby_kerr]: absolutely guys this has been the always
cool podcast with cindy urtman phenomenal phenomenal will

1874
01:02:08,608 --> 01:02:10,311
[bobby_kerr]: just say life and success coach

1875
01:02:10,530 --> 01:02:11,730
[cindy_ertman]: yeah

1876
01:02:10,731 --> 01:02:13,997
[bobby_kerr]: guys thank you so much for hanging
out make sure to find us on line

1877
01:02:14,137 --> 01:02:18,907
[bobby_kerr]: on botify google and apple podcast make
sure to leave a five star review please

1878
01:02:19,027 --> 01:02:23,195
[bobby_kerr]: and also check us out on instagram
and facebook right uysuyscare

1879
01:02:23,914 --> 01:02:24,095
[cindy_ertman]: bye

1880
01:02:24,840 --> 01:02:24,983
[bobby_kerr]: by

1881
01:02:25,770 --> 01:02:25,790
[cindy_ertman]: m

1882
01:02:25,828 --> 01:02:26,297
[bobby_kerr]: all right hang on