Giant Steps to Building an Empire with Bryce Fransen

In this episode, I interview Bryce Franzen, a seasoned financial agency owner and mortgage lender with over 13 years of experience. We discuss how to build an authentic brand, prioritize growth through your network, and create transformational experiences.

Key Takeaways:

• Go beyond just your title to build an authentic brand. Bryce showcases himself as a financial strategist and opportunity orchestrator, not just a mortgage professional. This allows him to connect more deeply with clients.
• Surround yourself with people who push you to grow personally. Bryce spends time daily listening to podcasts and being around people who spur his personal development. Your network is crucial for growth.
• Aim to provide transformational experiences, not just transactions. Bryce gives clients financial education and planning that goes far beyond originating a mortgage. This builds lasting relationships beyond the home loan closing.

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Resources + Links:

Connect with Bryce on Instagram:
https://www.instagram.com/thelendinggiant/

Fransen Financial
https://poplme.co/hash/8Oa8XXag/2/s

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For updates and collaborations or opportunities, go to www.LetsPlayBigger.com

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Timestamped Chapters: 

0:00 Teaser

0:25 Intro

2:43 The Journey of Building an Authentic Brand

4:20 Transforming Financial Strategies

9:04 Prioritizing Family, Business, and Passion

13:51 Inspiring Positivity and Growth

17:57 Choosing the Right Partnerships

20:40 Unleashing the Power of Continuous Personal Growth

24:22 Building Bridges and Relationships

29:17 Building Lasting Relationships in Business

Transcript

Bryce Fransen: 0:00

I think the piece is interesting is just being genuine and authentic. I always tell him I'm not a manager. I literally do not use my title. Sure. Corporate wise it says branch manager, but I don't like that title at all. Because I don't manage anything about the people around me. I just try to help lead them in the areas that matter most. If I'm not growing constantly, then my capacity can't accept more.

Raquel Quinet: 0:26

You are listening to Bryce Franzen, a seasoned financial agency owner and mortgage lender with over 13 years of experience. In this episode, we break down how your brand can be so much bigger than just your title and what you do, the power of an ecosystem beyond just the transaction, and the importance of finding the right partners. This episode is for anyone. That wants to build a team and wants to know the big secret Bryce used building his business in a new market. So the question is, how do entrepreneurs, thought leaders, and experts scale to create a massive business all while having fun and impacting lives? Welcome to the Raquel show. I'm your host, Raquel Quinette, business coach, real estate entrepreneur, investor, wife, and sports mom. This podcast will give you real quick tips, strategies, tools, and inspire you to help you play bigger in business and in life. Are you ready? Let's grow to the next level. Welcome to the Raquel show. This show is for entrepreneurs who want to play bigger in business and in life. And today I have a very special guest that I met at our event this year. Every room that I go into he's in, you cannot help. But notice this man. What impressed me the most is what he does on a totally different level. Some people will say that they're a realtor, an online entrepreneur, a loan officer, but my guest today could have said the same thing, but he found a bigger purpose. While most would see him as a mortgage professional, his IG bio says he's a financial strategist. an opportunity orchestrator, and a positive mindset ambassador. And I cannot wait for you all to hear from the lending giant himself. Welcome to the show, Bryce

Bryce Fransen: 2:35

Franzen. Thank you. Geez, I feel like I'm gonna walk on stage in front of a thousand people after that introduction.

Raquel Quinet: 2:43

Well, you deserve an amazing introduction for the amazing person that you are. So, I want to just dive right into it. Let's do it. First off, I think it's really creative that you've actually separated yourself from the rest. Now, my question to you is, was this done over time or did you just wake up one day and said, we're just gonna do this?

Bryce Fransen: 3:08

It definitely is an overtime thing, which I think is interesting when you actually put it in perspective, right? When you when you read off the bio, which actually, I just updated even that a little bit recently. There's a marketer, Chris Doe, who actually talks about if you can put the things you do in two words that will attain to sort of what you are, but still require questions to understand what that means. And so when you actually say that, I think it's interesting, I think a lot of our just general industry, business, entrepreneurship, there's this. Oh, well, they're like an overnight success over this, over that. And it's not whatsoever. So the separation, and there's still that dissatisfied aspect of the vision of where we want to be is not the reality that we have. And it took time. It, just even any essence of brand building, and creating who you are and doing all that. Most people don't know this, but even just the lending giant brand, the brand of myself, whatever, it is. And there's already a back end rebrand that's been in discussion at some point in the future. So that's actually the first time I've said that publicly. But I think that's, I think I launched in like June of 2020. It's three and a half years now or something almost of putting in the effort behind the scenes.

Raquel Quinet: 4:20

Yeah. And so what is it, all the things like, what does that exactly mean when I read your bio? What do you do? Cause I know it's just not loans today. Like you said, you have a bigger vision. So if you could just share with our audience that it's listening what does that entail?

Bryce Fransen: 4:35

If I go off of just, the titles that I'll show on there. The financial strategist conversation has to be, I, what I realized at the end of last year having been, in the financial industry for 13 years, having my own financial agency being licensed for several years, but never really advocating for it was the conversation That we, in mortgage specifically, I believe, and in real estate in general, has to change. You have to elevate the impact that your clients have. You have to really fine tune the strategy that comes into play for them specifically, right? I don't think that it's a matter of, especially the shift in this market and the mass exodus and all the stuff that's going on and newsworthy per se. We have to truly become somebody that is transformational for the people that we talk to, for the strategies we put together, for the conversations that are happening, because everybody else has the same pre approval conversation, the same fee conversation, the same rate conversation, nothing's different. And I think one of the biggest things in all these branding conversations I've been in, it's like, what do you do? Oh, well, I'm a 20 year veteran of this. I'm a five year expert in that. I'm like, that's not appealing to me. And I'm like how do we become appealing to other people? And so the concept was how do we truly become transformational people and help them build and protect their wealth through real estate and financial literacy and education. And maybe that's providing transformative details that they need and plans to help them actually put together and actualize a future that's prosperous with their financial freedom and goal. And so putting that together, I think, allows us to not be just, here's your loan, here's the rate. And so that's a big part of it. I truly, I think, I've kind of come to a number of conclusion. This has also been recently discussed. I want to change the way that 1000 loan officers are having their conversation every single day with every single person. Like I want 1000 loan officers to understand the mission and the vision of being a financial strategist, right? And that's like my two words that I chose and chat GPT definitely helped. But the the. Opportunity orchestrator, I think, is a big part of that as well, having the fact that, and us and I see we now we have a team, we have our own branch, we have the agency we have tools and resources for people inside of this space or anywhere, really, to have an opportunity to put themselves in a position to get to that next level. I did a story on my feed just recently, last hour or two. Thank you. I just met with a local real estate professional friend. She's a neighbor. We see each other at the gym all the time. And she's I want to go to that next level. I'm 10 years in and I'm finally trying to put systems together. I'm finally starting to realize that if I want to grow and be that next person, I have to realize that I can be dissatisfied where I'm at, but that doesn't mean I'm blessed or not happy or, go back five, 10 years. Like the life that I live now, like I've dreamed about that. It's bigger than I could have had. I said, yeah, but I don't think that's what you're trying to say. You're trying to say that your dreams and goals of where you want to go are bigger than the reality that you have now. And I was like, that was the important piece. So as an opportunity orchestrator, it's providing, whether it's helping people with their mindset and being that ambassador and understanding that negativity gets you nowhere. ever, right? And so I think being able to provide people with, Hey, there are different strategies can be in play. I want to help you figure out what that opportunity looks like. My team has opportunities to help you with that. My conversations, my network, so forth and so forth. But at the end of the day, like you have to be an ambassador of that positive thinking, that mindset. And most people don't know, like my wife does, but. I'm probably listening to podcasts four or five hours a day. I don't, I listen to music, but it's mostly podcasts because if anything, I can at least allow my subconscious to have that detail and that happening if I'm not intentionally paying attention, because if I'm not controlling it, then something else is.

Raquel Quinet: 8:45

So good and so well said of all the different things that you do, and there's nothing better when you can actually create opportunities for other people. And that's something that you do on a daily, right? And you can't do that with a negative mindset. That's for sure. Regardless of what's happening in the world, right? You do a lot of different things, Bryce. From mortgage to wealth planning, as you just said, and you lead a team of individuals. You are also a new husband, a new puppy owner, like, how do you know what to focus on first? And we've got a lot of people in our audience, as you know, that have a lot of things going on all

Bryce Fransen: 9:26

the time. Yeah. I mean, straight up and candidly, I think that you're one of those people that I would ask too, right? Well, that exact same question, but I think the more and more that things happen, I realized the communication for me that has to happen with Lauren on a constant basis. And most people don't like people that know Lauren, know Lauren. She's not the person on social, like she likes to be behind the scenes. She's not like she'll be there. She'll show up to the event and she'll be fine. But then she'll be the one that's okay, I'm tired. I saw people and I'm like, Oh, you know, like I'm excited. And having these conversations more and more and more with her, screenshotting my schedule or whatever it is that's been huge for me. Like, we know October, November, we call it Shocktober. It was shock the system, do the actions, do the activities, right? I know we just had one, I forget you had a name for it, like, recently, but, and another, another month, but it was like Action August. That was it, actually in August. And I was like, Shocktober, right? So that's one thing we have for our team right now. And again, other mentors that I have. But the idea with that was, okay, she knows right now that there's going to be an immense amount of effort put in with, okay, well, next Friday, we drive back to California. So you got my attention for those seven, eight hours, right? We just had our couple mentorship conversation just a few days ago, and it was like, okay, Lauren, being asked her if you could be selfish on any of the things that you need, what is it that you need? And for her, she was like, well, I need a fully disconnected dinner. That 30 minutes, that 60 minutes, that's it. No TV, no phones, nothing. That's what she needs. Okay. And so I think being able to know that I know the two or three things that she needs. Because she doesn't need a lot sometimes. Like we'll get there. I know where it's all the time, but she knows, okay we're running for this. We have this coming up. We have, we're going to Spain for Christmas. So she knows that we'll get a full 10 days of undivided attention. So I think it's knowing that expectation that I can go work, I can go focus on my team, I go focus on my calls, I can focus on my appointments, I can go focus on those things. I have my block moments with her. And if we need something else special, we throw it on the calendar. And some people like Canada coaches, like some people think it's weird to throw date night on the calendar or do this. And honestly, it's, and I've been inconsistent with it. But the more we're consistent with that, the better it is. It's Friday night. I know what we're doing. We're doing our date night. We're going to hang out. But she's I also want to put in the new sink faucet. I'm like, cool. That's a couples thing that'll be fun to do together. Maybe you know, and kind of doing this. So I think for me, it's always knowing that at home I have my grounding because there is all these other things going on, but. I think that's been a big, big, big piece for me. If you're married, like that's a super important goal. And then within business, it's, I think Candy Valentino is actually the one that has really helped me change my mindset around that at the Play Bigger event, where she talked about, if you have 10 things, what are the, what are you passionate about on that list? Okay. I'm passionate about two or three of these. All right. Okay, cool. What about the other seven? Can they be automated? Can they be delegated or they need to be eliminated? And we do that on a weekly basis looking at it. And so I know what I'm passionate about is the people side. It's the appointments, it's the strategies, it's the, the high level. And then it's knowing that there's an operational team behind me to handle that piece and it's figuring out, and I know we have a lot of work to do in some of those efficiencies and systems and all that other stuff, but. I think honestly, like when I know when at home is grounded, the rest of it just kind of works. Candidly,

Raquel Quinet: 13:07

it is so true. I think that people used to think that it was crazy for you to put date nights or family time actually. in your calendar and schedule it. But I think it's being intentional with your time. And some of the most successful people on this planet are very intentional with their time. Cause if it's not in your calendar, it doesn't exist. And why not have the most important people? Like you said, if it's grounded at home, everything else sort of works. When it's messy there, it's hard to navigate through all the things. And I love what you do with your stories and your schedule when you do post it, because I'm like, wow, that inspires. I'm sure it inspires me, but inspires a lot of other people. What am I doing? So let's talk about you leading a team of people. How important is leadership and getting a positive attitude, right? Even like on those days where it's hard. You lead several people today.

Bryce Fransen: 14:06

Yeah, you know, it's funny. This conversation happened a few times this week, whether it was, I have a connect my CEO for our mortgage company or national sales manager and kind of talking about some of that stuff. And I think the piece is interesting is, is just being genuine and authentic. I always tell him like, I'm not a manager. Like I literally do not use the, again, on my title. Sure. Corporate wise it says branch manager, but I don't like that title at all. Because I don't manage anything about the people around me. I just try to help lead them in the areas that matter most. And so, if I'm not growing constantly, then my capacity can't accept more, right? And whether that's listening to my Brendan Burchard Growth Day every day, and doing my journaling, and doing my devotions, and giving myself, even if it's just 30 minutes. Or doing our morning walks in the gym. And, my 5 to 8 a. m. is packed. And most people may know that now or that follow me, but it's not leisurely mornings, until Sunday, most Saturday mornings, I'm typically doing something until, early afternoon. So it's it's being intentional about sharing that. And then, not daily, but I share messages or I'll share a message out of my devotion or my cult book or something to my team that day. I'm like, I don't know if this will hit home or here's a podcast I listened to. Here's a, here's this mindset thing that came up, we have our communication. We have our thread on Instagram as a team. Like we have these things where we can kind of just stay in touch and engaged. And for me, so that's been a big thing because I want people to genuinely want to be around that type of environment because that's the environment that I want to be around. Now, if you're not into that, I don't really know some of the things that we can talk about other than what are you doing? How can I help? What's the conversation? Do you need more tactical advice? Do you need more marketing? And we'll get into that, but it's a constant. I mean, I'm engaged with my team all the time. I use a lot of mass communication, a lot of video. You know, it's like, Hey, this came up, I just had this scenario with a client, wanted to share this with you guys. This was kind of the way I'm thinking about it. Any insights that you guys have. Boom. Right. And so knowing that I'm in the trenches with them too. I'm into day to day appointments. I'm still working directly with agents and partners and builders and clients, and I'm still winning deals. I'm still losing. I'm still having those emotions. I think it was just, let's say Friday. So Wednesday, I posted a story. I don't know if you saw where I talked about, I was like, dude, I was. I was not in a good space for 80% of the day., I was down. I was kind of like, man, what? Why me? Like I just, I don't know what it was. I just, I felt the pressure of everything because there are people that rely on me to perform, to provide for their families. There are people that rely on me to continue to grow, otherwise they can't grow. That's a lot of pressure, but I think It's fun because I genuinely love that aspect. I just love people. I love being able to have those conversations and know that like, Hey man, you want to do this? You want to get better? Hey, where's your mindset on this piece? Or like, how can I help? Or. Maybe you just need to talk or you want me to provide a problem, a solution for you. And they're like, honestly, man I just want to talk. I'm like, cool. And I think it's just fun to be able to do that. So that's kind of my leadership style is like, Hey, I'm growing. And I just want to hopefully grow with you and I can lead you in that growth process, whatever that means for you and your family. That's the best part. I mean, one of the guys on my team, I'm actually the guy marrying him at his wedding. That's how much, I think the right leadership matters. That's not everybody, but that's what sometimes just being there for people means is just, Hey, you become such an important piece of my life. Will you do this for us? And I'm like, sweet. Yes. You know, so.

Raquel Quinet: 17:50

What an honor. And that is definitely a testament to your relationships, the way you lead. Let's talk about like partnership. You have a lot of different partnerships. How do you determine who to partner with? Even not only on your team, but even real estate agents.

Bryce Fransen: 18:08

That's actually a funny one. Again, had that conversation just today. So I use an acronym for people that I want to have inside of like our partnership circle. It's funny because the client side is macho and the business side is bad. And so BAD stands for someone that's business oriented. Like I generally want to work with people that are business oriented. If this is just a gig for you. We're not on the same wavelength. We can't have the same energy conversation because this isn't a gig for me, or a part time job or just, hey, if you're a single parent or situation, you're like, it's flexible. I can make the hundred grand I need to make and I'm good. Cool. How can I be a resource for you? And not saying that I don't want to work with any, lots of different people. But typically they're, they have business orientation, they're ambitious for the A aspect of it and they're somewhat dissatisfied. And I mean that not in a sense of like negativity, but today the conversation was the same person, right? Like she's Yeah, I want to grow. Like I'm dissatisfied with the results that I have now because I know I can do better. And being in those rooms, being in the flip play, bigger environment, being in, coaching mentorship and being on coaching calls with like people like Ed Milad, being in rooms of Brandon Bruchard, like being around those environments, that's the energy that we want to work with. And, having put on like our AI or Die event here recently, we had a lot of people reach out that we were following up with are like, dude, I had no idea you're at that level. And I'm like, I don't even know what that means. What do we mean what level? I was like, we just have some good connections, good people around us, and we want to provide value to our community. And so the partners that we want to work with candidly Are that like they, they care about their people. They care about their business. And they want to work with people that want to provide education or resources at a level. I think it's just different, right? They want to stand out and be that, that next piece for who they serve on a day to day basis. I think it's just

Raquel Quinet: 20:06

so key as you break it down and you guys actually have an acronym. So many times I talk to people and they have no idea who they want to work with, even on a client level, let alone a partnership with an agent mortgage relationship or business to business, another affiliate inside of their business. So I think it's really cool that you've standardized or you've actually have whatever it is, an avatar or a level of how you can actually sort. Whether they're a fit for you or not, and I'm sure people are going to listen to this again. How do you continue to raise the bar when it comes to your personal growth as your world continues to get bigger? Because you just earlier, you just said a thousand mortgage loan officers, right? So how do you continue to like, raise the bar for yourself?

Bryce Fransen: 20:56

I think that my initial gut kind of reaction to that question is more so It's a lifestyle more than a, an aspect. Growth is obsessive, candidly. It's intoxicating also, right? It's just it's trying to be better in all these aspects, which it can be really hard. It can seem overwhelming. And it's I'm not like, I want, I feel not as much growth in some of my fitness area. And maybe we've fallen off inside of the diet or. Man, I didn't follow up with this person. There's things that are always happening, but I think the personal growth inside is knowing that. The intent is always at the right core value. The heart is always in the right place. And, it's funny because to kind of side note to this question is I'm the more emotional person in my relationship. Lauren is a little bit more like to the point where she'll like, okay, I see it, but stop mansplaining it to me, type of thing. And I think... Your personal growth is 100 percent like the people around you, which is like this cliche, your network is your net worth, right? Whatever, or vice versa. But it's true. And so I spend a lot of time listening to the right people having the conversation with the right people. Being in the right rooms and things that I can be a part of and I think taking feedback from those around me as best as I possibly can. And just, it's just a constant thing, right? It's, I don't know if there's one thing that you can say this is how I grow to be better. I think I've realized recently that I was like, okay, I have too many things I was trying to do to grow and my brain was going to not be able to function with some of the things that I was trying to do. So I was like, cool. What are the three things in my morning routine that I want to keep that'll keep me on point? Or what are the, the few people like I want to spend time in? Who has results in those areas that I want to be around? And just being very intentional about that. I'm just loving it. Like truly loving the deeper conversations. I mean, I don't mind surface level per se, checking in. How are you? How are things going? That's, about the people, but okay, well, what, what can we what's the core thing that's going on with you, the situation? How can I help? How can I listen to you a little bit better? I don't, Ed Milet talks about that all the time. Like he's just, really good at making people feel like I hear you. I'm right there with you. So the personal development for me is just a lifestyle candidly, but it wasn't always like that. I can think back to my early twenties, right? A lot of people don't know, like I've been married and divorced by the age of 26. So it's there was a lot of things in my life that I look back now. I'm like, Holy cow. Like, why did I do that? Why did I think that way? And it was a product of my environment. So I just, I remove it. If it doesn't make me better or provide me value, I don't really want anything to do with it at this point in my life, so I think that's the intentional aspect of it.

Raquel Quinet: 23:56

So good. You know, you said a couple things. Sometimes it's like we get into when it comes to growth is adding all these things when really, sometimes it's just simplifying things. And if you want to be a master, it's actually subtraction versus addition. And I love how you can just narrow it down and really analyze who has what I want and where I want to grow, right? Who's actually demonstrated that piece of it. Okay. You've moved into a brand new market. And for those that are listening, I know that that is not very easy to do to start new things in a place where you do not know anyone. How did you establish yourself in a new market? And what were some of the challenges that you had to get over?

Bryce Fransen: 24:43

It's not easy and it's definitely not easy in the real estate space. When you transition in June of 2021, Or January, 2021. And six months later, the market like came to a screeching halt. It's interesting, actually, I would say the number one way for me, that transition, it didn't make it easy, but it is, I don't have a value or ROI to it, but social media has been the number one thing that has allowed me any form of expansion and development outside of it. And so I think what I mean by that is. I have a really good friend of mine who's a really great person, a great real estate agent, but he loves the marketing side. And so we're starting to have that conversation. He's like, man, well, you've, I've watched you go from this to like building this brand, having these conversations, doing this. And I'm like, I'm nothing special. I've just been willing to put in. the work and like actually have those conversations, right? Like I think of social media, it connected me with several of the people on my team. It connected me with my old team. It connected me with Arjun, who's the reason I'm an all Western mortgage originally connected me with you and your organization and your team. It's connected me with I look at my list of people. I'm like, man It's either kept me, created, or developed relationships that I never would have had or would have been so much more difficult to do that I may not have actually done it. A year before. Even making the move, knowing that we went into contract on a new build and being like, oh, I got 18, 15 months. It was, let me go engage and follow and see and observe and understand who I connect with. And one of the real estate agents that I connect with, the very first person I did any sort of business in Arizona with has become her and her boyfriend have become like really good friends. Like she's gone through some really tough things in her life and I've been one of the people she's called to be like, I need advice. And that was because I saw your social media brand. I saw who you put out there. I really like it. I would love to just connect with you and collaborate and see if there's any way we can help each other grow. That was it. That is like my number one thing. If I like what you're doing, I'm like, Hey, I love X, Y, and Z. I see you're doing this. I would love to connect you, do and collaborate and see if there's a way that we can help each other grow or be successful. Are you open to that? Like that, you know, like take, take that. That's like a straight up script right there, but that's it. And it's, and I think it allows you to expand your potential exposure. And then people meet me and they're like, Oh yeah, you are the lending giant. I'm like, yes, yes I am. But, and I think that's been fun. So that social media, like I can't sell social media enough of any form of building your brand and choose your platform. That's fine. Like I'm working with my buddy to help me do more email stuff, but I'm like, and to pass and I also, but I'm like, my core thing has been Instagram because you can connect with on a business to business level very, very well. And so I have clients, like I have a message from a client yesterday. I met a comment about we need to change this. Like these conversations have to change. And her comment was literally like, this is why we're working with you and your team, because you care at a deeper level and want to provide us a service that no one else cared about, and you can connect with us like somebody else can't. And so leading into that market, it's not like I've come in candidly and crushed it. I would still say 75 percent of my business is still California based, but at the end of the day, the relationships that have been made and the relationships that are continuing to grow are so crucial that. I'm playing, I know for me, I'm playing the long game. I know that those relationships may not happen overnight. I know people don't put their career into your hands overnight. I know people aren't willing to add things to their repertoire overnight, but I know what the value is and how we can change. And so I think that's where the shift of coming into a new market. I was like, I'm willing to know that I'll play this long game and just love on people around me. And I'll attract the things that matter. Oh, so

Raquel Quinet: 28:51

good. There's so many like nuggets that you dropped in that. And I think back to coming to Arizona from California, like yourself, I'm like, gosh, if I had social media back then, what, what it would have done. And I just think it gets you so much more comfortable. Get to figure out who people are before you even meet them. It's almost like you know them the moment you meet them because you've been following them or you've been already covered having conversations in the DM. Speaking of relationships, I know one of the things that you're really big on is in your world is not to be transactional, but to be a relationship driven business. And you not only give them like a mortgage, but there's always something like after what have been some of the strategies that you've built or you put in place with you, your team, your company, when it comes to like your customer journey just like what you're consuming, like that client said on social media, that continues to foster the relationship, even after they move into the home.

Bryce Fransen: 29:51

Yeah it's and I appreciate it. It's always fun. I love it. Honestly, these questions like they bring out the they bring out the good stuff. So kudos to the interview style that you provide my friend. But I think the, the biggest thing is if we look at everything we do, and I think you're like, and I tell people all the time, like, I just, I told the agent today, I was like, Hey, I need to connect you with somebody because she's like the queen of system flows. And we'll like, absolutely provide you so much value. You don't even know what to do. And I'm excited for like our team connect on some of this stuff. And because I know that. I'm like, I know the experience I want to be had. I'm like, cool. I need an implementer around me, which was like, I will do my best, but I know that is, Not negative self talk, like that's not my skill set, but okay, God didn't make that my highlight. And or really my passion either. So I think what's been fun is, tip of the iceberg and I'm almost got the Canva like walkthrough form filled out and I have the, we call it your, your personal financial home discovery consultation. Again, there's a legit form now. Like when people have a conversation, your entire goal is to spend that, maybe 15, 15, 15 of getting to know them, understanding it. Okay. 15 minutes of some education and 15 minutes of gathering the data you need to go provide them the resources, information they need. And so that's been kind of the template that we've been building. And Eli and I were just talking about that, Eli's my sales manager, my business partner in our mortgage company. And but he is like the absolute, just behind the scenes guy that'll just rock it. You get a pre approval. So we were talking about some of those workflows. And my biggest frustration is I don't really care how good our post follow up is and the nice cutting board will send people or the things like that's cool and like I'll always remember a little stuff like that like you know like your wedding gift like that was awesome I love that. You know, and like getting those things. Did you get my thank you note by chance? Did it ever come through? But you know knowing those things are in place, but I was like that's still In my opinion still was transactional and as a loan officer I think the real estate side you might have a little bit more flexibility on some of the relationship management side of it because you build a different And so as a loan officer, it's we're still transactional. We're like, cool, here's this half a million dollar home and this 4, 000 mortgage payment. And I just felt like there was something missing with that. And so like the first thing that we do now, we're starting to really implement is immediately, like part of our closing pack understanding with our clients is like, Hey, we're here to provide you and continue to help you. Like we mentioned the beginning, build and protect your wealth through real estate and financial education. The number one thing we do is we offer one, you're going to, you have the ability to have a. Free financial consultation and the ideas will go through everything depending on the capacity of the person. Number two is that we want to provide you a resource with something that's going to protect everything that you just created, right? And so we set up a consultation with a trust attorney that we've set up an agreement with. They're nationwide and we provide a 400 discount for any of our clients. So the idea with that is they're like, well, we can give you a referral of 400 bucks. And I was like, cool. Can I get back to the client? Yeah, of course. Sweet. So now someone can sit down and protect the fact that they now have a house. Then maybe the kids are involved in that situation because kids can be put inside of a trust because things can happen or it's a will and it's a medical affidavit because life can happen as well. And so it was making sure that, hey, this family now has something that for most people, if they lose that income of the primary person for 6 or 12 months, it's not going to be there. Or if something happens to that person, it's going to go to probate, it's going to go to the states. And we're talking like, the guy that played the Black Panther. Didn't have an estate, didn't have a trust. So it doesn't matter what net worth you have or what level of status you may be. Seven out of 10 Americans don't have it. So let's make sure that we provide them a transformational resource to start. And then our follow up is having those conversations, knowing what they want to do for their kids. Like, are you trying to do college planning? Do you want to help your kids buy real estate? Do you want like, what is it that you want to do? And the number one thing we've realized, core question for these people post during this, all of this. As people are saving, investing, buying real estate, doing this because they want their time. Everyone wants time. And it's the one thing that obviously we can't create more of. So how do we put a plan together that will truly leverage your real estate and financial plan to create your time? And what point is your financial freedom number? When you have the income coming in from the assets, from the investments, from everything that you need, and you now bought your time back from leverage. That is our goal at the end of it is to give people back their time. Wow, that's

Raquel Quinet: 34:54

powerful. Super powerful. Where can people connect with you, Bryce?

Bryce Fransen: 34:59

Obviously, my bread and butter is the Lenny Giant. So we connect with me, probably Instagram is the number one way. You can find me on Facebook. I'll do some things. I'm pretty much on there, I think, at this point, to be with my mother and grandmother. But and then obviously you guys can find me at email or anything like that, Bryce, the Lenny giant. com. Love

Raquel Quinet: 35:17

it. And as we wrap up, there's so many nuggets you dropped. And so we're also going to put that in the show notes. As we wrap up. There's always one question that I ask every guest on the show is what does Bryce do to play bigger in business or in life?

Bryce Fransen: 35:33

I think everything that we just talked about is going to do that. The one thing I do to play bigger is is just take the passion that, you know, you are given by, whatever higher power you believe in. And don't play scared. Like you're here to play bigger. Don't play small. Love it.

Raquel Quinet: 35:53

Well, I want to thank you so much for your time. We got through all the technical stuff that we had prior to recording this, you know, wherever there's a challenge, I know that this is a guy that will overcome that challenge in a heartbeat and find different solutions. I want to thank you for your time. I want to thank you for being on our show, dropping all the nuggets and I want to keep playing bigger with you,

Bryce Fransen: 36:18

my friend. Hey Raquel, it was much a pleasure. I'm excited.

Raquel Quinet: 36:24

Thank you for listening to this episode and hanging out with me today. If you're loving the Raquel show and you've gotten value from it for your business, For your life. Please don't forget to hit the follow button. So you never miss an episode. I'd love to connect with you further. So text me at www. textraquel. com and send me a message. You'll be added to our VIP list for updates and special events. We're hosting for our community. I look forward to hanging out with you on the next episode.