Loan Officers: Diagnose Before You Prescribe — Kayla Kallander

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Speaker: Even though I work at a
bank, I don't agree that you should
go


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Speaker: to your bank.


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00:00:05,440 --> 00:00:07,599
Speaker: I think that just because
you have your checking account there


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Speaker: and maybe an auto loan, it
doesn't mean that they're the best 


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Speaker: set to serve you.


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Speaker 5: Asking better questions
and being more curious.


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Speaker 5: That's what you're gonna
hear here from Kayla Calendar.


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Speaker 5: The piece that I love the
most of what she said is
prescription


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Speaker 5: without diagnosis is
malpractice.


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Speaker 5: So we think about that in
terms of what a doctor does, right?


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Speaker 5: Like, are they going to
operate or give you a prescription
uh


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Speaker 5: without knowing what's
wrong with you?


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Speaker 5: No.


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Speaker 5: I hope not at least.


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Speaker 5: But a mortgage advisor
will all too often say, this is my
rate,


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Speaker 5: these are my fees, and
you don't have a clue as to what is
going


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Speaker 5: on in their lives or what
is going to be happening in their 


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Speaker 5: lives, and how many kids
they have, how many more kids they 


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Speaker 5: plan on having,
mother-in-law moving in, who knows
what's happening.


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Speaker 5: But at the end of the
day, it is your job to get to know
your


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Speaker 5: client before you offer
the diagnosis, right?


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Speaker 5: So before you offer the
prescription, I should say.


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Speaker 5: Now, Kayla Callender is
in North Dakota, which I'll admit I 


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Speaker 5: barely even knew where
that was before we started talking.


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Speaker 5: But she's done some
incredible volume in a place like
that, 


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Speaker 5: all because she slows
down.


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Speaker 5: She gets to know her
clients, she asks all the good
questions


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Speaker 5: and all the hard
questions, too.


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Speaker 5: And then you'll see with
her production and her personality 


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Speaker 5: and the fact that she
just loves and cares for her clients
why


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Speaker 5: she's doing the kind of
business she's doing.


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Speaker 5: I think you're gonna
learn a lot from her.


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Speaker 5: Kayla Callender, the girl
with the big smile.


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Speaker 5: How are you?


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Speaker: I'm great.


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Speaker: How are you?


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Speaker 5: I am fantastic.


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Speaker 5: I'm looking forward to
this because I've never met anybody
from


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Speaker 5: North Dakota before, I'll
be honest.


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Speaker: Oh boy, let's do this.


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Speaker: Well, and we didn't meet in
person.


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Speaker: How did you feel after
meeting someone from North Dakota?


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Speaker 5: Well, you're way tanner
than I thought you would be.


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Speaker: A lot of people say that.


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Speaker: But it is nice weather
here.


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Speaker: People forget the UV index
can get up to about nine here, so we


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Speaker: can get tanner.


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Speaker 5: Oh right.


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Speaker 5: Well, how about we talk
some mortgages today?


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Speaker: Let's do it.


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Speaker 5: Okay.


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Speaker 5: I want to start with
what's your ethos?


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Speaker: What's my ethos?


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Speaker: I think it's changed over
the years, do you know?


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Speaker: But I think that my ethos
has just really um organically
evolved


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Speaker: into something that I say
all the time, and that's
prescription


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Speaker: without diagnosis is
malpractice.


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Speaker: And what I mean by that is
I have become someone that is so
genuinely


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Speaker: curious about people.


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Speaker: And I wasn't always.


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Speaker: And what I found was that
certainty was giving me answers, but


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Speaker: curiosity was giving me
better ones.


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Speaker: And the more that I asked
people questions, the more I learned


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Speaker: about not just what rate or
what fee or what loan program they


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Speaker: were hoping for, but I was
learning that underneath rate was a


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Speaker: divorce, a relocation, a
marriage, a baby.


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Speaker: And so what I have
naturally, I feel like come to is my
ethos 


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Speaker: is curiosity, asking
genuine questions and going deeper
with people.


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Speaker: Um, so prescription without
diagnosis is no practice.


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Speaker: And so that's how I've
gotten to better prescribe or give
people


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Speaker: advice is to learn them
more and learn them better.


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Speaker 5: I absolutely love that
quote.


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Speaker 5: And and it's so true.


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Speaker 5: You know, we talk a lot
about AI and where it's going and
how,


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Speaker 5: you know, we may not be
needed one day and all this other
stuff,


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Speaker 5: right?


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Speaker 5: But but I I just don't
know if that's really the case
because


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Speaker 5: of exactly that phrase
you just said, that quote.


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Speaker 5: And and anybody can say
this is your rate today, but if they


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Speaker 5: don't know the backstory
to anything and what's important or


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Speaker 5: maybe even what's to
come, you know, I always, when I
have a


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Speaker 5: young couple, oftentimes
it's like, well, are you guys
planning


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Speaker 5: on having children?


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Speaker 5: And if you are, you know,
when?


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Speaker 5: Because that could get
pretty expensive, right?


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Speaker 5: And and daycare, that
might as well be a house payment
these


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Speaker 5: days, it seems like you
know, and if we don't calculate or
at


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Speaker 5: least think through all
that stuff ahead of time, and and I 


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Speaker 5: run through it with them,
like, so you realize like how much


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Speaker 5: more money that's going
to cost you.


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Speaker 5: So if you don't have help
in that place, and are you gonna is


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Speaker 5: you know mom or and these
days dad gonna be going back to work


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Speaker 5: or are they staying home?


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Speaker 5: Right.


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Speaker 5: And and if you got a two
or three year runway, okay, let's
talk


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Speaker 5: through how much more do
you expect to be making in those two


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Speaker 5: to three years?


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Speaker 5: Because maybe that whole
problem will be solved anyway,
right?


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Speaker 5: So there's so many things
that I know if somebody was good
enough


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Speaker 5: at asking AI those
questions, they could probably kind
of work


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Speaker 5: into it.


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Speaker 5: But I think all too
often, whether it's AI or uh let's
just 


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Speaker 5: call it dumbass loan
officers that don't think about
asking 


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Speaker 5: good questions, just give
answers, right?


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Speaker 5: Like this, all they want,
all they care about is the rate and


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Speaker 5: the fees.


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Speaker 5: It's like, no, that's
that's not true.


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Speaker 5: You know, if that's all
they care about, well, you should
care


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Speaker 5: about more before you
actually quote it.


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Speaker 5: So I I absolutely love
that.


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Speaker 5: And I can't wait to go
deep on that.


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Speaker: Good.


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Speaker: Love that.


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Speaker: Thank you.


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Speaker 5: So, first, how long have
you been in the business?


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Speaker: I've been in mortgage,
which we have to admit is different
than


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Speaker: banking.


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Speaker: I've been in finances and
banking since I was 15.


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Speaker: I don't even know how
that's legal, but I started a small
town


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Speaker: bank.


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Speaker: But I've been in mortgage
for about 12 years and I've been
originating


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Speaker: for about a decade.


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Speaker 4: So it's that North Dakota
thing, huh?


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Speaker 4: That's how you guys they
just put you guys to work there.


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Speaker: They're like, you're you're
four years old.


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Speaker: You can handle a teller
teller location.


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Speaker: So apparently, yeah, a
small town.


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Speaker: I was 15 and they put me up
there.


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Speaker 5: I love it.


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Speaker 5: I love it.


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Speaker 5: Uh question for you
regarding banking.


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Speaker 5: And in your area, um, as
you know, I'm a more non-delegated 


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Speaker 5: uh correspondent lander
and a mortgage broker.


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Speaker 5: That's like what we are
over here.


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Speaker 5: And then we have fully
delegated IMBs, and then we have
bankers.


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Speaker 5: Um and and you know, I'm
in Southern California.


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Speaker 5: We got a little bit of
everything, and and and we actually
have


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Speaker 5: a whole bunch of each of
those.


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Speaker 5: But what's it like over
there?


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Speaker 5: It do people trust going
to say a broker or uh an IMB, or do


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Speaker 5: they need to go to a
bank?


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Speaker: I think it's a really great
question.


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Speaker: I think that a lot of
people around here were very bank
and credit


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Speaker: union heavy.


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Speaker: We also have banks and
credit unions that sponsor all these
events


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Speaker: and they're very involved
with the community.


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Speaker: And so I think there's a
natural trust there that's built in.


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Speaker: Um, but I would say that a
lot of people probably go to their 


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Speaker: bank or they think they
need to just they need to go to
their 


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Speaker: bank to get their mortgage,
which I don't agree with, even
though


169
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Speaker: I work at a bank.


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Speaker: I don't agree that you
should go to your bank.


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Speaker: I think that just because
you have your checking account there


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Speaker: and maybe an auto loan, it
doesn't mean that they're the best,


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Speaker: you know, set to serve you.


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Speaker: I do think that we are
seeing kind of a combination in
Fargo.


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Speaker: There's brokers, there's
some IMBs.


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Speaker: A lot of people, though,
are very focused on the bank.


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Speaker: But at the end of the day,
I'm always sharing who behind, I
don't


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Speaker: care if it's IMB or broker
or bank, but who is the one helping


179
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Speaker: you?


180
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Speaker: Because you can have two
people at the same bank or two
people


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Speaker: the same broker and be
completely different.


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Speaker: So I would say there is
like a lean towards the banks just
because


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Speaker: they have such a great uh
reputation in Fargo.


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Speaker 5: Yeah.


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Speaker 5: My so my wife's from
Iowa, and it's funny when I talk to
my 


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Speaker 5: father-in-law, I I'm not
licensed there.


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Speaker 5: And I'm glad I'm not
because I don't even think he would
use


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Speaker 5: me.


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Speaker 5: He he has to go to his
credit union.


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Speaker: Yeah, they're very like,
I've known this guy since I was two.


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Speaker: I gotta use him.


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Speaker 3: Exactly.


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Speaker 3: You know, that's exactly
how he is.


198
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Speaker: But and I get that
trusting, but sometimes I'm like,
man, like


199
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Speaker: they didn't educate you on
anything.


200
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Speaker: They sometimes these
bankers, I mean, we're different.


201
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Speaker: I'm mortgage, strictly
mortgage.


202
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Speaker: I don't do HELOCs, I don't
do auto loans.


203
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Speaker: Like I am just focused on
residential mortgages.


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Speaker: Some of these bankers,
though, do you know, they do
everything.


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Speaker: And so they're they don't
do a lot of mortgages.


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Speaker: So I I fear that when they
do that, they're not getting the
best


207
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Speaker: service either because
they're not living and breathing it
like


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Speaker: some of us.


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Speaker 5: Yeah, I agreed.


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Speaker 5: And you know what I love
about so far our our conversation, 


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Speaker 5: such a short time frame
is it really shows how much you
actually


213
00:08:51,519 --> 00:08:54,559
Speaker 5: care about the clients
over even yourself.


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Speaker 5: Like you really want to
do what's right for the clients.


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Speaker 5: And I think that is so
important because, and we've talked
about


216
00:09:01,279 --> 00:09:02,960
Speaker 5: it on this show a million
times over.


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Speaker 5: If you do what's right
for them, it'll turn out great for
you.


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Speaker 5: The the money and and
everything else will be, it'll end
up 


219
00:09:10,159 --> 00:09:11,679
Speaker 5: being where it needs to
be for you.


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Speaker 5: But you gotta lead with
your with a servant heart and and
care


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00:09:16,320 --> 00:09:18,720
Speaker 5: more about what's right
for them.


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Speaker: I feel like I don't know
how people sleep at night if they
don't.


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Speaker: And I don't know how you
continue to build a brand and build
a


225
00:09:25,600 --> 00:09:28,240
Speaker: business if you only care
about the transaction.


226
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Speaker: Because I mean, we're in a
small town, but truthfully, like
you're


227
00:09:32,559 --> 00:09:33,440
Speaker: also building your
pipeline.


228
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Speaker: These people are going to
come back to you.


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Speaker: And if you're churning and
burning, like how do you build, you


230
00:09:38,720 --> 00:09:39,279
Speaker: know, rapport?


231
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Speaker: How do you build trust that
way?


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00:09:40,960 --> 00:09:44,480
Speaker: But some people do, and you
and I have seen it is like, how how


233
00:09:44,480 --> 00:09:46,559
Speaker: do they even have a book of
business at this point?


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Speaker: But you know, they say as
the tide rolls out, you see who's
swimming


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Speaker: naked.


236
00:09:50,000 --> 00:09:51,759
Speaker: And I think that we've seen
some of that.


237
00:09:51,759 --> 00:09:54,720
Speaker: We've seen when things have
gotten tough, a lot of people have


238
00:09:54,720 --> 00:09:57,120
Speaker: left the business and the
you know, the cream always rises.


240
00:09:57,679 --> 00:09:58,240
Speaker 5: So yeah.


241
00:09:58,240 --> 00:10:01,039
Speaker 5: So I'm I'm amazed.


242
00:10:01,039 --> 00:10:05,519
Speaker 5: Um, and before I start
saying that, let me ask, what is
your


243
00:10:05,519 --> 00:10:06,399
Speaker 5: average loan amount?


245
00:10:07,759 --> 00:10:08,320
Speaker: Um, 403,000.


247
00:10:10,480 --> 00:10:12,159
Speaker 5: Oh, it's higher than I
thought it would be.


249
00:10:13,440 --> 00:10:14,240
Speaker: Like, I want to check now.


250
00:10:14,240 --> 00:10:15,679
Speaker: I'm looking for my pipeline
report.


251
00:10:15,679 --> 00:10:20,480
Speaker: Yeah, I mean it's it's
higher, but I would say not all
North Dakota


252
00:10:20,480 --> 00:10:22,879
Speaker: people probably have that
loan size.


253
00:10:22,879 --> 00:10:24,960
Speaker: There's a lot of units in
North Dakota.


254
00:10:24,960 --> 00:10:27,279
Speaker: A lot of people are doing a
lot of units, but the volume isn't


255
00:10:27,279 --> 00:10:29,200
Speaker: isn't as great as in
California.


257
00:10:31,120 --> 00:10:34,080
Speaker 5: Well, because I saw your
numbers and and you're on pace to
do,


258
00:10:34,080 --> 00:10:35,279
Speaker 5: I think, 56 million.


259
00:10:35,279 --> 00:10:39,919
Speaker 5: And yeah, when I think
about like our numbers here versus
your


260
00:10:39,919 --> 00:10:41,519
Speaker 5: numbers there, that's
fantastic.


261
00:10:41,519 --> 00:10:44,960
Speaker 5: Like that is that is
really good.


263
00:10:45,519 --> 00:10:48,480
Speaker: Yeah, and it's probably, I
mean, I don't know how many units
it'll


264
00:10:48,480 --> 00:10:51,679
Speaker: be, but I think I think
booked through this year, if I
didn't 


265
00:10:51,679 --> 00:10:55,440
Speaker: do another loan, I'm at 51
million and 125 units.


266
00:10:55,440 --> 00:10:58,879
Speaker: So if that kind of gives
you an idea of how many people I'm
helping


267
00:10:58,879 --> 00:10:59,440
Speaker: per month.


268
00:10:59,440 --> 00:11:02,559
Speaker: I mean, we always go off
volume, but the units really tell a
story


269
00:11:02,559 --> 00:11:02,960
Speaker: too.


271
00:11:03,759 --> 00:11:06,240
Speaker 5: Okay, so you're already a
51 million right now.


273
00:11:06,799 --> 00:11:07,840
Speaker: We do a lot of new
construction.


274
00:11:07,840 --> 00:11:10,320
Speaker: So there's a lot that
haven't closed yet.


275
00:11:10,320 --> 00:11:13,440
Speaker: So I've got some that are
in the books that I'm like, okay, if


276
00:11:13,440 --> 00:11:16,080
Speaker: I don't do another loan and
just close out my pipe, I'll be at


277
00:11:16,080 --> 00:11:16,399
Speaker: about 51.


278
00:11:16,399 --> 00:11:18,080
Speaker: But you never know.


279
00:11:18,080 --> 00:11:19,039
Speaker: We're aiming for 60.


281
00:11:19,759 --> 00:11:21,120
Speaker 5: So love it.


282
00:11:21,120 --> 00:11:21,759
Speaker 5: Love it.


283
00:11:21,759 --> 00:11:22,080
Speaker 5: Okay.


284
00:11:22,080 --> 00:11:26,639
Speaker 5: So you're a big producer
and you do a lot of volume.


285
00:11:26,639 --> 00:11:28,240
Speaker 5: You care a lot about your
clients.


286
00:11:28,240 --> 00:11:30,720
Speaker 5: So let me ask you this
one question now.


287
00:11:30,720 --> 00:11:35,840
Speaker 5: If you could teach
everybody listening one thing, like
what 


288
00:11:35,840 --> 00:11:36,480
Speaker 5: would that be?


289
00:11:36,480 --> 00:11:39,600
Speaker 5: What are you what's the
masterclass that you could teach?


291
00:11:40,480 --> 00:11:42,240
Speaker: I think for me, it kind of
goes back to my ethos.


292
00:11:42,240 --> 00:11:44,799
Speaker: It's learning to just go
deeper with people.


293
00:11:44,799 --> 00:11:47,759
Speaker: It's learning when to ask
questions, when to lean in, when to 


294
00:11:47,759 --> 00:11:48,159
Speaker: follow up.


295
00:11:48,159 --> 00:11:53,039
Speaker: Um, if you've ever read Um
Unreasonable Hospitality, I think
that


296
00:11:53,039 --> 00:11:56,879
Speaker: there's a way to make
things special for people and
there's a 


297
00:11:56,879 --> 00:11:58,559
Speaker: way for people to feel
understood.


298
00:11:58,559 --> 00:12:02,799
Speaker: You know, people don't
remember the questions that you ask
them,


299
00:12:02,799 --> 00:12:05,200
Speaker: but they do remember
feeling understood.


300
00:12:05,200 --> 00:12:09,600
Speaker: And I think there's
something to be said about um when
you ask


301
00:12:09,600 --> 00:12:13,919
Speaker: somebody questions, it
triggers um the reward center in
your brain.


302
00:12:13,919 --> 00:12:15,759
Speaker: You know, people like to
talk about themselves.


303
00:12:15,759 --> 00:12:19,600
Speaker: And so when you ask them
questions, there's dopamine that's
created


304
00:12:19,600 --> 00:12:21,840
Speaker: and it creates this
connection with people.


305
00:12:21,840 --> 00:12:26,159
Speaker: And so for me, it would be
focusing on how to go deeper with
people.


306
00:12:26,159 --> 00:12:27,919
Speaker: It means taking time.


307
00:12:27,919 --> 00:12:31,279
Speaker: You can't just rush through
an application, rush through a
meeting.


308
00:12:31,279 --> 00:12:34,480
Speaker: It's truly, genuinely
taking the time to care.


309
00:12:34,480 --> 00:12:37,519
Speaker: And it sounds so simple,
but it's not.


310
00:12:37,519 --> 00:12:41,039
Speaker: I mean, a lot of people
just naturally think, I got all the
questions,


311
00:12:41,039 --> 00:12:42,080
Speaker: but they don't.


312
00:12:42,080 --> 00:12:45,360
Speaker: Like just go a little
deeper, ask another question, be
more curious,


313
00:12:45,360 --> 00:12:46,080
Speaker: stop assuming.


314
00:12:46,080 --> 00:12:48,159
Speaker: So that would be my master
class.


316
00:12:49,600 --> 00:12:50,320
Speaker 5: So it's interesting.


317
00:12:50,320 --> 00:12:54,480
Speaker 5: Unreasonable hospitality,
for anybody who hasn't read it, is


318
00:12:54,480 --> 00:12:56,320
Speaker 5: absolutely one of the
greatest books.


319
00:12:56,320 --> 00:13:02,639
Speaker 5: And I it changed, I mean,
I I I have always done a lot of
gifting.


320
00:13:02,639 --> 00:13:06,879
Speaker 5: I have always cared, but
it really took me to the next level


321
00:13:06,879 --> 00:13:08,399
Speaker 5: of the experience.


322
00:13:08,399 --> 00:13:11,840
Speaker 5: It became it became
bigger than the gift, right?


323
00:13:11,840 --> 00:13:13,679
Speaker 5: And it became the
experience.


324
00:13:13,679 --> 00:13:20,480
Speaker 5: And I think everybody in
the service industry, and believe it


325
00:13:20,480 --> 00:13:22,799
Speaker 5: or not, you guys, you are
in the service industry.


326
00:13:22,799 --> 00:13:23,600
Speaker 5: Yeah.


327
00:13:23,600 --> 00:13:28,480
Speaker 5: You know, it will change
how you start looking at things and


328
00:13:28,480 --> 00:13:30,159
Speaker 5: how you execute on
things.


329
00:13:30,159 --> 00:13:32,320
Speaker 5: So absolutely go read
that.


330
00:13:32,320 --> 00:13:36,720
Speaker 5: So now with with your
masterclass, let's teach that
masterclass.


331
00:13:36,720 --> 00:13:43,120
Speaker 5: How and it's obvious for
you and for me, it's actually inbred


332
00:13:43,120 --> 00:13:43,840
Speaker 5: in us.


333
00:13:43,840 --> 00:13:44,879
Speaker 5: Like we we do care.


334
00:13:44,879 --> 00:13:49,440
Speaker 5: So it's maybe a little
bit more easier and genuine for us.


335
00:13:49,440 --> 00:13:53,039
Speaker 5: But for somebody that has
to think about it a little bit,
let's


336
00:13:53,039 --> 00:13:55,440
Speaker 5: teach them how to do this
effectively.


338
00:13:57,519 --> 00:14:00,480
Speaker: Well, I think the first
thing that you have to do, whether
you


339
00:14:00,480 --> 00:14:03,759
Speaker: want to hear this or not,
is slow the heck down.


340
00:14:03,759 --> 00:14:04,879
Speaker: Slow down.


341
00:14:04,879 --> 00:14:07,840
Speaker: I in our business, no, I
get it.


342
00:14:07,840 --> 00:14:10,399
Speaker: Sometimes you have to be
quick and fast, and people are
looking


343
00:14:10,399 --> 00:14:10,799
Speaker: at houses.


344
00:14:10,799 --> 00:14:14,080
Speaker: And and I'm just using this
as an example of our industry of how


345
00:14:14,080 --> 00:14:17,120
Speaker: this applies, but you have
to be willing to slow down.


346
00:14:17,120 --> 00:14:20,320
Speaker: I know a lot of people send
an application out and they're like,


347
00:14:20,320 --> 00:14:22,159
Speaker: fill out my app, we'll get
you a letter.


348
00:14:22,159 --> 00:14:28,399
Speaker: I think that if you can
slow down and slow people down to be
willing


349
00:14:28,399 --> 00:14:33,360
Speaker: to be educated and share
things for like for me, Dina, when I


350
00:14:33,360 --> 00:14:36,559
Speaker: get someone in my office or
on Zoom or a phone call, I can tell


351
00:14:36,559 --> 00:14:37,600
Speaker: their shoulders are up.


352
00:14:37,600 --> 00:14:39,039
Speaker: They're nervous, they're
they're scared.


353
00:14:39,039 --> 00:14:41,039
Speaker: In our world, it's scary to
buy a house.


354
00:14:41,039 --> 00:14:41,600
Speaker: It's emotional.


355
00:14:41,600 --> 00:14:45,919
Speaker: Um, what I love is when
their shoulders relax and they're
like,


356
00:14:45,919 --> 00:14:47,120
Speaker: I had no idea.


357
00:14:47,120 --> 00:14:51,360
Speaker: But had I shoved them
through the process or let them rush
through


358
00:14:51,360 --> 00:14:53,519
Speaker: it, then they wouldn't have
had that experience.


359
00:14:53,519 --> 00:14:56,799
Speaker: So I would say the number
one thing is you have to slow down
to


360
00:14:56,799 --> 00:14:57,519
Speaker: speed up.


361
00:14:57,519 --> 00:15:01,200
Speaker: Um, that is my number one
thing, especially in it, like I
said,


362
00:15:01,200 --> 00:15:03,039
Speaker: in my business, you could
apply this really anywhere.


363
00:15:03,039 --> 00:15:07,279
Speaker: And when you go to your
doctor, I when you go to whatever,
your


364
00:15:07,279 --> 00:15:10,879
Speaker: mechanic, if you just take
the time to listen and allow them to


365
00:15:10,879 --> 00:15:12,960
Speaker: ask questions, I think that
that's step one.


367
00:15:14,000 --> 00:15:15,039
Speaker 5: Yeah, I love that.


368
00:15:15,039 --> 00:15:17,519
Speaker 5: Um we actually just did a
podcast.


369
00:15:17,519 --> 00:15:20,080
Speaker 5: I don't know if you know
them or not, but Socia Villa.


370
00:15:20,080 --> 00:15:24,559
Speaker 5: And he it was it was the
same common theme.


371
00:15:24,559 --> 00:15:30,399
Speaker 5: Um, it it really like
resonated because it you you have to
go


372
00:15:30,399 --> 00:15:32,159
Speaker 5: through a process up
front.


373
00:15:32,159 --> 00:15:36,480
Speaker 5: And and that process
sometimes appears like it takes
longer,


374
00:15:36,480 --> 00:15:40,320
Speaker 5: but when you do it
properly and you're thorough, which
I'd love


375
00:15:40,320 --> 00:15:44,159
Speaker 5: to hear like your you the
way you do it, um, and you're
thorough


376
00:15:44,159 --> 00:15:50,480
Speaker 5: about it, what it does is
it avoids all this unnecessary, you


377
00:15:50,480 --> 00:15:56,399
Speaker 5: know, anxiety and
confusion and uncertainty about
things that


378
00:15:56,399 --> 00:15:59,759
Speaker 5: you didn't bother
covering because you didn't even
know they


379
00:15:59,759 --> 00:16:02,799
Speaker 5: cared about that or
worried about it, because all you
did was


380
00:16:02,799 --> 00:16:05,600
Speaker 5: shove a loan up a digital
loan application in their face.


382
00:16:06,240 --> 00:16:06,240
Speaker: Right.


383
00:16:06,240 --> 00:16:09,919
Speaker: And I think too, it's like
we if you don't understand the
person,


384
00:16:09,919 --> 00:16:14,639
Speaker: it's almost similar to
saying, hey, um, personal trainer, I
really


385
00:16:14,639 --> 00:16:16,159
Speaker: want to get fit.


386
00:16:16,159 --> 00:16:20,240
Speaker: Well, how I mean, how do
they help you without knowing your
goals


387
00:16:20,240 --> 00:16:23,600
Speaker: or what muscles you want to
focus on, or you know, what your BMI


388
00:16:23,600 --> 00:16:26,799
Speaker: is, or what you know you're
eating in a day and and how you're


389
00:16:26,799 --> 00:16:27,679
Speaker: nourishing your body.


390
00:16:27,679 --> 00:16:28,879
Speaker: It's the same thing.


391
00:16:28,879 --> 00:16:31,919
Speaker: And even though you want to
skip through and you want the easy


392
00:16:31,919 --> 00:16:35,600
Speaker: button, by going slower up
front, you're you're basically
speeding


393
00:16:35,600 --> 00:16:38,639
Speaker: through the rest of the
process, getting to your goals
quicker.


395
00:16:42,720 --> 00:16:42,720
Speaker 5: Yeah.


396
00:16:42,720 --> 00:16:45,840
Speaker 5: I mean, what is it?


397
00:16:45,840 --> 00:16:49,600
Speaker 5: Uh Ozempic and all that.


398
00:16:49,600 --> 00:16:51,840
Speaker 5: That there is an easy
button out there for people.


400
00:16:52,320 --> 00:16:54,399
Speaker: Yes, there are easy
buttons, but not in mortgage.


401
00:16:54,399 --> 00:16:55,200
Speaker: Yeah.


402
00:16:55,200 --> 00:16:59,440
Speaker: But but in mortgage, I
would say it's tough, man.


403
00:16:59,440 --> 00:17:00,720
Speaker: Like, you know what it's
like.


404
00:17:00,720 --> 00:17:01,600
Speaker: Hey, I need a letter.


405
00:17:01,600 --> 00:17:04,880
Speaker: And it's like there's more
to this business than just a letter.


406
00:17:04,880 --> 00:17:08,559
Speaker: And I could go on about
this, and this is a side topic, but
it's


407
00:17:08,559 --> 00:17:11,680
Speaker: also helping people feel
confident and having peace in their
heart


408
00:17:11,680 --> 00:17:12,960
Speaker: after they get into a home.


409
00:17:12,960 --> 00:17:16,240
Speaker: How do we set people up
once they hit their goal to feel
peace


410
00:17:16,240 --> 00:17:18,079
Speaker: in their heart once they
reach it?


411
00:17:18,079 --> 00:17:21,759
Speaker: So that's a whole other
topic, but it's part of it's part of
that


412
00:17:21,759 --> 00:17:23,759
Speaker: upfront piece of slowing
down.


414
00:17:24,400 --> 00:17:25,359
Speaker 5: So what's your process?


415
00:17:25,359 --> 00:17:28,880
Speaker 5: First of all, first
question for you how much of your
business


416
00:17:28,880 --> 00:17:34,559
Speaker 5: is referral-based as
opposed to either any like
advertising 


417
00:17:34,559 --> 00:17:36,799
Speaker 5: that comes in cold or
bank leads?


419
00:17:37,759 --> 00:17:39,680
Speaker: Oh, I'm 99% self-sourced.


420
00:17:39,680 --> 00:17:44,880
Speaker: Um, every now and then I'll
get a bank referral um in one of our


421
00:17:44,880 --> 00:17:45,440
Speaker: outside cities.


422
00:17:45,440 --> 00:17:50,240
Speaker: But no, I've built my
business on having not just my eggs
in one


423
00:17:50,240 --> 00:17:51,200
Speaker: basket, even from realtors.


424
00:17:51,200 --> 00:17:55,519
Speaker: I started, you know,
spreading out two financial advisors
and 


425
00:17:55,519 --> 00:17:58,559
Speaker: my database, you know, they
say your database is full of
diamonds,


426
00:17:58,559 --> 00:17:59,519
Speaker: and it's true.


427
00:17:59,519 --> 00:18:03,759
Speaker: Um, even HR companies like
or people within within companies
that


428
00:18:03,759 --> 00:18:08,400
Speaker: are in HR, it's like having
a diversified referral source
because


429
00:18:08,400 --> 00:18:12,480
Speaker: we know realtors leave the
business, people move, people, you 


430
00:18:12,480 --> 00:18:14,319
Speaker: know, you can't always rely
on one source.


431
00:18:14,319 --> 00:18:18,079
Speaker: I knew somebody, Dino, that
left their job because their number


432
00:18:18,079 --> 00:18:20,559
Speaker: one referral source said if
you don't, I'm not sending you any


433
00:18:20,559 --> 00:18:20,799
Speaker: business.


434
00:18:20,799 --> 00:18:23,440
Speaker: That is terrifying to me.


435
00:18:23,440 --> 00:18:26,400
Speaker: So I'm about 99%
self-sourced.


437
00:18:28,400 --> 00:18:32,480
Speaker 5: I laugh because I'll tell
two stories um in regards to that.


438
00:18:32,480 --> 00:18:38,319
Speaker 5: Prior to 2008, I had
really the 99% of my business all
coming


439
00:18:38,319 --> 00:18:39,359
Speaker 5: from real estate agents.


440
00:18:39,359 --> 00:18:43,519
Speaker 5: And and there was plenty
of them, did great, but 2008 came
along


441
00:18:43,519 --> 00:18:45,279
Speaker 5: and the majority of them
went out of business.


442
00:18:45,279 --> 00:18:52,480
Speaker 5: And I I then looked at it
like I was balancing my stool on one


443
00:18:52,480 --> 00:18:52,799
Speaker 5: leg.


444
00:18:52,799 --> 00:18:56,880
Speaker 5: And and then when that
got swept under, I just I fell.


445
00:18:56,880 --> 00:19:02,640
Speaker 5: So in the rebuild stage
after 2008, it was like, no, no, I I


446
00:19:02,640 --> 00:19:04,720
Speaker 5: think I need more legs
under my stool, right?


447
00:19:04,720 --> 00:19:08,160
Speaker 5: Financial planners, CPAs,
real estate agents, attorneys.


448
00:19:08,160 --> 00:19:13,599
Speaker 5: And if one leg gets
swept, you're not falling, you're
still 


449
00:19:13,599 --> 00:19:14,480
Speaker 5: planted, right?


450
00:19:14,480 --> 00:19:16,400
Speaker 5: And and I think it's
important.


451
00:19:16,400 --> 00:19:22,799
Speaker 5: Now, I will say, out of
all of those categories, none of
them,


452
00:19:22,799 --> 00:19:25,440
Speaker 5: at least for me, were as
good as real estate agents.


453
00:19:25,440 --> 00:19:31,200
Speaker 5: But if they, if all the
real estate agents went away, I
still


454
00:19:31,200 --> 00:19:32,079
Speaker 5: had something.


455
00:19:32,079 --> 00:19:37,599
Speaker 5: The one thing I also
discovered, just my own preference,
is 


456
00:19:37,599 --> 00:19:40,240
Speaker 5: I do not want to work
with divorce situations.


457
00:19:40,240 --> 00:19:42,400
Speaker 5: The concept sounded
great.


458
00:19:42,400 --> 00:19:46,960
Speaker 5: Oh, sell one house, you
buy two houses, but the reality is, 


459
00:19:46,960 --> 00:19:50,559
Speaker 5: is everybody's credit
goes to, you know what, and and
they're


460
00:19:50,559 --> 00:19:53,599
Speaker 5: all mad at each other,
and they'd rather not pay a bill
just


461
00:19:53,599 --> 00:19:55,759
Speaker 5: to like because it was
his or her responsibility.


462
00:19:55,759 --> 00:19:57,599
Speaker 5: And it's a disaster.


463
00:19:57,599 --> 00:20:01,119
Speaker 5: It's like I don't need
that kind of conflict in my life.


464
00:20:01,119 --> 00:20:02,720
Speaker 5: Like I try and avoid it
at all costs.


465
00:20:02,720 --> 00:20:04,160
Speaker 5: I don't I don't need to
invite it in.


467
00:20:04,480 --> 00:20:08,720
Speaker 3: Yeah, I prefer real
estate agents and financial planners
and


468
00:20:08,720 --> 00:20:08,880
Speaker 3: CPAs.


470
00:20:09,680 --> 00:20:09,920
Speaker: I love that.


471
00:20:09,920 --> 00:20:13,119
Speaker: You want what I love about
financial advisor referrals or past


472
00:20:13,119 --> 00:20:16,799
Speaker: client referrals, they're
not sending three different loan
officers.


473
00:20:16,799 --> 00:20:21,039
Speaker: And I and I get, I think
it's still, I mean, I get if you
need


474
00:20:21,039 --> 00:20:24,880
Speaker: to do what you need to do,
but the whole go shop around really


475
00:20:24,880 --> 00:20:29,119
Speaker: just irks me because I
would never tell a client, go shop
three


476
00:20:29,119 --> 00:20:33,119
Speaker: real estate agents, go shop
three divorced attorneys, go shop 


477
00:20:33,119 --> 00:20:33,119
Speaker:three.


478
00:20:33,119 --> 00:20:37,119
Speaker: No, I would say go and have
conversations, go interview, you
know,


479
00:20:37,119 --> 00:20:40,240
Speaker: talk to them, ask them
questions, interview them like they
interview


480
00:20:40,240 --> 00:20:40,960
Speaker: you.


481
00:20:40,960 --> 00:20:42,799
Speaker: Because I still get a lot
of calls.


482
00:20:42,799 --> 00:20:43,759
Speaker: What's your rate?


483
00:20:43,759 --> 00:20:45,039
Speaker: What's the rate today?


484
00:20:45,039 --> 00:20:46,640
Speaker: You know, what do you want
it to be?


485
00:20:46,640 --> 00:20:50,240
Speaker: And so we really need to
train those real estate agents to
like,


486
00:20:50,240 --> 00:20:53,599
Speaker: hey, how you refer people,
would you like that?


487
00:20:53,599 --> 00:20:55,200
Speaker: Because I still see a lot
of that.


488
00:20:55,200 --> 00:20:57,200
Speaker: And I wish, I just wish
that would go away.


489
00:20:57,200 --> 00:20:58,640
Speaker: I wish they would rephrase
that.


490
00:20:58,640 --> 00:20:59,519
Speaker: We're working on it.


491
00:20:59,519 --> 00:21:00,240
Speaker: We're working on it.


493
00:21:00,559 --> 00:21:03,839
Speaker 5: And and where do you see
the bulk of your business coming
from?


494
00:21:03,839 --> 00:21:04,880
Speaker 5: What what sector?


496
00:21:06,000 --> 00:21:09,279
Speaker: I would say a third is real
estate agents, a third financial
advisors,


497
00:21:09,279 --> 00:21:13,279
Speaker: and a third would probably
be a mix of past clients, social
media,


498
00:21:13,279 --> 00:21:16,240
Speaker: Google, um, just word of
mouth.


499
00:21:16,240 --> 00:21:17,920
Speaker: So it's it's very
diversified.


501
00:21:19,839 --> 00:21:19,839
Speaker 5: Okay.


502
00:21:19,839 --> 00:21:24,160
Speaker 5: And and then let's get
back to your master class, right?


503
00:21:24,160 --> 00:21:28,160
Speaker 5: So slow down to speed up,
great opening there.


504
00:21:28,160 --> 00:21:29,440
Speaker 5: What does that look like?


505
00:21:29,440 --> 00:21:33,119
Speaker 5: Like what is when when
somebody gets referred to you,
what's


506
00:21:33,119 --> 00:21:33,920
Speaker 5: your system?


508
00:21:35,119 --> 00:21:36,160
Speaker: And I'm still working on
this.


509
00:21:36,160 --> 00:21:38,079
Speaker: I think it's always we're
always working on it.


510
00:21:38,079 --> 00:21:40,799
Speaker: But I asked them for a 15
minute discovery call.


511
00:21:40,799 --> 00:21:42,799
Speaker: I want to know what's your
timeline?


512
00:21:42,799 --> 00:21:44,079
Speaker: What are you looking for?


513
00:21:44,079 --> 00:21:46,480
Speaker: Are you is this a two year
home or a 10 year home?


514
00:21:46,480 --> 00:21:50,000
Speaker: I want to know, is it gonna
be you on the loan or do we want
your


515
00:21:50,000 --> 00:21:50,160
Speaker: spouse?


516
00:21:50,160 --> 00:21:51,440
Speaker: Oh, your spouse isn't
working.


517
00:21:51,440 --> 00:21:52,720
Speaker: Maybe we don't put them on.


518
00:21:52,720 --> 00:21:55,839
Speaker: I want to get to know a
little bit about them, build some
rapport.


519
00:21:55,839 --> 00:21:57,359
Speaker: How many kids do you have?


520
00:21:57,359 --> 00:21:58,319
Speaker: Oh, do you have any pets?


521
00:21:58,319 --> 00:21:59,759
Speaker: What realtor are you
working for?


522
00:21:59,759 --> 00:22:00,160
Speaker: With.


523
00:22:00,160 --> 00:22:03,440
Speaker: And then we talk about a
couple things that maybe they don't
think


524
00:22:03,440 --> 00:22:03,839
Speaker: to ask.


525
00:22:03,839 --> 00:22:06,240
Speaker: And so they're immediately
like, oh, thank you.


526
00:22:06,240 --> 00:22:08,960
Speaker: I the other lender didn't
even hop on a call.


527
00:22:08,960 --> 00:22:10,480
Speaker: So it's it's just good to
know.


528
00:22:10,480 --> 00:22:13,839
Speaker: Um, and then I send them, I
say, okay, I've gotten to know a
little


529
00:22:13,839 --> 00:22:14,400
Speaker: bit about you.


530
00:22:14,400 --> 00:22:16,799
Speaker: Um, I even ask about their
income, do you know a little bit?


531
00:22:16,799 --> 00:22:18,079
Speaker: Like, oh, are you working
currently?


532
00:22:18,079 --> 00:22:20,640
Speaker: And you know, do you have
any, you know, child support?


533
00:22:20,640 --> 00:22:24,160
Speaker: Just kind of get a baseline
so that when we get an application,


534
00:22:24,160 --> 00:22:25,920
Speaker: we can move quicker.


535
00:22:25,920 --> 00:22:29,519
Speaker: We know, oh, their budget
is $3,000 a month.


536
00:22:29,519 --> 00:22:33,359
Speaker: Maybe that's low for where
you're at, but maybe it's $3,000 a 


537
00:22:33,359 --> 00:22:33,359
Speaker:month.


538
00:22:33,359 --> 00:22:35,440
Speaker: How much do you want to put
towards down payment?


539
00:22:35,440 --> 00:22:36,559
Speaker: Have you saved any money?


540
00:22:36,559 --> 00:22:37,839
Speaker: Do you need down payment
assistance?


541
00:22:37,839 --> 00:22:41,359
Speaker: Then that way, when we get
the app, we're not just guessing or


542
00:22:41,359 --> 00:22:44,480
Speaker: trying to qualify someone
for a million-dollar home when they 


543
00:22:44,480 --> 00:22:45,599
Speaker: really only want to afford
$500,000.


544
00:22:45,599 --> 00:22:49,279
Speaker: You know, we're still going
to do that, but at least we know
kind


545
00:22:49,279 --> 00:22:50,000
Speaker: of the parameters.


546
00:22:50,000 --> 00:22:54,799
Speaker: And then I also send them
my Google reviews because I want
them


547
00:22:54,799 --> 00:22:56,240
Speaker: to know me as well as I
know them.


548
00:22:56,240 --> 00:22:57,599
Speaker: And I say that to them.


549
00:22:57,599 --> 00:23:00,240
Speaker: I share that here's my
team, here's my process.


550
00:23:00,240 --> 00:23:02,240
Speaker: I have a buyer booklet that
they can flip through.


551
00:23:02,240 --> 00:23:06,480
Speaker: It sounds super simple, but
it's just little things, little
things


552
00:23:06,480 --> 00:23:09,119
Speaker: that they can there, you
know they're going to Google.


553
00:23:09,119 --> 00:23:10,640
Speaker: You know they're
researching you already.


554
00:23:10,640 --> 00:23:14,480
Speaker: Why not give them the
direct links or give them the tools
to do


555
00:23:14,480 --> 00:23:14,799
Speaker: so?


556
00:23:14,799 --> 00:23:18,799
Speaker: Um, when we get their
application, my loan partner then
runs through


557
00:23:18,799 --> 00:23:20,400
Speaker: it and she finishes it up.


558
00:23:20,400 --> 00:23:24,240
Speaker: And then I have a what I
call a pre-approval presentation
where


559
00:23:24,240 --> 00:23:27,759
Speaker: we curate options and say,
here's option A, B, C based on your


560
00:23:27,759 --> 00:23:31,119
Speaker: goals on our 15, sometimes
it's a 30 minute ends up being
depends


561
00:23:31,119 --> 00:23:31,680
Speaker: on the call.


562
00:23:31,680 --> 00:23:35,920
Speaker: Based on your discovery
call and your data, here's my like
treatment


563
00:23:35,920 --> 00:23:36,799
Speaker: plan for you.


564
00:23:36,799 --> 00:23:39,359
Speaker: You know, again,
prescription without diagnosis is
malpractice.


565
00:23:39,359 --> 00:23:42,960
Speaker: Here's how I've curated
based on your goals, your hopes,
your 


566
00:23:42,960 --> 00:23:43,440
Speaker: dreams, your fears.


567
00:23:43,440 --> 00:23:47,119
Speaker: And then we talk things
like closing costs and what rates
do.


568
00:23:47,119 --> 00:23:51,359
Speaker: And every single time when
I show them a rate grid, it's like 


569
00:23:51,359 --> 00:23:52,000
Speaker: their mind is blown.


570
00:23:52,000 --> 00:23:54,160
Speaker: They're like, wait, there's
more than one rate.


571
00:23:54,160 --> 00:23:58,319
Speaker: And then that's when they,
I think, really trust me more
because


572
00:23:58,319 --> 00:24:01,599
Speaker: they say, Oh, this other
lender just emailed me a sheet and
it


573
00:24:01,599 --> 00:24:02,240
Speaker: just has one rate.


574
00:24:02,240 --> 00:24:06,400
Speaker: And so I go deeper, I go a
little bit deeper, and then from
there


575
00:24:06,400 --> 00:24:07,119
Speaker: they start shopping.


576
00:24:07,119 --> 00:24:08,880
Speaker: So that's my process.


577
00:24:08,880 --> 00:24:12,079
Speaker: Right, wrong, or
indifferent, it works for us and it
builds rapport


578
00:24:12,079 --> 00:24:13,279
Speaker: with the clients as well.


580
00:24:14,000 --> 00:24:14,799
Speaker 5: Yeah, for sure.


581
00:24:14,799 --> 00:24:19,359
Speaker 5: Um the pre-approval
presentation I wrote next to the
treatment


582
00:24:19,359 --> 00:24:19,920
Speaker 5: plan.


583
00:24:19,920 --> 00:24:23,839
Speaker 5: Again, going back to your
analogy, I think it's great.


584
00:24:23,839 --> 00:24:29,759
Speaker 5: And when when you do this
um treatment plan, right, and how 


585
00:24:29,759 --> 00:24:31,599
Speaker 5: long does that whole
process take?


586
00:24:31,599 --> 00:24:33,279
Speaker 5: You said it, but I didn't
catch it.


588
00:24:33,759 --> 00:24:38,000
Speaker: Yeah, when when people like
my my loan partner will say, You
you're


589
00:24:38,000 --> 00:24:39,920
Speaker: pre-approved, book your
meeting with Kayla.


590
00:24:39,920 --> 00:24:42,319
Speaker: Dino, you better believe
people are booking that quick.


591
00:24:42,319 --> 00:24:44,079
Speaker: They're like, I I want to
know.


592
00:24:44,079 --> 00:24:48,000
Speaker: Oftentimes, sometimes we'll
send a letter, but we're like, in 


593
00:24:48,000 --> 00:24:51,279
Speaker: order for us to release
this letter, we want to talk about
it.


594
00:24:51,279 --> 00:24:55,519
Speaker: And so people then are
willing to book immediately, which I
love


595
00:24:55,519 --> 00:24:57,279
Speaker: because then they're gonna
take the time.


596
00:24:57,279 --> 00:25:01,279
Speaker: So when we do that, that
call can be, gosh, I've had it be 10


597
00:25:01,279 --> 00:25:02,720
Speaker: minutes and I've had it be
an hour.


598
00:25:02,720 --> 00:25:06,000
Speaker: Sometimes we dive into
rates and programs or they've got
questions.


599
00:25:06,000 --> 00:25:09,359
Speaker: And sometimes we do it in
the evening when both, you know,
husband


600
00:25:09,359 --> 00:25:10,319
Speaker: and wife are there.


601
00:25:10,319 --> 00:25:14,880
Speaker: And and so there's a lot of
flexibility in that meeting, but it


602
00:25:14,880 --> 00:25:16,960
Speaker: really just depends how
deep the clients want to go.


604
00:25:18,079 --> 00:25:23,519
Speaker 5: And and in that meeting,
is it always a show and tell?


605
00:25:23,519 --> 00:25:27,119
Speaker 5: So it has to be like a
Zoom, a video conference, or could
it


606
00:25:27,119 --> 00:25:27,680
Speaker 5: be over the phone?


608
00:25:28,240 --> 00:25:30,480
Speaker: Some people do phone, some
people just want to chat through it.


609
00:25:30,480 --> 00:25:33,119
Speaker: So it's not always, I would
say it's half, half and half.


610
00:25:33,119 --> 00:25:36,559
Speaker: And rarely, rarely do I
have people that want to meet in
person.


611
00:25:36,559 --> 00:25:38,880
Speaker: Do you still have people
that want to meet in person?


612
00:25:38,880 --> 00:25:41,039
Speaker: Never, absolutely never.


613
00:25:41,039 --> 00:25:42,400
Speaker: So it's phone or Zoom.


614
00:25:42,400 --> 00:25:46,480
Speaker: Some people are driving,
but when I can share my screen or
send


615
00:25:46,480 --> 00:25:50,400
Speaker: a follow-up, like a
follow-up, then it's like when they
can see


616
00:25:50,400 --> 00:25:51,920
Speaker: it, they digest it better.


618
00:25:53,119 --> 00:25:56,240
Speaker 5: And so I don't talk to
clients much anymore or really do
loans


619
00:25:56,240 --> 00:25:56,720
Speaker 5: anymore.


620
00:25:56,720 --> 00:26:00,559
Speaker 5: But when when I did, it's
funny because our our entire model


621
00:26:00,559 --> 00:26:03,680
Speaker 5: is actually very similar
of how I used to do it.


622
00:26:03,680 --> 00:26:09,440
Speaker 5: And my I call him
production manager, so you know, LOA
type 


623
00:26:09,440 --> 00:26:09,440
Speaker 5:thing.


624
00:26:09,440 --> 00:26:10,799
Speaker 5: Um, he would do the
pre-approval.


625
00:26:10,799 --> 00:26:15,680
Speaker 5: He would actually send
out the letter, and at this, and
then


626
00:26:15,680 --> 00:26:16,799
Speaker 5: he would have a next
steps.


627
00:26:16,799 --> 00:26:20,240
Speaker 5: And the next steps, there
might be some documents that are
missing,


628
00:26:20,240 --> 00:26:23,839
Speaker 5: there might be something
that we need, but there was always 


629
00:26:23,839 --> 00:26:27,519
Speaker 5: a link for Dino's
calendar, and it was book your
appointment


630
00:26:27,519 --> 00:26:29,440
Speaker 5: with Dino to go over the
approval.


631
00:26:29,440 --> 00:26:35,519
Speaker 5: And and I and I I made it
mandatory, unless they absolutely 


632
00:26:35,519 --> 00:26:38,960
Speaker 5: could not, that it was a
video conference for the sole
purpose


633
00:26:38,960 --> 00:26:43,759
Speaker 5: of I wanted to show them
things because I would tell them
listen,


634
00:26:43,759 --> 00:26:48,640
Speaker 5: this pre-approval letter
that everybody puts all their weight


635
00:26:48,640 --> 00:26:50,960
Speaker 5: on can change a lot.


636
00:26:50,960 --> 00:26:55,759
Speaker 5: Day to day, if rates
change, it could change based on you
know


637
00:26:55,759 --> 00:26:59,200
Speaker 5: what house you buy, where
you buy, if it's a condo versus a 


638
00:26:59,200 --> 00:27:00,000
Speaker 5: single family residence.


639
00:27:00,000 --> 00:27:04,240
Speaker 5: I mean, over here, right,
at 450 is not uncommon for an HOA.


640
00:27:04,240 --> 00:27:08,319
Speaker 5: But if you find something
that's 300, guess what?


641
00:27:08,319 --> 00:27:10,799
Speaker 5: Now you can buy something
a little more expensive, right?


642
00:27:10,799 --> 00:27:14,079
Speaker 5: And and I don't know what
your guys' property taxes are like,


643
00:27:14,079 --> 00:27:16,799
Speaker 5: but ours are mostly in
that 1.


644
00:27:16,799 --> 00:27:19,279
Speaker 5: You know, oh three range.


645
00:27:19,279 --> 00:27:24,079
Speaker 5: But then some of the
newer communities, like literally up
the


646
00:27:24,079 --> 00:27:25,839
Speaker 5: street from my office,
it's 1.7.


647
00:27:25,839 --> 00:27:29,039
Speaker 5: And then down the street
from there, it's 2%.


648
00:27:29,039 --> 00:27:33,680
Speaker 5: So range the range is
drastic, right?


649
00:27:33,680 --> 00:27:37,680
Speaker 5: And and they need to know
that this is what it what happens.


650
00:27:37,680 --> 00:27:39,920
Speaker 5: And then different
counties, right?


651
00:27:39,920 --> 00:27:41,119
Speaker 5: All of a sudden you're
not conforming.


652
00:27:41,119 --> 00:27:44,480
Speaker 5: So, anyways, I I go
through all this with them in
detail.


653
00:27:44,480 --> 00:27:49,119
Speaker 5: And what I do is I
actually pull up the LOS and and I
say, so


654
00:27:49,119 --> 00:27:51,519
Speaker 5: first let's start with
interest rate, because that's the
one


655
00:27:51,519 --> 00:27:52,880
Speaker 5: thing everybody thinks
of, right?


656
00:27:52,880 --> 00:27:57,759
Speaker 5: If the interest rate goes
down by a quarter point, this is
what


657
00:27:57,759 --> 00:27:59,440
Speaker 5: happens to your payment,
right?


658
00:27:59,440 --> 00:28:00,319
Speaker 5: And I would show them.


659
00:28:00,319 --> 00:28:02,240
Speaker 5: And I always did a
mortgage coach too.


660
00:28:02,240 --> 00:28:06,160
Speaker 5: So I would have both, but
then I would go in deep right here


661
00:28:06,160 --> 00:28:08,640
Speaker 5: so they could see the
debt ratio, right?


662
00:28:08,640 --> 00:28:12,400
Speaker 5: Or I would change, like,
hey, if you know where you're
looking,


663
00:28:12,400 --> 00:28:14,400
Speaker 5: it's potential, it's a
fire zone.


664
00:28:14,400 --> 00:28:18,160
Speaker 5: You're in California, you
can pretty much call it double now,


665
00:28:18,160 --> 00:28:20,720
Speaker 5: if not more, of what it
would be, right?


666
00:28:20,720 --> 00:28:22,559
Speaker 5: Look at what that just
did.


667
00:28:22,559 --> 00:28:26,640
Speaker 5: So what I don't want you
to do is think this letter covers
everything


668
00:28:26,640 --> 00:28:27,759
Speaker 5: because it doesn't.


669
00:28:27,759 --> 00:28:33,119
Speaker 5: And this is why you and I
need to be in communication through


670
00:28:33,119 --> 00:28:34,400
Speaker 5: this entire process.


671
00:28:34,400 --> 00:28:36,880
Speaker 5: And and I want to educate
you.


672
00:28:36,880 --> 00:28:42,240
Speaker 5: And the one thing I would
always tell them is don't say this


673
00:28:42,240 --> 00:28:44,319
Speaker 5: to the realtor because
they always refer.


674
00:28:44,319 --> 00:28:46,799
Speaker 5: And I go, and and they
don't like it when I say this.


675
00:28:46,799 --> 00:28:50,799
Speaker 5: But here's the truth
their job is to find you the perfect
home.


676
00:28:50,799 --> 00:28:54,319
Speaker 5: And the easiest way to do
that is just to keep showing you
something


677
00:28:54,319 --> 00:28:54,799
Speaker 5: more expensive.


678
00:28:54,799 --> 00:29:01,839
Speaker 5: Because every every you
know, 20, 30, 50,000, the kitchen
gets


679
00:29:01,839 --> 00:29:04,160
Speaker 5: a little nicer, the
closet gets a little better, right?


680
00:29:04,160 --> 00:29:05,119
Speaker 5: All of it's better.


681
00:29:05,119 --> 00:29:11,839
Speaker 5: But I said, my goal for
you is to educate you to the point
where


682
00:29:11,839 --> 00:29:16,400
Speaker 5: you know exactly what
this box is that you belong in.


683
00:29:16,400 --> 00:29:23,279
Speaker 5: And from there, you draw
a line in the sand or a hard line
and


684
00:29:23,279 --> 00:29:26,559
Speaker 5: say, Don't ever show me
anything more expensive than this.


685
00:29:26,559 --> 00:29:27,039
Speaker 5: Right.


686
00:29:27,039 --> 00:29:31,119
Speaker 5: And and it's your job to
control your real estate agent.


687
00:29:31,119 --> 00:29:36,079
Speaker 5: And what happened when I
said that language, it really just 


688
00:29:36,079 --> 00:29:39,119
Speaker 5: like it told them, I'm
here for them.


689
00:29:39,119 --> 00:29:40,640
Speaker 5: I'm looking out for them.


690
00:29:40,640 --> 00:29:46,799
Speaker 5: I care more about them
and and what they get into as
opposed


691
00:29:46,799 --> 00:29:47,759
Speaker 5: to the commission.


693
00:29:49,200 --> 00:29:49,839
Speaker: You're spot on.


694
00:29:49,839 --> 00:29:53,359
Speaker: And it's it blows my mind
how many loan officers do you know, 


695
00:29:53,359 --> 00:29:54,240
Speaker: don't do that.


696
00:29:54,240 --> 00:29:57,200
Speaker: In fact, I will ask
clients, have you been through the
process?


697
00:29:57,200 --> 00:29:58,960
Speaker: Yeah, I've just an email.


698
00:29:58,960 --> 00:30:00,319
Speaker: Well, you just nailed it.


699
00:30:00,319 --> 00:30:03,759
Speaker: It's like we have special
assessments here, and it can shift a


700
00:30:03,759 --> 00:30:06,480
Speaker: house payment 250 bucks a
month, just like if you're in a fire


701
00:30:06,480 --> 00:30:09,599
Speaker: zone, I have financed some
California properties, game changer.


702
00:30:09,599 --> 00:30:11,759
Speaker: And those HOAs, game
changer.


703
00:30:11,759 --> 00:30:14,799
Speaker: And when they see that,
like, hey, see this thing here, it's
called


704
00:30:14,799 --> 00:30:15,039
Speaker: DTI.


705
00:30:15,039 --> 00:30:19,920
Speaker: And you explain, they're
like, oh, or you move that quarter
of


706
00:30:19,920 --> 00:30:24,000
Speaker: an interest rate, they're
like, oh, or you show them, hey,
here's


707
00:30:24,000 --> 00:30:26,559
Speaker: a rate at no cost today at
six, eight, seven, five.


708
00:30:26,559 --> 00:30:28,480
Speaker: Here's if you buy it down
to six.


709
00:30:28,480 --> 00:30:31,839
Speaker: So when you get quoted by
another lender or you see these
rates,


710
00:30:31,839 --> 00:30:34,160
Speaker: remember, here's what it
comes with.


711
00:30:34,160 --> 00:30:37,599
Speaker: And I feel like people are
so mind blown at that point.


712
00:30:37,599 --> 00:30:40,880
Speaker: So I love that you did that
because so many people don't.


713
00:30:40,880 --> 00:30:42,960
Speaker: And that to me is how you
show them.


714
00:30:42,960 --> 00:30:45,440
Speaker: They're they're then
understanding it, they're digesting
it more,


715
00:30:45,440 --> 00:30:46,400
Speaker: and then they're more
confident.


717
00:30:48,400 --> 00:30:51,279
Speaker 5: Okay, so so let's go kind
of the next level, right?


718
00:30:51,279 --> 00:30:53,920
Speaker 5: We're just gonna go
through your entire process here.


719
00:30:53,920 --> 00:30:55,680
Speaker 5: Uh they're out shopping.


720
00:30:55,680 --> 00:30:59,359
Speaker 5: Uh let's say they don't
find something right away.


721
00:30:59,359 --> 00:31:01,839
Speaker 5: How often do you
communicate with them?


723
00:31:02,720 --> 00:31:03,519
Speaker: You know, it depends.


724
00:31:03,519 --> 00:31:06,799
Speaker: So, some people, they're
just naturally curious.


725
00:31:06,799 --> 00:31:09,440
Speaker: So they want to know what
does this house look like?


726
00:31:09,440 --> 00:31:12,480
Speaker: We do a lot of new
construction, there's a lot of land,
there's


727
00:31:12,480 --> 00:31:13,200
Speaker: a lot of buildings.


728
00:31:13,200 --> 00:31:14,720
Speaker: So, what does this look
like?


729
00:31:14,720 --> 00:31:15,599
Speaker: What does this look like?


730
00:31:15,599 --> 00:31:18,160
Speaker: And there's all these towns
that are very close to each other.


731
00:31:18,160 --> 00:31:21,440
Speaker: And I don't know if you
know this, but Fargo, North Dakota
is 


732
00:31:21,440 --> 00:31:25,039
Speaker: on the like there's a river
separating Minnesota and Fargo,
North


733
00:31:25,039 --> 00:31:25,279
Speaker: Dakota.


734
00:31:25,279 --> 00:31:27,920
Speaker: So there's a lot of
differences in those cities.


735
00:31:27,920 --> 00:31:30,880
Speaker: So clients are naturally
just curious, what does this look
like?


736
00:31:30,880 --> 00:31:34,319
Speaker: But we're staying in touch
with clients typically weekly.


737
00:31:34,319 --> 00:31:38,079
Speaker: Sometimes you can tell
people are like, I'll reach out,
like calm


738
00:31:38,079 --> 00:31:38,400
Speaker: down.


739
00:31:38,400 --> 00:31:41,359
Speaker: Some people tell me, please
don't reach out to me because I did


740
00:31:41,359 --> 00:31:43,359
Speaker: a loan a year ago and this
guy wouldn't leave me alone.


741
00:31:43,359 --> 00:31:46,480
Speaker: So it just depends on the
person, but we're checking in every 


742
00:31:46,480 --> 00:31:48,319
Speaker: you know week or two, just
how's it going?


743
00:31:48,319 --> 00:31:51,519
Speaker: Um, I'll also check in with
the realtor and say, hey, have you


744
00:31:51,519 --> 00:31:52,160
Speaker: shown them any homes?


745
00:31:52,160 --> 00:31:55,359
Speaker: If they send me a listing,
I will let the realtor know.


746
00:31:55,359 --> 00:31:58,160
Speaker: Hey, I just ran numbers for
Susie, just a heads up.


747
00:31:58,160 --> 00:31:59,440
Speaker: It's in her price range.


748
00:31:59,440 --> 00:32:01,200
Speaker: So it just depends on the
client.


749
00:32:01,200 --> 00:32:04,799
Speaker: But you know, typically
weekly or a few times at least a
month,


750
00:32:04,799 --> 00:32:06,400
Speaker: if they're just kind of
slowly looking.


752
00:32:07,200 --> 00:32:10,160
Speaker 5: So I I I love that answer
because you know, like the core, for


753
00:32:10,160 --> 00:32:10,240
Speaker 5: example.


754
00:32:10,240 --> 00:32:12,720
Speaker 5: I know a lot of guys in
the core and and they're so
regimented.


755
00:32:12,720 --> 00:32:15,680
Speaker 5: Like we're gonna call
them all on Wednesday or whatever it
is,


756
00:32:15,680 --> 00:32:19,119
Speaker 5: or then we're gonna call
all the realtors on, and and I think


757
00:32:19,119 --> 00:32:23,359
Speaker 5: what you just said shows
that you actually know and care
about


758
00:32:23,359 --> 00:32:28,720
Speaker 5: your client more than the
you know, the Wednesday, whatever 


759
00:32:28,720 --> 00:32:33,200
Speaker 5: they named it, you know,
nickname is because one of the some


760
00:32:33,200 --> 00:32:35,200
Speaker 5: of them might just be
getting discouraged, right?


761
00:32:35,200 --> 00:32:37,359
Speaker 5: It's like, and then they
don't want to just keep hearing
about


762
00:32:37,359 --> 00:32:37,519
Speaker 5: it.


763
00:32:37,519 --> 00:32:40,000
Speaker 5: I mean, or the realtor
hasn't shown them anything, there's
nothing


764
00:32:40,000 --> 00:32:41,039
Speaker 5: that's popped up.


765
00:32:41,039 --> 00:32:45,599
Speaker 5: I don't think it requires
a regimented weekly call.


766
00:32:45,599 --> 00:32:50,400
Speaker 5: I think it always needs
to be a judgment call by you who
should


767
00:32:50,400 --> 00:32:53,680
Speaker 5: know them better than
anybody on what suits them.


768
00:32:53,680 --> 00:32:59,359
Speaker 5: And and that kind of
brings me to my whole concept right
now


769
00:32:59,359 --> 00:33:03,200
Speaker 5: of like I'm just gonna go
on a rant, and it has nothing to do


770
00:33:03,200 --> 00:33:04,640
Speaker 5: with any of this, but
it's it's a little rant.


771
00:33:04,640 --> 00:33:06,960
Speaker 5: So campaigns, yeah.


772
00:33:06,960 --> 00:33:11,279
Speaker 5: So many mortgage
advisors, loan officers, they all
want campaigns,


773
00:33:11,279 --> 00:33:13,440
Speaker 5: like they just want to
set it and forget it.


774
00:33:13,440 --> 00:33:15,599
Speaker 5: But I I feel like
campaigns are dead.


775
00:33:15,599 --> 00:33:20,880
Speaker 5: That if if your campaigns
are how you live off of stuff, it 


776
00:33:20,880 --> 00:33:23,359
Speaker 5: it's it's like you're
just like everybody else.


777
00:33:23,359 --> 00:33:27,920
Speaker 5: And and I think it's time
to be a little bit more, I know you,


778
00:33:27,920 --> 00:33:32,319
Speaker 5: and I'm going to
customize something for you, as
opposed to 


779
00:33:32,319 --> 00:33:35,119
Speaker 5: you and and and everybody
else are exactly the same.


780
00:33:35,119 --> 00:33:37,359
Speaker 5: Doesn't mean much when
when that happens.


782
00:33:38,240 --> 00:33:41,519
Speaker: I think the you know, the
Tuesday updates, the regimented
calls,


783
00:33:41,519 --> 00:33:42,880
Speaker: it feels forced.


784
00:33:42,880 --> 00:33:48,880
Speaker: In fact, I have a realtor
that calls me every every Monday at 


785
00:33:48,880 --> 00:33:51,759
Speaker: a certain time, and I have
no updates, and it feels forced.


786
00:33:51,759 --> 00:33:52,720
Speaker: It doesn't feel genuine.


787
00:33:52,720 --> 00:33:55,920
Speaker: And I'm thinking, is the
client getting that too?


788
00:33:55,920 --> 00:33:58,799
Speaker: And then it feels like, I
mean, put our put yourself in the
client's


789
00:33:58,799 --> 00:33:59,279
Speaker: shoes.


790
00:33:59,279 --> 00:34:01,119
Speaker: If you're just it's like,
do they care?


791
00:34:01,119 --> 00:34:02,720
Speaker: Are they just doing this to
check a box?


792
00:34:02,720 --> 00:34:05,200
Speaker: Well, that's the difference
between the core.


793
00:34:05,200 --> 00:34:06,559
Speaker: I get the core, I get it.


794
00:34:06,559 --> 00:34:09,599
Speaker: Like I've I've utilized
parts of it, but at some point it
just


795
00:34:09,599 --> 00:34:11,679
Speaker: shows how much you care
about the client when you just go a
little


796
00:34:11,679 --> 00:34:13,360
Speaker: deeper instead of just
checking a box.


798
00:34:14,000 --> 00:34:14,559
Speaker 5: Yeah, for sure.


799
00:34:14,559 --> 00:34:16,559
Speaker 5: Okay, so so let's move on
on your process.


800
00:34:16,559 --> 00:34:20,480
Speaker 5: So now somebody finds a
house and they're super excited.


801
00:34:20,480 --> 00:34:21,679
Speaker 5: They write an offer.


802
00:34:21,679 --> 00:34:26,480
Speaker 5: Um, first, is there any
like uh when when the realtor writes


803
00:34:26,480 --> 00:34:29,119
Speaker 5: an offer, do you get
involved or you sit back and wait?


805
00:34:29,760 --> 00:34:32,000
Speaker: I'm like, do not write any
offers without talking to me.


806
00:34:32,000 --> 00:34:32,559
Speaker: Okay, you guys?


807
00:34:32,559 --> 00:34:33,440
Speaker: Like, we gotta talk.


808
00:34:33,440 --> 00:34:38,159
Speaker: Um, I think there is a lot
of this people living on the edge
of,


809
00:34:38,159 --> 00:34:39,360
Speaker: okay, this is tight.


810
00:34:39,360 --> 00:34:41,599
Speaker: And you said you were gonna
pay this car off.


811
00:34:41,599 --> 00:34:45,119
Speaker: And so if you do buy this
house, or you know, we do a lot of
first-time


812
00:34:45,119 --> 00:34:46,159
Speaker: home buyers here.


813
00:34:46,159 --> 00:34:48,800
Speaker: So there's a lot of like we
need to know the closing costs and


814
00:34:48,800 --> 00:34:51,440
Speaker: what's the date of closing
because the second of September is 


815
00:34:51,440 --> 00:34:52,159
Speaker: a lot different than the
30th.


816
00:34:52,159 --> 00:34:57,280
Speaker: So I offer to upon like,
let's run the numbers, let's just
talk


817
00:34:57,280 --> 00:34:58,800
Speaker: about closing costs and
payment.


818
00:34:58,800 --> 00:35:03,199
Speaker: And then I say, upon offer,
I'm willing to reach out to the
listing


819
00:35:03,199 --> 00:35:06,000
Speaker: agent and essentially state
that, you know, we've gone through


820
00:35:06,000 --> 00:35:07,599
Speaker: AUS, we've pulled credit.


821
00:35:07,599 --> 00:35:10,239
Speaker: Um, it's for me to build a
rapport in Fargo.


822
00:35:10,239 --> 00:35:13,760
Speaker: I've noticed I don't do it
as much because people know me.


823
00:35:13,760 --> 00:35:17,199
Speaker: They know my they so I
don't, you know, the realtor's like,
uh,


824
00:35:17,199 --> 00:35:18,239
Speaker: it's so-and-so, they know
you.


825
00:35:18,239 --> 00:35:21,599
Speaker: I'm like, okay, so that's
awesome, but I still offer it.


826
00:35:21,599 --> 00:35:24,800
Speaker: In other cities where,
like, you know, Minneapolis is
three, four


827
00:35:24,800 --> 00:35:25,199
Speaker: hours away.


828
00:35:25,199 --> 00:35:27,039
Speaker: I will always call the
listing agent.


829
00:35:27,039 --> 00:35:28,159
Speaker: All right, it's Kayla
Callendar.


830
00:35:28,159 --> 00:35:29,280
Speaker: We just submitted an offer.


831
00:35:29,280 --> 00:35:30,239
Speaker: Should you have any
questions?


832
00:35:30,239 --> 00:35:31,280
Speaker: Let me know.


833
00:35:31,280 --> 00:35:32,960
Speaker: Your listing, by the way,
is stunning.


834
00:35:32,960 --> 00:35:36,000
Speaker: And then they realize
there's a human and they're not
like, who's


835
00:35:36,000 --> 00:35:37,280
Speaker: this first international
bank?


836
00:35:37,280 --> 00:35:38,239
Speaker: I don't know this girl.


837
00:35:38,239 --> 00:35:40,239
Speaker: Um, so I will do that.


838
00:35:40,239 --> 00:35:43,360
Speaker: And then essentially we
wait for the offer to be accepted.


839
00:35:43,360 --> 00:35:45,119
Speaker: So that's kind of my
process.


841
00:35:47,440 --> 00:35:51,280
Speaker 5: Do you uh you know,
again, we got different regions
completely,


842
00:35:51,280 --> 00:35:53,440
Speaker 5: so uh things are a little
bit different.


843
00:35:53,440 --> 00:35:56,800
Speaker 5: A listing agent will not
pick up their phone over here.


844
00:35:56,800 --> 00:36:00,159
Speaker 5: When they put it up, they
get bombarded, they just they don't


845
00:36:00,159 --> 00:36:00,559
Speaker 5: even bother.


846
00:36:00,559 --> 00:36:06,000
Speaker 5: So, you know, I I really
and this happened years ago, but it


847
00:36:06,000 --> 00:36:10,800
Speaker 5: felt to me like leaving a
voicemail, and I'm not saying this


848
00:36:10,800 --> 00:36:14,719
Speaker 5: in a negative way, but it
was it was so you know, 2010.


850
00:36:16,079 --> 00:36:16,079
Speaker: Yeah.


851
00:36:16,079 --> 00:36:19,039
Speaker: No, I feel like it's
voicemail is 2010.


852
00:36:19,039 --> 00:36:25,119
Speaker: I feel that's why like I'll
I'll do a voice tag, like a voice 


853
00:36:25,119 --> 00:36:26,719
Speaker: memo or shoot a text off.


854
00:36:26,719 --> 00:36:28,320
Speaker: But I don't know, I don't
know.


855
00:36:28,320 --> 00:36:31,280
Speaker: Okay, putting you on the
spot, do you leave voicemails
anymore


856
00:36:31,280 --> 00:36:32,960
Speaker: for people in your life
business?


857
00:36:32,960 --> 00:36:34,400
Speaker: Yeah, neither.


859
00:36:35,119 --> 00:36:36,239
Speaker 5: I don't even leave
voicemails anymore.


860
00:36:36,239 --> 00:36:38,800
Speaker 5: And and and for whatever
reason, I even get annoyed when
people


861
00:36:38,800 --> 00:36:39,360
Speaker 5: leave me voicemails.


863
00:36:40,159 --> 00:36:41,760
Speaker: No, I'm like, no, it's hard
to listen to this.


864
00:36:41,760 --> 00:36:45,519
Speaker: I read the transcript,
delete, or people will call you
back, like,


865
00:36:45,519 --> 00:36:46,400
Speaker: I didn't listen to your
voicemail.


866
00:36:46,400 --> 00:36:47,840
Speaker: What do you want to talk
about?


868
00:36:50,239 --> 00:36:51,360
Speaker 5: I I'll tell you what I
believe.


869
00:36:51,360 --> 00:36:54,480
Speaker 5: I what I and I started, I
did this years and years and years


870
00:36:54,480 --> 00:36:57,920
Speaker 5: ago, but I did a um at
the time it was Bomb Bomb videos.


871
00:36:57,920 --> 00:36:58,800
Speaker 5: Now I use Loom.


872
00:36:58,800 --> 00:37:04,960
Speaker 5: And I would literally do
a screen share and say, first, I
actually


873
00:37:04,960 --> 00:37:06,559
Speaker 5: always here's what I did.


874
00:37:06,559 --> 00:37:11,360
Speaker 5: I opened up with a full
video of just me looking right at
the


875
00:37:11,360 --> 00:37:16,079
Speaker 5: camera, introducing
myself, letting them know who I am
and what


876
00:37:16,079 --> 00:37:17,440
Speaker 5: my intentions are.


877
00:37:17,440 --> 00:37:17,760
Speaker 5: Right.


878
00:37:17,760 --> 00:37:25,039
Speaker 5: And I I always went into
if you don't know who I am, and I
would


879
00:37:25,039 --> 00:37:31,760
Speaker 5: quickly go to the Google
uh reviews, I'd say, you know, I'm 


880
00:37:31,760 --> 00:37:34,400
Speaker 5: I'm a how would I word
it?


881
00:37:34,400 --> 00:37:35,519
Speaker 5: It's gosh, it's been so
long.


882
00:37:35,519 --> 00:37:38,400
Speaker 5: I would say, so first,
first and foremost, I want you to
know


883
00:37:38,400 --> 00:37:40,320
Speaker 5: I'm not just a regular
loan officer.


884
00:37:40,320 --> 00:37:44,079
Speaker 5: I'm a true mortgage
advisor and I'm a purchase guy.


885
00:37:44,079 --> 00:37:45,360
Speaker 5: I'm not a refi guy.


886
00:37:45,360 --> 00:37:48,159
Speaker 5: I do refi's for my
clients, but I'm a purchase guy.


887
00:37:48,159 --> 00:37:51,119
Speaker 5: And there's a big
difference there, and I'll tell you
why, because


888
00:37:51,119 --> 00:37:55,519
Speaker 5: most other loan officers
at all these other places, they
don't


889
00:37:55,519 --> 00:37:58,960
Speaker 5: know how to do loans, but
they don't know how to do purchases.


890
00:37:58,960 --> 00:38:02,639
Speaker 5: And the reason why is
because they don't understand
closing 


891
00:38:02,639 --> 00:38:02,639
Speaker 5:dates.


892
00:38:02,639 --> 00:38:06,559
Speaker 5: They don't understand
taking time off of work dates, they
don't


893
00:38:06,559 --> 00:38:10,639
Speaker 5: understand couples
fighting and the whole emotional
side that


894
00:38:10,639 --> 00:38:12,079
Speaker 5: goes into buying a home.


895
00:38:12,079 --> 00:38:17,360
Speaker 5: That's the one thing
about me that I can guarantee I will
have


896
00:38:17,360 --> 00:38:18,079
Speaker 5: taken care of.


897
00:38:18,079 --> 00:38:22,239
Speaker 5: And on top of that, as
you'll see in the offer, because I
always


898
00:38:22,239 --> 00:38:24,960
Speaker 5: instructed my agents to
do 15-day closes.


899
00:38:24,960 --> 00:38:29,199
Speaker 5: We're offering a 15-day
close with no loan contingencies.


900
00:38:29,199 --> 00:38:33,760
Speaker 5: And the reason why is
because a pre-approval letter means
nothing


901
00:38:33,760 --> 00:38:34,400
Speaker 5: to me.


902
00:38:34,400 --> 00:38:36,880
Speaker 5: Everybody's got a
pre-approval letter, but when they
have loan


903
00:38:36,880 --> 00:38:39,920
Speaker 5: contingencies, I don't
understand how that could be a
pre-approval


904
00:38:39,920 --> 00:38:41,760
Speaker 5: letter with loan
contingencies.


905
00:38:41,760 --> 00:38:44,559
Speaker 5: It it just doesn't make
any sense to me.


906
00:38:44,559 --> 00:38:49,119
Speaker 5: So, what I did that on
purpose so that I would discount all


907
00:38:49,119 --> 00:38:52,000
Speaker 5: of the other competition
to them, right?


908
00:38:52,000 --> 00:38:55,360
Speaker 5: And I would say, that's
why you'll see a 15-day close on our


909
00:38:55,360 --> 00:38:56,639
Speaker 5: end with zero loan
contingencies.


910
00:38:56,639 --> 00:39:01,599
Speaker 5: And on top of that, I'm
willing to pay the seller a $250 a
day


911
00:39:01,599 --> 00:39:04,480
Speaker 5: penalty per diem if I'm
late at all.


912
00:39:04,480 --> 00:39:09,280
Speaker 5: And I said, So now let me
show you why these clients are the


913
00:39:09,280 --> 00:39:10,639
Speaker 5: best ones for you.


914
00:39:10,639 --> 00:39:15,280
Speaker 5: And then I would flip the
screen and I would go to the LOS, 


915
00:39:15,280 --> 00:39:17,199
Speaker 5: but I wouldn't show
social securities and all that.


916
00:39:17,199 --> 00:39:20,239
Speaker 5: I would just show like
debt ratio, credit score, and all
and


917
00:39:20,239 --> 00:39:21,920
Speaker 5: payments and all that.


918
00:39:21,920 --> 00:39:27,360
Speaker 5: And I always went in and
said, So I it was a little bit of a


919
00:39:27,360 --> 00:39:31,760
Speaker 5: game, but I I lowered the
interest rate a little bit from what


920
00:39:31,760 --> 00:39:35,840
Speaker 5: it really was,
specifically because over here a lot
of them 


921
00:39:35,840 --> 00:39:38,559
Speaker 5: say, I need you to
cross-qualify with my lender.


922
00:39:38,559 --> 00:39:43,280
Speaker 5: So when their lender got
my video, it's like, yeah, beat
that.


923
00:39:43,280 --> 00:39:45,920
Speaker 5: And they'd always just
say, You can't beat that, right?


924
00:39:45,920 --> 00:39:48,320
Speaker 5: And so so there's a
little trick there.


925
00:39:48,320 --> 00:39:51,199
Speaker 5: But then I would always
say, So, as you notice, our debt
ratio,


926
00:39:51,199 --> 00:39:53,920
Speaker 5: I would start actually
with credit score, our credit score
is


927
00:39:53,920 --> 00:39:56,880
Speaker 5: here, and I never lied,
but all my clients had great credit.


928
00:39:56,880 --> 00:40:01,280
Speaker 5: And and then our debt
ratio is only like 40, you know,
2.0%.


929
00:40:01,280 --> 00:40:05,280
Speaker 5: We could go all the way
to 49.99.


930
00:40:05,280 --> 00:40:10,719
Speaker 5: And I say that only
because I and then I would go over
to like


931
00:40:10,719 --> 00:40:13,360
Speaker 5: all the payments, and I'd
say there's so many things that are


932
00:40:13,360 --> 00:40:16,639
Speaker 5: just unknown as of right
now, but I've discussed all of them


933
00:40:16,639 --> 00:40:17,440
Speaker 5: with with my client.


934
00:40:17,440 --> 00:40:22,639
Speaker 5: So for example, if fire
insurance is a lot more expensive,
not


935
00:40:22,639 --> 00:40:23,119
Speaker 5: a problem.


936
00:40:23,119 --> 00:40:26,639
Speaker 5: If it's an HOA, if the
HOA, if there's something that we
missed


937
00:40:26,639 --> 00:40:28,800
Speaker 5: and it's more expensive,
not a problem.


938
00:40:28,800 --> 00:40:31,840
Speaker 5: If the appraisal doesn't
come in, not a problem.


939
00:40:31,840 --> 00:40:34,320
Speaker 5: We've already gone
through the appraisal gap strategy.


940
00:40:34,320 --> 00:40:38,960
Speaker 5: And just so you're aware,
we're not like one of these big you


941
00:40:38,960 --> 00:40:43,920
Speaker 5: know banks or or you know
online banks that use the cheapest


942
00:40:43,920 --> 00:40:45,199
Speaker 5: appraisers around.


943
00:40:45,199 --> 00:40:48,719
Speaker 5: Our appraisers are a
little more expensive, but it's
always 


944
00:40:48,719 --> 00:40:53,440
Speaker 5: a local appraiser who
does a lot of work before he turns
it 


945
00:40:53,440 --> 00:40:53,440
Speaker 5:in.


946
00:40:53,440 --> 00:40:55,760
Speaker 5: And that's why we never
have problems with our appraisers.


947
00:40:55,760 --> 00:41:02,320
Speaker 5: So so what I just did is
I I basically covered all of their 


948
00:41:02,320 --> 00:41:06,960
Speaker 5: worries and you know,
answered them for them so that they
could


949
00:41:06,960 --> 00:41:07,360
Speaker 5: feel comfortable.


950
00:41:07,360 --> 00:41:13,360
Speaker 5: And that and then the
video I felt is as ugly as I am.


951
00:41:13,360 --> 00:41:16,719
Speaker 5: At least you're looking
at me and I'm telling you eye to
eye,


952
00:41:16,719 --> 00:41:17,760
Speaker 5: face to face, right?


953
00:41:17,760 --> 00:41:18,559
Speaker 5: Like they're seen.


955
00:41:19,360 --> 00:41:23,599
Speaker: But I love that for a
listing, um, for a listing agent
too, because


956
00:41:23,599 --> 00:41:24,719
Speaker: they get to see you.


957
00:41:24,719 --> 00:41:27,039
Speaker: It's not just a voicemail
or phone call or text.


958
00:41:27,039 --> 00:41:30,239
Speaker: They actually like that to
me is a step above because I
guarantee


959
00:41:30,239 --> 00:41:32,960
Speaker: you that listing agent, for
example, wouldn't be getting a video


960
00:41:32,960 --> 00:41:33,840
Speaker: from anybody else.


961
00:41:33,840 --> 00:41:35,679
Speaker: So I love that.


962
00:41:35,679 --> 00:41:35,920
Speaker: Yeah.


964
00:41:36,400 --> 00:41:36,719
Speaker 5: I love that.


965
00:41:36,719 --> 00:41:39,199
Speaker 5: Yeah, that that's why I I
always did the video.


966
00:41:39,199 --> 00:41:41,360
Speaker 5: It just it it became more
personal.


967
00:41:41,360 --> 00:41:46,400
Speaker 5: And and I I did it so
they can get the offer accepted, but
I


968
00:41:46,400 --> 00:41:49,039
Speaker 5: also did it so I have a
shot at at the next thing now.


970
00:41:49,519 --> 00:41:50,159
Speaker: Yeah, at eye contact.


971
00:41:50,159 --> 00:41:50,960
Speaker: That's awesome.


972
00:41:50,960 --> 00:41:51,519
Speaker: I love that.


974
00:41:51,760 --> 00:41:55,280
Speaker 5: If I knock it out of the
park, then I I've earned the right 


975
00:41:55,280 --> 00:41:56,639
Speaker 5: to talk to them
afterwards.


977
00:41:57,599 --> 00:42:00,559
Speaker: Did you ever have, sorry,
flipping the script on you, did you 


978
00:42:00,559 --> 00:42:05,519
Speaker: ever have clients that
would switch lenders after they're
in contract?


979
00:42:05,519 --> 00:42:09,440
Speaker: So you did all that work,
and then clients got into contract, 


980
00:42:09,440 --> 00:42:12,639
Speaker: and then they're like, Hey,
do you know uh this bank is a
quarter


981
00:42:12,639 --> 00:42:13,039
Speaker: less?


982
00:42:13,039 --> 00:42:14,320
Speaker: Can you match it or we're
leaving?


983
00:42:14,320 --> 00:42:15,920
Speaker: Did that ever happen to
you?


984
00:42:15,920 --> 00:42:18,000
Speaker: Because that's a lot of
work you just put in.


986
00:42:18,559 --> 00:42:19,679
Speaker 5: Yeah, so a couple things.


987
00:42:19,679 --> 00:42:22,880
Speaker 5: It's happened maybe a
handful of times out of the
thousands 


988
00:42:22,880 --> 00:42:22,960
Speaker 5: of loans.


989
00:42:22,960 --> 00:42:23,920
Speaker 5: Not a big deal.


990
00:42:23,920 --> 00:42:24,719
Speaker 5: It happens, right?


991
00:42:24,719 --> 00:42:27,519
Speaker 5: You can't you can't just,
I mean, it it is what it is.


992
00:42:27,519 --> 00:42:29,840
Speaker 5: You gotta have thicker
skin if you're gonna be in this
business.


993
00:42:29,840 --> 00:42:32,320
Speaker 5: But there's a couple
strategies.


994
00:42:32,320 --> 00:42:36,400
Speaker 5: 15-day close of escrow,
no loan contingencies.


995
00:42:36,400 --> 00:42:41,519
Speaker 5: I don't care if they
don't want it or if they don't care
about


996
00:42:41,519 --> 00:42:41,679
Speaker 5: it.


997
00:42:41,679 --> 00:42:44,719
Speaker 5: I want that realtor to
make it that way every single time.


998
00:42:44,719 --> 00:42:48,960
Speaker 5: And and that's number
one, you're going to stand out
between


999
00:42:48,960 --> 00:42:50,000
Speaker 5: all the other offers.


1000
00:42:50,000 --> 00:42:56,079
Speaker 5: Number two, chances of
anything you know going wrong on my
end,


1001
00:42:56,079 --> 00:42:58,880
Speaker 5: like them switching
gears, just isn't going to happen.


1002
00:42:58,880 --> 00:43:01,360
Speaker 5: Most lenders aren't going
to be able to fulfill that.


1003
00:43:01,360 --> 00:43:06,320
Speaker 5: Um, but I'll tell you
what, who you partner with as an
agent


1004
00:43:06,320 --> 00:43:07,519
Speaker 5: is super important.


1005
00:43:07,519 --> 00:43:12,000
Speaker 5: So I had this one agent,
and um, and I'll just give a quick 


1006
00:43:12,000 --> 00:43:12,320
Speaker 5: shout out.


1007
00:43:12,320 --> 00:43:13,519
Speaker 5: He's no longer an agent.


1008
00:43:13,519 --> 00:43:17,280
Speaker 5: Uh, but since you love
unreasonable hospitality, you may
have


1009
00:43:17,280 --> 00:43:18,960
Speaker 5: um heard of his company
now.


1010
00:43:18,960 --> 00:43:23,679
Speaker 5: It's called Client Giant,
and they do gifting in everywhere,


1011
00:43:23,679 --> 00:43:26,000
Speaker 5: but they started in the
real estate space.


1012
00:43:26,000 --> 00:43:30,880
Speaker 5: Um, yeah, and and he's a
big proponent of unreasonable
hospitality.


1013
00:43:30,880 --> 00:43:36,719
Speaker 5: So he was one of my best
agents, and he was the youngest
agent


1014
00:43:36,719 --> 00:43:40,320
Speaker 5: I had at the time, but he
was strong with his clients.


1015
00:43:40,320 --> 00:43:45,039
Speaker 5: Like, you know, they
absolutely um listened to him.


1016
00:43:45,039 --> 00:43:49,760
Speaker 5: And and this is way
before agents, you know, had to have
them


1017
00:43:49,760 --> 00:43:50,719
Speaker 5: sign something, right?


1018
00:43:50,719 --> 00:43:54,000
Speaker 5: He he would always, if
you don't sign, I'm not working with


1019
00:43:54,000 --> 00:43:54,000
Speaker 5:you.


1020
00:43:54,000 --> 00:43:56,800
Speaker 5: Like this was 15 years
ago, right?


1021
00:43:56,800 --> 00:43:59,199
Speaker 5: Anyways, one time it
happened.


1022
00:43:59,199 --> 00:44:04,480
Speaker 5: Where the client left and
went somewhere else.


1023
00:44:04,480 --> 00:44:07,280
Speaker 5: And he got so pissed off.


1024
00:44:07,280 --> 00:44:12,000
Speaker 5: And he said, moving
forward in my client consultation,
because


1025
00:44:12,000 --> 00:44:16,000
Speaker 5: he always did one ahead
of time, he said, I'm going to let
them


1026
00:44:16,000 --> 00:44:17,599
Speaker 5: know this is who I
recommend.


1027
00:44:17,599 --> 00:44:19,360
Speaker 5: These are the reasons
why.


1028
00:44:19,360 --> 00:44:20,400
Speaker 5: There's no obligation.


1029
00:44:20,400 --> 00:44:22,239
Speaker 5: You can use whoever you
want.


1030
00:44:22,239 --> 00:44:26,400
Speaker 5: But it is because of him
that we get offers accepted.


1031
00:44:26,400 --> 00:44:32,800
Speaker 5: So if you allow that to
happen and the offer gets accepted, 


1032
00:44:32,800 --> 00:44:34,880
Speaker 5: then you will finish with
him.


1033
00:44:34,880 --> 00:44:36,559
Speaker 5: You will not go somewhere
else.


1034
00:44:36,559 --> 00:44:40,559
Speaker 5: And I was like, man, if
only every agent could be that
strong.


1035
00:44:40,559 --> 00:44:41,440
Speaker 5: You know?


1037
00:44:41,920 --> 00:44:45,119
Speaker: It's a game changer because
if they're switching, and I've seen


1038
00:44:45,119 --> 00:44:48,000
Speaker: it a lot just lately with,
I don't know if there's something in


1039
00:44:48,000 --> 00:44:50,400
Speaker: the air, but I've seen a
lot of people lately like, oh, I'm
gonna


1040
00:44:50,400 --> 00:44:50,960
Speaker: go shop now.


1041
00:44:50,960 --> 00:44:54,480
Speaker: And I'm like, well, I just
tell the the realtor, we're not
moving


1042
00:44:54,480 --> 00:44:55,280
Speaker: forward with this loan.


1043
00:44:55,280 --> 00:44:57,840
Speaker: So appraisal's not gonna
get ordered, title's not gonna get
ordered.


1044
00:44:57,840 --> 00:45:01,119
Speaker: And it's kind of like you
have to just teach them how to share


1045
00:45:01,119 --> 00:45:01,599
Speaker: with your client.


1046
00:45:01,599 --> 00:45:03,360
Speaker: Like this impacts
everybody, even the sellers.


1047
00:45:03,360 --> 00:45:04,960
Speaker: So I love that tactic.


1049
00:45:06,239 --> 00:45:12,159
Speaker 5: I I would also, so that
video, um, I would blind copy my
clients.


1050
00:45:12,159 --> 00:45:17,119
Speaker 5: I would always copy my
realtor and I would blind copy my
clients


1051
00:45:17,119 --> 00:45:20,960
Speaker 5: to let them see what I'm
doing for them.


1052
00:45:20,960 --> 00:45:23,760
Speaker 5: And then I would text
them and say, Hey, just so you know,
like


1053
00:45:23,760 --> 00:45:26,559
Speaker 5: you're being blind copied
on this, but I just want you to see


1054
00:45:26,559 --> 00:45:30,639
Speaker 5: the effort that's going
into this because it is a combined
effort


1055
00:45:30,639 --> 00:45:31,360
Speaker 5: between everybody.


1057
00:45:31,920 --> 00:45:32,559
Speaker: Yes, I love that.


1058
00:45:32,559 --> 00:45:33,199
Speaker: That's awesome.


1060
00:45:34,320 --> 00:45:34,559
Speaker 5: All right.


1061
00:45:34,559 --> 00:45:36,960
Speaker 5: So next step offer gets
accepted.


1062
00:45:36,960 --> 00:45:41,039
Speaker 5: And um what's next?


1063
00:45:41,039 --> 00:45:42,559
Speaker 5: Like, what do you do?


1065
00:45:43,199 --> 00:45:44,159
Speaker: First, get really excited.


1066
00:45:44,159 --> 00:45:50,159
Speaker: Um, okay, so I do two
things and they're time consuming,
but some


1067
00:45:50,159 --> 00:45:54,239
Speaker: realtors don't do a cover,
they just shoot over the purchase
agreement.


1068
00:45:54,239 --> 00:45:59,039
Speaker: And I kind of get a little
transaction coordinator-y and I'm
like,


1069
00:45:59,039 --> 00:45:59,760
Speaker: I want to confirm.


1070
00:45:59,760 --> 00:46:00,559
Speaker: This is the price.


1071
00:46:00,559 --> 00:46:01,519
Speaker: This is a closed date.


1072
00:46:01,519 --> 00:46:02,719
Speaker: What title company are we
using?


1073
00:46:02,719 --> 00:46:04,000
Speaker: Which location are we
using?


1074
00:46:04,000 --> 00:46:05,599
Speaker: Uh Earnest Money says this.


1075
00:46:05,599 --> 00:46:06,400
Speaker: Please send me a copy.


1076
00:46:06,400 --> 00:46:08,079
Speaker: I see the seller
concessions are 7,000.


1077
00:46:08,079 --> 00:46:08,960
Speaker: Please confirm.


1078
00:46:08,960 --> 00:46:10,480
Speaker: Is there a broker
transaction fee?


1079
00:46:10,480 --> 00:46:12,400
Speaker: And are there commissions
that you are getting paid?


1080
00:46:12,400 --> 00:46:13,039
Speaker: Why?


1081
00:46:13,039 --> 00:46:16,400
Speaker: Because things get missed,
do you know?


1082
00:46:16,400 --> 00:46:21,440
Speaker: So I have it's a it's just
a formatted email that I just pop
out,


1083
00:46:21,440 --> 00:46:22,400
Speaker: like, please confirm.


1084
00:46:22,400 --> 00:46:26,880
Speaker: Because I we're really
proactive and I don't want there to
be 


1085
00:46:26,880 --> 00:46:29,599
Speaker: something missed,
especially now with, you know,
sometimes you're


1086
00:46:29,599 --> 00:46:30,639
Speaker: the buyer covering
commission.


1087
00:46:30,639 --> 00:46:34,960
Speaker: So I do that to the realtor
and then I schedule what's called 


1088
00:46:34,960 --> 00:46:38,320
Speaker: a contract call or a next
steps call with the client to talk
about,


1089
00:46:38,320 --> 00:46:39,679
Speaker: okay, you're in contract.


1090
00:46:39,679 --> 00:46:41,039
Speaker: Here are the next steps.


1091
00:46:41,039 --> 00:46:43,679
Speaker: Because do you know I'm
sending this off to my team now?


1092
00:46:43,679 --> 00:46:44,559
Speaker: This is the handoff.


1093
00:46:44,559 --> 00:46:47,360
Speaker: So I say, I get them
excited.


1094
00:46:47,360 --> 00:46:50,079
Speaker: I ask them, okay, we're
thinking about this date.


1095
00:46:50,079 --> 00:46:50,880
Speaker: Let's talk about rates.


1096
00:46:50,880 --> 00:46:51,840
Speaker: Do you want to lock?


1097
00:46:51,840 --> 00:46:54,960
Speaker: Um, tell me, are you still
wanting to put 20% down?


1098
00:46:54,960 --> 00:46:56,719
Speaker: This call is actually
pretty quick.


1099
00:46:56,719 --> 00:46:58,719
Speaker: They're excited, they just
want to move on.


1100
00:46:58,719 --> 00:47:03,199
Speaker: But I say, at this point,
my loan partner, Ryan, she is going 


1101
00:47:03,199 --> 00:47:04,719
Speaker: to be taking care of you.


1102
00:47:04,719 --> 00:47:07,760
Speaker: And I think that we as loan
officers, we need to try trust those


1103
00:47:07,760 --> 00:47:11,280
Speaker: LOAs to, you know, to know
that they've got it.


1104
00:47:11,280 --> 00:47:14,239
Speaker: But we also need to let our
clients know, like, hey, Ryan knows


1105
00:47:14,239 --> 00:47:15,440
Speaker: your file as well as I do.


1106
00:47:15,440 --> 00:47:16,159
Speaker: She's the best.


1107
00:47:16,159 --> 00:47:17,119
Speaker: This is where she shines.


1108
00:47:17,119 --> 00:47:20,000
Speaker: And then at that point,
then it goes through the process.


1109
00:47:20,000 --> 00:47:24,960
Speaker: So I I do that email to the
agent and then uh I get on video or


1110
00:47:24,960 --> 00:47:28,000
Speaker: a call with the client to
talk about, okay, here's what's to
come.


1111
00:47:28,000 --> 00:47:29,599
Speaker: Here's what I need from
you.


1112
00:47:29,599 --> 00:47:31,119
Speaker: We close in 30 days.


1113
00:47:31,119 --> 00:47:32,559
Speaker: There's two holidays in
there.


1114
00:47:32,559 --> 00:47:35,840
Speaker: This is what I need from
you right now, and set them up for
success.


1116
00:47:38,000 --> 00:47:38,000
Speaker 5: Nice.


1117
00:47:38,000 --> 00:47:43,039
Speaker 5: You know, one one thing
one of my uh mortgage advisors over 


1118
00:47:43,039 --> 00:47:46,239
Speaker 5: here started doing and he
showed me the how he did it, and I


1119
00:47:46,239 --> 00:47:50,000
Speaker 5: thought it was really
nice that might be able to help you
is


1120
00:47:50,000 --> 00:47:53,679
Speaker 5: I know you already have
the standard like email cover form
letter,


1121
00:47:53,679 --> 00:47:57,440
Speaker 5: uh, but he would take the
contract and run it through Claude


1122
00:47:57,440 --> 00:48:02,559
Speaker 5: and have it produce that
so that it was really clean, and
then


1123
00:48:02,559 --> 00:48:06,400
Speaker 5: he would send it off for
you know, both to the realtor, but 


1124
00:48:06,400 --> 00:48:09,920
Speaker 5: also to underwriting to
just give a quick little cover.


1126
00:48:12,800 --> 00:48:15,599
Speaker: Like to catch things that
you normally wouldn't, it's it's
incredible.


1127
00:48:15,599 --> 00:48:19,440
Speaker: And it's and again, you
still have your human element, but
it's


1128
00:48:19,440 --> 00:48:20,480
Speaker: still just catching things.


1129
00:48:20,480 --> 00:48:23,360
Speaker: Like you, how many
addendums do we get on purchase
agreements,


1130
00:48:23,360 --> 00:48:25,119
Speaker: or how many times does a
realtor miss something?


1131
00:48:25,119 --> 00:48:27,840
Speaker: You know, so it's it's nice
to have that option.


1132
00:48:27,840 --> 00:48:29,440
Speaker: I love that.


1134
00:48:29,920 --> 00:48:30,719
Speaker 5: Yeah, for sure.


1135
00:48:30,719 --> 00:48:37,119
Speaker 5: Um, do I'm I'm gonna jump
kind of in the middle here, but I 


1136
00:48:37,119 --> 00:48:39,920
Speaker 5: keep I want to continue
flowing through the rest of the
process.


1137
00:48:39,920 --> 00:48:44,719
Speaker 5: But do you ever do any
kind of like gifting or anything
that


1138
00:48:44,719 --> 00:48:46,719
Speaker 5: anything in between that
we missed?


1140
00:48:47,679 --> 00:48:51,440
Speaker: You know, depending upon
the year, and we've been in a
building


1141
00:48:51,440 --> 00:48:54,480
Speaker: year, but I've done things
where when they get into contract, 


1142
00:48:54,480 --> 00:48:59,039
Speaker: we've done like a a
Starbucks gift, or we've done the um
like 


1143
00:48:59,039 --> 00:49:00,400
Speaker: the tape and markers for
packing.


1144
00:49:00,400 --> 00:49:02,000
Speaker: Like we've done that
through the journey.


1145
00:49:02,000 --> 00:49:05,679
Speaker: Um, I also, Katie Shive,
shout out to Katie Shive.


1146
00:49:05,679 --> 00:49:09,519
Speaker: She loved my prescription
without diagnosis and I'll practice.


1147
00:49:09,519 --> 00:49:13,119
Speaker: I don't have any with me,
but she created these little um took


1148
00:49:13,119 --> 00:49:18,000
Speaker: these prescription
containers and put like all this
information


1149
00:49:18,000 --> 00:49:18,559
Speaker: on it.


1150
00:49:18,559 --> 00:49:21,119
Speaker: I'll have to send you a
picture of it and put MMs in there.


1151
00:49:21,119 --> 00:49:23,840
Speaker: And it was like, take one
during, you know, home buyer stress.


1152
00:49:23,840 --> 00:49:25,519
Speaker: So we would send those upon
contract.


1153
00:49:25,519 --> 00:49:28,480
Speaker: And then I do attend my
closings.


1154
00:49:28,480 --> 00:49:30,480
Speaker: It's a lot of work, let's
be honest.


1155
00:49:30,480 --> 00:49:32,639
Speaker: It's a lot to go to 20
closings a month.


1156
00:49:32,639 --> 00:49:39,039
Speaker: But um I mean, it's a lot,
but it, you know, it allows me to
meet


1157
00:49:39,039 --> 00:49:43,280
Speaker: the person because I
normally don't, but I do send a gift
to their


1158
00:49:43,280 --> 00:49:44,559
Speaker: home address after closing.


1159
00:49:44,559 --> 00:49:48,800
Speaker: So it goes to them, you
know, whether it's something that um
we


1160
00:49:48,800 --> 00:49:51,119
Speaker: actually have a marketing
person at the bank that will send it


1161
00:49:51,119 --> 00:49:51,360
Speaker: for us.


1162
00:49:51,360 --> 00:49:52,079
Speaker: So that's nice.


1163
00:49:52,079 --> 00:49:56,559
Speaker: So those are little things
that we do um to try to just make it


1164
00:49:56,559 --> 00:49:56,719
Speaker: special.


1165
00:49:56,719 --> 00:51:17,840
Speaker: You know, I think there's a
lot to be said.


1166
00:51:17,840 --> 00:51:20,000
Speaker: There's a lot of back and
forth on this.


1167
00:51:20,000 --> 00:51:24,320
Speaker: You know, as you grow your
production, you can't be in the
loans


1168
00:51:24,320 --> 00:51:25,519
Speaker: like you once were.


1169
00:51:25,519 --> 00:51:28,880
Speaker: Doing one or two loans a
month is a whole different ballgame
than


1170
00:51:28,880 --> 00:51:32,000
Speaker: some of these loan officers
doing 20 to 50 to who knows 100.


1171
00:51:32,000 --> 00:51:33,360
Speaker: There's no way.


1172
00:51:33,360 --> 00:51:36,480
Speaker: You have to one, trust
people, but you need systems and
processes


1173
00:51:36,480 --> 00:51:37,519
Speaker: and swim lanes.


1174
00:51:37,519 --> 00:51:40,800
Speaker: But you need to actually,
as I said before about, you know,
hand


1175
00:51:40,800 --> 00:51:42,000
Speaker: it out to my loan partner.


1176
00:51:42,000 --> 00:51:46,639
Speaker: I make sure that the client
knows, hey, she's my right hand,
she's


1177
00:51:46,639 --> 00:51:48,400
Speaker: my girl, you're gonna love
her.


1178
00:51:48,400 --> 00:51:51,039
Speaker: I make sure that they see
her photo in my buyer booklet.


1179
00:51:51,039 --> 00:51:52,480
Speaker: She's gonna text you.


1180
00:51:52,480 --> 00:51:55,119
Speaker: She's gonna be, you're
probably gonna be best friends with
her.


1181
00:51:55,119 --> 00:51:59,840
Speaker: Um, but also teaching my
team to again be curious, ask
questions,


1182
00:51:59,840 --> 00:52:00,960
Speaker: treat them like friends.


1183
00:52:00,960 --> 00:52:05,440
Speaker: Um, don't just rely on
email, please shoot them a text,
give them


1184
00:52:05,440 --> 00:52:05,840
Speaker: a call.


1185
00:52:05,840 --> 00:52:10,000
Speaker: Um, but I think just
setting it up that they come to us
and share


1186
00:52:10,000 --> 00:52:12,960
Speaker: so much that, okay, I told
Kayla this.


1187
00:52:12,960 --> 00:52:14,400
Speaker: We also take a ton of
notes.


1188
00:52:14,400 --> 00:52:15,760
Speaker: I am a note taker.


1189
00:52:15,760 --> 00:52:19,039
Speaker: I use my plod for taking
notes.


1190
00:52:19,039 --> 00:52:22,159
Speaker: I use recorded Teams
meetings or Zooms.


1191
00:52:22,159 --> 00:52:24,320
Speaker: And I make sure that that
gets to my team.


1192
00:52:24,320 --> 00:52:27,760
Speaker: It's in one spot where we
can all see it because everything
gets


1193
00:52:27,760 --> 00:52:28,960
Speaker: lost in translation
otherwise.


1194
00:52:28,960 --> 00:52:32,239
Speaker: Like, oh, you wanted a to
add that person on title, or you
wanted


1195
00:52:32,239 --> 00:52:34,719
Speaker: that in a trust, or oh, you
are getting a gift.


1196
00:52:34,719 --> 00:52:39,039
Speaker: Well, how as a client you
feel like, well, I told Kalal how
did


1197
00:52:39,039 --> 00:52:39,519
Speaker: that get missed?


1198
00:52:39,519 --> 00:52:43,519
Speaker: So it's creating that, hey,
trust these people, but also
teaching


1199
00:52:43,519 --> 00:52:47,280
Speaker: your team to, you know,
also take excessive notes and and to
dig


1200
00:52:47,280 --> 00:52:48,159
Speaker: deeper with the clients.


1202
00:52:49,519 --> 00:52:53,199
Speaker 5: One thing that I mean, I
don't think you've been around long


1203
00:52:53,199 --> 00:52:53,840
Speaker 5: enough for this.


1204
00:52:53,840 --> 00:52:56,000
Speaker 5: Did you ever work with
actual files?


1206
00:52:56,960 --> 00:52:57,280
Speaker: I did.


1207
00:52:57,280 --> 00:52:58,639
Speaker: Yeah, I did.


1208
00:52:58,639 --> 00:53:02,000
Speaker: Like I would have a cover
sheet with notes on it, and then I'd


1209
00:53:02,000 --> 00:53:03,840
Speaker: scan it in and be like,
here everybody.


1210
00:53:03,840 --> 00:53:04,639
Speaker: Yeah.


1211
00:53:04,639 --> 00:53:05,199
Speaker: Yeah.


1213
00:53:05,599 --> 00:53:07,519
Speaker 5: I mean, I do miss it.


1214
00:53:07,519 --> 00:53:10,320
Speaker 5: Like I there's a piece of
it that I it's lacking, right?


1215
00:53:10,320 --> 00:53:13,119
Speaker 5: Because no matter who
picked up that file, it was always
that


1216
00:53:13,119 --> 00:53:15,679
Speaker 5: front page that you would
always look at first.


1217
00:53:15,679 --> 00:53:19,519
Speaker 5: And if there were
changes, cross out with the newest
stuff, 


1218
00:53:19,519 --> 00:53:19,599
Speaker 5:right?


1219
00:53:19,599 --> 00:53:20,800
Speaker 5: And everybody knew.


1220
00:53:20,800 --> 00:53:24,400
Speaker 5: And that would take
that's the one thing with technology
that


1221
00:53:24,400 --> 00:53:28,880
Speaker 5: I actually miss the most
that I think you know kind of is
lacking.


1223
00:53:30,000 --> 00:53:32,639
Speaker: We've created like a cover
sheet, if you will.


1224
00:53:32,639 --> 00:53:34,800
Speaker: I have because I have like
a master sheet.


1225
00:53:34,800 --> 00:53:38,880
Speaker: So it goes through like
where are where are funds coming
from 


1226
00:53:38,880 --> 00:53:39,920
Speaker: closing, like for closing.


1227
00:53:39,920 --> 00:53:40,639
Speaker: Is it a wire?


1228
00:53:40,639 --> 00:53:41,360
Speaker: Is it a check?


1229
00:53:41,360 --> 00:53:42,079
Speaker: Is it a local bank?


1230
00:53:42,079 --> 00:53:45,760
Speaker: Are they like we get so
detailed up front because we have
been


1231
00:53:45,760 --> 00:53:46,000
Speaker: burned?


1232
00:53:46,000 --> 00:53:48,800
Speaker: You know, you learn by
being burned, right?


1233
00:53:48,800 --> 00:53:49,599
Speaker: That's how you learn.


1234
00:53:49,599 --> 00:53:52,239
Speaker: But we've kind of created a
digital form, but there's something


1235
00:53:52,239 --> 00:53:55,679
Speaker: about like the crossing out
and the writing that just made it 


1236
00:53:55,679 --> 00:53:56,639
Speaker: extra, extra organized.


1238
00:53:58,000 --> 00:54:01,440
Speaker 5: The the other thing, too,
here's uh just a lesson to to
everybody.


1239
00:54:01,440 --> 00:54:05,840
Speaker 5: I had an underwriter tell
me a long time ago, she's like,
honey,


1240
00:54:05,840 --> 00:54:12,559
Speaker 5: she goes, when we give
files and we have to guess, we hate
it.


1241
00:54:12,559 --> 00:54:18,239
Speaker 5: But when there's a a
cover story that tells us this is
the way


1242
00:54:18,239 --> 00:54:22,000
Speaker 5: you want me to look at
your file, believe it or not, we'll
start


1243
00:54:22,000 --> 00:54:23,599
Speaker 5: looking at it that way.


1244
00:54:23,599 --> 00:54:28,800
Speaker 5: So guide us, you know,
don't snow us, we're not stupid, but


1245
00:54:28,800 --> 00:54:31,679
Speaker 5: guide us and and explain
to us.


1246
00:54:31,679 --> 00:54:36,159
Speaker 5: If it's a school teacher
and it's the super easy and all
that,


1247
00:54:36,159 --> 00:54:39,280
Speaker 5: still, she said, you
don't have to go into a lot of
detail.


1248
00:54:39,280 --> 00:54:40,800
Speaker 5: It's obviously pretty
simple.


1249
00:54:40,800 --> 00:54:44,960
Speaker 5: But once again, let us
know, school teacher, 10 months or
12


1250
00:54:44,960 --> 00:54:45,599
Speaker 5: months, right?


1251
00:54:45,599 --> 00:54:47,119
Speaker 5: Whatever that might look
like.


1252
00:54:47,119 --> 00:54:49,840
Speaker 5: And and say it, keep it
simple.


1253
00:54:49,840 --> 00:54:54,400
Speaker 5: It's a greeting to the
person that can make or break your
entire


1254
00:54:54,400 --> 00:54:55,119
Speaker 5: transaction.


1255
00:54:55,119 --> 00:54:58,400
Speaker 5: Why not do something a
little nice?


1256
00:54:58,400 --> 00:54:59,840
Speaker 5: It doesn't take long.


1257
00:54:59,840 --> 00:55:05,920
Speaker 5: So always, and in my
opinion, a loan officer, LOA,
whoever can


1258
00:55:05,920 --> 00:55:08,960
Speaker 5: do it properly, should
should send them a message with a
roadmap.


1259
00:55:08,960 --> 00:55:13,280
Speaker 5: And the way I always
looked at it, because I always had I
shouldn't


1260
00:55:13,280 --> 00:55:16,159
Speaker 5: always, but but I had a
lot of complicated files or a lot of


1261
00:55:16,159 --> 00:55:18,800
Speaker 5: self-employed people, a
lot of X-wives, a lot of multiple
properties,


1262
00:55:18,800 --> 00:55:20,320
Speaker 5: a lot of various things.


1263
00:55:20,320 --> 00:55:26,480
Speaker 5: And if you let them guess
at it, it number one makes it way 


1264
00:55:26,480 --> 00:55:26,639
Speaker 5: more difficult.


1265
00:55:26,639 --> 00:55:29,519
Speaker 5: But but number two,
they're gonna go down the road that
you 


1266
00:55:29,519 --> 00:55:30,320
Speaker 5: didn't want them to go
down.


1268
00:55:31,280 --> 00:55:33,119
Speaker: So well, that's just like
getting an application.


1269
00:55:33,119 --> 00:55:36,079
Speaker: How do we know what a
client's comfortable with for a
monthly 


1270
00:55:36,079 --> 00:55:36,079
Speaker:payment?


1271
00:55:36,079 --> 00:55:38,880
Speaker: We don't see their daycare
bills, we don't see their you know,


1272
00:55:38,880 --> 00:55:40,320
Speaker: cell phone bills or what
they're right.


1273
00:55:40,320 --> 00:55:43,280
Speaker: I mean, we did we could,
but like we don't know what they're
comfortable


1274
00:55:43,280 --> 00:55:43,679
Speaker: with.


1275
00:55:43,679 --> 00:55:45,360
Speaker: So it's just having that
cover story.


1276
00:55:45,360 --> 00:55:46,400
Speaker: I think that's a game
change.


1278
00:55:47,519 --> 00:55:49,360
Speaker 5: And it always goes back
to just like what you said in the
beginning.


1279
00:55:49,360 --> 00:55:52,559
Speaker 5: You always go through the
discovery call and and then you
know,


1280
00:55:52,559 --> 00:55:56,639
Speaker 5: and then you can match
that loan application up with the
discovery


1281
00:55:56,639 --> 00:55:57,679
Speaker 5: makes sense.


1283
00:55:58,320 --> 00:55:59,599
Speaker 2: Make it make sense.


1285
00:56:00,880 --> 00:56:01,920
Speaker 5: So loan is funded.


1286
00:56:01,920 --> 00:56:06,239
Speaker 5: You've gone to um to the
closing actually before it funds,
question


1287
00:56:06,239 --> 00:56:07,679
Speaker 5: for you on loan docs.


1288
00:56:07,679 --> 00:56:11,920
Speaker 5: And and I've never been
to a closing, so um forgive me as I 


1289
00:56:11,920 --> 00:56:13,039
Speaker 5: don't really know how
that all works.


1290
00:56:13,039 --> 00:56:20,559
Speaker 5: But do you are you the
one that goes over the loan docs
with


1291
00:56:20,559 --> 00:56:21,440
Speaker 5: them while they're
signing?


1292
00:56:21,440 --> 00:56:24,960
Speaker 5: Um, it does, I don't
know, maybe it's an attorney or
notary.


1293
00:56:24,960 --> 00:56:28,559
Speaker 5: Um, do they go over them
and you're just like sitting there 


1294
00:56:28,559 --> 00:56:30,320
Speaker 5: making sure that they do
the right thing?


1295
00:56:30,320 --> 00:56:31,199
Speaker 5: How does that work?


1297
00:56:31,599 --> 00:56:32,800
Speaker: I come with champagne to
celebrate.


1298
00:56:32,800 --> 00:56:37,519
Speaker: So I'm there if clients do
have questions, but at this point, 


1299
00:56:37,519 --> 00:56:38,400
Speaker: we've gone through it.


1300
00:56:38,400 --> 00:56:41,679
Speaker: They've gotten their loan
estimate now, find their CD many
times.


1301
00:56:41,679 --> 00:56:45,599
Speaker: They know at closing the
closer, which we've actually gotten
to


1302
00:56:45,599 --> 00:56:47,519
Speaker: know really well, our
closers in in town.


1303
00:56:47,519 --> 00:56:48,719
Speaker: They work for title
companies.


1304
00:56:48,719 --> 00:56:50,079
Speaker: I mean, we're friends.


1305
00:56:50,079 --> 00:56:52,719
Speaker: I mean, we all are there
for the client.


1306
00:56:52,719 --> 00:56:56,880
Speaker: And so it's the agent, the
builder, the title company, me.


1307
00:56:56,880 --> 00:56:57,840
Speaker: And it's a celebration.


1308
00:56:57,840 --> 00:57:00,960
Speaker: Like some builders have
their whole team come in and they
have


1309
00:57:00,960 --> 00:57:01,679
Speaker: champagne toast.


1310
00:57:01,679 --> 00:57:04,159
Speaker: It's like it's a big deal
around here.


1311
00:57:04,159 --> 00:57:08,320
Speaker: So um at the closing,
though, I'm basically sitting there
for 


1312
00:57:08,320 --> 00:57:08,480
Speaker: any questions.


1313
00:57:08,480 --> 00:57:10,239
Speaker: Hey, you're gonna get a lot
of junk mail.


1314
00:57:10,239 --> 00:57:12,960
Speaker: Hey, you know, I'm always
here for you if you have questions
on


1315
00:57:12,960 --> 00:57:13,280
Speaker: your escrow.


1316
00:57:13,280 --> 00:57:16,400
Speaker: Like there's a lot of that
conversation, but it's really a
celebration.


1318
00:57:17,920 --> 00:57:17,920
Speaker 5: Awesome.


1319
00:57:17,920 --> 00:57:19,199
Speaker 5: I love it.


1320
00:57:19,199 --> 00:57:25,599
Speaker 5: Um for the loan officers,
mortgage advisors that don't go to


1321
00:57:25,599 --> 00:57:27,519
Speaker 5: closings, don't even know
what that is.


1322
00:57:27,519 --> 00:57:33,679
Speaker 5: Um, one of the things I
did to, because I I was envious of
it


1323
00:57:33,679 --> 00:57:36,480
Speaker 5: because it does create a
bigger bond, right?


1324
00:57:36,480 --> 00:57:38,079
Speaker 5: There's a relationship
that can be formed.


1325
00:57:38,079 --> 00:57:41,280
Speaker 5: Like you said, you
actually meet them and you meet them
at a


1326
00:57:41,280 --> 00:57:44,639
Speaker 5: great time, at a time
where there's happiness and
celebratory


1327
00:57:44,639 --> 00:57:46,480
Speaker 5: like actions happening.


1328
00:57:46,480 --> 00:57:50,079
Speaker 5: So it's more lasting,
right?


1329
00:57:50,079 --> 00:57:55,119
Speaker 5: But for those of us that
don't go, one thing I did that was 


1330
00:57:55,119 --> 00:57:59,519
Speaker 5: really strong, you guys,
is I I did another video and I would


1331
00:57:59,519 --> 00:58:04,079
Speaker 5: once again come on full
screen, letting them know this time 


1332
00:58:04,079 --> 00:58:04,239
Speaker 5: to celebrate.


1333
00:58:04,239 --> 00:58:05,840
Speaker 5: The time has come.


1334
00:58:05,840 --> 00:58:07,760
Speaker 5: Uh, we basically cleared
everything.


1335
00:58:07,760 --> 00:58:09,599
Speaker 5: All this left is for you
to sign.


1336
00:58:09,599 --> 00:58:14,239
Speaker 5: And and up until now,
I've been telling you none of it
really


1337
00:58:14,239 --> 00:58:14,400
Speaker 5: matters.


1338
00:58:14,400 --> 00:58:17,920
Speaker 5: They're all just
disclosures, but this time it
matters.


1339
00:58:17,920 --> 00:58:20,159
Speaker 5: What you're signing now
is true gospel.


1340
00:58:20,159 --> 00:58:24,800
Speaker 5: And and I want to make
sure you understand all of it before


1341
00:58:24,800 --> 00:58:25,119
Speaker 5: you sign.


1342
00:58:25,119 --> 00:58:30,239
Speaker 5: But I will preface in the
200 pages, there's only like a five


1343
00:58:30,239 --> 00:58:33,280
Speaker 5: documents maybe that I'm
going to point out to you that
really


1344
00:58:33,280 --> 00:58:33,440
Speaker 5: matter.


1345
00:58:33,440 --> 00:58:35,519
Speaker 5: And then I'd flip over to
the screen.


1346
00:58:35,519 --> 00:58:37,840
Speaker 5: But first, I would always
do it.


1347
00:58:37,840 --> 00:58:41,039
Speaker 5: So the new thing is like
you got the screen, and you got that


1348
00:58:41,039 --> 00:58:42,880
Speaker 5: little circle down at the
bottom or somewhere, right?


1349
00:58:42,880 --> 00:58:44,320
Speaker 5: That's you that you can't
even see.


1350
00:58:44,320 --> 00:58:45,840
Speaker 5: No, get rid of that, you
guys.


1351
00:58:45,840 --> 00:58:49,119
Speaker 5: Go face to face so they
can see your eyes and they can see
your


1352
00:58:49,119 --> 00:58:49,360
Speaker 5: expressions.


1353
00:58:49,360 --> 00:58:51,440
Speaker 5: It'll really make a
difference.


1354
00:58:51,440 --> 00:58:55,599
Speaker 5: So tell them once again,
they're hearing you say you care
about


1355
00:58:55,599 --> 00:58:57,920
Speaker 5: them, and you're going to
do so.


1356
00:58:57,920 --> 00:59:01,760
Speaker 5: Then I would flip and I'd
go to the screen, I'd go straight 


1357
00:59:01,760 --> 00:59:05,199
Speaker 5: to the note, and I'd say,
look, this is the document, right?


1358
00:59:05,199 --> 00:59:06,079
Speaker 5: Like, this is it.


1359
00:59:06,079 --> 00:59:06,800
Speaker 5: This is the contract.


1360
00:59:06,800 --> 00:59:10,639
Speaker 5: And I'd go through, you
know, let's let's just go have some 


1361
00:59:10,639 --> 00:59:10,639
Speaker 5:fun.


1362
00:59:10,639 --> 00:59:12,480
Speaker 5: 2.75%, right?


1363
00:59:12,480 --> 00:59:13,440
Speaker 5: It's been a while.


1364
00:59:13,440 --> 00:59:17,840
Speaker 5: But 2.75%, this is
telling you it's a 30-year fix.


1365
00:59:17,840 --> 00:59:20,159
Speaker 5: This is telling you
there's no prepayment penalty.


1366
00:59:20,159 --> 00:59:23,039
Speaker 5: But I would always use
that.


1367
00:59:23,039 --> 00:59:25,840
Speaker 5: And this is why I did the
note first, and I'd make it a big 


1368
00:59:25,840 --> 00:59:25,840
Speaker 5:deal.


1369
00:59:25,840 --> 00:59:26,880
Speaker 5: It's like it's an
e-contract.


1370
00:59:26,880 --> 00:59:30,400
Speaker 5: But when it got to the
point where it said no prepayment
penalty,


1371
00:59:30,400 --> 00:59:34,800
Speaker 5: I would always say, like,
but but let me explain this.


1372
00:59:34,800 --> 00:59:37,519
Speaker 5: Legally, there is no
prepayment penalty to you guys.


1373
00:59:37,519 --> 00:59:41,039
Speaker 5: You guys could pay this
off at any time you want, but if you


1374
00:59:41,039 --> 00:59:45,199
Speaker 5: do, then I unfortunately
get fined by the bank.


1375
00:59:45,199 --> 00:59:50,239
Speaker 5: So, as you know, loan
officers, we always have a six-month
contract,


1376
00:59:50,239 --> 00:59:52,320
Speaker 5: 180 days from funding.


1377
00:59:52,320 --> 00:59:57,760
Speaker 5: And if you were to pay
this off before then, the bank fines


1378
00:59:57,760 --> 00:59:58,320
Speaker 5: me for your losses.


1379
00:59:58,320 --> 01:00:00,400
Speaker 5: And I always just say it
that way.


1380
01:00:00,400 --> 01:00:02,800
Speaker 5: I don't say EPO, they
don't know what that means, right?


1381
01:00:02,800 --> 01:00:07,199
Speaker 5: But then I would turn
around and say, So, so here's my ask
of


1382
01:00:07,199 --> 01:00:07,440
Speaker 5: you.


1383
01:00:07,440 --> 01:00:11,920
Speaker 5: If you win the lotto,
just throw me a bone, wait six
months 


1384
01:00:11,920 --> 01:00:13,840
Speaker 5: before you actually pay
this thing off, right?


1385
01:00:13,840 --> 01:00:14,719
Speaker 5: And I would laugh.


1386
01:00:14,719 --> 01:00:19,360
Speaker 5: And but then I'd say, but
in all seriousness, if rates
dropped,


1387
01:00:19,360 --> 01:00:23,840
Speaker 5: let's just say in a
couple months or in three months,
and I 


1388
01:00:23,840 --> 01:00:27,519
Speaker 5: would never want you to
lose out on an opportunity to save
money.


1389
01:00:27,519 --> 01:00:31,039
Speaker 5: So I've got a plan in
place that if that were to happen.


1390
01:00:31,039 --> 01:00:34,719
Speaker 5: So if rates were to drop,
then I need you to come back to me,


1391
01:00:34,719 --> 01:00:37,519
Speaker 5: but rest assured, I'll be
reaching out to you first.


1392
01:00:37,519 --> 01:00:41,760
Speaker 5: But what we're gonna do
is I'm gonna go ahead and lock it at


1393
01:00:41,760 --> 01:00:44,079
Speaker 5: that low rate for three
months.


1394
01:00:44,079 --> 01:00:47,440
Speaker 5: Now that costs a little
bit, but I'm going to cover that.


1395
01:00:47,440 --> 01:00:50,480
Speaker 5: I don't expect you to do
that because you're doing me a
favor.


1396
01:00:50,480 --> 01:00:54,559
Speaker 5: And whatever the
difference is in payment for three
months, 


1397
01:00:54,559 --> 01:00:57,119
Speaker 5: I'm gonna go, I'm just
gonna give you that money
personally.


1398
01:00:57,119 --> 01:01:01,199
Speaker 5: And I said, So once
again, I would never ask you to lose
money


1399
01:01:01,199 --> 01:01:01,840
Speaker 5: on my behalf.


1400
01:01:01,840 --> 01:01:06,079
Speaker 5: The only thing I ask is
that I don't lose any money either
for


1401
01:01:06,079 --> 01:01:07,119
Speaker 5: all the work that we did.


1402
01:01:07,119 --> 01:01:09,360
Speaker 5: And and because of that,
I would never get EPOs.


1403
01:01:09,360 --> 01:01:12,400
Speaker 5: And if the rates did
drop, they would always come back.


1405
01:01:12,800 --> 01:01:12,800
Speaker: Right.


1406
01:01:12,800 --> 01:01:14,400
Speaker: And they don't know any
better.


1407
01:01:14,400 --> 01:01:16,000
Speaker: They're like, oh, we'll
just pay it off.


1408
01:01:16,000 --> 01:01:19,119
Speaker: But if they can wait an
extra payment and no one's impacted,
but


1409
01:01:19,119 --> 01:01:22,559
Speaker: how many people take the
time again to educate their people
like


1410
01:01:22,559 --> 01:01:22,960
Speaker: you do?


1411
01:01:22,960 --> 01:01:23,760
Speaker: Like that's incredible.


1413
01:01:24,719 --> 01:01:26,480
Speaker 5: And it goes right back to
what you said in the very beginning


1414
01:01:26,480 --> 01:01:28,400
Speaker 5: slow down to speed up,
right?


1415
01:01:28,400 --> 01:01:31,039
Speaker 5: If you do all the right
things at the moments you're
supposed


1416
01:01:31,039 --> 01:01:33,280
Speaker 5: to do them, they will
last forever.


1417
01:01:33,280 --> 01:01:36,880
Speaker 5: And and that does make an
impact on them, and it actually
makes


1418
01:01:36,880 --> 01:01:38,159
Speaker 5: a big impact on your
business.


1420
01:01:39,039 --> 01:01:39,280
Speaker: It does.


1421
01:01:39,280 --> 01:01:40,000
Speaker: Love that.


1423
01:01:40,480 --> 01:01:40,639
Speaker 5: All right.


1424
01:01:40,639 --> 01:01:44,480
Speaker 5: It's funded, everybody's
happy, they've moved in.


1425
01:01:44,480 --> 01:01:48,800
Speaker 5: Um, do you have a process
between that moment and let's just


1426
01:01:48,800 --> 01:01:49,599
Speaker 5: call it one year?


1428
01:01:50,480 --> 01:01:50,880
Speaker: Not really.


1429
01:01:50,880 --> 01:01:52,800
Speaker: No, and that's something I
need to work on.


1430
01:01:52,800 --> 01:01:57,760
Speaker: What I know, hey, hey,
listen, I am working with sidebar.


1431
01:01:57,760 --> 01:01:59,199
Speaker: We'll talk about it later.


1432
01:01:59,199 --> 01:02:02,239
Speaker: But um, what I typically do
is I do reach out.


1433
01:02:02,239 --> 01:02:05,920
Speaker: So they get a gift
typically a week later, and then I
follow up


1434
01:02:05,920 --> 01:02:08,320
Speaker: with, hey, I just want to
make sure that you know your
payments


1435
01:02:08,320 --> 01:02:08,719
Speaker: coming.


1436
01:02:08,719 --> 01:02:12,000
Speaker: You'd be surprised how many
people throw stuff away or don't
realize


1437
01:02:12,000 --> 01:02:12,719
Speaker: it or forget.


1438
01:02:12,719 --> 01:02:16,079
Speaker: And then um, what I do
though is I do a lot of follow-ups.


1439
01:02:16,079 --> 01:02:20,639
Speaker: So I do what some people
might already do this, but I do
birthday


1440
01:02:20,639 --> 01:02:23,360
Speaker: um and anniversary, like
actual cards.


1441
01:02:23,360 --> 01:02:25,360
Speaker: Like I'll hand write cards
and send those.


1442
01:02:25,360 --> 01:02:28,320
Speaker: And then at one year I'll
do a celebration, but I'm not
sending


1443
01:02:28,320 --> 01:02:32,559
Speaker: like actual gifts at one
year, except they'll get that gift
like


1444
01:02:32,559 --> 01:02:33,119
Speaker: a week after.


1445
01:02:33,119 --> 01:02:35,280
Speaker: So but it's fine.


1447
01:02:35,599 --> 01:02:37,840
Speaker 5: You don't have to do a
gift, but as long as you have a
process,


1448
01:02:37,840 --> 01:02:38,239
Speaker 5: right?


1449
01:02:38,239 --> 01:02:39,679
Speaker 5: Where you stay in touch
with them.


1451
01:02:40,079 --> 01:02:43,039
Speaker: That's but I I want to
fine-tune that process because it
sometimes


1452
01:02:43,039 --> 01:02:46,719
Speaker: a year will go by and I'll
be like, I barely talk to this
person


1453
01:02:46,719 --> 01:02:48,400
Speaker: and they know they can
reach out to me.


1454
01:02:48,400 --> 01:02:49,760
Speaker: Like every client gets my
cell phone.


1455
01:02:49,760 --> 01:02:52,320
Speaker: I don't know if that's
good, bad, or indifferent, but I
have clients


1456
01:02:52,320 --> 01:02:55,360
Speaker: that'll text me all the
time, like, hey, I got this junk
mail.


1457
01:02:55,360 --> 01:02:58,559
Speaker: I'm like, yep, junk, or
they'll they'll send me an update on
life,


1458
01:02:58,559 --> 01:02:59,599
Speaker: or I'll check in.


1459
01:02:59,599 --> 01:03:04,159
Speaker: Or um, one thing I also do
is if someone rescues an animal, um,


1460
01:03:04,159 --> 01:03:08,719
Speaker: like adopts a rescue dog,
for example, I pay for their rescue 


1461
01:03:08,719 --> 01:03:08,719
Speaker:fee.


1462
01:03:08,719 --> 01:03:12,000
Speaker: So like I make sure to
check in, like, hey, how's it going
with


1463
01:03:12,000 --> 01:03:14,079
Speaker: like the dog search and
things like that?


1464
01:03:14,079 --> 01:03:17,039
Speaker: But I really I'm a
vulnerable moment here.


1465
01:03:17,039 --> 01:03:19,840
Speaker: I need to fine-tune that
process because there's so much that


1466
01:03:19,840 --> 01:03:21,280
Speaker: we can do to stay in front
of our people.


1468
01:03:22,079 --> 01:03:22,079
Speaker 5: Yeah.


1469
01:03:22,079 --> 01:03:24,800
Speaker 5: I'll um I'll go through
that with you.


1470
01:03:24,800 --> 01:03:29,039
Speaker 5: For anybody that wants to
know more, um, episode one of season


1471
01:03:29,039 --> 01:03:33,519
Speaker 5: two, I had Dave Savage
interview me, and that was like my
thing.


1472
01:03:33,519 --> 01:03:40,079
Speaker 5: It's it I I did a whole
system on gifting that was, I
guarantee,


1473
01:03:40,079 --> 01:03:42,800
Speaker 5: the most robust in the
entire nation.


1474
01:03:42,800 --> 01:03:46,400
Speaker 5: It's like my average
client would get between 13 and 16
gifts


1475
01:03:46,400 --> 01:03:49,519
Speaker 5: from the day they got
pre-approved to the one-year
anniversary.


1477
01:03:50,239 --> 01:03:50,239
Speaker: Wow.


1478
01:03:50,239 --> 01:03:51,519
Speaker: Okay, that's way more.


1479
01:03:51,519 --> 01:03:54,559
Speaker: But you want to know what
though is that's probably like your 


1480
01:03:54,559 --> 01:03:54,800
Speaker: love language.


1481
01:03:54,800 --> 01:03:58,960
Speaker: Like you love to gift and
that feeling, and nobody else is
doing


1482
01:03:58,960 --> 01:03:59,199
Speaker: it.


1483
01:03:59,199 --> 01:04:01,760
Speaker: They're so focused on rate
that they're like, what?


1484
01:04:01,760 --> 01:04:03,039
Speaker: Like, this is an
experience.


1485
01:04:03,039 --> 01:04:05,920
Speaker: So, okay, episode one of
season two.


1486
01:04:05,920 --> 01:04:06,960
Speaker: Is that what you said?


1487
01:04:06,960 --> 01:04:08,880
Speaker: Okay, I'm gonna go listen
to it.


1488
01:04:08,880 --> 01:04:11,840
Speaker: I believe in it though, but
but you have to be able to have
systems


1489
01:04:11,840 --> 01:04:14,880
Speaker: and processes because
you'll kill yourself if you're
manually 


1490
01:04:14,880 --> 01:04:17,039
Speaker: hopping into Amazon or
sending, you know what I mean?


1491
01:04:17,039 --> 01:04:19,039
Speaker: Like, you need to have
something figured out there.


1493
01:04:19,440 --> 01:04:21,440
Speaker 5: You have to, yeah, for
sure.


1494
01:04:21,440 --> 01:04:25,039
Speaker 5: All right, we're gonna
move into the lightning realm where
I'm


1495
01:04:25,039 --> 01:04:27,760
Speaker 5: just gonna ask you a
bunch of questions and then we're
gonna


1496
01:04:27,760 --> 01:04:28,880
Speaker 5: bring this to an end.


1497
01:04:28,880 --> 01:04:29,519
Speaker 5: You ready?


1499
01:04:30,000 --> 01:04:30,800
Speaker: Uh you bet.


1501
01:04:32,400 --> 01:04:34,639
Speaker 5: What's your first move of
your workday?


1503
01:04:35,599 --> 01:04:37,199
Speaker: My first move of my
workday.


1504
01:04:37,199 --> 01:04:43,199
Speaker: I would say actually,
before I clock in, I read a couple
devotionals,


1505
01:04:43,199 --> 01:04:47,440
Speaker: leadership devotionals,
just getting my mind right, because
I 


1506
01:04:47,440 --> 01:04:48,639
Speaker: think we can really be
consumed fast.


1507
01:04:48,639 --> 01:04:51,840
Speaker: So I do a quick devotional,
whether I'm at my desk or at home 


1508
01:04:51,840 --> 01:04:56,000
Speaker: or wherever, is giving
something positive into my my mind.


1510
01:04:56,800 --> 01:04:56,800
Speaker 5: Excellent.


1511
01:04:56,800 --> 01:04:58,079
Speaker 5: Love it.


1512
01:04:58,079 --> 01:05:02,639
Speaker 5: And when you want to
communicate with clients, is it a
phone


1513
01:05:02,639 --> 01:05:03,599
Speaker 5: call or a text?


1515
01:05:04,639 --> 01:05:07,679
Speaker: These days it's a text
because most people won't hop hop on
a 


1516
01:05:07,679 --> 01:05:07,679
Speaker:call.


1517
01:05:07,679 --> 01:05:10,000
Speaker: So usually it's a text and
then it's hey, can you talk?


1518
01:05:10,000 --> 01:05:11,440
Speaker: Or when does it work for
you?


1520
01:05:12,079 --> 01:05:13,360
Speaker 5: Same question, but for
realtors.


1522
01:05:14,800 --> 01:05:15,119
Speaker 2: Same thing.


1524
01:05:15,679 --> 01:05:16,000
Speaker 5: Same thing.


1525
01:05:16,000 --> 01:05:20,239
Speaker 5: So earlier you said
something, and this is just my
humble opinion,


1526
01:05:20,239 --> 01:05:23,599
Speaker 5: but I don't believe in
the cell phone.


1527
01:05:23,599 --> 01:05:27,920
Speaker 5: I believe in phone
systems because a phone system is a
system.


1528
01:05:27,920 --> 01:05:31,840
Speaker 5: And if Kayla wants to go
on vacation, what are you gonna do?


1529
01:05:31,840 --> 01:05:33,840
Speaker 5: Just give your phone to
your assistant?


1531
01:05:34,880 --> 01:05:37,280
Speaker: Dino, we can have a whole
other sidebar about this.


1533
01:05:40,079 --> 01:05:41,840
Speaker 5: So we'll do that another
time, right?


1534
01:05:41,840 --> 01:05:42,960
Speaker 5: Uh all right.


1535
01:05:42,960 --> 01:05:48,159
Speaker 5: Best money you've spent
under $500 on the business, by the
way.


1537
01:05:48,639 --> 01:05:49,039
Speaker: Under $500.


1538
01:05:49,039 --> 01:05:53,039
Speaker: Okay, so this is probably
something super simple.


1539
01:05:53,039 --> 01:05:56,559
Speaker: Well, I have it right here,
but like I love my remarkable.


1540
01:05:56,559 --> 01:05:59,760
Speaker: Um, I don't know if it was
under $500, it might have been more.


1541
01:05:59,760 --> 01:06:03,360
Speaker: Um, or just something like
the those plots, like that voice
recording


1542
01:06:03,360 --> 01:06:05,519
Speaker: that transcribes, like at
the forward event.


1543
01:06:05,519 --> 01:06:09,199
Speaker: I put that on record and it
transcribes, gives me a plan.


1544
01:06:09,199 --> 01:06:11,119
Speaker: Anything that'll make my
life easier.


1545
01:06:11,119 --> 01:06:13,199
Speaker: So I would say probably one
of those.


1547
01:06:14,239 --> 01:06:14,559
Speaker 5: Yeah, awesome.


1548
01:06:14,559 --> 01:06:19,119
Speaker 5: And then um who do you
steal ideas from?


1550
01:06:20,000 --> 01:06:27,760
Speaker: Ooh, like man, like content
or what they're doing, or like in 


1551
01:06:27,760 --> 01:06:29,519
Speaker: mortgage, tell me more.


1553
01:06:30,079 --> 01:06:34,159
Speaker 5: Yeah, like when when when
you're I when you're studying other


1554
01:06:34,159 --> 01:06:38,400
Speaker 5: loan officers out there
that that you admire, you know, who 


1555
01:06:38,400 --> 01:06:39,440
Speaker 5: are you stealing stuff
from?


1557
01:06:40,159 --> 01:06:43,039
Speaker: The one person that I'm
just like, you are so down to earth
and


1558
01:06:43,039 --> 01:06:44,639
Speaker: I adore you is Denise
Donahue.


1559
01:06:44,639 --> 01:06:46,639
Speaker: She's the mortgage nerd.


1560
01:06:46,639 --> 01:06:51,199
Speaker: She's just she's just so
like herself and she gives a damn.


1561
01:06:51,199 --> 01:06:55,119
Speaker: And I just love like how
she's not like forcing people, like
you


1562
01:06:55,119 --> 01:06:55,519
Speaker: should buy.


1563
01:06:55,519 --> 01:06:58,079
Speaker: It's like she leads with
education before any.


1565
01:06:58,480 --> 01:06:58,719
Speaker 4: Yep, 100%.


1566
01:06:58,719 --> 01:07:02,239
Speaker 4: So are you gonna put a
couple glasses, a pair of glasses
on,


1567
01:07:02,239 --> 01:07:02,559
Speaker 4: or what?


1568
01:07:02,559 --> 01:07:04,000
Speaker 4: Like, look at it.


1569
01:07:04,000 --> 01:07:05,360
Speaker 4: You two could be sisters.


1571
01:07:06,000 --> 01:07:06,159
Speaker: I know.


1572
01:07:06,159 --> 01:07:07,519
Speaker: Oh, I like we totally
could.


1573
01:07:07,519 --> 01:07:08,400
Speaker: I could be the third one.


1574
01:07:08,400 --> 01:07:09,760
Speaker: It's Deb, her, me.


1575
01:07:09,760 --> 01:07:12,239
Speaker: We got this for sure.


1577
01:07:12,719 --> 01:07:15,679
Speaker 5: I used to be in a uh a
mastermind group with Denise, so I
know


1578
01:07:15,679 --> 01:07:16,159
Speaker 5: her quite well.


1579
01:07:16,159 --> 01:07:18,480
Speaker 5: And and she is a dynamo.


1580
01:07:18,480 --> 01:07:22,800
Speaker 5: I mean, we were all big
producers in there, and and you
know,


1581
01:07:22,800 --> 01:07:24,880
Speaker 5: let's face it, it was
mostly all guys.


1582
01:07:24,880 --> 01:07:29,119
Speaker 5: Yeah, and it was like the
one blonde chick out did us all.


1584
01:07:29,519 --> 01:07:30,000
Speaker: Yeah, yeah.


1585
01:07:30,000 --> 01:07:33,679
Speaker: And she's she's passionate
and she is she's mighty.


1586
01:07:33,679 --> 01:07:35,280
Speaker: She's small, but she's
mighty.


1588
01:07:36,000 --> 01:07:37,119
Speaker 5: She is mighty for sure.


1589
01:07:37,119 --> 01:07:37,920
Speaker 5: All right.


1590
01:07:37,920 --> 01:07:42,239
Speaker 5: Something you say no to
now that you used to say yes to in
the


1591
01:07:42,239 --> 01:07:42,400
Speaker 5: past.


1593
01:07:42,960 --> 01:07:42,960
Speaker: Coffees.


1594
01:07:42,960 --> 01:07:45,199
Speaker: People pick pick your brain
coffees.


1595
01:07:45,199 --> 01:07:46,719
Speaker: Hey, can I just pick your
brain?


1596
01:07:46,719 --> 01:07:47,920
Speaker: I'd be like, of course.


1597
01:07:47,920 --> 01:07:51,840
Speaker: And the next thing I knew,
my week was gone and it didn't
benefit


1598
01:07:51,840 --> 01:07:54,960
Speaker: me or my family or my
checkbook or my impact.


1599
01:07:54,960 --> 01:07:57,440
Speaker: Uh sure, it could in some
sense.


1601
01:07:58,239 --> 01:07:59,039
Speaker 5: Yeah, I love that.


1602
01:07:59,039 --> 01:08:02,239
Speaker 5: If you could do one thing
over again, what would it be?


1604
01:08:03,840 --> 01:08:06,960
Speaker: Oh this is a really weird
one.


1605
01:08:06,960 --> 01:08:08,320
Speaker: This is not mortgage
related.


1606
01:08:08,320 --> 01:08:13,519
Speaker: My volleyball career, I
wish I would have like dove into
like 


1607
01:08:13,519 --> 01:08:16,640
Speaker: I mean, I think about now
how they have access to all these
different


1608
01:08:16,640 --> 01:08:20,560
Speaker: like, you know, supplements
and things to make you a better
athlete.


1609
01:08:20,560 --> 01:08:23,920
Speaker: I look back at my class B
volleyball days, and I'm like, I
wish


1610
01:08:23,920 --> 01:08:25,840
Speaker: I would have like had more
like coaching and training.


1611
01:08:25,840 --> 01:08:27,920
Speaker: And yeah, that's what I
would say.


1613
01:08:31,760 --> 01:08:35,439
Speaker 5: I mean, like 12 years
old, they're being trained by
ex-professional


1614
01:08:35,439 --> 01:08:37,920
Speaker 5: athletes on the side.


1616
01:08:38,560 --> 01:08:41,760
Speaker: There is hockey is a big
deal in Fargo, and there are like
two


1617
01:08:41,760 --> 01:08:44,239
Speaker: and three year olds that
they're like the parents like, well,


1618
01:08:44,239 --> 01:08:46,319
Speaker: if they're not on skates by
the time they're three, then they're


1619
01:08:46,319 --> 01:08:47,600
Speaker: they have no future in
hockey.


1620
01:08:47,600 --> 01:08:49,359
Speaker: And I'm like, oh, okay.


1621
01:08:49,359 --> 01:08:51,600
Speaker: Life.


1623
01:08:54,000 --> 01:08:54,239
Speaker 5: All right.


1624
01:08:54,239 --> 01:08:59,199
Speaker 5: What do let's see, oh,
what works that almost nobody does?


1626
01:09:00,079 --> 01:09:01,680
Speaker: What works that almost
nobody does?


1627
01:09:01,680 --> 01:09:03,920
Speaker: I I'm gonna go back to
slowing down.


1628
01:09:03,920 --> 01:09:05,760
Speaker: Like people think just
shit.


1629
01:09:05,760 --> 01:09:09,279
Speaker: Have you ever heard this
phrase, a snake or a pig down a
snake's


1630
01:09:09,279 --> 01:09:09,680
Speaker: throat?


1631
01:09:09,680 --> 01:09:13,039
Speaker: It's like just everything
needs to be quick, fast, go, go, go.


1632
01:09:13,039 --> 01:09:16,880
Speaker: But if you just slow down,
it's a lot easier to have better
results.


1634
01:09:18,159 --> 01:09:18,159
Speaker 5: Agreed.


1635
01:09:18,159 --> 01:09:19,119
Speaker 5: And you know what?


1636
01:09:19,119 --> 01:09:21,439
Speaker 5: I'm just gonna go ahead
and say, I think that's the key to
life,


1637
01:09:21,439 --> 01:09:21,920
Speaker 5: by the way.


1638
01:09:21,920 --> 01:09:23,840
Speaker 5: Like all of life, not
just business.


1639
01:09:23,840 --> 01:09:24,319
Speaker 5: Yeah.


1640
01:09:24,319 --> 01:09:24,880
Speaker 5: You know?


1641
01:09:24,880 --> 01:09:30,319
Speaker 5: Um what do advisors do
that they think is working?


1642
01:09:30,319 --> 01:09:32,079
Speaker 5: I know, I just asked you
that question.


1643
01:09:32,079 --> 01:09:32,640
Speaker 5: I'm sorry.


1644
01:09:32,640 --> 01:09:34,640
Speaker 5: Oh, no, no, I didn't.


1645
01:09:34,640 --> 01:09:35,600
Speaker 5: No, here's what it is.


1646
01:09:35,600 --> 01:09:38,880
Speaker 5: What do advisors do that
they think is working but isn't?


1648
01:09:40,479 --> 01:09:41,520
Speaker: Leading with rate.


1649
01:09:41,520 --> 01:09:44,720
Speaker: A lot of people are like,
here's my rate, they just here's my 


1650
01:09:44,720 --> 01:09:45,439
Speaker: rate, here's my rate.


1651
01:09:45,439 --> 01:09:47,760
Speaker: Clients don't know what six
and a quarter does.


1652
01:09:47,760 --> 01:09:51,600
Speaker: They have no idea, and they
just lead with just a number, or
they


1653
01:09:51,600 --> 01:09:55,439
Speaker: they try to win deals by
confusing people using words like
EPO,


1654
01:09:55,439 --> 01:09:58,079
Speaker: using words like, you know,
without educating.


1655
01:09:58,079 --> 01:09:59,920
Speaker: And it it might work.


1656
01:09:59,920 --> 01:10:04,560
Speaker: Yeah, it might work, but
then it in the end, your client's
confused.


1657
01:10:04,560 --> 01:10:07,359
Speaker: They're not gonna refer
you, they're not gonna come back to
you.


1658
01:10:07,359 --> 01:10:08,479
Speaker: So was it really worth it?


1659
01:10:08,479 --> 01:10:09,520
Speaker: I don't think it was.


1661
01:10:10,399 --> 01:10:15,039
Speaker 5: Yeah, if you're memorable
because of a negative thing, yeah.


1662
01:10:15,039 --> 01:10:18,479
Speaker 5: I'd rather be negative,
I'd rather be memorable because of
everything


1663
01:10:18,479 --> 01:10:20,000
Speaker 5: I did for them that they
liked.


1665
01:10:20,560 --> 01:10:20,560
Speaker: Yes.


1666
01:10:20,560 --> 01:10:20,960
Speaker: Amen.


1667
01:10:20,960 --> 01:10:21,680
Speaker: Amen.


1669
01:10:22,479 --> 01:10:22,720
Speaker 5: All right.


1670
01:10:22,720 --> 01:10:24,720
Speaker 5: What's a tool you're
using right now?


1671
01:10:24,720 --> 01:10:26,319
Speaker 5: Not remarkable, right?


1672
01:10:26,319 --> 01:10:29,359
Speaker 5: But a tool you're using
right now that's really changing how


1673
01:10:29,359 --> 01:10:30,000
Speaker 5: you do business.


1675
01:10:31,439 --> 01:10:34,720
Speaker: You know, this might sound
silly, but we have what's called
guideline


1676
01:10:34,720 --> 01:10:35,279
Speaker: guru.


1677
01:10:35,279 --> 01:10:36,640
Speaker: Have you ever heard of it?


1678
01:10:36,640 --> 01:10:39,279
Speaker: It's it's like AI for
questions.


1679
01:10:39,279 --> 01:10:42,000
Speaker: I don't know what the heck
I did before that.


1680
01:10:42,000 --> 01:10:45,840
Speaker: You know, go to all riggs
and uh look in a physical book, but 


1681
01:10:45,840 --> 01:10:49,760
Speaker: just having the ability to
have guideline guru with our all of


1682
01:10:49,760 --> 01:10:52,640
Speaker: our um guidelines in there,
it's a game changer.


1683
01:10:52,640 --> 01:10:55,920
Speaker: It's it allows me to have
better answers, quicker answers, but


1684
01:10:55,920 --> 01:10:56,640
Speaker: accurate ones.


1685
01:10:56,640 --> 01:10:58,159
Speaker: So I love that.


1686
01:10:58,159 --> 01:11:00,399
Speaker: That's a geeky answer, I
know.


1688
01:11:01,439 --> 01:11:02,479
Speaker 5: Yeah, that's a great one.


1689
01:11:02,479 --> 01:11:06,239
Speaker 5: And then um, what's the
best question that you ask a
borrower?


1691
01:11:08,239 --> 01:11:11,119
Speaker: I ask them what well, it's
twofold.


1692
01:11:11,119 --> 01:11:14,000
Speaker: What's motivating you for
this next step in your life?


1693
01:11:14,000 --> 01:11:15,920
Speaker: Like what's the push, the
pull?


1694
01:11:15,920 --> 01:11:20,479
Speaker: Or I'll say, This is scary
and I am aware like it's emotional.


1695
01:11:20,479 --> 01:11:22,079
Speaker: What are you most fearful
of?


1696
01:11:22,079 --> 01:11:25,279
Speaker: Like what what are you like
in your heart, what's kind of
pulling


1697
01:11:25,279 --> 01:11:27,039
Speaker: you back from wanting to
take this step?


1698
01:11:27,039 --> 01:11:28,880
Speaker: And people really will open
up.


1699
01:11:28,880 --> 01:11:32,319
Speaker: And it's usually, I'm
afraid of, I'm gonna buy a house
that's 


1700
01:11:32,319 --> 01:11:32,399
Speaker: a lemon.


1701
01:11:32,399 --> 01:11:34,800
Speaker: I'm afraid that we're gonna
get in over our heads.


1702
01:11:34,800 --> 01:11:38,960
Speaker: Well, by hearing their
fears, it allows me to kind of get
in front


1703
01:11:38,960 --> 01:11:42,880
Speaker: of them and plan to be
like, okay, they're really, really
payment


1704
01:11:42,880 --> 01:11:45,600
Speaker: sensitive, or they're
really nervous about the
neighborhood.


1705
01:11:45,600 --> 01:11:48,960
Speaker: It just allows me to just
get them to know them more to get
ahead


1706
01:11:48,960 --> 01:11:49,520
Speaker: of it.


1708
01:11:52,079 --> 01:11:53,920
Speaker 5: I I think those are such
great questions.


1709
01:11:53,920 --> 01:11:59,359
Speaker 5: And you know, the one
thing I'll say you guys is it is a
bigger


1710
01:11:59,359 --> 01:12:01,760
Speaker 5: picture of how you do
everything.


1711
01:12:01,760 --> 01:12:05,600
Speaker 5: You can't just roll up
and have one great question.


1712
01:12:05,600 --> 01:12:08,399
Speaker 5: You have to, first of
all, you have to really care, right?


1713
01:12:08,399 --> 01:12:12,079
Speaker 5: If you don't care and you
ask that question, it it just
doesn't


1714
01:12:12,079 --> 01:12:13,199
Speaker 5: come off the right way.


1715
01:12:13,199 --> 01:12:17,199
Speaker 5: But I I think the way you
do things, you've earned their trust


1716
01:12:17,199 --> 01:12:22,239
Speaker 5: and the vulnerability
that they have to actually say it to
a


1717
01:12:22,239 --> 01:12:23,359
Speaker 5: stranger, right?


1718
01:12:23,359 --> 01:12:24,720
Speaker 5: Because they trust you.


1719
01:12:24,720 --> 01:12:26,159
Speaker 5: And I think that's
important, right?


1720
01:12:26,159 --> 01:12:29,039
Speaker 5: Like if you don't slow
down enough, you're not gonna earn
that


1721
01:12:29,039 --> 01:12:29,279
Speaker 5: trust.


1723
01:12:29,920 --> 01:12:32,800
Speaker: You'll never know what's
motivating them or what's keeping
them


1724
01:12:32,800 --> 01:12:33,840
Speaker: from taking that next step.


1725
01:12:33,840 --> 01:12:34,960
Speaker: You'll never know.


1727
01:12:35,680 --> 01:12:35,680
Speaker 5: Yeah.


1728
01:12:35,680 --> 01:12:38,880
Speaker 5: So the next question,
you've already answered it
previously,


1729
01:12:38,880 --> 01:12:40,239
Speaker 5: but I'll ask it again.


1730
01:12:40,239 --> 01:12:41,279
Speaker 5: What's your favorite
book?


1732
01:12:42,239 --> 01:12:44,319
Speaker: Well, unreasonable
hospitality, of course.


1733
01:12:44,319 --> 01:12:47,119
Speaker: Number, I mean, it's just I
love an experience.


1734
01:12:47,119 --> 01:12:49,680
Speaker: And I think everyone
deserves an experience, no matter if
they're


1735
01:12:49,680 --> 01:12:51,680
Speaker: buying a car or a boat or a
house or their.


1736
01:12:51,680 --> 01:12:55,520
Speaker: I always tell people I had
LASIK eye surgery, and I tell people


1737
01:12:55,520 --> 01:12:57,199
Speaker: about my experience because
it was so wonderful.


1738
01:12:57,199 --> 01:13:01,680
Speaker: Literally, I was so
impressed that I'm like, it was eye
surgery


1739
01:13:01,680 --> 01:13:03,039
Speaker: and I had an experience.


1740
01:13:03,039 --> 01:13:06,159
Speaker: So by far one of my top
books.


1742
01:13:07,039 --> 01:13:09,760
Speaker 5: In in the book, only
because I loved it so much, do you
have


1743
01:13:09,760 --> 01:13:14,159
Speaker 5: like a scene or
something, um, a part of it that
that just sticks


1744
01:13:14,159 --> 01:13:14,720
Speaker 5: out?


1746
01:13:15,359 --> 01:13:18,399
Speaker: You know, I think it's just
I think right at the beginning when


1747
01:13:18,399 --> 01:13:21,600
Speaker: they talk about like how
they were ranked, like in the
restaurant,


1748
01:13:21,600 --> 01:13:24,640
Speaker: like how do you get how do
you get to that next point?


1749
01:13:24,640 --> 01:13:28,319
Speaker: Like, and then thinking
like I'm here amongst all these
people.


1750
01:13:28,319 --> 01:13:32,000
Speaker: Um, and then you get to
this point where you've you want you
wanna


1751
01:13:32,000 --> 01:13:33,600
Speaker: know what I mean by like
you've made it.


1752
01:13:33,600 --> 01:13:37,279
Speaker: But it's like, how do you
continue to pro like go further?


1753
01:13:37,279 --> 01:13:38,560
Speaker: How do you go deeper?


1754
01:13:38,560 --> 01:13:42,079
Speaker: So I just love the way that
they analyzed everything that they


1755
01:13:42,079 --> 01:13:42,399
Speaker: did.


1756
01:13:42,399 --> 01:13:45,520
Speaker: And even when I go out to
eat, I'm like, I never thought of
that.


1757
01:13:45,520 --> 01:13:49,439
Speaker: Like when I go to Ocean 66
in Arizona and they ask, Do you want


1758
01:13:49,439 --> 01:13:50,720
Speaker: a dark linen or a light
linen?


1759
01:13:50,720 --> 01:13:53,840
Speaker: And I'm like, Oh, I can I
can choose my linen.


1760
01:13:53,840 --> 01:13:56,960
Speaker: Like, it's just diving
deeper into the experience.


1761
01:13:56,960 --> 01:13:58,000
Speaker: You know what I mean?


1762
01:13:58,000 --> 01:14:00,479
Speaker: Like, I didn't even know
with my mortgage that was even an
option.


1763
01:14:00,479 --> 01:14:03,359
Speaker: I didn't know Dina Dino was
gonna send me 13 gifts.


1764
01:14:03,359 --> 01:14:06,720
Speaker: Like, it's surprising
people, it's like waking people up,
and 


1765
01:14:06,720 --> 01:14:09,439
Speaker: I love like their just the
the process of it.


1767
01:14:12,960 --> 01:14:14,159
Speaker 5: So I'll tell you mine.


1768
01:14:14,159 --> 01:14:17,840
Speaker 5: Um, it just stuck out and
I can't ever forget it.


1769
01:14:17,840 --> 01:14:24,880
Speaker 5: Uh they trained their
entire staff to pay attention,
right?


1770
01:14:24,880 --> 01:14:28,479
Speaker 5: Now they had the dream
weaver who did all the research
before


1771
01:14:28,479 --> 01:14:32,000
Speaker 5: the guests would come to
the restaurant, and and they knew a


1772
01:14:32,000 --> 01:14:32,880
Speaker 5: lot about him.


1773
01:14:32,880 --> 01:14:35,359
Speaker 5: Um, I have a hard name to
pronounce.


1774
01:14:35,359 --> 01:14:38,960
Speaker 5: And one time when I went
to the Ritz-Carleton years and years


1775
01:14:38,960 --> 01:14:42,640
Speaker 5: ago, when I sh when I
showed up, and my it was my whole
family,


1776
01:14:42,640 --> 01:14:48,239
Speaker 5: but when we showed up,
they all said my name the right way,


1777
01:14:48,239 --> 01:14:50,319
Speaker 5: like exactly the right
way.


1778
01:14:50,319 --> 01:14:51,520
Speaker 5: All of them.


1779
01:14:51,520 --> 01:14:55,039
Speaker 5: Not just the Maitre D,
not just the head, the head uh
waiter,


1780
01:14:55,039 --> 01:14:56,560
Speaker 5: but the entire staff.


1781
01:14:56,560 --> 01:14:57,439
Speaker 5: It was insane.


1782
01:14:57,439 --> 01:14:59,600
Speaker 5: I it really like threw
me, right?


1783
01:14:59,600 --> 01:15:01,520
Speaker 5: So that was a big one.


1784
01:15:01,520 --> 01:15:05,760
Speaker 5: Um, but but this part of
the book that I really loved is this


1785
01:15:05,760 --> 01:15:09,600
Speaker 5: the guests came in and I
forget where they were from, but
they


1786
01:15:09,600 --> 01:15:13,520
Speaker 5: had like a list of all
the restaurants they were gonna go
to


1787
01:15:13,520 --> 01:15:14,800
Speaker 5: and the shows and all
stuff.


1788
01:15:14,800 --> 01:15:18,560
Speaker 5: But the one thing they
didn't get a chance to do was have a


1789
01:15:18,560 --> 01:15:19,039
Speaker 5: street dog.


1790
01:15:19,039 --> 01:15:23,760
Speaker 5: And and when the the
waiter or one of the bus boys or
somebody


1791
01:15:23,760 --> 01:15:27,920
Speaker 5: like heard that, they
ended up sending the guy down the
street,


1792
01:15:27,920 --> 01:15:31,680
Speaker 5: picked up the street dog,
put it on a fancy plate, cut it into


1793
01:15:31,680 --> 01:15:35,359
Speaker 5: I think fours, a little
ketchup mustard and relish and
onions,


1794
01:15:35,359 --> 01:15:37,279
Speaker 5: and then served it on a
plate.


1795
01:15:37,279 --> 01:15:40,560
Speaker 5: Like that, that is so
good.


1796
01:15:40,560 --> 01:15:46,319
Speaker 5: So with us, right, and
and with me, I have all these gifts,


1797
01:15:46,319 --> 01:15:47,439
Speaker 5: and it's a campaign,
right?


1798
01:15:47,439 --> 01:15:53,039
Speaker 5: Like it is, it's it's the
same every time, but we have a
category


1799
01:15:53,039 --> 01:15:54,880
Speaker 5: um that I call
situational.


1800
01:15:54,880 --> 01:15:58,720
Speaker 5: So we have the the
before, during, and after, but then
we have


1801
01:15:58,720 --> 01:15:59,119
Speaker 5: this situational.


1802
01:15:59,119 --> 01:16:02,239
Speaker 5: And when I when I try
explaining it to everybody, I say,
listen,


1803
01:16:02,239 --> 01:16:06,079
Speaker 5: this is just like a
campaign that goes up and it's the
same,


1804
01:16:06,079 --> 01:16:09,359
Speaker 5: but I said situational is
where the magic happens.


1805
01:16:09,359 --> 01:16:13,199
Speaker 5: And the reason why is
because it it signifies that you're
paying


1806
01:16:13,199 --> 01:16:13,760
Speaker 5: attention.


1807
01:16:13,760 --> 01:16:19,119
Speaker 5: So when you're paying
attention and it's not expected,
that 


1808
01:16:19,119 --> 01:16:19,760
Speaker 5: means something.


1809
01:16:19,760 --> 01:16:26,319
Speaker 5: For example, if they buy
a new dog, does the dog get a gift?


1810
01:16:26,319 --> 01:16:30,479
Speaker 5: Because my clients, if
they get a new dog or if their dog
has


1811
01:16:30,479 --> 01:16:34,479
Speaker 5: surgery or gets hurt or
something and it's on social and I
see


1812
01:16:34,479 --> 01:16:36,800
Speaker 5: it, that dog is getting a
gift.


1813
01:16:36,800 --> 01:16:40,079
Speaker 5: And and it it goes an
awful long way.


1814
01:16:40,079 --> 01:16:45,199
Speaker 5: If their kid has a
birthday, right, then the kid gets a
gift.


1815
01:16:45,199 --> 01:16:48,000
Speaker 5: In the old days, I don't
know if did you guys have Chuck E.


1816
01:16:48,000 --> 01:16:48,880
Speaker 5: Cheese out there?


1818
01:16:49,600 --> 01:16:49,600
Speaker 2: Yes.


1820
01:16:50,640 --> 01:16:52,159
Speaker 5: So in the old days when
Chuck E.


1821
01:16:52,159 --> 01:16:56,159
Speaker 5: Cheese was readily
available, I would do a small box
and I would


1822
01:16:56,159 --> 01:16:59,199
Speaker 5: I would go from the bank
and I'd get a roll of quarters for 


1823
01:16:59,199 --> 01:17:02,960
Speaker 5: $10 and I'd break them
and have them loose in there, and I
addressed


1824
01:17:02,960 --> 01:17:04,159
Speaker 5: the box to the kid.


1825
01:17:04,159 --> 01:17:07,359
Speaker 5: So when they got it, it
was like a ling-a-ling-a-ling.


1826
01:17:07,359 --> 01:17:11,520
Speaker 5: It was like crackheads in
Vegas at the slot machine.


1827
01:17:11,520 --> 01:17:14,239
Speaker 5: The these kids were going
nuts.


1828
01:17:14,239 --> 01:17:18,560
Speaker 5: And I can guarantee if I
gave the mom a hundred dollar gift 


1829
01:17:18,560 --> 01:17:21,760
Speaker 5: card to you know one of
the fanciest places out here, she
would


1830
01:17:21,760 --> 01:17:23,279
Speaker 5: be like, Oh my gosh, who
is this?


1831
01:17:23,279 --> 01:17:25,920
Speaker 5: And and the husband goes,
Oh, that's our loan guy, you know,


1832
01:17:25,920 --> 01:17:26,960
Speaker 5: like how nice is that?


1833
01:17:26,960 --> 01:17:28,319
Speaker 5: And she'd be so thankful.


1834
01:17:28,319 --> 01:17:32,640
Speaker 5: But if 10 bucks got her
kid to act like that, she would
remember


1835
01:17:32,640 --> 01:17:33,359
Speaker 5: that for life.


1837
01:17:33,840 --> 01:17:34,000
Speaker: For sure.


1838
01:17:34,000 --> 01:17:35,439
Speaker: For sure a thousand
percent.


1839
01:17:35,439 --> 01:17:36,159
Speaker: Yes.


1841
01:17:36,960 --> 01:17:38,640
Speaker 5: So that's what I believe.


1842
01:17:38,640 --> 01:17:42,720
Speaker 5: I believe like we have to
pay attention and we have to get to


1843
01:17:42,720 --> 01:17:43,279
Speaker 5: know our clients.


1844
01:17:43,279 --> 01:17:45,920
Speaker 5: And when you're doing
everything online and you're not
slowing


1845
01:17:45,920 --> 01:17:49,359
Speaker 5: down enough, it just
zoom, zoom, zoom.


1846
01:17:49,359 --> 01:17:51,119
Speaker 5: It goes by and you never
even notice.


1848
01:17:51,760 --> 01:17:52,720
Speaker: You don't even remember the
people.


1849
01:17:52,720 --> 01:17:55,039
Speaker: There has been times and
I've been guilty of it where I'm
like,


1850
01:17:55,039 --> 01:17:56,159
Speaker: who was this person again?


1851
01:17:56,159 --> 01:17:57,760
Speaker: It's like, well, I never
met them.


1852
01:17:57,760 --> 01:17:58,560
Speaker: We barely talked.


1853
01:17:58,560 --> 01:17:59,199
Speaker: It was rushed.


1854
01:17:59,199 --> 01:18:01,119
Speaker: Like, how do you expect to?


1855
01:18:01,119 --> 01:18:03,760
Speaker: But when you take the time,
it's like their family.


1857
01:18:06,640 --> 01:18:06,640
Speaker 5: Yeah.


1858
01:18:06,640 --> 01:18:08,000
Speaker 5: All right.


1859
01:18:08,000 --> 01:18:10,239
Speaker 5: Last question, and we're
done.


1860
01:18:10,239 --> 01:18:12,000
Speaker 5: It's my favorite
question.


1861
01:18:12,000 --> 01:18:13,359
Speaker 5: It's the million-dollar
drop.


1862
01:18:13,359 --> 01:18:16,319
Speaker 5: So I'm gonna pick you up
and I'm gonna drop you off somewhere


1863
01:18:16,319 --> 01:18:17,680
Speaker 5: where you don't know
anybody.


1864
01:18:17,680 --> 01:18:21,119
Speaker 5: Um, normally I would say
something like Fargo, you know,
North


1865
01:18:21,119 --> 01:18:24,479
Speaker 5: Dakota, but we'll pick,
we'll pick somewhere else for you.


1866
01:18:24,479 --> 01:18:29,279
Speaker 5: Uh we'll we'll say, uh,
do you know anybody in Temecula,
California?


1868
01:18:30,399 --> 01:18:30,399
Speaker: No.


1870
01:18:31,199 --> 01:18:31,199
Speaker 5: Okay.


1871
01:18:31,199 --> 01:18:36,479
Speaker 5: I'm gonna drop you off in
Temecula, California, and I am going


1872
01:18:36,479 --> 01:18:41,760
Speaker 5: to take you away from
your husband and your dogs, your
four 


1873
01:18:41,760 --> 01:18:46,720
Speaker 5: pit fools that you love
so much, and I'm not gonna let you
see


1874
01:18:46,720 --> 01:18:52,159
Speaker 5: them or talk to them um
at all until you make a million
dollars.


1875
01:18:52,159 --> 01:18:57,119
Speaker 5: You have all the
knowledge that you have of how to do
loans,


1876
01:18:57,119 --> 01:19:00,560
Speaker 5: and you have an
allowance, so you can't just say go
buy a bunch


1877
01:19:00,560 --> 01:19:02,640
Speaker 5: of business and buy
realtors and all that stuff, right?


1878
01:19:02,640 --> 01:19:04,319
Speaker 5: Like you got to earn it
the old school way.


1879
01:19:04,319 --> 01:19:08,720
Speaker 5: How are you going to get
up and go and get started and like 


1880
01:19:08,720 --> 01:19:09,119
Speaker 5: start hustling?


1882
01:19:10,159 --> 01:19:11,039
Speaker: As a loan officer.


1883
01:19:11,039 --> 01:19:13,920
Speaker: Okay.


1884
01:19:13,920 --> 01:19:19,680
Speaker: I mean, I think okay, well,
I know that leads are not a problem


1885
01:19:19,680 --> 01:19:22,800
Speaker: getting the people because
people like I know how to take care


1886
01:19:22,800 --> 01:19:23,119
Speaker: of humans.


1887
01:19:23,119 --> 01:19:27,760
Speaker: I would have to pour into
support because I'm I couldn't do it


1888
01:19:27,760 --> 01:19:27,920
Speaker: alone.


1889
01:19:27,920 --> 01:19:31,359
Speaker: So I would need to make
sure that I had the right people
with 


1890
01:19:31,359 --> 01:19:33,600
Speaker: the right mindset that also
were willing to hustle.


1891
01:19:33,600 --> 01:19:38,960
Speaker: Um, and then I would do,
you wanna know what I probably would


1892
01:19:38,960 --> 01:19:38,960
Speaker:do?


1893
01:19:38,960 --> 01:19:43,680
Speaker: I'd probably be like, Dina
won't let me see my dogs, you guys 


1894
01:19:43,680 --> 01:19:44,720
Speaker: help free the pitties.


1895
01:19:44,720 --> 01:19:47,680
Speaker: And then I would start like
a go fund me on the side.


1896
01:19:47,680 --> 01:19:53,680
Speaker: And then for every dollar
donated, I'd give back to Home Road 


1897
01:19:53,680 --> 01:19:54,399
Speaker: Animal Shelter and Fargo.


1898
01:19:54,399 --> 01:19:58,159
Speaker: Um, but no, I think it
would really be like just staffing
and 


1899
01:19:58,159 --> 01:20:01,039
Speaker: then going out and
hustling, like really just how can I
help?


1900
01:20:01,039 --> 01:20:04,000
Speaker: Calling realtors, financial
advisors, divorce attorneys,
lawyers,


1901
01:20:04,000 --> 01:20:06,960
Speaker: uh, real estate advisors,
whatever it might be.


1902
01:20:06,960 --> 01:20:09,760
Speaker: Um, and saying, How can I
help?


1903
01:20:09,760 --> 01:20:10,560
Speaker: What can I do?


1904
01:20:10,560 --> 01:20:11,359
Speaker: And a lot of caffeine.


1905
01:20:11,359 --> 01:20:15,279
Speaker: I mean, it's 1230 central
and I'm still drinking it here.


1906
01:20:15,279 --> 01:20:16,960
Speaker: So that's what I would do.


1907
01:20:16,960 --> 01:20:17,920
Speaker: But yeah, GoFundMe.


1909
01:20:19,840 --> 01:20:21,279
Speaker 5: I will nobody's ever said
that.


1910
01:20:21,279 --> 01:20:22,000
Speaker 5: I think it's brilliant.


1911
01:20:22,000 --> 01:20:23,520
Speaker 5: But might as well.


1913
01:20:24,079 --> 01:20:28,399
Speaker: Free the pities, Kayla
can't see her dogs, sad faces, ASPCA
commercial,


1914
01:20:28,399 --> 01:20:30,720
Speaker: like you know, music in the
background.


1915
01:20:30,720 --> 01:20:32,640
Speaker: That's what I would
probably do.


1917
01:20:33,439 --> 01:20:33,680
Speaker 5: It's brilliant.


1918
01:20:33,680 --> 01:20:35,920
Speaker 5: I'm gonna, I'm gonna
focus in them.


1919
01:20:35,920 --> 01:20:39,359
Speaker 5: I'm gonna put a little
bit of pressure on you because
calling


1920
01:20:39,359 --> 01:20:43,439
Speaker 5: a bunch of agents and
financial planners and everybody
else 


1921
01:20:43,439 --> 01:20:47,439
Speaker 5: uh and saying how, you
know, how can I help you typically
doesn't


1922
01:20:47,439 --> 01:20:48,560
Speaker 5: work.


1923
01:20:48,560 --> 01:20:51,359
Speaker 5: Um, there's gotta be a
little more than that.


1924
01:20:51,359 --> 01:20:54,319
Speaker 5: Like they gotta, they got
you gotta get them on the phone and


1925
01:20:54,319 --> 01:20:55,119
Speaker 5: you gotta pitch them.


1926
01:20:55,119 --> 01:20:58,640
Speaker 5: And so what's your what's
your is it literally just calling 


1927
01:20:58,640 --> 01:21:02,479
Speaker 5: and doing until somebody
does answer, or do you have a a a
system


1928
01:21:02,479 --> 01:21:05,279
Speaker 5: in place to to get them
to answer?


1930
01:21:06,159 --> 01:21:08,720
Speaker: For me, it would be
probably calling them about clients
that we


1931
01:21:08,720 --> 01:21:09,279
Speaker: have in process.


1932
01:21:09,279 --> 01:21:12,079
Speaker: So, like, hey, haven't
talked to this person, have you?


1933
01:21:12,079 --> 01:21:14,079
Speaker: Like those would be the
calls that I'm making.


1934
01:21:14,079 --> 01:21:17,279
Speaker: I I shouldn't say it's for
brand new business for the financial


1935
01:21:17,279 --> 01:21:21,359
Speaker: advisors or um lawyers,
maybe for the realtors, it's like,
hey,


1936
01:21:21,359 --> 01:21:22,800
Speaker: I haven't talked to this
person in a while.


1937
01:21:22,800 --> 01:21:23,439
Speaker: Have you?


1938
01:21:23,439 --> 01:21:25,039
Speaker: Do you know where they're
at, hot or cold?


1939
01:21:25,039 --> 01:21:28,800
Speaker: But I would also dive into
my past clients as well, my database


1940
01:21:28,800 --> 01:21:32,000
Speaker: and touch base because
people want to give.


1941
01:21:32,000 --> 01:21:33,199
Speaker: People like to give.


1942
01:21:33,199 --> 01:21:35,680
Speaker: And when you're like, hey,
do you know of anyone that's
looking?


1943
01:21:35,680 --> 01:21:39,119
Speaker: I doesn't always work, but
that's that's an example that I
would


1944
01:21:39,119 --> 01:21:44,479
Speaker: do is I would have my top
25 database people who like is
diehard


1945
01:21:44,479 --> 01:21:47,199
Speaker: Kayla fan and just touch
base with them.


1946
01:21:47,199 --> 01:21:49,920
Speaker: It wouldn't maybe even, you
know, be like, hey, do you have
someone


1947
01:21:49,920 --> 01:21:50,319
Speaker: for me?


1948
01:21:50,319 --> 01:21:53,359
Speaker: It would be, hey, I've
really loved working with you guys.


1949
01:21:53,359 --> 01:21:55,600
Speaker: In fact, I want to work
with more clients like you.


1950
01:21:55,600 --> 01:21:58,800
Speaker: So if you have any friends
that are like you, because I'm sure


1951
01:21:58,800 --> 01:21:59,840
Speaker: you do, let me know.


1952
01:21:59,840 --> 01:22:00,560
Speaker: I'm here to help.


1953
01:22:00,560 --> 01:22:03,439
Speaker: But I'm really not a sales
y person.


1954
01:22:03,439 --> 01:22:06,239
Speaker: I'm not typically being
like, hey, realtor, do you have a
new 


1955
01:22:06,239 --> 01:22:06,239
Speaker:deal?


1956
01:22:06,239 --> 01:22:10,239
Speaker: It's hey, what's going on
with this client that we talked to
six


1957
01:22:10,239 --> 01:22:10,640
Speaker: months ago?


1958
01:22:10,640 --> 01:22:11,439
Speaker: I haven't heard.


1959
01:22:11,439 --> 01:22:15,520
Speaker: So that would be my thought
process.


1961
01:22:16,239 --> 01:22:19,119
Speaker 5: I I feel like maybe I
should let you off the hook as we're
running


1962
01:22:19,119 --> 01:22:21,119
Speaker 5: a little long, but but
I'm not.


1963
01:22:21,119 --> 01:22:25,119
Speaker 5: Um because that that goes
back to your past database and
you're


1964
01:22:25,119 --> 01:22:26,239
Speaker 5: starting fresh in the
town.


1965
01:22:26,239 --> 01:22:27,039
Speaker 5: Nobody knows you.


1967
01:22:27,279 --> 01:22:30,239
Speaker: You don't you don't know
anybody and to Mecula, California.


1968
01:22:30,239 --> 01:22:32,880
Speaker: But I can do long in all 50
states.


1970
01:22:34,399 --> 01:22:37,199
Speaker 5: Wine country, by the way,
and you and you don't have a past 


1971
01:22:37,199 --> 01:22:37,359
Speaker 5:database.


1972
01:22:37,359 --> 01:22:42,399
Speaker 5: What I'm getting at is if
somebody new were listening, or
somebody


1973
01:22:42,399 --> 01:22:45,600
Speaker 5: that still doesn't have a
lot of clients, so they can't do
that.


1974
01:22:45,600 --> 01:22:48,000
Speaker 5: How are they going to get
up and running?


1975
01:22:48,000 --> 01:22:51,760
Speaker 5: So think about when you
were when you were younger, how did 


1976
01:22:51,760 --> 01:22:54,239
Speaker 5: you get all these people
to trust you and start giving you
business?


1978
01:22:55,600 --> 01:22:58,399
Speaker: You know, I'll be honest,
when it comes to not, I always
thought


1979
01:22:58,399 --> 01:23:00,560
Speaker: about what if I ever moved
from Fargo, what would I do?


1980
01:23:00,560 --> 01:23:03,039
Speaker: Because I think there's
something about being local as well.


1981
01:23:03,039 --> 01:23:04,960
Speaker: You also need to work on
your personal brand.


1982
01:23:04,960 --> 01:23:07,119
Speaker: And I know people are so
sick of hearing that.


1983
01:23:07,119 --> 01:23:10,079
Speaker: But if you, if people can't
Google you or find you, or you don't


1984
01:23:10,079 --> 01:23:13,279
Speaker: have Google reviews, or you
you're not getting up and showing 


1985
01:23:13,279 --> 01:23:16,800
Speaker: up every day with education
and leading with empathy, I mean, 


1986
01:23:16,800 --> 01:23:18,159
Speaker: people won't get to know
you.


1987
01:23:18,159 --> 01:23:20,560
Speaker: You could be the best loan
officer in the country, but if
people


1988
01:23:20,560 --> 01:23:23,520
Speaker: don't know about you, how
how are you getting business?


1989
01:23:23,520 --> 01:23:28,319
Speaker: So for me, it was obviously
over time trust and showing people


1990
01:23:28,319 --> 01:23:32,319
Speaker: like that I was dedicated,
but also having people being able to


1991
01:23:32,319 --> 01:23:35,359
Speaker: reach out on Instagram or
Facebook and say, or LinkedIn.


1992
01:23:35,359 --> 01:23:39,520
Speaker: I mean, my best referral
partners have come from LinkedIn
because


1993
01:23:39,520 --> 01:23:40,479
Speaker: they were financial
advisors.


1994
01:23:40,479 --> 01:23:43,840
Speaker: That's yeah, which which is
weird, but it's it's true.


1995
01:23:43,840 --> 01:23:47,199
Speaker: They saw that I helped a
doctor in South Dakota and said,
I've


1996
01:23:47,199 --> 01:23:48,800
Speaker: got a doctor that's
actually moving there.


1997
01:23:48,800 --> 01:23:49,359
Speaker: Can you help?


1998
01:23:49,359 --> 01:23:50,399
Speaker: They had a great
experience.


1999
01:23:50,399 --> 01:23:51,840
Speaker: And so they kept referring.


2000
01:23:51,840 --> 01:23:56,079
Speaker: So the long game is you
gotta show that the proof is in the
pudding.


2001
01:23:56,079 --> 01:23:57,840
Speaker: You really have to to show
yourself.


2002
01:23:57,840 --> 01:24:00,399
Speaker: You have to prove because
it's not just gonna be like, I'm
gonna


2003
01:24:00,399 --> 01:24:02,239
Speaker: take care of your people,
you have to show them.


2004
01:24:02,239 --> 01:24:06,319
Speaker: So I just really wanted to
see my dogs faster than a month or 


2005
01:24:06,319 --> 01:24:06,479
Speaker: a year.


2006
01:24:06,479 --> 01:24:09,279
Speaker: So, you know, go fund me.


2008
01:24:10,960 --> 01:24:12,720
Speaker 5: Well, hey, listen, I want
to thank you.


2009
01:24:12,720 --> 01:24:13,840
Speaker 5: It was a great episode.


2010
01:24:13,840 --> 01:24:17,840
Speaker 5: Um, I believe everybody
probably got a lot of benefit out of


2011
01:24:17,840 --> 01:24:17,920
Speaker 5: it.


2012
01:24:17,920 --> 01:24:19,840
Speaker 5: So thank you so much for
making the time.


2014
01:24:20,319 --> 01:24:21,279
Speaker: Yeah, thanks for having me.


2015
01:24:21,279 --> 01:24:23,600
Speaker: And until we, until we see
each other again, Dino.


2017
01:24:25,119 --> 01:24:25,119
Speaker 5: Awesome.


2018
01:24:25,119 --> 01:24:29,760
Speaker 5: And you guys, I want to
thank you too because um I, you
know,


2019
01:24:29,760 --> 01:24:33,119
Speaker 5: I was actually just
looking at the numbers, and our our
numbers


2020
01:24:33,119 --> 01:24:36,000
Speaker 5: just keep going up and up
and up, and they just keep climbing.


2021
01:24:36,000 --> 01:24:40,640
Speaker 5: And we were we were right
around 80,000 downloads a month.


2022
01:24:40,640 --> 01:24:44,479
Speaker 5: And I looked yesterday,
we were at 92,000 downloads a month,


2023
01:24:44,479 --> 01:24:47,760
Speaker 5: and we're creeping up,
it's growing like so fast with
season


2024
01:24:47,760 --> 01:24:48,239
Speaker 5: two.


2025
01:24:48,239 --> 01:24:50,079
Speaker 5: So it's because of you
guys.


2026
01:24:50,079 --> 01:24:50,960
Speaker 5: So thank you.


2027
01:24:50,960 --> 01:24:54,479
Speaker 5: And remember, after every
episode now, we have a downloadable


2028
01:24:54,479 --> 01:25:00,000
Speaker 5: playbook on exactly how
to do the one thing that each guest 


2029
01:25:00,000 --> 01:25:00,800
Speaker 5: is so good at doing.


2030
01:25:00,800 --> 01:25:04,399
Speaker 5: So in Kayla's case,
right, go to the website, it's
dinocatsiamatis.com,


2031
01:25:04,399 --> 01:25:06,399
Speaker 5: and I know that's enough.


2032
01:25:06,399 --> 01:25:11,600
Speaker 5: We'll just Dino the Way
podcast or The Way with Dino or
anything


2033
01:25:11,600 --> 01:25:13,760
Speaker 5: with the name Dino, it'll
come up.


2034
01:25:13,760 --> 01:25:14,479
Speaker 5: It always does.


2035
01:25:14,479 --> 01:25:19,199
Speaker 5: And go to Kayla's episode
and hit the download button, and you


2036
01:25:19,199 --> 01:25:22,000
Speaker 5: will get the playbook
that goes through step by step of
everything


2037
01:25:22,000 --> 01:25:22,880
Speaker 5: we just talked through.


2038
01:25:22,880 --> 01:25:24,319
Speaker 5: Execute on it though.


2039
01:25:24,319 --> 01:25:26,319
Speaker 5: Don't just read it, don't
just listen.


2040
01:25:26,319 --> 01:25:28,800
Speaker 5: Like take the time.


2041
01:25:28,800 --> 01:25:32,960
Speaker 5: And if you can't do all
of it, pick a few things that you
think


2042
01:25:32,960 --> 01:25:34,640
Speaker 5: you can do and do it
immediately.


2043
01:25:34,640 --> 01:25:36,000
Speaker 5: Don't waste time.


2044
01:25:36,000 --> 01:25:38,880
Speaker 5: We love you guys, and we
will see you next time.