The Consultation That Makes Loan Officers Unshoppable
With — Sosi Avila · President, Mamba Capital Lending
A client who has been told their whole life that fast is good calls a loan officer. The loan officer quotes a rate in three minutes. The client says thank you and calls the next one.
Sosi Avila does not play that game. His first meeting runs thirty minutes, on video, with slides, and he says it is the reason he does not need a big pipeline: he closes almost every person who sits through it.
In this conversation with Dino Katsiametis, Sosi opens the whole thing up. He explains the question he asks before he shows a single number, why he sets the rules of the conversation before the client can, and how he teaches a buyer to think about a purchase so that the rate stops being the only thing they hear. He takes apart the idea that buying under list price means “walking into equity.” He explains what a VIP pre-approval is, why a seller reads it like cash, and how it closes in 15 to 17 days. And he gives away the doorbell camera move.
The Round covers video consultations, why he says relationship is last place, and the exact way he answers a client who wants a better rate.
He closes on the Million Dollar Drop with a three-target plan and a very specific first move.
00:00 Cold open
01:37 Welcome back, Sosi Avila
03:50 The one thing he does differently
05:33 Eight planning meetings, one consultation
09:38 Three parts: engage, options, decide
12:48 Setting the objective of the call
15:23 What’s your learning style?
16:56 Handing the client the scoreboard
18:44 The market as a story with dates
28:32 Building one scenario live
30:43 The walking into equity myth
33:50 Temporary buydowns
37:20 Regular pre-approval or VIP
39:50 The Ferrari and the doorbell camera
46:19 Slow down so you can speed up
48:36 The Round
01:05:32 Favorite book
01:07:10 The Million Dollar Drop
01:13:36 People sleep on stories
01:17:00 Close
Get the Playbook
The Perfect Consultation
Also on The Way Sosi Avila, Season 1, Episode 17
#WhoCanWeServeToday
Name and credit:
Sosi Avila · President, Mamba Capital Lending
Sosi Avila is a $100 million producer and the President of Mamba Capital Lending in Irvine, California. This is his second appearance on The Way.
NMLS: 1511489
CONNECT WITH MICHAEL
Books & resources
Sosi also named the Bible as his favorite book: Hebrews, Colossians and Jeremiah 29:11.
1
00:00:03,839 –> 00:00:06,160
Speaker 2: Try to transcribe it and
throw it in Claude and be like,
Claude,
2
00:00:06,160 –> 00:00:08,960
Speaker 2: give me a version of
Soci’s market up that I could put in
one
3
00:00:08,960 –> 00:00:09,679
Speaker 2: flyer, right?
4
00:00:09,679 –> 00:00:10,960
Speaker 2: Like, do something.
6
00:00:13,199 –> 00:00:14,800
Speaker 3: The perfect client
consultation.
7
00:00:14,800 –> 00:00:18,559
Speaker 3: Socia Villa from Mamba
Capital is going to be on today.
8
00:00:18,559 –> 00:00:22,559
Speaker 3: And and it’s it’s fun
because he’s not going to just say
this
9
00:00:22,559 –> 00:00:23,760
Speaker 3: is you know what I do.
10
00:00:23,760 –> 00:00:25,839
Speaker 3: He actually goes through
his entire presentation.
11
00:00:25,839 –> 00:00:29,440
Speaker 3: He has slides up, so make
sure you’re somewhere where you can
12
00:00:29,440 –> 00:00:29,920
Speaker 3: see it.
13
00:00:29,920 –> 00:00:32,240
Speaker 3: And and he goes through,
he explains everything.
14
00:00:32,240 –> 00:00:35,920
Speaker 3: He he actually uses his
mouse to like point you in different
15
00:00:35,920 –> 00:00:36,320
Speaker 3: directions.
16
00:00:36,320 –> 00:00:39,679
Speaker 3: He’s going to explain how
interest rates work.
17
00:00:39,679 –> 00:00:44,159
Speaker 3: And this is not to you,
but how you talk about it to your
clients.
18
00:00:44,159 –> 00:00:48,479
Speaker 3: And this whole concept
that came out of today is super
important.
19
00:00:48,479 –> 00:00:51,280
Speaker 3: And it’s slow down to
speed up.
20
00:00:51,280 –> 00:00:54,799
Speaker 3: The fact of the matter
is, is all too often we think we
don’t
21
00:00:54,799 –> 00:00:56,079
Speaker 3: have enough time to do
everything.
22
00:00:56,079 –> 00:00:59,439
Speaker 3: So we just hurry through
it or we take some shortcuts.
23
00:00:59,439 –> 00:01:02,079
Speaker 3: And the reality is, guys,
don’t do that.
24
00:01:02,079 –> 00:01:05,920
Speaker 3: If you do, you’re going
to find yourself your close ratio is
25
00:01:05,920 –> 00:01:08,400
Speaker 3: not going to be as good
as if it would be if you put the
extra
26
00:01:08,400 –> 00:01:09,040
Speaker 3: time in.
27
00:01:09,040 –> 00:01:12,319
Speaker 3: You’re going to find
yourself having clients, realtors,
anybody
28
00:01:12,319 –> 00:01:14,799
Speaker 3: coming back asking you a
million more questions.
29
00:01:14,799 –> 00:01:15,599
Speaker 3: Why?
30
00:01:15,599 –> 00:01:17,359
Speaker 3: Because they don’t know.
31
00:01:17,359 –> 00:01:21,120
Speaker 3: They don’t know the
answer, or you didn’t teach them
well enough
32
00:01:21,120 –> 00:01:24,000
Speaker 3: up front in your initial
consultation how this works.
33
00:01:24,000 –> 00:01:28,560
Speaker 3: So you’ll find if you
slow down, you do things properly,
even
34
00:01:28,560 –> 00:01:31,840
Speaker 3: if it takes an extra 10
minutes, you’ll find that you can
speed
35
00:01:31,840 –> 00:01:32,560
Speaker 3: up later.
36
00:01:32,560 –> 00:01:35,439
Speaker 3: So listen to this
episode, you’re going to love it.
37
00:01:35,439 –> 00:01:37,120
Speaker 3: My man Sosi.
38
00:01:37,120 –> 00:01:38,480
Speaker 3: Welcome back, bro.
39
00:01:38,480 –> 00:01:39,200
Speaker 3: How are you?
41
00:01:39,840 –> 00:01:40,159
Speaker 1: Doing well.
42
00:01:40,159 –> 00:01:40,959
Speaker 1: How are you?
44
00:01:41,840 –> 00:01:42,239
Speaker 3: I’m good.
45
00:01:42,239 –> 00:01:42,879
Speaker 3: I’m good.
46
00:01:42,879 –> 00:01:46,400
Speaker 3: You know, I um I’m happy
you’re back because number one, you
47
00:01:46,400 –> 00:01:49,920
Speaker 3: were one of my favorite
episodes in in season one.
48
00:01:49,920 –> 00:01:55,599
Speaker 3: And number two, if you
say that again, you know, I’m gonna
know.
49
00:01:55,599 –> 00:01:57,120
Speaker 3: Yeah.
50
00:01:57,120 –> 00:02:02,000
Speaker 3: I I’ve only said it to, I
think I brought back seven people
51
00:02:02,000 –> 00:02:03,040
Speaker 3: from season one.
52
00:02:03,040 –> 00:02:06,000
Speaker 3: So when I say one of my,
that’s what I mean.
53
00:02:06,000 –> 00:02:06,400
Speaker 3: Okay.
54
00:02:06,400 –> 00:02:07,840
Speaker 3: So you all right, you’re
one of my.
55
00:02:07,840 –> 00:02:09,520
Speaker 3: How about we leave it at
that?
56
00:02:09,520 –> 00:02:10,639
Speaker 3: All right.
57
00:02:10,639 –> 00:02:15,680
Speaker 3: So since then, I’m pretty
excited to say that you are now
Mamba
58
00:02:15,680 –> 00:02:18,400
Speaker 3: Capital, yeah, which is
your own company.
59
00:02:18,400 –> 00:02:19,599
Speaker 3: So that’s exciting news.
60
00:02:19,599 –> 00:02:20,400
Speaker 3: Congrats to that.
62
00:02:21,199 –> 00:02:21,360
Speaker 2: Thank you.
63
00:02:21,360 –> 00:02:23,520
Speaker 2: Thank you for the
encouragement and more so the
example.
64
00:02:23,520 –> 00:02:26,960
Speaker 2: You uh you’ve been so
helpful to just kind of figure it
out.
65
00:02:26,960 –> 00:02:29,439
Speaker 2: And uh yeah, really,
really appreciate you, dude.
67
00:02:30,560 –> 00:02:31,599
Speaker 3: Well, you’re very
welcome.
68
00:02:31,599 –> 00:02:36,240
Speaker 3: Um, so I I am really
excited about season two.
69
00:02:36,240 –> 00:02:39,360
Speaker 3: We’re we’re taking a
different approach before we kind of
went
70
00:02:39,360 –> 00:02:43,599
Speaker 3: through the whole day and
you know life of a of a good
mortgage
71
00:02:43,599 –> 00:02:46,479
Speaker 3: advisor, what they do all
the way from morning routine all the
72
00:02:46,479 –> 00:02:46,639
Speaker 3: way.
73
00:02:46,639 –> 00:02:50,080
Speaker 3: But this time we’re
skipping through all that stuff and
we’re
74
00:02:50,080 –> 00:02:51,439
Speaker 3: just kind of cutting to
the chase.
75
00:02:51,439 –> 00:02:55,039
Speaker 3: Now, before we cut to the
chase, though, just a couple things
76
00:02:55,039 –> 00:02:57,680
Speaker 3: to just let everybody
know who you are.
77
00:02:57,680 –> 00:03:00,479
Speaker 3: Um, top producer,
high-end producer.
78
00:03:00,479 –> 00:03:02,879
Speaker 3: And when I say high-end,
I don’t mean high-end loans.
79
00:03:02,879 –> 00:03:08,639
Speaker 3: I mean high-end in the
way that you treat your clients and
that
80
00:03:08,639 –> 00:03:10,879
Speaker 3: the the level of service
that you give them.
81
00:03:10,879 –> 00:03:12,800
Speaker 3: And I know you have a
real passion for that.
82
00:03:12,800 –> 00:03:13,199
Speaker 3: Yeah.
83
00:03:13,199 –> 00:03:18,159
Speaker 3: Um, I think you said 85
million a year producer, but I have
84
00:03:18,159 –> 00:03:19,360
Speaker 3: a feeling you’re gonna
crack 100.
85
00:03:19,360 –> 00:03:23,520
Speaker 3: Um all just like that in
one month.
86
00:03:23,520 –> 00:03:28,240
Speaker 3: Um you’re getting better
like every single month I talk to
you.
87
00:03:28,240 –> 00:03:31,759
Speaker 3: So I’m surprised you
didn’t put over 100 million on the
forum
88
00:03:31,759 –> 00:03:32,560
Speaker 3: I sent you.
89
00:03:32,560 –> 00:03:33,599
Speaker 3: Dude, yeah.
90
00:03:33,599 –> 00:03:36,240
Speaker 3: Uh production’s been
good.
92
00:03:37,280 –> 00:03:39,039
Speaker 2: We’ll just keep working
on it getting better.
94
00:03:39,840 –> 00:03:40,319
Speaker 3: All right, good.
95
00:03:40,319 –> 00:03:45,280
Speaker 3: So now let’s segue into
the fact that you are a hundred
million
96
00:03:45,280 –> 00:03:48,240
Speaker 3: dollar producer and
you’re doing stuff because
production just
97
00:03:48,240 –> 00:03:49,199
Speaker 3: keeps on getting better.
99
00:03:49,680 –> 00:03:49,680
Speaker 4: Yeah.
101
00:03:50,000 –> 00:03:52,879
Speaker 3: Um, you know, what’s the
one thing you’re super passionate
about
102
00:03:52,879 –> 00:03:56,960
Speaker 3: and that you think is
probably the catalyst to you being a
$100
103
00:03:56,960 –> 00:03:57,759
Speaker 3: million producer?
104
00:03:57,759 –> 00:03:59,520
Speaker 3: What you’re doing
different than everybody else.
106
00:04:00,159 –> 00:04:03,280
Speaker 2: Yeah, the the biggest
thing is how we manifest the advice,
right?
107
00:04:03,280 –> 00:04:07,120
Speaker 2: I think every loan
officer who has any type of pride in
their
108
00:04:07,120 –> 00:04:10,879
Speaker 2: title, um, and what I
mean by that is the right type of
pride,
109
00:04:10,879 –> 00:04:12,479
Speaker 2: like the pride in their
ethos.
110
00:04:12,479 –> 00:04:17,680
Speaker 2: And so, like, hey, you
know, I’m proud that I do mortgages
in
111
00:04:17,680 –> 00:04:20,480
Speaker 2: such a way that it
changes somebody’s future, their
family,
112
00:04:20,480 –> 00:04:22,240
Speaker 2: the generations to come,
so on and so forth.
113
00:04:22,240 –> 00:04:26,319
Speaker 2: That’s one option as a as
the pride in as the pride you can
114
00:04:26,319 –> 00:04:26,959
Speaker 2: have as a loan officer.
115
00:04:26,959 –> 00:04:29,759
Speaker 2: The other is I’m just
really proud I make a lot of money,
right?
116
00:04:29,759 –> 00:04:32,879
Speaker 2: Like, we’re not talking
about the latter, we’re talking
about
117
00:04:32,879 –> 00:04:33,199
Speaker 2: the former.
118
00:04:33,199 –> 00:04:37,279
Speaker 2: And in in the former,
everyone is so proud of their
advice.
119
00:04:37,279 –> 00:04:40,879
Speaker 2: What I’m specifically
really proud of, what I think we do
very
120
00:04:40,879 –> 00:04:45,360
Speaker 2: differently, what I train
people at my company, what I, you
121
00:04:45,360 –> 00:04:50,000
Speaker 2: know, put my stake in
every day, what I would bet the
house
122
00:04:50,000 –> 00:04:54,079
Speaker 2: on, uh, sort of say, is
being able to manifest my advice in
123
00:04:54,079 –> 00:04:54,319
Speaker 2: my consultation.
124
00:04:54,319 –> 00:04:58,240
Speaker 2: That consultation, the
way I do the consultations, the
angle
125
00:04:58,240 –> 00:05:02,639
Speaker 2: I take at consultations,
the the whole process of how to
consult
126
00:05:02,639 –> 00:05:03,439
Speaker 2: a client.
127
00:05:03,439 –> 00:05:06,000
Speaker 2: Um, that’s the
difference, dude.
128
00:05:06,000 –> 00:05:09,279
Speaker 2: And that’s what I don’t
see the competition doing, which I’m
129
00:05:09,279 –> 00:05:11,759
Speaker 2: very excited about the
unique proposition with that.
131
00:05:12,560 –> 00:05:12,560
Speaker 3: Awesome.
132
00:05:12,560 –> 00:05:15,680
Speaker 3: So let’s let’s break that
down.
133
00:05:15,680 –> 00:05:19,360
Speaker 3: Um, I don’t know if you
know offhand how many different
levels
134
00:05:19,360 –> 00:05:21,920
Speaker 3: of that exist, if you can
name it.
135
00:05:21,920 –> 00:05:24,240
Speaker 3: If not, we’ll just start,
I’ll just start asking questions and
136
00:05:24,240 –> 00:05:25,600
Speaker 3: we’ll figure it out at
the end.
138
00:05:26,160 –> 00:05:26,160
Speaker 2: Yeah.
139
00:05:26,160 –> 00:05:29,839
Speaker 2: Um I don’t I think I
understand the question.
140
00:05:29,839 –> 00:05:32,480
Speaker 2: So I’ll just answer it as
I’m as I’m hearing it, like how many
141
00:05:32,480 –> 00:05:33,439
Speaker 2: different levels of
consultation.
142
00:05:33,439 –> 00:05:37,680
Speaker 2: So we usually we’ll
really hone in on eight different
types
143
00:05:37,680 –> 00:05:39,360
Speaker 2: of planning meetings that
we do, right?
144
00:05:39,360 –> 00:05:41,680
Speaker 2: When people talk to us,
we share with them that at our
practice,
145
00:05:41,680 –> 00:05:45,680
Speaker 2: the highest the
conviction we have here is being
able to do
146
00:05:45,680 –> 00:05:48,000
Speaker 2: the consultations in
eight different ways, or we offer
eight
147
00:05:48,000 –> 00:05:49,519
Speaker 2: different types of
planning meetings, right?
148
00:05:49,519 –> 00:05:51,519
Speaker 2: Everything for us is
financial planning through real
estate.
149
00:05:51,519 –> 00:05:55,439
Speaker 2: So we’ll do a dream home
planning session, which is you know,
150
00:05:55,439 –> 00:05:57,920
Speaker 2: just any first-time home
buyer, being able to meet, just make
151
00:05:57,920 –> 00:05:59,040
Speaker 2: a plan ahead of time.
152
00:05:59,040 –> 00:06:00,720
Speaker 2: Um, we’ll do an equity
analysis.
153
00:06:00,720 –> 00:06:04,639
Speaker 2: This is somebody who has
a home, they have a ton of equity,
154
00:06:04,639 –> 00:06:06,480
Speaker 2: they’re trying to figure
out what to do with the equity.
155
00:06:06,480 –> 00:06:11,759
Speaker 2: Um, we’ll do a refi
consultation, somebody whose
intention is
156
00:06:11,759 –> 00:06:12,319
Speaker 2: to refinance.
157
00:06:12,319 –> 00:06:14,800
Speaker 2: They just don’t know
which one they should do, how they
should
158
00:06:14,800 –> 00:06:17,680
Speaker 2: do it, or what they uh
what should be the next following
steps.
159
00:06:17,680 –> 00:06:21,360
Speaker 2: Um, in addition to that,
we have um your first investment
planning
160
00:06:21,360 –> 00:06:21,839
Speaker 2: session.
161
00:06:21,839 –> 00:06:25,040
Speaker 2: Um, and so that’s when
we’re speaking with clients and
talking
162
00:06:25,040 –> 00:06:27,040
Speaker 2: through, you know, buying
your first investment property.
163
00:06:27,040 –> 00:06:30,480
Speaker 2: Uh, we have a divorce
consultation where we really highly
encourage
164
00:06:30,480 –> 00:06:33,759
Speaker 2: anybody who’s about to
enter into the divorce process or if
165
00:06:33,759 –> 00:06:35,680
Speaker 2: they’ve already filed, if
it’s past their date of separation,
166
00:06:35,680 –> 00:06:39,279
Speaker 2: whatever the process is,
do it before the separation
agreement
167
00:06:39,279 –> 00:06:43,199
Speaker 2: is actually agreed upon
so that we can ensure everything is
168
00:06:43,199 –> 00:06:43,680
Speaker 2: on table, right?
169
00:06:43,680 –> 00:06:46,319
Speaker 2: So we’ll help clients
navigate and divorce attorneys
navigate
170
00:06:46,319 –> 00:06:50,639
Speaker 2: property profiles, uh,
what income can be used once the MSA
171
00:06:50,639 –> 00:06:52,000
Speaker 2: is signed, so on and so
forth.
172
00:06:52,000 –> 00:06:53,439
Speaker 2: A retirement planning
meeting.
173
00:06:53,439 –> 00:06:56,800
Speaker 2: Um, this is for somebody
who’s a year or two away from
retirement
174
00:06:56,800 –> 00:07:00,639
Speaker 2: and they’re trying to see
what can be done, right?
175
00:07:00,639 –> 00:07:05,279
Speaker 2: Uh, a multi-generational
planning meeting, which is focused
176
00:07:05,279 –> 00:07:09,040
Speaker 2: on either kids planning
for housing for parents or parents
helping
177
00:07:09,040 –> 00:07:14,079
Speaker 2: kids with inheritances,
early inheritances, uh, things that
178
00:07:14,079 –> 00:07:17,920
Speaker 2: matter, or, you know,
just kind of golden year planning,
which
179
00:07:17,920 –> 00:07:20,160
Speaker 2: is uh talking to somebody
about a reverse mortgage.
180
00:07:20,160 –> 00:07:24,160
Speaker 2: So everything for us has
been tailored in such a way where
the
181
00:07:24,160 –> 00:07:28,319
Speaker 2: advice is manifested in
actual palatable manners that the
client
182
00:07:28,319 –> 00:07:30,800
Speaker 2: can look at and go, oh, I
need this, right?
183
00:07:30,800 –> 00:07:35,279
Speaker 2: Like my my whole crux of
why people send us referrals is not
184
00:07:35,279 –> 00:07:39,680
Speaker 2: just to pre-approve and
get a loan done, especially in a
market
185
00:07:39,680 –> 00:07:42,240
Speaker 2: where interest rates have
discouraged that kind of clientele.
186
00:07:42,240 –> 00:07:46,720
Speaker 2: My whole crux as a
producer is somebody needs to do
some planning
187
00:07:46,720 –> 00:07:49,839
Speaker 2: with this client because
they are a potential client.
188
00:07:49,839 –> 00:07:52,319
Speaker 2: They just don’t have
direction of where to go.
189
00:07:52,319 –> 00:07:54,959
Speaker 2: So everything for me is
the consultation.
191
00:07:57,040 –> 00:07:59,680
Speaker 3: So it’s interesting that
wasn’t even my question, but that
led
192
00:07:59,680 –> 00:08:03,439
Speaker 3: into um something really
great, you know.
193
00:08:03,439 –> 00:08:08,800
Speaker 3: Like we we go into a
consultation per se, like I do or
when
194
00:08:08,800 –> 00:08:10,000
Speaker 3: I did all the time, yeah.
195
00:08:10,000 –> 00:08:14,800
Speaker 3: And and then I go into it
based on what they say, but you
actually
196
00:08:14,800 –> 00:08:19,199
Speaker 3: have been so thought out
as to prepare specific presentations
197
00:08:19,199 –> 00:08:22,399
Speaker 3: for these people based on
that, which is awesome.
199
00:08:23,040 –> 00:08:26,720
Speaker 2: So while correct it, I
don’t have different ones, I just
have
200
00:08:26,720 –> 00:08:28,639
Speaker 2: different marketing of
them, right?
201
00:08:28,639 –> 00:08:29,759
Speaker 2: It’s the same thing as
you.
202
00:08:29,759 –> 00:08:32,799
Speaker 2: Like uh you go into a
consult, there’s only 32 different
categories
203
00:08:32,799 –> 00:08:34,320
Speaker 2: you’re gonna select from.
204
00:08:34,320 –> 00:08:37,679
Speaker 2: But when you just promote
consultation, nobody knows what the
205
00:08:37,679 –> 00:08:38,639
Speaker 2: heck that is, right?
206
00:08:38,639 –> 00:08:43,039
Speaker 2: Like, so if you can
actually package your advice in ways
that
207
00:08:43,039 –> 00:08:46,000
Speaker 2: make it palatable to the
consumer, now you’re giving the
consumer
208
00:08:46,000 –> 00:08:48,399
Speaker 2: something to interact
with that they didn’t even know
existed.
210
00:08:50,000 –> 00:08:50,960
Speaker 3: Yeah, no, that’s awesome.
211
00:08:50,960 –> 00:08:52,720
Speaker 3: I I really like that
actually.
212
00:08:52,720 –> 00:08:56,080
Speaker 3: I wrote it, I wrote it
down along with some notes because
I’m
213
00:08:56,080 –> 00:08:58,639
Speaker 3: going to rip it off.
214
00:08:58,639 –> 00:09:03,519
Speaker 3: Uh but going back to what
what we originally started talking
215
00:09:03,519 –> 00:09:07,120
Speaker 3: about, you know, and and
the question was really um how many
216
00:09:07,120 –> 00:09:12,879
Speaker 3: steps are there in that
that thing you do best, right?
217
00:09:12,879 –> 00:09:14,559
Speaker 3: Like what you do better
than everybody else.
218
00:09:14,559 –> 00:09:16,879
Speaker 3: Um, got it, got it.
219
00:09:16,879 –> 00:09:17,679
Speaker 3: Yeah, yeah.
220
00:09:17,679 –> 00:09:20,320
Speaker 3: Or if you don’t, because
sometimes people don’t really know
221
00:09:20,320 –> 00:09:22,000
Speaker 3: what that is, they just
go through and do it all.
222
00:09:22,000 –> 00:09:22,240
Speaker 3: Yeah.
223
00:09:22,240 –> 00:09:25,120
Speaker 3: So we can either, if you
know the steps, we can categorize
them
224
00:09:25,120 –> 00:09:28,080
Speaker 3: and go step by step, or
we’ll do it as we go.
226
00:09:28,559 –> 00:09:29,840
Speaker 2: Come on, dude, you know
me.
227
00:09:29,840 –> 00:09:35,200
Speaker 2: Think we’re winging it
like first year LO rookies.
228
00:09:35,200 –> 00:09:35,919
Speaker 2: Come on.
229
00:09:35,919 –> 00:09:37,200
Speaker 2: All right, then let’s go.
230
00:09:37,200 –> 00:09:38,639
Speaker 2: Yeah, there’s so many
steps.
231
00:09:38,639 –> 00:09:40,080
Speaker 2: There’s three steps,
right?
232
00:09:40,080 –> 00:09:43,120
Speaker 2: There’s being able to
engage the client in the market
trends,
233
00:09:43,120 –> 00:09:46,240
Speaker 2: being able to give the
client options they didn’t know they
234
00:09:46,240 –> 00:09:49,200
Speaker 2: had, and then there’s um
the call to action.
235
00:09:49,200 –> 00:09:54,320
Speaker 2: Um so you know, the first
piece, market projections, I’ll show
236
00:09:54,320 –> 00:09:55,039
Speaker 2: you what I do there.
237
00:09:55,039 –> 00:09:58,080
Speaker 2: Second piece, creating a
TCA for them and helping them
analyze
238
00:09:58,080 –> 00:10:01,279
Speaker 2: the TCA, but using the
TCA as a platform to talk about so
much
239
00:10:01,279 –> 00:10:01,840
Speaker 2: more, too, right?
240
00:10:01,840 –> 00:10:04,799
Speaker 2: Whatever their pain point
is, whether it’s clarity of how to
241
00:10:04,799 –> 00:10:07,279
Speaker 2: cash flow on a property
that no one else has taught them
because
242
00:10:07,279 –> 00:10:09,919
Speaker 2: they don’t know the buy
down strategies, or it’s the cost of
243
00:10:09,919 –> 00:10:12,799
Speaker 2: waiting so they get out
of their own way and buy with the
plan
244
00:10:12,799 –> 00:10:14,720
Speaker 2: of refi instead of just
save more.
245
00:10:14,720 –> 00:10:16,879
Speaker 2: And then your your call
to action, right?
246
00:10:16,879 –> 00:10:19,840
Speaker 2: The third category is
figuring out if they’re gonna
freaking
247
00:10:19,840 –> 00:10:21,360
Speaker 2: do business with you,
right?
248
00:10:21,360 –> 00:10:25,039
Speaker 2: And so the way we do that
is by having clients decide between
249
00:10:25,039 –> 00:10:26,879
Speaker 2: a VIP pre-approval or a
regular pre-approval.
251
00:10:28,399 –> 00:10:28,399
Speaker 3: Interesting.
252
00:10:28,399 –> 00:10:32,399
Speaker 3: All right, now let’s get
back to the first step and really go
253
00:10:32,399 –> 00:10:34,000
Speaker 3: deep into each of those.
254
00:10:34,000 –> 00:10:34,480
Speaker 3: Yeah.
255
00:10:34,480 –> 00:10:38,399
Speaker 3: And I can’t wait already
to get to the do you want the VIP
pre-approval
256
00:10:38,399 –> 00:10:39,440
Speaker 3: or the other one?
257
00:10:39,440 –> 00:10:40,480
Speaker 3: So let’s not skip.
258
00:10:40,480 –> 00:10:42,879
Speaker 3: I I I but that’s the one
I’m already waiting on.
259
00:10:42,879 –> 00:10:43,919
Speaker 3: That sounds really
interesting.
260
00:10:43,919 –> 00:10:46,000
Speaker 3: All right, step one.
261
00:10:46,000 –> 00:10:46,559
Speaker 3: Yep.
262
00:10:46,559 –> 00:10:47,519
Speaker 3: Go for it.
264
00:10:48,159 –> 00:10:48,159
Speaker 2: Cool.
265
00:10:48,159 –> 00:10:49,279
Speaker 2: Well, let me share my
screen.
266
00:10:49,279 –> 00:10:52,080
Speaker 2: I’ll just uh it’s funny,
I was gonna do some different
slides,
267
00:10:52,080 –> 00:10:56,320
Speaker 2: but um did you and I,
whenever we start riffing, it just
like
268
00:10:56,320 –> 00:10:59,279
Speaker 2: changes what we’re uh
what we’re doing, which is great.
269
00:10:59,279 –> 00:11:02,639
Speaker 2: So let me actually sign
into a different and real quick
while
270
00:11:02,639 –> 00:11:03,279
Speaker 2: you’re finding it.
272
00:11:03,600 –> 00:11:06,159
Speaker 3: So for all you guys
listening, I this is actually the
first
273
00:11:06,159 –> 00:11:07,360
Speaker 3: time we’re gonna be
sharing anything.
274
00:11:07,360 –> 00:11:11,440
Speaker 3: Um, and a lot of you are
listening on Apple or Spotify or
something
275
00:11:11,440 –> 00:11:14,240
Speaker 3: like that, and and you’re
like thinking, hey, I’m just driving
276
00:11:14,240 –> 00:11:14,799
Speaker 3: right now.
277
00:11:14,799 –> 00:11:16,159
Speaker 3: I I get it and I’m sorry.
278
00:11:16,159 –> 00:11:20,080
Speaker 3: Um, but this is good, and
sometimes being able to see this
stuff.
279
00:11:20,080 –> 00:11:21,200
Speaker 3: So here’s the deal.
280
00:11:21,200 –> 00:11:24,960
Speaker 3: If you are driving, go
back because both on Apple and
Spotify,
281
00:11:24,960 –> 00:11:29,759
Speaker 3: I think as of like right
now, um, we are actually converting
282
00:11:29,759 –> 00:11:34,240
Speaker 3: it to a video format even
on the podcast platform.
283
00:11:34,240 –> 00:11:35,759
Speaker 3: So you should be able to
see it.
284
00:11:35,759 –> 00:11:37,279
Speaker 3: If not, don’t sweat it.
285
00:11:37,279 –> 00:11:40,399
Speaker 3: Either go to social media
and uh put in my name, Dino
Katsimates,
286
00:11:40,399 –> 00:11:41,759
Speaker 3: on all of them.
287
00:11:41,759 –> 00:11:45,120
Speaker 3: And if you can’t spell
Katsimetis, which if you can, you
got
288
00:11:45,120 –> 00:11:45,840
Speaker 3: a real problem.
289
00:11:45,840 –> 00:11:48,720
Speaker 3: Um, but if you can’t,
just put in like Dino Mortgage
Lender,
290
00:11:48,720 –> 00:11:52,320
Speaker 3: Dino The Way Podcast,
Dino anything, it should pop up.
291
00:11:52,320 –> 00:11:53,919
Speaker 3: Um, and again, the
website is dinocatsimates.com.
292
00:11:53,919 –> 00:11:55,840
Speaker 3: You can look for Soci.
293
00:11:55,840 –> 00:11:57,919
Speaker 3: It is his second
interview.
294
00:11:57,919 –> 00:12:00,480
Speaker 3: So if you go to season
one, you’ll find this first one.
295
00:12:00,480 –> 00:12:03,519
Speaker 3: This is season two, and
the one that will probably be
towards
296
00:12:03,519 –> 00:12:04,240
Speaker 3: the very top.
297
00:12:04,240 –> 00:12:05,679
Speaker 3: All right, go for it,
buddy.
298
00:12:05,679 –> 00:12:06,480
Speaker 3: Thanks, Brother.
300
00:12:07,200 –> 00:12:09,200
Speaker 2: And I I will keep that in
mind for the audience, guys.
301
00:12:09,200 –> 00:12:11,039
Speaker 2: I’m gonna try to explain
everything I can.
302
00:12:11,039 –> 00:12:14,480
Speaker 2: Uh, I’ll I’ll try to
share the visuals in a verbal
format.
303
00:12:14,480 –> 00:12:19,440
Speaker 2: So, yep, these are my
slides that I coach RLOs on and just
anybody
304
00:12:19,440 –> 00:12:20,639
Speaker 2: in the coaching group
I’ve had.
305
00:12:20,639 –> 00:12:22,399
Speaker 2: It’s funny because it’s
still branded as my old one.
306
00:12:22,399 –> 00:12:24,960
Speaker 2: I actually don’t even use
them anymore because it just becomes
307
00:12:24,960 –> 00:12:27,600
Speaker 2: so second nature, but
it’s the same three principles.
308
00:12:27,600 –> 00:12:32,000
Speaker 2: Now, I’ll just kind of
share a little soft uh, a little
soft
309
00:12:32,000 –> 00:12:36,960
Speaker 2: intro of some of the the
little nuggets that I put throughout
310
00:12:36,960 –> 00:12:37,440
Speaker 2: it, right?
311
00:12:37,440 –> 00:12:39,919
Speaker 2: There’s three principles,
but there’s a few little like batter
312
00:12:39,919 –> 00:12:43,440
Speaker 2: up pieces you want to do
uh to prep the client for it.
313
00:12:43,440 –> 00:12:46,159
Speaker 2: So anytime a client meets
with me, Dino, the first thing that
314
00:12:46,159 –> 00:12:48,399
Speaker 2: I’m sharing with them on
the console is, hey, I want to make
315
00:12:48,399 –> 00:12:50,399
Speaker 2: sure you know the
objective of this video call, right?
316
00:12:50,399 –> 00:12:52,799
Speaker 2: Typically, my clients,
this is the first time we’re
talking.
317
00:12:52,799 –> 00:12:56,399
Speaker 2: Uh, the first
introductory call is taken by one of
my LOAs.
318
00:12:56,399 –> 00:12:58,960
Speaker 2: I’m jumping onto the call
at this point.
319
00:12:58,960 –> 00:13:01,519
Speaker 2: And when I come on, I
just share, hey, the objective of
this
320
00:13:01,519 –> 00:13:05,039
Speaker 2: phone call, just to make
sure we’re on the same page, is to
321
00:13:05,039 –> 00:13:08,080
Speaker 2: give you all the
information you need to make a good
decision.
322
00:13:08,080 –> 00:13:11,919
Speaker 2: I have a conviction from
doing this a long time, from seeing
323
00:13:11,919 –> 00:13:15,120
Speaker 2: people who do this
incorrectly, from seeing my family
get ripped
324
00:13:15,120 –> 00:13:19,360
Speaker 2: off by people in this
industry, that human beings just
deserve
325
00:13:19,360 –> 00:13:23,120
Speaker 2: somebody to give them all
the black and white details so that
326
00:13:23,120 –> 00:13:25,360
Speaker 2: they can know what
they’re actually doing when it comes
to a
327
00:13:25,360 –> 00:13:27,440
Speaker 2: home purchase and then
make good decisions after.
328
00:13:27,440 –> 00:13:31,679
Speaker 2: So the objective of this
consultation today is not to make
you
329
00:13:31,679 –> 00:13:32,799
Speaker 2: do a move tomorrow, Dino.
330
00:13:32,799 –> 00:13:36,480
Speaker 2: It’s just to make sure
today you have what you need.
331
00:13:36,480 –> 00:13:38,480
Speaker 2: And if you want to make a
move tomorrow, awesome.
332
00:13:38,480 –> 00:13:40,720
Speaker 2: But if you don’t, that’s
okay too.
333
00:13:40,720 –> 00:13:44,639
Speaker 2: And so one of the kind of
techniques that I would encourage
334
00:13:44,639 –> 00:13:48,320
Speaker 2: you guys all to do is set
the stage because if if you haven’t
335
00:13:48,320 –> 00:13:51,360
Speaker 2: done coaching with Renee
Rodriguez, which has been a great
mentor
336
00:13:51,360 –> 00:13:56,559
Speaker 2: and uh you know coach for
me, people will always create their
337
00:13:56,559 –> 00:13:56,960
Speaker 2: own narrative.
338
00:13:56,960 –> 00:14:00,799
Speaker 2: If you don’t make the
rules of the narrative, they’re
right
339
00:14:00,799 –> 00:14:01,360
Speaker 2: in the scene.
340
00:14:01,360 –> 00:14:04,799
Speaker 2: And so when you are going
to be doing home field and you’re
341
00:14:04,799 –> 00:14:07,279
Speaker 2: gonna do a video
consultation, the first thing is set
the rules
342
00:14:07,279 –> 00:14:09,519
Speaker 2: of how to interpret what
you’re about to do.
343
00:14:09,519 –> 00:14:12,799
Speaker 2: And so when you can put
down the guard and even show, like,
344
00:14:12,799 –> 00:14:16,240
Speaker 2: hey, there is no pressure
on this, it changes everything.
345
00:14:16,240 –> 00:14:20,320
Speaker 2: So, Dino, I know
sometimes we riff off each other.
346
00:14:20,320 –> 00:14:21,440
Speaker 2: Do you have anything you
want to add on there?
347
00:14:21,440 –> 00:14:22,960
Speaker 2: I don’t want to take the
mic from you too much.
349
00:14:24,240 –> 00:14:25,279
Speaker 3: No, I I love it.
350
00:14:25,279 –> 00:14:29,200
Speaker 3: I mean, you’re gonna, I
mean, it boils down to you’re
probably
351
00:14:29,200 –> 00:14:33,200
Speaker 3: gonna tell them what
they’re about to hear, tell them
what they’re
352
00:14:33,200 –> 00:14:33,519
Speaker 3: hearing.
353
00:14:33,519 –> 00:14:36,080
Speaker 3: Like now you’re telling
them, and then the call to action at
354
00:14:36,080 –> 00:14:37,600
Speaker 3: the end, I think is the
basic way of doing it.
355
00:14:37,600 –> 00:14:41,840
Speaker 3: But but I really like
that it it forms it, slows it down
for
356
00:14:41,840 –> 00:14:46,799
Speaker 3: them, it’s it puts them
in a safe environment where they’re
357
00:14:46,799 –> 00:14:50,559
Speaker 3: now listening and they
they trust in you already, right?
358
00:14:50,559 –> 00:14:53,519
Speaker 3: Which is great, as
opposed to the sales guy who’s just
going
359
00:14:53,519 –> 00:14:54,159
Speaker 3: right in.
361
00:14:54,879 –> 00:14:59,360
Speaker 2: Yeah, and and the first
part of proof that I show them my
goal
362
00:14:59,360 –> 00:15:02,000
Speaker 2: is to give them
information so they can make a good
decision,
363
00:15:02,000 –> 00:15:02,399
Speaker 2: right?
364
00:15:02,399 –> 00:15:05,679
Speaker 2: And remember human
nature, everyone’s listening for the
intention
365
00:15:05,679 –> 00:15:07,679
Speaker 2: of how does this apply to
me.
366
00:15:07,679 –> 00:15:13,279
Speaker 2: So I not just control the
scene with read rewriting the
narrative
367
00:15:13,279 –> 00:15:16,720
Speaker 2: or writing the narrative
how it’s supposed to be, but I show
368
00:15:16,720 –> 00:15:20,879
Speaker 2: first proof of that by
then going, Dino, I gotta ask, as we
369
00:15:20,879 –> 00:15:23,440
Speaker 2: go into this all
information, before I dive into it
all, Dino,
370
00:15:23,440 –> 00:15:24,879
Speaker 2: what’s your learning
style?
371
00:15:24,879 –> 00:15:29,039
Speaker 2: Do you like
deconstructing everything so that
you understand
372
00:15:29,039 –> 00:15:32,399
Speaker 2: the details before you
feel comfortable to even proceed,
especially
373
00:15:32,399 –> 00:15:33,440
Speaker 2: with something this big?
374
00:15:33,440 –> 00:15:36,320
Speaker 2: Or are you kind of like,
hey, I do plenty of details at work.
375
00:15:36,320 –> 00:15:39,759
Speaker 2: I just want bottom lines,
I want to understand just enough,
376
00:15:39,759 –> 00:15:41,519
Speaker 2: and I feel comfortable
enough that I need more detail.
377
00:15:41,519 –> 00:15:44,799
Speaker 2: I’ll just ask you, which
one of those two kind of fits your
378
00:15:44,799 –> 00:15:45,840
Speaker 2: style of learning best?
379
00:15:45,840 –> 00:15:51,200
Speaker 2: That right there makes
the client already start seeing this
380
00:15:51,200 –> 00:15:52,720
Speaker 2: is going to be customized
to me.
381
00:15:52,720 –> 00:15:55,679
Speaker 2: And it makes them think,
like, oh, I do need to pay attention
382
00:15:55,679 –> 00:15:56,320
Speaker 2: to this.
383
00:15:56,320 –> 00:15:59,360
Speaker 2: How do I want to actually
assimilate this information?
384
00:15:59,360 –> 00:16:03,600
Speaker 2: And so it’s been really
neat because that one question is at
385
00:16:03,600 –> 00:16:06,159
Speaker 2: first I was like, okay,
I’m asking this question, I’m
getting
386
00:16:06,159 –> 00:16:09,200
Speaker 2: that re-engagement, but I
started seeing that it also helps
387
00:16:09,200 –> 00:16:10,879
Speaker 2: me know how much detail I
should do.
388
00:16:10,879 –> 00:16:13,440
Speaker 2: It’s 90% the same
information I give.
389
00:16:13,440 –> 00:16:16,960
Speaker 2: If you say you’re big
detail, no big detail, what I’m
about
390
00:16:16,960 –> 00:16:19,759
Speaker 2: to go through, 90% of the
90% of it’s gonna be the same.
391
00:16:19,759 –> 00:16:22,960
Speaker 2: But if you are more
detail, there’s gonna be a 10%
difference
392
00:16:22,960 –> 00:16:26,480
Speaker 2: into a few little more
mechanics of it or technical
terminology
393
00:16:26,480 –> 00:16:29,919
Speaker 2: that shows the detail
they’re looking for.
394
00:16:29,919 –> 00:16:32,559
Speaker 2: So after the intro is
done, right?
395
00:16:32,559 –> 00:16:36,879
Speaker 2: The intro is twofold,
reset the scene, show them
affirmation
396
00:16:36,879 –> 00:16:39,120
Speaker 2: that you you’re you’re
meaning what you’re saying.
397
00:16:39,120 –> 00:16:43,279
Speaker 2: After that, the next
thing is being able to now give them
market
398
00:16:43,279 –> 00:16:44,320
Speaker 2: information, right?
399
00:16:44,320 –> 00:16:46,639
Speaker 2: So my first piece is
giving them context.
400
00:16:46,639 –> 00:16:50,000
Speaker 2: So I’ve done the
introduction, I go into context and
we talk
401
00:16:50,000 –> 00:16:51,759
Speaker 2: about rates and the real
estate market.
402
00:16:51,759 –> 00:16:56,320
Speaker 2: What I do is I share with
people, I go, hey, have you ever
heard
403
00:16:56,320 –> 00:16:57,440
Speaker 2: of Mortgage News Daily?
404
00:16:57,440 –> 00:17:00,799
Speaker 2: It’s a website I
encourage you to go to because when
you go
405
00:17:00,799 –> 00:17:02,080
Speaker 2: to this website, it’s
really neat.
406
00:17:02,080 –> 00:17:05,599
Speaker 2: It’s not a you know
website that you go on, you have to
complete
407
00:17:05,599 –> 00:17:08,160
Speaker 2: a bunch of questions, and
then you get bombarded by 50
different
408
00:17:08,160 –> 00:17:08,400
Speaker 2: LOs.
409
00:17:08,400 –> 00:17:11,759
Speaker 2: This website actually
keeps loan officers honest.
410
00:17:11,759 –> 00:17:14,799
Speaker 2: So I love giving this to
clients because it’s not my rates,
411
00:17:14,799 –> 00:17:18,960
Speaker 2: it’s the average 30-year
fixed rate uh mortgage rate for
clients
412
00:17:18,960 –> 00:17:19,599
Speaker 2: today.
413
00:17:19,599 –> 00:17:23,920
Speaker 2: And so if you click here
on the 30-year, you’ll be able to
see
414
00:17:23,920 –> 00:17:24,720
Speaker 2: exactly what’s happening.
415
00:17:24,720 –> 00:17:26,640
Speaker 2: So today’s average
interest rate is 6.76.
416
00:17:26,640 –> 00:17:29,519
Speaker 2: If you’re like, well,
wait, Susie, you know, a little
while
417
00:17:29,519 –> 00:17:32,640
Speaker 2: ago when I first started
this process, I saw rates were in
the
418
00:17:32,640 –> 00:17:33,680
Speaker 2: 6.5 range.
419
00:17:33,680 –> 00:17:36,079
Speaker 2: Yeah, they were at the
end of June.
420
00:17:36,079 –> 00:17:36,720
Speaker 2: Right.
421
00:17:36,720 –> 00:17:39,519
Speaker 2: And so the first thing I
like showing people is let me equip
422
00:17:39,519 –> 00:17:42,880
Speaker 2: you with this mortgage
news daily website.
423
00:17:42,880 –> 00:17:46,559
Speaker 2: And for those of you guys
listening in the car, there’s an
actual
424
00:17:46,559 –> 00:17:50,240
Speaker 2: graph that’s interactive
that will show you the average rate
425
00:17:50,240 –> 00:17:54,000
Speaker 2: that day and the date of
that, uh, of that rate.
426
00:17:54,000 –> 00:17:55,680
Speaker 2: And so it’s really neat
in that way.
427
00:17:55,680 –> 00:17:58,079
Speaker 2: And one of the
disclosures I give clients too is
like, hey,
428
00:17:58,079 –> 00:18:00,559
Speaker 2: do know that this is
average conforming loan.
429
00:18:00,559 –> 00:18:05,279
Speaker 2: This is, you know, not
showing you any points on average,
just
430
00:18:05,279 –> 00:18:08,799
Speaker 2: it’s not an APR average,
it’s just an interest rate average
431
00:18:08,799 –> 00:18:10,559
Speaker 2: to give you a point of
reference so you can keep the
mortgage
432
00:18:10,559 –> 00:18:11,440
Speaker 2: people honest.
433
00:18:11,440 –> 00:18:13,279
Speaker 2: So that’s the first part.
434
00:18:13,279 –> 00:18:16,559
Speaker 2: I show them a tool that
enables them with the power, um,
right?
435
00:18:16,559 –> 00:18:20,160
Speaker 2: Because the whole premise
of being a good consultant is being
436
00:18:20,160 –> 00:18:22,640
Speaker 2: the guide, not being the
hero.
437
00:18:22,640 –> 00:18:26,319
Speaker 2: And so if I can give you
the tools to start verifying your
own
438
00:18:26,319 –> 00:18:29,440
Speaker 2: path, the trust in the
relationship just builds even
further.
439
00:18:29,440 –> 00:18:34,079
Speaker 2: From there, I’m gonna
show them context of what I think is
very
440
00:18:34,079 –> 00:18:35,279
Speaker 2: important to know in this
market.
441
00:18:35,279 –> 00:18:37,920
Speaker 2: So, in this market right
now, what I usually show clients is
442
00:18:37,920 –> 00:18:40,480
Speaker 2: I go, look, let me let me
show you some context, right?
443
00:18:40,480 –> 00:18:44,319
Speaker 2: Uh, I’m gonna now zoom
out, guys, for you guys listening at
444
00:18:44,319 –> 00:18:44,319
Speaker 2:home.
445
00:18:44,319 –> 00:18:47,920
Speaker 2: Um, and I show all the
way back to October 2023.
446
00:18:47,920 –> 00:18:50,880
Speaker 2: And I go, you know what’s
crazy, Dino?
447
00:18:50,880 –> 00:18:53,920
Speaker 2: October 2023, rates hit
8.03%.
448
00:18:53,920 –> 00:18:59,279
Speaker 2: Everyone in this time
thought home prices were gonna
crash.
449
00:18:59,279 –> 00:18:59,599
Speaker 2: Why?
450
00:18:59,599 –> 00:19:02,720
Speaker 2: Because qualifications,
what you can buy is based on your
payment.
451
00:19:02,720 –> 00:19:05,759
Speaker 2: And if your rate goes up,
your payment goes up higher, which
452
00:19:05,759 –> 00:19:07,599
Speaker 2: means that your
purchasing power drops.
453
00:19:07,599 –> 00:19:11,359
Speaker 2: So everyone thought rate
so high means home prices are gonna
454
00:19:11,359 –> 00:19:11,519
Speaker 2: drop.
455
00:19:11,519 –> 00:19:12,960
Speaker 2: You know what happened in
2023, Dino?
456
00:19:12,960 –> 00:19:17,279
Speaker 2: Home prices went up with
a year over year average.
457
00:19:17,279 –> 00:19:22,079
Speaker 2: 2024, the highest rate we
had was 7.52, April 25th, 2024.
458
00:19:22,079 –> 00:19:25,039
Speaker 2: You know what happened
with rates uh with prices that year?
459
00:19:25,039 –> 00:19:26,480
Speaker 2: They went up.
460
00:19:26,480 –> 00:19:30,720
Speaker 2: 2025 rates the highest
was 7.25.
461
00:19:30,720 –> 00:19:37,519
Speaker 2: And the lowest we got was
to 6.01, uh, or right below that,
462
00:19:37,519 –> 00:19:38,000
Speaker 2: uh 6.19.
463
00:19:38,000 –> 00:19:40,480
Speaker 2: You know what happened
that year in 2025?
464
00:19:40,480 –> 00:19:45,359
Speaker 2: People are used like
rates went uh home prices went down
went
465
00:19:45,359 –> 00:19:45,519
Speaker 2: up.
466
00:19:45,519 –> 00:19:49,359
Speaker 2: I’m like, home prices
went down in marinated areas and
they
467
00:19:49,359 –> 00:19:49,839
Speaker 2: stayed stagnant.
468
00:19:49,839 –> 00:19:51,200
Speaker 2: Why?
469
00:19:51,200 –> 00:19:53,839
Speaker 2: Not because people
couldn’t qualify.
470
00:19:53,839 –> 00:19:56,079
Speaker 2: That’s not been the
thing, it’s actually been
counterintuitive.
471
00:19:56,079 –> 00:20:00,799
Speaker 2: We saw home prices go up,
not because now there wasn’t enough
472
00:20:00,799 –> 00:20:03,279
Speaker 2: people qualified, so
therefore, you know, all this stuff
was
473
00:20:03,279 –> 00:20:03,680
Speaker 2: gonna happen.
474
00:20:03,680 –> 00:20:07,519
Speaker 2: No, what we saw was home
prices go up, even though rates were
475
00:20:07,519 –> 00:20:11,519
Speaker 2: higher, because the
people who still qualified
outnumbered the
476
00:20:11,519 –> 00:20:12,880
Speaker 2: houses available to buy.
477
00:20:12,880 –> 00:20:14,720
Speaker 2: It was a supply and
demand piece.
478
00:20:14,720 –> 00:20:18,480
Speaker 2: In 2025, when we saw
rates actually lower than the two
years
479
00:20:18,480 –> 00:20:22,960
Speaker 2: prior, we saw home prices
start to decrease or flatten out.
480
00:20:22,960 –> 00:20:23,359
Speaker 2: Why?
481
00:20:23,359 –> 00:20:25,519
Speaker 2: Because people got rate
fatigue.
482
00:20:25,519 –> 00:20:30,720
Speaker 2: These roller coasters of
peaks and valleys of seeing rates
whiplash
483
00:20:30,720 –> 00:20:33,519
Speaker 2: you where you would
think, oh my gosh, rates are in the
low
484
00:20:33,519 –> 00:20:33,599
Speaker 2:now.
485
00:20:33,599 –> 00:20:34,400
Speaker 2: I’m gonna go get an
escrow.
486
00:20:34,400 –> 00:20:38,240
Speaker 2: You get into escrow and
then it’s a point higher, it just
discouraged
487
00:20:38,240 –> 00:20:38,960
Speaker 2: everyone.
488
00:20:38,960 –> 00:20:41,440
Speaker 2: And so it’s really
interesting because when you look at
the
489
00:20:41,440 –> 00:20:44,319
Speaker 2: actual surveys that took
place in the last few years, um, one
490
00:20:44,319 –> 00:20:46,799
Speaker 2: of the biggest builders
in the country, they did a survey
and
491
00:20:46,799 –> 00:20:50,160
Speaker 2: they identified that the
home buyer on the fence waiting to
492
00:20:50,160 –> 00:20:53,759
Speaker 2: buy, and the homeowner in
a house they hate or have outgrown
493
00:20:53,759 –> 00:20:57,680
Speaker 2: with a low with a rate
too low to make a move on, both of
them
494
00:20:57,680 –> 00:21:00,079
Speaker 2: are waiting for a 5.5%
strike rate.
495
00:21:00,079 –> 00:21:02,960
Speaker 2: And the reason I’m saying
this to you, Dino, is this February
496
00:21:02,960 –> 00:21:05,759
Speaker 2: 2026, we hit an average
rate of 5.99.
497
00:21:05,759 –> 00:21:13,680
Speaker 2: Home prices started
stagnating in 2025 and 2026, but
then all
498
00:21:13,680 –> 00:21:17,759
Speaker 2: of a sudden, activity
went crazy in February.
499
00:21:17,759 –> 00:21:21,519
Speaker 2: That 5.99, there’s two
offers I placed that weekend.
500
00:21:21,519 –> 00:21:25,119
Speaker 2: I had to do 15-day
closings with no contingencies, just
a 10-day
501
00:21:25,119 –> 00:21:26,160
Speaker 2: inspection that weekend.
502
00:21:26,160 –> 00:21:27,680
Speaker 2: Literally, true story.
503
00:21:27,680 –> 00:21:28,880
Speaker 2: It was insane.
504
00:21:28,880 –> 00:21:32,079
Speaker 2: What is and my my
schedule was booked.
505
00:21:32,079 –> 00:21:33,759
Speaker 2: I had so many people
coming out of the world.
506
00:21:33,759 –> 00:21:36,880
Speaker 2: Hey Soucy, I wanted to,
you know, just chat with you about
potentially
507
00:21:36,880 –> 00:21:40,480
Speaker 2: buying in the next three
months because they saw the five and
508
00:21:40,480 –> 00:21:41,200
Speaker 2: a half coming.
509
00:21:41,200 –> 00:21:43,680
Speaker 2: What took place after
that?
510
00:21:43,680 –> 00:21:46,960
Speaker 2: The Iranian conflict, and
every Iranian headlines of the
Strait
511
00:21:46,960 –> 00:21:50,720
Speaker 2: of Hermuz can be attached
to the peak and the valley of what’s
512
00:21:50,720 –> 00:21:51,839
Speaker 2: been happening since
February.
513
00:21:51,839 –> 00:21:55,119
Speaker 2: And so I I say all that
for this, Dino.
514
00:21:55,119 –> 00:21:57,839
Speaker 2: As we look at what your
mortgage options are going to be
right
515
00:21:57,839 –> 00:21:59,680
Speaker 2: now, what I want to put
into context is this.
516
00:21:59,680 –> 00:22:07,119
Speaker 2: We have a lot of damned
up buyers, a lot of damned up uh
demand,
517
00:22:07,119 –> 00:22:13,359
Speaker 2: and it’s going to break
when the rates breach onto the
fives.
518
00:22:13,359 –> 00:22:15,599
Speaker 2: I already saw proof of
this at the end of February.
519
00:22:15,599 –> 00:22:18,799
Speaker 2: This Iranian conflict,
there’s a lot of bad to it,
obviously.
520
00:22:18,799 –> 00:22:23,759
Speaker 2: But the one silver lining
is this creating opportunity for
people
521
00:22:23,759 –> 00:22:27,200
Speaker 2: to get into negotiations
on a deal.
522
00:22:27,200 –> 00:22:31,680
Speaker 2: And this opportunity to
negotiate something is temporary.
523
00:22:31,680 –> 00:22:35,839
Speaker 2: Once this Iranian
conflict is gone and we’re back in
the fives,
524
00:22:35,839 –> 00:22:37,599
Speaker 2: the negotiations are
gone.
525
00:22:37,599 –> 00:22:38,960
Speaker 2: You can’t get the credits
you need.
526
00:22:38,960 –> 00:22:40,880
Speaker 2: I’m going to share with
you something right now, a temporary
527
00:22:40,880 –> 00:22:43,920
Speaker 2: buy down that’s going to
make your payment so much less.
528
00:22:43,920 –> 00:22:46,720
Speaker 2: I’m going to show you a
bunch of different things right now,
529
00:22:46,720 –> 00:22:50,559
Speaker 2: but I just want to put
into context if you do decide to buy
530
00:22:50,559 –> 00:22:53,839
Speaker 2: in this market, there’s a
lot of negotiation power you have.
531
00:22:53,839 –> 00:22:57,359
Speaker 2: And if we decide to wait,
we’ll show you the numbers you
should
532
00:22:57,359 –> 00:23:00,960
Speaker 2: be ready for where there
won’t be a lot of negotiation power.
533
00:23:00,960 –> 00:23:03,519
Speaker 2: But then after you
analyze both of those, you’ll have
what you
534
00:23:03,519 –> 00:23:04,400
Speaker 2: need to make a good
decision.
536
00:23:06,400 –> 00:23:07,359
Speaker 3: That’s great, man.
537
00:23:07,359 –> 00:23:13,839
Speaker 3: Yeah, and and I’m gonna
be a low-producing loan officer for
538
00:23:13,839 –> 00:23:16,559
Speaker 3: a minute and be like,
man, this just takes too much time.
539
00:23:16,559 –> 00:23:18,799
Speaker 3: What do you say to that?
541
00:23:20,000 –> 00:23:22,160
Speaker: If you’re a low-producing
loan officer, that’s like one of the
542
00:23:22,160 –> 00:23:23,839
Speaker: biggest things you have is
a lot of time.
544
00:23:25,920 –> 00:23:29,039
Speaker 3: So it’s interesting
because I I I respond back the same
way.
545
00:23:29,039 –> 00:23:34,640
Speaker 3: And I’m like, so first of
all, it’s far and few in between of
546
00:23:34,640 –> 00:23:37,839
Speaker 3: anybody that ever spoke
to me when I treated them like this
547
00:23:37,839 –> 00:23:38,960
Speaker 3: that ever left me.
548
00:23:38,960 –> 00:23:44,160
Speaker 3: So far and few in between
is like it’s the difference.
549
00:23:44,160 –> 00:23:48,160
Speaker 3: I don’t need to talk to
as many people because I close
almost
550
00:23:48,160 –> 00:23:50,000
Speaker 3: every single person I
talk to.
551
00:23:50,000 –> 00:23:53,599
Speaker 3: Sometimes it’s not this
month or next month, sometimes it’s
552
00:23:53,599 –> 00:23:54,559
Speaker 3: in a year or even two.
553
00:23:54,559 –> 00:23:57,519
Speaker 3: Yeah, but I close every
single one, you know.
554
00:23:57,519 –> 00:23:58,559
Speaker 3: Very good point.
555
00:23:58,559 –> 00:24:02,000
Speaker 3: And and if you guys are
I’ll this is my advice.
556
00:24:02,000 –> 00:24:06,480
Speaker 3: If if you guys are the
type that say, here’s a link, go
ahead
557
00:24:06,480 –> 00:24:09,200
Speaker 3: and fill everything out,
and and then we’ll get you
pre-approved.
558
00:24:09,200 –> 00:24:11,200
Speaker 3: I you know what?
559
00:24:11,200 –> 00:24:15,839
Speaker 3: I don’t know about you,
but I I could do that at any one of
560
00:24:15,839 –> 00:24:18,960
Speaker 3: these big shops that have
all the technology in the world.
561
00:24:18,960 –> 00:24:24,880
Speaker 3: I don’t need somebody to
talk to me if if you know, like a
low-level
562
00:24:24,880 –> 00:24:26,160
Speaker 3: guy to talk to me.
563
00:24:26,160 –> 00:24:28,240
Speaker 3: I’ll go there and do it
all through technology.
564
00:24:28,240 –> 00:24:33,119
Speaker 3: But the way SOC is doing
this right now is the way we all
should
565
00:24:33,119 –> 00:24:33,759
Speaker 3: be doing it.
566
00:24:33,759 –> 00:24:39,759
Speaker 3: And the reason why is
because we can’t compete with big
technology
567
00:24:39,759 –> 00:24:44,640
Speaker 3: companies with
technology, they got more money and
more technology
568
00:24:44,640 –> 00:24:46,799
Speaker 3: than we do, you know.
569
00:24:46,799 –> 00:24:51,119
Speaker 3: But they can’t compete
with us when we do a true
consultation,
570
00:24:51,119 –> 00:24:54,160
Speaker 3: the way SOSI’s walking us
through his right now.
571
00:24:54,160 –> 00:24:58,799
Speaker 3: And yes, it might take a
few extra minutes, but I and I’m
gonna
572
00:24:58,799 –> 00:25:01,200
Speaker 3: actually ask SOCI first,
how long does your actual
consultation
573
00:25:01,200 –> 00:25:01,920
Speaker 3: take?
574
00:25:01,920 –> 00:25:04,240
Speaker 3: The fast ones are about
30 minutes.
575
00:25:04,240 –> 00:25:06,960
Speaker 3: That’s nothing, you guys.
576
00:25:06,960 –> 00:25:11,680
Speaker 3: Your close ratio will
skyrocket if you take the time to do
this.
577
00:25:11,680 –> 00:25:12,559
Speaker 3: All right, continue.
578
00:25:12,559 –> 00:25:13,119
Speaker 3: Sorry.
580
00:25:13,759 –> 00:25:15,200
Speaker 2: Yeah, the fast ones are
30 minutes.
581
00:25:15,200 –> 00:25:17,519
Speaker 2: The first time home
buyers, which is funny, man.
582
00:25:17,519 –> 00:25:20,400
Speaker 2: Like, you know, Dino, I
feel like we’ve been in the same
circles
583
00:25:20,400 –> 00:25:23,039
Speaker 2: where for the last few
years, or at least the last like
seven
584
00:25:23,039 –> 00:25:25,200
Speaker 2: years, it’s all been
about the first-time home buyer.
585
00:25:25,200 –> 00:25:27,440
Speaker 2: And then you see the
average age of the first-time buyer
has
586
00:25:27,440 –> 00:25:29,680
Speaker 2: moved like seven years,
and you’re like, what the heck?
587
00:25:29,680 –> 00:25:32,160
Speaker 2: But I I will share, like,
dude, it’s hard with the first-time
588
00:25:32,160 –> 00:25:36,160
Speaker 2: homebuyer because they
take the most amount of time and
they
589
00:25:36,160 –> 00:25:38,799
Speaker 2: they yeah, they’re
they’re very difficult sometimes.
590
00:25:38,799 –> 00:25:43,839
Speaker 2: And that’s where I would
even reim reinforce the necessity of
591
00:25:43,839 –> 00:25:45,440
Speaker 2: a console for first-time
homebuyers.
592
00:25:45,440 –> 00:25:50,079
Speaker 2: If you don’t do this,
they will go seek this information
elsewhere
593
00:25:50,079 –> 00:25:51,279
Speaker 2: and gone.
594
00:25:51,279 –> 00:25:53,599
Speaker 2: What I’ve noticed with
first-time homebuyers, they’re
they’re
595
00:25:53,599 –> 00:25:55,599
Speaker 2: they’re the biggest rate
shoppers, to be honest.
596
00:25:55,599 –> 00:26:00,079
Speaker 2: Um, but when you do this,
the difference in how they shop
rates,
597
00:26:00,079 –> 00:26:04,160
Speaker 2: if they decide to, is
they always come back and they go,
This
598
00:26:04,160 –> 00:26:06,400
Speaker 2: person gave me this, I
want to give you the last
opportunity
599
00:26:06,400 –> 00:26:07,920
Speaker 2: because we like you more.
601
00:26:09,440 –> 00:26:09,440
unknown: Yeah.
603
00:26:10,079 –> 00:26:11,200
Speaker 3: So we’ll throw that out
there.
604
00:26:11,200 –> 00:26:16,000
Speaker 3: You know, there’s always
exceptions.
605
00:26:16,000 –> 00:26:24,079
Speaker 3: But I believe that if
some if you put a client through
this
606
00:26:24,079 –> 00:26:28,960
Speaker 3: presentation and and they
saw your sincerity and the fact that
607
00:26:28,960 –> 00:26:34,319
Speaker 3: you actually do care for
your clients, I have a feeling most
608
00:26:34,319 –> 00:26:38,000
Speaker 3: of them would say, you
know what, as long as he’s got an
aggressive
609
00:26:38,000 –> 00:26:40,079
Speaker 3: rate, I’m gonna be good
with that.
610
00:26:40,079 –> 00:26:44,079
Speaker 3: I won’t need to go out
and and shop him to death.
611
00:26:44,079 –> 00:26:48,079
Speaker 3: And I always I used to
say that sometimes.
612
00:26:48,079 –> 00:26:51,440
Speaker 3: I used to say, look, and
we never talked about rates.
613
00:26:51,440 –> 00:26:54,640
Speaker 3: I shouldn’t say it all
the time, but when somebody did, I I
614
00:26:54,640 –> 00:26:58,799
Speaker 3: would always bring up,
listen, you’re going to find
somebody
615
00:26:58,799 –> 00:27:00,160
Speaker 3: that’s cheaper than me.
616
00:27:00,160 –> 00:27:02,720
Speaker 3: So without a doubt,
you’ll be able to do that.
617
00:27:02,720 –> 00:27:07,119
Speaker 3: And and I don’t claim to
always be the cheapest, but I’m far
618
00:27:07,119 –> 00:27:07,920
Speaker 3: from expensive.
619
00:27:07,920 –> 00:27:10,319
Speaker 3: I’m always super
aggressive.
620
00:27:10,319 –> 00:27:12,559
Speaker 3: That was how I handled
it.
621
00:27:12,559 –> 00:27:13,839
Speaker 3: Just I’m super
aggressive.
622
00:27:13,839 –> 00:27:17,359
Speaker 3: And you know, if you try
hard enough, you’ll find somebody
cheaper,
623
00:27:17,359 –> 00:27:21,039
Speaker 3: but you’re not gonna find
anybody else better than me, is is
624
00:27:21,039 –> 00:27:25,039
Speaker 3: the general, you know,
knowledge that I would send back
their
625
00:27:25,039 –> 00:27:25,359
Speaker 3: way.
626
00:27:25,359 –> 00:27:28,559
Speaker 3: And and I think after
they were done with the presentation
that
627
00:27:28,559 –> 00:27:29,200
Speaker 3: they felt it.
628
00:27:29,200 –> 00:27:30,880
Speaker 3: And if they didn’t, it’s
okay.
629
00:27:30,880 –> 00:27:33,359
Speaker 3: We’ll move on for the for
both of our sakes.
631
00:27:34,079 –> 00:27:35,200
Speaker 2: Yeah, that’s good, dude.
632
00:27:35,200 –> 00:27:36,880
Speaker 2: Yeah, and I would agree
with you, dude.
633
00:27:36,880 –> 00:27:41,599
Speaker 2: I I with your combination
of value and price, you know, you
634
00:27:41,599 –> 00:27:42,160
Speaker 2: were the best.
635
00:27:42,160 –> 00:27:46,000
Speaker 2: Um I uh I never wanted to
compete against you, to be honest.
636
00:27:46,000 –> 00:27:47,680
Speaker 2: So I’m glad I didn’t have
to.
637
00:27:47,680 –> 00:27:54,640
Speaker 2: Uh one thing I’ll throw
out to those who are like still of
the
638
00:27:54,640 –> 00:27:56,799
Speaker 2: mindset where you’re
like, I just can’t do it, right?
639
00:27:56,799 –> 00:27:59,440
Speaker 2: Like I can’t do the
console or I can’t do that much
explanation.
640
00:27:59,440 –> 00:28:01,680
Speaker 2: Well, you know what you
should do at minimum in my
encouragement,
641
00:28:01,680 –> 00:28:05,839
Speaker 2: what I would offer you to
consider doing is be open to just
642
00:28:05,839 –> 00:28:09,599
Speaker 2: recording this and make a
presentation of your market update.
643
00:28:09,599 –> 00:28:12,240
Speaker 2: And then before you speak
with them, be like, hey, I want to
644
00:28:12,240 –> 00:28:15,039
Speaker 2: make sure you listen to
the market update, or after, but do
645
00:28:15,039 –> 00:28:19,359
Speaker 2: it at some point because
even the minimal next level will be
646
00:28:19,359 –> 00:28:19,519
Speaker 2: good.
647
00:28:19,519 –> 00:28:22,079
Speaker 2: I mean, take what we’re
saying here, try to transcribe it
and
648
00:28:22,079 –> 00:28:24,319
Speaker 2: throw it in Claude and be
like, Claude, give me a version of
649
00:28:24,319 –> 00:28:25,359
Speaker 2: Soci’s market update.
650
00:28:25,359 –> 00:28:26,720
Speaker 2: I could put in one flyer,
right?
651
00:28:26,720 –> 00:28:32,559
Speaker 2: Like, do something um
because it it really makes an
impact.
652
00:28:32,559 –> 00:28:40,480
Speaker 2: Yeah, so the next thing
is we build out a mortgage coach.
653
00:28:40,480 –> 00:28:43,119
Speaker 2: Um, I won’t build one out
from scratch for you guys.
654
00:28:43,119 –> 00:28:46,079
Speaker 2: Um, I just looked through
my library, which is funny.
655
00:28:46,079 –> 00:28:48,240
Speaker 2: Uh, I don’t know if you
did this when you were doing
mortgage
656
00:28:48,240 –> 00:28:54,000
Speaker 2: coach, um uh Dino, but
one of the things that I try to do
is
657
00:28:54,000 –> 00:28:57,119
Speaker 2: like I have a bunch of
ready-to-go flyers and I have them
all
658
00:28:57,119 –> 00:28:59,119
Speaker 2: kind of filtered out by
friendly name.
659
00:28:59,119 –> 00:29:03,440
Speaker 2: And so, you know, they’re
they’re always ready to kind of
analyze
660
00:29:03,440 –> 00:29:04,079
Speaker 2: there.
661
00:29:04,079 –> 00:29:06,960
Speaker 2: But the one we’re gonna
talk through today, let me clear out
662
00:29:06,960 –> 00:29:08,960
Speaker 2: the highlights so that I
can kind of show you.
663
00:29:08,960 –> 00:29:14,720
Speaker 2: So the purpose that I
have when I do my mortgage coach is
one,
664
00:29:14,720 –> 00:29:16,880
Speaker 2: to show them the basics
of what they need to know, right?
665
00:29:16,880 –> 00:29:20,960
Speaker 2: So if I’m doing my
mortgage coach and I’m actually
showing it
666
00:29:20,960 –> 00:29:22,880
Speaker 2: how I usually do, again,
I create this live.
667
00:29:22,880 –> 00:29:25,599
Speaker 2: So I typically only have
one product to start with.
668
00:29:25,599 –> 00:29:28,960
Speaker 2: So the first thing I’ll
do is I’ll go, okay, $1.2 million
purchase
669
00:29:28,960 –> 00:29:29,200
Speaker 2: price.
670
00:29:29,200 –> 00:29:32,559
Speaker 2: We’re putting 15% down,
interest rate 6.75, monthly payments
671
00:29:32,559 –> 00:29:35,440
Speaker 2: 81 to 15, $208,000 out of
pocket.
672
00:29:35,440 –> 00:29:36,960
Speaker 2: Here are the payment
details.
673
00:29:36,960 –> 00:29:40,960
Speaker 2: Um, payment details so
you can be aware of principle and I
explain
674
00:29:40,960 –> 00:29:41,920
Speaker 2: proper everything, right?
675
00:29:41,920 –> 00:29:46,240
Speaker 2: I go into the granular
detail, cash to close, everything,
boom,
676
00:29:46,240 –> 00:29:46,880
Speaker 2: done.
677
00:29:46,880 –> 00:29:49,119
Speaker 2: All that said, here’s the
bottom line.
678
00:29:49,119 –> 00:29:50,960
Speaker 2: Do you know how do you
feel?
679
00:29:50,960 –> 00:29:53,839
Speaker 2: Uh or for you, I would be
like, hey, what do you think about
680
00:29:53,839 –> 00:29:54,079
Speaker 2: the payment?
681
00:29:54,079 –> 00:29:55,599
Speaker 2: What do you think about
the cash of close?
682
00:29:55,599 –> 00:29:56,480
Speaker 2: What do you want to play
with?
683
00:29:56,480 –> 00:29:58,880
Speaker 2: Do we want to play with
purchase price, down payment, cash
of
684
00:29:58,880 –> 00:29:59,039
Speaker 2: close?
685
00:29:59,039 –> 00:30:00,319
Speaker 2: What are you comfortable
with?
686
00:30:00,319 –> 00:30:01,359
Speaker 2: What are you not
comfortable with?
687
00:30:01,359 –> 00:30:02,880
Speaker 2: Hear them out, they share
their stuff.
688
00:30:02,880 –> 00:30:05,200
Speaker 2: Let’s say this client is
talking about the payment.
689
00:30:05,200 –> 00:30:08,640
Speaker 2: Well, then from there, I
go, okay, let me, now that we
understand
690
00:30:08,640 –> 00:30:12,079
Speaker 2: the basics of what your
loan could look like, I’m gonna go
into
691
00:30:12,079 –> 00:30:14,960
Speaker 2: some strategies and some
planning to help you actually get
the
692
00:30:14,960 –> 00:30:17,440
Speaker 2: better loan, especially
in light of the goals you just
shared.
693
00:30:17,440 –> 00:30:21,519
Speaker 2: And so from there, right,
I’ll start kind of walking them
through
694
00:30:21,519 –> 00:30:22,400
Speaker 2: a couple different
pieces.
695
00:30:22,400 –> 00:30:26,000
Speaker 2: So for example, if we’re
like, well, I don’t like the
payment,
696
00:30:26,000 –> 00:30:27,519
Speaker 2: I really need it lower.
697
00:30:27,519 –> 00:30:28,160
Speaker 2: Great.
698
00:30:28,160 –> 00:30:31,839
Speaker 2: The most common way that
people, uh, how do I take this off
699
00:30:31,839 –> 00:30:31,839
Speaker 2:again?
700
00:30:31,839 –> 00:30:32,400
Speaker 2: There it is.
701
00:30:32,400 –> 00:30:35,279
Speaker 2: The most common way
people try to make a lower payment
is they
702
00:30:35,279 –> 00:30:38,079
Speaker 2: try to just drop the
price and they’re gonna try to go
strong
703
00:30:38,079 –> 00:30:40,960
Speaker 2: arm the seller for
$25,000 of a price reduction.
704
00:30:40,960 –> 00:30:43,359
Speaker 2: Now, I want to, I want to
share with you something, Dino.
705
00:30:43,359 –> 00:30:46,400
Speaker 2: There’s a myth out there
that many realtors say, and even
loan
706
00:30:46,400 –> 00:30:49,839
Speaker 2: officers, where they say
if you get the house under list
price
707
00:30:49,839 –> 00:30:52,319
Speaker 2: or under market value,
you’re walking into equity.
708
00:30:52,319 –> 00:30:53,759
Speaker 2: That’s a false.
709
00:30:53,759 –> 00:30:55,680
Speaker 2: You’re not walking into
equity.
710
00:30:55,680 –> 00:30:58,000
Speaker 2: You’re actually throwing
your equity away.
711
00:30:58,000 –> 00:31:02,000
Speaker 2: Equity’s worthless if you
can’t convert it to cash.
712
00:31:02,000 –> 00:31:03,599
Speaker 2: It’s just monopoly money.
713
00:31:03,599 –> 00:31:08,880
Speaker 2: And so a lot of times
buyers ignorantly shoot themselves
in
714
00:31:08,880 –> 00:31:10,720
Speaker 2: the foot by trying to
negotiate down price.
715
00:31:10,720 –> 00:31:14,079
Speaker 2: And then a year later,
when they’re trying to refinance
because
716
00:31:14,079 –> 00:31:17,839
Speaker 2: rates are lower, they’re
mad because the value came in less
717
00:31:17,839 –> 00:31:20,000
Speaker 2: and now they have a
higher interest rate they got to
deal with,
718
00:31:20,000 –> 00:31:20,960
Speaker 2: or worse terms.
719
00:31:20,960 –> 00:31:25,200
Speaker 2: And so I want to set you
up for success day one, but I still
720
00:31:25,200 –> 00:31:29,039
Speaker 2: want to show: hey, what
is this whole thing to just go lower
721
00:31:29,039 –> 00:31:29,359
Speaker 2: price?
722
00:31:29,359 –> 00:31:31,680
Speaker 2: If you lower your price
by $25,000, look at that.
723
00:31:31,680 –> 00:31:33,920
Speaker 2: Your payment drops $169 a
month.
724
00:31:33,920 –> 00:31:38,400
Speaker 2: $25,000 with a loan
equals $169 a month.
725
00:31:38,400 –> 00:31:43,359
Speaker 2: $25,000 as a cash buyer
equals $25,000, right?
726
00:31:43,359 –> 00:31:47,920
Speaker 2: Most people try to buy
and finance a home purchase as if
they’re
727
00:31:47,920 –> 00:31:48,640
Speaker 2: cash buyers.
728
00:31:48,640 –> 00:31:51,519
Speaker 2: And that’s not how you
should do it if you want to actually
729
00:31:51,519 –> 00:31:54,799
Speaker 2: do proper mortgage
planning or if you have a loan
officer who
730
00:31:54,799 –> 00:31:55,680
Speaker 2: has a high mortgage IQ.
731
00:31:55,680 –> 00:31:59,279
Speaker 2: What we need to do is
learn how to use this money in your
benefit.
732
00:31:59,279 –> 00:32:02,720
Speaker 2: So what I would suggest
is let’s say if we can get the
seller
733
00:32:02,720 –> 00:32:04,319
Speaker 2: down $25K, right?
734
00:32:04,319 –> 00:32:08,240
Speaker 2: Because when I show
people 1.175, the first reaction is,
well,
735
00:32:08,240 –> 00:32:10,960
Speaker 2: let’s go another 25,
let’s go to 1.15, let’s see if we
get 50
736
00:32:10,960 –> 00:32:11,680
Speaker 2: grand off.
737
00:32:11,680 –> 00:32:14,640
Speaker 2: Let’s not try to go down
the wrong route.
738
00:32:14,640 –> 00:32:17,519
Speaker 2: Let’s look at $25,000 of
seller credit.
739
00:32:17,519 –> 00:32:20,480
Speaker 2: That brings you 2%
interest rate lower for the first
year.
740
00:32:20,480 –> 00:32:22,799
Speaker 2: That gives you $1,294 of
savings.
741
00:32:22,799 –> 00:32:25,119
Speaker 2: Year two is this, year
three is this.
742
00:32:25,119 –> 00:32:27,680
Speaker 2: Here’s pros and cons of
that.
743
00:32:27,680 –> 00:32:30,160
Speaker 2: And if you wanted to look
at it as a permanent, we could look
744
00:32:30,160 –> 00:32:31,279
Speaker 2: at a permanent rate buy
down.
745
00:32:31,279 –> 00:32:32,400
Speaker 2: That’s going to bring you
here.
746
00:32:32,400 –> 00:32:35,200
Speaker 2: If your fear is, well,
you know, I just don’t want to have
a
747
00:32:35,200 –> 00:32:35,920
Speaker 2: temporary, cool.
748
00:32:35,920 –> 00:32:40,000
Speaker 2: Well, $10,000 will give
you the same monthly payment as a
$25,000
749
00:32:40,000 –> 00:32:41,440
Speaker 2: price reduction.
750
00:32:41,440 –> 00:32:42,319
Speaker 2: Right.
751
00:32:42,319 –> 00:32:47,759
Speaker 2: And we talk through this
and I listen and I tailor the TCA to
752
00:32:47,759 –> 00:32:47,920
Speaker 2: them.
753
00:32:47,920 –> 00:32:50,720
Speaker 2: And if they have, you
know, tax pieces that they want to
talk
754
00:32:50,720 –> 00:32:54,079
Speaker 2: through, if they have um
concerns of what if I gift this,
gift
755
00:32:54,079 –> 00:32:57,440
Speaker 2: them out, or they’re
like, well, what is my impact in 10
years?
756
00:32:57,440 –> 00:33:00,480
Speaker 2: Like, dude, this
conversation can go 15,000 places.
757
00:33:00,480 –> 00:33:04,400
Speaker 2: So I’m not gonna take it
into those different venues, but I’m
758
00:33:04,400 –> 00:33:07,680
Speaker 2: just gonna show the
parameters that it starts with, the
foundational
759
00:33:07,680 –> 00:33:08,960
Speaker 2: piece in the stage.
760
00:33:08,960 –> 00:33:12,160
Speaker 2: The stage is I showed you
the basics, now you understand
mortgage.
761
00:33:12,160 –> 00:33:16,960
Speaker 2: I’m opening your eyes to
a different way of thinking.
762
00:33:16,960 –> 00:33:20,960
Speaker 2: And now you’re gonna
associate this new strategy with
who?
763
00:33:20,960 –> 00:33:25,599
Speaker 2: The person who actually
taught you what AI couldn’t explain
764
00:33:25,599 –> 00:33:27,200
Speaker 2: and what Google couldn’t
clarify.
765
00:33:27,200 –> 00:33:30,160
Speaker 2: That has been the crux.
766
00:33:30,160 –> 00:33:32,400
Speaker 2: And that’s why when you
go, hey, what do you do that’s so
special?
767
00:33:32,400 –> 00:33:33,519
Speaker 2: What do you think is a
superpower?
768
00:33:33,519 –> 00:33:35,440
Speaker 2: That’s my superpower.
769
00:33:35,440 –> 00:33:39,519
Speaker 2: It’s manifesting my
advice in a manner that actually
creates
770
00:33:39,519 –> 00:33:45,119
Speaker 2: the relationship we’re
looking to create with clientele,
which
771
00:33:45,119 –> 00:33:46,319
Speaker 2: is awesome, man.
773
00:33:47,039 –> 00:33:47,359
Speaker 3: So good.
774
00:33:47,359 –> 00:33:50,160
Speaker 3: I got a question.
775
00:33:50,160 –> 00:33:56,480
Speaker 3: Um, how often do you use
two one by downs?
776
00:33:56,480 –> 00:33:59,200
Speaker 3: Like literally, how you
know, like how many do you actually
777
00:33:59,200 –> 00:34:03,599
Speaker 3: do versus just talk about
the ratio has gotten better.
778
00:34:03,599 –> 00:34:07,440
Speaker 3: Um, since let me preface
it real quick.
779
00:34:07,440 –> 00:34:10,960
Speaker 3: Let me let me preface it
real quick for a reason because I I
780
00:34:10,960 –> 00:34:16,239
Speaker 3: tried telling somebody to
to make sure they put it in their
781
00:34:16,239 –> 00:34:21,039
Speaker 3: presentation and and they
said, Yeah, man, but but nobody ever
782
00:34:21,039 –> 00:34:21,519
Speaker 3: gets those.
783
00:34:21,519 –> 00:34:23,679
Speaker 3: Like nobody ever actually
does them.
784
00:34:23,679 –> 00:34:26,079
Speaker 3: I’m like, it doesn’t
matter if they do or not.
785
00:34:26,079 –> 00:34:29,760
Speaker 3: Your job is to explain to
them, be a consultant to them,
explain
786
00:34:29,760 –> 00:34:31,280
Speaker 3: to them what all their
options are.
787
00:34:31,280 –> 00:34:34,960
Speaker 3: And oh, by the way, I
would venture out to say if I asked
all
788
00:34:34,960 –> 00:34:38,239
Speaker 3: of your clients if they
knew what it was, they’d probably
say
789
00:34:38,239 –> 00:34:40,800
Speaker 3: no, which probably
answers the reason why they don’t
ever get
790
00:34:40,800 –> 00:34:41,119
Speaker 3: them.
791
00:34:41,119 –> 00:34:44,559
Speaker 3: Like, offer them
something that could be really
helpful.
792
00:34:44,559 –> 00:34:47,119
Speaker 3: If it doesn’t work, it
doesn’t work.
793
00:34:47,119 –> 00:34:50,480
Speaker 3: But the fact of the
matter is, is they’re gonna always
think
794
00:34:50,480 –> 00:34:53,599
Speaker 3: of you as that higher
level guy with options.
796
00:34:54,800 –> 00:34:54,800
Speaker 2: Yeah.
797
00:34:54,800 –> 00:34:57,199
Speaker 2: And I know the price
points of what could be possible.
798
00:34:57,199 –> 00:34:58,400
Speaker 2: Here’s what I’ll say.
799
00:34:58,400 –> 00:35:00,559
Speaker 2: Um, to them, they they
they have no clue.
800
00:35:00,559 –> 00:35:06,239
Speaker 2: Like their exposure of
process is it tells me right away,
um,
801
00:35:06,239 –> 00:35:10,000
Speaker 2: they’re probably not
working with really good realtors or
they
802
00:35:10,000 –> 00:35:13,599
Speaker 2: haven’t done the work to
make their realtors better, right?
803
00:35:13,599 –> 00:35:15,840
Speaker 2: Um, that’s my two cents,
right?
804
00:35:15,840 –> 00:35:18,159
Speaker 2: Like one of the things
that I’ve created is the walking
into
805
00:35:18,159 –> 00:35:19,119
Speaker 2: equity myth, right?
806
00:35:19,119 –> 00:35:21,760
Speaker 2: Where I all my realtors
know my phrase that I use.
807
00:35:21,760 –> 00:35:23,440
Speaker 2: I tell people this is a
myth.
808
00:35:23,440 –> 00:35:26,079
Speaker 2: So if you’re gonna tell
your clients that, be careful,
because
809
00:35:26,079 –> 00:35:29,039
Speaker 2: I’m gonna give you
contradictory advice and I’d love to
debate
810
00:35:29,039 –> 00:35:29,679
Speaker 2: it with you.
811
00:35:29,679 –> 00:35:31,039
Speaker 2: Like, let’s go through
it.
812
00:35:31,039 –> 00:35:32,800
Speaker 2: Like it’s it’s it’s a
myth.
813
00:35:32,800 –> 00:35:36,880
Speaker 2: So my realtors are
trained and we’re on the same page
of financial
814
00:35:36,880 –> 00:35:40,559
Speaker 2: planning where it’s like
uh through real estate to make sure
815
00:35:40,559 –> 00:35:43,119
Speaker 2: we’re looking at credit
if it’s possible.
816
00:35:43,119 –> 00:35:45,039
Speaker 2: I always tell clients
too.
817
00:35:45,039 –> 00:35:47,760
Speaker 2: Now, if you’re looking at
that house that everyone loves and
818
00:35:47,760 –> 00:35:49,440
Speaker 2: it’s turnkey, it’s not
going to be possible.
819
00:35:49,440 –> 00:35:52,079
Speaker 2: But Dino, the crazy part
is this, bro, when I talk about
there’s
820
00:35:52,079 –> 00:35:54,800
Speaker 2: a last opportunity, I
freaking mean it.
821
00:35:54,800 –> 00:35:59,599
Speaker 2: Credits were gone here
for about like 30 days, and then all
822
00:35:59,599 –> 00:36:02,079
Speaker 2: of a sudden here, they’ve
been popping like crazy.
823
00:36:02,079 –> 00:36:05,519
Speaker 2: I’m getting credits on
most of my files right now because
I’ve
824
00:36:05,519 –> 00:36:06,800
Speaker 2: set it up for that as
well.
825
00:36:06,800 –> 00:36:09,840
Speaker 2: And then, second of all,
if we didn’t get credits on the file
826
00:36:09,840 –> 00:36:12,159
Speaker 2: because we didn’t believe
appraised value will be there
because
827
00:36:12,159 –> 00:36:15,280
Speaker 2: the neighborhood has been
going down, or um, the seller’s just
828
00:36:15,280 –> 00:36:15,840
Speaker 2: not open, right?
829
00:36:15,840 –> 00:36:16,960
Speaker 2: They’re just stuck in old
thinking.
830
00:36:16,960 –> 00:36:20,159
Speaker 2: The listing agent doesn’t
know anything but passing out
business
831
00:36:20,159 –> 00:36:23,039
Speaker 2: cards, like they’ve been
in the industry 20 years plus,
right?
832
00:36:23,039 –> 00:36:25,599
Speaker 2: Like if they’re that type
of stubborn, what I’m actually
seeing,
833
00:36:25,599 –> 00:36:29,039
Speaker 2: like one of the clients
um was even shopping like a credit
union,
834
00:36:29,039 –> 00:36:32,800
Speaker 2: and I just did a lender
paid 100 buy down and it won.
835
00:36:32,800 –> 00:36:37,679
Speaker 2: You know, like people
want there, these payments are too
high,
836
00:36:37,679 –> 00:36:40,320
Speaker 2: and the fear of a new
payment this high is really
overwhelming
837
00:36:40,320 –> 00:36:41,679
Speaker 2: for for clients.
838
00:36:41,679 –> 00:36:44,400
Speaker 2: So if you aren’t
listening, you’re never gonna hear
that.
839
00:36:44,400 –> 00:36:46,719
Speaker 2: But if you are listening,
you’re gonna hear that and you’re
840
00:36:46,719 –> 00:36:48,400
Speaker 2: gonna see the solution of
temporary buy downs.
841
00:36:48,400 –> 00:36:52,960
Speaker 2: It’s much better, and
people actually really, really love
it.
842
00:36:52,960 –> 00:36:56,079
Speaker 2: And here’s the best part
Dino, when you’re when you’re going
843
00:36:56,079 –> 00:36:58,239
Speaker 2: over there with your
friends and they’re like, Oh, what
did
844
00:36:58,239 –> 00:37:00,079
Speaker 2: your what what did the
loan officer quote you?
845
00:37:00,079 –> 00:37:01,199
Speaker 2: You know what you’re
gonna say?
846
00:37:01,199 –> 00:37:02,320
Speaker 2: You’re gonna say 4.75.
847
00:37:02,320 –> 00:37:08,159
Speaker 2: You’re not gonna say 6.75
with two on buy down.
848
00:37:08,159 –> 00:37:13,440
Speaker 2: Like it actually also
helps deter any type of like uh
shopping
849
00:37:13,440 –> 00:37:14,719
Speaker 2: in that way.
850
00:37:14,719 –> 00:37:20,800
Speaker 2: Cool.
851
00:37:20,800 –> 00:37:27,039
Speaker 2: Um, so third piece,
right, is uh the regular
pre-approval uh
852
00:37:27,039 –> 00:37:28,559
Speaker 2: versus VIP pre-approval.
853
00:37:28,559 –> 00:37:32,800
Speaker 2: So after we exhaust all
the pieces, we see all their fears,
854
00:37:32,800 –> 00:37:33,440
Speaker 2: concerns addressed.
855
00:37:33,440 –> 00:37:35,440
Speaker 2: Um, we kind of go through
all that.
856
00:37:35,440 –> 00:37:37,119
Speaker 2: I go, okay, so here are
the next steps.
857
00:37:37,119 –> 00:37:40,880
Speaker 2: So, Dino, uh the next
step is gonna be you deciding to
move
858
00:37:40,880 –> 00:37:43,519
Speaker 2: forward with uh the
regular pre-approval, which in many
cases
859
00:37:43,519 –> 00:37:44,320
Speaker 2: we’ve already completed.
860
00:37:44,320 –> 00:37:46,800
Speaker 2: So we’re like, we just
move forward as is, you start
shopping
861
00:37:46,800 –> 00:37:48,000
Speaker 2: this weekend, it’s great.
862
00:37:48,000 –> 00:37:50,079
Speaker 2: Um, or we do with the VIP
pre-approval.
863
00:37:50,079 –> 00:37:52,000
Speaker 2: Here’s some of the
biggest differences.
864
00:37:52,000 –> 00:37:55,039
Speaker 2: Uh a VIP pre-approval is
gonna be fully underwritten.
865
00:37:55,039 –> 00:37:57,920
Speaker 2: We’re gonna be able to
close the transaction in 15 to 17
days.
866
00:37:57,920 –> 00:38:00,559
Speaker 2: We’re gonna be able to
reduce contingencies to 10 to 12
days.
867
00:38:00,559 –> 00:38:03,840
Speaker 2: Um, and pretty much I’m
gonna be able to help you look more
868
00:38:03,840 –> 00:38:07,519
Speaker 2: like cash so that you’re
actually enabled with everything you
869
00:38:07,519 –> 00:38:09,440
Speaker 2: need to negotiate even
better.
870
00:38:09,440 –> 00:38:12,159
Speaker 2: Like that’s where you and
your realtor can actually get you
871
00:38:12,159 –> 00:38:12,559
Speaker 2: a better deal.
872
00:38:12,559 –> 00:38:16,960
Speaker 2: So the VIP pre-approval
gives you that cash-like
presentation
873
00:38:16,960 –> 00:38:22,400
Speaker 2: you want to have because
getting a good deal on the house
means
874
00:38:22,400 –> 00:38:25,280
Speaker 2: making the seller want
you more than they want any other
offer.
875
00:38:25,280 –> 00:38:28,719
Speaker 2: And being like cash is
going to give them that incentive.
876
00:38:28,719 –> 00:38:31,920
Speaker 2: And then the regular
pre-approval, it’s cool.
877
00:38:31,920 –> 00:38:34,559
Speaker 2: We will, it’s it’s better
than the industry standard.
878
00:38:34,559 –> 00:38:37,760
Speaker 2: My pre-approval, better
my pre-approvals by my standard are
879
00:38:37,760 –> 00:38:38,719
Speaker 2: much better than the
industry standard.
880
00:38:38,719 –> 00:38:40,719
Speaker 2: We still close in 21 to
25 days.
881
00:38:40,719 –> 00:38:42,719
Speaker 2: Uh contingencies get
reduced to 15.
882
00:38:42,719 –> 00:38:47,280
Speaker 2: So you’re you’re still
faster than the regular horses out
there,
883
00:38:47,280 –> 00:38:48,639
Speaker 2: but you’re not the
fastest.
884
00:38:48,639 –> 00:38:52,239
Speaker 2: I would recommend with
the credit strategy we’re thinking
through,
885
00:38:52,239 –> 00:38:54,880
Speaker 2: another reason to talk
about temporary buy downs, guys.
886
00:38:54,880 –> 00:38:57,440
Speaker 2: I’d recommend with the
credit strategy we’re thinking
through
887
00:38:57,440 –> 00:39:00,320
Speaker 2: and what we’re trying to
negotiate in this market, I would
recommend
888
00:39:00,320 –> 00:39:01,199
Speaker 2: the VIP pre-approval.
889
00:39:01,199 –> 00:39:03,440
Speaker 2: There’s three things I
need for the VIP pre-approval.
890
00:39:03,440 –> 00:39:08,000
Speaker 2: Um, and this varies,
right, based on on file, but I will
say
891
00:39:08,000 –> 00:39:11,760
Speaker 2: um we’ll need a hard
credit check or soft credit check,
whatever
892
00:39:11,760 –> 00:39:13,440
Speaker 2: the piece is, and more
documents.
893
00:39:13,440 –> 00:39:16,800
Speaker 2: So I want to make sure
you’re aware we’re gonna start the
process
894
00:39:16,800 –> 00:39:19,920
Speaker 2: that doesn’t get started
with lenders until day one of an
open
895
00:39:19,920 –> 00:39:20,159
Speaker 2: escrow.
896
00:39:20,159 –> 00:39:21,360
Speaker 2: We’re gonna start it now.
897
00:39:21,360 –> 00:39:23,679
Speaker 2: We’re gonna invest
forward, we’re gonna fully
underwrite, we’re
898
00:39:23,679 –> 00:39:25,760
Speaker 2: gonna process your file,
we’re gonna get everything set.
899
00:39:25,760 –> 00:39:28,880
Speaker 2: With that comes more
scrutiny on the documentation side.
900
00:39:28,880 –> 00:39:30,239
Speaker 2: So please don’t shoot the
messenger.
901
00:39:30,239 –> 00:39:34,000
Speaker 2: If we have more docs
needed, don’t think like we’re just
harder
902
00:39:34,000 –> 00:39:35,440
Speaker 2: to work with than others
either.
903
00:39:35,440 –> 00:39:38,480
Speaker 2: It’s just we’re doing all
the work that people wait to do
later
904
00:39:38,480 –> 00:39:39,199
Speaker 2: up front.
905
00:39:39,199 –> 00:39:41,280
Speaker 2: So if there is more
documents, that’s the norm.
906
00:39:41,280 –> 00:39:42,079
Speaker 2: That’s why.
907
00:39:42,079 –> 00:39:43,760
Speaker 2: So I want to make sure
one, you’re aware of that.
908
00:39:43,760 –> 00:39:46,480
Speaker 2: Two, I want to make sure
we’re on the same page as far as the
909
00:39:46,480 –> 00:39:47,440
Speaker 2: offer strategy goes.
910
00:39:47,440 –> 00:39:50,000
Speaker 2: Because what I’m about to
do is I’m gonna enable you with a
911
00:39:50,000 –> 00:39:51,119
Speaker 2: Ferrari to go into a
race.
912
00:39:51,119 –> 00:39:53,760
Speaker 2: And we need to make sure
that you’re set and ready to put
your
913
00:39:53,760 –> 00:39:55,840
Speaker 2: foot to the uh pedal to
the metal on it.
914
00:39:55,840 –> 00:39:59,679
Speaker 2: So, what I mean by that
is this the secret to getting your
offer
915
00:39:59,679 –> 00:40:02,400
Speaker 2: accepted, and the one I
want to make sure we’re on the same
916
00:40:02,400 –> 00:40:05,920
Speaker 2: page on is making sure
you’re thinking, how do I make the
seller
917
00:40:05,920 –> 00:40:06,719
Speaker 2: say yes?
918
00:40:06,719 –> 00:40:12,000
Speaker 2: One of the best ways to
make the seller say yes is knowing
they’re
919
00:40:12,000 –> 00:40:15,119
Speaker 2: gonna be looking at speed
of how fast you can close.
920
00:40:15,119 –> 00:40:18,079
Speaker 2: They’re gonna be looking
at the price you bring in and their
921
00:40:18,079 –> 00:40:20,639
Speaker 2: net profit if you’re
looking at temporary buy downs or
credits.
922
00:40:20,639 –> 00:40:22,320
Speaker 2: They’re gonna be looking
at risk.
923
00:40:22,320 –> 00:40:25,519
Speaker 2: How long do you have
contingencies where they’re at risk
of
924
00:40:25,519 –> 00:40:26,960
Speaker 2: losing the transaction
with no benefit?
925
00:40:26,960 –> 00:40:29,039
Speaker 2: Then they’re gonna be
looking at desire.
926
00:40:29,039 –> 00:40:30,800
Speaker 2: Do they want to sell to
you?
927
00:40:30,800 –> 00:40:34,400
Speaker 2: So, my job is to make
sure we perform quick on all the
other
928
00:40:34,400 –> 00:40:34,639
Speaker 2: pieces.
929
00:40:34,639 –> 00:40:38,639
Speaker 2: My job is to make sure
you have everything you need to go
quickly.
930
00:40:38,639 –> 00:40:41,119
Speaker 2: So, what I mean by that
is this, you know.
931
00:40:41,119 –> 00:40:45,360
Speaker 2: Once we’re done with this
uh presentation today, I’m gonna
update
932
00:40:45,360 –> 00:40:48,480
Speaker 2: these numbers to show
everything in the price range that
you’re
933
00:40:48,480 –> 00:40:50,639
Speaker 2: shopping, 1.15 to 1.2.
934
00:40:50,639 –> 00:40:54,960
Speaker 2: You’re gonna see the
difference of purchase price every
25 grand.
935
00:40:54,960 –> 00:40:58,480
Speaker 2: So you’re gonna have a
guardrail of what price point will
keep
936
00:40:58,480 –> 00:41:00,639
Speaker 2: you within the budget you
said you’re comfortable with.
937
00:41:00,639 –> 00:41:02,400
Speaker 2: All that means is this.
938
00:41:02,400 –> 00:41:06,000
Speaker 2: Now, when you go see a
house Saturday morning with you and
your
939
00:41:06,000 –> 00:41:09,119
Speaker 2: lovely wife, when you
walk out of the house, be very
attentive
940
00:41:09,119 –> 00:41:10,320
Speaker 2: to those ring cameras.
941
00:41:10,320 –> 00:41:13,920
Speaker 2: Find something in the
house to associate yourself with and
bring
942
00:41:13,920 –> 00:41:17,039
Speaker 2: that to the ring camera
so they know that, oh my gosh, this
943
00:41:17,039 –> 00:41:18,400
Speaker 2: family is not just lovely
looking.
944
00:41:18,400 –> 00:41:19,119
Speaker 2: They’re really sweet.
945
00:41:19,119 –> 00:41:22,239
Speaker 2: They connected with us
on, you know, the Greek thing here
in
946
00:41:22,239 –> 00:41:22,480
Speaker 2: the kitchen.
947
00:41:22,480 –> 00:41:24,159
Speaker 2: I can’t believe they even
noticed that.
948
00:41:24,159 –> 00:41:28,239
Speaker 2: And the thing to do next
is make sure there’s an offer ready
949
00:41:28,239 –> 00:41:32,000
Speaker 2: to be sent to them and in
their inbox within an hour.
950
00:41:32,000 –> 00:41:37,119
Speaker 2: You get the momentum when
the iron is hot, and you place an
951
00:41:37,119 –> 00:41:39,360
Speaker 2: offer in front of that
seller right when they saw who you
are
952
00:41:39,360 –> 00:41:40,800
Speaker 2: as a person because you
know they’re listening.
953
00:41:40,800 –> 00:41:42,800
Speaker 2: That’s gonna give us the
traction.
954
00:41:42,800 –> 00:41:44,000
Speaker 2: We need to go quickly.
955
00:41:44,000 –> 00:41:47,679
Speaker 2: So most of the time,
people talk, okay, go get your
numbers,
956
00:41:47,679 –> 00:41:49,679
Speaker 2: go ask Soci and updated
numbers.
957
00:41:49,679 –> 00:41:50,960
Speaker 2: I can update numbers for
you, right?
958
00:41:50,960 –> 00:41:52,079
Speaker 2: I’ll do that all day
long.
959
00:41:52,079 –> 00:41:54,880
Speaker 2: But Saturday’s numbers
are gonna be different than Mondays
because
960
00:41:54,880 –> 00:41:58,079
Speaker 2: the market’s different
and people lose opportunities
because
961
00:41:58,079 –> 00:41:59,599
Speaker 2: they delay unnecessarily.
962
00:41:59,599 –> 00:42:02,079
Speaker 2: That’s what I want to
share with you.
963
00:42:02,079 –> 00:42:06,800
Speaker 2: When you place an offer,
it’s real, it’s legal, it’s legit,
964
00:42:06,800 –> 00:42:09,920
Speaker 2: but it’s not fully
obligational in the way that you
don’t have
965
00:42:09,920 –> 00:42:10,320
Speaker 2: outs.
966
00:42:10,320 –> 00:42:13,519
Speaker 2: You don’t have to know
every single cent.
967
00:42:13,519 –> 00:42:14,719
Speaker 2: You have a range.
968
00:42:14,719 –> 00:42:18,159
Speaker 2: Give yourself permission
to place an offer quickly so you can
969
00:42:18,159 –> 00:42:21,199
Speaker 2: negotiate terms because
once terms are negotiated again,
Dino,
970
00:42:21,199 –> 00:42:23,119
Speaker 2: you’re and I are gonna
jump on a much shorter meeting.
971
00:42:23,119 –> 00:42:25,519
Speaker 2: It’s gonna be 15 to 20
minutes, and we’re gonna go through
the
972
00:42:25,519 –> 00:42:28,960
Speaker 2: lock, uh, the the lock
your loan meeting or the contract
meeting
973
00:42:28,960 –> 00:42:31,280
Speaker 2: where we’re just gonna
talk through all the pieces and make
974
00:42:31,280 –> 00:42:32,719
Speaker 2: sure you’re fully
solidified and comfortable.
975
00:42:32,719 –> 00:42:36,800
Speaker 2: At that meeting, you
decide if you want to send your
earnest
976
00:42:36,800 –> 00:42:38,639
Speaker 2: money deposit, if you
want to pay for your appraisal.
977
00:42:38,639 –> 00:42:42,320
Speaker 2: That’s when rubber meets
the road decision time for you.
978
00:42:42,320 –> 00:42:44,159
Speaker 2: Not at the offer placing.
979
00:42:44,159 –> 00:42:46,480
Speaker 2: It’s after terms have
been confirmed.
980
00:42:46,480 –> 00:42:48,960
Speaker 2: So that’s where I just
want to make sure we’re on the same
page.
981
00:42:48,960 –> 00:42:51,039
Speaker 2: One, you’re gonna be okay
with us asking for more
documentation.
982
00:42:51,039 –> 00:42:54,239
Speaker 2: And then two, you’re
gonna be okay going quickly with
confidence
983
00:42:54,239 –> 00:42:56,800
Speaker 2: because you know that the
contract is set up in your benefit
984
00:42:56,800 –> 00:43:00,320
Speaker 2: and you know what time
and place is the rubber meets the
road
985
00:43:00,320 –> 00:43:01,519
Speaker 2: moment to make an
ultimate decision.
986
00:43:01,519 –> 00:43:05,039
Speaker 2: So you can freely place
offers on properties you actually
like
987
00:43:05,039 –> 00:43:08,159
Speaker 2: on a scale seven or uh
scale one to ten, seven or more.
988
00:43:08,159 –> 00:43:10,480
Speaker 2: If it’s seven or more,
just place the offer.
989
00:43:10,480 –> 00:43:13,039
Speaker 2: Let’s try to get terms so
then I can show you what it actually
990
00:43:13,039 –> 00:43:14,000
Speaker 2: means to you in
translation.
991
00:43:14,000 –> 00:43:16,880
Speaker 2: So, first thing, you’re
okay with more documentation.
992
00:43:16,880 –> 00:43:21,599
Speaker 2: Second thing, you’re
really uh excited and set to be able
to
993
00:43:21,599 –> 00:43:24,320
Speaker 2: place quick offers, ready
to go to be able to get you the best
994
00:43:24,320 –> 00:43:24,559
Speaker 2: terms.
995
00:43:24,559 –> 00:43:28,320
Speaker 2: And then third, one of
the broker um policies that we have
here
996
00:43:28,320 –> 00:43:31,039
Speaker 2: is they don’t allow us to
put this type of investment up front
997
00:43:31,039 –> 00:43:33,599
Speaker 2: unless the client has
determined they want to work with
us.
998
00:43:33,599 –> 00:43:35,840
Speaker 2: So if you’re still
shopping around, totally cool.
999
00:43:35,840 –> 00:43:36,960
Speaker 2: There’s no pressure right
now.
1000
00:43:36,960 –> 00:43:38,800
Speaker 2: I’m gonna send you a
video explaining this again.
1001
00:43:38,800 –> 00:43:41,679
Speaker 2: Um, but we do ask that if
you want to do the VIP pre approval,
1002
00:43:41,679 –> 00:43:43,199
Speaker 2: more documents might be
needed.
1003
00:43:43,199 –> 00:43:44,079
Speaker 2: So you’re okay with it.
1004
00:43:44,079 –> 00:43:46,320
Speaker 2: You’re gonna place offers
quickly, and you’ve determined that
1005
00:43:46,320 –> 00:43:47,840
Speaker 2: we’re gonna be the lender
for you in this transaction.
1006
00:43:47,840 –> 00:43:50,639
Speaker 2: That’s the VIP pre
approval, right?
1007
00:43:50,639 –> 00:43:52,320
Speaker 2: And at that point, they
show their cards.
1008
00:43:52,320 –> 00:43:53,840
Speaker 2: Are they shopping
somebody else?
1009
00:43:53,840 –> 00:43:56,159
Speaker 2: Is there something they
don’t like about our process, right?
1010
00:43:56,159 –> 00:43:59,119
Speaker 2: Like that’s when we can
actually renegotiate and try to
figure
1011
00:43:59,119 –> 00:43:59,440
Speaker 2: it out.
1012
00:43:59,440 –> 00:44:03,599
Speaker 2: Before they’re bugging me
on a Saturday to place an offer,
before
1013
00:44:03,599 –> 00:44:06,559
Speaker 2: I’m calling the listing
agent, and before all of a sudden
escrow’s
1014
00:44:06,559 –> 00:44:10,559
Speaker 2: open, and now I’m shocked
that they wasted my time, you know?
1016
00:44:11,519 –> 00:44:11,519
Speaker 3: Yeah.
1017
00:44:11,519 –> 00:44:13,199
Speaker 3: No, that’s great.
1018
00:44:13,199 –> 00:44:15,199
Speaker 3: Um, a few things.
1019
00:44:15,199 –> 00:44:21,920
Speaker 3: One, I mean, I think just
the ring camera is probably the best
1020
00:44:21,920 –> 00:44:23,039
Speaker 3: thing out there that I’ve
heard.
1021
00:44:23,039 –> 00:44:26,159
Speaker 3: Uh, I don’t know why I
didn’t think of that, but I love it.
1022
00:44:26,159 –> 00:44:27,599
Speaker 3: I’m gonna start telling
everybody.
1023
00:44:27,599 –> 00:44:35,199
Speaker 3: Um, and in number two,
one of the things I used to do was I
1024
00:44:35,199 –> 00:44:38,320
Speaker 3: I hear all the time, it’s
like, oh, they’re driving me insane.
1025
00:44:38,320 –> 00:44:41,679
Speaker 3: It’s like, you know, what
if the interest rate drops, you
know,
1026
00:44:41,679 –> 00:44:42,320
Speaker 3: a quarter point?
1027
00:44:42,320 –> 00:44:43,679
Speaker 3: What’s my payment gonna
be?
1028
00:44:43,679 –> 00:44:47,039
Speaker 3: So I always used to go
through that, never in my first
consultation,
1029
00:44:47,039 –> 00:44:51,599
Speaker 3: but usually in my second,
I would have it where after the
pre-approval
1030
00:44:51,599 –> 00:44:55,119
Speaker 3: was all done, I would get
on and I would actually do a screen
1031
00:44:55,119 –> 00:44:58,719
Speaker 3: share and open up the LOS
that I was working on, along with
1032
00:44:58,719 –> 00:45:00,480
Speaker 3: the mortgage coach that
we prepared for him.
1033
00:45:00,480 –> 00:45:03,679
Speaker 3: I said, here’s here’s
something you guys need to know.
1034
00:45:03,679 –> 00:45:06,719
Speaker 3: This pre-approval letter
that we gave you can change.
1035
00:45:06,719 –> 00:45:09,519
Speaker 3: And today I’m going to
show you how we can change.
1036
00:45:09,519 –> 00:45:10,639
Speaker 3: I’ll give you an example.
1037
00:45:10,639 –> 00:45:13,760
Speaker 3: And this is, you know,
depending on where you live, but
since
1038
00:45:13,760 –> 00:45:17,119
Speaker 3: Susie and I live in in
Orange County, if you’re buying a
house
1039
00:45:17,119 –> 00:45:23,360
Speaker 3: in Mission Viejo,
property tax rates are probably like
1.03%.
1040
00:45:23,360 –> 00:45:28,480
Speaker 3: In the next city over in
La Dara Ranch, they’re like at 1.7%.
1041
00:45:28,480 –> 00:45:31,840
Speaker 3: The next city past that,
they’re 2%.
1042
00:45:31,840 –> 00:45:35,519
Speaker 3: So very simply, this
could change, or if you’re in the
condo
1043
00:45:35,519 –> 00:45:39,920
Speaker 3: market, we’re based in on
a HOA price of this.
1044
00:45:39,920 –> 00:45:45,360
Speaker 3: If you find the perfect
condo and it’s a $700 HOA, it
changes
1045
00:45:45,360 –> 00:45:45,920
Speaker 3: everything.
1046
00:45:45,920 –> 00:45:49,840
Speaker 3: So I’m gonna walk you
through how things can change so
that
1047
00:45:49,840 –> 00:45:51,440
Speaker 3: you know nothing is set
in stone.
1048
00:45:51,440 –> 00:45:54,639
Speaker 3: And I’m also gonna walk
you through what happens if the
interest
1049
00:45:54,639 –> 00:45:56,559
Speaker 3: rates go down by a
quarter point.
1050
00:45:56,559 –> 00:45:59,039
Speaker 3: How much more property
can you qualify for?
1051
00:45:59,039 –> 00:46:01,119
Speaker 3: What happens if they go
up a quarter point?
1052
00:46:01,119 –> 00:46:02,880
Speaker 3: What does that do to your
approval?
1053
00:46:02,880 –> 00:46:08,320
Speaker 3: And and what I found is
by again going back to that comment
1054
00:46:08,320 –> 00:46:09,920
Speaker 3: of everything takes too
long.
1055
00:46:09,920 –> 00:46:11,039
Speaker 3: You know what?
1056
00:46:11,039 –> 00:46:16,320
Speaker 3: Do things right the first
time, and you will find that you
won’t
1057
00:46:16,320 –> 00:46:19,199
Speaker 3: have to go through and do
all this stuff over and over again.
1058
00:46:19,199 –> 00:46:22,880
Speaker 3: And and I learned this at
a Todd Duncan seminar a long time
1059
00:46:22,880 –> 00:46:22,880
Speaker 3:ago.
1060
00:46:22,880 –> 00:46:24,480
Speaker 3: I I went to it, right?
1061
00:46:24,480 –> 00:46:27,760
Speaker 3: And I was I was wanting
to learn the secret sauce.
1062
00:46:27,760 –> 00:46:33,199
Speaker 3: And his whole weekend was
about slow down to speed up.
1063
00:46:33,199 –> 00:46:36,320
Speaker 3: And I remember being in
there, and I don’t know, several
hours
1064
00:46:36,320 –> 00:46:38,719
Speaker 3: later, I’m like, man, I’m
not here to slow down, I’m here to
1065
00:46:38,719 –> 00:46:39,519
Speaker 3: speed up.
1066
00:46:39,519 –> 00:46:41,840
Speaker 3: I’m thinking of myself,
you know?
1067
00:46:41,840 –> 00:46:45,760
Speaker 3: And and by the end of the
whole thing, I realized I better
slow
1068
00:46:45,760 –> 00:46:47,199
Speaker 3: down so I can speed up.
1069
00:46:47,199 –> 00:46:51,840
Speaker 3: And in this, what Sosie’s
doing here is slowing down so he can
1070
00:46:51,840 –> 00:46:52,320
Speaker 3: speed up.
1071
00:46:52,320 –> 00:46:55,760
Speaker 3: And and trust me, you
guys, when I tell you, take the
extra
1072
00:46:55,760 –> 00:46:55,760
Speaker 3:time.
1073
00:46:55,760 –> 00:46:58,800
Speaker 3: You’ll cover you, you
need to do it the right way, though.
1074
00:46:58,800 –> 00:47:02,159
Speaker 3: You got to cover all the
basis, you got to educate them, you
1075
00:47:02,159 –> 00:47:06,239
Speaker 3: gotta you gotta help them
to feel confident, and you gotta
help
1076
00:47:06,239 –> 00:47:07,360
Speaker 3: them to have hope.
1077
00:47:07,360 –> 00:47:11,280
Speaker 3: Because remember, buying
a house is scary for a lot of
people,
1078
00:47:11,280 –> 00:47:16,480
Speaker 3: and your job isn’t just
to get them the loan, it could be
just
1079
00:47:16,480 –> 00:47:16,880
Speaker 3: your job.
1080
00:47:16,880 –> 00:47:20,559
Speaker 3: And there’s a lot of
people that have jobs, but this is
your
1081
00:47:20,559 –> 00:47:25,840
Speaker 3: career, and you’re their
guy, period, for life.
1082
00:47:25,840 –> 00:47:29,760
Speaker 3: And if you slow down
right now, you not only get a loan,
but
1083
00:47:29,760 –> 00:47:34,000
Speaker 3: you get clients for life,
which also leads to multiple
referrals
1084
00:47:34,000 –> 00:47:38,239
Speaker 3: throughout the generation
of you know, home buying here.
1085
00:47:38,239 –> 00:47:39,920
Speaker 3: So I I love it, Soucy.
1086
00:47:39,920 –> 00:47:41,199
Speaker 3: That that’s good stuff.
1087
00:47:41,199 –> 00:47:46,960
Speaker 3: Um, you know, the the
other thing that I’ve haven’t heard
before,
1088
00:47:46,960 –> 00:47:48,719
Speaker 3: which I liked, is the VIP
approval.
1089
00:47:48,719 –> 00:47:52,960
Speaker 3: And everybody feels
special when they’re VIP.
1090
00:47:52,960 –> 00:47:56,400
Speaker 3: I mean, it’s just it is
what it is, and and the way that you
1091
00:47:56,400 –> 00:48:00,400
Speaker 3: classify that, and it’s
almost like a hey, this isn’t gonna
1092
00:48:00,400 –> 00:48:01,039
Speaker 3: cost you more money.
1093
00:48:01,039 –> 00:48:05,599
Speaker 3: All you gotta do is have
a little commitment to being a good
1094
00:48:05,599 –> 00:48:05,840
Speaker 3: buyer.
1095
00:48:05,840 –> 00:48:08,400
Speaker 3: And if if you do that,
you’re VIP.
1096
00:48:08,400 –> 00:48:09,920
Speaker 3: I love that.
1098
00:48:11,119 –> 00:48:13,519
Speaker 2: I know if too many people
start doing it, I’m gonna I’m gonna
1099
00:48:13,519 –> 00:48:15,760
Speaker 2: have to call it like the
founder’s uh pre-approval.
1100
00:48:15,760 –> 00:48:18,159
Speaker 2: Yeah, like I’m gonna
think it’s important.
1101
00:48:18,159 –> 00:48:21,039
Speaker 2: Next level, the private
pre-approval.
1103
00:48:22,320 –> 00:48:22,800
Speaker 3: Yeah, exactly.
1104
00:48:22,800 –> 00:48:26,320
Speaker 3: Um, okay, so so that’s
all good stuff, man.
1105
00:48:26,320 –> 00:48:27,440
Speaker 3: I thank you for that.
1106
00:48:27,440 –> 00:48:30,880
Speaker 3: Now, um, I didn’t tell
you, I don’t think I told you about
this
1107
00:48:30,880 –> 00:48:35,440
Speaker 3: because it’s it’s fairly
new and I like to get it like off
the
1108
00:48:35,440 –> 00:48:35,679
Speaker 3: cuff.
1109
00:48:35,679 –> 00:48:36,239
Speaker 3: Yeah.
1110
00:48:36,239 –> 00:48:40,239
Speaker 3: So I’m gonna ask you a
series of questions here in the
lightning
1111
00:48:40,239 –> 00:48:40,800
Speaker 3: round.
1113
00:48:41,280 –> 00:48:42,079
Speaker: Let’s do it.
1115
00:48:42,960 –> 00:48:43,280
Speaker 3: All right.
1116
00:48:43,280 –> 00:48:48,559
Speaker 3: Um, what is the first
move of your workday?
1117
00:48:48,559 –> 00:48:51,760
Speaker 3: First move of my workday,
clear out my email.
1118
00:48:51,760 –> 00:48:58,960
Speaker 3: And this isn’t one of the
questions, but what’s the last move
1119
00:48:58,960 –> 00:48:59,519
Speaker 3: of your workday?
1120
00:48:59,519 –> 00:49:01,039
Speaker 3: Clear out my email.
1121
00:49:01,039 –> 00:49:04,239
Speaker 3: Yeah, that’s I was kind
of trying to figure out where all
that
1122
00:49:04,239 –> 00:49:04,400
Speaker 3: landed.
1123
00:49:04,400 –> 00:49:04,880
Speaker 3: Okay.
1124
00:49:04,880 –> 00:49:10,159
Speaker 3: Um, I I have a love-hate
relationship with email, and I I get
1125
00:49:10,159 –> 00:49:12,159
Speaker 3: panic attacks when I see
too many emails.
1126
00:49:12,159 –> 00:49:13,840
Speaker 3: So I have to clear them.
1127
00:49:13,840 –> 00:49:15,360
Speaker 3: Like it just I have to.
1129
00:49:15,920 –> 00:49:19,119
Speaker 2: For the top producers
that have 5,000 emails in their
inbox,
1130
00:49:19,119 –> 00:49:21,199
Speaker 2: I’m like, what the heck
is wrong with you?
1131
00:49:21,199 –> 00:49:22,000
Speaker 2: You guys are psychos.
1133
00:49:22,960 –> 00:49:24,960
Speaker 3: Like, don’t get it.
1134
00:49:24,960 –> 00:49:26,800
Speaker 3: I can’t even imagine.
1135
00:49:26,800 –> 00:49:29,599
Speaker 3: I see that sometimes on
people’s phones when they’re showing
1136
00:49:29,599 –> 00:49:30,000
Speaker 3: me something.
1137
00:49:30,000 –> 00:49:31,599
Speaker 3: I’m like, how do you do
this?
1138
00:49:31,599 –> 00:49:35,280
Speaker 3: It’s just a different
methodology of you know how they do
things.
1139
00:49:35,280 –> 00:49:36,880
Speaker 3: I don’t know, I’m not
gonna question it.
1140
00:49:36,880 –> 00:49:41,280
Speaker 3: Uh, but second question
in regards to a client, do you call
1141
00:49:41,280 –> 00:49:43,119
Speaker 3: or text them when you
want to communicate with them?
1142
00:49:43,119 –> 00:49:44,639
Speaker 3: Or email for that matter?
1143
00:49:44,639 –> 00:49:47,920
Speaker 3: Uh text or email.
1144
00:49:47,920 –> 00:49:50,000
Speaker 3: Email preferred.
1145
00:49:50,000 –> 00:49:52,079
Speaker 3: You do it off your what’s
that?
1146
00:49:52,079 –> 00:49:52,880
Speaker 3: Email preferred.
1147
00:49:52,880 –> 00:49:53,599
Speaker 3: Email preferred.
1148
00:49:53,599 –> 00:49:54,320
Speaker 3: Email preferred.
1149
00:49:54,320 –> 00:49:57,840
Speaker 3: When you text them, do
you call them from your do you text
them
1150
00:49:57,840 –> 00:50:00,079
Speaker 3: from your cell phone
number or do you have a phone
system?
1152
00:50:00,639 –> 00:50:04,239
Speaker 2: I text them from the cell
phone number that is publicly known
1153
00:50:04,239 –> 00:50:05,599
Speaker 2: as my cell phone number.
1155
00:50:06,320 –> 00:50:09,199
Speaker 3: So my system, but it’s a
phone system, uh yeah, it’s a VOIP.
1156
00:50:09,199 –> 00:50:16,000
Speaker 3: Um when you’re dealing
with referral partners, do you call
or
1157
00:50:16,000 –> 00:50:16,559
Speaker 3: text them?
1158
00:50:16,559 –> 00:50:17,039
Speaker 3: Text.
1160
00:50:18,719 –> 00:50:19,440
Speaker 2: Unless they’re new.
1161
00:50:19,440 –> 00:50:22,880
Speaker 2: If they’re new and I
haven’t built a relationship yet,
I’m calling,
1162
00:50:22,880 –> 00:50:24,800
Speaker 2: I’m connecting, I’m
schmoozing.
1164
00:50:26,320 –> 00:50:26,320
Speaker 3: Yeah.
1165
00:50:26,320 –> 00:50:30,159
Speaker 3: Best money under $500
that you’ve spent in your business.
1166
00:50:30,159 –> 00:50:31,840
Speaker 3: Best money at $500?
1167
00:50:31,840 –> 00:50:33,199
Speaker 3: Under $500.
1168
00:50:33,199 –> 00:50:34,400
Speaker 3: Oh, claw.
1170
00:50:36,639 –> 00:50:37,280
Speaker 1: All day long.
1172
00:50:38,159 –> 00:50:38,800
Speaker 3: All day long.
1173
00:50:38,800 –> 00:50:42,559
Speaker 3: Are you which which one
do you have right now?
1174
00:50:42,559 –> 00:50:45,920
Speaker 3: $25, $23 or $100 or $100.
1175
00:50:45,920 –> 00:50:48,079
Speaker 3: Which uh subscription do
you have?
1177
00:50:48,480 –> 00:50:49,280
Speaker 2: Uh, I’d have to look.
1178
00:50:49,280 –> 00:50:51,440
Speaker 2: We did an enterprise
subscription for the company, and
we’re
1179
00:50:51,440 –> 00:50:54,639
Speaker 2: doing everything co-work,
claw design, like all of it.
1181
00:50:54,880 –> 00:50:57,440
Speaker 3: Uh the reason why I asked
is I was at that, I don’t know, I
1182
00:50:57,440 –> 00:50:58,079
Speaker 3: think it’s $20 or $25.
1183
00:50:58,079 –> 00:51:01,199
Speaker 3: And the next thing I
know, I’m busting through that like
crazy,
1184
00:51:01,199 –> 00:51:03,119
Speaker 3: and I’m at a hundred
dollars a month now.
1185
00:51:03,119 –> 00:51:05,920
Speaker 3: Yeah, I’m we’re not at
the 25.
1187
00:51:07,280 –> 00:51:07,280
unknown: Okay.
1189
00:51:07,840 –> 00:51:08,960
Speaker 2: Especially with
everything we’re building.
1190
00:51:08,960 –> 00:51:09,599
Speaker 2: Yeah.
1192
00:51:10,079 –> 00:51:10,079
Speaker 3: Yeah.
1193
00:51:10,079 –> 00:51:13,760
Speaker 3: And and I and I couldn’t
believe once I got well, I think
once
1194
00:51:13,760 –> 00:51:17,920
Speaker 3: Fable 5 came out, we’re
just like busting through the the
$100
1195
00:51:17,920 –> 00:51:18,800
Speaker 3: a month one.
1196
00:51:18,800 –> 00:51:19,199
Speaker 3: It’s crazy.
1198
00:51:19,599 –> 00:51:21,280
Speaker 2: I literally, I I go under
Fable.
1199
00:51:21,280 –> 00:51:23,840
Speaker 2: It’s like if it’s not
needed, don’t use it.
1200
00:51:23,840 –> 00:51:26,000
Speaker 2: Um, I’m Sonnet a lot of
times.
1201
00:51:26,000 –> 00:51:26,719
Speaker 2: Like, yeah.
1202
00:51:26,719 –> 00:51:30,000
Speaker 2: Um, we I mean we’ve built
out so much stuff in there, man.
1203
00:51:30,000 –> 00:51:33,199
Speaker 2: Like we have a scenario
desk in there, we’ve filled it with
1204
00:51:33,199 –> 00:51:34,480
Speaker 2: all the guides of our top
partners.
1205
00:51:34,480 –> 00:51:38,480
Speaker 2: Like it’s it’s it’s a
it’s the DNA of the company right
now.
1207
00:51:39,119 –> 00:51:39,119
Speaker 3: Nice.
1209
00:51:39,840 –> 00:51:39,840
Speaker 2: Yeah.
1211
00:51:40,320 –> 00:51:43,760
Speaker 3: And does everybody in the
entire company work off of that or
1212
00:51:43,760 –> 00:51:44,480
Speaker 3: just a few people?
1214
00:51:45,039 –> 00:51:47,519
Speaker 2: No, every loan officer
has access, and they’re all using
the
1215
00:51:47,519 –> 00:51:51,519
Speaker 2: marketing uh projects
that we’ve created, the scenario
desks
1216
00:51:51,519 –> 00:51:52,320
Speaker 2: we’ve created.
1217
00:51:52,320 –> 00:51:54,400
Speaker 2: Um, they’re using all of
it.
1219
00:51:54,880 –> 00:51:55,280
Speaker 3: That’s awesome.
1220
00:51:55,280 –> 00:51:56,079
Speaker 3: I love that.
1222
00:51:56,719 –> 00:51:56,719
unknown: Yeah.
1224
00:51:57,760 –> 00:52:01,599
Speaker 3: Out of curiosity, because
the before Claude, right, everybody
1225
00:52:01,599 –> 00:52:02,559
Speaker 3: had all these different
things.
1226
00:52:02,559 –> 00:52:05,360
Speaker 3: Let’s let’s say
pre-Claude, what’s the best
technology?
1227
00:52:05,360 –> 00:52:06,719
Speaker 3: Which one?
1228
00:52:06,719 –> 00:52:07,519
Speaker 3: Mortgage coach.
1230
00:52:07,920 –> 00:52:08,159
Speaker 2: Mortgage coach.
1231
00:52:08,159 –> 00:52:09,119
Speaker 2: Mortgage coach, yeah.
1232
00:52:09,119 –> 00:52:09,360
Speaker 2: 100%.
1233
00:52:09,360 –> 00:52:13,679
Speaker 2: Center point of my uh of
my my advice manifesting.
1235
00:52:15,519 –> 00:52:15,519
Speaker 3: Yeah.
1236
00:52:15,519 –> 00:52:18,000
Speaker 3: Who do you steal ideas
from?
1237
00:52:18,000 –> 00:52:18,639
Speaker 3: Dino.
1239
00:52:19,360 –> 00:52:19,360
unknown: Dino.
1241
00:52:23,280 –> 00:52:23,840
Speaker 3: Great answer.
1242
00:52:23,840 –> 00:52:24,400
Speaker 3: Yeah.
1243
00:52:24,400 –> 00:52:29,199
Speaker 3: Uh any any other guys in
the industry or gals that you admire
1244
00:52:29,199 –> 00:52:31,119
Speaker 3: and be like, I I like
that.
1245
00:52:31,119 –> 00:52:32,639
Speaker 3: I’m gonna steal that.
1247
00:52:33,280 –> 00:52:33,840
Speaker 2: Yeah, yeah.
1248
00:52:33,840 –> 00:52:39,599
Speaker 2: I mean, I will share, I
will share like some of our lender
part,
1249
00:52:39,599 –> 00:52:40,639
Speaker 2: right?
1250
00:52:40,639 –> 00:52:44,000
Speaker 2: Like Rocket and the Lone
Store specifically, too.
1251
00:52:44,000 –> 00:52:46,559
Speaker 2: Like they’ve just been
doing so much from a company
standpoint,
1252
00:52:46,559 –> 00:52:49,039
Speaker 2: it shows you where the
industry is going.
1253
00:52:49,039 –> 00:52:53,679
Speaker 2: And so from a from a
owner and and and thought leader
standpoint,
1254
00:52:53,679 –> 00:52:57,760
Speaker 2: I’m really being inspired
by just those leadership people
going,
1255
00:52:57,760 –> 00:53:01,360
Speaker 2: okay, how are they
combining XYZ partnerships with this
relationship
1256
00:53:01,360 –> 00:53:03,440
Speaker 2: and this realtor and all
these pieces?
1257
00:53:03,440 –> 00:53:08,400
Speaker 2: Um, and then from uh a
creative standpoint, entrepreneur
standpoint,
1258
00:53:08,400 –> 00:53:08,800
Speaker 2: right?
1259
00:53:08,800 –> 00:53:11,119
Speaker 2: Like the Alex Ramoses of
the world.
1260
00:53:11,119 –> 00:53:15,599
Speaker 2: Um, there’s other
partners and mentors in my life too.
1261
00:53:15,599 –> 00:53:19,920
Speaker 2: Uh, paid ads by Ashley,
uh, your tax coach, like there’s so
1262
00:53:19,920 –> 00:53:22,880
Speaker 2: many people out there
that were seeing your tax coach, you
know,
1263
00:53:22,880 –> 00:53:28,320
Speaker 2: like create entrepreneur
pieces and developing them to their
1264
00:53:28,320 –> 00:53:28,480
Speaker 2: consumers.
1265
00:53:28,480 –> 00:53:31,679
Speaker 2: Um, I’m getting a lot of
ideas from them.
1266
00:53:31,679 –> 00:53:36,159
Speaker 2: Um yeah, as far as
mortgage advice ideas, I don’t feel
like
1267
00:53:36,159 –> 00:53:37,599
Speaker 2: I’ve had some big ones
recently.
1268
00:53:37,599 –> 00:53:41,760
Speaker 2: Um, Ryan Grant was a
massive mentor for me on how to
think through
1269
00:53:41,760 –> 00:53:42,079
Speaker 2: it.
1270
00:53:42,079 –> 00:53:44,880
Speaker 2: Um, the biggest mentor
for me was actually this guy who
didn’t
1271
00:53:44,880 –> 00:53:45,599
Speaker 2: produce a lot.
1272
00:53:45,599 –> 00:53:46,480
Speaker 2: Like he was a
mathematician.
1273
00:53:46,480 –> 00:53:51,679
Speaker 2: And he just like taught
me how to tinker with mortgage
strategies.
1274
00:53:51,679 –> 00:53:54,559
Speaker 2: And uh yeah, it’s been
super helpful.
1275
00:53:54,559 –> 00:53:56,960
Speaker 2: So, like the credit, the
buy-downs, all that kind of stuff.
1276
00:53:56,960 –> 00:53:59,119
Speaker 2: Um, he really opened up
my eyes to that.
1277
00:53:59,119 –> 00:54:01,199
Speaker 2: So uh those guys have
been really, really big.
1278
00:54:01,199 –> 00:54:04,480
Speaker 2: But lately I haven’t seen
any like big mortgage advice social
1279
00:54:04,480 –> 00:54:07,760
Speaker 2: media guys, anybody give
anything that’s like, oh my gosh,
light
1280
00:54:07,760 –> 00:54:10,800
Speaker 2: bulb, you know, that high
mortgage IQ I haven’t seen recently.
1282
00:54:13,440 –> 00:54:14,079
Speaker 3: Next question.
1283
00:54:14,079 –> 00:54:18,400
Speaker 3: Something you say no to
now that you used to say yes to.
1285
00:54:20,719 –> 00:54:25,760
Speaker 1: Um no to now that I used
to say yes to.
1286
00:54:25,760 –> 00:54:28,480
Speaker 1: Um sleeping in.
1288
00:54:29,119 –> 00:54:31,440
Speaker 2: Yeah, that’s a big one,
especially right now in this season.
1289
00:54:31,440 –> 00:54:35,519
Speaker 2: Um trying to take market
share and keep market share, trying
1290
00:54:35,519 –> 00:54:39,519
Speaker 2: to build a company,
raising four kids, being a good
partner
1291
00:54:39,519 –> 00:54:42,880
Speaker 2: to my best friend, um,
and training for high rocks.
1292
00:54:42,880 –> 00:54:45,280
Speaker 2: Yeah, dude, I I can’t
sleep in.
1293
00:54:45,280 –> 00:54:47,119
Speaker 2: It’s not a it’s not an
option.
1295
00:54:50,880 –> 00:54:51,199
Speaker 3: All right.
1296
00:54:51,199 –> 00:54:54,719
Speaker 3: Um, and if you could do
one thing over again in your
business,
1297
00:54:54,719 –> 00:54:55,920
Speaker 3: what would it be?
1299
00:54:58,000 –> 00:54:59,119
Speaker 1: One thing over again.
1300
00:54:59,119 –> 00:55:03,199
Speaker 1: Go into the broker space.
1301
00:55:03,199 –> 00:55:06,639
Speaker 1: I wish I would have done
it.
1302
00:55:06,639 –> 00:55:07,599
Speaker 1: Earlier than sooner.
1303
00:55:07,599 –> 00:55:07,920
Speaker 1: Yeah.
1304
00:55:07,920 –> 00:55:08,480
Speaker 1: Yeah, sooner.
1305
00:55:08,480 –> 00:55:11,920
Speaker 1: I would do that over and
over all day long, and I I wish I
would
1306
00:55:11,920 –> 00:55:12,719
Speaker 1: have done it a lot
sooner.
1308
00:55:14,079 –> 00:55:17,599
Speaker 3: I just had a a call last
night with somebody, and and his
biggest
1309
00:55:17,599 –> 00:55:20,320
Speaker 3: fear was you know, losing
control, right?
1310
00:55:20,320 –> 00:55:22,000
Speaker 3: He’s direct lender and
all that stuff.
1311
00:55:22,000 –> 00:55:25,280
Speaker 3: And and I remember
talking, I talked to him, talked to
him through
1312
00:55:25,280 –> 00:55:29,280
Speaker 3: it, and I said, you know,
honestly, I feel you have more
control.
1313
00:55:29,280 –> 00:55:31,679
Speaker 3: So much more control.
1314
00:55:31,679 –> 00:55:36,880
Speaker 3: I know the underwriter
isn’t employed by the same company,
but
1315
00:55:36,880 –> 00:55:39,360
Speaker 3: you get to choose which
company you’re going to go to.
1316
00:55:39,360 –> 00:55:42,880
Speaker 3: You get to choose which
system and processes you like the
most.
1317
00:55:42,880 –> 00:55:45,760
Speaker 3: And you don’t like them,
you don’t have to work with them.
1318
00:55:45,760 –> 00:55:46,880
Speaker 3: Guess what?
1319
00:55:46,880 –> 00:55:50,960
Speaker 3: More importantly, I said
you are their client, and they will
1320
00:55:50,960 –> 00:55:53,360
Speaker 3: bend over backwards to
make you happy.
1322
00:55:54,800 –> 00:55:57,920
Speaker 2: Yeah, the illusion of
control that a lot of these loan
officers
1323
00:55:57,920 –> 00:55:59,199
Speaker 2: have is insane.
1324
00:55:59,199 –> 00:56:04,639
Speaker 2: You know, it’s like just
just be a little self-aware, guys.
1325
00:56:04,639 –> 00:56:09,039
Speaker 2: Like the illusion of
control is the absence of choice.
1326
00:56:09,039 –> 00:56:14,239
Speaker 2: Like you’re if it’s your
choice, then you’re in control.
1327
00:56:14,239 –> 00:56:17,840
Speaker 2: If it’s not your choice,
it’s your manager’s, you’re not in
1328
00:56:17,840 –> 00:56:20,719
Speaker 2: control, buddy, no matter
what PL model you’ve been pitched.
1329
00:56:20,719 –> 00:56:21,360
Speaker 2: Yeah.
1330
00:56:21,360 –> 00:56:22,559
Speaker 2: Just not there.
1332
00:56:23,039 –> 00:56:27,440
Speaker 3: The other thing with that
is you know, I remember giving up
1333
00:56:27,440 –> 00:56:32,400
Speaker 3: control, uh, doing a loan
for the first time to get what I
call
1334
00:56:32,400 –> 00:56:34,639
Speaker 3: the production manager,
but let’s call it an LOA.
1335
00:56:34,639 –> 00:56:39,920
Speaker 3: And letting this person
talk to the clients, letting this
person
1336
00:56:39,920 –> 00:56:42,880
Speaker 3: put together the
pre-approval, letting this person do
so much
1337
00:56:42,880 –> 00:56:44,239
Speaker 3: stuff that used to take
so much time.
1338
00:56:44,239 –> 00:56:47,360
Speaker 3: It was so hard for me
because and nobody can do it like I
can.
1339
00:56:47,360 –> 00:56:48,719
Speaker 3: And and what if he makes
a mistake?
1340
00:56:48,719 –> 00:56:52,719
Speaker 3: And but let me tell you
something most profitable thing I
did.
1342
00:56:53,199 –> 00:56:53,199
Speaker 1: Yeah.
1343
00:56:53,199 –> 00:56:53,920
Speaker 1: 100%.
1345
00:56:54,719 –> 00:56:58,719
Speaker 3: Let go, let people do
their job, get a good file put
together,
1346
00:56:58,719 –> 00:57:00,320
Speaker 3: and you’re not going to
have these problems.
1347
00:57:00,320 –> 00:57:03,199
Speaker 3: And know who to work with
who knows how to work with files
like
1348
00:57:03,199 –> 00:57:03,360
Speaker 3: that.
1349
00:57:03,360 –> 00:57:05,920
Speaker 3: The other piece, just off
the cuff here.
1350
00:57:05,920 –> 00:57:10,639
Speaker 3: My email, I need to know
everything, even though most of it’s
1351
00:57:10,639 –> 00:57:10,880
Speaker 3: junk.
1352
00:57:10,880 –> 00:57:11,920
Speaker 3: I need to know it.
1353
00:57:11,920 –> 00:57:12,960
Speaker 3: Well, you know what?
1354
00:57:12,960 –> 00:57:14,239
Speaker 3: I don’t need to know it.
1355
00:57:14,239 –> 00:57:15,360
Speaker 3: Get rid of it.
1356
00:57:15,360 –> 00:57:17,280
Speaker 3: Let somebody else go
through your email.
1357
00:57:17,280 –> 00:57:21,199
Speaker 3: If you’re the type that
has 500 plus emails a day going
through,
1358
00:57:21,199 –> 00:57:23,920
Speaker 3: you you should let
somebody else go through it.
1359
00:57:23,920 –> 00:57:25,360
Speaker 3: Next question.
1361
00:57:26,400 –> 00:57:28,159
Speaker 1: Um, I approve of these
messages.
1363
00:57:30,719 –> 00:57:33,119
Speaker 3: What works that almost
nobody does?
1365
00:57:34,320 –> 00:57:38,480
Speaker 2: Um video consultations.
1366
00:57:38,480 –> 00:57:41,920
Speaker 2: Bro, it’s crazy to me.
1367
00:57:41,920 –> 00:57:47,199
Speaker 2: I mean, you think it’s
okay to give somebody uh hundreds of
1368
00:57:47,199 –> 00:57:52,880
Speaker 2: thousands of dollars of
debt and commit almost probably half
1369
00:57:52,880 –> 00:57:57,039
Speaker 2: of their adult life to,
and you don’t think it’s worth doing
1370
00:57:57,039 –> 00:57:58,320
Speaker 2: a face-to-face meeting?
1371
00:57:58,320 –> 00:58:00,400
Speaker 2: What the hell is wrong
with you?
1372
00:58:00,400 –> 00:58:02,719
Speaker 2: You know, like that’s
crazy.
1374
00:58:05,119 –> 00:58:05,280
Speaker 3: I agreed.
1375
00:58:05,280 –> 00:58:06,400
Speaker 3: Okay.
1376
00:58:06,400 –> 00:58:11,599
Speaker 3: What do advisors do that
they think is working and it’s not?
1378
00:58:13,440 –> 00:58:20,639
Speaker 1: What do advisors do that
they think is working but is not
spending
1379
00:58:20,639 –> 00:58:25,360
Speaker 1: way too much time trying
to find like a relatable thing with
1380
00:58:25,360 –> 00:58:25,760
Speaker 1: the client.
1382
00:58:26,480 –> 00:58:27,599
Speaker 2: That’s my opinion, right?
1383
00:58:27,599 –> 00:58:31,519
Speaker 2: Like I think people, the
the whole challenger sale thing,
right?
1384
00:58:31,519 –> 00:58:35,760
Speaker 2: The relational building,
that’s last place.
1385
00:58:35,760 –> 00:58:41,199
Speaker 2: Like relationship should
be as much as necessary and as
little
1386
00:58:41,199 –> 00:58:44,880
Speaker 2: as possible when it’s
coming to these, because what
they’re
1387
00:58:44,880 –> 00:58:48,079
Speaker 2: really gonna stick to is
that challenging advice.
1388
00:58:48,079 –> 00:58:51,119
Speaker 2: Statistically speaking,
it’s a science at this point.
1389
00:58:51,119 –> 00:58:53,679
Speaker 2: Uh, at least if you
believe in the survey and the way
that all
1390
00:58:53,679 –> 00:58:54,880
Speaker 2: the metrics panned out.
1391
00:58:54,880 –> 00:58:58,320
Speaker 2: Um, the relational piece
should be there and you should be a
1392
00:58:58,320 –> 00:59:00,880
Speaker 2: good human and you should
connect with them, and that’s
necessary
1393
00:59:00,880 –> 00:59:02,559
Speaker 2: to give you the
opportunity.
1394
00:59:02,559 –> 00:59:06,320
Speaker 2: But the opportunity
doesn’t actually get closed off of a
relationship.
1395
00:59:06,320 –> 00:59:10,880
Speaker 2: If it does, that means
that you’re closing clients on
guilt.
1396
00:59:10,880 –> 00:59:15,519
Speaker 2: I have to feel if I don’t
work with you, I feel too guilty by
1397
00:59:15,519 –> 00:59:16,480
Speaker 2: working with somebody
else.
1398
00:59:16,480 –> 00:59:19,280
Speaker 2: I’d rather have people
work with me because like I feel
honored
1399
00:59:19,280 –> 00:59:22,000
Speaker 2: that I found somebody
who’s so smart that can actually
walk
1400
00:59:22,000 –> 00:59:24,400
Speaker 2: me through this way
better than you know, I’ve stolen
deals
1401
00:59:24,400 –> 00:59:26,079
Speaker 2: from their own moms, to
be honest.
1402
00:59:26,079 –> 00:59:27,679
Speaker 2: Like it’s been great.
1404
00:59:28,960 –> 00:59:30,800
Speaker 3: Yeah, I’ll I’ll use an
example.
1405
00:59:30,800 –> 00:59:37,119
Speaker 3: It’s a it’s it’s a great
answer because an attorney is
somebody
1406
00:59:37,119 –> 00:59:43,840
Speaker 3: that I don’t care so much
if him and I have a great
relationship,
1407
00:59:43,840 –> 00:59:49,440
Speaker 3: if we’ve connected, as
long as he’s a bulldog and he wins,
yeah,
1408
00:59:49,440 –> 00:59:51,119
Speaker 3: then I want him, period.
1410
00:59:52,239 –> 00:59:53,519
Speaker: Exactly, or your doctor.
1412
00:59:54,639 –> 00:59:55,280
Speaker 3: Yeah, yeah.
1413
00:59:55,280 –> 00:59:59,519
Speaker 3: My my wife can’t stand
this doctor she’s going to.
1414
00:59:59,519 –> 01:00:00,239
Speaker 3: I don’t mind.
1416
01:00:00,960 –> 01:00:03,679
Speaker 2: Yeah, the relationship
has to be there enough, right?
1418
01:00:04,000 –> 01:00:08,480
Speaker 3: Like you have to like
them, but but I told her, I like
like
1419
01:00:08,480 –> 01:00:09,519
Speaker 3: honey, who cares?
1420
01:00:09,519 –> 01:00:14,559
Speaker 3: He knows how to read labs
better than anybody I’ve ever met.
1421
01:00:14,559 –> 01:00:18,719
Speaker 3: The other person that you
like so much is causing you
problems.
1422
01:00:18,719 –> 01:00:22,639
Speaker 3: You need to make a
change, even if, trust me.
1423
01:00:22,639 –> 01:00:24,239
Speaker 3: Anyway, so good examples.
1424
01:00:24,239 –> 01:00:24,960
Speaker 3: All right.
1425
01:00:24,960 –> 01:00:27,679
Speaker 3: Um, best question you ask
a borrower.
1427
01:00:30,400 –> 01:00:33,440
Speaker 1: Uh, would you like to
move forward to the VIP pre-approval
or
1428
01:00:33,440 –> 01:00:34,079
Speaker 1: the regular pre-approval?
1430
01:00:36,400 –> 01:00:40,000
Speaker 2: Dude, bro, can you I
mean, were you doing that in your
practice?
1431
01:00:40,000 –> 01:00:45,840
Speaker 2: I mean, getting clarity
before activity, like at that
console,
1432
01:00:45,840 –> 01:00:48,159
Speaker 2: it’s huge, man.
1434
01:00:51,519 –> 01:00:52,880
Speaker 3: There’s so it’s funny,
man.
1435
01:00:52,880 –> 01:00:55,199
Speaker 3: I uh you know, I’m
sitting here talking to all these
top producers
1436
01:00:55,199 –> 01:00:58,079
Speaker 3: and I’m going through all
this stuff, and I’ll admit every
once
1437
01:00:58,079 –> 01:00:58,880
Speaker 3: in a while I get an itch.
1438
01:00:58,880 –> 01:01:01,119
Speaker 3: Like, I want to go back
and I want to try some of these
things
1439
01:01:01,119 –> 01:01:03,440
Speaker 3: out on clients because I
love them, you know.
1440
01:01:03,440 –> 01:01:07,039
Speaker 3: It’s and it’s like I
thought I had it nailed, and and I
did,
1441
01:01:07,039 –> 01:01:11,199
Speaker 3: but but everybody, if you
don’t evolve and constantly learn
1442
01:01:11,199 –> 01:01:15,599
Speaker 3: and try new things and
you know, and and test stuff out,
you
1443
01:01:15,599 –> 01:01:17,920
Speaker 3: believe it or not, you’re
you’re slowly dying.
1444
01:01:17,920 –> 01:01:19,840
Speaker 3: You should always be
evolving, right?
1445
01:01:19,840 –> 01:01:21,440
Speaker 3: Like times are changing
constantly.
1446
01:01:21,440 –> 01:01:25,280
Speaker 3: So so I love I love
everything you’re doing here.
1447
01:01:25,280 –> 01:01:32,559
Speaker 3: Um if a yeah, and this is
the last of this little lightning
1448
01:01:32,559 –> 01:01:34,400
Speaker 3: round, then we’re gonna
get into some other fun stuff.
1449
01:01:34,400 –> 01:01:40,320
Speaker 3: But if the borrower says
I can get a better rate somewhere
else,
1450
01:01:40,320 –> 01:01:42,960
Speaker 3: or can you do any better?
1451
01:01:42,960 –> 01:01:44,960
Speaker 3: I can find rates cheaper.
1452
01:01:44,960 –> 01:01:45,920
Speaker 3: What do you say to them?
1453
01:01:45,920 –> 01:01:46,639
Speaker 3: How do you respond?
1455
01:01:47,599 –> 01:01:50,960
Speaker 2: Yeah, it depends on how
they’re asking it and what stage of
1456
01:01:50,960 –> 01:01:52,159
Speaker 2: the relationship we’re
on, right?
1457
01:01:52,159 –> 01:01:56,480
Speaker 2: Like I usually don’t get
asked that question because I do the
1458
01:01:56,480 –> 01:01:58,880
Speaker 2: best objection handling
is before they get asked, right?
1459
01:01:58,880 –> 01:02:00,880
Speaker 2: So that’s why at the end,
if I see they’re hesitant on the VIP
1460
01:02:00,880 –> 01:02:03,039
Speaker 2: pre-approval, I’m like,
and if you’re shopping anywhere else
1461
01:02:03,039 –> 01:02:04,880
Speaker 2: and they’re like, yeah,
we’re we’re still comparing a few
lenders,
1462
01:02:04,880 –> 01:02:05,440
Speaker 2: cool.
1463
01:02:05,440 –> 01:02:08,400
Speaker 2: When do you think you’re
gonna have quotes from them?
1464
01:02:08,400 –> 01:02:12,239
Speaker 2: Let’s make a follow-up
meeting right now on Thursday when
you
1465
01:02:12,239 –> 01:02:13,440
Speaker 2: said you’re gonna have
quotes for them.
1466
01:02:13,440 –> 01:02:15,840
Speaker 2: We’ll meet you in the
afternoon and then we’ll just help
you
1467
01:02:15,840 –> 01:02:18,880
Speaker 2: look at them side by side
and see truly which one’s the better
1468
01:02:18,880 –> 01:02:19,599
Speaker 2: deal for you.
1469
01:02:19,599 –> 01:02:22,000
Speaker 2: And again, if we’re not
the right deal, totally fine.
1470
01:02:22,000 –> 01:02:22,960
Speaker 2: If we are, awesome.
1471
01:02:22,960 –> 01:02:26,559
Speaker 2: I think that this type of
partnership, being able to help you
1472
01:02:26,559 –> 01:02:30,400
Speaker 2: manage your portfolio
after we even get you into the
house,
1473
01:02:30,400 –> 01:02:33,440
Speaker 2: is the type of
partnership that you’re looking for,
because
1474
01:02:33,440 –> 01:02:35,760
Speaker 2: even seeing that that’s
what you shared, that’s the type of
1475
01:02:35,760 –> 01:02:36,639
Speaker 2: clients we’re looking
for.
1476
01:02:36,639 –> 01:02:38,320
Speaker 2: So I’d love to be able to
run your business.
1477
01:02:38,320 –> 01:02:40,480
Speaker 2: And I think just being
able to have that side-by-side
comparison
1478
01:02:40,480 –> 01:02:41,760
Speaker 2: would be a big help
there, right?
1479
01:02:41,760 –> 01:02:45,360
Speaker 2: So I typically don’t get
like, hey, any of those.
1480
01:02:45,360 –> 01:02:48,960
Speaker 2: Now, if if I have
somebody, especially if their
culture drives
1481
01:02:48,960 –> 01:02:51,360
Speaker 2: them to always ask, can
you do better?
1482
01:02:51,360 –> 01:02:51,920
Speaker 2: Right.
1483
01:02:51,920 –> 01:02:54,000
Speaker 2: Like, that’s why I go,
where do you want to be?
1484
01:02:54,000 –> 01:02:56,000
Speaker 2: Like I just got off the
phone with another guy, right?
1485
01:02:56,000 –> 01:02:59,599
Speaker 2: And he’s like 15 year, 30
year, which surprisingly to me, I
1486
01:02:59,599 –> 01:03:02,400
Speaker 2: was shocked to see non-QM
loans have the same rates, 15, 30
1487
01:03:02,400 –> 01:03:04,400
Speaker 2: year, at least today’s
pricing, uh, with his LTV.
1488
01:03:04,400 –> 01:03:07,280
Speaker 2: And I just shared with
him, I was like, Where do you want
to
1489
01:03:07,280 –> 01:03:07,360
Speaker 2: be?
1490
01:03:07,360 –> 01:03:12,320
Speaker 2: He goes, Well, you know,
my other person, you know, I don’t
1491
01:03:12,320 –> 01:03:12,880
Speaker 2: want to go talk to him.
1492
01:03:12,880 –> 01:03:13,840
Speaker 2: I’d rather work with you.
1493
01:03:13,840 –> 01:03:15,840
Speaker 2: You have the relationship
with the listening agent, blah,
blah,
1494
01:03:15,840 –> 01:03:16,000
Speaker 2: blah.
1495
01:03:16,000 –> 01:03:16,239
Speaker 2: Right.
1496
01:03:16,239 –> 01:03:19,519
Speaker 2: And he’s just like, I
would like to be at the 6%.
1497
01:03:19,519 –> 01:03:22,000
Speaker 2: If I could be at the 6%,
I won’t shop anywhere.
1498
01:03:22,000 –> 01:03:22,800
Speaker 2: I won’t go anywhere.
1499
01:03:22,800 –> 01:03:24,320
Speaker 2: I’d be like, oh, I can
give you 6%.
1500
01:03:24,320 –> 01:03:26,639
Speaker 2: It’s just going to cost,
you know, X amount.
1501
01:03:26,639 –> 01:03:28,400
Speaker 2: I was like, look, I’ll be
transparent.
1502
01:03:28,400 –> 01:03:30,480
Speaker 2: If I give you five and a
half, I’d give it to you.
1503
01:03:30,480 –> 01:03:33,119
Speaker 2: I just don’t like that’s
just not how the market works.
1504
01:03:33,119 –> 01:03:34,960
Speaker 2: The average interest rate
today is 6.75.
1505
01:03:34,960 –> 01:03:38,800
Speaker 2: I’m giving you a quarter
better than the average.
1506
01:03:38,800 –> 01:03:40,480
Speaker 2: So you’re already getting
a great deal.
1507
01:03:40,480 –> 01:03:42,559
Speaker 2: So if you want to go six,
we totally go six.
1508
01:03:42,559 –> 01:03:45,840
Speaker 2: I’ll share, Dino, the
thing that I’ve been coming to
lately,
1509
01:03:45,840 –> 01:03:50,880
Speaker 2: especially because I
think I have so much to do, um, is
I’m
1510
01:03:50,880 –> 01:03:54,079
Speaker 2: tired of trying to like
have so much.
1511
01:03:54,079 –> 01:03:57,679
Speaker 2: I don’t want to say the
word ego because I don’t think it’s
1512
01:03:57,679 –> 01:03:57,679
Speaker 2:egotistical.
1513
01:03:57,679 –> 01:04:01,199
Speaker 2: I think it’s it’s also
like just self-valuation of or
self-identification
1514
01:04:01,199 –> 01:04:02,559
Speaker 2: of value.
1515
01:04:02,559 –> 01:04:06,400
Speaker 2: But I’m just tired of
having to be the guy that wins,
right?
1516
01:04:06,400 –> 01:04:08,079
Speaker 2: Like, I’m just gonna
reduce it.
1517
01:04:08,079 –> 01:04:10,960
Speaker 2: Like, if you’re gonna
show like if I want to work with
you,
1518
01:04:10,960 –> 01:04:13,440
Speaker 2: then I’ll just make it
work, you know, like I’ll match it.
1519
01:04:13,440 –> 01:04:16,239
Speaker 2: Or another first-time
homebuyer just a few weeks ago, I
was
1520
01:04:16,239 –> 01:04:17,760
Speaker 2: just like, where do you
need people?
1521
01:04:17,760 –> 01:04:20,239
Speaker 2: Well, schools, schools
first is here, you’re a quarter
higher.
1522
01:04:20,239 –> 01:04:23,679
Speaker 2: But okay, if I’m able to
get a concession down to bring us an
1523
01:04:23,679 –> 01:04:26,400
Speaker 2: eighth difference, would
that win the business over?
1524
01:04:26,400 –> 01:04:28,719
Speaker 2: Yeah, if you can get an
eighth, I’ll move forward.
1525
01:04:28,719 –> 01:04:29,199
Speaker 2: Cool.
1526
01:04:29,199 –> 01:04:30,960
Speaker 2: Fucking do it, right?
1527
01:04:30,960 –> 01:04:31,679
Speaker 2: Like, who cares?
1528
01:04:31,679 –> 01:04:36,559
Speaker 2: Like, just get the deal,
move on, and prove to them how
valuable
1529
01:04:36,559 –> 01:04:37,280
Speaker 2: you are.
1530
01:04:37,280 –> 01:04:41,519
Speaker 2: Because no matter how
much I prove theoretically my value
until
1531
01:04:41,519 –> 01:04:46,719
Speaker 2: I’m blue in the face,
it’s not it’s not going to be
understood
1532
01:04:46,719 –> 01:04:48,000
Speaker 2: until they go through it.
1533
01:04:48,000 –> 01:04:52,719
Speaker 2: So let’s make a
compromise, show proof in the
pudding, and get
1534
01:04:52,719 –> 01:04:53,039
Speaker 2: them going.
1535
01:04:53,039 –> 01:04:55,519
Speaker 2: Now, if it’s something
that makes it unprofitable, I’m not
doing
1536
01:04:55,519 –> 01:04:55,840
Speaker 2: it.
1537
01:04:55,840 –> 01:04:59,119
Speaker 2: But you know, if it’s if
it’s a small piece, it’s like, all
1538
01:04:59,119 –> 01:05:00,639
Speaker 2: right, well, let’s just
win the deal, move.
1540
01:05:01,920 –> 01:05:06,000
Speaker 3: Yeah, and you know, for
for a lot of you that aren’t hundred
1541
01:05:06,000 –> 01:05:10,239
Speaker 3: million dollar producers,
what are you turning the deal down
1542
01:05:10,239 –> 01:05:10,559
Speaker 3: for?
1543
01:05:10,559 –> 01:05:16,559
Speaker 3: I mean, even if you
still, even if you only make three
grand
1544
01:05:16,559 –> 01:05:21,920
Speaker 3: on it, I can guarantee
you don’t go on vacations because
you
1545
01:05:21,920 –> 01:05:23,280
Speaker 3: don’t want to spend a
couple grand.
1546
01:05:23,280 –> 01:05:25,679
Speaker 3: So do the deal, go on
vacation.
1547
01:05:25,679 –> 01:05:26,880
Speaker 3: Worst case scenario.
1548
01:05:26,880 –> 01:05:29,599
Speaker 3: I mean, you know, don’t
turn it down.
1549
01:05:29,599 –> 01:05:30,800
Speaker 3: All right, let’s let’s
keep moving.
1550
01:05:30,800 –> 01:05:32,480
Speaker 3: We’re getting short on
time here.
1551
01:05:32,480 –> 01:05:33,840
Speaker 3: Um, favorite book.
1553
01:05:35,199 –> 01:05:36,880
Speaker 2: Uh it’s a really good
question.
1554
01:05:36,880 –> 01:05:40,639
Speaker 2: Uh, I would say Bible,
but I know that that’s you know very
1555
01:05:40,639 –> 01:05:42,880
Speaker 2: broad and it’s
technically a 44 book, so it’s a
little bit of
1556
01:05:42,880 –> 01:05:43,039
Speaker 2: a cheaper.
1557
01:05:43,039 –> 01:05:44,239
Speaker 2: Favorite book in the
Bible.
1558
01:05:44,239 –> 01:05:47,119
Speaker 2: Um, I I really love the
book of Hebrews.
1559
01:05:47,119 –> 01:05:49,360
Speaker 2: It’s been a really fun
one for me and Colossians.
1560
01:05:49,360 –> 01:05:50,079
Speaker 2: Interesting.
1561
01:05:50,079 –> 01:05:51,760
Speaker 2: I’ve never heard anybody
say that.
1562
01:05:51,760 –> 01:05:55,440
Speaker 2: Well, it’s the mystery,
like no one knows who actually
authored
1563
01:05:55,440 –> 01:05:55,760
Speaker 2: it.
1564
01:05:55,760 –> 01:05:58,320
Speaker 2: There’s there’s bets that
it was Paul, but you never know.
1566
01:06:00,239 –> 01:06:01,280
Speaker 3: And hold on since we’re
here.
1567
01:06:01,280 –> 01:06:02,400
Speaker 3: And then what’s your
favorite scripture?
1569
01:06:03,280 –> 01:06:06,079
Speaker 2: Oh, dude, that’s actually
a really great question.
1570
01:06:06,079 –> 01:06:10,159
Speaker 2: Um, right now, my
favorite scripture has been Jeremiah
29, 11,
1571
01:06:10,159 –> 01:06:13,280
Speaker 2: uh, where it’s a reminder
from God that he knows the thoughts
1572
01:06:13,280 –> 01:06:15,760
Speaker 2: that he has towards you
and the plans that he has for you.
1573
01:06:15,760 –> 01:06:19,360
Speaker 2: And it’s uh those that
will make a future and a hope for
you.
1574
01:06:19,360 –> 01:06:22,480
Speaker 2: Um, so that’s been my my
favorite scripture as of recent.
1575
01:06:22,480 –> 01:06:24,320
Speaker 2: I think it just changes
in life seasons.
1576
01:06:24,320 –> 01:06:27,519
Speaker 2: Um, but yeah, those are
those.
1577
01:06:27,519 –> 01:06:32,480
Speaker 2: Um, my favorite book
recently that’s not uh based in in
kind
1578
01:06:32,480 –> 01:06:33,280
Speaker 2: of faith convictions.
1579
01:06:33,280 –> 01:06:37,039
Speaker 2: Um I’m really loving uh
what’s his what’s the title of his
100
1580
01:06:37,039 –> 01:06:38,880
Speaker 2: million dollar deal from
Alex Hermozzi?
1581
01:06:38,880 –> 01:06:41,280
Speaker 2: It’s been so good, dude.
1582
01:06:41,280 –> 01:06:45,199
Speaker 2: I’m like, it’s good.
1583
01:06:45,199 –> 01:06:48,239
Speaker 2: Yeah, like one of the big
things that he’s trying to show is
1584
01:06:48,239 –> 01:06:52,159
Speaker 2: if you want to do sales
well, just give somebody such a good
1585
01:06:52,159 –> 01:06:54,880
Speaker 2: deal, they’ll feel idiot,
they’ll feel like an idiot if they
1586
01:06:54,880 –> 01:06:55,519
Speaker 2: turned it down.
1587
01:06:55,519 –> 01:06:57,760
Speaker 2: I was like, Oh, that’s
great.
1588
01:06:57,760 –> 01:07:01,840
Speaker 2: It’s like you’re right,
like that’s what it is.
1589
01:07:01,840 –> 01:07:04,320
Speaker 2: So, yeah, dude, it’s been
really good so far.
1590
01:07:04,320 –> 01:07:07,519
Speaker 2: Uh, I’m not done with it
yet, but yeah, I’ve very much
enjoyed
1591
01:07:07,519 –> 01:07:08,079
Speaker 2: it.
1593
01:07:08,719 –> 01:07:10,079
Speaker 3: I will put that one on my
list.
1594
01:07:10,079 –> 01:07:12,400
Speaker 3: All right, and then the
million-dollar drop, right?
1595
01:07:12,400 –> 01:07:13,599
Speaker 3: My my favorite question.
1596
01:07:13,599 –> 01:07:18,079
Speaker 3: Um, I’m gonna pick you
up, I’m gonna drop you off in
Albuquerque.
1597
01:07:18,079 –> 01:07:21,360
Speaker 3: And uh I don’t know.
1598
01:07:21,360 –> 01:07:22,239
Speaker 3: Do you know anybody
there?
1600
01:07:22,800 –> 01:07:22,800
Speaker 1: No.
1602
01:07:23,920 –> 01:07:29,599
Speaker 3: Okay, so you have all of
the mortgage IQ that you currently
1603
01:07:29,599 –> 01:07:33,440
Speaker 3: have, and you just had
two babies, so I know that.
1604
01:07:33,440 –> 01:07:37,119
Speaker 3: So I’m gonna I’m gonna
keep you from seeing them and
talking
1605
01:07:37,119 –> 01:07:41,519
Speaker 3: to them, your wife,
everybody until you make a million
dollars
1606
01:07:41,519 –> 01:07:42,320
Speaker 3: doing loans.
1607
01:07:42,320 –> 01:07:45,199
Speaker 3: I’m gonna give you an
allowance so you don’t have a bunch
of
1608
01:07:45,199 –> 01:07:47,360
Speaker 3: money, you can’t just go
out and do the best of everything
and
1609
01:07:47,360 –> 01:07:48,079
Speaker 3: buy a bunch of business.
1610
01:07:48,079 –> 01:07:50,800
Speaker 3: You have to go kind of
old school and figure it out.
1611
01:07:50,800 –> 01:07:54,400
Speaker 3: How are you going to make
a million dollars?
1613
01:07:56,000 –> 01:07:58,639
Speaker 2: Uh three-prong approach.
1614
01:07:58,639 –> 01:08:04,320
Speaker 2: It’s gonna be uh doing
social media, um, it’s gonna be
finding
1615
01:08:04,320 –> 01:08:10,159
Speaker 2: um CPA referral partners
in that area, and it’s gonna be
finding
1616
01:08:10,159 –> 01:08:17,039
Speaker 2: um the mid-level
producers as far as realtors go.
1617
01:08:17,039 –> 01:08:18,880
Speaker 2: Um, those are three
targets.
1619
01:08:20,560 –> 01:08:23,680
Speaker 3: So it’s interesting
because mid-level is where I had a
lot of
1620
01:08:23,680 –> 01:08:27,840
Speaker 3: success, and everybody
always talks about the the big
producers,
1621
01:08:27,840 –> 01:08:30,800
Speaker 3: and I had a ton of
success with mid-level.
1622
01:08:30,800 –> 01:08:36,159
Speaker 3: Even brand brand spanking
new was also very good for me, but
1623
01:08:36,159 –> 01:08:37,600
Speaker 3: they didn’t all work out.
1624
01:08:37,600 –> 01:08:40,159
Speaker 3: Some of them just fell
off, like a lot of brand new people
do,
1625
01:08:40,159 –> 01:08:42,399
Speaker 3: but a lot of them became
great producers later.
1626
01:08:42,399 –> 01:08:44,800
Speaker 3: All right, so let’s get a
little granular about that.
1627
01:08:44,800 –> 01:08:47,840
Speaker 3: It’s easy enough to say
this is what I would do, and just
say
1628
01:08:47,840 –> 01:08:51,439
Speaker 3: I’ll go after CPAs, but
how are you gonna go after CPAs?
1630
01:08:52,880 –> 01:08:56,560
Speaker 2: Uh, biggest thing is
being able to just go and build,
it’s funny
1631
01:08:56,560 –> 01:08:57,119
Speaker 2: enough, right?
1632
01:08:57,119 –> 01:08:59,840
Speaker 2: It’s gonna sound
contradictory to myself, but go and
build relationships
1633
01:08:59,840 –> 01:09:01,840
Speaker 2: with them to start,
right?
1634
01:09:01,840 –> 01:09:02,880
Speaker 2: Like that’s the whole
thing.
1635
01:09:02,880 –> 01:09:06,399
Speaker 2: Like, relationship is not
bad, but it’s the best starter and
1636
01:09:06,399 –> 01:09:07,680
Speaker 2: it’s the necessary
starter.
1637
01:09:07,680 –> 01:09:10,720
Speaker 2: So you start building a
relationship and then you start
teaching
1638
01:09:10,720 –> 01:09:15,680
Speaker 2: them how mortgage IQ is
different than common conventional
wisdom.
1639
01:09:15,680 –> 01:09:18,079
Speaker 2: So you start teaching
them, hey, if you’re finding
properties
1640
01:09:18,079 –> 01:09:21,119
Speaker 2: or your clients are
finding properties that uh they need
to
1641
01:09:21,119 –> 01:09:23,199
Speaker 2: buy because they have a
tax burden this year and they’re
trying
1642
01:09:23,199 –> 01:09:25,520
Speaker 2: to do a cost segregation
study and they’re trying to be able
1643
01:09:25,520 –> 01:09:26,800
Speaker 2: to optimize that.
1644
01:09:26,800 –> 01:09:29,840
Speaker 2: And unfortunately, you’re
getting stuck because your clients
1645
01:09:29,840 –> 01:09:33,039
Speaker 2: keep going to these
stupid banks or direct lenders who
are just
1646
01:09:33,039 –> 01:09:36,319
Speaker 2: so focused on
conventional and they’re making you
amend taxes
1647
01:09:36,319 –> 01:09:39,439
Speaker 2: and they’re making you
deconstruct your whole tax plan.
1648
01:09:39,439 –> 01:09:43,760
Speaker 2: Let’s look at non-QM
loans, because surprisingly enough,
when
1649
01:09:43,760 –> 01:09:46,399
Speaker 2: you’re working with a
broker in a non-direct lender shop,
what
1650
01:09:46,399 –> 01:09:50,479
Speaker 2: we’ve identified many
times is the fact that non-QM, or
what
1651
01:09:50,479 –> 01:09:52,960
Speaker 2: I usually say, Dino, and
I’ll give my secret away, is NQM.
1652
01:09:52,960 –> 01:09:55,600
Speaker 2: I never say non because
it triggers the client.
1653
01:09:55,600 –> 01:09:58,239
Speaker 2: NQM financing compared to
conventional financing.
1654
01:09:58,239 –> 01:10:01,920
Speaker 2: So tax return and no tax
return comparisons, the no tax
return
1655
01:10:01,920 –> 01:10:06,319
Speaker 2: investment property right
now is better priced many times than
1656
01:10:06,319 –> 01:10:08,079
Speaker 2: the tax return investment
property.
1657
01:10:08,079 –> 01:10:09,199
Speaker 2: It’s crazy.
1658
01:10:09,199 –> 01:10:13,520
Speaker 2: And the cool thing is on
the tax on the no tax return
product,
1659
01:10:13,520 –> 01:10:16,239
Speaker 2: you’re able to use more
credit, which means you can actually
1660
01:10:16,239 –> 01:10:18,800
Speaker 2: leverage the equity in
the home to give you better terms.
1661
01:10:18,800 –> 01:10:21,920
Speaker 2: You can go up to four to
six percent seller contribution
instead
1662
01:10:21,920 –> 01:10:22,399
Speaker 2: of 2%.
1663
01:10:22,399 –> 01:10:26,880
Speaker 2: So you just start
teaching them, hey, we can alleviate
the necessity
1664
01:10:26,880 –> 01:10:31,760
Speaker 2: of undoing your work and
we can enable the opportunity of
finding
1665
01:10:31,760 –> 01:10:35,439
Speaker 2: good deals that actually
cash flow so the client is able to
1666
01:10:35,439 –> 01:10:38,319
Speaker 2: have a self-sustaining
asset and get more tax benefit.
1667
01:10:38,319 –> 01:10:42,159
Speaker 2: And now your brand is
looking even more affirmed and
better
1668
01:10:42,159 –> 01:10:44,399
Speaker 2: because of the advice we
can bring alongside of it in
executing
1669
01:10:44,399 –> 01:10:46,239
Speaker 2: what you know they need
to do.
1670
01:10:46,239 –> 01:10:48,399
Speaker 2: Um, so that’d be the CPA
piece.
1671
01:10:48,399 –> 01:10:52,079
Speaker 2: And you just got to find
one or two really ones that you
connect
1672
01:10:52,079 –> 01:10:53,760
Speaker 2: with and build from
there.
1673
01:10:53,760 –> 01:10:56,000
Speaker 2: Same kind of strategy
with the financial advisor piece.
1674
01:10:56,000 –> 01:10:57,039
Speaker 2: We’re trying to look
there.
1675
01:10:57,039 –> 01:11:01,439
Speaker 2: Um, the social media
piece, I love non-QM now.
1676
01:11:01,439 –> 01:11:04,399
Speaker 2: Like it has become a
massive part of my business.
1677
01:11:04,399 –> 01:11:07,680
Speaker 2: Um, coincidentally
enough, when you look at some of the
reports
1678
01:11:07,680 –> 01:11:10,880
Speaker 2: that have been coming out
lately, what’s taking on market
share,
1679
01:11:10,880 –> 01:11:14,960
Speaker 2: I think, was increased by
33% as of recent stats, is the NQM
1680
01:11:14,960 –> 01:11:15,680
Speaker 2: market.
1681
01:11:15,680 –> 01:11:17,439
Speaker 2: It’s literally grown by
33%.
1682
01:11:17,439 –> 01:11:18,720
Speaker 2: It’s crazy.
1683
01:11:18,720 –> 01:11:22,800
Speaker 2: And so being able to just
do social media, I would just be the
1684
01:11:22,800 –> 01:11:23,680
Speaker 2: non-QM guy.
1685
01:11:23,680 –> 01:11:25,680
Speaker 2: Like I’d just focus in on
that all day long.
1686
01:11:25,680 –> 01:11:29,359
Speaker 2: I’d start making content
on it so that when I go and talk to
1687
01:11:29,359 –> 01:11:32,399
Speaker 2: the CPAs and I show them
my Instagram or I follow them on
Instagram,
1688
01:11:32,399 –> 01:11:34,079
Speaker 2: Instagram becomes your
business card.
1689
01:11:34,079 –> 01:11:38,159
Speaker 2: Um, they can see the
non-QM content and it reaffirms what
I
1690
01:11:38,159 –> 01:11:38,399
Speaker 2: just voiced.
1691
01:11:38,399 –> 01:11:40,960
Speaker 2: Same thing when I start
going to the realtors.
1692
01:11:40,960 –> 01:11:42,479
Speaker 2: I’m looking for the
mid-level ones.
1693
01:11:42,479 –> 01:11:44,800
Speaker 2: I’m looking for the ones
that are rising stars.
1694
01:11:44,800 –> 01:11:47,680
Speaker 2: They’re not new enough
where they’re gonna take too much of
1695
01:11:47,680 –> 01:11:51,439
Speaker 2: my time with too little
return, and they’re not big enough
where,
1696
01:11:51,439 –> 01:11:55,439
Speaker 2: you know, we’re just not
gonna have the proper alignment of
1697
01:11:55,439 –> 01:11:57,359
Speaker 2: business purposes most of
the time.
1698
01:11:57,359 –> 01:11:58,640
Speaker 2: If we find one, awesome.
1699
01:11:58,640 –> 01:11:59,760
Speaker 2: If not, no worries.
1700
01:11:59,760 –> 01:12:02,640
Speaker 2: But those mid-level ones
where they’re like, I’m creating,
I’m
1701
01:12:02,640 –> 01:12:04,239
Speaker 2: growing, I see your
business.
1702
01:12:04,239 –> 01:12:07,760
Speaker 2: If if my business is two
to three steps ahead of them,
perfect.
1703
01:12:07,760 –> 01:12:09,199
Speaker 2: That’s my favorite.
1704
01:12:09,199 –> 01:12:14,159
Speaker 2: Because now it’s coach
partner, not vendor partner.
1705
01:12:14,159 –> 01:12:17,359
Speaker 2: So those those would be
the pieces I go through.
1707
01:12:18,319 –> 01:12:19,039
Speaker: Yeah, that’s awesome.
1709
01:12:20,399 –> 01:12:25,119
Speaker 3: The just to go a little
more granular and stuff, the social
1710
01:12:25,119 –> 01:12:25,600
Speaker 3: media piece.
1711
01:12:25,600 –> 01:12:30,479
Speaker 3: Um what’s the technique
there?
1712
01:12:30,479 –> 01:12:32,399
Speaker 3: Uh obviously you’re gonna
do videos.
1713
01:12:32,399 –> 01:12:34,319
Speaker 3: I’m assuming it’s
educational.
1714
01:12:34,319 –> 01:12:40,800
Speaker 3: And and my question to
you is it is it educational towards
clients?
1715
01:12:40,800 –> 01:12:43,359
Speaker 3: It’s like you’re trying
to attract clients, or it’s
educational
1716
01:12:43,359 –> 01:12:46,479
Speaker 3: towards referral partners
because you’re trying to attract
referral
1717
01:12:46,479 –> 01:12:46,960
Speaker 3: partners.
1718
01:12:46,960 –> 01:12:48,720
Speaker 3: So it’s clients.
1720
01:12:50,640 –> 01:12:53,840
Speaker 2: And when you go to
clients, you’ll get referral
partners as
1721
01:12:53,840 –> 01:12:55,680
Speaker 2: a default, right?
1722
01:12:55,680 –> 01:12:59,439
Speaker 2: Because referral partners
look for content to share to their
1723
01:12:59,439 –> 01:12:59,680
Speaker 2: clients.
1724
01:12:59,680 –> 01:13:04,239
Speaker 2: And so if you go to the
client, they reshare your stuff and
1725
01:13:04,239 –> 01:13:05,680
Speaker 2: you hit two birds of one
stone.
1727
01:13:08,159 –> 01:13:08,560
Speaker 3: Love it.
1728
01:13:08,560 –> 01:13:12,319
Speaker 3: And just because I know
you do a lot of social media, I’m
gonna
1729
01:13:12,319 –> 01:13:13,680
Speaker 3: stick on it a little bit
more.
1730
01:13:13,680 –> 01:13:18,479
Speaker 3: Is there a cadence daily,
multiple times a day?
1732
01:13:19,760 –> 01:13:20,960
Speaker 2: It’s above my pay grade,
dude.
1733
01:13:20,960 –> 01:13:22,640
Speaker 2: Uh, I mean, I’m sure
there is.
1734
01:13:22,640 –> 01:13:26,720
Speaker 2: Um, but at this point in
my career, I’m just trying to stay
1735
01:13:26,720 –> 01:13:26,720
Speaker 2:consistent.
1736
01:13:26,720 –> 01:13:28,000
Speaker 2: That’s it.
1737
01:13:28,000 –> 01:13:28,880
Speaker 2: That’s a cadence.
1738
01:13:28,880 –> 01:13:30,800
Speaker 2: Be consistent, you know.
1739
01:13:30,800 –> 01:13:35,359
Speaker 2: Um I I love the cadence
of trying to at least do some type
of
1740
01:13:35,359 –> 01:13:36,239
Speaker 2: story a day.
1741
01:13:36,239 –> 01:13:40,319
Speaker 2: Um, I think people sleep
on stories, they forget how a story
1742
01:13:40,319 –> 01:13:44,079
Speaker 2: at least keeps you atop
of mind to some degree, even if it’s
1743
01:13:44,079 –> 01:13:45,359
Speaker 2: not watched all the way,
right?
1744
01:13:45,359 –> 01:13:50,800
Speaker 2: Like, I probably spent no
more than eight seconds this morning
1745
01:13:50,800 –> 01:13:53,199
Speaker 2: seeing you, Dino, on
Instagram.
1746
01:13:53,199 –> 01:13:56,479
Speaker 2: And I knew right away,
oh, fishing, trip, boat, cool.
1747
01:13:56,479 –> 01:13:57,680
Speaker 2: Right?
1748
01:13:57,680 –> 01:13:58,880
Speaker 2: Like it was easy.
1749
01:13:58,880 –> 01:14:02,079
Speaker 2: And then when I talk to
you, it’s like easy to talk about
it.
1750
01:14:02,079 –> 01:14:06,880
Speaker 2: And like, you already
lived in some part of my mental real
estate
1751
01:14:06,880 –> 01:14:10,159
Speaker 2: today, even before we met
or before we met up for this
conversation.
1752
01:14:10,159 –> 01:14:13,119
Speaker 2: So, yeah, people sleep on
stories way too much.
1753
01:14:13,119 –> 01:14:17,119
Speaker 2: And I’ll tell you, it’s
funny because at first it felt
really
1754
01:14:17,119 –> 01:14:20,159
Speaker 2: awkward, and that’s when
I started like embracing it because
1755
01:14:20,159 –> 01:14:22,960
Speaker 2: like people be coming up
to me, like, hey, I you know how did
1756
01:14:22,960 –> 01:14:23,520
Speaker 2: you enjoy this?
1757
01:14:23,520 –> 01:14:25,039
Speaker 2: I’m like, How the hell
did you know I did?
1758
01:14:25,039 –> 01:14:26,399
Speaker 2: And I was like, Oh,
that’s right.
1759
01:14:26,399 –> 01:14:29,680
Speaker 2: Like, I post a story
about that, and like people are just
feeling
1760
01:14:29,680 –> 01:14:32,720
Speaker 2: like you’re having
conversations when you’re never
conversing,
1761
01:14:32,720 –> 01:14:37,199
Speaker 2: it’s so valuable, and it
helps me just keep relationships.
1762
01:14:37,199 –> 01:14:41,439
Speaker 2: I mean, a lot of my
friends I’m still connected with
because
1763
01:14:41,439 –> 01:14:48,640
Speaker 2: we’re staying silent
communication through social media,
yeah,
1764
01:14:48,640 –> 01:14:49,520
Speaker 2: dude.
1766
01:14:50,079 –> 01:14:50,399
Speaker 3: Thank you.
1767
01:14:50,399 –> 01:14:54,000
Speaker 3: You’re welcome wealth of
information today, and I appreciate
1768
01:14:54,000 –> 01:14:58,880
Speaker 3: you going through your
client consultation in such detail
and
1769
01:14:58,880 –> 01:15:03,039
Speaker 3: giving away the secret
sauce and and the NQM instead of
non-QM
1770
01:15:03,039 –> 01:15:03,920
Speaker 3: secret.
1771
01:15:03,920 –> 01:15:05,199
Speaker 3: Yeah, absolutely.
1772
01:15:05,199 –> 01:15:07,119
Speaker 3: I’m happy to have it.
1773
01:15:07,119 –> 01:15:12,640
Speaker 3: And and you know what,
just your heart, it is always
willing
1774
01:15:12,640 –> 01:15:15,359
Speaker 3: to help people and always
wanting to give.
1775
01:15:15,359 –> 01:15:16,960
Speaker 3: So thank you for that.
1776
01:15:16,960 –> 01:15:20,079
Speaker 3: And you are so good for
our entire industry.
1777
01:15:20,079 –> 01:15:24,079
Speaker 3: Uh, and I love that
you’re being so successful because
number
1778
01:15:24,079 –> 01:15:25,279
Speaker 3: one, you deserve it.
1779
01:15:25,279 –> 01:15:29,760
Speaker 3: And number two, I want
everybody else to see that being
successful,
1780
01:15:29,760 –> 01:15:33,279
Speaker 3: what it looks like, and
how you could be an awesome
individual
1781
01:15:33,279 –> 01:15:34,960
Speaker 3: and and be successful.
1782
01:15:34,960 –> 01:15:37,119
Speaker 3: So thank you.
1783
01:15:37,119 –> 01:15:38,159
Speaker 3: You’re welcome, bro.
1784
01:15:38,159 –> 01:15:38,640
Speaker 3: Thank you.
1786
01:15:38,960 –> 01:15:39,520
Speaker 2: Appreciate the time.
1787
01:15:39,520 –> 01:15:40,399
Speaker 2: I’ll see you next time.
1789
01:15:41,840 –> 01:15:42,239
Speaker 3: Yeah, for sure.
1790
01:15:42,239 –> 01:15:44,800
Speaker 3: And then you guys, what
what was that?
1791
01:15:44,800 –> 01:15:45,760
Speaker 3: Season three.
1792
01:15:45,760 –> 01:15:47,920
Speaker 3: Season three, baby.
1793
01:15:47,920 –> 01:15:49,279
Speaker 3: So, you guys, listen.
1794
01:15:49,279 –> 01:15:54,079
Speaker 3: Um, this season two, uh I
most likely you guys have heard it
1795
01:15:54,079 –> 01:15:56,720
Speaker 3: before, but if you
haven’t, here’s what’s going on.
1796
01:15:56,720 –> 01:16:01,039
Speaker 3: At the end of every
podcast, at least here in season
two, we
1797
01:16:01,039 –> 01:16:04,560
Speaker 3: are basically
reconstructing everything that was
said, and we’re
1798
01:16:04,560 –> 01:16:05,920
Speaker 3: creating a playbook out
of it.
1799
01:16:05,920 –> 01:16:08,159
Speaker 3: So if you want to know
how to have the perfect
consultation,
1800
01:16:08,159 –> 01:16:10,399
Speaker 3: then go to our website.
1801
01:16:10,399 –> 01:16:11,119
Speaker 3: It’s dinocatsiamatis.com.
1802
01:16:11,119 –> 01:16:14,960
Speaker 3: And I know, I know, I
know it’s a hard last name.
1803
01:16:14,960 –> 01:16:20,319
Speaker 3: So Dino the Mortgage Guy,
Dino Ethos, Dino uh the Way Podcast,
1804
01:16:20,319 –> 01:16:21,840
Speaker 3: Dino anything, right?
1805
01:16:21,840 –> 01:16:23,039
Speaker 3: It’ll come up.
1806
01:16:23,039 –> 01:16:26,479
Speaker 3: Go to it, and there’s a
playbook button there, and you’ll be
1807
01:16:26,479 –> 01:16:29,680
Speaker 3: able to download not just
SOC’s playbook, the one of the
perfect
1808
01:16:29,680 –> 01:16:31,920
Speaker 3: consultation, but a
million other ones.
1809
01:16:31,920 –> 01:16:34,399
Speaker 3: And you will get, and I
shouldn’t say a million, we’re
getting
1810
01:16:34,399 –> 01:16:34,880
Speaker 3: to a million.
1811
01:16:34,880 –> 01:16:38,000
Speaker 3: We only have a few
because we just started season two,
but there’s
1812
01:16:38,000 –> 01:16:40,560
Speaker 3: going to be one for each
and every episode.
1813
01:16:40,560 –> 01:16:46,079
Speaker 3: So go there, download it,
but most importantly, don’t just
look
1814
01:16:46,079 –> 01:16:47,600
Speaker 3: at it like implement it.
1815
01:16:47,600 –> 01:16:51,279
Speaker 3: Do something to change
yourself, change your business,
change
1816
01:16:51,279 –> 01:16:54,560
Speaker 3: your personal life
because all of it flows together in
our industry.
1817
01:16:54,560 –> 01:16:57,680
Speaker 3: And I promise you, if you
take action, you will be happy.
1818
01:16:57,680 –> 01:17:00,079
Speaker 3: So thank you so much for
listening, you guys.
1819
01:17:00,079 –> 01:17:00,800
Speaker 3: Enjoy it.
1820
01:17:00,800 –> 01:17:01,359
Speaker 3: We love you.
1821
01:17:01,359 –> 01:17:02,720
Speaker 3: We’ll see you next time.
DISCLAIMER
Views expressed are the individual’s own and do not represent their employer.
Listen On:
