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He Gave Them the Plan… Nobody Executed ft. Rogelio Goertzen II | Coffeez with Joe Shalaby · Coffeez with Joe Shalaby

0:00
[SPEAKER_00]: And I would give different suggestions, and there was one guy specifically, I met him back in 2019, and I gave him a list of things to do.
0:08
[SPEAKER_00]: I was like, go meet with these people, I'm like, listen, I've tried, I'm vocalizing it to everybody, no one's listening to me.
0:15
[SPEAKER_00]: But you go meet with these people, you go do this, you go do that.
0:18
[SPEAKER_00]: He came back to me like two or three years later, with the same printout from my name and he said,
0:25
[SPEAKER_00]: We're single thing on your list and I was shocked because usually Latinos don't listen to other Latinos I don't know why why it's like that, but and that inspired me I said if one person listens that's all that matters so go reach that one Welcome to another episode of Paul now let's dive in to the home venture But before that who is Rohelle before home what did you do before home?
0:50
[SPEAKER_01]: How did you and then how did this all come to fruition?
0:54
[SPEAKER_00]: Oh, that's a great question.
0:57
[SPEAKER_00]: So, Rheleo is, you know, I'm another human, just like you, just like everybody.
1:04
[SPEAKER_00]: But what separates me and makes me very unique is the fact that I had the opportunity to work at the nation's largest lender for 10 years.
1:13
[SPEAKER_00]: And I wasn't just anybody.
1:15
[SPEAKER_00]: I got the very unique opportunity to be the man behind Madishpia.
1:21
[SPEAKER_00]: And both of our mentors.
1:23
[SPEAKER_00]: Yeah.
1:23
[SPEAKER_00]: So we're both mentored by greatness.
1:25
[SPEAKER_00]: Yeah, exactly.
1:26
[SPEAKER_00]: And being able to watch him grow in scale, a $10 billion company to $300 billion is such an inspiration and learning his tenacity.
1:38
[SPEAKER_00]: Like I was around when the CEOs of other banks made fun of him for going to 100% wholesale.
1:44
[SPEAKER_00]: And so being able to witness that and see someone go completely against the grain and believing in their purpose and then going achieve greatness is such an amazing moment.
1:53
[SPEAKER_01]: I feel like there's a commonality because you tend to see that a lot with great people, right?
1:58
[SPEAKER_01]: We joke around a lot about how that happened.
2:01
[SPEAKER_01]: You see that happened into me, you know?
2:03
[SPEAKER_01]: Anyone who goes against the grain and gets laughed at, you know they're winning.
2:06
[SPEAKER_00]: Yeah.
2:06
[SPEAKER_01]: Absolutely.
2:08
[SPEAKER_01]: So talk about the experience, the leadership experience that you had.
2:13
[SPEAKER_01]: at the nation's number one lender and your and the leadership that you had there and how that really helped formulate your mindset to adopt it to your current venture.
2:24
[SPEAKER_00]: Absolutely.
2:25
[SPEAKER_00]: So when I first started, you know, the company had an outdated website.
2:30
[SPEAKER_00]: We didn't have our process dialed in a lot of the C-level leadership that you see today Join right around the time that I started.
2:38
[SPEAKER_00]: So the beautiful part of that is that I got to grow with them And so as they expanded as they grew and arguably, you know now working with all 150 different lenders and banks UWM's leadership is best in class best like
2:53
[SPEAKER_00]: the things that they do and how they work together, and what I really love about Maddish be a specifically is that he empowers leaders to go and build and do things that they've never done before.
3:04
[SPEAKER_00]: One of my favorite memories is Laura Lawson, our chief people officer.
3:08
[SPEAKER_00]: She's amazing.
3:09
[SPEAKER_00]: She, you know, built the largest skybridge.
3:12
[SPEAKER_00]: and she had to, you know, generate this crazy campus with the basketball court and do things that, you know, she's never done before.
3:21
[SPEAKER_00]: But that's what he does.
3:23
[SPEAKER_00]: He picks ordinary people and powers them and then they just take off.
3:28
[SPEAKER_01]: You know, you were saying something about leadership and you know, you get to be around a lot of leaders and one of the key attributes of the leadership style of Matt, if you want to mention and how he gets into the grain of everything.
3:41
[SPEAKER_01]: Talk about that experience, how, you know,
3:45
[SPEAKER_01]: someone at that stature, a big SEO, whatever 30 billion or whatever it is, is in the weeds at the janitorial level.
3:53
[SPEAKER_00]: Oh man, it's impressive.
3:56
[SPEAKER_00]: He is over all of the details to like, how long someone's unhold, how long it takes to do a file, how long it takes for a VVOE, how long are we doing this, how long are we doing that, and it's operational excellence.
4:11
[SPEAKER_00]: And what I love about, you know, him specifically is that normally CEOs, they're in an office.
4:17
[SPEAKER_00]: You can't talk to them, you can't see them.
4:19
[SPEAKER_00]: This guy is with his people.
4:21
[SPEAKER_00]: He's shadowing every single department saying, hey, what struggles are you going through?
4:25
[SPEAKER_00]: What, what, how can we make this better?
4:27
[SPEAKER_00]: And he takes the feedback from everybody.
4:29
[SPEAKER_00]: And that's,
4:30
[SPEAKER_00]: Honestly, I think what made UWM so great is that they were receptive and he embodied that throughout his leadership team.
4:37
[SPEAKER_00]: Like, even me, I would always come up with ideas and they would listen to me and other banks, they think they know better than everybody else, and that's usually what trips them up compared to UWM.
4:49
[SPEAKER_01]: You know, it's so great.
4:50
[SPEAKER_01]: I want to tell the audience kind of a quick story.
4:52
[SPEAKER_01]: Uh, who, uh, who Roja Gortson is, you know, I've known him for about seven years now.
4:57
[SPEAKER_01]: And when I met him back in 2019, I was a terrified public speaker.
5:03
[SPEAKER_01]: And he comes into the office.
5:05
[SPEAKER_01]: I'm about to do my first big presentation on my own event.
5:09
[SPEAKER_01]: My Christmas party event.
5:11
[SPEAKER_01]: And I was terrified.
5:12
[SPEAKER_01]: I didn't know how to, how to relay the message over.
5:15
[SPEAKER_01]: I didn't know what to do.
5:17
[SPEAKER_01]: it was down to like I'm like I got this presentation coming up in three days I don't know what to do I don't know what to say I've never done this before and he just gets you know he sits with me for a couple minutes and then we start diving in he starts prepping my PowerPoint getting my thoughts down on a PowerPoint working down to the very minutia
5:35
[SPEAKER_01]: how I'm going to illustrate my message, how simple it is, alleviating the anxiety before I speak.
5:40
[SPEAKER_01]: And helping me really kind of like formulate my thoughts around a public speaking engagement.
5:46
[SPEAKER_01]: Now here I am, I'm public speaking all over the world, right?
5:49
[SPEAKER_01]: And I'm doing big events, and I'm now podcasting and content, but it all started with this guy right here.
5:56
[SPEAKER_01]: Seven years ago, you know,
5:59
[SPEAKER_01]: uh... in an office where i was terrified to do it you know and it's unbelievable where we're both at now and just it goes to show you you know when you have that heart of service you don't know what's gonna happen right you didn't know that seven years later
6:14
[SPEAKER_01]: Here you are.
6:15
[SPEAKER_01]: You'd be on this podcast of remarking in your company and helping push your brand.
6:18
[SPEAKER_01]: You didn't do that.
6:20
[SPEAKER_01]: You had no idea.
6:21
[SPEAKER_01]: You just did it to serve.
6:22
[SPEAKER_01]: You did it at a good way.
6:23
[SPEAKER_01]: You didn't do it for any money.
6:25
[SPEAKER_01]: You didn't do it like for a profit.
6:27
[SPEAKER_01]: You did it because your man of God and your man of servitude.
6:31
[SPEAKER_01]: And that leads me to this here.
6:34
[SPEAKER_01]: What is home?
6:35
[SPEAKER_01]: What is the vision of home?
6:37
[SPEAKER_01]: What are you doing with home?
6:38
[SPEAKER_01]: And where was the gap that you saw that
6:43
[SPEAKER_00]: this needs to happen yeah well first off thank you for you know it feels like that memory was yesterday it does you know and I'm wise and if I remember correctly I think I was watching you stumble upon doing your own presentation and I said scoot over let me let me do you set you got on my computer I remember it like it was just you got on my yeah did the work for me yeah I was like this is how we're gonna do it yeah
7:08
[SPEAKER_01]: Yeah, you jumped right in.
7:10
[SPEAKER_00]: Yeah, and um, you know, that's that's something that I just have in me.
7:14
[SPEAKER_00]: Um, that's what I did at UWM, like I joke around all the time that I was the Mexican behind the scenes because it didn't matter what happened.
7:21
[SPEAKER_00]: Like even if we had a big IT move from from one suite to the other suite, I was there helping them move computers on the weekend because that's how much I cared about my team and my family.
7:30
[SPEAKER_00]: And, you know, that's what it's all about, but in my journey working at, you know, the number one in the number two lender, because I was a loan officer before I joined UWM, I noticed that there was this huge gap for the Hispanic community, really for all communities, but specifically because I'm Hispanic, I would pay attention to that and I would be the one to translate in every single department, whether that's servicing, whether that's underwriting for banks,
7:57
[SPEAKER_00]: that ultimately I was like, how come there isn't, you know, something bigger being done about this, you know, with technology and AI and all of this innovation, how come this industry specifically is so stagnant?
8:13
[SPEAKER_00]: you know, home started as a simple dream.
8:16
[SPEAKER_00]: To be honest, I didn't even really want to be the one to do it because it's a lot of work.
8:21
[SPEAKER_00]: But after years of being the only Latino that was at the nation's largest lender and every time someone would walk through the door, they would be like, oh, another Mexicans here, go have lunch with them.
8:31
[SPEAKER_00]: And I would, and they would tell me the same thing.
8:34
[SPEAKER_00]: What are we doing?
8:34
[SPEAKER_00]: What are we doing?
8:35
[SPEAKER_00]: And I could not give them an answer that I was proud of.
8:39
[SPEAKER_00]: And I would give different suggestions and there was one guy specifically.
8:42
[SPEAKER_00]: I met him back in 2019.
8:44
[SPEAKER_00]: And I gave him a list of things to do.
8:47
[SPEAKER_00]: and I was like, go meet with these people, I'm like, listen, I've tried, I'm vocalizing it to everybody, no one's listening to me.
8:55
[SPEAKER_00]: But you go meet with these people, you go do this, you go do that.
8:58
[SPEAKER_00]: He came back to me like two or three years later, with the same print out from my email.
9:04
[SPEAKER_00]: And he said, Rohello, I did every single thing on your list.
9:08
[SPEAKER_00]: And I was shocked because usually Latinos don't listen to other Latinos.
9:11
[SPEAKER_00]: I don't know why it's like that, but even my own sister was my assistant for a couple years.
9:17
[SPEAKER_00]: She doesn't listen to me.
9:18
[SPEAKER_00]: And he went and did everything that I told him to do and that inspired me.
9:24
[SPEAKER_00]: I said, if one person listens, that's all that matters.
9:27
[SPEAKER_00]: So go reach that one.
9:29
[SPEAKER_00]: So with home, our initiative, because we didn't realize this, but only 1% of loan officers are Hispanic.
9:35
[SPEAKER_00]: And there's supposed to be the largest home buying population by 2070.
9:38
[SPEAKER_00]: So that being said, there's a huge gap that we need to fill.
9:42
[SPEAKER_00]: But if I were to be a loan officer, I could only touch so many transactions, so many families.
9:48
[SPEAKER_00]: But if I empower the community to go and get licensed, to go connect, then I can have a wider net and impact more people.
9:56
[SPEAKER_00]: So home in a nutshell is
9:59
[SPEAKER_00]: A home no matter what brokerage you're at, where that community that shows up, where you can grow, you can be inspired, where they can champion your success, and there's no competition because there's so little of us.
10:11
[SPEAKER_00]: There's only 1% roughly around 14,000 Hispanic loan officers and 95% of them are in retail.
10:17
[SPEAKER_00]: So when you look at it, there is no competition.
10:21
[SPEAKER_01]: You know, I'm going to have to say, the concept is genius and obviously it applies to it.
10:26
[SPEAKER_01]: Not just Hispanic community, minority community and every community in general, absolutely.
10:33
[SPEAKER_01]: But one thing I'm going to have to say is, when you came up with home, you didn't seek money.
10:38
[SPEAKER_01]: You said, you know what?
10:39
[SPEAKER_01]: There's a gap here, and I'm just going to fund it.
10:42
[SPEAKER_01]: I'm going to pay for it.
10:44
[SPEAKER_01]: Why are you crazy enough to do that?
10:47
[SPEAKER_01]: And why are you still crazy enough not to accept money?
10:53
[SPEAKER_00]: You know, when you have a heart that really cares about people, you don't focus on where the money is going to come from.
10:59
[SPEAKER_00]: So I focus on aligning myself with why did God put me on this earth?
11:04
[SPEAKER_00]: What is my purpose?
11:05
[SPEAKER_00]: What is my calling?
11:07
[SPEAKER_00]: Trusting that everything else will follow.
11:10
[SPEAKER_00]: So I don't worry about tomorrow.
11:12
[SPEAKER_00]: I focus on today.
11:14
[SPEAKER_00]: What impact can I make today that can drive forth impact for the next 10 to 20 years?
11:21
[SPEAKER_00]: And so I was crazy enough to do it because no one believed because I was the one that was constantly nagging about representation, about language access advocacy, and if no one was willing to do it, and organizations that have been around for decades weren't really focused on it, even though they say that they are.
11:41
[SPEAKER_00]: That's when I said, OK, I'm going to build my own table with people and empower them.
11:46
[SPEAKER_00]: So now what I'm focused on with home is not only adding loan officers, but also how do we develop people?
11:52
[SPEAKER_00]: How do we train you just like Matt is to be a trained me because we need better sea level leaders in the industry across the board.
12:01
[SPEAKER_01]: You know, and it leaves me like something our mentor says, both of our mentors is that, you know, if you do the right thing, money always follows, right?
12:09
[SPEAKER_01]: Yeah, success will follow.
12:11
[SPEAKER_01]: As long as we do the right thing and, you know, you're doing the right thing here.
12:15
[SPEAKER_01]: And here's what's happening.
12:16
[SPEAKER_01]: Success is following.
12:18
[SPEAKER_01]: You're growing at immense lightning speed.
12:21
[SPEAKER_01]: Yeah.
12:21
[SPEAKER_01]: Right.
12:22
[SPEAKER_01]: Lightning speed.
12:23
[SPEAKER_01]: And the money is going to follow if you want the money, but your goal is to make an impact.
12:27
[SPEAKER_01]: And I feel like you're vision with the impact.
12:30
[SPEAKER_01]: is there and it's happening and it's very honorable and you live a life of integrity and servitude and that's what's most important.
12:39
[SPEAKER_01]: So let's dive into that here with that said because people don't understand what home is.
12:46
[SPEAKER_01]: You know it's like we're talking about home, talking about the initiative home but just given overarching concept of what is home, how does it help people, how can people
12:58
[SPEAKER_01]: and how can they leverage this opportunity?
13:00
[SPEAKER_00]: Yeah, it's interesting because there is no one thing that home is because home is very fluid in a sense where if the industry needs us to adapt, we adapt.
13:14
[SPEAKER_00]: I'm very much like Matt Espio, where I quickly change things.
13:20
[SPEAKER_00]: For example, I was at a big convention and a Hispanic loan officer said,
13:27
[SPEAKER_00]: people how to take the NMLS test because it's like the SAT, where it's not literal, it's, you know, how do they want you to answer this question?
13:39
[SPEAKER_00]: So he said if we can develop the training in Spanish because NMLS has to be taken in English except Puerto Rico.
13:45
[SPEAKER_00]: That's the one loophole.
13:46
[SPEAKER_00]: You can fly someone to Puerto Rico to take in Spanish.
13:48
[SPEAKER_00]: But, you know,
13:49
[SPEAKER_00]: we developed a course within probably about 30 days.
13:53
[SPEAKER_00]: I said that's a great idea.
13:54
[SPEAKER_00]: Let's go my team executed on it.
13:56
[SPEAKER_00]: So whatever the need is, that's what I hyperfocus on.
14:01
[SPEAKER_00]: And just, you know, our, our, our, I think it was our,
14:05
[SPEAKER_00]: Our first year, there was this Hispanic loan officer, and she was like, Rohello, you know, we really need more item products, and we need Spanish documents.
14:15
[SPEAKER_00]: And I was going around begging every single lender, every single lender, give us Spanish documents, give us item, these are things that the community needs.
14:24
[SPEAKER_00]: No one would listen to me.
14:26
[SPEAKER_00]: I launched an article that said how tapping into the item space could stimulate our economy by 300 billion.
14:33
[SPEAKER_00]: And
14:35
[SPEAKER_00]: and now we have eight lenders that lend in the item space.
14:39
[SPEAKER_00]: Same thing with language access.
14:41
[SPEAKER_00]: I was begging, I was begging.
14:42
[SPEAKER_00]: We have two lenders in the wholesale channel that are focused on language access, and we have another three to four that are in conversations with those vendors to do that same thing.
14:51
[SPEAKER_00]: So as an organization, we're focused on everything, but we are mostly focused on developing people and developing this community.
15:00
[SPEAKER_00]: I'm not sure if you know this, but there's 52 mortgage conventions in the entire year.
15:05
[SPEAKER_00]: I don't want to just be another convention where people come.
15:08
[SPEAKER_00]: They take pictures, they throw a party.
15:10
[SPEAKER_00]: I want to be the community that shows up at all of these different mortgage conventions.
15:15
[SPEAKER_00]: We take the knowledge, we share the knowledge, we make each other better, we grow each other.
15:20
[SPEAKER_01]: I got two questions for you.
15:22
[SPEAKER_01]: One is, at what, what was that moment where you realized?
15:26
[SPEAKER_01]: Because there's so much,
15:28
[SPEAKER_01]: you know focus in lending and stuff like with with real it with with the government with additional regulatory intervention on the Hispanic community to basically you know make sure that there's no um additional fees charge to the Hispanic community et cetera so they're trying to add these protective measures measures at the regulatory level
15:50
[SPEAKER_01]: But at what point did you realize like well the Hispanic communities actually underserved and there needs to be additional intervention at the loan officer level to give the necessary support.
16:04
[SPEAKER_01]: Because and we we were having this discussion right or it's like there's a lot of his bank loan officers.
16:09
[SPEAKER_01]: They say they're Hispanic focus, but what are they doing to this panics?
16:13
[SPEAKER_01]: They're just price gouging them to call themselves, I'm a Hispanic focus loan officer, but they're gouging and paying devil, right?
16:20
[SPEAKER_01]: Yeah.
16:21
[SPEAKER_01]: So now there's government intervention, but what was that aha moment like?
16:26
[SPEAKER_01]: This is wrong.
16:27
[SPEAKER_01]: There needs to be additional precautions in place.
16:30
[SPEAKER_01]: These institutions, we're not going to say their names, that exist currently for real estate professionals.
16:36
[SPEAKER_01]: They're not really mortgage pressures.
16:38
[SPEAKER_01]: There's nothing to help loan officers.
16:40
[SPEAKER_01]: There's no nobody to level the playing field for the Hispanic community.
16:45
[SPEAKER_00]: You know, it's, it's interesting because when I started this organization, I got told good luck.
16:51
[SPEAKER_00]: It's your own people that screw over your own people.
16:53
[SPEAKER_00]: And I think that's the main reason why I started it.
16:57
[SPEAKER_00]: Is I want to be able, if my grandma was moving from one state to another, I just wanted one trust worthy loan officer in all 50 states that I could refer her to.
17:07
[SPEAKER_00]: And that is what I was focused on.
17:10
[SPEAKER_00]: So it's finding that one person in every state that can lend honestly.
17:15
[SPEAKER_00]: And let's be real.
17:17
[SPEAKER_00]: Lending, that's for profit.
17:18
[SPEAKER_00]: Home is a nonprofit.
17:19
[SPEAKER_00]: There's a reason why we're an nonprofit.
17:21
[SPEAKER_00]: But at the end of the day, you should get paid for being a loan officer.
17:24
[SPEAKER_00]: I'm not saying go do free loans.
17:26
[SPEAKER_00]: Like you're not in the business for a nonprofit.
17:29
[SPEAKER_00]: But at the same time, are you treating them fairly?
17:33
[SPEAKER_00]: If you're seeing that their DTI, you see their financial situation, so you do that heart check when you're serving your community, and it's not just Hispanics.
17:42
[SPEAKER_00]: It's every single borrower in every single family, especially right now, that the economy is crazy, that jobs are being lost with AI in the disruption.
17:51
[SPEAKER_00]: It's how can we serve and make sure that we are doing the best by every single community in every single consumer.
17:58
[SPEAKER_01]: Now, the organization, it's not just a place to empower loan officers.
18:04
[SPEAKER_01]: You're a complete ecosystem from placing to scholarship opportunities.
18:09
[SPEAKER_01]: By the way, we're going to be dropping a scholarship and a partnership with our organization here, where we're going to make it available for listeners to enter the home ecosystem and create a true
18:22
[SPEAKER_01]: opportunity, because what home has done is they've partnered with thousands of brokers across the nation, mortgage brokers, and through this organization now, we can offer you the education.
18:35
[SPEAKER_01]: the licensing curriculum and after your license as a mortgage agent and this is all this is all scholarship based after you get your license which we help you get home helps you get now for the coffees listeners those that are avid fans listening to the content here you're going to be able to get a job and if you guys don't know
18:56
[SPEAKER_01]: Mortgage professionals are some of the highest paid people in the world, so he's opening up doors of opportunity for people to make real livings.
19:06
[SPEAKER_01]: So it's not just home as a nonprofit, it's home as a way to create families.
19:13
[SPEAKER_01]: and serve families at a macro level and help thousands of people because guess what he's going to put food on the table for the underserved and those underserved now are going to have true financial opportunities because I'm an immigrant you're an immigrant I came from Egypt came from nothing the mortgage industry allowed me to make millions of dollars and serve my people and now if you come to e-morge capital
19:41
[SPEAKER_01]: I got like hundreds of loan officers that are Egyptian and a lot of latino too and a lot of latino.
19:48
[SPEAKER_01]: I tried to serve my community as well through my company and I feel like there's a direct synergy because that home serves the minorities.
19:59
[SPEAKER_01]: Like home can serve my Egyptian community because a lot of kids are coming out of college and it's like if you're not going to med school you're not going to make enough to live in Orange County.
20:09
[SPEAKER_01]: You know, and even if you do go to med school after those two to loans, you're still not making enough.
20:14
[SPEAKER_01]: You're still not making enough.
20:15
[SPEAKER_01]: And guess what?
20:16
[SPEAKER_01]: If you go to my neighborhood in Newport, there is no medical professionals.
20:19
[SPEAKER_01]: They're all financial people.
20:22
[SPEAKER_01]: Yeah.
20:22
[SPEAKER_01]: So people want to make real money.
20:24
[SPEAKER_01]: This is the business.
20:26
[SPEAKER_01]: This is the business.
20:27
[SPEAKER_01]: And this is not just, you know,
20:31
[SPEAKER_01]: a nonprofit for the purpose of nonprofit this is a nonprofit with a mission that's much greater than you know what we're discussing this is a nonprofit that's going to serve tens of thousands of people and those tens of thousands of people have families that have thousands so another 40,000 people on top of that and that's just the beginning that's just scratching the surface now you're just talking about the Hispanic community and then you got the Asian community and
20:57
[SPEAKER_01]: I know you're in conversations with other leaders that are like, well, we need this for our community, the Arabic community, and the Asian community, the Chinese community, the Korean community, and the Filipino community, and this is going to have a cascade effect, and that's what it's about, you know, this is a legacy project, that is much greater than, you know,
21:24
[SPEAKER_01]: can fathom and the saying the biblical states like we just plant the seed right and a polo waters it and what happens when a polo waters you know when when heaven speaks you know God's going to make momentous moves through this organization and I believe in it and I'm I'm an avid supporter as you can see but with me talking
21:52
[SPEAKER_01]: A storm about it.
21:53
[SPEAKER_00]: No, you're good.
21:54
[SPEAKER_00]: I did want to bring up one thing you you mentioned Sowing seeds and and you know, there's a very big difference between Sowing seeds and good soil versus bad soil and You know, you could see people that invest in investor time But they don't see any reward for what they sow.
22:13
[SPEAKER_00]: I'm the complete opposite.
22:14
[SPEAKER_00]: I focus on
22:15
[SPEAKER_00]: that person's heart.
22:17
[SPEAKER_00]: Is this someone that I should be connected to?
22:19
[SPEAKER_00]: Is this someone that I should be pouring into?
22:21
[SPEAKER_00]: Because you can pour a lot into people and their hearts are not ready to receive or listen, those aren't your people.
22:27
[SPEAKER_00]: So now with my leadership teams specifically because they're like, you know, we're promoting homework, we're promoting home people aren't listening.
22:34
[SPEAKER_00]: Those aren't your people.
22:35
[SPEAKER_00]: stop trying to force someone to listen to something that they don't want to receive, go find your people because you should never have to sell.
22:44
[SPEAKER_00]: Yeah.
22:44
[SPEAKER_00]: You should just show up and authentically show up and then the right people connect to you.
22:50
[SPEAKER_01]: which leads me to this question.
22:51
[SPEAKER_01]: We talked about personality assessments now.
22:53
[SPEAKER_01]: Like your goal is to empower people in the right mindset.
22:56
[SPEAKER_01]: You're not like empower people and then they go price gauge.
22:59
[SPEAKER_01]: Yeah, right?
23:00
[SPEAKER_01]: So you're taking a step above.
23:02
[SPEAKER_01]: You're actually doing personality assessments, character assessments of these people, right?
23:07
[SPEAKER_01]: Talk about that a little bit.
23:08
[SPEAKER_01]: What are you doing to really kind of help address a variable that people don't really think about?
23:14
[SPEAKER_00]: Yeah, you know, there's different personalities within the mortgage community.
23:19
[SPEAKER_00]: You have your loan officer, you have your all-away, you have your processor, you have your underwriter, you have your closer, you have your broker owner, and you know, being over the top 200 clients and being able to really pull apart all these mortgage companies, you see the different personality traits that they all have.
23:37
[SPEAKER_00]: And I was very fortunate to fly around and I would pull apart brokerages and, you know, align them with their goals in their mission, but oftentimes you would be like, hey, that person's in the wrong role.
23:48
[SPEAKER_00]: They really should be a CMO, or, you know, that technology officer isn't really a technology officer.
23:53
[SPEAKER_00]: And we would give that advice, you know, with Brian Miller back in the day.
23:57
[SPEAKER_00]: And that's what kind of drove us to say, let's make sure that the personality matches the role, because you have a lot of people that want the loan officer paycheck.
24:07
[SPEAKER_00]: But do you have the personality to go out there, talk to strangers, get referrals, build that?
24:12
[SPEAKER_00]: Like the loan officer role, that's not for the faint of heart.
24:15
[SPEAKER_00]: No.
24:16
[SPEAKER_00]: That's not for anybody.
24:17
[SPEAKER_00]: And that's what we really want to be focused on.
24:19
[SPEAKER_00]: We don't want to set someone up for failure.
24:21
[SPEAKER_00]: We want to set them up for success.
24:23
[SPEAKER_00]: Now, that's...
24:24
[SPEAKER_00]: it comes into two parts because there is something very different when you start off as a processor but then you're like, you know what, I mastered this, I want to be a loan officer and then you graduate and you commit to developing those skills to become that person.
24:40
[SPEAKER_00]: But again, that's your career path.
24:43
[SPEAKER_00]: So we don't want to manipulate anybody into a career in mortgage.
24:47
[SPEAKER_00]: We want you to self guide,
24:52
[SPEAKER_00]: Are you a teacher?
24:52
[SPEAKER_00]: Are you a plumber?
24:53
[SPEAKER_00]: Like, what would you be good at?
24:54
[SPEAKER_00]: What trade are you good at?
24:56
[SPEAKER_00]: It's that same approach, but just geared towards the mortgage industry.
25:00
[SPEAKER_01]: Now,
25:01
[SPEAKER_01]: What he's doing guys is creating the exact playbook based on your personality to enter into the most lucrative financial sector on the planet.
25:12
[SPEAKER_01]: It's genius and he's got it narrowed in down to your personality, down to placing you with the right mortgage company because he's built a network with thousands of mortgage companies throughout the country.
25:26
[SPEAKER_01]: He's one of the most reputable people on the planet.
25:29
[SPEAKER_01]: and one of the most beloved and you know talk to people about talk to me about the placing you know finding the right mortgage company for them finding them with placing them with the right you know institutions so that you know not only getting them educated
25:43
[SPEAKER_01]: funding the deal then you're placing them with the right company.
25:46
[SPEAKER_00]: Yeah, so a lot of that really comes back to what their goals are and who they want to be and it comes back to mentoring.
25:54
[SPEAKER_00]: And so I don't steer anybody and I don't promote, hey go to this company over this company.
26:00
[SPEAKER_00]: But I do like to take them on the path of what are your goals?
26:03
[SPEAKER_00]: What are you looking to accomplish?
26:05
[SPEAKER_00]: And let's be very real and very honest.
26:07
[SPEAKER_00]: No one mortgage company is similar.
26:09
[SPEAKER_00]: It's funny because there was this post where someone was talking about banks versus brokers.
26:16
[SPEAKER_00]: And I commented and I said, I believe that both serve the community and different purposes.
26:22
[SPEAKER_00]: But
26:23
[SPEAKER_00]: there's not one mortgage company that is like the other they all have different tech different processes different leadership that go find your environment and go find your people and just grow like grow so ultimately with all of these thousands and thousands and thousands of mortgage companies go find your people and if you join a mortgage company
26:45
[SPEAKER_00]: and you want to grow.
26:46
[SPEAKER_00]: It's okay to outgrow that mortgage company.
26:48
[SPEAKER_00]: You know a lot of times in this industry people try to and I think that's what I'm trying to solve for is they try to get keep your lender information or different I want to be the only one that knows DSCR or I want to be the only one that knows this type of product or you know I don't want them to know that all of these other mortgage companies exist because what if they leave?
27:08
[SPEAKER_00]: So what?
27:09
[SPEAKER_00]: What do they want to do?
27:10
[SPEAKER_00]: Do they want to build a team?
27:12
[SPEAKER_00]: And are they at the right brokerage that can build that infrastructure?
27:15
[SPEAKER_00]: Or are you a one to two-man operation that don't even have technology?
27:19
[SPEAKER_00]: Doesn't even have a CRM?
27:20
[SPEAKER_00]: Isn't even focused on that?
27:22
[SPEAKER_00]: So it's very important that as CEOs, we are focused on growing our people, but also being true to our goals and where we want to be and attracting the right people that contribute to those goals.
27:35
[SPEAKER_01]: love that.
27:36
[SPEAKER_01]: Now one thing I know we talked about this a little bit, but you feel that home is making up for some of the deficiencies that some of the Hispanic children got exposed to because they just didn't have the resources and you're basically adding that additional layer of mentorship to really guide them in a path of success because that's
28:03
[SPEAKER_01]: Some of his bank communities come over poverty-stricken.
28:05
[SPEAKER_01]: They just are trying to survive, all right?
28:07
[SPEAKER_00]: Yeah.
28:08
[SPEAKER_01]: So talk about that a little bit.
28:09
[SPEAKER_01]: How is that mentorship that playbook really shifting folks mindset to really think big and to have real success?
28:20
[SPEAKER_00]: Yeah, I, you know, I look at my own personal life and I grew up in an amazing family.
28:26
[SPEAKER_00]: My parents did everything for me.
28:28
[SPEAKER_00]: I didn't realize that we were poor because that's how great they did.
28:32
[SPEAKER_00]: Like we had a brand new house brand new car.
28:35
[SPEAKER_00]: My family owned a church.
28:36
[SPEAKER_00]: Like you wouldn't think that the church is broke, but non-profits really don't make money.
28:42
[SPEAKER_00]: Um, so get into mortgages.
28:44
[SPEAKER_00]: Um, but, you know, it's, it's, it's interesting because my family grew me up until a certain point.
28:51
[SPEAKER_00]: And then when I met Matt Ispia, that's when he kind of took over and soed into my life.
28:57
[SPEAKER_00]: And so I'm looking to do the same approach.
28:59
[SPEAKER_00]: And, and it didn't really dawn on me until there was this young kid that was complaining about the people on his team.
29:04
[SPEAKER_00]: And he was like, you know, they have this personality and they have this and they have that.
29:08
[SPEAKER_00]: And I said, hey, listen, you have to look at it completely
29:11
[SPEAKER_00]: what you are looking at is you are looking at Hispanic young adults, their parents did the best that they could at raising them with the resources that they had.
29:20
[SPEAKER_00]: And it's our job as leaders to make up for those deficiencies and teach them in different areas.
29:25
[SPEAKER_00]: Now with kids, you know, you love your kids, they're all different.
29:29
[SPEAKER_00]: They all need something different from their parent.
29:31
[SPEAKER_00]: And so that's what it's our job and our duty.
29:34
[SPEAKER_00]: So what I love about the home community is that it's not what
29:40
[SPEAKER_00]: it's how can i join home to give let me pair up with someone that maybe didn't have this leadership skill or maybe didn't have anyone to teach them or mentor them in these areas but we can fill that void and help get you there and and that's the main vision behind all of it it's not you know we're more focused on people development
30:01
[SPEAKER_00]: and making sure that you reach your full potential, not our full potential, your full potential.
30:06
[SPEAKER_00]: Who do you want to be?
30:07
[SPEAKER_00]: What did God destined you to do?
30:09
[SPEAKER_00]: And then let's go amplify that.
30:12
[SPEAKER_01]: And walk me through, how are you doing that?
30:13
[SPEAKER_01]: Like, what are some of your strategies currently?
30:16
[SPEAKER_00]: Well, it varies because you see and just to be clear, you know, you could have a 40 or a 50 year old that's as immature as a 12 year old.
30:29
[SPEAKER_00]: And that mentally is not developed.
30:31
[SPEAKER_00]: So every person is unique, every just like mortgage companies.
30:36
[SPEAKER_00]: They all have different ingredients and they're all different in their own way that you kind of have to tackle that one on one.
30:46
[SPEAKER_00]: They're managed to be approached where I breed leaders that breed leaders.
30:51
[SPEAKER_00]: So my goal and my mission is how can I have my executive team practice these things and be very selfless so that then they can go and they can breed leaders within the community.
31:03
[SPEAKER_00]: Because I don't want to do this forever.
31:05
[SPEAKER_00]: So I'm looking for my replacement, which is very different from
31:09
[SPEAKER_00]: the industry norm normally you don't want to replace yourself and you want to keep that job forever but i'm focused on the complete opposite because what happens if you impact more people's lives more people's lives get impacted and what is the quote i'm trying to find the false ships yeah
31:27
[SPEAKER_00]: So that's what our focus is, but you are also responsible for the seeworthiness of your own ship.
31:33
[SPEAKER_00]: So that's where it goes back to the heart check, all of the leaders, everyone that's pouring in.
31:37
[SPEAKER_00]: And when certain situations arise, like, I really spend time with God and I'm like, God, this is rubbing me the wrong way or this person came from this perspective, help me discern, give me the wisdom so that I'm not misinterpreting this end.
31:52
[SPEAKER_00]: And one of my mentors, because I grew up in the church,
31:55
[SPEAKER_00]: They told me there's three voices that speak to you.
31:57
[SPEAKER_00]: You have God, you have the devil, and you have yourself.
32:00
[SPEAKER_00]: And it's very important to bookmark those so that you understand who is what, and you don't misinterpret it.
32:08
[SPEAKER_01]: Yeah, that little angel devil.
32:11
[SPEAKER_00]: Yeah.
32:11
[SPEAKER_01]: Sometimes your self is like on the devil's side, sometimes something angels.
32:14
[SPEAKER_00]: Exactly, yeah.
32:15
[SPEAKER_01]: So you gotta be careful.
32:16
[SPEAKER_01]: Yeah, you gotta be careful.
32:18
[SPEAKER_01]: Couple last questions.
32:20
[SPEAKER_01]: Now, what's a personal goal that you have for yourself?
32:24
[SPEAKER_01]: a business school that you have for your business and your family goals.
32:28
[SPEAKER_00]: Well, family goals, I crushed that because I'm a big believer that you have to get your family in order.
32:36
[SPEAKER_00]: So I was the youngest and I have two older sisters and they were not in good marriages.
32:42
[SPEAKER_00]: So my goal was to get them divorced.
32:44
[SPEAKER_00]: I did that, paid for their attorneys and everything and now they're happier.
32:49
[SPEAKER_00]: Now you see their life flourishing, now they're better moms and I love that and they're focused on self-love.
32:55
[SPEAKER_00]: uh... which for the Hispanic community that's that's huge like to have a younger brother go and do that um... i bought my mom and mrs. eighties that was one of my goals my parents house is completely paid off uh... so those are some of the family dynamics and then i took right when i launched home the year i launched home i took all sixteen members of my family on an all paid vacation to Mexico because i wanted them to experience that culture understand why it is that i was doing all of this uh... so that's the the family aspect
33:24
[SPEAKER_00]: Personal, you know, I work out almost every single day, especially when you're traveling, when you're doing all this stuff, it's very hard to eat right and stay disciplined.
33:33
[SPEAKER_00]: So that's one of my main focuses, making sure that I'm top-notch to go and pour into other people.
33:40
[SPEAKER_00]: Professional.
33:41
[SPEAKER_00]: I want to grow home so big that, you know, every single...
33:45
[SPEAKER_00]: consumer sees that logo and they understand that's a trust worthy advisor.
33:51
[SPEAKER_00]: So it's building up the community so that then they can go and support all of the other communities as well.
33:56
[SPEAKER_01]: Guys, when you see that home badge on someone's email signature, you are going to know that they are vetted, they are trustworthy, they will not gouge, they will not price gouge, and they are specialized to handle your situation.
34:09
[SPEAKER_01]: Absolutely.
34:10
[SPEAKER_01]: We're going to help them.
34:12
[SPEAKER_01]: We're going to help them with an our own organization, got a thousand people.
34:16
[SPEAKER_01]: And we're going to help them through this community, which is, I don't know how many listeners.
34:20
[SPEAKER_00]: Yeah.
34:21
[SPEAKER_00]: Exactly.
34:22
[SPEAKER_00]: So come become a loan officer.
34:23
[SPEAKER_00]: Yeah.
34:23
[SPEAKER_01]: He's going to help you guys change your career path.
34:26
[SPEAKER_01]: We're going to launch a special, uh, a special partnership, specific for the coffees listeners.
34:33
[SPEAKER_01]: Our school community that we're launching here in the next couple weeks.
34:36
[SPEAKER_01]: And it's going to be an all-expans scholarship paid, get you educated, get you placed, get the right broker to match your personality profile, and help you make millions of dollars.
34:48
[SPEAKER_01]: That's the goal.
34:48
[SPEAKER_01]: And from there, you'll be like, I listen to this podcast one time, and I, you know, ran in a Joe Shelby, and we're happy with what's in.
34:56
[SPEAKER_01]: And you're going to pay it forward.
34:58
[SPEAKER_01]: Yeah.
34:58
[SPEAKER_01]: And that's the objective.
35:00
[SPEAKER_01]: You know, continue to pay it forward and do God's work.
35:02
[SPEAKER_01]: And we're going to continue to spread that mission with that said.
35:05
[SPEAKER_01]: My last question.
35:08
[SPEAKER_01]: When you're in front of the pearly gates, what do you think God's going to tell you?
35:15
[SPEAKER_00]: Man, that's a tough one.
35:18
[SPEAKER_00]: I think he's going to say, you know,
35:29
[SPEAKER_00]: I'm proud of you.
35:31
[SPEAKER_00]: I see how much attacks we're against you, how much people went against you, how much people the enemy tried to derail you from your purpose, your mission, but you stayed true to the course.
35:42
[SPEAKER_00]: And you knew who you were even when the rest of the world didn't see it.
35:48
[SPEAKER_01]: God bless you man.
35:49
[SPEAKER_01]: I hope you hit your goals and that was, you know, that was a touch.
35:53
[SPEAKER_01]: That was an emotional moment for me and to you, by the way, for me, for you and me, I mean, and I can feel your heart in that response.
36:02
[SPEAKER_01]: So, you know, that hit for me too.
36:06
[SPEAKER_01]: And I know that you're sticking true to your goals.
36:09
[SPEAKER_01]: You're sticking true to your vision, and I know how much the enemy is attacking you, you know, because people don't believe in a vision that's right, and they're always going to try to derail you from that.
36:20
[SPEAKER_01]: So stay true to the course because you know that that's what's right, absolutely.
36:24
[SPEAKER_01]: You know, and the impact is already materializing, yeah.
36:29
[SPEAKER_01]: Really, if people want to connect with you, how do they find you?
36:31
[SPEAKER_00]: My Instagram, Facebook, Rojelio.com, that's where you can find me and also two-never home.
36:41
[SPEAKER_00]: So two things, Rojelio.com, and then two-never home, which means you are new home.
36:46
[SPEAKER_00]: That's how you can find us.
36:47
[SPEAKER_01]: Sweet guys get in test with her helio.
36:49
[SPEAKER_01]: He was the brilliant guy behind the new coffees in Espanol that's launching soon as well Thank you guys for tuning in God bless you guys make sure to stay tuned We are gonna be launching some cool scholarship opportunities for y'all God bless