Latest / Mortgage Marketing Radio / Ep# 46: How Susan Meitner Originated $40M and Became CEO

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Ep# 46: How Susan Meitner Originated $40M and Became CEO · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
the real estate agents is essential for success.
0:06
However, finding effective ways to secure agent relationships can be a challenge.
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can be difficult to stand out and establish meaningful connections.
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Our new case study featuring loan officer Chris Cogill is a must-read.
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Chris has closed a remarkable 36 million in funded loans from agent referrals.
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And in this case study, he shares his proven strategies for building strong relationships
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with real estate agents and leveraging those relationships to drive more business.
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To get your hands on this resource, head over to LOKestudy.com and download your free copy
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of the case study today.
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You'll find actionable insights and practical tips that Chris used to close 36 million
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Don't miss out.
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Go check it out right now, visit LOKestudy.com and download your free copy today.
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Hey listeners, Jeff Zinfur, welcome to episode 46 of Mortgage Marketing Radio.
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So glad you're here as usual.
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We're going to get right to it this week, my special guest, Crazy Lucky Girl, Susan
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Meitner.
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Yes, that's the title of her book, Crazy Lucky Girl.
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Do you have the keys to success?
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You know, I love her story.
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I love the energy and the enthusiasm and the get it done attitude that Susan brings to
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this call.
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I wanted to have her on because not only is she a proven successful originator who's had
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well over 20 years in the business.
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She's got great stories, great lessons from the road, from the trenches, if you will,
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to help all of us break through any potential perceived self-imposed limitations.
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We might be putting on ourselves how to break through to get real estate agents to give
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us attention, how to build my business, how to build a team, how to focus on the few
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that really matter versus the many that don't.
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And her book is just awesome.
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I encourage you to get it.
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She'll be show notes, links for you to get her book to go check her out on our website,
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but she is a dynamo of a lady, built her business through just sheer hard work and consistency
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and just slugging it out in the streets every day, over $40 million in production.
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She has since gone to build her own successful, Inc. 5000 ranked mortgage company and is
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consistently a top ranked mortgage employer in the Philadelphia area and she's been acknowledged
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by people such as Barbara Cochran from the Shark Tank, who highly endorses Susan in
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her book and the Mortgage Bankers Association and other notables.
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So Susan and I get into really the key tenants to being a successful mortgage professional
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in any market, in any industry and the core beliefs that you need to have, the habits,
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daily actions that require you to be successful in today's market, as well as some funny stories
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that I think we can all relate to.
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So hope you enjoyed this week's podcast episode.
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As always, if you haven't subscribed yet, please do so via the interwebs and leave us a
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review if you're liking what you're hearing.
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So without further ado, let's get into the show.
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Susan, welcome to the show.
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Thanks for having me.
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It is a pleasure.
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And gosh, what, over a month or two now that we've been kind of on each other's radars
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and we finally able to connect both very busy and I'm excited to have you.
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You have a unique perspective that you bring to our listeners today, which of course is
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mostly loan officers, some realtors, but largely loan officers and why they listen to this
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podcast Susan just so you know is because they're looking for those ideas, tips, you know,
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lessons, if you will shortcuts, even perhaps dare I say to, to success.
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So that's why I wanted to have you here because you are that rare person who has a mortgage
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loan professional company owner of Centennial Lending Group who wrote a book called Crazy
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Lucky Girl and we'll talk about that.
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But if you would, just for those listeners, give us the quick, you know, kind of bio on
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how you got in the business, how long and, you know, what do you love about this business?
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Right. So I am one of those people who went to college and got out of college and didn't
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know really what I was going to do with my life as lots of people don't.
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And I was introduced to the mortgage industry and I started on the inside and very quickly
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decided that I wanted to be able to make whatever I wanted to make and not really have
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any hours to that I had to work or didn't have to work.
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And I, at 23 years old, a hundred years ago, probably, so you went out into the mortgage
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world and started selling mortgages and as luck and hard work had it, I was able to find
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great success being one of the top originators at the many different companies that I worked
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for, went on to manage a couple different teams.
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And then in 2010, really 2009, I decided to open up Centennial Lending Group and it took
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me about a year to do that.
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And then in July of 2010, we opened up Centennial Lending and right now we have mostly, we're
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mostly licensed on the East Coast and California.
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And we do business, so just the regular correspondent lender with our originators doing business
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were all head and quartered outside Philadelphia and we love what we do.
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And I have a passion for it.
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I went to a closing yesterday to substitute for someone who couldn't be there and the
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borrowers gave me a card and it said on the front of it, one kindness makes a heart full
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of gratitude.
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And they thanked us for getting them into their house, their first house.
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And it was just priceless.
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The buyers gave you that card?
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The buyers gave me that card.
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You don't see that every day, huh?
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I know they were first time home buyers and I had done their parents mortgage and their
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one of their parents have five children and this is one of the five children that I've
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given mortgages to.
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So it's just building your legacy and building up your relationships and not just being one
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and done type of originator, but actually keeping in touch with people and knowing what's
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going on with them.
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Okay, so before we get real backwards into your journey as a loan officer before having
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the company, but real quickly while we're on the topic of Centennial Lending, give us
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a sense of the size and scope of Centennial Lending.
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You know, number of L.O.s, you said your correspondence, so you know, volume, whatever you want
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to disclose.
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Right.
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So we have about almost 50 loan originators and as I said, we're up and down the East Coast.
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We have 75 employees right now.
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So and we're in a building, we're building a lot right now.
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So we're in that building phase, trying to hire as many originators as we can.
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But we also really stay true to the culture of Centennial and the way that we do things
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at Centennial.
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So that's pretty much what we do over a correspondent lender.
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We process, close, fund everything in-house and then we sell it after the fact.
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But we do a lot of marketing and social media campaigns and drip campaigns and that's
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what we're all about is building the relationship with the borrower and the realtor.
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So you mentioned culture.
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It sounds like you, you know, in terms of when you bring somebody on, look at evaluating
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somebody for your company.
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Being the right fit for culture of Centennial Lending is important, right?
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Vital, it's absolutely vital.
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And we're going to get into the L.O. thing in a minute, but you mentioned that word culture
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because I think that's incredibly relevant, especially as I, you know, coach a bunch of
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L.O.s across the country and, you know, help them build teams and they're looking at
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loan officer assistance and whatnot and the right person is the right fit.
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So I'd be curious to know how you, what, what qualifications, right?
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How do you make sure you've got the right person due, you know, because like here where I
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work, we do like the disc profile, things like that.
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But what do you do to make sure you got the right person on the bus?
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There's not an exact science to it.
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So you can hire the, the, the, who you think is going to be a rock star and they don't
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end up being a rock star and especially if it's not a good cultural fit that will, you
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know, you'll know pretty, pretty quickly if that's the case.
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And I think that making the, the, the right hire and of course you, you can have sometimes
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you just don't make the right hire, but making the right hire is, is vital and it's really
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the people who are hiring for you because obviously I don't talk to every single person
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really having an understanding of the type of culture that you're trying to have at
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your company.
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Um, we, we started talking about culture seven years ago when we built it, when nobody
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was really talking about culture and, and the right fit, we're very fast paced at Centennial.
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And if you're not fast paced and you don't have the personality for that, it's not, it's
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really not going to work for you.
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We process and do everything within a certain period of time, which is always less than 30
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days usually.
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So internally you have to be the right person to be very fast paced and sales wise you
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have to be the right, the right fit.
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And so my team of people who are recruiting and interviewing people do a great job of, of
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weeding those people out.
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We don't, per se, do a task, sometimes we do if we're, if we're, if you're on somebody,
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but it's really a feel we Skype interview people, we bring them, we fly them in, we spend
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a whole entire day with them, saying, you know, what they did before, what their, what
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their goals are in the future, that's really important to know where the, what direction
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that they want to go in so that we put them in the right position.
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So that's, that's what we do.
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It's a lot of vetting.
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Yeah.
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Yeah.
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No, that's definitely important.
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So thank you for sharing that.
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All right.
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Let's roll the clock back.
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Okay.
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Take us back.
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How many years is it?
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20 or so, right?
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It originated.
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Not into the mortgage business in 1992.
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Wow.
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And it came an originator in 1993, but I'm way younger.
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I mean, like, I literally was like 16 years old.
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Well, no, that's funny.
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You say that because that, that there's a story in your book about how you rolled up to
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a house to, yeah, you want to tell that story?
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The one that when I, well, back in the day, when originators actually went to people's
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homes to take the mortgage application on pen and paper with the carbon copies of good
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faith estimates, I drove up into the person's driveway and I got out of my car and they
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said, are you even old enough to give a mortgage?
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So is that the story that you're talking about?
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Yeah.
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Yeah.
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Yeah.
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So I'm in my mid 40s now and I believe that I look pretty young.
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And so you can only imagine in my 20s, look like a baby, do you even graduate from high
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school?
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But that, and that's funny because that gentleman, I've done multiple mortgages for they actually
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bought that house from, did their mortgage for me out for that house and then refinanced
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and then bought another house and then refinanced.
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So, and he's referred tons of people to me.
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So even that little joke that we spent in my book and that we laugh about, we still
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to this day talk about and that was what 20 plus years ago?
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Yeah.
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Okay.
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So that is a great topic for us to dive in on a little bit and because, you know, in your
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book and obviously anybody relating to this when they first started as an alone officer
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and you maybe knew listening to this as well, you of course started out and probably had
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some reservations, some trepidation, I don't know if you were, you know, fear for or what.
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As a matter of fact, your book and chapter two, you talk about face, your fears and you
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find your strength.
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So for those listening, right, you've obviously broken through a lot of challenges.
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You've, you know, produced a lot.
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We'll get into production levels as an originator.
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But I think if I read correctly, it was like upwards of 40 million, you were producing,
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right?
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Correct.
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Yeah.
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So for those listening, how did you, and how would you advise, like when you bring
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on new allows today, how do you advise people to break through some of that self perceived
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limitation?
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Yeah.
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Well, pretty much no one knows everything.
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And as long as you're okay with understanding that asking questions and that's, that's pretty
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much the basics of what every originator, the more questions you can ask, the better
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originator you are.
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And you shall allow your borrowers to ask just as many questions and it's okay if you
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don't have the answer.
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Every loan is different.
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So which is why we love being originators because we like that everything being different
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that is being a challenge every day.
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So I would say that you really need to know that you can say to a borrower, you know what,
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I don't know the answer to that question and that takes nothing away from you, but that
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gives you a reason to call that person back and to follow up and to make sure that you
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get them the right answer.
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They appreciate that so much more.
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I think somewhere in my book I talk about value and it wasn't until I just found out that
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I didn't have to have all the answers that I, it brought more value to me when I was
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able to tell a borrower, you know what, I don't know that and I'm going to get back to
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on that.
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I was still an expert in mortgages.
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To this day, I don't know all the answers, but it also brought value to my realtors and
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thought they really knew I was going to get the right answer for them when I was dealing
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with the purchase or when they had a question about something that I could say, you know
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what, I don't know that, but I'm going to find out for you and then it's that constant
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interaction.
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They start to develop the trust and they know that you're going to call them back.
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As long as you call them back when you tell them that you're going to call them back,
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that's really the key too.
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So how do you deal then with rejection, you mentioned that, that's actually a chapter
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in your book, rejection, you faced a lot of rejection.
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This is a rejection filled job to some degree, particularly if you're prospecting real estate
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agents and you have been doing this since back in the day as they say when there are open
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offices, you can go in there and call call agents in person.
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But today, right, we still face rejection as a loan officer.
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So what's your advice on how to deal with that part of the business?
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I face rejection every day, I think, either in, you know, you're never going to have the
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best rate or you're never going to have the lowest fees or you're, you're, you're never
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going to have the best product, you're, you're never going to have the, you're to pay
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the most in basis points when you're recruiting.
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So I would, I would say that you have to be okay with the answer, no, you, you, you have
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to also understand that when, as many knows that there are, when you get the yes, it makes
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it that much sweeter, you know, that you get the brass ring.
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And that's, somebody soon or later, when you ask enough questions and meet enough people,
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they're going to say, yes, you're going to get it, yes.
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So you have to make that connection.
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And just like it might not be the right cultural fit, it might be better for a borrower or
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a realtor not to use you.
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And when one, you know, door closes, another one opens and you might get way more business
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because you went after that additional business.
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So have you said, have you turned down realtor business because the, the, it wasn't the
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right fit personality wise or they were just too difficult?
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Oh, totally.
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I did, I used to do a chart or back in the day when we were doing everything by hand.
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So when I got, when I would get loans, I would have a colored folder for every month.
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And on it, I write with a Sharpie pen and on it, I would write the borrower's name, the
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loan amount, and where I got the referral.
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And at the end of the year, I would go back and I would add up who gave me all the referrals.
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And it was always shocking to me that the low maintenance realtors always gave me so
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many more referrals than the high maintenance realtors that were just not producing as much
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either.
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Yeah.
17:12
Right.
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They were taking so much of my time and I wasn't making anything on them and I wasn't,
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it was, there was, there wasn't any point to it sometimes.
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And so I would either go, I would go tell them that this is a partnership like they
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need to either use me or not use me, but they couldn't take up all my time.
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Or I would tend to not go to them for as much business and then the business that was
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driving everything in those realtors, I would, I would really cultivate that relationship
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more.
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So I would get even more business from them.
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So it's really a knowing where your business comes from, it always boggles my mind when
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an originator is when I say where do you get your business and they say I have absolutely
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no idea.
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Yeah.
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And I also love the one where a loan office meets with a realtor and you know afterwards
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they're like, gosh, you know, they still haven't sent me any business.
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I'm like, well, did you ask them how much business they do?
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No.
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Yeah.
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It's, it's asking all those questions.
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It's really, when you're talking to a realtor, it's asking them just as many questions
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as you take on a mortgage application.
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Right.
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Exactly.
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Yeah.
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You need to know all that stuff.
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If you have, or if you're talking to somebody and you're, and you're spending your time
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with them and they only do six deals a year and you might get one of them, it's not worth
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your time.
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I always went after the realtors with the corner offices.
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So I did a lot of business and remax and I really felt that if they had a corner office
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and they were paying for that space, they had business to get.
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Mm-hmm.
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Well, and I want to talk about how you coach your loan officers today to generate business
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considering, right, the lay of the lands a little bit different.
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But I love some of the stories in your book because it really, I think, relates to some
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of the frustrations that I feel from loan officers every day.
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And like we talked about earlier, rejection and being resilient and you clearly are a resilient
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person.
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I love this story.
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You want to tell it about how you, you walked, yeah, this was your first few months
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as an engineer, the rate sheets and he's like, the guy goes, oh, we need 11 of your
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rate sheets.
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Yeah.
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Yeah.
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That was like my first day out on the street as an originator.
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So you know, you go out back in the day again, we're talking about lots of back in the
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day.
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Right.
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And this again, I was walking into a real estate office that had an in-house mortgage company.
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So and we're going back to the mid 90s.
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So and we had your stack of rate sheets and I said, hi, my name's Sumitner.
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And I'm here for from this company that we don't service this area very much and I, but
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I'm here to service you with regards to mortgages.
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So if you could just let me know what your policy is on rate sheets and he said, I, you know,
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I'll give them to any said we have 11 realtors in this office and we're so excited that
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you're going to be calling on us.
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And I said, that's great.
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Here's the 11.
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Just tell me, do I put them in mailboxes, where do they go?
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And he picked, he took them from me and he said, I'll show you where they go and he crumpled
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them up and threw them in the trash.
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Welcome.
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And that's not, that was, that was in the day that you can go to like your car phone and
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like call your, you know, your boyfriend or your mom or somebody and say, I can't tell
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your husband, I can't tell you what just happened to me.
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So, and all I needed and all I did was I was like, yeah, that guy totally doesn't want
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me to ever come back in his office.
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So I'm going to now go to my next stop and I walked in and they were really nice and
20:44
very kind to me and it was well and, and I had, you know, that, that was good.
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But I have to say that it did deter me from going in again and again and again because,
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you know, I didn't want him to be that way.
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So I just made sure his car wasn't there when I would go drop off my rate sheets anymore.
21:02
Well, okay.
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And so, so there's lessons in there, right?
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No, number one, it's being tenacious and be resilient.
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You definitely need that in this business.
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And so you, you clearly were.
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Um, so how do you handle, you know, the typical, oh, we already have a lender.
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Like if you are calling on a real estate office, for example, right?
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How did you circumvent that and how would you advise it today as well?
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I would think that that was perfectly fine.
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I actually would embrace it.
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I would say, well, that's great that you're using ABC mortgage company.
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And I definitely, definitely don't want to take any of that business away from them.
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But I think that I would be able to help you grow your business.
21:37
So if you want to grow your business, then why don't you give me a telephone call and
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we can set up a time that maybe we can work together so that, you know, we can help you
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grow your business.
21:48
And they're like, wait, how are, how come, you know, Mr. Smith at ABC mortgage company
21:53
isn't helping me grow my business?
21:55
And you have to have a way of growing the people's business, obviously, so you can't just
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go in there.
22:00
So you have to figure out how am I going to help these realtors grow their business.
22:04
So one of the things we do at Centennial is we offer our marketing department works with
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them on doing Facebook pages or doing marketing, co branded marketing with realtors, home
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bank seminars, just anything to get their name out and our name out at the same time together.
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And while you're doing those things with the realtors, you are helping them grow their
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business.
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You're helping them with things that they might feel uncomfortable doing, but you feel comfortable
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doing.
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And that develops a teamwork and a bond between the two of you.
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Right.
22:39
Okay.
22:40
So you're your marketing department at Centennial, like what helps them create their social
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media presence.
22:44
Yeah.
22:45
So we create their social media presence and we work with them on that and we use their
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Facebook platform so that if they like and they want to offer to their borrowers to find
23:00
out how much they're qualified for applying, it has a direct link to Centennial.
23:04
Oh, I see.
23:05
Okay.
23:06
Are you helping them come up with content on what to post and what to share?
23:09
Yes.
23:10
We help them with content, how to do the content, what to share, all of that.
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We help our marketing do.
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So from day one at Centennial, I've always had a very robust marketing and marketing department.
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I always thought that it was very, very, very important for the way that I did my business.
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Even if it was delivering holiday gifts at were jelly beans in the spring time, I always
23:37
thought that if you market yourself differently and that's exactly what we do with our marketing
23:43
department.
23:44
So looking back then, and I don't know if it's changed today, did most of your business
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come from realtors?
23:49
Yeah.
23:50
Most of my business did come from realtors and my past customers.
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So it came from my past customers and my realtors and today we do mostly purchase business
24:01
at Centennial.
24:02
Okay.
24:03
Great.
24:04
And so you've got a new loan officer listening.
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I'm going to sit down.
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I'm across the desk from you and you're going to tell me, okay, here's what it takes to succeed
24:12
in business today.
24:13
How would you summarize that in about a minute or so?
24:16
What it takes to succeed in business today is developing long lasting relationships and
24:20
building a trust with your sphere of influence, your realtors and your borrowers so that they're
24:26
calling you for the business, that you make brand yourself as the expert in your community
24:32
as the mortgage person so that they say, you know what, Sue is a great mortgage person
24:39
and you need to call her.
24:40
And even if she can't do it, she's going to tell you who can do it for you.
24:44
I've done that often.
24:45
I've said, well, I don't have that product, but you know, let me refer you to somebody
24:49
who can help you with that.
24:51
So and that makes even more doors open for you.
24:55
So be the be the expert in your community and know that if you ask people, you know,
25:02
what are they looking for and what are they doing and who are they?
25:06
People love to talk about themselves and you learn a lot when you are open-minded.
25:12
And that's another really important thing is being open-minded.
25:16
I wasn't looking to write a book.
25:18
I happened to be at a conference and a publisher came up to me and asked me if I was interested.
25:22
I said, no three times.
25:23
So because I'm not a writer, I'm a mortgage person.
25:30
And it wasn't supposed to be the way it ended up.
25:33
You know, it wasn't supposed to be Sue's story of my keys to success.
25:38
So but I was open-minded and I listened to him at, you know, and I thought, you know,
25:44
what, if people are, you know, interested or want to learn and have the keys to success
25:51
or see how I was successful, then maybe they can learn too.
25:55
And then so we put it down on paper and it worked out.
25:58
What impact has the book had on your origin, are you still originating or are you pretty
26:03
much just running the company now?
26:04
I run the company, but I have to say that my favorite thing to do is originate.
26:09
Sure.
26:10
So much to my staff's dismay at times.
26:15
I do, I do originate loads.
26:17
So people still call Susan, don't they?
26:20
Yeah.
26:21
But I do like to see how the CLG flow goes because we do a pre-underright before it goes
26:30
to processing.
26:31
So I like to make sure everything's working well.
26:34
And as I said, I love to go to, and I love to go to settlements.
26:37
So I do originate now and again, the thing I guess the book brought is really a true
26:44
understanding that I can go out and help other originators, especially women originators
26:51
know that that's the sky's the limit.
26:54
They can do anything that they want as long as they set their mind to it.
26:58
And I love that.
26:59
I agree.
27:00
Okay, so let's go back to something you said about use the word branding, which is near
27:03
dear to my heart.
27:04
I actually did three branding classes last year or this week.
27:08
And I'm a big believer that today, right, because the old school methods have changed,
27:13
the whole door knocking, getting into closed offices is a bit tougher.
27:16
That's why I'm a big believer in teaching classes because it gets agents out in front
27:20
of you.
27:21
Yes.
27:22
But you talked about branding and positioning.
27:23
So you know who Gary Vaynerchuk is?
27:25
Yes.
27:26
I love him.
27:27
Yeah.
27:28
So he talks a lot about today, and I show this with agents as well, about how today, this
27:31
is true for loan officers, I'll be curious, your feedback.
27:33
Today, you need to think of yourself not as a mortgage originator, but as a media company
27:38
and your back end is originating loans.
27:40
So to your point about brand, a building, a platform in your local community, to your
27:45
point, what you said about become known, right, as the go to person in your local area
27:49
amongst realtors and consumers for mortgages, right, young, same page there.
27:53
Perfect.
27:54
I'm totally on the same page for the old.
27:55
So then today, how do you advise loan officers do that if let's say they don't want to make
27:59
cold calls and any comment you want to make around that as well as fine?
28:03
You can do what I do.
28:04
I'm on the board of trustees of a local university.
28:09
I'm on a finance committee of a private girl school in our area.
28:14
My children's schools, I place ads in that in anything that they do.
28:22
I tell people all the time what I do, and I tell people if I'm not the originator, then
28:27
I have other people that can help them.
28:29
I'm not shy about branding myself.
28:32
I am Centennial Lending, Centennial Lending is me.
28:35
I were one in the same.
28:37
So I take it very personally.
28:39
So when people say, oh, I don't want a personal Facebook page or a business Facebook page,
28:46
it's all in the, it's the same.
28:48
It is you.
28:49
It is for someone to be successful.
28:52
They have to live, breathe, and eat sales and mortgages and brand themselves.
28:57
So I think that's vitally important.
29:00
I put on my Facebook page when things great happen at the office.
29:04
I do, when we have our sales meetings, I'm going to have a surprise for my whole entire
29:09
office next week, and I will be on Facebook what we do.
29:14
And I think that that's really, you know, I think that's really important.
29:17
And when I walk around my neighborhood, people say, oh, Sue, what's the rate?
29:20
Or, oh, Sue, how's things going at your office?
29:24
And when we're moving offices in a year, everybody will know that we move offices.
29:28
So it's just even the little things, you know, having surveys of your past customers
29:35
or the ones that you have settlements with, that having that third party validation and
29:40
then throwing it out onto social media is great.
29:44
I mean, there are so many platforms that people, even though the cold calling and the knocking
29:50
on doors isn't as readily available.
29:54
You have to think outside the box.
29:56
You have to say, you know, there's a, you know, car dealership.
30:00
Maybe I need to go go in there and ask them if they have any needs for, you know, helping
30:05
people with their mortgages.
30:06
It's, you know, being at a grocery store and putting in asking if you can do a home buying
30:11
seminar there, you know, there's a lot, lots of different things.
30:16
It's thinking outside the box.
30:17
If everyone's going after the people the same way, how can you go after it differently
30:22
and be successful at it?
30:24
Right.
30:25
And I talk a lot about inserting yourself in the activities that are already happening
30:28
in your local community, such as, you know, you've got your boat parade, your fourth
30:32
of July parade, you've got your, you know, charitable related events.
30:36
I've got people involved in pet rescue and people, you know, realtors and lenders teaming
30:40
up to do a shredding day, like bring your financial documents for a shredding day, you
30:44
know, all that kind of stuff, which I think, you know, you're alluding to there is, is
30:49
about becoming, you know, being top of mind in your local community, but don't always
30:54
be banging the, hey, it's a great day to buy, right?
30:57
Or re-fi.
30:58
Right.
30:59
Right.
31:00
Talk about anything else.
31:01
You can talk about everything else.
31:02
The way you want them to do, you never want to give out your card, you want them to ask
31:05
for your card.
31:06
Yeah.
31:07
So you want them to want it, you want them to want to do business with you, you want them
31:11
to be your friend.
31:12
Yes.
31:13
Yeah.
31:14
And you've just got to become, you know, like it's with agents, it's like, hey, you can't
31:16
be a secret agent and survive.
31:18
And the same is true with loan officers, right?
31:19
You need to be that person who's like on the top three names, amongst your realtor community
31:24
and your local community, right?
31:26
Right.
31:27
And you don't need to be, I, there was plenty of times I was not the number one, but I
31:31
got plenty of business by being the number two.
31:34
And I have to say that in the early 2000s, I got tons of business by being the number
31:39
two because the number one went screwed up.
31:42
Mm-hmm.
31:43
Speaking of that, by the way, do you have a response, you know, when you hear the three
31:47
card thing from agents, it's like, oh, yeah, you know, so I hand out three cards.
31:50
So yeah, I made a vital mistake since you learned so much from your mistakes.
31:58
And I had one of my top five agents tell me that he was going to be starting to give out
32:03
another mortgage person's card.
32:05
So he's going to be giving out two people's cards.
32:08
And I said, well, you don't actually need to give two people's cards out.
32:13
Well, you, we'll say the guy's name was Tom.
32:15
You don't need to give two people's cards out, Tom, you just don't need to give my card
32:19
out anymore.
32:20
Oh, wow.
32:21
That is pretty strong.
32:23
Yeah, yeah.
32:24
This is a UK and I held and I held to that and I lost a lot of business because of
32:32
it.
32:33
And what I learned, what I learned, it take the two and three cards, let them give the
32:39
two and three cards out because that, you know, Tom took me at my word and he never gave
32:46
out my card again.
32:48
That relationship ended.
32:49
It ended.
32:50
And I cut off my nose despite my face and you know, 20 years later, I remember it.
32:58
And I had a great relationship with him.
33:00
I built that relationship with him and then I ripped it down in a second.
33:05
Yeah.
33:06
So it's okay.
33:07
And I think, you know, what you're saying behind that as well, that's, it's okay.
33:10
So give me the opportunity to compete and let me win that business.
33:13
Right.
33:14
Give me the opportunity to compete and let me win that business.
33:16
And I never said it again, by the way, and anytime I wanted to say it, I just bit my
33:20
tongue.
33:21
So, um, so I learned from that and I think that lots of people have to learn from those
33:25
mistakes or learn from others mistakes because you don't need to reinvent the wheel.
33:29
You just need to have it, um, be faster and stronger and better.
33:34
I love the competition of it.
33:35
I think somewhere in my book, it says, I'll take the competition any day of the week.
33:39
Sure.
33:40
As I will today.
33:41
Oh, I'm certain you will.
33:43
I can tell, um, you know, looking back on agents, you know, just focus on, on them for
33:47
this for a moment.
33:48
Um, is there one or two types of activities that you found resulted in the, the, you know,
33:55
most amount of relationships for you when it comes to agents?
33:57
Well, what I found for the most amount of relationships at Centennial lending is doing
34:03
social media marketing classes.
34:06
I can tell you that I've never had so many agents coming into my mortgage company office
34:11
then, then with anything else.
34:14
The thing that worked for me in getting business as an originator was having an open door
34:20
policy and I have an open door policy where, where I am now, um, as the CEO here.
34:26
So pretty much, I would ever, I would tell my realtors they could call me anytime.
34:30
They could, you know, when, when technology went towards texting any time and I would get
34:35
back to them and they knew morning, noon or night for the most part within my timeframe,
34:41
you know, if I was on a soccer field with one of my children, I would, you know, text
34:45
or call and say, I'm on a soccer field with, you know, one of the children and I'll call
34:50
you back as soon as I finish, but they always knew sooner or later they were going to get
34:54
a response for me by the end of business.
34:57
And that got me so much business.
35:00
Okay.
35:01
So I want to talk about that for a second because I talk to L.O.'s and I try and coach
35:04
around time-blocking and the question always comes up, well, you know, what if a realtor
35:09
calls?
35:10
I have to take their call and I try and provide to them that you can do some scripting
35:14
around that on your voicemail, et cetera, you know, so that people do understand, but
35:17
how do you, because it sounds like you did something similar to that.
35:21
Yeah, I would, I would always answer the call because I was always good in the moment
35:25
of answering.
35:26
If you leave me a voicemail even today, I'm not good at listening to my voicemail.
35:30
So I would, I like to answer as they're coming and I might not be able to be on the phone
35:35
for 10, 15 minutes, but I can be on the phone for a minute unless I'm in a meeting.
35:39
So I would say, you know what, Bob, I really want to talk to you right now and I, and can
35:45
I call you in a half an hour, but I would make sure that I call them within a half an hour.
35:50
And one of the, the great things is that I, I love what I do.
35:55
So it was never add to me and it was never painful for me to do it because I love what I do.
36:03
So I love my family and my children, but I love my work too.
36:08
So I never was choosing, I wasn't choosing what I was doing.
36:12
Did you ever have off hours though or you wouldn't take a call after a certain time?
36:15
So I put my children to bed every night while they were younger, they're 14 and 16 now.
36:21
So I'm not putting them to bed anymore, but let's go.
36:26
So I would come home from work.
36:28
I would have dinner with everyone, clean everything up and then I would put the children to
36:32
bed and during that time frame was my, my, my off time.
36:37
I, that was my time that I was with them.
36:40
I would, we'll say that my children were all, also knew that once they're 30 minute
36:46
a lot of time of, of me lying in bed with them or reading them a story or doing talking
36:51
to them was over that they would turn over and I would get my cell phone out and I would
36:57
start answering all my, all my stuff.
37:00
So they knew that when I picked up my phone that it meant that mom was done and they were
37:05
going to go to sleep.
37:07
So, and then, you know, I would go to, then I would start to answer my text until that
37:11
one went to sleep and then I would go into the next one.
37:13
So I did have some off time, but I would say nine times out of ten I'm on.
37:19
But did you ever like, you know, have the conversation with realtors that says, look, if
37:22
you ever get a voicemail, you know, my, my commitment to call back time to you is, you
37:26
know, 30 minutes, 60 minutes, whatever.
37:28
I never placed an exact time on it on my voicemail because that was, that's really making
37:33
it, you know, accountable to it.
37:36
So I probably, they, they knew that I would call back and, and, and, and if I didn't
37:41
in this speech, because I really couldn't.
37:43
And that also gives you a little bit of a, when, when they know Sue or, or you, that you're
37:49
going to call back, when you don't call back, that's okay.
37:54
What do you mean?
37:55
You know, if you accidentally say, you know what, I'm going to, if you're, if you call
37:59
back nine times out of ten and that, that 10th time, you forget something.
38:04
When you say, I'm sorry, I missed that or I'm sorry, I got caught up with something else,
38:08
that's okay.
38:09
They forgive you for that because you, you all are always there for that.
38:12
What about the belief though that some L.O.s have that if I don't take this call, they're
38:15
going to call someone else and they're going to get the deal.
38:17
That has happened and when that had, when I earlier in my career and, and then I just lost
38:22
the deal, then I had to be okay with that.
38:25
I, I chose, you know, I chose not, you know, I made it, I made a choice.
38:30
Yeah.
38:31
You know, they used to, they used to do that all the time.
38:33
They said, I'd call three people and whoever got back to me first wins, that you, when
38:38
they say that, you need to know there's something wrong with that relationship and you need
38:42
to either not have, teach them that it's a partnership and, you know, and develop the
38:49
relationship with them so they don't feel that way.
38:52
You know, you don't say to your friend, I want to go out on Saturday night, so I'm going
38:56
to call three friends and whoever gets back to me first, I'm going to go out with them
38:59
on Saturday night.
39:00
Yeah.
39:01
You know, you choose who you, who you go out with and you're going to choose who you
39:06
do business with.
39:07
That person just didn't realize, didn't realize the value you bring.
39:11
So you have to illustrate to them the value you bring so they don't want to call anybody
39:14
else.
39:15
Yeah.
39:16
And then you have to have a little, you know, you're pushing yourself worth and, and standards.
39:18
I remember I had an agent who would call me and you would say, you'd leave me a voicemail,
39:22
hey, I have a buyer and if you don't call me back within an hour, I'm calling somebody
39:25
else.
39:26
And we had done some transactions together, et cetera.
39:28
But at one point, yeah, I had to sit down and say, hey, you know what, Dave, guess what?
39:32
That's not the way I operate.
39:33
And if you feel you can get a better deal, better service somewhere else, you know, by
39:36
all means, dude, go for it.
39:38
But, you know, you calling up with like playing that game, sorry, you know, yeah, the same
39:43
thing holds true with you're only as good as your last deal.
39:46
Yeah.
39:47
In this mortgage industry, so many things happen.
39:51
Yes.
39:52
And sometimes you can't foresee that the guy loses their job two days before closing.
39:58
And that's not the mortgage persons fall.
40:00
You know, we as originators get paid to solve problems.
40:04
That's why we get paid what we get paid.
40:07
So we need to be able to communicate the problem and say why it might not be our fault.
40:15
And that's where we bring value in calming the situation and not, you know, making it
40:20
be more drama than it really is.
40:23
Okay, well, we weren't able to settle in this house.
40:26
They lost their job.
40:27
Let's get them another job and let's figure this out.
40:30
You know, where can we put a co-borrow on it or how can we, you know, how can we do this?
40:35
So it's being calm at the same time.
40:39
And that's where you drive your value so that they're not giving the other cards and that
40:43
you're not only as good as your last deal.
40:44
And sometimes you have to remind them of all the rabbits you pulled out of your hat.
40:48
Yeah.
40:49
So what is your, was your kind of communication plan or system as you're in a transaction
40:56
with a realtor, you know, did you have kind of a set cadence and write boxes you check
41:01
and so forth?
41:02
I think that I didn't have a set system of boxes that I checked because I was so, I communicated
41:08
so much with the realtors that I did business with.
41:11
So you're overcommunicated, which is.
41:12
I overcommunicated on a daily basis, like they knew when the appraisal was being done.
41:17
They knew when the file went into underwriting.
41:19
They knew how long it was going to take.
41:21
They knew when we got it commitment.
41:23
I was constantly telling them everything that was going on in the process.
41:28
And one of the originators that I have now, they, they call all their realtors whether
41:34
they're doing business with them or not on Mondays.
41:38
They have a, they just go down a checklist and if they have a deal, they tell them what
41:41
the status of the deal is and if they don't have a deal, they ask for the business or see
41:44
if they can help them in any other way.
41:46
Okay, right?
41:47
Just a top of mine, yep.
41:48
And, you know, they're killing it and it's just by that Monday, they block off Mondays
41:53
for that.
41:54
Yeah, and it's the phone call.
41:55
It's not an email.
41:56
It's the phone, yeah, it's totally the phone call.
41:58
I had one realtor one time tell me and she was a really big realtor of mine and she
42:04
said, she pulled me aside and she said, Sue, I get great emails from you with your, your
42:10
drip campaigns and I get great realtors from a great emails from lots of loan officers.
42:17
The difference is that you stop by the office or you follow it up with a phone call and
42:22
that, that means a lot.
42:23
Keep it up.
42:24
Keep it up.
42:25
And I was like, wow, she really did, did me a favor by telling me that because I maybe
42:31
I could have gotten lazy and just started emailing and I say the same thing to, to my processors
42:36
today, you can't just send the email, they have to pick up the phone and introduce yourself,
42:41
tell them what loan officer you're working with and, you know, get their information that
42:46
we need.
42:47
It's that, it's that personal communication that is the extra, it's the wow factor.
42:53
And that wow factor buys you raving fans.
42:56
Yeah.
42:57
And that's just one way to set yourself apart is if you're giving that personal touch.
43:01
It's funny.
43:02
I get a great, actually, example of that.
43:04
I've got to fly up to Bellingham, Washington on Monday and, you know, we, both, we,
43:08
you and I have stayed in tons of hotels.
43:10
People stay in hotels all the time.
43:12
But this, this hotel actually called me yesterday and said, hey, Mr. Zimper, this is such
43:17
a hotel.
43:18
We just want to let you know that we're preparing for your visit and, you know, should
43:20
you have any special requests?
43:21
And I'm like, listening to this voicemail going, what a hotel calling me like three days
43:26
before I come.
43:27
I've never heard that before.
43:29
And that's a wow.
43:30
Yeah, that's a wow.
43:31
Now I'm like looking forward to going to the hotel.
43:34
Yeah, hopefully it says, good as you wanted to say, right?
43:38
But they've already set the expectation, right?
43:40
Yeah.
43:41
Which is cool.
43:42
It's, it's really cool.
43:44
And if everyone stepping up their game that way in today to a person that won on one
43:50
personal communication and contact, even though everyone thinks it's going away from
43:54
that, it's not.
43:55
People crave it more because so much of it is the automated online digital stuff.
44:00
Right.
44:01
Right.
44:03
We have a receptionist that answers the phones here because I cannot stand that voicemail
44:08
of push this, push that, push this.
44:10
So we have someone who answers our phones and we will never give that up.
44:14
Yeah.
44:15
Yeah.
44:16
Let's not forget.
44:17
It's a relationship business.
44:18
It is a relationship business.
44:19
And trust is built, you know, repeatedly over and over again.
44:22
Not just once.
44:23
Right.
44:24
Exactly.
44:25
Which leads me to talking about in person, you mentioned classes and that's near and
44:27
dear to my heart, your social media classes.
44:29
So tell me a little bit about that.
44:32
Who does those?
44:33
Your loan officers?
44:34
How do you have a marketing team that produces the content, et cetera?
44:36
Well, our loan officers can do it, but we send our marketing people out into the field
44:42
to do those or we have them in our office and the realtors come to us.
44:46
I see.
44:47
So when they talk about how they can build their platform, why it's different than everything
44:51
else and that it's not hard.
44:55
Mm-hmm.
44:56
Okay.
44:57
So you provide, you know, some tips and strategies, right?
44:59
Yes.
45:00
All of that stuff.
45:01
And I don't personally do it.
45:04
And the whole team of marketing people do it that we have here.
45:07
And I think that it really sets us apart and our originators apart in that it's something
45:12
else that we can sell.
45:13
And it doesn't cost the realtors anything except for developing a partnership with us.
45:19
And develop, you know, and developing that trust and that relationship.
45:22
And if they get one deal from it, well, gosh, that's amazing.
45:26
That's fantastic.
45:27
So what I find with classes is that it's a great top of the funnel activity to create
45:31
those warm relationships just so L.O.s can follow up on, right?
45:34
Absolutely.
45:35
But you're getting agents who come to your office, bets in the seats that you might not otherwise
45:38
be able to get in front of or they've been on the radar for so long and they finally
45:41
come to your class.
45:42
Yes.
45:43
And as I said, how many mortgage companies have realtors coming into their office?
45:48
Right.
45:49
Right.
45:50
By the way, did you find that to be an issue early on with a, oh, I don't want to go to
45:52
a mortgage office because I'm just going to get, you know, a mortgage pitch.
45:56
No.
45:57
No, I actually didn't, I didn't, we didn't see that happen.
46:00
Okay.
46:01
Well, in the last couple of minutes, what I want to do is touch briefly on as you, as
46:05
you, you know, came up, speak to ranks and started generating more and more volume, you
46:11
needed to build a team around yourself, right?
46:13
Yes.
46:14
So if you can talk, because I talk to L.O.s often about, you know, how do I build that team
46:19
where they are like the rain maker and they're not caught in the file all day long, et cetera.
46:24
Do you have any quick tips or advice on those listening that want to, you know, do less
46:30
ops, less processing, if you will, and more rain making.
46:34
How would you advise?
46:35
Well, find the right culture that works with you so that you don't, that you don't get
46:39
into the weeds, but in the right, in the right company that, that understands that you
46:44
want to, that you want to build your, build your business.
46:48
And I have to say that I, as the CEO of Centennial like to work on my, on Centennial ending more
46:54
than in Centennial ending sometimes, but I do get sucked back into the pipeline.
47:00
But I would say that what you really need to do is you need to know what volume works
47:05
for you that doesn't make you be in the weeds.
47:08
And then you have to find someone that you can connect with and become partners with and
47:14
develop a relationship with, but whether that's a seasoned loan officer or a new loan officer,
47:20
who you can funnel business to and then get an override on, but you have to be willing
47:26
to take less on those deals.
47:28
Lots of originators sometimes say, well, I want, want it all, well, if you want it all,
47:33
then you shouldn't be hiring someone because you, you need to have them grow.
47:40
And the more that you can feed and water those originators, the more your, your team grows.
47:49
Right.
47:50
And sometimes you have to take less to get more.
47:52
Yes.
47:53
Good.
47:54
And that's hard, that's hard to understand sometimes because, I mean, originators are, you
47:59
know, hunting all the time, as they should be, but wouldn't it be great when you're hunting
48:04
if you can spread, spread it around, you know, more so that you can go out and hunt more.
48:11
If you know how to sell and you sell, well, you can sell a lot.
48:16
If you have someone who, you know, can, can finish off the sale, when we're doing this
48:21
with some of our teams here and finding the right person is difficult at times, but as
48:26
soon as you find that right person, you're really able to grow your team and grow your
48:31
business.
48:32
And so it's really like little mini entrepreneurial areas of that alone originator can be and,
48:40
and then the sky's the limit.
48:42
So I always felt that my own personal production could be, I mean, granted it was 10 years
48:49
ago, anywhere from, it was like around 40 million.
48:54
My team was $120 million team.
48:57
So I also had two other people who would also do business that came from my referral sources.
49:04
So that allowed me to make more money, obviously, but it allowed me to also have time because
49:11
not one person can do $120 million worth of business.
49:15
So, and then you have, and then then you can grow it.
49:18
So we are doing at Centennial is we're looking to place the right people and I do think
49:23
right now with the average age of a loan officer being, I think at last time, I looked
49:27
it was 50, six years old, the 57 now.
49:31
So I do think that if you have the patience to pave the way for 20 year olds to come
49:41
on and that you can help grow your business while helping someone else grow their career,
49:48
that would be really cool.
49:51
And I think you probably didn't mention it, but I'm sure you had a clearly divine system
49:57
or process for who handled what during the transaction.
50:00
If you're the rain maker, then yeah, so it's all about, and that's one of the things
50:06
that we put into place at Centennial, it's all about systems and processes, and everyone
50:12
had to do it.
50:13
I mean, I hear the people saying it now, well, I want it done the way I do it.
50:17
Well, if you put the system in process into place, the people who are working for you
50:21
are doing it the way you do it.
50:23
They talk like you, they act like you, they know what that they, I hate to interrupt,
50:29
but what about, because I know you've had this happen, you get people on quote, the system
50:33
and then they veer off and they start, they don't follow it.
50:36
So how do you get people back on, so you tell them, you have a sit down, you have a little
50:41
come to Susan talk.
50:42
Yeah, yeah, yeah, yeah, come to Susan talk, and so you tell them, I had one, one person
50:49
that would always say, you need to bring 10,000 bucks to settlement.
50:56
You need to bring 10,000 bucks to settlement.
50:57
You need to bring 12,000 bucks to settlement, and I would cringe in my chair when I heard
51:03
the person saying how many bucks, you need to bring to settlement, and finally they hung
51:08
up the phone and I said, how are they going to fit 10,000 deer into that closing office?
51:13
That's your real, that's good.
51:16
And they were like, what are you talking about?
51:18
I was like, I swear, if you say bucks one more time, I'm going to, I'm going to go
51:24
herd the deer, add from outside, into the, into a conference room, and we'll see how
51:29
many, how many finnets.
51:32
And let me tell you, I made a joke out, it was very lighthearted, but that person never
51:37
said bucks again.
51:38
That's a wonderful way to position that though, I love that, it's much better than like slam
51:43
in your head, your hand down on the desk saying, bucks, what the hell are you talking about?
51:48
No, I made a joke out of it, and they thought that they were being kind of ridiculous, and
51:54
I was me, I was somewhat making fun of them a little bit, but it was with the humility
51:58
and humor that I was making a point, and not everybody can get away with that type of
52:08
thing, but I, it works.
52:10
And sometimes I, or telling a story, works too.
52:14
So there's always a reason that you have the system and process in place, and if people
52:18
can understand why that system and process is in place, then they're, they easily, more
52:24
easily adapt to it.
52:25
Yeah, and I think the point you're trying to make there is, like you said, they have to
52:30
follow your lead, they have to, if you're trying to create a customer experience, you
52:34
dictate what that is, you, you know, it's the scripting itself.
52:37
It's just the process around that, and down to even the verbiage, we don't use words
52:41
like bucks when we're working with our clients, right?
52:44
We don't talk on the telephone in Chugam at the same time, like that was another thing
52:49
that, that would bother me, and I sometimes I like, we just pull the trash can out from
52:53
underneath the desk and be like, spit it out.
52:55
Yeah, put it behind your ear till the phone calls down.
52:58
Yeah, just, you know, it's just the little things and, and that make a huge difference.
53:04
Yeah, no, that's a big point.
53:06
And have, and have that in place, and I, I would say, listen to those people, if everyone's
53:11
working from remote offices, you need to have that, you need to put in the time with those
53:16
people so that you hear what they're saying, and they hear how you sell.
53:21
Right.
53:22
They need to develop a raft that sounds like you.
53:24
Mm-hmm.
53:25
Hey, okay, so last question.
53:26
Then do you believe that if you want to be a quote top producer, you know, for these
53:30
L.O.'s that want to, you know, build their $100 million team or whatever the case is,
53:35
as I know, you went to a lot of your closings.
53:38
I still would, if somebody, if I could learn officers, can't go to a closing, the, the
53:43
president of the, the president of the company will show up if it's in this area.
53:46
But if you're advising an L.O. that says, you know what, here's, I just want to be the
53:49
rainmaker, right?
53:50
I just want to tee it up.
53:51
I'll have the first, like, L.O. consult, right, the loan consulting, and then I flip it
53:54
over to my team and then boom, I'm off to another one, and I don't go to close.
53:58
Any reaction to that?
53:59
Is that?
54:00
Yeah, so I believe if you're going to tee it up, you need to finish it off.
54:04
Oh, okay.
54:05
And, and whether it went good, it went bad or went indifferent, you need to go to that
54:09
closing.
54:10
Well, so, but, but how can somebody be a mega, right, mega producer, if they're going
54:14
to other closings?
54:15
They, they, you have a representative at your closing.
54:18
If it's not you, it's somebody else, because you're, if that you have to ask for that,
54:23
the listing agent, you have to ask for the business, you have to ask the listing agent
54:27
for more business.
54:28
You have to ask the selling agent for more business, and you have to ask the buyers for
54:31
more business.
54:32
And actually, at my settlement yesterday, the people were moving to Los Angeles, and I
54:37
said, you know what, if you would need any help with regards to your mortgage at all,
54:41
don't hesitate to give me a telephone call.
54:44
I mean, you could be missing out on more than a handful of deals that every one of those
54:49
people at that settlement table could give you, because you were too busy.
54:52
Yep.
54:53
Nope.
54:54
I got, I got, I mean, I like the fact that you did say, you know, or send a representative,
54:57
because I mean, there are, as you know, teams, I mean, you yourself, you're, you're a company
55:00
a sizable company with people.
55:02
There are, for sure, there is, I'm interviewing a loan officer next week, 19 people on us
55:07
team, 400 million, I know he doesn't go to his closings, but, yes, but he has a representative
55:12
one.
55:13
And remember, the majority of this call has been talked about talking about how you become
55:16
that part, that, that mega, that mega star.
55:20
If you're beginning, you have to go to all your closings, right, right, until you're only
55:25
going to some of your closings.
55:27
And really, a closing should only take 15 minutes.
55:29
Yeah, take care of all the problems up front if they're going to be any.
55:32
Yeah.
55:33
There should never be any.
55:34
Your, your, your time to shine is at that closing.
55:37
Yeah.
55:38
Pop the champagne.
55:39
Yeah.
55:40
Like, take a picture, put it on social media, Instagram, put it on everything.
55:45
That is your time to say, get your testimonials, say our team.
55:49
The team did it.
55:50
Right.
55:51
And, and I say, and, and you put it on, you put it on Twitter, you put it on Facebook,
55:55
you put it on LinkedIn, and then I, I, as the president, comment on every one of my
56:01
loan officers surveys that get put up all over the place, or I comment on, on their,
56:07
on, you know, great job, see, Team CLG.
56:09
And I know you guys use, if I, if I read correctly, social survey for your online reviews.
56:13
We do use social survey for online reviews that one of my favorite vendors.
56:21
Yeah.
56:22
I, part of a co-op called the mortgage collaborative and they're part of, they're part of that.
56:28
And I would say that, that the value in social survey is huge for, for the company and for
56:36
the originators.
56:38
And the value of being in a co-op such as the mortgage collaborative is, is priceless.
56:46
Yeah.
56:47
Yeah.
56:48
Absolutely.
56:49
So, we'll also put links to that in the show notes for social survey as well, our mutual
57:05
friends over there.
57:06
For those listening, social survey is a way for you to make it easy for your clients to
57:10
leave online reviews for you, which is today's currency of trust online.
57:14
So, definitely do that if you're not doing it.
57:17
Awesome.
57:18
So, we are at the top of the hour.
57:20
We are done, but I just want to say thank you so much, your book, Crazy Lucky Girl.
57:24
Do you have the keys to success?
57:26
I love this book because it's a fun read.
57:28
It's got lots of cool stories in it.
57:29
And as we shared some of them from today, definitely ones we all can relate to as loan officers.
57:35
But I like it because you also take us on a journey and show us how, you know, your journey,
57:38
right?
57:39
You started from ground zero and then you get the 40 million and then you have your own
57:42
like awesome mortgage company that's just kicking ass and taking names.
57:46
So, that's all.
57:47
We're trying.
57:48
We're trying.
57:49
And I appreciate being on, so thank you so much for having me.
57:52
Yeah.
57:53
For those listening, please go get her book.
57:54
There'll be links in the show notes to Amazon, to her own homepage, Crazy Lucky Girl, to
57:59
her company page at Centennial Lending.
58:00
And if you're in the areas that she serves in the States and you're looking, you know,
58:04
considering a possible change, we'll check her out, right?
58:09
Right.
58:10
What's a CLG-LLC.com.
58:13
You got it.
58:14
So, once again, listeners, thanks so much for tuning in.
58:16
If you like today's episode, please leave us a review.
58:19
And as always, we appreciate you and we look forward to seeing you on the next one, bye
58:23
for now.
58:24
Thanks for listening to Mortgage Marketing Radio.
58:27
One more truth in mortgage marketing, get more free training and resources at MortgageMarketingInstitute.com.
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