Latest / Mortgage Marketing Radio / The Modern Lending Live Show!

Transcript

The Modern Lending Live Show! · 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.
0:11
With so many mortgage loan originators vying for the attention of real estate agents, it
0:15
can be difficult to stand out and establish meaningful connections.
0:20
Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
0:34
with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
0:52
in funded loans from agent referrals and how you can too.
0:56
Don't miss out.
0:57
Go check it out right now, visit LOKestudy.com and download your free copy today.
1:03
Hey, listeners, welcome to this episode of the Mortgage Marketing Radio podcast.
1:12
This is your humble host, Jeff Zimfer.
1:16
Welcome, welcome.
1:17
I have to start counting my episodes.
1:19
I know it's 200 and something, 230, 40, whatever.
1:24
I don't know.
1:25
I don't actually keep track, but I listen to other podcasts and I think it's pretty
1:29
cool that they actually open up with their episode number.
1:32
Like I'm listening to somebody else and you know, it comes on as welcome to episode 543,
1:36
right?
1:37
And I'm like, wow, that's pretty cool.
1:39
So I'm going to do a better job at the keeping track.
1:41
But I know this is at least episode 229 or 230.
1:47
Let's say that.
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And that's not the most important thing.
1:50
The most important thing is you're here, you tuning in.
1:52
I appreciate you.
1:53
If you're catching this around the Christmas time, I just want to say Merry Christmas wishing
1:56
you and yours a wonderful, happy holiday season.
2:00
And thank you so much for your gift of time and attention, which I think is amongst the
2:05
most precious of gifts that we have to give to someone else is our time and our attention.
2:13
So thank you very much for tuning in.
2:15
This week, my special episode is a live stream that I was privileged to be a part of.
2:24
Here's what's happening, right?
2:25
You guys may or may not know.
2:26
I live in Las Vegas moved here about four years ago from Southern California, Orange
2:31
County after I had lived there for a gosh, I don't know, 30 years ish.
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That's where I really cut my teeth and originating starting in 2003 as a mortgage originator.
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And then, you know, did some time work for a country ride, for wells, for B of A, and
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there's a whole long story to that, which some of which you're going to hear on today's
2:49
podcast, actually, of how I got in the business.
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And what I wanted to do is share the conversation I had because I reached out to, you know, an
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acquaintance of mine, Alec Hansen.
3:01
Alec Hansen, some of you may know from his podcast, the modern lending podcast.
3:07
He's a mortgage professional himself.
3:09
He's an SVP with loan depot in Orange County, California.
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The guy's just a rock star.
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He actually published a book called Bipast, a modern guide for local mortgage pros left
3:19
behind by the digital customer.
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You can find that on Amazon.
3:23
You can go to his website at Alec, Alec Hansen, Alec, H-A-N-S-O-N dot com.
3:30
We'll put links to all this in the show notes.
3:33
But I wanted to bring this conversation to you because I think it's a great conversation
3:37
on a number of ways.
3:38
Number one, it's fun, right?
3:39
Because Alec is a really fun guy and you should definitely be following him on Instagram
3:43
as well.
3:44
We'll link up that in the show notes.
3:46
That's Alec the Hansen, Alec the Hansen on Instagram with his 37,000 followers and 1,300
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posts.
3:55
I mean, the guy's doing stuff that I want to do.
3:58
I mean, I'm seeing him doing character spoofs on like, who's the guy that the soccer player,
4:05
Jason Sadekis, right?
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I am I blanking on that name right now.
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I don't know, really unfortunate, but you got to follow him and see what he does.
4:13
I mean, the guy gets naked, well, not totally on camera, but he's really, really funny.
4:18
But he also brings a lot of great information and value, right?
4:21
Ted Lasso, that's the name, you know, you're blank in the moment at stage fright.
4:25
So you got to follow Alec, you got a list news podcast, we'll link that up in the show
4:28
notes as well.
4:29
You've got to get his book.
4:30
I'm reading through his book and I'm very impressed, right?
4:33
As you can tell, when people kind of phone it in with a book, this, this is not a, a,
4:39
you know, a week attempt at a book.
4:41
This is a serious book over 240 pages, right?
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And there's tons of great content in here.
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Some of what's in here, I wish I had written, all right?
4:49
So kudos to you, Alec, for writing a great book.
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So this conversation, Alec and I actually used to work at the same company for a period
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of time together, countrywide, back in the day, as they say.
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And so Alec also cut his teeth similar to the same time I did, he began his career
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origination in 2004.
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And I got to tell you, the guy smoked me, all right?
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He blew right by me because he was voted Ricky rookie of the year by Scottsman's guide,
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funding over 85 million, right?
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And then every subsequent year, he went on to be on Scottsman's 200 top originator list,
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finishing his best year at 185 million.
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Yeah, and now so he's an SVP for Lone Depot in Orange County.
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And he's overseeing seven billion in annual production.
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So the guys obviously dialed in rock star, wonderful family man as well.
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And just a great conversation.
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So I wanted to bring this to you.
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What I did was when I was in Orange County visiting, I swung by his office slash studio.
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We did live stream and I really enjoyed the conversation and the opportunity to meet
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with Alec.
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I am going to be having Alec back on the podcast in the new year, where we're going to
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go deep on his book by past and get his insights in the future of the modern mortgage loan
6:01
originator.
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So by the way, if you're not yet in our private Facebook group, go to Facebook, type in
6:06
the search bar, mortgage marketing radio.
6:09
I just might bring Alec into a live stream there.
6:11
So you got to be in there to catch that live stream and all the other good stuff we're
6:15
doing in that group on Facebook mortgage marketing radio.
6:17
So without further ado, let's get into this week's show.
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What's up?
6:23
Modern lending podcast listeners.
6:25
Welcome back to another live episode of the modeling podcast.
6:27
I'm your host, Alec Hanson.
6:28
I'm here with Jeff Zimfer.
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Jeff and I go way back.
6:31
You guys don't even understand.
6:32
We're going to tell stories in a blur mind.
6:33
I was mind blown because you just forget our past Jeff, the amazing author of Destructor
6:38
Die.
6:39
He's also the podcast host of the modern marketing radio.
6:42
No, mortgage marketing radio, which we'll get to because that's radio in it, which
6:46
will throw people off.
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Jeff and I were loan officers back in the glory days down here in Southern Orange and Southern
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California in Orange County.
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And so you ever meet those kindred spirits who speak your same language?
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Literally, I've watched Jeff's podcast for years.
7:02
This guy is somebody who every time he said something, I'm like, he's thinking the thoughts
7:05
in my brain, which is rad.
7:08
It's fun to see somebody who I start seeing the same world and recognizing, hey, this
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is somebody who I think sees the world the way I do.
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Maybe he's a little broken too.
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For sure.
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Which is awesome.
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And then you were in Orange County.
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Yes.
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Okay, let's just hang out.
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Old stomping grounds.
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This is rad.
7:25
Yeah.
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So thanks for coming on today, dude.
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Pleasure.
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I'm really honored to be here because you're crushing it here in this space.
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You've been leading from the front for all us people who do this, loan officers as well.
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So I just, you know, I happen to be here coming through town, you know, live in Vegas
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now, move there four years ago.
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And I was like, you know, when I'm coming through town, I had to hit now, look up and say,
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man, you want to grab a recording or something?
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And here we are.
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Well, dude, so for those of you that are just tuning in or listening or haven't listened
7:47
any other episodes, which I don't blame you.
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This has been a series on stories.
7:53
And I really, you know, I come from a family of storytellers.
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And I think stories, you know, they were all of, all of human knowledge was passed down
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with stories.
8:01
That's how we learned.
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That's how we adapted.
8:04
And I feel like they can be really helpful.
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And so for the loan officers out there, I can't wait to tell some stories with you from podcasting
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to origination days.
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But let's start with this.
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This is always an interesting one.
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How did you fall into mortgage lending?
8:16
Wow.
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Great question.
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Because we know only crazy people can survive.
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I know, right?
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Lending.
8:22
Yeah, I woke up and said, I want to be a lender.
8:24
That's right.
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I was like, here we go.
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My dream is a child.
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Just a rigid loans.
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I love numbers.
8:29
Hey, some people do.
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I know that's not you and me though.
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So I had a friend who was working for a subprime, small brokerage shop, shop down in
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San Juan Cap, you know where that is.
8:43
And you know, I don't know.
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I was in transition or something and looking for, hey, an opportunity to make some money.
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And so he's like, hey, why don't you come over here and this is before you need a license
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and all that kind of stuff.
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20 years ago.
8:53
Yeah.
8:54
My notes don't understand.
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2003, I believe it was.
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So I went over there and you know, took the job and I'm working internet leads, cold calling
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internet leads.
9:02
Oh my God.
9:03
Absolutely.
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Subprime lender, cold calling internet leads.
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And I realized after about, I don't know, 60 days into that run, I was like, hmm, I don't
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think this is really what I had in mind, you know, what I want to do.
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And at the same time, here's the, I always love to tell this story.
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I was reading the magazine.
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Remember mortgage originator magazine?
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Absolutely.
9:23
Yeah.
9:24
And that was like the place me and you probably would go to look to be inspired.
9:28
Yeah.
9:29
I mean, it became Scottsman's guide.
9:30
Yeah.
9:31
So everyone's got it.
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But it was a mortgage originator magazine from the glory days.
9:33
Yeah.
9:34
And they would always feature these top producers.
9:35
And I remember this, this literally, I went to my friend and I'm showing him these articles
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of people that are doing 50 million, 100 million.
9:41
Yeah.
9:42
Dude, look at, look at these people are doing like 50 million one guy.
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And he goes, that's not one guy.
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That's a brokerage.
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It's all shop.
9:51
Yeah.
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He goes, that's, that's, they just, you know, build up their numbers to make it look like
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that.
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He goes, there's no way one person can do that much fine.
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I'm like, what?
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So I was calling BS.
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And then I just, you know, just went upon this journey to be like, okay, I don't believe
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him.
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Number one, number two, I, I want to have a career.
10:07
I don't want to be the phone jock guy, you know, and I mean, calling internet leads and
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stuff.
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And I was like, no, I want to find the truth.
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And I did.
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And so then I, you know, long and short found, found my way to a country wide man was the
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next.
10:19
Next.
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Dude, so it's so funny to hear that story because at 23 years old, I fell into the mortgage
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industry.
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And I sat at the receptionist for Kevin Buddy, who we both know.
10:29
Yeah.
10:30
So you were pounding the phones.
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Yeah.
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And I was sitting in front of this guy who said, go out and talk to eight realtors a
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day.
10:35
I don't come back.
10:36
Right.
10:37
But that's amazing.
10:38
So how did you get out of the call center?
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I just started interviewing, which is funny.
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Now, I haven't thought of that actually in forever.
10:44
A lot of people said no, you know, really?
10:46
They're like, you have little to no experience.
10:48
You've been working at a calls shocking, right?
10:50
They're like, no, nobody not hiring loan officer.
10:53
That's amazing versus like getting in here and hear some money.
10:56
I forget how I got to, but I did get an interview.
11:00
And this was before the office we were talking about earlier, there's an office in
11:02
Tuston.
11:03
I can't remember.
11:04
Oh, I do remember the name vaguely right now, but anyway, they gave me a flyer.
11:08
They're like, all right, hot shot.
11:09
We'll give you a chance because you're so persistent.
11:12
Yeah.
11:13
I think I might have done some aggressive marketing to get his attention or something.
11:16
But the other moment I do clearly remember was I was giving my business cards, put them
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on my desk.
11:21
All right.
11:22
Go get yourself some real.
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You're a loan officer.
11:25
Yep.
11:26
There you go.
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Congratulations.
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And I'm like, that's it.
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And that began the wonderful journey, man.
11:32
So do you remember a time in that in that origination days where you felt like you broke
11:39
through?
11:40
Because maybe it may be a frame it this way, you know, often I'll tell people.
11:44
So I'm curious for your take to if you're brand new and you're the stack of cards, kid.
11:48
Yeah.
11:49
You know, it's six months to a year.
11:51
Yeah.
11:52
Right.
11:53
Of just eating, you know, rice.
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Embrace the suck.
11:55
Yeah.
11:56
It's got to be that.
11:57
Yes.
11:58
So how long did it take you to you felt, hey, I have some secure relationships now.
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I've broken through.
12:01
For sure.
12:02
It was a year.
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It was all in.
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And first year was a suck, man.
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It was bad.
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I took a heat lock out in the house.
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Oh, you're in.
12:08
You're going deep.
12:09
I was all I had no choice.
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Why wasn't working?
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We just had our first baby.
12:12
Oh, yeah.
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And I'm like, I am.
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We got we got a mortgage.
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I mean, I had everything.
12:16
Right.
12:17
I'm like, let's go all in.
12:19
Let's go.
12:20
And so that was the only way I could survive is, you know, that thank God that that
12:22
heat lock and that bought me time to ride out that first year.
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And then something did click for me.
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We personally, how I decided to build my business was through classes, lunch and learns
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and stuff like that.
12:35
Oh, I love that.
12:36
You know, that's awesome.
12:37
Because I was doing the same thing you were doing, as I heard your story, which was,
12:39
I was doing the broker previews, I was cold calling, and I always like to say, does
12:44
all that work?
12:45
Yeah, it works.
12:46
But it doesn't work systematically.
12:47
You know what I mean?
12:48
You got to like, you know, sweat it out.
12:49
So I don't know what happened.
12:50
I don't know.
12:51
You and I didn't talk about this, but prior to that, I was actually years ago, I worked
12:55
for Tony Robbins.
12:56
It was a seminar guy for him.
12:57
Yeah.
12:58
I traveled around the country and I did seminars, like, live in a city for six, eight weeks
13:02
at a time and walk into all these offices with five, six other people.
13:06
And we went to the card dealerships, the real estate offices, the mortgage offices.
13:09
Yeah.
13:10
And when I got off the road, I was like, hmm, what am I going to transition into?
13:13
You know?
13:14
And so for me, it was mortgage.
13:16
And then all of a sudden, something happened.
13:18
I was like, why am I busted my ass, cold calling and doorknack?
13:22
And I'm like, why don't I get 10 realtors in a room and just teach them something, something
13:26
that they would find valuable?
13:27
What was the first class?
13:28
Remember, it was probably marketing related, for sure.
13:34
But it's something that I still do this day and it's something that, as you know, a lot
13:37
of L.O.'s do.
13:38
And it works.
13:39
Yes.
13:40
You know?
13:41
I like that angle.
13:42
Bring them to you.
13:43
Stop going to them.
13:44
Right.
13:45
Yeah.
13:46
So did you have a core class that you taught that you remember that was just like, this
13:48
was my bread and butter?
13:49
Well, as you know, this was before the internet, right?
13:51
Yeah.
13:52
Okay.
13:53
So, hold on.
13:54
For everyone out there, it's getting all judgy.
13:55
Okay.
13:56
We had Nokia phones.
13:57
We had a Thomas guide and MapQuest printout.
14:00
Thomas guide, baby.
14:01
That's what we had.
14:02
Yeah.
14:03
So, I know you got the internet and the world in your hand.
14:05
This was like, there's no way to get a hold of anybody.
14:07
Nope.
14:08
You know, pagers had just died.
14:09
Yeah.
14:10
Yeah.
14:11
Yeah.
14:12
Yeah.
14:13
Some people right now are like, what's a pager?
14:15
Oh, God.
14:16
You know?
14:17
Buckle up children.
14:18
No, you're right.
14:19
Those are the glory days when you had no choice but to physically get in front of
14:23
somebody.
14:24
Yeah.
14:25
Other than the phone.
14:26
Oh, man.
14:27
Yeah.
14:28
And invite people to that.
14:29
Yeah.
14:30
I would go, I'd do flyer drops.
14:31
I teamed up with Tidal Astro home warranty a lot.
14:32
Yeah.
14:33
Get a team.
14:34
Still works today.
14:35
Weird.
14:36
All right.
14:37
People exist.
14:38
Don't that.
14:39
There's people out there.
14:40
If you just find them, they'll be willing to help you.
14:42
So yeah.
14:43
It was block and tackle.
14:44
It was a lot of just, you know, get out there.
14:45
I love the saying from the military embrace the suck because I think that's what it is
14:49
for a period of time.
14:50
And then what happens is you start to, I know you talk about this, is you start to build
14:54
a brand.
14:55
You start to become known as, you know, not the Average L.O. in town who's always pitching
14:59
rate and member of faxing rate sheets.
15:01
You go to these offices and there's rate sheets all over the place and I'm like, what is
15:05
that game?
15:06
Right?
15:07
So to your point earlier, you said you bring them to you instead of you chase them.
15:11
I mean, I did it all, right?
15:12
And then I was just like, you know what, I hold a hold a class.
15:14
There's 10 people and they get meetings with three or four and you do another one.
15:18
You get meetings for three or four and out of that you get two or three who start to
15:21
develop.
15:22
A year later, you got 15, 20 realtors who you can count on two, three deals a month.
15:27
Yep.
15:28
And then you've broken through.
15:29
Yeah.
15:30
Now it's referral business and expansion.
15:31
Yeah.
15:32
And that was like we said before the internet.
15:34
Well, so let's go this direction for a second because I love the fact that you're still
15:40
holding on to the radio moniker or podcast brand.
15:44
Yeah.
15:45
And so what this is one of the things that I'm jealous about with guys like Jeff is,
15:48
you know, they saw things ahead of their time.
15:52
You know, because like David Lickins been doing podcasting for 30 years.
15:56
Right.
15:57
You know, so so what caused you to go in that direction with your business, with your
16:01
strategy?
16:02
How did you, I mean, what was the, did you have an aha moment?
16:05
Did you see what would you see the truthful honest answer was I started trying to do videos
16:11
on YouTube in 2006.
16:12
Yes.
16:13
And it was hard.
16:14
God, I wish I would have done that.
16:15
I know.
16:16
Right.
16:18
So it was hard.
16:19
I had my camcorder.
16:21
Yeah.
16:22
And this was back when I was traveling and stuff and I would go to, I would be in a hotel
16:24
room.
16:25
There's like this.
16:26
I'd have the tripod set up.
16:27
Oh, yeah.
16:28
And I'm trying to record my videos and my little snippets.
16:29
And then I like, I got to upload everything that goes with video.
16:32
I'm like, this is hard.
16:33
It's brutal.
16:34
Wow.
16:35
And I'm like, what can I do?
16:36
That's actually easier than this.
16:37
And I was like, shit.
16:38
I could just record audio, right?
16:41
Yeah.
16:42
That's pretty easy.
16:43
Turn on a microphone on your laptop thing, whatever.
16:45
And boom, record an audio and now I can actually get my mess.
16:48
So that is truthfully why I pivoted off a video to audio back then.
16:53
And at the same time, you know, when you're on a journey, like you and I, we sweat it
16:59
out.
17:00
We've had to figure it out the hard way.
17:01
And you, I know, also interviewed a lot of successful L.O.'s early on to find out what
17:05
are you doing?
17:06
I was on a similar journey.
17:07
And I think a lot of people are too.
17:09
I was at this place for whatever reason.
17:11
Okay.
17:12
So I went through to that.
17:13
We went through 2008, all that kind of stuff.
17:15
And I just was at this place of like when, when it got really bad tight at BFA, when
17:20
it was just like, you couldn't breathe, that I was asking for permission.
17:23
Yeah.
17:24
I was like, I don't know if I want to originate, but I want to stay in this industry and
17:27
do something.
17:28
Yeah.
17:29
So for me, it was the pivot back to like my real, I think core and passion, which is
17:33
training, educating, speaking, coaching, all that.
17:35
So that was the moment for you then.
17:36
I was going to ask, when did the transformation moment happen for you when you got into more
17:40
coaching, leadership, mentoring?
17:43
I always wanted to have a platform to be honest with you.
17:45
I always saw myself as being an author one day, having my own show or whatever brand.
17:52
And I saw that as the pivot because I could take this expertise or experience that I think
17:57
I, you know, developed and then take my natural, I think innate abilities to find what
18:05
really works by interviewing, talking to people and just bring people solutions.
18:10
That's all I wanted to do.
18:11
I wanted to bring people solutions.
18:12
And for me, the podcast was the vehicle to do that.
18:16
And so I got really curious, right?
18:17
And I just started calling people up and I'm going, hey, would you be on, would you be
18:21
open to an interview?
18:22
Well, so I want to talk about that.
18:23
We've got to unpack that because there are, I don't think, I think podcasting is an amazing
18:30
vehicle for personal branding, for driving people relationships, for bringing on gas, for
18:36
just as a social media strategy, because you can just continue to share moments that don't
18:39
have to be from you.
18:40
Right.
18:41
So I'm just going to talk to people and let them just talk and then they just, they drop
18:44
nuggets and you're just like, yeah, well, I'm associated with this intelligence.
18:48
So, right.
18:49
So what was it like in the early days for you?
18:50
Because I noticed somebody out there thinking, God, I should probably do something here.
18:55
You just calling people?
18:56
Yeah, man, I was calling people emailing people and I, let me tell you what, I got a lot
19:00
of nose.
19:01
What would they say?
19:02
Why they say no, though?
19:03
Just curious.
19:04
Like I just said no.
19:05
That's it.
19:06
Thanks.
19:07
But you didn't get, like, I don't understand why you're doing this.
19:09
Some people did say that.
19:10
Yeah.
19:11
Really?
19:12
Yeah.
19:13
You were so early.
19:14
I could see people being like, that's weird.
19:15
That was, it was a January, five years ago, whatever the math is on that, it'll be six years
19:18
come, 2022.
19:19
Yeah.
19:20
So yeah, early on, there was a lot of, no, a lot of people thought I was a scam.
19:25
They didn't understand the angle.
19:26
Yes.
19:27
That's what it was.
19:28
That's awesome.
19:29
What's the angle?
19:30
You're like, just, what angle is it?
19:31
It's a knowledge.
19:32
Yeah, exactly.
19:33
Isn't that so funny?
19:34
Not today, right?
19:35
You're like, oh, podcast.
19:36
Yeah.
19:38
You know, I kind of, I still think there's people out there that are like, I don't know.
19:41
I don't know.
19:42
It's not for me.
19:43
What's your angle?
19:44
Why do you want to have me on?
19:45
Yeah.
19:46
Yeah.
19:47
Yeah.
19:48
Some people were like, how much does it cost?
19:49
I'm like, that's when you know you kind of made it a little bit, like you're like, yeah,
19:53
that's right.
19:54
No, that was a while back.
19:55
You know, you get a lot of skeptics, get a lot of people who, even still today where
19:58
people don't get the whole digital media platform thing, like, I don't see why that you
20:02
would do that.
20:03
That makes sense.
20:04
But it was hard early on.
20:05
I take a lot of, a lot of nose.
20:07
And so I just got online, did a lot of research, started googling people.
20:12
But it's not like everybody said, yeah, let's do this.
20:14
No, no, man.
20:16
People still say no today.
20:17
Yeah.
20:18
It's sometimes it takes a year to get somebody on the show.
20:21
Yeah.
20:22
You know what it is?
20:23
So six years of this, you still call it a radio, which I love.
20:27
That was like, I don't even know where that came from.
20:30
It's just what name your show.
20:31
It's fine.
20:32
I thought it was like audio.
20:33
Yeah.
20:34
Yeah.
20:35
Okay.
20:36
Fine.
20:37
Yeah.
20:38
You know.
20:39
And I guess that maybe you're saying it was a smart move.
20:40
All right.
20:41
So what did you, what did you learn?
20:42
What have I learned?
20:43
Yeah.
20:44
What stands out from that all the six years of building this thing from a business development
20:49
perspective, personal growth, relationship building.
20:52
What stands out?
20:54
I've learned that if that, that if you just, I don't know, I don't want to sound cheesier
21:01
cliche.
21:02
I was, I was going to say, if you just show up in that value, right?
21:05
I mean, something like that.
21:06
But that just sounds so.
21:07
Sometimes somebody just needs to hear it again and again and again until they finally
21:09
wake up to it though.
21:10
So it's okay to be a little bit cheesy if the language is right.
21:12
In my opinion, I guess, I mean, trust your gut, you know, I like that.
21:17
Like what do you really want to do?
21:19
I'm going to be trying to formulate this in a sentence is because, you know, I think,
21:23
what are you trying to build?
21:24
Who are you trying to be?
21:25
How are you trying to show up in the world?
21:26
Yeah.
21:27
You know, because those are the questions that were driving me.
21:31
That's all I wanted to do.
21:32
Like I didn't have a game of like how I'm going to monetize this or this is going to
21:36
be a money maker for me.
21:37
That's important.
21:38
So that's, that's really important because you can, you can tell immediately, because I,
21:44
I feel like they're showing up with a lack of authenticity when their end game is some
21:47
kind of manipulation, some kind of monetization where it's like, oh, I can, and I, I feel
21:50
like they're, their voice in the podcast gets lost and I just can't, you see, you can
21:55
hear it and feel it with them anymore.
21:57
Right.
21:58
So I like that angle.
22:00
Well, I mean, it's still the case, right?
22:02
I've never taken, everyone's probably gets somebody call, hey, you, you take ads or
22:06
a sponsor or something.
22:07
I'm like, no, I don't, even though it's, it's been interesting, you, it's so far to be honest
22:13
with you, I haven't, it's been like hard money lenders, whatever.
22:15
I'm like, nah, that's not, that's not what I'm going for.
22:17
Get it.
22:18
It's not the brand you're looking for.
22:19
For me, it's just a place to show up and serve and, and I know that sounds, I think
22:23
it sounds cheesy.
22:24
I don't know.
22:25
Sure.
22:26
But I don't know, you just recently met Gary Vee and I'm sure congrats on that, by the
22:31
way.
22:32
Amazing.
22:33
Wow.
22:34
Friggin feather in the cap.
22:35
But I'm sure the, the one thing you would know for certain being around Gary is he is
22:40
no bullshit.
22:41
He is, sorry, if I'm, he is, he cost way more than you are.
22:43
So he did.
22:44
He did.
22:45
He did.
22:46
Thank you.
22:47
He is coming from here.
22:48
Yeah.
22:49
100%.
22:50
You know what I mean?
22:51
And that's like Wine Library TV and how he started all that kind of stuff.
22:54
There was a little bit of the old, like, hmm, I'm wondering, this could probably turn
22:58
into something for the liquor store.
22:59
Yeah.
23:00
But, right?
23:01
He showed up and just really wanted to like instill today his content, I think is all
23:05
about serving.
23:06
Yeah.
23:07
And I think that's a little bit of his key to success too.
23:10
And I think that's part of the key to your success over the years and staying consistent
23:14
but also staying true to what you wanted it to be.
23:17
Well, let me ask you, why did you start the podcast?
23:20
Because this is, let's go to the bottom of the bottom of the letting podcast.
23:23
This is going to both our audiences, Alex Hansen, Modern Lending Podcast.
23:27
Let's go.
23:28
I think it was, I started my entire digital journey and everyone that's heard me before
23:35
is probably puking because they've heard this a million times.
23:37
Nope.
23:38
But in 2018, when the mortgage world was ending, the consolidation was happening.
23:45
Margin compression was gigantic.
23:47
It was going to be this great, I call it the great consolidation that I feel like, you
23:51
know, in the crisis created this fragmentation of the industry with all of these, I don't
23:55
want to call them micro companies, but smaller mortgage companies that have gotten bigger
23:58
over time.
23:59
Right.
24:00
That just became into existence because there was a void and everything was destroyed and
24:03
absorbed by banks and they don't mortgage lend well.
24:07
And so, you know, I predict and continue to predict incorrectly that at some point, there's
24:13
going to be this consolidation where they just can't play at that level anymore because
24:17
of the requirement for technology, the requirement for scale to maintain margin.
24:22
So it's just a personal viewpoint.
24:24
But I'm like, it's happening.
24:25
2018, I'm like, this is happening.
24:27
And the other thing that I saw happening, which was a little bit terrifying to me, was,
24:32
you know, I'm a street kid in mortgage, you know, I was door-to-door, belly-to-belly,
24:37
driving a map crash pronounce, trying to find the next open house, pissed off when there's
24:42
a title rep there and not the real time I wanted to see, you know, going, putting on my
24:46
suit and tie on Saturdays and Sundays and going to open houses, trying to get appointments.
24:51
And what I've, what I saw in 2018, was this, the death of that person, that that sales
24:58
person, because the consumer was just changing.
25:01
We were all changing so rapidly into this internet first society, cell phone driven, touch
25:07
screen, you know, smartphone, and, and, you know, the multiple listing service was private
25:13
in our glory days.
25:15
Right.
25:16
Yes.
25:17
So as a consumer, you got to go to the hot sheets on a Saturday and open it like to, you
25:19
couldn't see what's for sale.
25:20
You didn't know.
25:21
Shit.
25:22
Needed a realtor.
25:23
No, you had to have a realtor.
25:24
And since they controlled knowledge, they controlled a lot, a lot more influence than
25:27
today when knowledge is more widespread.
25:30
And so I just, I was, you know, thinking that my people were in trouble.
25:36
So you wanted to show up and serve too?
25:39
Well, so, so yes.
25:41
And then I saw, so I realized, loan officers needed to show up.
25:45
I was like, I was, I woke up and I, and, and literally I told the story with Gary on
25:49
Gary's podcast, but I'm, I went for a run, grabbed a coffee, I'm listening to Gary's
25:52
podcast and he said the same shit over and over again.
25:54
Right.
25:55
And I just must have been the moment I needed to hear it where he was like, you know,
25:57
the brand is going to matter.
25:58
You're, it's going to matter.
26:00
And I was like, you know what?
26:01
This is so true for the loan officers that I serve for, for the people that I lead,
26:04
for our industry.
26:06
And then I looked around and I was beating the drum.
26:08
You got to get on social, you got to get on video, you got to get out there and be
26:11
comfortable in this new medium where people are consuming content, right, podcasting.
26:16
And then I looked around and I was doing none of it.
26:20
And I go, well, what, what kind of a hypocrite am I?
26:24
If I'm telling somebody to do something and I'm not willing to do it, right?
26:28
And so I dove into the space.
26:30
I did a hundred videos in a hundred days as a test to figure this out and say, commit
26:34
it to something.
26:35
It's just sure I'm going to do something.
26:37
And you know, it lacks a ton of direction.
26:38
It was very scattered.
26:40
It was one topic and then randomness.
26:42
But, but through that process, I started to learn a ton of different things and validate
26:46
a lot of other things that I've been told by people that even listen to some of your early
26:49
stuff where I was like, okay, this is, this is, I'm right.
26:53
This is, this is happening.
26:55
And so that was the birth of the modeling podcast because I figured if I'm going to tell
26:59
people, I think they need to look at podcasting as a potential medium for them, but I was
27:03
never going to try it.
27:04
Well, who am I?
27:06
And maybe my podcast at some point ends because it's not for me.
27:09
Maybe my, my, my, there's a great loan officer in Vegas who found his medium in YouTube.
27:14
Sean?
27:15
Yeah.
27:16
I mean, so he figured it out.
27:18
So he, he doesn't podcast anymore.
27:19
It wasn't his, it didn't, it didn't fit his voice.
27:22
And he recently changed his content too.
27:23
Yeah.
27:24
From lifestyle to more financing related.
27:25
Well, and that's my point.
27:26
It's like, I feel like you got to be in the water to figure out where you're going to
27:29
play.
27:30
Yeah.
27:31
That's such a good point too for anybody who gets hung up on like, how, where do I start?
27:35
It's just you just have to start.
27:37
And you know, like you said, get in the water and start swimming.
27:39
And you'll figure out your path, you know?
27:41
Yeah.
27:42
So that, that was how this podcast started, you know, and then I did, I did, but maybe
27:45
I, you did, but I, you know, I called people that were safe that I knew they couldn't
27:49
say no.
27:50
People that work alone people.
27:51
I'm like, you can't say no.
27:52
Yeah.
27:53
But, but again, it was just putting reps in.
27:55
Yeah.
27:56
Yeah.
27:57
Yeah.
27:58
Yeah.
27:59
Yeah.
28:00
Yeah.
28:01
Yeah.
28:02
Yeah.
28:03
Yeah.
28:04
Yeah.
28:05
Yeah.
28:06
That is, you know, I got to do the thing in the head of like, you know, I get to be crazy
28:07
and silly let your real personality come through that.
28:11
I think that that, I had that.
28:12
That became, I think that's part of the journey, too, yeah.
28:16
I think at some point, the, the layers start to slough off.
28:19
Yeah.
28:20
You get more comfortable.
28:21
Yeah, where you're kind of like, you know what?
28:22
I'm, I'm more comfortable on my skin.
28:24
Now I'm a little more comfortable on my skin.
28:25
Now, that's part of you, really.
28:26
Oh.
28:27
He was all that that crazy stuff.
28:28
You do.
28:29
Oh, I'm the biggest.
28:30
Which is 20 is hell.
28:31
Oh, I'm just have to say, it's not, first of all, I don't think everybody can do
28:34
like I heard you say like if you're the engineer type guy who wants to run the
28:39
the analysis and all that if you want to do that cool that's you but if you're
28:43
the personality guy who wants to put on a frigging king's costume with a crown
28:46
then do that too yeah I mean I I think we all have a unique voice to give to a
28:53
unique audience right that that is gonna be attracted to that yeah and so you
28:59
know if I'm not living that authentically in my own voice then how dare I tell
29:04
somebody else to do something and have you have you seen have you been able to
29:08
convert anybody yet well in their own ways so like I kind of I'd like to hear
29:14
your thoughts on this too because you brought up the hybrid loan officer
29:16
earlier which I you know digital local type of thing right totally agree with it
29:21
I I believe that a lot of loan officers on our industry are waking up and
29:26
and I wouldn't attribute it to you know Alec Hanson did the collective yeah I
29:31
think that maybe I'm part of the narrative I think maybe they I'm part of
29:34
maybe their experience somewhere that'd be awesome but I think that people are
29:38
starting to figure out there's there is this thing happening there's that
29:43
there's a billion dollars in marketing being spent on TV's and the internet to
29:48
tell the consumer that the local mortgage professionals are relevant and so
29:52
I mean it's real you just watch the commercials and you're like well that's
29:55
that's that's insulting yeah yeah and so I think people are starting to figure
30:00
it out now they're and they're messing up and they're doing it wrongly and then
30:03
they're trying to pivot hopefully and but but that's I love that do it wrong
30:07
all day long right so when was your first insight into this hybrid that you
30:11
called it this digital local my answer to that I'm always going to be 100%
30:17
honest is is the way I'll answer that or frame that is I never believed it was
30:22
going 100% digital I think there will be those options for people who want
30:27
that but but that's not everybody because I think where I started to get agitated
30:33
was when I started seeing people create these comparisons of like using Uber
30:39
and the taxi industry and the disruption there you know what I mean and then
30:42
they parallel parallel that over to real estate or whatever and I'm like it's
30:46
not the same thing yeah like you probably have heard this comparison where
30:50
it's just like disrupting a $20 taxi ride is not the same as disrupt disrupting
30:53
a half a million dollar purchase people aren't going to make this and want to
30:57
go just this and the data proves it you know so what what's this about the
31:04
book oh that's about and what why did you do this is that about why did you do
31:08
this why did you write a book okay so that your audio guy and now you're in
31:12
the written world I'm not I'm not completely you know thick in the skull I do
31:17
understand the value of having a book for credibility sure absolutely for
31:21
sure so that is put it put it this way it's too too pronged approach one is if
31:26
you're building a platform building a brand you need to have some assets right
31:30
away for people to engage with you and let's just face it having a book is
31:34
instant credibility we all know that so I'm like okay I understand the game I'm
31:38
playing I've got to have some credibility but also it was away for what I wanted
31:44
to tell the story there was back to what I just said which was surviving and
31:49
thriving a digital real estate shift is not just about you know hyperbole about
31:54
digital and go all in on digital and you gotta be on video and all these things
31:58
people just throw out there randomly you know I'm like there's more to it than
32:02
that you know and it isn't just that it is you know this term the hybrid loan
32:06
officer which is a new book nice nice put myself out there right now yeah just
32:12
declare it yeah there it is baby so I really for me again it's I wanted to
32:17
tell the truth so in there is like interviews I did with agents loan officers
32:20
about how they're succeeding both with digital and still the quote old school
32:25
relationship referral past client stuff it's a blend of both and to be honest I
32:30
just got tired of like it being like all digital all digital yeah and I'm
32:34
talking to people who are succeeding who aren't all digital right they're
32:37
succeeding with the relationship side of things and so yeah that was kind of the
32:41
motivation dude I I love that I've always been said they're not mutually
32:45
exclusive right exactly you know we talk about social media and I'm like this is
32:49
additive this is not replacing your relationships this is not tell you know
32:52
throwing away you know and everyone hears you know me say that analogy of
32:56
realtors losing influence and what I mean by that is the customer is taking
33:02
more and more control of the process but by no means is that it make a
33:06
realtor irrelevant no no they they I still see tons of realtors with massive
33:12
amounts of control on a transaction oh yeah and then I see something that have no
33:15
control and I want to and a customer does walk in with a quick and you know
33:18
pre-approval and they just accept it move on well I spent a lot of time kind of
33:23
doing research in the field I follow a lot of people who then I like grab
33:27
their info and make me look really smart but you know I usually cut it
33:30
them where possible you use that trick to yeah exactly should we
33:33
say shoulders of giants I've got to stand on your shoulder I'll give you credit
33:37
but I think the future of the industry is is simply more fragmented that's it
33:43
our realtors going away no our consumers going to have more options for how they
33:47
acquire the that piece of it yes I mean one of the new models I'm seeing is you
33:52
know the referral fee model like we just saw with Zillow it's real yeah so
33:57
the ibuyer thing for Zillow dead gone yeah we don't know what's gonna happen
34:00
yeah with open door but or offer pad but we're seeing that that's a
34:02
difficult model to sustain yep but what I think is the the next version of the
34:08
models with these this model they call the power buyers now you've heard of
34:11
these right these people like orchard and what's the like I can't remember the
34:16
other one right now but land is land is there's a few out there are always
34:20
some some sprucing up they got tons of money and what they're doing is say let
34:24
me get to the buyer first and I'm gonna find the property that you want to buy
34:29
and oh by the way like you don't even have to move out of your current house
34:32
or we'll you know all kinds of options they're gonna do
34:35
bridium all that yeah bridium exactly to get to the buyer first so I saw the
34:39
stat that Tom for you put up the other day in one of his events and that he
34:44
sees the future of the market is small sliver fizzbo roughly 50% agents the
34:51
other 50% will all those transactions will have a referral fee component to
34:57
it whether it be from a big company or something else you know yep what
35:02
what a what a evolution to the process yeah so what going back to your
35:08
comment about digital local what do you think a loan officer needs to do today
35:13
to be relevant yeah great question I think they really first of all need to show
35:24
up and and create a place where they can engage create an audience I was at
35:29
this conference a few weeks back and I designed this whole presentation which
35:33
was called defeat the disruptors because that's what they asked for and and it
35:38
was all around how do you as a mortgage originally stay relevant and a lot of
35:42
it is like kind of what we talk about which is you know who who can you serve
35:46
don't be everybody be for somebody yeah who are you choosing to serve or what
35:49
problems will you solve and then where are you going to show up online right
35:53
where's where's going to be your destination is it going to be Instagram is it
35:56
going to be LinkedIn or whatever you know you've got to show up someplace and
35:59
build an audience and you also have to build that audience offline because you
36:02
don't own any of that yeah you know Facebook was down for eight hours a few
36:05
months I loved it the world panicked me to talk with blowing up what do we do
36:10
don't we go here what do we do now um I don't know do we go for a walk or go to
36:15
park or where's zombies so I think you know to get back to your question is show
36:22
up build your own audience right build your personal brand as you said be
36:25
known for something for to someone yeah in particular and then just do an
36:31
amazing job for people like how during your sales process how many moments of
36:36
of that like surprise and delight yeah are there very little yeah it's very
36:44
transactional yeah well I'll call you in the praises in you call them in their
36:47
praises in right you didn't you okay well how are you differentiating against the
36:51
big box lenders you know for example yeah that's that's why they're going to
36:55
choose you that's why I think a lot of the smart lenders are leaning on
36:58
financing as far as how do I lead with education on financing is how to use
37:01
real estate to build wealth yes it's the right mortgage for you right the total
37:05
cost analysis type stuff yep right all that kind of jazz um let me let me go
37:10
this direction for sure one of my questions that I've asked this whole season
37:14
hmm was um share a transfer mid transformative experience that you've had in
37:18
your life now before you go out because there's probably many because most
37:22
humans have a lot they're you know right the coach that said something whatever
37:25
um but but here's the vein I want you to try to try to layer it in on you know
37:30
the my audience loan officers in market professionals so I want this
37:36
story to be as relevant or helpful to those people as possible um but you
37:42
know you've had a ton of life experiences torn at you oh you like damn these
37:47
are like hard questions hard hitting questions I mean I get a drink yeah it's
37:51
right there that's vodka yeah I mean it could it could it could be as simple as
37:55
you know the glory days of origination and that the the meeting that changed
37:58
your life that is still as relevant today as it was that time had happened
38:02
it could be a you know the experiences you've had going digital and getting
38:06
on to um podcasting and where that's taking your career and yeah help build a
38:10
platform and set you on a direction that you that that was where you really
38:14
wanted to go and you've done a ton of stuff there's there's like so there's
38:18
like three or four things floating through my head and then thinking in the
38:21
context of your audience um and I'm trying to choose which one of the most
38:26
relevant because I'm thinking of two so let me start with this one um you know
38:30
how maybe you found this to be true and I don't know what the mix of your
38:33
audiences is it new versus seasoned or a bland it's both get some both um I don't
38:38
know about you but like when I was first out there calling on realtors I was
38:42
nervous I was um yeah yeah were you kind of intimidated I drove away I tell
38:48
us for all the time I I finally pull up to the number one producer in Orange
38:52
County in Newport Beach yeah and I look in the house and he's there first time
38:57
23 years old first time I ever met this person uh-huh and I put on jock
39:03
jams and I'm trying to get fired up trying to get like slapping my face and
39:09
then I just put it in drive and just take off you couldn't do it couldn't even go
39:13
in Jeff I couldn't even go in and say hi right right I need to bring a fire
39:18
and have to sell anything I just had to go say like I'm Alec I could here's my
39:21
card even not even give a card right oh my god I couldn't do it really so
39:27
talk about fear and nervousness man I I feel you 100% let me hold on let me
39:31
flip it around because this is our show we're mutually interviewing each
39:35
other so how so you went back or how did you get over that fear and intimidation
39:41
I knew on the other side of that was the opportunity I knew it in my soul and
39:47
I think like you don't know that you can never face down your fears and I'm I'm
39:53
I was very insecure growing up I was bullied I had you know I was I was I still
39:58
have the the chirping of the fear of rejection and insecurity I mean it's all
40:02
still in the the reptilian brain I deal with it all the time still now I'm
40:08
older and I have more things to help me manage it but I knew on the other
40:13
side of this was the opportunity that is transformative and I'm competitive
40:19
and I don't like to lose so I feel like I had a unique engine that helped me
40:23
face it but everyone's got to face it with whatever the tools they got and so
40:27
the way I did it was I tried to hack the game I stopped I didn't sell anything
40:32
because if I'm not selling anything if I never ask you for a meeting you can't
40:37
tell me no it's really easy now I knew somewhere that I'd have to have a
40:41
meeting at some point I'd have to come to the rejection line at some point but
40:45
I was like well that'll be later and you know I lived very simply I had
40:49
as one bedroom single apartment you know like I I didn't I drove a Honda
40:53
Civic you know that I my dad God bless him he paid it off for me when I
40:58
graduated college my gift so I had I had very little expense wow and so I just
41:02
I I just wouldn't introduce myself what's it I didn't bring a card
41:07
mm-hmm didn't bring a flyer mm-hmm I learned real quickly by the way that I had
41:11
introduced myself as a lender because I win it on a weekend introduce myself
41:14
and they got that I was a buyer I spent an hour touring around the house never
41:18
could talk to that realtor again never love it just could never talk to me again
41:21
so I just I realized that I just had to I just had to say hi and my name is
41:27
Alec wow and how's the market and I hate small talk because I don't do well with
41:32
that either but I just had to figure out what to do and then you know I train
41:36
this now to a lot of people who face the same demons because over the over time
41:39
what happens simplistically is you know the fifth meeting the sixth meeting
41:43
it's instead of saying hi I'm Alec they go hi Alec when you walk in the door
41:47
mm-hmm so you would go back over and over again oh my god I had the top 100
41:51
agents in my act database where I'd print labels myself and stick them
41:56
myself folks this is the 1990s yeah and and I so anytime there's a broker
42:01
preview or an open house for those top agents I was there really every time I
42:05
walk every time yeah and walk it every time and so by the 7th day 10th time 15th
42:11
time they knew my name I wasn't I honestly I wasn't a threat to them I because I
42:16
didn't sell them anything I never pressured them for a meeting ask them what
42:20
lender they use so I became a respected person at least they they knew I was
42:27
hustling yeah yeah that's what it was right there they knew your hustling and the
42:31
fact that you weren't pitching either because they didn't like that pitch you just
42:34
said something like they weren't hustling I remember I never remember Michael
42:37
Clifford group here in SoCal
42:39
yeah so they knew you were hustling he I became his his in-house lender simply
42:47
because I just did everything you said I showed up and I never pitched and then
42:51
I went he was interviewing in-house lenders and he goes I know who you are you're
42:55
at all my broker previews and broker opens and I won the deal yep you know yeah
43:00
so I'll tell you so I'll tell you my one of my transfer moments in that time
43:04
hmm one of the best agents in in Orange County he he he works on
43:09
Balbole Island his name is Don Abrams I don't know if you recognize it still
43:12
in the game he was an ex litigating attorney turned real estate broker owner
43:20
and did his own deals running his own little shop and he he kills it on
43:25
Balbole Island he does all the business down there a huge market cheerleader and
43:29
so I go Thursday to a broker preview in Newport Friday he had a listing in
43:35
Costa Mesa which was another city for broker I go to that one Saturday I go to
43:39
an open house Sunday go to another one of those open houses he's it everyone
43:41
wow so I hit this guy four days in a row and hopefully not the same suit I
43:47
don't even remember probably I only had like two suits and one time he made
43:52
fun of me for wearing a suit to Balbole Island because he said no one down here
43:54
has a suit on this is short since he's like what are you doing and I go I'm I
43:58
that's all I got right right have you seen me I'm 23 and so I remember the
44:03
fourth time I walk in on Sunday he he looks me and he goes he goes Alec and I go
44:07
Don nice to see you and he stops me and he goes are you gonna come to every single
44:11
one of my broker previous open houses and I was like oh no this is it this is my
44:16
I hate this moment this is what I've been trying to avoid and and he's forced
44:20
the moment where I have to tell him you know I'm I'm hunting him right and so I
44:24
tell him yes somehow I'm sure my voice cracks mm-hmm and then he he gave me
44:29
the biggest grace and them and and a defining moment for my career and he
44:33
laughed and he said it took my last loan officer two years to earn my
44:38
business keep showing up it's great to see you and one of the things that I
44:44
teach the coach to and and and and just share what people is you never know
44:47
what's going on under the surface for these big agents right yeah they're
44:50
they're real their loan officer could be a piece of crap right right and has
44:54
and has been and acting entitled and not calling them back promptly and not
44:57
doing not being available because you don't know but they don't tell you that
45:00
no no and so six months later he called me on a weekend sitting with a
45:05
customer I needed a prequel later because he didn't tell me the time but he
45:10
wasn't able to get a hold of his long-term partner right and he was losing his
45:14
mind and then he gave me that first deal and I close 30 million a year with him
45:19
for the next five years just you know so they just talk about so you it's
45:28
funny a similar transformation moment moment I'm glad you went there I'm sure
45:31
everybody watching is glad to because they can learn a lot from that but the
45:35
similar thing I was gonna say was this was actually just happened to me last
45:38
week I met with a one of the top real estate agents in Las Vegas she's top
45:43
hundred or higher than that year-to-date she's sold 160 homes cheese yeah
45:50
she's working yeah she's working and she's just so well known and the brand
45:54
you know all this kind of stuff so there's a little bit of the intimidation
45:57
and everything and she walks in she pulls up in a red Panamera right perfect
46:03
right she comes in she's got leather pants leather knee-high boots leather earrings
46:09
down to her shoulder I know like the whole what you would usually expect yes dude
46:16
nicest person in the world nicest person in the world it was totally gracious
46:21
and arms open we hugged at the end you know what I mean and I'm just the
46:26
my my my point is a transformative story is like we get so worked up and
46:31
intimidated oh my god this big ages yeah absolutely you and we tell yeah
46:35
and bad assumptions here's so so the moral the story is like don't pre-judge
46:40
right and most of the agents I've found at that level I know there's some some
46:46
ego yeah there's some there's some asterix yeah yeah yeah there you go but like
46:51
you said you never here they're also struggling with how do they continue
46:56
this they're to grow their business you're gonna have to there the sometimes the
47:00
most open-minded people there are yeah you know so if you can bring them
47:03
something that's this is but you know you and I always showed up with is like
47:06
you know now today it's like you can send them a series of videos of like like
47:10
let me help you like you know get more consumers on Instagram or whatever yeah so
47:14
well let me ask you this as we wind down yeah thanks for your time today it's been
47:18
super fun thank you man let's not blow out here without talking about your book
47:21
okay okay this bypass bypass I love the hashtag bypass swip right so tell me
47:29
about this a modern guy for local mortgage pros left behind by the digital
47:33
customer so tell me about this why'd you write this um similar to your to your
47:39
view to your answer I felt like I had a lot that I wanted to um get out you know
47:47
I felt like I had a lot in here yeah some a lot too much sometimes I just I felt
47:52
like I had this this information that I want I needed to share yeah and so I was
47:59
trying to figure out how to do that and you know I developed the internal training
48:03
platform for loan depot I started to kind of condense the thoughts into more of a
48:10
process yeah um and so you know that and that was what born this um and I I donate
48:19
hundreds of the profits to freedom alliance to support our veterans because the for for all
48:23
everyone's been the mortgage entry and that's had levels of success um it's been good to us right
48:27
right right and so this is this is almost like a I I don't need the proceeds from this I want people
48:32
to thrive in our space I don't want in market professionals who I love and are are wonderful
48:38
caregivers of the of the home buyer hmm to to be bypassed to be you know discredited
48:45
yep um they're they're they're a consultative wisdom matters you know their experience levels
48:49
matter yep um you're you're taking on one of the larger debts of your life we know what happens
48:53
when you get bad when you do bad loans mm-hmm we watch the almost the world go down yes so we know
48:59
how important this this moment is this constant of experiences um and so I was like I got to get
49:04
this into this format mm-hmm and that that was what really drove me to put this into paper
49:09
school so it was a passion project yeah yeah and and you know the same stuff too I it it I I
49:16
I feel like if you got something to say you should say it and if it's worth it people will buy it
49:20
yeah exactly then I love it man congrats I'm sure it wasn't easy I know writing a book isn't easy
49:25
no the hardest part and this is hysterical was I'm an audiobook guy hmm huge audiobook guy
49:30
mm-hmm and so I wanted to have an audiobook version of this right and I decided that I would read
49:35
it myself because the mark mark Randolph who was the first CEO of Netflix narrated his own book
49:42
called that will never work which is incredible and I love listening to it because I got to listen to
49:46
the guy right tell his story right and nothing makes you feel dumber than trying to read your own book
49:52
Mikey was in the studio with me we how long it took us months because I could I'd repay I couldn't
49:58
do it I read I like I just get stuck on a paragraph or a sentence and like I'm out I quit we're
50:02
gonna start it tomorrow like I just lose your mind did you get it done it's done well it's done
50:07
well better than me I haven't even done it it's brutal dude it was just hours in the studio with
50:13
the mic and a headset and you have to read the store pace and you just want to kill yourself right
50:17
because you're like that I should change this it could sound better that's the worst part
50:21
just when you realize it one of the sentences don't you're like mm-hmm I gotta read it like that now
50:27
I definitely want to get the book and read it so and we're gonna make sure that when my
50:31
honest is listening to this we're gonna put links make sure you get me one thank you to to
50:34
where the book is and all your shows and all that all right final question for this sir I love
50:38
this question okay if you were sitting down in front of a brand new originator and a 30-year veteran
50:44
you got a few minutes with them to give them advice mm-hmm what are you going to share to those two
50:50
people oh geez man seriously yeah like like I know I should have like you gotta and you gotta hit you
50:56
you got a brand new originator 30-year vet and what advice would I give each of them yeah or just
51:04
or communally other than for the brand new person to shadow the 30-year vet that's the truth man
51:11
that's the first step right shadow this person and see what they love that that's working for them
51:19
okay so I would say this is be adaptable yeah be adaptable because it's for certain
51:26
that things are gonna change and what you're doing today and how you're getting clients today may
51:31
or may not work five years from now so I think the survival to success is not the fittest it is the
51:37
most adaptable to change to fit your current environment and that's it so just eyes wide open take that
51:43
dude yeah totally on point that's it thank you brother thank you man all right pleasure to be here take
51:49
us out my dude bye for now
51:57
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