Latest / Mortgage Marketing Radio / Endure and Thrive! Finish 2024 Strong

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Endure and Thrive! Finish 2024 Strong · Mortgage Marketing Radio

• 0:00
  Hey, what's up, my friend, Jeff Zimphair coming in with another episode of the Mortgage Marketing
• 0:17
  Radio podcast.
• 0:18
  Appreciate you tuning in whether you're here for the first time or the hundredth time
• 0:22
  I am grateful for the opportunity to be part of your journey along the path to your success
• 0:30
  in this business.
• 0:31
  Hey, would you do me a favor?
• 0:33
  I've got a new link up to collect reviews.
• 0:39
  If you've been enjoying this podcast for any period of time, I'd like to read more people.
• 0:44
  And one of the ways you can help in doing that because you get access to this content
• 0:48
  podcast for free for eight years now, 320 plus episodes.
• 0:54
  There's a link in the show notes, rate this podcast, leave a review, whatever it says,
• 0:58
  but it's a link over to ratethispodcast.com slash radio, ratethispodcast.com slash radio.
• 1:04
  Also a link in the show notes, just tap it.
• 1:06
  And if you wouldn't mind, just take about 60 seconds and just leave a quick review,
• 1:10
  whatever it is you want to leave, if it's just be honest, obviously, what's the impact
• 1:14
  and value you've gotten from this podcast?
• 1:16
  That will help us a lot in reaching more people.
• 1:19
  Thank you for that.
• 1:20
  Hey, you got a question for you.
• 1:22
  Are you at a place in your business?
• 1:25
  Here we are July, 2024 midway point of the year.
• 1:30
  And it's always good to do a check in, right?
• 1:32
  On our systems or processes or attitude, check up from the neck up, whatever it is that
• 1:36
  you need to do, but it's always good to check your flight path.
• 1:39
  Are you on track?
• 1:41
  Where do you need to make some adjustments?
• 1:42
  Do you need to take a pause, land, and refuel?
• 1:44
  Get some nourishment.
• 1:45
  Well, hopefully today's episode is going to help you do that because we're going to unpack.
• 1:49
  What are the fundamentals and basics that will carry you through the rest of this year successfully
• 1:54
  and help you build ramp and momentum for 2025?
• 2:00
  More on that, just a moment with my special guest.
• 2:02
  But before we get there, of course, I've got to share another win of the week coming at
• 2:05
  you from our members of the membership at my agent classes.
• 2:09
  And this one comes up to us from a relatively new member, Tony Lady, Tony, what is up my
• 2:14
  hand?
• 2:15
  How you doing?
• 2:16
  Three days ago, he shared this win in the Facebook group, says he had a small, a meeting
• 2:20
  within in-house title company for Keller Williams this morning and presented the library,
• 2:25
  the suite of classes that we have available over 20 classes for our members to present to
• 2:31
  real estate agents, virtually, in person.
• 2:33
  And Tony goes on to say the content absolutely blew them away, saying that these classes
• 2:38
  are exactly what the agents have been asking for help with.
• 2:41
  So starting the third week of July, they want Tony to start with a weekly class teaching
• 2:47
  the various topics with hope to do one in person and one virtual class a week heads up.
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  This particular broker covers two offices and has over 400 agents on the roster.
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  Tony says this was by far the best meeting I've had in some time.
• 3:05
  Imagine that.
• 3:06
  He's a few months in, might not even be that long.
• 3:09
  A couple of laps around the track of following our process, leveraging our platform of content,
• 3:14
  education, and coaching, our community, and Tony puts himself in a situation where he
• 3:20
  gets an endorsement, an invitation, a red carpet to have access to 400 real estate agents
• 3:28
  at this Keller Williams brokerage.
• 3:32
  If the name of the game is conversations, exposure, engagement, and awareness, and you don't
• 3:37
  have to call chase, but you can attract, I think that's textbook right there for Tony.
• 3:41
  I can't wait to see the additional wins that come from Tony's engagement in those relationships
• 3:46
  in terms of conversations, referrals, and contracts.
• 3:49
  Hey, if you're curious about how Tony did this, and you want to take a look behind the doors,
• 3:54
  peel back the curtain, and see what it is exactly that we help originators do to move from
• 4:00
  Solicitor and vendor to becoming a partner and appear, book a time on my calendar right
• 4:04
  now.
• 4:05
  In the show notes, you go to mortgagemarketing.pro, as long as you've been in the business, roughly
• 4:11
  three years or more, and you're closing at least three to five or more transactions per
• 4:15
  month, this is ideally for you.
• 4:17
  If that's not you, well, maybe you need to lay some groundwork first to get going, get momentum,
• 4:22
  but the choice is up to you, you can go to mortgagemarketing.pro to check it out.
• 4:27
  Okay, so this week, my special guest, but a long time coming to bring this individual
• 4:31
  on the show, I've admired him from afar for multiple different reasons.
• 4:36
  Number one, he's built an incredible podcast, he's built an incredible community, he delivers
• 4:41
  tremendous value, he's crushing the YouTube game right now with 20,000 subscribers on
• 4:46
  his channel.
• 4:47
  I'm talking about Dustin Owen, also referred to as Dio, right?
• 4:52
  Dustin, what's up?
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  My man, so glad you made time to be on the show today.
• 4:55
  Dustin is the vice president, East Division sales at Waterstone Mortgage.
• 5:00
  He's been in the industry for decades, much like me got in in the early 2000s, navigated
• 5:08
  through the challenging times of the great recession and came out on top and is now doing
• 5:15
  some amazing things with originators in terms of his content and the training and coaching
• 5:20
  that is providing for people all across the country, which we're going to link all that
• 5:23
  up in the show notes.
• 5:24
  So if you're intrigued and want to learn more and want to connect with Dustin, I definitely
• 5:26
  encourage you to do so today.
• 5:28
  The Lone Officer podcast is one of the most popular podcasts in the industry and for
• 5:32
  good reason, crushing it, you got to go check that out and make sure you follow him on
• 5:37
  LinkedIn via the show notes and then link over to his website, which is tealoponline.com
• 5:44
  and all kinds of cool free resources over there and amazing newslight of the Dustin writes.
• 5:48
  And I definitely bring Dustin to you with my highest endorsement of a good dude with
• 5:54
  good content that will help you navigate the choppy waters of this business right now
• 6:00
  and moving forward to build a long career.
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  So what we're going to talk about today is because Dustin has a pretty wide breadth of
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  originators at different levels of success, history in this industry, we're going to talk
• 6:10
  about finishing this year strong, how to finish out 2024 strong and what is the mindset,
• 6:16
  skill set, right, and actions that you need to take to continue building a momentum and
• 6:22
  maybe you also need to just do a check in and just go double check yourself and say,
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  hey, am I doing the right thing?
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  Do I have the right mindset?
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  Am I around the right people?
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  Am I intentional, right?
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  What narrative am I buying into?
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  The negative media narrative or the narrative of like you get to create your own destiny.
• 6:41
  So I really enjoyed this conversation with Dustin and I think and I hope you will too.
• 6:45
  So without further ado, let's get into this week's show.
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  Ladies and gentlemen, boys and girls, children, 18 plus you are tuned into mortgage marketing
• 6:56
  radio and I am your guest, Dustin Owen, along with the original G, that's Jeff with the
• 7:02
  G, Zimfer originally from Boston, Massachusetts today, he plays in the sand of Nevada.
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  If he's not podcasting, he's probably rocking out at a concert.
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  He is my friend, he is my co-author of the green book, rethink everything.
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  He is the host with the most Jeff, Zimfer Jeff, thanks for having me on mortgage marketing
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  radio.
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  That's going to be the best intro I've ever had.
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  Thank you so much.
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  Way to kick it off.
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  Listen to your very welcoming.
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  The people need to know that we spent at least 30 if not 40 seconds working on that.
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  Just goes to show, just show up and you know produce content, go.
• 7:40
  That's all you need to do.
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  There we go.
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  That's what we're going to do today, right?
• 7:43
  Yeah, professional content.
• 7:44
  Where do you want to start?
• 7:45
  You can do that so well because you've done so much content in so many episodes and so
• 7:50
  you're dare I say, I was going to say you're a natural, although how would you think you
• 7:58
  are?
• 7:59
  Did you have you just put in enough effort and time that now it comes naturally?
• 8:03
  I mean, yeah, how far back do you want to go?
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  And if you saw how much I talked on the phone in middle school, as if I was like your stereotypical
• 8:14
  teenage daughter, I talked that much on the phone.
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  So you can say I started practicing storytelling and holding conversations dating back to fifth
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  and sixth grade.
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  But to what you're getting at, yes, I mean, when you've hosted a podcast, even if there's
• 8:30
  no one else in the studio with you and you know this because you've done it for longer
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  than me, that's 400 plus opportunity.
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  It's for me to perform 400 plus times for me to story tell, which puts me 400 times
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  ahead of anybody who has yet to do it, which then makes you better on the stage or better
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  when you're pitching your product in front of your client or your customer, all because
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  I'm spending two to three hours a week, quote unquote, practicing.
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  Well, before we get into that, I think that's a good launching off point.
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  For anybody who wants to know the short version of who Dustin is and what does he do?
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  Do you want to tell them?
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  God, short version.
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  I do nothing short.
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  I'm a mortgage dude.
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  That's what I am.
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  I'm a mortgage dude who loves this industry inside and out.
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  This industry taught me how to be less of a financial mess.
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  It taught me sales, marketing.
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  It allowed me to flex as an entrepreneur.
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  And quite honestly, let me see behind the curtains or under the bed or inside of the closet
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  of everyday Americans.
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  And I quickly realized I did not want to keep up with the Joneses that I wanted to do
• 9:34
  better than the Joneses.
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  And as I started doing better for me, I started realizing the opportunity that being a mortgage
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  loan originally gave me.
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  And that was to be everybody's financial coach or their financial literacy teacher because
• 9:49
  these things weren't taught in the classroom.
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  And for most of us, they weren't even talked about the dinner table.
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  So on a very short as I can be version of, well, who is Dustin Owen?
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  Yeah, he's a mortgage dude who's grateful for the industry and the profession that shows
• 10:04
  him.
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  I didn't choose it.
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  It chose me like most of us.
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  And feels like he has this wealth of information that is so basic and so readily available yet
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  no one either practices it or they understand it or more likely they weren't taught it.
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  So as a mortgage loan originator, I quickly learned my job was no longer about calculating
• 10:27
  payments and figuring out DTI and understanding loan programs and products and running
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  a U.S.
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  My job was more of a calling and that was to help promote homeownership, help promote
• 10:39
  wealth generation through homeownership.
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  But more importantly, hey, while I'm doing this prequel that you need to get done, can
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  I teach you a couple of things about generating wealth, not just through real estate, but maybe
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  by having a budget or maybe understanding compound interest.
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  And then can I point you to the right resources so that you too aren't like me where when I
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  entered in the industry, I literally didn't know anything.
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  I didn't know what a 401k was.
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  I didn't know how compound interest worked.
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  I didn't know what a budget was or how to create one.
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  So I think that's a little bit of a higher level of my calling, but at the end of the day
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  to answer your question, I'm just a mortgage dude.
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  So where does this calling come from?
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  I mean, you get into the industry somehow and then you talked about didn't want to keep
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  up with the Joneses.
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  I want to better understand how did it turn from what might have started off as a way
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  to make a few bucks to something of a higher calling to use your word?
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  Wow, I love this.
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  I feel like I'm having a therapy session with my counselor with these questions, Jeff.
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  All right.
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  Where does it come from?
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  I mean, I'm a kid who grew up in the 90s, born late 70s, so 80s and 90s was my era.
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  Have an amazing family, great parents.
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  And I share the story.
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  Like, I'm fortunate.
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  I'm literally, I'm very fortunate.
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  I think there's another term that people like to throw out there, where they're like,
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  oh, well, so and so is, what's that term?
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  I'm white.
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  I'm male.
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  I'm privileged.
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  No.
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  Help me out.
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  What's that?
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  Privileged.
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  Privileged?
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  Privileged?
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  Yeah.
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  Who can I'm privileged?
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  I think that's where you go.
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  I'm the first to admit that.
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  We know where I'm more privileged.
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  What?
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  I'm more privileged.
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  I grew up with two parents who loved each other and loved my sister and I.
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  Yeah.
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  I grew up in one house, my whole life.
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  I went to three schools, my whole life.
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  One elementary, one middle, one high school, four if you include my university.
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  And you know, I think that is the root and that is the foundation.
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  So me having that allowed me to understand all of my blessings, but I also grew up very
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  working class, lower middle class.
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  Blue collar.
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  We didn't take vacations.
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  If we're going to take a vacation, it was to go drive from Orlando to Annapolis, Maryland
• 13:01
  to visit my grandparents.
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  And more than likely my dad probably had my sister and I stripping copper wiring that
• 13:08
  was left over from a job site so we could go recycle it to pay for the gas money.
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  And we never stayed in hotels.
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  We literally stayed with our grandparents.
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  Like that was quote unquote vacation for me growing up.
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  Or as I got older, my parents would go sit to a timeshare seminar so they could get
• 13:23
  the free vacation and Daytona Beach, which by the way, we call that dirt tona if you're
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  a local.
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  And we got to do that on the weekends.
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  So that's a little bit of a background.
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  So to say that I grew up with a chip on my shoulder or I grew up a little bit envious,
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  yeah, I did.
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  Like I'm not afraid to admit it.
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  I'm not bragging about it, but I think it's very much part of the story.
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  So I grew up wanting more.
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  Like I wanted to give my kids everything that my parents gave me.
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  I wanted to live a lifestyle at least as good as my parents, but there's definitely some
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  financial things that I wanted.
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  And there's also some things I never wanted to do myself.
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  I never wanted to fix an engine because I saw how it used my dad's whole weekend and
• 14:04
  frustrated him when he had to fix his own engine versus pay someone else to do it.
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  So I knew from an early age I wanted to make enough money that I could take vacations
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  and that I could literally pay someone to fix my own engine when it broke.
• 14:19
  The coaching and the teaching aspect, I don't know where that came from besides I think
• 14:25
  I would have loved being a high school teacher and a high school varsity coach baseball football
• 14:30
  more than likely, but I was too money motivated.
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  So this industry and the career I've had gave me that opportunity to work in a field with
• 14:39
  unlimited income potential.
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  But at the same time, it let me flex into some of the fulfillment personally that I pull
• 14:51
  out of teaching and coaching.
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  Yeah, because it gives you both sides.
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  I mean, money in and of itself at some point isn't fulfilling once you achieved it, once
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  you've got the things or whatever, right, at least for me, that's my experience.
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  It's the other things that are more fulfilling.
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  Isn't that so true?
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  And you couldn't have told that to the 26 year old me.
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  No, hell no.
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  You couldn't have shared that with the 34 year old me.
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  But the 45 year old me, oh my gosh, oh my gosh, it's not about the money.
• 15:20
  And what I've learned, it is about the money until it's not.
• 15:24
  Well, yeah, it's about the money until you get it and then it didn't you realize there's
• 15:27
  way more than to life than then the money.
• 15:30
  Right.
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  And of course, you know, not to go super deep, it's like it's just meaning.
• 15:34
  That's all we do is attach and meaning to different things, right?
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  So whatever money means for you, for some people, they still have their identity wrapped
• 15:40
  up in how much money I have.
• 15:42
  And it's hopefully, you know, you mature, sounds like you have, you have, I have where it's
• 15:46
  just like, okay, I want money, I enjoy money, because it gives me flexibility and choices.
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  But my identity is not wrapped up in money.
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  It's like who I am.
• 15:53
  How do I impact other people interact, right?
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  Who am I being as a dad, as a husband, all that stuff?
• 15:59
  Yeah, money gives my wife and I one less thing to fight about.
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  Money gives us one less thing to worry about.
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  Money allows us to take awesome vacations.
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  Money allows us to give back to our family and our community.
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  Like there's definitely things, but then again, maybe, maybe that's because we're responsible
• 16:17
  positive people.
• 16:18
  I'm sure there's others that have all the money in the world and they still fight about
• 16:22
  it.
• 16:23
  You know, they have all the money in the world and they still worry about it because of
• 16:26
  how they choose to leverage that, that money.
• 16:29
  Yep.
• 16:30
  They're probably overextended or whatever and all that.
• 16:32
  If we're going to go all philosophical, we don't have to go there.
• 16:34
  People, that's not entertaining for the folks listening to you.
• 16:37
  I mean, you know, somewhat, I mean, you're listening to this right now.
• 16:39
  Think about your identity and association to money, you know what I mean?
• 16:43
  So anyway, we'll leave that for you to gel on, listener, for a moment.
• 16:48
  Okay, so it's funny, interesting, you hearing describe your background.
• 16:52
  Kind of ironic that you mentioned the vacation thing.
• 16:54
  I don't know what it was, but like a week ago, that whole idea of vacationing with my parents
• 16:59
  popped into my head and I started thinking, because I'm thinking about where we've taken
• 17:04
  our kids on vacation and we've been, you know, very blast and fortunate as well.
• 17:08
  And it's a very similar path in that number one on the vacation thing.
• 17:12
  The only vacation I remember doing is exactly what you said, going to my grandmother's
• 17:16
  house or we went camping, like that was it, like we never got on a plane.
• 17:20
  I don't think ever.
• 17:21
  I think the first time I've got on a plane was in my 20s, you know, when I was like leaving
• 17:28
  home or whatever, you know, crazy.
• 17:32
  So that's that.
• 17:33
  And then secondly, funny connection here is like, yeah, I, after high school did not go
• 17:37
  to college immediately afterwards because I wanted to get out into real world, right?
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  And start making money.
• 17:41
  And so for me, that was construction.
• 17:44
  And then a couple of years in, I realized all these guys I'm around who are 40, 50 years
• 17:47
  old and they're still shoveling cement.
• 17:48
  And I'm like, hmm, I don't think that's what I want to be doing, but I'm 40, 50 years
• 17:54
  old.
• 17:55
  So I went down a similar path of like sales oriented, looking for those unlimited MLM,
• 18:01
  you know what I mean?
• 18:02
  I don't know if you ever dabbled in MLM, but I sure it's held dead.
• 18:04
  Well, I was yours.
• 18:05
  What'd you do?
• 18:06
  Yes.
• 18:07
  Correct.
• 18:08
  And it's funny.
• 18:09
  For our hiring managers out there, the branch managers, the area managers, CEOs of companies,
• 18:15
  I mean, there's, there are certain, certain characteristics I look for in order to have
• 18:19
  a successful hire, especially somebody who's like newly licensed or newer to the industry.
• 18:24
  I love somebody who starts telling stories about all of the multi level marketing that,
• 18:30
  they did.
• 18:31
  And I want to figure out how successful were they.
• 18:33
  Right.
• 18:34
  I mean, if you tell me that you made $30,000 selling cocoa knives between your sophomore
• 18:38
  and junior summer of college, I'm probably going to hire you on the spot.
• 18:42
  Right.
• 18:43
  And often you're like free coaching for six months because you can sell.
• 18:47
  You can mark it.
• 18:48
  Right.
• 18:49
  Mine goes back.
• 18:50
  I mean, I was legitimately buying, I wasn't buying.
• 18:52
  My mom was taking me to the store, the baseball card store.
• 18:57
  I was buying full boxes of tops baseball cards.
• 19:01
  And then I was selling the packs at garage sales because I could, let's say, buy a box
• 19:08
  for $10 and it came with 20 packs in it.
• 19:11
  And I was selling the packs for a dollar a piece.
• 19:13
  And as long as I didn't open them, then I was going to have a net profit of $10.
• 19:20
  The problem was for me at 11 years old, I probably opened half the packs, if not two
• 19:25
  thirds of the packs.
• 19:27
  So I never really made out.
• 19:28
  And then by middle school, I was buying blowpops and selling them for $14 or $1.
• 19:35
  Oh yeah, I was mowing grasses, working in the concession stand at the ball field, had
• 19:40
  my first job at 16.
• 19:42
  I have only known how to work.
• 19:45
  And I've always enjoyed work because there's a sense of purpose and fulfillment.
• 19:49
  But there was always that monetary reward that I was chasing.
• 19:53
  So I've grown up working and I've grown up making money.
• 19:58
  And that's all I know.
• 19:59
  But it's also, I guess, all I enjoy, I say all I enjoy, but I enjoy it, therefore I tend
• 20:04
  to not complain about it.
• 20:05
  Yeah.
• 20:06
  You have how many children and what are their ages?
• 20:09
  Two children, 16 and 19.
• 20:12
  16 and 19.
• 20:13
  So one's going to be a sophomore in college and one's going to be a junior in high school.
• 20:16
  So mine are 22 and 20.
• 20:19
  And how 20 and?
• 20:21
  20 and 22.
• 20:22
  Yep.
• 20:23
  Oh, 20 and 22.
• 20:24
  Yep.
• 20:25
  So just a couple years ahead.
• 20:27
  Both at home or?
• 20:29
  Well, both.
• 20:30
  Well, it's still sort of enrolled in college.
• 20:32
  That's like a whole separate, longer story.
• 20:33
  Both at home though.
• 20:34
  Yes, to answer that question.
• 20:35
  Sure.
• 20:36
  But yeah.
• 20:37
  I asked that.
• 20:38
  Yeah.
• 20:39
  Go ahead.
• 20:40
  You first.
• 20:41
  So I asked that because we have both ours at home this summer, because my home, my
• 20:46
  home, my son is home for the summer.
• 20:49
  And it's nice.
• 20:50
  Yeah.
• 20:51
  I like it.
• 20:52
  Like my wife likes it.
• 20:53
  We like having both the kids home, but I know that that goes away next month when he goes
• 20:57
  back to school.
• 20:58
  Well, I just had.
• 20:59
  So I've seen you.
• 21:00
  The reason why I'm asking this question and kind of going down this road a little bit
• 21:03
  just so you know.
• 21:04
  And for the listeners who know, if you don't, if you haven't followed your podcast or
• 21:07
  YouTube channel, we're going to link it up in the show notes.
• 21:09
  But you've got a killer YouTube channel, right?
• 21:12
  The loan officer podcast, tealoponline.com.
• 21:15
  We'll put all that stuff in there so they can listen and follow.
• 21:17
  But what I've noticed about some of your conversations is you, it's not all about
• 21:22
  mortgage.
• 21:23
  Like, you go, I'm trying to, how do I describe this?
• 21:26
  You talk about America.
• 21:28
  You talk about some of the quote issues, right?
• 21:32
  In modern America.
• 21:33
  And it made me think when you were talking about grew up working, cutting lawns and,
• 21:36
  you know, during your thing, and then asked about your children, if youth, isn't it
• 21:41
  different today?
• 21:42
  Do you think it's harder to just like, you know, how we used to go cut lawns and deliver
• 21:46
  newspapers?
• 21:47
  Like, those things are gone, right?
• 21:50
  Well, I don't know.
• 21:51
  I mean, my son mowed lawns until he got tired of the floor to heat.
• 21:56
  And then he went and his first part time job was at Chick-fil-A.
• 22:00
  He parlayed that to a part time job in Dick's sporting goods.
• 22:03
  Okay.
• 22:04
  And now he parlayed that experience into a just plush, kush job at this local kind of,
• 22:12
  I call it the high end bougie gym, like we're like professional athletes and like the
• 22:18
  high-powered attorneys work out.
• 22:21
  And he hasn't had much issue obtaining those.
• 22:24
  And then my daughter, even this week, I mean, she's doing all the normal kid jobs.
• 22:29
  She's driving a kid to vacation Bible school and back all week and the parents are paying
• 22:33
  her 50 bucks and she's taking care of the neighbors' bunnies while they're at a town and
• 22:39
  she's making a cup on her bucks.
• 22:40
  So I think they're still there.
• 22:43
  I would say we as parents don't promote it.
• 22:48
  I would say we as parents don't see the social benefits enough of our children having side
• 22:56
  hustles and part time jobs more than they're not out there.
• 23:03
  Yeah, I agree.
• 23:04
  Personally, at least that's me in central Florida.
• 23:06
  Those are my...
• 23:07
  That's why it made me feel like today, you know, there's no way, I know I say this, but
• 23:12
  it does vary about where you live.
• 23:15
  Most of my kids grew up mostly in Orange County, California, right?
• 23:17
  Southern California.
• 23:18
  There's three million people there.
• 23:21
  And like the cutting lawn jobs, those are spoken for.
• 23:26
  You know what I'm saying?
• 23:28
  Yeah.
• 23:29
  A lot of the manual labor jobs are spoken for.
• 23:31
  You're not going to go get that.
• 23:33
  That's the neighbor, you know, privileged, go back to what we said earlier.
• 23:36
  The privileged kid walking over.
• 23:39
  But I do agree it's a mindset and you've got to kind of condition your kids for that.
• 23:42
  I've tried to do that, but yeah, it seems to be the route is either you go fast food or
• 23:48
  something retail oriented versus can you develop a skill?
• 23:53
  Like I've had my son do some of my video editing.
• 23:56
  So that's a cool skill that you can develop, which is the new lawnmower maybe, you know what
• 24:00
  I mean?
• 24:01
  I don't know.
• 24:02
  I know what the way to do that is you know, we've had my daughter come in and she's probably
• 24:06
  12 or 13.
• 24:08
  My daughter takes actually both my kids are good mixes, but there's certain moments where
• 24:13
  you have a conversation with my daughter and you're like, oh my God, your your father.
• 24:17
  There's just no denying that dude is your dad.
• 24:22
  And at 13, she was like child labor laws or BS.
• 24:26
  I'm like, what do you know what BS means?
• 24:29
  And she's like, I just want to work.
• 24:31
  And what she meant is she wants to party plan.
• 24:33
  She wants to when we were hosting our annual sales rally and our marketing team had to put
• 24:40
  together a hundred table setups and goody bags.
• 24:44
  It was a summertime and my daughter came in and she worked for four hours assisting
• 24:49
  the marketing team with preparing for this big event where we're going to have a hundred
• 24:53
  people in town and you know hotel rooms and fancy dinners.
• 24:58
  So I like what you said there because if we just expand our horizons a little bit and
• 25:03
  get creative with our thought process, there are opportunities for us to bring the young
• 25:09
  adults or the teens into a work environment and have them do minimum wage tasks, but maybe
• 25:17
  it's not necessarily washing cars or picking up poop in the backyard from some dog business
• 25:24
  they have or even mowing lawns like we were talking about.
• 25:28
  Interesting.
• 25:29
  Yeah.
• 25:30
  And there's the lessons you got to give kids too as well.
• 25:33
  Let's do this.
• 25:34
  Let's pivot because I think this is a good segue into speaking of lessons and opportunities.
• 25:41
  Okay.
• 25:42
  So here we are.
• 25:43
  Six month mark.
• 25:44
  2024, July.
• 25:45
  You.
• 25:46
  How do you go a bit in the mortgage business now?
• 25:51
  I entered in 2004 so it's been 20 years, decades.
• 25:56
  Yeah.
• 25:57
  In you are VP of Eastern Division sales for Waterstone, correct?
• 26:01
  Yes.
• 26:02
  Okay.
• 26:03
  So you interact with a lot of loan officers.
• 26:06
  Correct.
• 26:07
  My day to day is staying on the sales side of things, working with the recruiting department,
• 26:12
  working with the marketing department, helping lead 13 branches, 100 plus loan officers,
• 26:21
  300 plus associates, and by helping lead because they all have branch managers and there's
• 26:27
  other division executives that also pour themselves into the development and the support of that
• 26:32
  talent.
• 26:33
  But you know, if someone were to say, well, what do you do day and day out on a high level
• 26:36
  yet?
• 26:37
  It's a lot of coaching, a lot of training, a lot of teaching.
• 26:39
  There's some P&L management.
• 26:41
  There's some advice given, some team building, business development, but if it goes in that
• 26:46
  box, what you won't call me to do, you won't call me to do your compliance.
• 26:50
  You probably don't want me to do your accounting, although I could probably fake my way through
• 26:54
  it for at least a solid two quarters.
• 26:57
  And although I dig the secondary market, I love to talk servicing.
• 27:02
  More than likely, if you compared me to someone who's been doing that for 20 years and not
• 27:07
  sales for 20 years, that person's going to run circles around me.
• 27:10
  Okay.
• 27:11
  All right.
• 27:12
  So six months into 2024, what's, is if you were to describe, is there an overarching or
• 27:19
  a consistent vibe theme, recurring word that's coming up as you're interacting with these
• 27:27
  L.O.'s?
• 27:29
  Oh, a word?
• 27:30
  Yeah, I'm in Durham.
• 27:32
  In Durham?
• 27:33
  In Durham.
• 27:34
  Okay.
• 27:35
  I'm a endurance athlete.
• 27:37
  At this point, I have to accept what I am.
• 27:39
  For years and years, I'm like, I'm not a runner.
• 27:41
  My wife's like, babe, you run like four days a week.
• 27:45
  You're a runner.
• 27:46
  I'm like, I'm not one of those people.
• 27:47
  No, I'm just going to admit it.
• 27:48
  I'm one of those people.
• 27:49
  I'm an endurance athlete.
• 27:50
  I choose not to just run.
• 27:52
  I like to do like swimming, biking, and running all in the same day, all in the same
• 27:56
  race is my, my drug of choice.
• 27:58
  So I lean into that when, when coaching mortgage sales professionals, it's like, look, you're
• 28:04
  enduring right now.
• 28:06
  You are, you're building something, your payment for what you're building, your payment
• 28:12
  for your effort is going to be delayed.
• 28:16
  I'm not going to say you're not going to get any type of compensation, but the bulk of
• 28:19
  your compensation is going to happen in the future.
• 28:22
  And when it happens, you're going to turn around and feel like, oh my gosh, I don't deserve
• 28:26
  all of this money.
• 28:28
  And I'm going to say, no, you earned every bit of that money.
• 28:31
  You just earned it in 22, 23, 24.
• 28:34
  So endurance, grind, head down, blinders on.
• 28:37
  That's a lot of the conversations that we're having right now.
• 28:41
  And is there a prescription that you're handing out to these people to, you know, of activities
• 28:46
  to, you know, just like take two pills call me in the morning, like what are you prescribing
• 28:50
  to them?
• 28:51
  What's, it's interesting.
• 28:52
  You kind of alluded to this and I don't want this to be a big like commercial or pitch,
• 28:56
  but because I started this podcast four or five years ago and terribly named it, terrible
• 29:01
  name, the Lone Officer Podcast.
• 29:03
  And the reason why I say it's a terrible name is a terrible name because to me, it's
• 29:09
  like Dave Ramsey and Joe Rogan have a baby.
• 29:12
  I'm teaching the lessons I learned because I became an L.O. but these are lessons I've
• 29:17
  taught to realtors, to real estate investors, to home buyers.
• 29:21
  And yes, to the mortgage community.
• 29:23
  But so many of the lessons that we talk about are applicable to sales professionals and
• 29:27
  entrepreneurs outside of mortgage.
• 29:29
  I mean, it truly is a talk radio show, i.e. podcast that we produced twice a week.
• 29:37
  I just couldn't come up with a better name.
• 29:39
  So we called it the Lone Officer Podcast because of that.
• 29:42
  A lot of Lone originators really tuned in and started digging what we were doing.
• 29:47
  And I would get these compliments that people would be like, and by the way, my friends
• 29:51
  call me by my initials.
• 29:53
  So my first name is Dustin, my last name is Owen, but so many people call me D.O. and
• 29:56
  I accept that and embrace it.
• 29:58
  So I'll get these messages on IG or LinkedIn or even an email when people can figure out
• 30:03
  what my email address is and like, D.O.
• 30:05
  I learned so much more from you than I did my branch manager and I would pause.
• 30:11
  And I'd be like, oh my gosh, that makes my heart smile.
• 30:14
  But oh my gosh, that makes me so sad because I'm one dude sitting in a studio for two hours
• 30:20
  a week producing content that's not interactive.
• 30:24
  You cannot call in.
• 30:25
  You cannot raise your hand and ask a question.
• 30:27
  You cannot request for me to state that again or elaborate.
• 30:32
  So as I thought more on it and I sat on it, I'm a big follower of this guy, Alex Ramozi.
• 30:38
  And Alex Ramozi teaches and preaches, like create the content, put it out there, and
• 30:43
  if it's any good, your audience will raise their hand and they'll tell you what they want
• 30:46
  to buy from you.
• 30:47
  Well, my audience raised their hand and said, I want to learn more from you.
• 30:50
  Do you do coaching?
• 30:51
  Do you do sales training?
• 30:53
  Do you have any courses?
• 30:55
  And at the time, I was like, nope, nope, never been on my radar.
• 30:58
  Well recently, about a year ago, we went all in and I said, well, the people won it.
• 31:03
  Let's go ahead and give them our version of business coaching, our version of sales
• 31:09
  training for mortgage sales professionals.
• 31:11
  That's our version.
• 31:12
  There's other really good products and services out there.
• 31:16
  And I called them Coke, I called them Pepsi, I called them Mountain Dew, we're Dr. Pepper.
• 31:21
  That's our jam.
• 31:22
  If people love Dr. Pepper, they're going to love what we do.
• 31:25
  If they don't love Dr. Pepper, then we're probably not for them.
• 31:28
  But through this, and we call it the T-Lop MLO Coaching Community, it's a community.
• 31:34
  It's very much membership based and it's priced to be the most valuable coaching in the
• 31:40
  market.
• 31:41
  Like I did that on purpose.
• 31:42
  I get to help run a mortgage company for a living.
• 31:43
  I don't have to make tons of money by charging a lot of money to the mortgage community
• 31:50
  to teach them what I think are the basics.
• 31:53
  So I developed something called the Blueprint.
• 31:56
  If anybody wants it, they can reach out to you, Jeff, I'll get it to them.
• 32:03
  But to me, I love when I was a loan officer, a rookie L.O., I loved that the core had the
• 32:09
  greatness tracker.
• 32:11
  And you listen to these just beasts of mortgage professionals.
• 32:15
  You're like, girls like Shaila Gifford.
• 32:17
  And Shaila tells her signature story about how the greatness tracker is how she went from
• 32:22
  making 300 grand a year to a million dollars a year.
• 32:25
  It's literally a document on a piece of paper that looks something like that, right?
• 32:31
  Yeah.
• 32:32
  Well, I loved the greatness tracker.
• 32:33
  I just felt like the greatness tracker was not for the next Gen L.O., it needed some updating.
• 32:39
  So I built something called the Blueprint and by the way, not I.
• 32:43
  It was like nine of us.
• 32:44
  It took us six months, but it's as basic as that.
• 32:48
  So I think you asked me, are there, is there a Blueprint or a formula that I'm teaching?
• 32:53
  Yeah.
• 32:54
  Like we literally teach loan officers, you need to have ten meaningful conversations
• 32:59
  a day.
• 33:01
  Like let's just make it very basic, ten meaningful, then they'd say, well, what makes it meaningful?
• 33:06
  I'm like, well, were you building a relationship with somebody who could refer you consistently?
• 33:11
  Were you talking to somebody, whether it was a lead follow-up or a new lead intake that
• 33:16
  wants to use your product or your service?
• 33:20
  Were you connecting with someone who can introduce you to others, who want to use your product
• 33:26
  or service, or can introduce you to others who want to consistently refer to your business?
• 33:30
  If the answer is yes, it was a meaningful conversation.
• 33:34
  Your job, your goal, have ten of those a day.
• 33:38
  Now how we have ten of those a day, well, that's where we follow theme days, and I did
• 33:42
  not come up with theme days.
• 33:43
  It was taught to me.
• 33:44
  I use it when I wait train, right?
• 33:46
  I don't just do chest every day.
• 33:48
  I do chest on Monday, back on Tuesday, legs on Wednesday.
• 33:52
  I use theme days when I train for my Iron Man competitions.
• 33:56
  Today's Monday, so I swam, tomorrow's Tuesday, so I bike, right?
• 33:59
  Wednesday means I run, well, in the mortgage world, we have theme days.
• 34:03
  So we follow our theme days because our theme days let's us know who to call that day, takes
• 34:08
  all the guesswork out of it, makes it easy, and through those phone calls, I'm trying
• 34:12
  to have the bulk of my ten meaningful conversations.
• 34:15
  And then other things that I track, hey, did I get a lead today?
• 34:18
  Or for some people that I get three leads today, depending on what your volume goals are,
• 34:22
  you may need to get a lead today, you may need to get three leads today, and then I spend
• 34:29
  30 minutes online proactively networking for my business, right?
• 34:34
  And we have this whole formula, it's 30, 10, 5, 5, 3, 1 that we teach about if you follow
• 34:41
  that formula, it only takes you 30 minutes a day to intentionally grow and market to
• 34:47
  your network online.
• 34:49
  And then I throw in things like how many faces do you have this week, how many networking
• 34:54
  functions did you attend this month, watch this, how many minutes of exercise, did you
• 35:01
  get in, and how many pages of a non-fiction type book did you read?
• 35:10
  And that would be how we try to simplify what mortgage sales professionals have to do
• 35:16
  daily, weekly, monthly in order to dominate not just in this market, but dominate in this
• 35:22
  market so that you can crush it in the future market.
• 35:28
  Sounds like you are suggesting people be brilliant in the basics.
• 35:32
  Oh my gosh, I'm way too dumb to ever try to be successful outside of the basics.
• 35:40
  I mean it is amazing if you just do the basics consistently, the results that anybody
• 35:46
  can achieve.
• 35:48
  I'm neither a good runner, a good swimmer or a good cyclist, there's three disciplines
• 35:54
  there, I'm not above average or great at any of them, yet I can compete in my age group
• 36:02
  at a respectable level in a sport that I didn't start doing until four years ago, all because
• 36:10
  I dominate the basics.
• 36:11
  Yes, I built my career, Todd Duncan, I built my career on the 12 week challenge.
• 36:18
  I was so broke I couldn't afford to go to sales mastery, but my buddies older brother
• 36:24
  went and my buddies older brother came back and told us about this thing called the 12
• 36:29
  week challenge.
• 36:31
  The 12 week challenge is how I built my book of business, it's how I went from ear relevant
• 36:36
  to making top producer status in two years, and here's how simple it was Jeff.
• 36:41
  Back in the day I sent 12 letters a day.
• 36:44
  Now today there will be 12 emails, text messages or DMs, right?
• 36:47
  But 12 letters a day and then I made 12 outbound phone calls a day in order to schedule one
• 36:55
  meeting a day, so then the following day I could go on one meeting a day, and I did that
• 37:01
  for just 12 weeks.
• 37:02
  By the way, I didn't do it on Saturdays and Sundays, I was way too lazy, but I just did it
• 37:07
  for 12 weeks and what ended up happening is through that 84 day period, 60 calendar days,
• 37:15
  I was able to get Bella to Bella and face to face with 60 real estate agents, of which 30
• 37:21
  of them didn't like me or I didn't like them, that facts, that's life, of the 30 that
• 37:26
  were left, man, we like each other, but half of them, they weren't serious professionals,
• 37:33
  they were never going to make it in real estate, they weren't going to have anyone to refer
• 37:35
  me, but then that left me with 15, and those 15 is all I ever needed to launch my business.
• 37:44
  So yes, the basics, it's not rocket science.
• 37:48
  I love it, I'm on the same page as you, let me throw a monkey wrench in here for a second
• 37:53
  because I know you've probably heard this narrative before, you mentioned the, was it 15
• 37:59
  agents who you didn't gel with, or actually sorry, not didn't gel with, but didn't have
• 38:03
  any business, I believe, right, whatever that number was, there's always a percentage
• 38:07
  of agents you're going to meet and don't have business, etc.
• 38:10
  Do you hear this thing from LL's a lot of like, well, how can I figure out how to circumvent
• 38:16
  that and not even have to spend time with the agents who don't have business?
• 38:20
  Yeah, I think there's, there's a fine line between the shotgun approach and approaching
• 38:25
  things with intentionality, and you know, so like, if I'm using the same hunting analogy
• 38:33
  and I want to stay on it, you know, maybe I want to shoot with a shotgun, but I only want
• 38:39
  to go where there's the most prey, because too many times you end up getting that whole
• 38:47
  paralysis by analysis, and we spend all of our time trying to figure out, is this one
• 38:52
  even worth calling, is this one even worth texting, I'm like, by the time you all figure
• 38:56
  out your list, I've called through mine three times, and you have momentum now, and check
• 39:01
  this out.
• 39:02
  What's that?
• 39:03
  And you have momentum?
• 39:05
  Yes, well, and that's what I was going to get at, you and I kicked off today's show talking
• 39:08
  about what it means when someone like you podcast as many times as you have, all of those
• 39:14
  reps, all of that, that opportunity to practice to hone in your skill set.
• 39:19
  There's no such thing as a bad realtor meeting.
• 39:22
  That was an opportunity to hear a new objection, that was an opportunity to try a new pitch,
• 39:28
  it was an opportunity to get better at question asking, asking, and better yet, I coach
• 39:33
  and teach every meeting we go on, we should leave with two referrals.
• 39:39
  Now you might not have a home buyer referral for someone who needs a home loan that's
• 39:42
  going to be, you know, turned into a borrower for you.
• 39:46
  The referral, let's say Jeff and I met, and it was a terrible meeting, like Jeff's
• 39:51
  an idiot, and I can't stand the guy, or Jeff thinks I'm a total DB, and he can't stand
• 39:57
  me.
• 39:58
  It's okay for us not to like gel, but it's not okay for me to not get something for
• 40:03
  the time and the effort and the energy that I spent.
• 40:05
  So I may say to Jeff, hey Jeff, out of curiosity, who's someone you look up to in your office?
• 40:12
  Right?
• 40:13
  I'm just trying to get a name and a number.
• 40:14
  I promise you tomorrow when I have to make my 12 calls, I'm going to call that person,
• 40:19
  and I'm going to say, hey, I was just in your office yesterday, I was meeting with Jeff
• 40:22
  and he was bragging about you.
• 40:24
  And I figured if Jeff is willing to brag about you, you're probably someone I should meet.
• 40:28
  Or I could have said to Jeff, because maybe Jeff was the big dog, and maybe Jeff was
• 40:32
  big dogging me around and bullying me around the meeting, and that's why we didn't hit
• 40:36
  it off.
• 40:37
  Hey Jeff, let me ask you a question.
• 40:39
  So I'm the rising star in my company.
• 40:42
  Who's the rising star in your company?
• 40:43
  Because I've noticed that rising stars love to stick together.
• 40:46
  So I've constantly and consistently coach loan officers when you go on these meetings,
• 40:51
  there's no such thing, no such thing as a bad meeting, because it gives you opportunities
• 40:54
  to practice, it gives you another at bat, another rep, but you should walk away from every
• 40:59
  meeting with at least two referrals.
• 41:02
  That right there is worth the price of admission, whoever's listening right now.
• 41:06
  I mean, just asking those questions and then changing the mindset, because you're right,
• 41:10
  I had not thought of that in a long time, that there is no quote unquote bad realtor meeting.
• 41:15
  Like that's a whole shift, you know, and I've gone this far.
• 41:19
  I've said to somebody, hey look, I gotta be honest with you, I so appreciate your time
• 41:24
  and you obviously crush it.
• 41:26
  I just don't see this.
• 41:27
  I don't think you and I are going to be a good fit together, but who do you think would
• 41:33
  be a good fit for me?
• 41:34
  I'm a lot.
• 41:35
  I get it.
• 41:36
  But I would say that to somebody.
• 41:37
  I would literally say look, I'm a lot.
• 41:38
  I get it.
• 41:39
  But who do you think would be a good fit for me?
• 41:41
  And you'd be amazed, their whole tonality and their body language and their posture
• 41:46
  just sinks into the chair, they relax, they even smile and become a little bit nicer,
• 41:51
  because I dropped their guard.
• 41:55
  I've had three names, three names given to me.
• 41:59
  And you'd be amazed because usually this happens when that person was like the number
• 42:05
  one producer that I probably used every sales tactic to get in front of them and I forced
• 42:11
  them to have a meeting with me.
• 42:13
  But now all of a sudden those names they gave me when I called them and I said I landed
• 42:18
  a meeting with that person and everyone knows that that guy or that girl's a little bit
• 42:22
  prickly.
• 42:23
  And then I say that that guy or girl spoke highly of them and that they suggested that
• 42:27
  we meet.
• 42:28
  It's a layup.
• 42:29
  And usually it's a layup with the type of agents we do want to work with, like those
• 42:32
  that are actively selling 18 to 36 homes in today's market, who do run a sustainable
• 42:39
  business and they work well with local lenders like we are.
• 42:45
  18 to 36 homes in what period of time?
• 42:48
  A year.
• 42:49
  A year.
• 42:50
  A year.
• 42:51
  That is your criteria for spending time with agents, 18 homes in a year?
• 42:56
  No.
• 42:57
  My criteria is quite honestly are you licensed?
• 43:02
  Are you full time?
• 43:04
  Are you serious and are you in growth mode?
• 43:07
  Those are my requirements.
• 43:09
  That could be somebody who hasn't closed but three transactions in the past six months
• 43:14
  but because it will have been licensed for 12 months.
• 43:17
  But I'm looking for full time, serious professionals who are in growth mode and then obviously we
• 43:24
  have to somehow gel.
• 43:26
  I spent too many years slamming square pegs through round holes and it had just learned
• 43:33
  there's enough fish in the sea.
• 43:36
  There's enough realtors in my market.
• 43:38
  I don't need to force it with someone where we don't see eye to eye.
• 43:42
  They don't play by my rules or I'm not willing to play by their rules.
• 43:46
  It's pretty balzy to in front of the person say, hey, you know what, really appreciated
• 43:52
  the time today.
• 43:53
  I just want to be straight up.
• 43:54
  We're both busy people.
• 43:55
  I'm really not sure that we're fit for each other, you know, just be like, take it away.
• 44:00
  Right.
• 44:01
  It's like anything Jeff, way easier with wisdom, way easier with money in the bank and
• 44:06
  way easier with a pipeline that's full.
• 44:10
  And I get that.
• 44:11
  I'm the first to recognize that.
• 44:12
  One of my first managers, the guy's name is Rob mentioned.
• 44:14
  He's not the business any longer but he's a hell of a guy if you ever meet him.
• 44:18
  And Rob came by my workstation.
• 44:21
  They're called cubes back then.
• 44:22
  You know, we can't call him cubicles anymore.
• 44:24
  We have to call him workstation.
• 44:25
  Okay.
• 44:26
  He came by my workstation and he saw I was working the same file for the same borrower for
• 44:33
  like four days straight.
• 44:35
  He's like, Dio, can I tell you the best four letter word in sales?
• 44:39
  And I'm going the F word, I'm like, he's like, next, he's like, next, it's the best four
• 44:47
  letter word in sales.
• 44:49
  Next.
• 44:50
  And it was easy because I heard him, but I don't think I was listening.
• 44:57
  You know, I think that's from Wesley Snipes, Woody Harrelson, Whiteman can't jump.
• 45:01
  You know, and I think it was Wesley Snipes character talking to Woody Harrelson's character.
• 45:05
  He's like, you know, you hear me, but you don't listen.
• 45:10
  And anyhow, I heard him, but I didn't listen.
• 45:13
  It wasn't until years went by that I could fully listen to what he was saying, which was
• 45:20
  say no and go out there and go meet with 10 new agents, call 10 prospects back, reach
• 45:28
  out to your circle of influence 10 more times because that's going to be more fruitful than
• 45:34
  you sitting here working this cold, dead lead.
• 45:40
  I love that.
• 45:42
  And that does take, like you said, some maturity, some wisdom, a couple of wins under the belt.
• 45:48
  You know, there's a lot of different ways we can go in this conversation right now because
• 45:51
  a lot of things are popping my head from like, you know, should you put up with the toxic,
• 45:57
  prickly, realtor, right?
• 45:59
  I think that was a question you and I commented on in a social feeds a couple of weeks ago,
• 46:03
  whatever.
• 46:04
  My answer to that was, you know, when you're starting out, you got to put up with more
• 46:07
  BS than when you're well established.
• 46:10
  Yeah.
• 46:11
  Yeah.
• 46:12
  I think there's a process to everything that we do.
• 46:15
  Yeah.
• 46:16
  We have to pay our dues, but I think so many times you have to also learn the lessons
• 46:20
  the hard way.
• 46:21
  Yeah.
• 46:22
  How many of us, we entered into this profession because we're hard-headed because we're
• 46:26
  willing to bet on ourselves because we like to be like, hey, hold my beer watch this.
• 46:32
  So with that same type of gusto, also comes our unwillingness to heat advice, which is
• 46:41
  when I'm like, you know, Jeff told me about that.
• 46:43
  He told me that stove was hot, but I still go and touch the stove.
• 46:47
  I'm like, damn, Jeff was right.
• 46:49
  That stove was hot.
• 46:51
  What I don't do because Jeff gave me the heads up.
• 46:54
  I probably didn't put my entire hand on the stove.
• 46:59
  I probably will never touch it again, and I'll probably start listing the Jeff more often.
• 47:04
  So I do agree and I have lived it that, yes, this is all great advice.
• 47:09
  This is what top producers do and well-oiled machines operate.
• 47:13
  Yeah.
• 47:14
  However, it is easier said than done and it's easier with experience.
• 47:17
  Good advice there.
• 47:19
  All right.
• 47:20
  For the last couple of minutes we've got left, if you wouldn't mind, I'd like to get
• 47:23
  the D.O. paint the picture on, you know, you're close to it as well.
• 47:30
  There's various, you know, psychologies circulating right now in the industry.
• 47:35
  It's a bit of a challenging time, whatever, all the stuff we know, right?
• 47:38
  The narrative we hear every day.
• 47:41
  What is the picture you would paint to the person who's in that space where their
• 47:46
  incomes down, transactions are down, there's not a lot of movement going on, a lot of,
• 47:50
  you know, the housing isn't hold pattern to some degree.
• 47:52
  Even though I know, like, I get the narrative, you know, there's shot
• 47:55
  binocene, did a hundred million in the month of May, like, you know, I get it, right?
• 48:00
  But then there's like, you know, you know, he's a good dude by the way.
• 48:02
  He's a good dude.
• 48:03
  He's a good dude.
• 48:04
  Yeah, awesome dude.
• 48:05
  Of course he is from Boston.
• 48:06
  But like, what are you telling your people right now if they're in that like, oh shit,
• 48:14
  it's a little, it's a little sticky right now, like, should I hang in there?
• 48:18
  Ready?
• 48:19
  Yeah.
• 48:20
  Yeah.
• 48:21
  Yeah.
• 48:22
  Yeah.
• 48:23
  Yeah.
• 48:24
  Yeah.
• 48:25
  Yeah.
• 48:26
  Yeah.
• 48:27
  Yeah.
• 48:28
  Yeah.
• 48:29
  Yeah.
• 48:30
  Yeah.
• 48:31
  Yeah.
• 48:32
  Yeah.
• 48:33
  Yeah.
• 48:34
  Yeah.
• 48:35
  Yeah.
• 48:36
  Yeah.
• 48:37
  Yeah.
• 48:38
  Yeah.
• 48:39
  Yeah.
• 48:40
  Yeah.
• 48:41
  Yeah.
• 48:42
  Yeah.
• 48:43
  Yeah.
• 48:44
  Yeah.
• 48:45
  Yeah.
• 48:46
  Yeah.
• 48:47
  Yeah.
• 48:48
  Yeah.
• 48:49
  And I had this realization because I actually had an opportunity to leave the industry.
• 49:00
  And when I sat down, the opportunity was going to require me to build a following, a network
• 49:08
  of referral sources, a network of clients.
• 49:11
  It was going to require me to work 50, 60 hours a week.
• 49:16
  some of those were nights and weekends because I was going to be managing a large venue
• 49:20
  in charge of ticket sales and advertising sales. I'm talking like big concerts coming through.
• 49:29
  And I was going to have to learn that industry. And here's what I realized.
• 49:34
  I could stay in the mortgage industry where I at least had some bit of a following. I at least
• 49:39
  knew what I was doing. All I was going to have to do is work really hard. While the other job,
• 49:44
  I was going to have to work really hard, but recreate a following and learn a whole different
• 49:50
  industry. So to those people, I would say, what else are you going to do?
• 49:54
  Like, what else? Like, let's walk through that. Let's actually visualize it. Let's go out of
• 49:58
  pen and paper and let's write that down. What did you do prior to the mortgage industry?
• 50:03
  What were your hours like? What was your best income year and what was the maximum you could have
• 50:09
  you could have made if you stayed in that industry? And what I would tell most 98 out of 100 would
• 50:17
  realize that they work in a great industry with good people with a higher calling. The higher
• 50:26
  calling is being financial literacy advisors helping people generate well through home ownership.
• 50:33
  And they have unlimited income potential. They know this industry and regardless of how slow they
• 50:39
  are or are not, they do have business coming in. They do have lead sources and there are plenty of
• 50:45
  people who know what they do for a living and how they can help them. So really it's a question
• 50:49
  for the guy or girl in the mirror. What are you doing about it? What does your effort look like?
• 50:54
  Where's your intentionality going? Because for most of us, this is a great gig in an industry that
• 51:01
  we know and love and there's not something better for us. And if there is, it's going to require us
• 51:07
  to work really hard, put in lots of hours and do things that are uncomfortable. We must
• 51:13
  while do things that are uncomfortable in an industry where we already have traction.
• 51:17
  It's good advice. Reminds me of the everything's hard. Choose your hard.
• 51:24
  That's awesome. All right. Well, this has been a cool, awesome coaching session from
• 51:29
  a veteran who has interacted with lots of people. That's got a nice scope and view of what's
• 51:34
  actually working in today's market. So thank you for that. We also want to allow people to be
• 51:38
  able to connect with you because there's a lot more great content you have. First and foremost,
• 51:41
  your YouTube channel is banging. You just crossed the 20,000 subs. Congratulations on that.
• 51:46
  That's a whole separate podcast in and of itself. So I'm going to put links in the
• 51:52
  show notes to the YouTube, also the T-LOP community. This is tealoponline.com, correct?
• 51:59
  Yeah. Look, T-LOP, the loan officer podcast. So the podcast is still the loan officer podcast,
• 52:04
  but T-LOP is now the brand because T-LOP brings the YouTube channel. It brings a newsletter
• 52:10
  that I write every single week. It's free to sign up for that information on T-LOP online.
• 52:16
  T-LOP online is our website. The reason why I don't have T-LOP.com is because someone
• 52:20
  already had it. So I had to do T-LOP online.com. We have the T-LOP coaching community for all of
• 52:27
  those people who are worn out of all the free resources, right? Podcasts is free, YouTube channels
• 52:32
  free. The newsletter is free. For those that want more, then we invite them. Hey, check out what
• 52:39
  we're doing. Come be a part of our community. Yeah. You guys got a good thriving community. I know
• 52:43
  because I've seen it behind the scenes and you got great content. So I just want to bring more
• 52:47
  good content to people because we need more people rising up, raising their standards in this
• 52:52
  industry, you know? And so it's about the people and the environments, the community that you're
• 52:57
  around that are going to help you to do that. So all the links you're looking for, including
• 53:01
  following Dustin on LinkedIn is in there because he's quite chatty on LinkedIn and that's probably
• 53:06
  one of the best places to find them. Thank you. Thank you for this. We've been trying to do this for
• 53:13
  months. I absolutely love what you're doing with my agent class. The T-LOP community is a big
• 53:20
  supporter of your product. I love teaching loan officers how to build their brand and their local
• 53:26
  market by being that educator and hosting classes and events just like you do it for them in a box.
• 53:33
  So keep doing what you're doing. It's a phenomenal product and more importantly, thanks for
• 53:39
  having me on. I appreciate it. My pleasure, man, it was overdue, but I'm glad we have this
• 53:42
  conversation and I'm pretty confident you'll be returning as a guest if you would be open to that
• 53:47
  in a couple of months. I would love it. I would love it. All right, listeners, you know what to do?
• 53:51
  Yep, please leave us a review. If you like this one, share it with somebody else. You
• 53:55
  will find valuable to get it and of course check out the links in the show notes. We'll see
• 53:58
  on the next one. People, bye for now.