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This Loan Officer Went From Zero to $50M in 12 Months From Scratch · Mortgage Marketing Radio

0:00
Your job is to generate, convert, and nurture leads.
0:04
Like, that's the three frameworks.
0:05
So the way that you generate is with education, visibility, and availability.
0:09
Like, people need to see you, then you need to be available.
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And every time they see you and you're available, you need to educate.
0:14
Because if you just do that, you can set it Duncan Donuts
0:17
and educate everybody that comes in about what's going on with the bond market.
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Like, you're going to get leads.
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And then when the lead comes in, your job isn't to convert them
0:24
and say, work with me as a mortgage broker, work with me as a lender.
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The job is to say, what are your needs and wants?
0:29
So needs and wants analysis.
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PJ Krasenzo, welcome back to the show.
0:33
Thank you so much, brother, grateful to be here.
0:35
We're trying to talk earlier to see how long it's been since you were out in the show.
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And I think it's like two and a half years, Ish.
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So I was going to say, if I'm a betting man, which unfortunately I have a betting man,
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I think it's exactly three years.
0:45
So some things have changed since we last talked.
0:48
You've completely relocated to a brand new area, which is what we're going to talk about here
0:54
today is how did you go from zero to 50 million in one year in a brand new area without knowing a sole?
1:02
Yeah, well, that's an accurate statement.
1:03
I knew one soul in the entire city.
1:06
And we just hosted a pretty successful dinner at this last
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Saturday at one of the clubs downtown.
1:11
It's called the Citrus Club.
1:12
And I'm looking around and just sharing with the group the gratitude for how quickly things can
1:16
change in 15 months.
1:17
All right, so where'd you move from too?
1:20
Yeah, so I was in Charleston, South Carolina.
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So I'm originally from outside of Philadelphia.
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I spent 20 years there relocated to Charleston, which is where we connected previously.
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I was running a sales team with my father Phil and then moved to Orlando, Florida,
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which believe it or not, has way more to offer than Disney World and Universal.
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Which I never could have imagined it never knew was possible.
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And it's a little town called Winter Garden, Florida.
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So the story was we came down, I was visiting with my wife.
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We threw a lowball offer on a house.
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There's a lot going on with our current branch at the time.
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And the offer got accepted offer 125,000 underask with the golf cart and the driveway and all the
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closing costs really.
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And they countered back with 12k with everything else in that offer.
2:03
Wow.
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And I said, all right, babe, we're moving to Orlando and so you sell them left with the area that
2:08
that much that you just like, let's get out of Charlotte area or Charleston and let's go over here.
2:14
Yeah, and there's two pieces too.
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I mean, strategically, I knew I wanted to stay in the southeast.
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And my wife was from South Carolina.
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So she always wanted to go to a different area in the country.
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So that was on the radar.
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We looked at Colorado, Austin, Nashville, some of these other markets.
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But I knew from a production standpoint, I want to stay in the southeast of the United States.
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Carolina's Atlanta, Georgia, Florida.
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I looked at Florida.
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I said, that's one of the hottest markets.
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And then I looked at Central Florida and said, there's more affordability,
2:40
inventory and area for new construction and development.
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So I said, if I'm going to bet on myself and go to a new market,
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this is a good place strategically to do it.
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Yeah.
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I just didn't know anything other than that.
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Then the macroeconomic facts.
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Wow.
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That's talk about brave and courageous, right?
2:56
Wow.
2:57
But now, now, let me ask you this.
2:59
Because I know having been a lot officer and the start over costs, right?
3:04
Did that weigh on you at all of like, you know,
3:06
moving to this new area?
3:08
Yeah.
3:08
Yeah, so let me bring you on on this.
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So at the time, when I put in the offer, I originally thought I was still
3:14
going to be working with my old branch.
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So there were some fixed income there and bonuses that were established.
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And we had a big team and production was consistent.
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And then when I realized, hey, I'm going to be going out of my own.
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I had a $700,000 house in Charleston,
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which is close on a $600,000 house in Orlando.
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Then was going into a commission only position,
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not knowing a single person.
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And then one week after we moved, I found out my wife was pregnant with our daughter.
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Oh, wow.
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So honestly, I'm so, yeah, thank you.
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She's five months old now.
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So I'm so grateful because it put me in a position where the failure wasn't an option,
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which is really a great mindset to operate with, whether you're winning or not winning,
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but just to wake up every day like failure is not an option.
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But yeah, this first two months, it was like, okay, we got some work to do.
3:56
Yeah, wow.
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So you got it after it.
3:59
Okay, so you've transitioned over to Winter Park, is that what you said?
4:04
Yeah, so there's two towns that are very similar.
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It's Winter Park and Winter Garden.
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Winter Park, there's a little bit more infrastructure, commercial.
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But they're both right outside of Orlando.
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And I'm in Winter Garden, the smaller that's ill.
4:16
Isn't that where a lot of the baseball teams train?
4:18
Yeah, yeah, with the park.
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And yeah, I mean, I never knew this, but there's also a lot of professional athletes,
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celebrities that call Orlando home throughout the year.
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Interesting.
4:29
Okay, all right, so you made the transition over there.
4:31
And so what we want to talk about how you go from zero to 50 million,
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not knowing a soul.
4:36
So I love the fact that you, by the way, for those listening,
4:40
PJ gets nothing out of this.
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Like he didn't pay to, like, you know,
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oh, let me pay for your time.
4:45
You actually contacted me and said, dude, I think I have a pretty cool story
4:49
that listeners of your podcast would benefit from.
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And you wanted it to be very tactical.
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So first of all, kudos to you for wanting to give back to the industry.
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Now let's break this, let's break this down.
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Because what you said to me before we hit record was,
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if a loan officer listening did this, you guarantee them no personal guarantee.
5:04
But, you know, that you would be doing, would you say like 30 million?
5:08
I've said 24 to 36 million.
5:10
Yeah, so one thing that I've realized the more time I've spent in the industry
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is I used to think anybody can become a hundred million dollar producer.
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And I think maturity and experience has made me realize not everybody can.
5:22
Because it's not that they don't have the capacity and then the do it.
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It's just the desire, the willingness to sacrifice to even want that life.
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Not everybody wants to do that.
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So therefore they can't.
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But to be a 24 million dollar producer,
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I truly believe that anybody can do it.
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Because at that level of production, it's daily, weekly and monthly activities.
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So that's the simplest thing is I think in our industry.
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So you got two pieces.
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You're in a world that's extremely noisy.
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Like regardless of what you do, we live in an era of human history where there's a lot of noise.
5:51
And then in the mortgage industry, you're in an industry that's even more noisy.
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I would also wager that our email inbox gets more flooded than any other industry that's out there
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if you're a mortgage loan officer.
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Some of it valid, some of it not.
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But you have to figure out how to discern everything that's coming your way.
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So one of the first building blocks to go in from zero to a million, a million to two million
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is daily, weekly, monthly activities.
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And I know a lot of top producers share this,
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but I don't know how often producers reflect on an ongoing basis of what are my daily, weekly,
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monthly activities.
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I just saw that shot post he put on LinkedIn recently and he said,
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the difference between the one percenters and everybody else is they still do the fundamentals.
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So it's not the sexiest thing.
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But that was part of my initial strategy was I'm going to be at two networking events a week
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and I'm going to do three one on one's a week every single week.
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So I just went on eventbrite and started looking up events and just showed up to anything
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and everything and another one of my mentors told me, you have to be everywhere and anywhere.
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Like your goal is to just be anywhere and everywhere.
6:52
Yeah, so these events, are they real estate related or what are they?
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Anything that somebody else told me, like you can connect with people when you have triads.
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So if you have something in common, hey, we both share that we like the mortgage industry.
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We both share that we've read roles, roles for a night by Ethan Hawke, yeah.
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So things that you can connect on.
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So I would go to any event that I have something I can connect on.
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Is it real estate investing?
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Is it entrepreneurship?
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Is it tech?
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Is it systems?
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Is it one of the biggest account I landed was at a crypto conference.
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That was my first big real estate team that I landed in Orlando was by going to
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Bridger Pennington's Wall Street Rebels, like crypto conference.
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And so it doesn't even have to be mortgage or real estate.
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It's just something that's related to our field and the loan officer with the most friends wins.
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Okay, so let's recap what you said there.
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Two events per week or week and three one more lives and three one on ones.
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Okay, so two events per week get on eventbrites.
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Start searching events that are happening in your local backyard.
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You can search by area and different things like that.
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And then I know there's a I do this as well because of the events that I do with the
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loan officers and stuff and realtors.
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There's a ton of events happening in your backyard every single day
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that you can get in front of real estate related and otherwise, you know.
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It's the easiest thing to do.
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So you look it up, you show up, you shake somebody's hand,
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and this is a million dollar nugget.
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So when I my first week in Orlando, I went to a networking workshop.
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And naturally I like the network, but I said I need every intellectual resource I can have
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to perform.
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So I went to this art of networking by a local company called VIP co and a good
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friend of my kale Paul.
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And he told me to ask this question was change my life.
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When you go to a networking event, you walk up to the host and say,
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who's worth knowing here tonight?
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And if there's synergy, you say, would you mind making an introduction?
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So now every event you go to, you get you bypass the 300 people that are there for a
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free drink and an appetizer and you get introduced to the three power players.
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That's smart.
8:52
That's smart.
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And then my follow up question, when I meet the power players, I say,
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hey, I'd love to learn more about your story.
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And that's my, like, so those two things are my like networking juggernauts.
9:02
Yeah.
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Go up to the host and say, who's worth knowing.
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And then when you meet the power players, I have to learn more about your story.
9:08
That's awesome.
9:09
Two great questions.
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Big takeaways there already.
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Okay.
9:12
So that's a takeaway number one.
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Get on a van.
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Bright look for events you can just, you know,
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attend and network and build your sphere of influence.
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And then number two, three one on ones per week.
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Okay.
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So you're brand new to the area.
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How do you get these one on ones?
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I want to learn more about your story.
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I mean, there isn't a stem from the networking.
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So the one and only way just to be clarified.
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So when when we hear that, we think real estate agent one on one, it's anybody.
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I was meeting with any professional that could potentially refer me business.
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So I would also say this because there's so much value that came from this.
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So I'm getting into the tactical, but I want to go on a quick rant of some nuggets
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that I got mentally to help prepare.
9:48
Right.
9:49
So Dustin Shepherd, Kurt Rising, Evan Miller,
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all guys from APM reported into me education from my father to know how to speak
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mortgages because I would have never been able to succeed if I didn't have
10:00
like a very deep knowledge of how to put deals together.
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But then also Dustin Owen, who gave me the loan officer blueprint
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and just following some of his content was anybody that could potentially refer you a deal.
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So I opened my horizon of like I actually just met a guy getting coffee before this
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who runs a pharmaceutical company, but he said, hey, we own all of these properties
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downtown.
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We might need to do some refinances on them.
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So it's like it's anybody who's touching real estate.
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It doesn't need to be a real estate professional.
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Are they a business owner?
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That's tax professional?
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Are they a financial advisor?
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Are they?
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So I would just take one or ones with anybody that's a professional.
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Because then say like I'll give you an example.
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I met with a guy who was an aviation like he brokers private charters.
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And I said, who what real estate agents do you know that I should reach out
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and introduce myself to?
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So that meeting actually got me three meetings with real estate agents.
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Really?
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He didn't have anything to do with real estate, but I met with him and asked,
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who do you know that I should reach out to?
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Yeah, you're a master networker.
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Well, think about the two.
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Like is somebody who's in aviation?
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And what is he rent plane cell planes or something?
11:00
Yeah, I think he he works with plane manufacturers or private jets and then just helps book their flights
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for him.
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Like called broker.
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Sure, a fractional ownership fractional ownership.
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Now think about who does that person know, right?
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I mean, obviously people who are well off who can afford that.
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So you're so I love that this is your expanding your network.
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It's also non-traditional.
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Somebody people want to go down the rabbit hole of realtors.
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We'll talk about that because that's relevant.
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But you're kind of playing a little bit of chess instead of checkers.
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I'll take it.
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I never identified my game as that, but that's how you're going to classify it.
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I'll gladly take it.
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I mean, dude, you talk to one guy who does the aviation thing.
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And he introduces you to three realtors.
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Yeah.
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Like who would have seen most even myself.
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I'm not even connecting the dots on that in the in the day to day.
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Well, and here's the thing.
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So there's two things.
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One, like I have a bunch of thoughts on cold calling.
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We could do a segment on that.
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I don't love cold calling.
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It's not it's just something that I just don't enjoy.
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Yeah, it's just not me.
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What works for PJ is a handshake.
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And let me get to know you and let me dump a bunch of positive energy on you.
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And you can do what you want with it.
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But in that it's we all know who's going to send the lead, right?
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So real estate agents hold the castle and the keys to all the leads for the most part.
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You can do consumer direct and do some other things.
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But I need to figure out a way that I can get introduced to them in a way where
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it's not that I'm trying to take their keys.
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It's we have something in common.
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So that's my strategy is let me make friends with people who know real estate agents.
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And then let me just try to be friends with real estate agents.
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And if we don't hit it off, if there's not good energy and the spirit isn't there,
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I'm just like, okay, cool.
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It's a number of close the loop for me on this introduction from the aviator person into the
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realtors. Like how did that happen? Did he write at the send you an email and then walk me through
12:45
like, yeah, I think that was a social media.
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So going back on that, it was a post on LinkedIn.
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And he said, hey, I saw your host in a local event.
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And I said, let's just meet for coffee.
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And then again, part of this is there is some when so go back to daily weekly monthly activities.
12:57
When you hold yourself accountable to the system, you're going to be willing to fill it with
13:02
anything that works.
13:03
So because he commented on my post, I said, I don't have any one of ones this week.
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So let me meet with this guy when I'm there because we need more volume.
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I said, let me see if this guy knows any real estate agents.
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And that's the loop.
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So if you commit to, hey, I need to do three weekly one-on-ones with anybody that can refer me business.
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But every single person with an animal less license numbers calling real estate agents.
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So who else, especially if you work in a metro area?
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Like I walk outside and I'm like, I want to know that guy.
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They're all business owners.
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This guy used the realtor.
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This guy used the realtor.
13:34
Right.
13:35
So that's the strategy.
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Just fill it with people that are professionals in your sphere that can then open the doors for you
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if you can build a friendship and a bond.
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You know, it's funny, men, which has popped in my head.
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Crazy, crazy memory is, so 30 plus, maybe 35 years ago.
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I don't know if you know this, but I was working for Tony Robbins and we would go into a city
13:58
and we'd live in a city for basically two months at a time.
14:01
And our job was to do exactly what you just described.
14:03
It was to get a bunch of meetings and do presentations.
14:06
Now, some of them were set up for us by the company,
14:08
but we were tasked and bonus on setting our own meetings.
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And I can remember, just like you said, driving around town,
14:15
and I'm seeing names of companies on buildings,
14:18
whether it was real estate insurance or whatever financial.
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And I'm looking up at these big buildings and I'm like,
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oh, and I'm writing the company name.
14:24
And then you go back and like, this is like before the internet kids, right?
14:27
And you had to figure out a way to like find out who's at that company and contact them,
14:30
but very similar.
14:31
Like just, you know, what do you call that in the military thing?
14:35
Like, you know, reconnaissance, just out there.
14:36
Yeah, reconnaissance, just don't say a recon.
14:38
Well, and it gets you into the place of abundance.
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Like the number one threat, if I have two threats to my business,
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one is distraction and the other one's scarcity.
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Those are the only two things that are going to stop me from being a $100 million producer.
14:53
Scarcity and distraction.
14:54
Yeah, scarcity mindset and distraction of bright shiny object types.
14:59
Yeah, I've not, of not having the right priorities,
15:01
because I could sit here today and put together, and this is another rant,
15:04
but I could put together 10 proposals and mortgage coach,
15:08
or I could just call the 10 clients and make sure they're good with the numbers
15:11
and then go prospect for two hours.
15:13
Like when you're in the mortgage business,
15:15
you can turn any activity into a priority,
15:19
but you have to be again ninja to say,
15:22
what is the thing that's going to move my business forward?
15:24
That's kind of the one thing, Gary Keller.
15:26
And part of, really part of my journey from zero to 50 million last year
15:30
was I spent two months reading nothing but time management books.
15:33
I went down to time management deep dive.
15:36
And one of the another practical takeaways,
15:38
if you're a loan officer and you have an LOA,
15:40
have your LOA manager email inbox.
15:42
I took it right from Dan Martell's book, Bye Back Your Time.
15:45
Because if you're a loan officer in all day,
15:47
you're reacting and responding to emails,
15:50
the one, the feedback loop that you're operating with,
15:53
you can't even, you can't address problems with the same clarity.
15:56
Because it's such quick reactions that everything that's coming your way,
15:59
when somebody else is managing it for you,
16:00
what we do is we have a PJ folder.
16:02
So everything in my email inbox that she knows that I need to see
16:06
gets moved into the PJ folder.
16:07
So then once or twice a day, I go through with clarity
16:10
and now I'm in the mindset to respond.
16:12
Before that, I would reply to 400 to 500 emails in a day,
16:15
especially when we have a week like this week
16:16
with all the closings going on.
16:18
And it'd be six o'clock and I'd have no idea what I got done this week.
16:21
Or today, it would just be responses and reactions.
16:24
Are you saying that when you do pop in your email,
16:26
you're just getting into the PJ folder?
16:28
Yeah, I only check one folder in my email inbox.
16:31
So they'll get 300 to 400 emails a day,
16:32
but I probably look at 30.
16:34
And is this L.O.A. new to you as well?
16:38
She's not, she's a massive part of the business.
16:41
She's a leader or she back in.
16:43
No, she's remote.
16:44
Okay, she's remote, but she's been to you a while in terms of
16:47
you built your workflow with her and all that stuff.
16:49
Yeah, so the story last year, we went one loan, two loans,
16:52
four loans, nine loans, 11 loans, 13 loans, 17 loans,
16:55
21 loans, 27 loans.
16:57
That was our trajectory.
16:58
In a month, right, right.
17:00
Per month, like that was the ramp up.
17:02
So she came at about month nine,
17:03
which was also feedback I got from my father,
17:06
if you're a loan officer and you're not doing eight loans a month,
17:08
you don't need an assistant.
17:10
So the first target I set for myself was,
17:11
I need to get to eight loans a month so I can get an assistant.
17:15
All right, let's bring this back then to you,
17:17
boots on the ground in market.
17:18
You're doing this networking thing.
17:20
You're hopping on event bright.
17:21
You've got your minimum standard.
17:23
So far, we talked about two events and three one on ones.
17:26
Take me deeper, man.
17:27
I'm following you in the jungle.
17:29
You're taking the lead.
17:30
Like I want to shadow PJ.
17:33
Yeah, absolutely.
17:34
So I think, you know, it's funny.
17:37
I would say it's 80% mindset and 20% mortgage.
17:40
I'm the least mortgagey mortgage professional you'll ever meet.
17:43
Like I might go an entire week and never say APR.
17:46
But I, but I meet guys and say it 17 times in a day.
17:49
So then the number one thing is, well, it was a couple of things.
17:54
So first is an environment.
17:56
You have to have people around you that know what you're capable of
17:59
because I was like my wife, my mentors,
18:03
my mind was not in a place that believed I was capable of doing what I could do.
18:07
Like my original quota for 2024 was 20 to 25 million and we doubled it.
18:13
I didn't even know I was like, man,
18:14
if I could just close 25 million and then in September,
18:16
October, we did seven and eight million dollar months.
18:18
But the people that were in my life were pouring into me and believing what was possible.
18:22
So the first thing is if you're a loan officer,
18:24
you don't have the right environment around you,
18:26
the jungle are going to be looking at as tigers and lions.
18:28
But if you have the right environment,
18:29
you can look at the top of Mount Kemenjara or whatever it's called
18:33
and look into the place of the piece.
18:34
So I had really good environment, a phenomenal wife,
18:37
great mentors, great support team at element.
18:40
And then the second part of that is the commitment to growth.
18:42
So every single week I wanted more loan apps, more pre-approvals,
18:46
more mortgage plans.
18:47
I had to have something different to offer the marketplace.
18:50
So this was something we came up with at the previous branch,
18:53
but I had to have something that I could say that was different when I was going to events.
18:56
And what we say is I'm not going to deny a client.
18:59
And the follow-up on that is I know there's a compliance piece to it,
19:02
but if somebody comes in and they're not qualified,
19:04
I'm going to put together a custom mortgage plan
19:07
for this person to access home ownership in the next 12 months.
19:11
This is a game changer.
19:12
It's another level of customer service
19:15
with the unreasonable hospitality,
19:16
vulgar threat, which is if you send me somebody and you have a 520 credit score,
19:21
I'm going to give you a plan,
19:22
a one-page document that says,
19:24
here's what you need to do in the next 12 months to qualify for a home.
19:27
So initially it was a ton of lead traffic.
19:30
And I remember I went to a did a lunch and learn.
19:32
So I was also doing a lot of lunch and learns in my first six months.
19:35
So if I went to somebody that I knew you're massive in that space.
19:38
If I met a team lead or I met somebody that was good on the agent,
19:40
and said, hey, I'd love to come and come by the office.
19:42
I invested a lot in Chick-fil-A.
19:44
I should have had equity the first six months.
19:45
Because I was like, Chick-fil-A orders going everywhere.
19:47
There's just one card of cart which is Chick-fil-A's everywhere.
19:51
And I was trying everything.
19:52
I bought one real estate team,
19:54
a hundred copies of Ninja selling.
19:56
That there's like, and I'm just like,
19:58
I just want to give this to you and I wrote my number and all of them.
20:00
And I was just trying anything and everything.
20:02
But all of this was to I need more activity.
20:05
Anything I could generate more activity.
20:07
I was going out.
20:08
But I was also doing it with a genuine reply of like,
20:10
hey, I'm going to be here for a decade.
20:12
I got a two-year-old son.
20:14
My wife's pregnant.
20:15
I'm not going anywhere.
20:16
You can call me in six months.
20:17
You can call me here.
20:17
You can call me in 10 years.
20:18
But I'm just letting you know I'm here to stay.
20:21
And I'm going to do good business.
20:22
And if I make a commitment, I'm going to come through on it.
20:26
So I want to pause on that for a second.
20:27
Because multiple times already you've used the word mindset
20:30
and referred to it.
20:31
And I want to double tap on that for a second.
20:32
Because I think underneath what you just said,
20:35
Chick-fil-A, sending 100 books,
20:38
like showing up and doing a lunch and learns,
20:40
what I hear there is servant, right?
20:43
Yes.
20:43
Not salesperson.
20:45
And I'm curious then, because you know, you've been around.
20:48
And there are some jaded mindsets.
20:52
Let's take the realtor for a second.
20:54
What is your mindset around a realtor?
20:57
When you think about working with, you know, seeking out,
21:01
tell me like what emotions or words come up for you.
21:04
Yeah, 100%.
21:06
So the first thing, this is totally organic.
21:08
I think the first thing that's a key to producing at a high level
21:11
is knowing your own identity.
21:13
Because it can very easily become people pleasing
21:16
and chasing like the carrot, like wanting to please
21:20
somebody to earn their business.
21:21
So you have the first thing I realized is when I got really clear
21:24
on who I was, it became a lot easier to service and value others.
21:28
So my whole life comes down to four pillars.
21:30
Faith, family, fitness, and finance.
21:34
That's it.
21:34
That's four pillars.
21:36
So when I go to meet a real estate agent,
21:37
I know who I am and what I'm saying.
21:39
Here's the things that are important to me
21:41
or any of these things important to you.
21:42
And if they're synergy, amazing.
21:44
Let's build a relationship together.
21:46
And in exchange, I'm going to service these families.
21:49
And to shout out to my coach, Chris, who is just hired
21:52
as another amazing mentor.
21:53
I asked him, is it shallow to say I want to be the best ever?
21:57
And he said, it's a lot more valuable to say,
22:00
you want to impact more people than anyone's ever impacted.
22:03
Like, stop focusing on trying to be the best
22:05
and focus on impacting the most lives.
22:07
It's being the best is about you.
22:09
Yes.
22:10
So then to go back to the realtor comment is,
22:13
hey, and there's again, this is such a long thread.
22:16
But one of the things that used to fluster me the most
22:18
when I got on mortgages was an after hours realtor call.
22:20
Like, that's probably the most common thing
22:22
with a loan officer.
22:23
You work at 12, 13 hour day, you just get home
22:26
and a blind side call comes in at 730 as a 911.
22:29
How do you react and respond to this?
22:31
Well, what I started to do, what I started to take away
22:34
from this is, okay, this is a person
22:36
that my job is to service them.
22:38
So I had to get into the mindset of if I'm going to respond
22:41
to this, I mean, they're going to do it positively
22:42
and with gratitude or I'm going to reply the next day.
22:45
Like, if I can't answer this call and do it
22:47
with the service levels that I require of myself,
22:50
then I'm not in the right headspace to reply to it.
22:52
And that, that's how I started to discern
22:54
whether or not I'm going to reply.
22:56
Can I do it to the level I need to do it?
22:58
If not, okay, I'm going to go the next day.
22:59
It's kind of like, if you don't have anything nice
23:01
to say, don't say it at all.
23:02
But when I think about the real estate agent is all they want
23:05
is they want communication.
23:07
Sometimes a lot of times they want speed and they want trust.
23:11
Like, they want to know what's going on with their clients.
23:13
They want to trust they're going to do a good job
23:15
and they need you to be available when they're available.
23:17
So if you build those three things, if you're available
23:20
and you execute quickly and you communicate effectively
23:24
and you honor your commitments,
23:26
there's no real estate agent in America
23:27
and they won't work with you as a loan officer.
23:30
Right, 100%.
23:31
Now, there's a lot in here and I'm trying to be cognizant
23:34
of what to unpack because there's a lot underneath that.
23:38
And I'm hearing the narrative as I'm sure
23:40
you've seen this out there.
23:41
Like, and I get a little bit tired of this
23:43
because you see it show up on social so much.
23:46
You know, like it's so easy to throw the realtor
23:48
under the bus and people bag on the realtor's
23:49
and realtor's suck and all this different stuff
23:51
and like they're hard to work with and you know the narratives.
23:54
Um, what how do you respond to those narratives you see out there?
23:58
I think there's some great plumbers.
24:00
There's some good plumbers and there's some plumbers that suck.
24:02
I think there's some great restaurants,
24:04
some go to restaurants and some restaurants that suck.
24:06
I think it's so unfair and also it'll flawed narrative
24:10
to just take apart the section of that profession
24:13
and say that they suck because now and I'll give another shout out.
24:17
Like, so I learned this like framework of prospecting
24:20
from Kai McBride and I didn't even move forward on the coaching.
24:23
You just share this with me and change my life.
24:24
ABC prospecting.
24:26
So your A referral partners would be a referral partner
24:28
or C referral partners.
24:29
But now when I'm out into the marketplace,
24:31
I'll just say, okay, this person's a C referral partner.
24:33
It's okay.
24:34
They may only do two to four transactions a year.
24:36
They may only work 20 hours a year on real estate.
24:38
Those aren't the real estate agents I'm trying to service.
24:41
But if you're in new loan officer,
24:43
you need to take whatever you can get.
24:44
You can't get to an A or a VIP agent
24:46
unless you service C agents.
24:48
And C agent isn't anything emotional.
24:51
It's just based on your productivity
24:52
and what you're doing in the marketplace,
24:54
you're classified as a C.
24:56
So my goal now when I'm prospecting
24:58
is that only when I work with A agents or VIP agents
25:01
because the level in which I'm putting into my craft
25:04
is so intentional that I want other people
25:07
that I can do business with that are treating it the same way.
25:10
Explain the difference A versus VIP.
25:12
Yeah, so I would say any real estate agent
25:15
as you're building out your prospecting.
25:17
So VIP is somebody that's, again,
25:20
based off your levels of production, this might change.
25:22
So somebody on my team that only does two deals a month,
25:24
their VIP is going to be different than me.
25:25
Sure.
25:26
So VIP is somebody who you're doing life with
25:30
that you're doing consistent business with
25:32
and you're talking to on a weekly basis.
25:34
This is a VIP.
25:35
This is somebody that I'm talking to my kids about.
25:38
We're doing business every single week
25:40
and there's never a month I'm not closing business
25:42
with that person, that's a VIP.
25:44
And I'd also put a VIP as somebody
25:45
that has the potential to open up big doors.
25:47
So I may have somebody on there
25:50
that doesn't send me any business
25:51
but is a real estate consultant for a massive brokerage
25:54
and we're good friends when he calls.
25:55
And also, I'm going to answer my VIP calls
25:57
when my phones don't do not disturb.
25:59
My 26 VIPs, the call goes through.
26:02
Anybody else, the call doesn't go through.
26:04
So my phones don't do not disturb
26:05
and it's 630 and I pick up my son.
26:08
I might play with them and then answer the phone
26:09
but the only calls that are coming through are the VIPs.
26:12
So that's VIP.
26:13
And A agent is somebody that's loyal.
26:16
They're sending me a majority of their business.
26:18
It might not be every month,
26:19
but I want to pour into them.
26:20
I want to invest into them.
26:21
I want to make sure they're getting my newsletter.
26:23
I mean, I want everybody to get my newsletter
26:25
but I want to make sure that I'm servicing them
26:28
in their an A agent.
26:29
So VIP talking to every week, A, they know you
26:33
and they're sending you business.
26:35
B is they know you but they're not sending you business.
26:39
So that's a B.
26:41
They know you but they're not sending you business.
26:43
So it's a relative you're trying to land
26:45
and then a C is they don't know you
26:48
and they don't send you business.
26:49
So every loan officer is trying to turn season to bees
26:53
and bees into A's and A's into VIPs.
26:55
Like that is the framework for going out
26:57
under the marketplace and taking a bunch of people
27:00
you don't know, season to bees,
27:02
bees into A's, A's into VIPs, build yourself 25 VIPs
27:06
and go to 50 million a year.
27:07
What is roughly your percentage or I should say
27:12
number one source of business?
27:14
Probably 70% real estate agents.
27:17
Now let's let's back up here a little bit.
27:19
Thank you for walking us through that
27:21
because then the next question is,
27:23
and this is where I know for you,
27:24
lunch and lunch and lunch and I come in.
27:25
But then how do you, how do you, you know,
27:28
scale wide net?
27:29
Is that what you did early on?
27:30
Is that how you use the lunch and learns
27:32
is to go one to many?
27:34
Yeah, a couple things.
27:35
So one to many is 100%.
27:37
So real producers, phenomenal organization magazine.
27:41
Yeah, a lot of people are involved with.
27:42
So I had to get creative on that.
27:44
All the spots were taken for sponsorships.
27:46
So I said, can I buy lunch
27:47
when you do your monthly master class for all the agents?
27:50
Like I had to figure out a way to buy
27:52
and get in the door that wasn't available.
27:53
So I'm like, hey, I'll just get lunch for everybody.
27:55
So that was the one to many selling webinars.
27:57
I partnered with a title company
27:59
and when they did their monthly CE classes,
28:00
I said, hey, I'll cover the sponsorship and let me talk.
28:03
And then you have to have a really clear deliverable
28:05
if you only get 60 seconds to talk to 200 agents in Zoom.
28:08
So I got a, like my third month down here,
28:11
which was massive.
28:12
I got a $550,000 VA purchase,
28:14
also Zoom DM from jumping on that webinar
28:18
with the title company.
28:19
What's your massive massive?
28:21
I said, yeah, yeah, absolutely.
28:23
I said, I just want to let everybody know
28:24
something different about us as we don't send denials.
28:26
If you send us a client, they're going to get one of two things.
28:29
They're going to get an approval
28:30
or they're going to get a plan.
28:32
And this lady just had a client who's denied by USA
28:35
or veterans united, massive national institution.
28:38
I said, hey, let's look at it.
28:39
It was a VA manual, 610 score, 54 back DTI.
28:43
We got it to go through.
28:45
He had reserves.
28:45
He had compensating factors that met residual.
28:48
We put the deal together.
28:48
We closed it and it was massive.
28:51
But she literally DMed me while I was talking on the Zoom chat
28:54
and said, hey, I may have somebody for you.
28:57
And when you get that, as a loan officer, that can mean anything.
28:59
I may have somebody for you.
29:00
It's like, that could either be a home runner.
29:01
Like I knew some guy that got out of jail yesterday
29:04
and wants to buy in a decade.
29:05
It's like, okay, well, I'll still put him on my newsletter.
29:09
Interesting, interesting.
29:10
I'm going to pull this thread a little bit more
29:12
if you don't mind on the lunch and learn to things.
29:13
Tell me what you did for yourself specifically.
29:15
Did you host your own in-person virtual events?
29:19
Yeah, so I mean, the other thing is trial and error.
29:22
My greatest strength is I move 100 miles an hour.
29:25
My greatest weakness is I move 100 miles an hour.
29:27
So I'm the guy that I'm a very big idea guy.
29:30
So I got to be careful with my staff now
29:32
that we have more people that I don't come in.
29:34
Change everything.
29:35
I had it.
29:35
I had a definitely from the Lord this weekend.
29:38
This is what we're going to do now.
29:40
And so I have to be careful with that.
29:42
But so I tried a creative financing with Kersenzo on Fridays.
29:48
I've hit the Keller Williams offices and different brokerages.
29:51
I hosted an event at the Citrus Club,
29:53
but I will say this.
29:54
I'll go back to this and an element was huge in this
29:56
and building my business is every loan officer or producer
29:59
needs to know what are their pillars, right?
30:01
So all the guys that come on the show,
30:02
some people are builder business.
30:04
Some people are consumer direct.
30:05
Some people are real estate agent.
30:06
You have to identify your pillars
30:07
and one of my pillars was local organizations
30:09
because I was brand new to the marketplace.
30:11
So I joined the builder association.
30:13
I joined the Citrus Club.
30:14
I joined, I mean, this really did too big.
30:16
I joined in then real producers.
30:18
But the second level to that was when you're literally
30:21
fighting for survival and you're producing to pay your bills,
30:25
it's I am not going to walk out of this room without a lead.
30:28
Like I am going to extract every bit of value I can.
30:32
I refuse from my family and my future daughter's sake
30:34
to go to this event and not walk out with a loan application.
30:37
So that, I mean, you just go in there
30:40
with a different level of attitude
30:41
and I'm trying anything.
30:42
I'm like, hey, I like your earrings.
30:43
Hey, I like your hoodie.
30:44
Hey, I like your shoes.
30:45
Hey, oh, you drink Gatorade, I drink Gatorade.
30:47
What a phenomenal brand.
30:48
Like anything you could do to start conversation.
30:52
That's your job.
30:53
Wow, interesting.
30:54
Okay, so once again, I know that I don't want to sound
30:57
self-serving, but I'm going to hold this title
30:59
a little bit more.
30:59
You said you did six months of lunch and learns.
31:02
All right, so I'll break this apart so lunch and learns.
31:05
So there's two things that I talked about at lunch and learns.
31:08
First with the broker, I would go into what I call the four
31:10
piece prior to the lunch and learn.
31:12
I'd say, hey, here's our four P framework for strategic
31:15
partnerships with the goal of supporting the brokerage
31:17
of the real estate team.
31:18
So it's people, process, product, and profit.
31:22
And I would go over this with the agents.
31:24
So here's who we are.
31:25
Here's our vision and values because you want to make sure
31:28
that we connect if we're going to work together.
31:30
The second is process.
31:31
How do we work?
31:32
What's different about our operations?
31:34
Very similar to the rest of the industry,
31:35
but how do you send a client to us?
31:36
I just want you to understand our process for how it works.
31:38
Products is where you really unpack the Q&A of different,
31:42
like, so one group might want to know about down payment
31:44
assistance.
31:44
One group wants to know about construction of perms loans.
31:47
One group wants to know about bridge loans.
31:48
One group wants to know about nine QMs.
31:50
I'm talking about 1099 at bank statement loans.
31:52
The products is the meat and potatoes of the presentation
31:55
because the whole goal on every single lunch and learn
31:57
I do, I walk and I say, my goal is to help you
31:59
sell more real estate.
32:00
The mission statement on my Instagram is,
32:02
I'm empowering the real estate community.
32:03
So I started to shift my content away from just mortgage
32:06
content and content that real estate agents can use to get
32:09
motivated and encourage and go sell more real estate
32:11
because I'm your teammate, I'm your partner.
32:14
Yes, the thing I do professionally is close loans,
32:16
but the way I'm going to support your businesses
32:18
by helping you sell more products.
32:19
So when I talk about mortgage products,
32:21
I'm talking about it in a way like if it's a bridge loan
32:24
and you have somebody that's hesitant on selling their house
32:26
because they don't think they can put it in an offer
32:28
until it sells, hey, we have this bridge loan product
32:31
with our preferred lender,
32:32
you can remove the home sale contingency.
32:34
So that's the meat and potatoes of my profit or of product
32:38
and then I'd end with profit,
32:39
which the goal is for everybody to make money.
32:41
So broker might want MSA, broker might want us to cover
32:45
some dinner monthly that we split 50-50 for their agents,
32:48
but the goal is what I'm talking to agents specifically
32:51
and not leadership is how costly is it
32:54
if your lender doesn't close all on?
32:57
How costly is it if you find out today's before closing
32:59
a deal isn't going to close?
33:00
And that's how I kind of end with profit is our job
33:03
is to make sure that that check is guaranteed.
33:05
Yeah, 100%.
33:06
Yeah, I love what you said there.
33:07
You're taking financial mortgage-related products
33:10
and you're positioning it in a way
33:12
that puts into the context of the realtor
33:14
how it helps them win.
33:16
So a couple of examples that we have for that
33:18
is like seller concessions, right?
33:19
How to actually demonstrate using finance, financing, right?
33:24
To win more deals, winning the buyer present.
33:28
What's the one I just did the cost of waiting?
33:31
That's a good cost.
33:32
Yeah.
33:33
And I remember looking at your content's amazing.
33:35
The content is the whole goal is all of it
33:38
comes down to value ad.
33:39
Like how am I going to add value to this person
33:41
so they can walk out better than they walked in?
33:44
Yeah.
33:45
And your presentation is a great job of that.
33:47
Thank you.
33:48
Do you have a sense of how many agents approximately?
33:51
You were in front.
33:52
And let's just say for that six month blitz
33:54
you did with lunch and learns.
33:56
In total?
33:56
100 months?
33:58
Yeah, 100s easily.
33:59
Yeah, and do you think that played a role
34:01
in adding more deals in your pipeline?
34:04
Absolutely, because I remember in June.
34:06
It's so funny how quick circles become small.
34:09
I remember in June, I was trying to fight
34:11
for the attention of one client.
34:13
And somebody else sent me this client
34:15
and I was helping her with her credit.
34:16
We took her from a $4.90 to a $5.80.
34:18
Then we got her to a $6.20.
34:20
We got her to prove eligible.
34:21
She had all these laid so that was the only way I could close.
34:23
And then she ended up putting in an offer.
34:26
And the listing agent was this agent.
34:28
I was trying to connect with six months ago to lunch and learn.
34:29
She's like, hey, and then she heard from the client what we did.
34:33
And this was the first client I ever came by my office
34:35
and gave me a gift.
34:36
So they walked in my office like, hey,
34:38
I just want to give this to you and thank you for what you did.
34:40
And it's so cool being in Florida.
34:41
That I've only been here a year because it's like,
34:44
I've only been here a year.
34:45
So if somebody comes into my office and gives that to me,
34:47
it's not like I've been around for a while.
34:49
So we're impacting people.
34:50
We're only 10 minutes from my house, 15 minutes from my house.
34:52
It's cool.
34:53
And anyway, I just remember the list agent being like,
34:55
oh, man, that's so cool.
34:56
The buyer shared with how you helped.
34:57
And I was just like, I'll tell you.
35:00
But I try to tell you.
35:04
That's fantastic.
35:06
What would you say the key activities,
35:09
if this brings us back to the top of this,
35:11
the key activities that actually drive
35:13
the most leads right opportunities referrals for you?
35:17
Is it the two events in three one on one?
35:19
Yeah, I would say.
35:20
And you know, it's funny that three,
35:22
as I've gone deeper into the rabbit hole
35:24
of studying the best of our industry, the McWeavers,
35:27
the Shabbos, and it's three one on one's is nothing.
35:29
Like these guys are doing 10 to 15 one on one's a week.
35:32
So I think back I'm like, my numbers are nothing.
35:33
I think the only difference was I wasn't doing it for speed
35:36
or I was touching 15 faces for 15 minutes.
35:39
I'd take 90 minutes to two hours,
35:40
but by the time we left, we were best friends.
35:42
Suppose there's more of a quality than quantity approach,
35:45
which is why the three one on one's work for me.
35:47
But I think this is another framework
35:49
that any loan officer can use.
35:51
Your job is to generate, convert, and nurture leads.
35:56
Like that's the three framework.
35:57
You want to go out and generate,
35:59
then you want to convert, and then you want to nurture.
36:01
So the way that you generate is with education,
36:04
visibility, and availability.
36:07
Like people need to see you, then you need to be available.
36:11
And every time they see you and you're available,
36:13
you need to educate.
36:14
Because if you just do that,
36:15
you could set it Duncan Donuts and educate everybody
36:17
that comes in about what's going on with the bond market.
36:20
Like you're going to get leads.
36:21
And then when the lead comes in,
36:23
your job isn't to convert them and say,
36:24
work with me as a mortgage broker,
36:25
work with me as a lender,
36:27
the job is to say, what are your needs and wants?
36:29
So needs and wants analysis.
36:31
Do you have kids?
36:32
Do you want to build wealth?
36:33
Do you want to pay off debt?
36:34
Do you want to scale portfolio?
36:35
Do you want to move across town?
36:38
We are in the easiest position in the world
36:40
when somebody actually shows interest
36:43
to help guide them to closing,
36:44
because we have the solutions they need.
36:46
Everybody has a desire that's attached to real estate.
36:49
We have the product that makes it possible.
36:51
You can't go scale portfolio without debt.
36:54
And if you can,
36:55
you're not listening to the mortgage marketing radio podcasts.
36:58
And you don't need any of these independent mortgage banks
37:00
or brokers or wholesale lenders, like you're good.
37:02
Yeah.
37:03
You said you have got 12 closings this week.
37:05
Is that correct?
37:06
12 closings this week.
37:07
This will be the biggest month of my career.
37:08
So we're on track to fund 37 units in March for 2025.
37:12
Wow.
37:12
Congratulations, man.
37:14
Thank you.
37:15
You're really hard on that.
37:18
Real quickly, then, if you wouldn't mind,
37:19
just give me an abbreviated high-level version
37:22
of your process.
37:24
And start with, are you taking 1003s?
37:27
Like, what does that look like?
37:28
And where's the handoff and all that?
37:30
Yeah.
37:31
So again, I'll say this because it goes two ways.
37:35
Like, one is that I am 100% of product of my environment.
37:38
So I really can't give enough gratitude
37:40
to all the people who have poured into me.
37:42
The only thing that I've done in this journey
37:44
is listen and absorb.
37:45
The only thing I've done is put it into practice.
37:48
So this was from loan officer podcast.
37:51
This is from Dustin and Evan.
37:52
This was from mentors.
37:54
And then I put it together into a PJ workflow.
37:56
And then it's also from touching thousands of applications
37:58
working with my father.
37:59
So we turned it into a 10 step workflow
38:02
that any loan officer can use anywhere in the country.
38:04
So it's discovery call.
38:06
This is your needs and wants identifying the client's goals.
38:09
Preparing a mortgage plan.
38:11
This is the no man's land and mortgage lending
38:13
that nobody knows what to call it when an application comes in.
38:17
I've talked to thousands of loan officers.
38:19
Nobody knows how to identify what this workflow is called
38:22
when it actually comes in at least as well as I've seen it.
38:24
So whether it's a refi or purchase anything,
38:26
the app comes in we're preparing a mortgage plan.
38:28
Your mortgage plan might be you need to buy in 12 months.
38:30
Your mortgage plan might be we can save you half a percent
38:32
on the rate and you can close next week.
38:34
That's the preparing a mortgage plan part of the workflow.
38:37
Step three is an action call.
38:39
Once we've done the qualifying on the 1003,
38:41
we're giving an action call for next steps and financials.
38:44
Which are only two numbers anybody wants to know.
38:47
What's my payment?
38:47
What's my cash to close?
38:48
Refi or purchase?
38:50
So we're going over a cash to close.
38:51
We're going over monthly payment
38:52
and we're going over timeline and next steps.
38:54
Is it six months or is it six days?
38:57
Then we have what's called a pre processing stage.
38:59
So steps one, two and three.
39:01
Your whole pipeline is a sales professional
39:03
stays in these three steps.
39:04
Something might go under contract tomorrow
39:06
or it might stay an action call
39:07
and stay in that status for a year.
39:09
So we have a really like high level CRM built out
39:12
in Monday.com where we have follow updates
39:14
for every single client.
39:15
So if it's six months, three months a year,
39:17
it automatically just gets tagged as a follow update.
39:19
So you know when to call again.
39:21
Pre processing is contract comes in
39:23
before it goes into processing,
39:25
re-review income, re-run AUS, get it prepped.
39:27
And then the rest of the milestones are like clockwork
39:30
for the rest of the industry.
39:31
Processing, submitted, conditionally approved,
39:33
re-submitted, clear closed docs out.
39:35
But that is 10 steps that every single loan officer can do.
39:39
For my VIPs, I'm involved in the discovery call,
39:42
the action call for new leads that come in
39:45
or agents that I haven't worked with,
39:46
I have two loan partners.
39:47
One loan partner does discovery call,
39:50
prepare mortgage plan action call.
39:52
My other loan partner gives pre-processing to close.
39:55
So I have two people that are working with me
39:57
on two different parts of the process.
39:59
Sales, operations, new lead to contract, contract to close.
40:04
And we all work together as a tree out, it's phenomenal.
40:07
Often you meet with your team,
40:08
you're all the way and other support people.
40:10
Yeah, so I do a daily huddle every day
40:12
with both my loan partners.
40:14
And I do a daily huddle with my ops manager and processor.
40:17
So then we have one team meeting,
40:19
because now we have four loan officers,
40:22
two processors of a marketing coordinator.
40:24
So we do a team huddle with everybody on Tuesdays.
40:27
But I'll do daily huddles with my tree out every day.
40:29
Wow, very cool.
40:31
So everybody just got the blueprint in PJ's process there.
40:35
Yeah, apply, apply what you want to from that.
40:38
Okay, so for second time, we got to wrap up.
40:40
I know you're busy.
40:41
You got 12 deals to close this week.
40:43
I want to close out on social media and your Instagram.
40:45
You've clearly been spending a lot of time
40:47
focused on Instagram.
40:48
I'm looking at it right now in 10,000 followers.
40:50
You mentioned, let's get everybody a little bit excited.
40:54
You closed at least one deal that you were telling me about.
40:57
I'll tell you about that.
40:58
I've closed several, so this year.
40:59
So I've had multiple people DM me and just say,
41:02
hey, I want to buy a house and I don't know where to start.
41:05
And it's like, that's awesome.
41:06
That's the goal of putting out content.
41:09
One was an $800,000 purchase that I closed in February.
41:12
Just reached out and said, hey, I want to buy a house
41:13
and I don't know where to start.
41:14
And the cool thing about having a process and the system
41:17
is it's all the same.
41:18
It's like, I'm not, I don't get the DM and I'm like,
41:20
oh, my goodness, like somebody DM me in one's business.
41:23
It's like, okay, awesome.
41:24
Let's do a discovery call because I don't know what's going on.
41:26
I don't know if this guy's going to be like five years
41:28
or one year, three months of the process.
41:30
Let me pause you real quick.
41:31
On that $800,000 purchase,
41:33
had that person bought a home previously, do you know?
41:36
They did, yeah.
41:37
So I just think that's very interesting.
41:39
When we get all, and this is just me as well,
41:41
we get caught up in like, what content should I put out there?
41:44
And we get tired of saying the same things
41:46
or we're watching other LOs
41:48
and we're the force through the trees thing.
41:50
But think about that and 800,000 other person.
41:52
The person had bought a house previously
41:54
in their lives at home.
41:55
No, no, no, where to start.
41:56
Yeah, they already owned a house.
41:58
That is probably the most, I would say surprising,
42:00
but not surprising is how many people have bought a house
42:02
but they didn't get serviced the right way
42:03
and they still feel like they don't know anything
42:04
about mortgage funding.
42:06
So my number one tip on Instagram
42:07
is just make it look quality and put it out consistently.
42:10
Like I tear apart every time I do a post,
42:11
I'm like, we can make that better.
42:12
We can make that better.
42:14
And every time anything you do,
42:17
you're either moving forward or you're going backwards.
42:19
So that's the goal of my Instagram,
42:21
make it consistent and make it quality.
42:23
I want to put out at least one real a week.
42:26
I've continued to invest in higher quality content.
42:28
I literally have somebody join in
42:29
and I'm having a call in the next 10 minutes
42:31
that's going to help me reply to every comment, every DM.
42:34
It's like, this is a farm with people.
42:37
Like people need to be serviced and stewarded
42:39
and we need to add value.
42:40
So I just want to end with this,
42:41
like a little bit of gratitude
42:43
because the story of zero to 50 million
42:44
isn't possible with three things.
42:46
Number one faith, literally could have not done it
42:48
the first six months if I didn't have something to lean on
42:51
and something to guide me and open doors
42:52
that had nothing to do with PJ Kersenzo.
42:54
So that's number one.
42:55
Number two, my wife for being crazy enough
42:57
to let us move, support me,
42:59
endorse me and listen to me be a cockatoo
43:01
up at two o'clock in the morning.
43:02
Many times the first six months losing my mind
43:05
she was there every step of the way.
43:07
And then number three is mentors.
43:08
Like if it wasn't for those three,
43:10
it would have been zero to five million
43:11
and I wouldn't have made it on the podcast.
43:13
That's awesome, man.
43:15
And you're such a good soul really
43:17
and you really do care.
43:19
And so I think that's what's also
43:20
why you're impacting people is
43:22
because you're coming at like people can sense
43:23
and feel that, you know what I mean?
43:25
Thanks bro.
43:26
Appreciate it.
43:26
You're doing a lot of good stuff
43:27
for people today, you should know.
43:29
So we're going to put a link to your Instagram.
43:30
People are going to reach out to you.
43:32
And you know, when you get time,
43:34
obviously just give them a little response
43:35
and some grace, which I know you
43:37
and some people some grace.
43:39
But we're going to put that in the show notes, folks.
43:40
So check that out.
43:41
But PJ man, congrats on all your success.
43:44
Thank you so much for making time today, man.
43:46
Yeah, thank you brother.
43:47
Thanks for all your don't for the industry.
43:48
Appreciate you Jeff.
43:49
It's a labor of love, you know how it goes.
43:51
So listeners, you know what to do.
43:52
If you like this episode, hey, leave us a review.
43:54
We appreciate that and check the show notes
43:56
for a connection with PJ.
43:57
And we'll see you on the next one.