Latest / Mortgage Marketing Radio / Creating Passion and Purpose in Your Mortgage Business

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Creating Passion and Purpose in Your Mortgage Business · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  the real estate agents is essential for success.
• 0:06
  However, finding effective ways to secure agent relationships can be a challenge.
• 0:11
  With so many mortgage loan originators vying for the attention of real estate agents, it
• 0:15
  can be difficult to stand out and establish meaningful connections.
• 0:20
  Our new case study featuring loan officer Chris Cogill is a must-read.
• 0:25
  Chris has closed a remarkable 36 million in funded loans from agent referrals.
• 0:31
  And in this case study, he shares his proven strategies for building strong relationships
• 0:34
  with real estate agents and leveraging those relationships to drive more business.
• 0:39
  To get your hands on this resource, head over to LOKestudy.com and download your free copy
• 0:45
  of the case study today.
• 0:47
  You'll find actionable insights and practical tips that Chris used to close 36 million
• 0:52
  in funded loans from agent referrals and how you can too.
• 0:56
  Don't miss out.
• 0:57
  Go check it out right now, visit LOKestudy.com and download your free copy today.
• 1:03
  I was having major health issues to the point where my doctors wouldn't let me drive.
• 1:08
  I mean, I was blacking out a couple of times a day.
• 1:10
  It was pretty bad.
• 1:11
  I mean, I put myself in a frenzy of stress and I remember my husband who was just the
• 1:16
  love of my life.
• 1:17
  We've been together 25 years.
• 1:18
  But at that moment, he's picking me up from work because I can't drive because they've
• 1:22
  literally taken my keys.
• 1:23
  They have a lot of nerve taking my keys, but whatever.
• 1:27
  And I was on a call.
• 1:30
  My kids were little.
• 1:31
  He's here with, they're all here making, you know, sitting their butts on the printer,
• 1:35
  making butt shots on the printer and all the things kids do when they grow up at your
• 1:39
  office.
• 1:40
  And he looked at me and I'm on phone with the client and I kept telling him, hold on,
• 1:43
  hold on.
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  I'm almost ready.
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  And I got in the car and he goes, you know, Christina, he said, um,
• 1:48
  I know you love your clients, but those people are not coming to your funeral, honey.
• 1:52
  And it just really hit me like, I can't leave all of myself on the table all the time.
• 2:00
  Hey, it's Jeff Sinfer, host of the mortgage marketing radio podcast.
• 2:21
  You know that.
• 2:22
  So glad you're tuning in.
• 2:23
  Hope you are doing fantastic and you are preparing for the coming year and preparing
• 2:28
  in what are your top three initiatives?
• 2:31
  What are they?
• 2:33
  Were you focused on database, referral partners, digital social media, not sure, probably
• 2:39
  all three, perhaps all three have are relevant, right?
• 2:43
  But which of the three are most important?
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  You've got to put them in a ranking order for the ability for you to get it done to actually
• 2:49
  achieve, right, forward progress and build momentum and then be, right, that are going
• 2:54
  to produce the biggest wealth results for you.
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  Because as you may have heard me say before, there's lots we could be doing, right?
• 3:01
  But what do we, what does the business need right now?
• 3:04
  Maybe you do need more referral partners.
• 3:06
  Maybe you do need to get better at scripting a dialogue.
• 3:08
  Maybe you do need, you know, a better process, right?
• 3:12
  Your customer experience for your loan process.
• 3:15
  I don't know.
• 3:16
  You got to get clear on that and what it ever it is.
• 3:18
  But I do want to share with you if it is, if additional referral partners agents specifically
• 3:22
  is what you do need, well, I'd like to share with you a quick little comment from one
• 3:27
  of our members, the mortgage marketing pro community, my agent classes, Kevin Dwyer.
• 3:31
  I thought, look, what better way to share with you some of the results we're helping
• 3:35
  our members get than share with you what he's got to say himself.
• 3:39
  So here's Kevin.
• 3:40
  Hey, Jeff, it's Kevin Dwyer.
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  Hope you're doing well.
• 3:43
  Listen, just what I reach out and say, thanks, thanks so much for everything that you
• 3:47
  do.
• 3:48
  The marketing pro class has been a game changer for me.
• 3:50
  I think I've been part of the group now for over a year and I would have been, you
• 3:56
  know, a $50 million producer last year jumped up to $82 million.
• 4:01
  This year I'm already closed over $82 million throughout October with a goal of getting to
• 4:06
  $100 million was my goal, even in this down market.
• 4:10
  And all of that is really, I attribute to what we go through on our weekly group calls.
• 4:18
  It's a mindset of talking with other loan officers across the country of what's working,
• 4:23
  what's not working is always awesome.
• 4:26
  And then the resources and the classes that you put together are just awesome.
• 4:31
  And it helps me actually grow my own business.
• 4:34
  I'm recording this right now off of with my light and my microphone from things that I've
• 4:40
  learned from your class.
• 4:43
  And it's great that I don't have to go and talk to real estate agents about mortgage
• 4:47
  programs and interest rates.
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  I talk to them about their business and how I can help them actually grow their business.
• 4:55
  And so that's a very different conversation and a very different relationship that I'm
• 5:02
  able to build with them and it just makes things even that more exciting.
• 5:07
  So again, thanks a lot for everything you do.
• 5:10
  It provides a great mindset and just awesome resources to help grow my business to the
• 5:17
  next level.
• 5:18
  So keep it up and I'll see you next Friday.
• 5:21
  All right.
• 5:22
  Well, there it is.
• 5:23
  You heard from Kevin.
• 5:24
  And if you want to learn more about this program and platform, if you want to get results
• 5:27
  similar to Kevin's, go to mortgagemarketing.pro, check it out, re-video there, learn more,
• 5:34
  schedule a call with me.
• 5:37
  You know what to do.
• 5:38
  Click that big orange button that shows up on the page over mortgagemarketing.pro.
• 5:41
  Okay.
• 5:42
  So this episode I am bringing a fire conversation, just a power team of three amazingly lovely,
• 5:50
  beautiful, heart-centered ladies and leaders in the mortgage space.
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  Who am I talking about?
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  I'm talking about team Hubbard with Pack Res mortgage up in Albany, Oregon.
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  I met these lovely ladies at the recent Todd Duncan Cells Mashedbury event and I was
• 6:07
  just struck by their presence on stage and their authenticity and their willingness
• 6:14
  to share and open their hearts, open their business and there was a conversation I wanted
• 6:18
  to bring to you, my listeners.
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  So we've got Christina, Elise and Erica, they'll all introduce themselves.
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  They are just a superstar team, did over 300, helped over 300 families this year, get
• 6:31
  into homes, definitely kind of in the top 1% of producers nationwide.
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  But more important than that is who they are and what they're building in the impact
• 6:41
  that they're making with their families and their local community.
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  And I think that's the one big takeaway from this conversation that I'd like you to pick
• 6:49
  up on.
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  And of course, links to reach them, connect with them on social media, etc.
• 6:54
  We'll be in the show notes and without further ado, let's get into this week's show.
• 6:59
  Team Hubbard, welcome to the show.
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  Thank you.
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  Thank you.
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  We're so excited to be here.
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  I'm so excited to connect with you guys.
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  I know this is going to be an awesome conversation, a fire conversation.
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  And so let's do this for the listeners so they can associate voice with a name.
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  Somebody volunteered to go first.
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  We've got three lovely ladies here who wants to go first, say who you are and what is
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  your role on Team Hubbard.
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  Oh, well, I can start.
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  I'm Christina Hebert and I'm the leader of this crazy pack.
• 7:28
  And yeah, I'm a mortgage advisor and a branch manager and all the good things.
• 7:35
  Awesome.
• 7:36
  Next.
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  I'll go.
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  My name officially is Elise Bowman soon to be Elise Jansen.
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  I just got married and also a mortgage advisor on the team doing all the things, making
• 7:49
  people's dreams come true through the acquisition of real estate.
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  Well, but thank you.
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  And I'm Erica Floral and I have been on Team Hubbard for almost five years.
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  I'm also a certified mortgage advisor and I specialize in reverse mortgages as well.
• 8:09
  Fantastic.
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  Thank you for that.
• 8:11
  Getting the formalities out of the way.
• 8:12
  And by the way, for those listening, if you're going to want to connect with Team Hubbard,
• 8:14
  which I'm guessing you're going to want to, all those links will be in the show notes
• 8:17
  when we're done here.
• 8:18
  So the various Instagram links and all that kind of jazz you guys can connect there and
• 8:22
  follow up on some of the nuggets you're going to get here today.
• 8:25
  So collectively as a team.
• 8:27
  So here's, let me set up the context.
• 8:29
  You guys were at sales mastery with Todd Duncan just a few weeks ago in Palm Desert and
• 8:35
  you were one of the highlights for me, at least as I'm sure many others as well.
• 8:39
  First of all, because you're just real and raw, right?
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  You're just like telling it as it is because this business can be real and raw.
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  And so we need to like not sugar code it so much and just be truthful, right?
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  And I think that's what stood out for me about you guys as I'm watching you.
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  I'm like, okay, they're telling the truth.
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  They're not like, you know, sugar code and it like you guys talked about some hard times,
• 8:58
  you know?
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  And specifically you did.
• 9:00
  I remember that Christina.
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  So collectively, how long have you guys been working together as a team?
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  So Eric is almost five years and at least are you at three?
• 9:11
  Yeah.
• 9:12
  I think we're a little over three.
• 9:13
  We're a little over three.
• 9:14
  Yeah.
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  So not an incredibly long time.
• 9:18
  So did you have a team before Christina?
• 9:22
  I did.
• 9:23
  Yeah.
• 9:24
  Well, kind of what I talked about on the stage, Jeff was really about, I've always believed
• 9:27
  in having a team.
• 9:28
  I've had a team since the beginning of my career, even if I had to put an assistant on
• 9:33
  a credit card.
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  I mean, I started with always believed in the concept of having a team.
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  And so, yeah, so the idea of kind of crashing a team, building it, crashing it, and then
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  really starting over to build it the way when you start building it from your heart
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  and not your head makes a very big difference.
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  Is that something you recommend crashing a team?
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  You know, we've been talking, at least in Eric and I have been talking about that.
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  And they all think that yes, you should definitely crash a team because you, as a leader,
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  you really learn a lot about what not to do.
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  So was that intentional?
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  What do you mean by crashing a team?
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  Oh, God, I wish I could say it was intentional, just like playing the whole thing, yeah.
• 10:14
  No, no, I ended up completely on my face.
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  I had a math exodus, and it was painful.
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  It was, I had family working for me, aunts that had been working for me, cousins.
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  I had an assistant, an L.O.A., really, who'd been with me for about 13 years, and these
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  people were very, they called us a family branch because a lot of us were related or became
• 10:40
  family working together.
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  So when that blew up, I was literally on my face.
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  And that's part of what I talked about as being on my face in my closet, praying for
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  God to shut down my phones and shut down my team because I had no business doing what
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  I was doing.
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  And I really was looking for him to say, fine, you're done, tap out, and that was my lowest
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  is literally just begging for my phones to stop ringing because it was that bad.
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  So I don't want to hang out here super long, but I do think the context is important.
• 11:14
  When you say you had no business doing what you're doing, what do you mean by that,
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  because when I hear that, I assume that means maybe you were not performing at your highest
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  level as a manager.
• 11:26
  Yeah, you know, I think that in our industry, people make a lot of management owners make
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  mistakes.
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  They think that because you can produce and you're a highly productive loan originator or
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  advisor, that means that you're going to be a good manager.
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  And I had been managing people, listen, I was in, I was at Wendy's at 14, I was the
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  drive through supervisor at 14, okay, so I've always been very bossy.
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  I'm also a seven-second sandwich maker, but that might be another podcast, both together.
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  But yeah, I mean, I'd always been managing people.
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  I always thought I, you know, had a pretty good idea of how to do it.
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  But I was being coached at the time by a coaching agency that is a very hard core.
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  I won't tell you the name of the agency, they're a very hard core and very directed on
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  numbers and what you're producing and not necessarily the heart or the people behind
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  it.
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  So, nobody's fault but my own, but I made a lot of mistakes in driving myself and people
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  around me incredibly hard to the point where everybody broke.
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  Yeah, got it.
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  So they just couldn't take it anymore.
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  The whole thing fell apart.
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  Correct.
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  Yeah.
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  Wow.
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  So, kind of like a rising of the phoenix on this, right?
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  You came back from the ashes and now you've built another team again.
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  Yeah, but this time I did it a lot differently.
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  We did it very strategically.
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  We did one person at a time.
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  We paid really close attention to what's the need of the team and everybody, you know,
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  you saw on stage are really the way we believe is one team, one voice, right?
• 13:00
  So there's no difference between our ops and our sales aside for us, which I know is
• 13:05
  different from a lot of originators, but for us, it's all, we're all together.
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  We all get a voice.
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  We all get a seat at the table making decisions on what is the best thing for the client?
• 13:14
  It's not about what is the best thing for me or the best thing for Eric and at least
• 13:18
  or the rest of the team.
• 13:19
  It's how do we create a five star experience for the client and at every spot, every little
• 13:25
  nugget on the way, what's the best thing for them, not the best thing for us?
• 13:29
  So he goes aside and it's really all about the client experience.
• 13:33
  Are you saying that you didn't necessarily always operate from that?
• 13:37
  Yeah, I mean, I hate to say that, Jeff.
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  I'd love to say, yeah, I mean, I have my, my husband makes fun of me all the time saying
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  I walk away from a client and I know their, their kids, you know, best friends name and
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  I know the name of their dog and I know their favorite color.
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  So I've always been very relational, but I think in this industry, it's easy to get burnt
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  out.
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  It's easy to forget who you really are and who, and, and what we're doing for someone
• 14:01
  in someone's life.
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  I mean, we are manufacturing pens.
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  I say it to my girls all the time.
• 14:07
  We are, we're strategically helping someone get into the biggest debt of their life potentially.
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  And so we have to take that really, really seriously and I think it's easy to take it for
• 14:15
  granted.
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  I mean, it's easy to take people for granted if you don't really check yourself.
• 14:20
  So that's where I found myself was just making decisions based on production and being, being
• 14:27
  a high volume team and being built for volume and not really doing the right things for
• 14:34
  people.
• 14:35
  Okay.
• 14:36
  So let's mention volume then real quick and then at least in Erica will come to you, but
• 14:41
  here we are November 2022, almost yet year end.
• 14:44
  What are you looking at closing out at?
• 14:46
  Yeah, that's a great question.
• 14:48
  You know, I haven't looked as of like this morning or anything, but I would say this
• 14:53
  year, last year we ended as a team really close to that 100 million mark in Albany organ,
• 14:59
  which we average like 336s of our loan amount.
• 15:02
  So I mean, that's a pretty decent number year before a little bit more than that, 2020
• 15:07
  was fantastic.
• 15:09
  We, I think like most people in 2022 are not going to close that, that big of volume will
• 15:16
  probably end up somewhere in the 70 million mark, I would say roughly as a team.
• 15:20
  Yeah.
• 15:21
  Still fantastic as you know, um, thank you for that.
• 15:25
  It makes me curious then.
• 15:26
  All right.
• 15:27
  So we're you're on your face and you're off is saying God stopped the phones from ringing,
• 15:31
  right?
• 15:32
  Well, that's stuff.
• 15:33
  And I remember the story from sales mastery is the phone did ring, uh, and you had like
• 15:37
  15 leads or whatever it was to sell up on that day.
• 15:40
  How did you wind up though building this team that you have here right now, Erica and at
• 15:44
  least like did they find you or vice versa?
• 15:46
  How did this whole thing come together?
• 15:47
  Yeah, I'll let Erica start that out because she, uh, I love her perspective on how this
• 15:52
  went.
• 15:53
  Oh gosh.
• 15:54
  Oh, so I actually have been in the finance industry for about 17 years, um, mostly consumer
• 16:00
  lending, banking, that sort of thing.
• 16:04
  And I had a short, short period of time where I was a mortgage advisor for a bank, uh,
• 16:10
  before I met Christina.
• 16:12
  And it was awful and I hated it.
• 16:15
  And I got out of it pretty quickly and decided that I wasn't going to do it again.
• 16:18
  It was mostly broker transactions, well, all broker transactions.
• 16:22
  Um, and so I had no in house underwriting, no in house processing.
• 16:27
  It was pretty, pretty big nightmare.
• 16:29
  Um, and I was working in a credit union doing, um, home equity line of credits and Christina
• 16:36
  and her team, um, at the time, would reach out to me and ask me questions about home
• 16:41
  equities that I could help them with and, you know, I, I would send my clients to Christina
• 16:47
  because the credit union in bank world don't always specialize in mortgages.
• 16:52
  So I would send my clients to Christina and her and her people and she would send her
• 16:57
  clients to me.
• 16:58
  So it was kind of like this nice little trade, um, and then I got a call from her,
• 17:04
  oh gosh, it was almost five years ago.
• 17:09
  And she said, hey, um, we love working with you.
• 17:14
  We love you.
• 17:15
  Would you be interested in meeting with us for a potential position we have open?
• 17:20
  And I knew I loved them, but I also knew what they did, you know,
• 17:26
  so I knew they were in mortgages.
• 17:27
  It really wasn't something that I wanted to do.
• 17:31
  And I think I even told you that I was like, yeah, it's mortgages.
• 17:34
  I'm not really, you know, um, and I had just gotten my business management degree.
• 17:38
  So I was really like, I got my degree and I don't know what's going to happen for me.
• 17:43
  Um, and she convinced me to have an interview.
• 17:49
  More, sorry, convincing.
• 17:50
  Uh-huh, very convincing.
• 17:52
  And, um, at the time, we had another gal on the team who's now in, um,
• 17:57
  in corporate, but she was amazing and wonderful, just like Christina.
• 18:02
  And in the interview, I actually interviewed with the both of them.
• 18:06
  And they're telling me about the position, telling me what they're interested in,
• 18:10
  like what they're trying to find.
• 18:12
  And it's pretty, pretty close to what I did already.
• 18:15
  Um, and it wasn't necessarily a mortgage advisor at that time.
• 18:17
  It was more of like a lone partner, like an up front person.
• 18:21
  Um, so, you know, the description and it self seemed pretty good.
• 18:25
  But what stood out to me the most in that interview was actually the love that
• 18:30
  Darla and Christina had.
• 18:32
  Um, they were so connected.
• 18:34
  They were in such a good place.
• 18:36
  Um, it felt inviting and warm and happy, um,
• 18:41
  to the point where Darla was sitting next to me in the interview.
• 18:45
  And she's kind of going up and down.
• 18:47
  I know our listeners can't see me.
• 18:50
  But she's going up and down in her chair and ask Christina if we can have her.
• 18:55
  Yeah, she did, she said, can I have her please?
• 18:59
  And I was trying to act cool because this was like a recruiting situation.
• 19:03
  And I'm trying to act like, oh, you know, and as Darla is jumping,
• 19:06
  can I have her please?
• 19:07
  I'm like, well, the gig is that dude.
• 19:09
  I mean, if you want to cover it up, it's out there.
• 19:12
  And at that point, it's like, whatever you want us to pay,
• 19:14
  it was probably going to happen at this point.
• 19:16
  Because yeah, beautiful.
• 19:17
  Yeah.
• 19:19
  Yeah.
• 19:20
  And so, and the rest is kind of history for us.
• 19:22
  Um, I, I couldn't say no.
• 19:25
  They're amazing women.
• 19:26
  And I just wanted to be a part of that and take this adventure with them.
• 19:30
  And then over the last five years, I've just grown so much as an employee,
• 19:37
  but also as a person, as a leader, as a mama.
• 19:42
  It's, it's crazy when you, when you say that you're doing life with people that you work with.
• 19:48
  But that's what we do.
• 19:50
  So it's, it's totally different than any other job I've ever had in my entire life.
• 19:55
  And we're completely invested in each other's success,
• 19:59
  in each other's goals, happiness,
• 20:01
  whether that be work or home life.
• 20:05
  And it's been a whirlwind ever since.
• 20:08
  Just incredible.
• 20:10
  Awesome.
• 20:11
  And what is your then primary function or kind of, you know, I know this,
• 20:16
  it can be 100 different things you do, right?
• 20:19
  But like, what is like your main objective for the team?
• 20:23
  Yeah. So I, um, I'm a certified mortgage advisor, which means I do originate.
• 20:29
  I bring in my own business as well as work on Christina's business.
• 20:33
  So Christina's clients can call in and they can talk to me or at least, um,
• 20:38
  and then I also go generate my own business as well.
• 20:42
  So I cultivate her partners and I also cultivate my partners.
• 20:48
  Um, and so it's kind of like this really good dynamic,
• 20:52
  because I think a lot of new mortgage advisors or load officers come into the industry
• 20:57
  and they don't have a lot of experience and they're not getting a lot of business upfront.
• 21:01
  So it can take them years and years and years to reach a senior position
• 21:05
  because they're not working on enough loans where I get to work on all of Christina's loans
• 21:10
  and my own loans, um, and really master the craft in a faster way and more efficient way.
• 21:17
  Um, and I'm able to be exposed to all different loans that that may be limited if I was just doing my own.
• 21:24
  I like that. That's smart. Accelerate learning.
• 21:27
  Cool. Thank you very much for that. We're going to keep going around here. So at least,
• 21:30
  you know, it's coming. Uh, how would you get into this, uh, crazy bunch of gals here?
• 21:36
  As special crazy beautiful gals. Um, so I actually got my start.
• 21:42
  I was Melissa Stachian, who she is the founder and president of our company,
• 21:47
  Pacra's mortgage. So I actually started as her executive assistant.
• 21:52
  So I got to see, I had this really cool opportunity where I got to see a bunch of
• 21:56
  different behind the scenes, secondary underwriting processing and mortgage advising.
• 22:01
  So I had gone to her one day and said, I really think I want to be a mortgage advisor and she's
• 22:05
  so gracious, so kind and let me do that. Well, I was kind of on my own.
• 22:10
  And I grew up in a very team environment. I grew up on cheer and dance and I loved being around
• 22:16
  people. Um, so me being on my own wasn't very successful. I like people. I like coming together
• 22:24
  and seeing how we can all think of things differently. So I already knew I was struggling in that
• 22:29
  regard. And then just to be completely honest, my personal life was at a true crossroads.
• 22:35
  And I was like, life is hard. This job is hard. I don't know what I'm doing.
• 22:40
  I don't know how to do this. So I'm going to piece on out and do this.
• 22:44
  And I had told Melissa that I went to her and I was like, Hey, I'm interviewing other places.
• 22:49
  I'm packing up. I'm heading out. Um, and she again, so graciously was like, I want you to go
• 22:56
  to Albany to Christina's team. They need some help. They're amazing women. Just try it until you
• 23:01
  get another job. And I love Melissa. So I was like, Okay, I'll I respect you and up. I'll do that.
• 23:07
  Well, I mean, my life truly changed. I came to Albany and I sat down with Christina actually
• 23:12
  and she was like, So what can we do on this team? What are we going to do together? And I was like,
• 23:16
  Oh, I'm heading out. Like I'm here because she wanted me to and I'm trying to wait until
• 23:23
  my other interviews, you know, I get that job offer, but I'm done. And I remember Christina
• 23:29
  literally like turned around in her chair. I was like, I, I don't know. Well, literally,
• 23:35
  because if you want to make God laugh, tell me you have plans, those places that I was all
• 23:40
  interviewing at never offered. And so I'm like, Okay, well, I need to pay the bills. So I'm going
• 23:44
  to stay with this Albany team. But honestly, I love to learn. And so then I was hearing Christina
• 23:49
  talk and I was hearing Erica talk. I was hearing Darla at the time talk and just so captivated by
• 23:54
  these incredibly strong, really, really smart. And then obviously beautiful women and combined
• 24:01
  with that the time when my personal life was just like a crap shoe. And they just took me in and
• 24:07
  was like, Let's take care of you and let's nurture you and let's get you back to hell. All of those
• 24:12
  things combined. I was like, I can't ever leave. Like these are my girls. These are my heart.
• 24:16
  They're smart. Like I was just saying and they're kind and it's very different there. This team
• 24:22
  is so unique. The mortgage industry is very like on your own cutthroat, really intense. But
• 24:28
  this is so different. So I was like, Okay, God gave me this great opportunity. And I can't ever leave.
• 24:35
  And here I am. That's great. That's fantastic. I'm curious as I as I hear that,
• 24:41
  first of all, yes, it does not sound like your typical mortgage office, right? Kind of vibe
• 24:46
  and all that. But Christina, was that like your approach or kind of like you heart-centered
• 24:53
  leadership? Let's call it that. Was that after your epiphany? Was this before or what? That
• 24:59
  at least came into the scene. There was this welcome open arms thing.
• 25:03
  Well, I think when Darla came to the team, that's part we kind of left out. Darla, who is now
• 25:09
  a corporate trainer with her company and who's just ridiculously amazing. But she actually
• 25:13
  called me when my team all left and crashed. And she said, I have a gift for you. I have a
• 25:17
  Christmas gift I want to give you. And I love gifts. I love giving gifts. Getting gifts is
• 25:21
  pretty cool. I mean, I'm just kind of that chick that I'm always wanting to like surprise somebody
• 25:25
  with something cool. And so when Darla said, I have a gift for you and you're not acting right
• 25:29
  about it. Like you're not getting excited. I kind of was in the zombie state of like I just
• 25:33
  blew up my team and I don't know my name and kind of thing. And she's like, well, and you know,
• 25:39
  I've got clients tomorrow and Friday, but you know what? I'll be there Monday. And she's an
• 25:43
  originator at the time with the company. And she was in about an hour away, branched about an
• 25:47
  hour away. And I literally was like, and I'm not a person that takes help very easily or asks for
• 25:52
  help, which I've now changed of that. But at that time, I had a really hard time saying like,
• 25:57
  I'm on the ground, guys, like I need help. And but when she said she'd show up, she did. And she
• 26:02
  never left, right? So her coming in and just like having somebody who was very much like me,
• 26:08
  she could go into any position in the in the branch and kill it. But what we realized very quickly
• 26:14
  was that she loved to get into that file and figure it out and tweak it and figure out the
• 26:19
  right product. And she loved all that. And I love to, you know, kiss the babies and meet the
• 26:24
  people and love on everyone. And so she just kept saying, you go do that. You're really good at
• 26:28
  that and let me do this. And so once we started getting that combination together, I realized I
• 26:34
  could have a lot of fun. I could love and respect the person that I work with. I could learn to trust
• 26:39
  someone who had my back and cared about the client. And I think that's when the heart center thing
• 26:44
  happened for me was realizing like it doesn't have to be, you know, the first one to work and the
• 26:49
  last one to leave is the most important person. It doesn't have to be, I don't see my kids and I
• 26:54
  don't see my husband and I don't get to do life. It doesn't mean I have to not take care of my
• 26:59
  health because all I'm doing is taking care of my clients. And I actually was having really,
• 27:04
  really right before the crash. I was having really bad health issues. Kind of like at least the
• 27:08
  talking about stuff was going crazy. I was having major health issues to the point where my doctors
• 27:13
  wouldn't let me drive. I mean, I was blacking out a couple times a day. It was pretty bad. I mean,
• 27:18
  I put myself in a frenzy of stress. And I remember my husband who was just the love of my life.
• 27:23
  We've been together 25 years. But at that moment, he's picking me up from work because I can't drive
• 27:28
  because they've literally taken my keys. They have a lot of nerve taking my keys, but whatever.
• 27:33
  And I was on a call. My kids were little. He's here with, they're all here making, you know,
• 27:39
  sitting their butts on the printer, making butt shots on the printer. And all the things kids do when
• 27:44
  they grow up at your office. And he looked at me and I'm on phone with the client and I kept telling him,
• 27:49
  hold on, hold on. I'm almost ready. And I got in the car and he goes, you know, Christina, he said,
• 27:54
  I know you love your clients, but those people are not coming to your funeral, honey.
• 28:01
  And it just really hit me like, I can't leave all of myself on the table all the time.
• 28:07
  Like I can't do that and be a functional human being and be the best I can be in my marriage.
• 28:13
  And as a daughter and as a mom and all those things. So really that heart-centered stuff started when
• 28:20
  I had to make a change. I didn't have any shot, any other decision I could make. And when Darla
• 28:26
  kind of showed me like, trust me, I'm really good at this. You go do what you're really good at.
• 28:30
  And then seeing that together completely different in the mortgage industry. Usually as a branch
• 28:35
  manager, they're like, go get a bunch of elbows, train them all up. And let's just see how it goes.
• 28:41
  And typically you have one person, maybe in that branch, maybe two that are top producers in there.
• 28:46
  It's that 80-20 role, right? You've got 20% of the people doing 80% of the business.
• 28:51
  And that model doesn't work in a small town like Albany really doesn't. And it didn't make sense
• 28:59
  for us. And so doing life together, figuring it out, figuring out who do I want in my world every
• 29:06
  single day. And how can I bless other people to do this incredible career? How did we
• 29:11
  form into them and bless them so that they can get to the next level? So that's kind of where the
• 29:15
  heart thing started was purely I had to. I had to to survive. Wow, that's amazing. Yeah.
• 29:24
  Really, really incredible. So it's just I'm paused for a moment just because I'm reflecting on
• 29:30
  how like you guys know this. But what you said there is like those people aren't coming to your
• 29:35
  funeral like that's like right here, you know, like so true and such so impactful like that gets
• 29:41
  your attention and you're like what the hell have I been doing, you know? So I mean, I guess I'm
• 29:48
  trying to say is technology for having the courage to do that because I think a lot of people
• 29:51
  listening to this want that kind of business. But they don't necessarily know how to get there.
• 29:56
  Or they feel limited by where they work or that's not allowed or that's not how we do it here,
• 30:00
  you know what I mean? Well, and you know, Jeff, it's interesting since we did
• 30:04
  sales mastery and and I'm I love Todd Duncan. I followed him for years. He's I've I'm coached by
• 30:11
  a down from group. I mean, I love those people and they've really teach that heart first thing.
• 30:17
  And so it's started with really understanding that whole concept. But since we've been at
• 30:22
  sales mastery, the amount of people that have reached out to us across the country literally
• 30:27
  um asking, you know, like can I have an hour with you? Can we have a little time? Can we do a
• 30:32
  big meeting? Whatever it's overwhelming to me and I'm so humbled that people would even go like,
• 30:38
  wait, what are you doing? And so but what you just said is huge because I'm having these conversations
• 30:43
  with these mostly some men but mostly women that are going like you don't understand. I've been
• 30:49
  there. I've been leveled. I've been bawling my eyes out. I'm a I've failed as a mom and a wife.
• 30:54
  You know, I'm on my second or third marriage like whatever and they've traded that money for
• 31:00
  like who they are in their soul and and I'm so lucky that I'm with these women and the right
• 31:05
  didn't even the rest of my team is like I can't even tell you these people are incredible and
• 31:11
  and I know that like you know attracts like um but the entry level to get on this team is really
• 31:18
  really really high and we all do it together. Everybody gets to decide. If I find somebody that
• 31:23
  I really love and they we've vetted them out and I've talked to them and they've got I've got all
• 31:27
  my stuff done. The next meeting is with them because we're going to do life with them too. So if they
• 31:33
  want to train they want to grow if somebody wants to come and be a part of this team then they're
• 31:38
  going to have that entry of is this somebody we want to do life with too because we're not going
• 31:44
  to work with agents that aren't kind that aren't working with our hearts. We're not going to work with
• 31:48
  business partners that treat people terribly like that's just not our GM. So who we are and
• 31:53
  and we get to craft that life and we get to craft our business this way and and you know I think
• 32:01
  you were talking about numbers and I mean three hundred and ten units or something last year
• 32:06
  that's families. People say transactions or whatever. It's families. Three over 300 families
• 32:11
  got to be in our world and we got to impact their world and that is humbling to me that we could
• 32:18
  even get there from where we've started. So it's it's I've heard you use language a few times
• 32:26
  in asking you guys these questions and once again I appreciate you like being real and sharing
• 32:31
  but one of the things I notice when I talk to people is like language right and and you use
• 32:36
  at least use the term mortgage advisor I believe and you know heart center leadership and
• 32:42
  family and all these types of things and makes me curious because you know you said you're not
• 32:48
  going to work with realtors who don't fit your what's the right word identity let's say your
• 32:53
  preference you know. So what I want to say about is do you guys have you clearly established or
• 32:58
  do you have like a mission values thing because what the way you talk and communicate seems very
• 33:05
  intentional whereas what I'm not hearing is loan officer you know and I mean ref all that you
• 33:10
  know I'm saying like usual language have you guys very conscious about that. Yes absolutely. We're
• 33:18
  not like other lenders and that's why we're so different and that's why we're so unique and
• 33:24
  that's why we get to choose choose our own path. So when we're meeting with with new potential agents
• 33:31
  or business partners we're we're we're having an interview with them without them knowing.
• 33:39
  So we're we're meeting we're having lunch we're breaking bread or coffee or you know what have you
• 33:46
  and and it's really a chance for us to understand who they are as a person what their values are
• 33:52
  what their goals are what their dreams are how they are as a family you know. How do you know that
• 33:59
  I don't want to interrupt you but like are you asking those questions like what are your values what's
• 34:02
  most important to you things like that. Absolutely. I think that's shocking though that's shocking.
• 34:10
  No I'm sorry you guys know 70% of the mortgage regionators and I love you guys and gals listen
• 34:15
  but most of you aren't going deep. Yeah you know Jeff I think too what makes this different so
• 34:22
  we realize what their clients last couple years like they need love right there are so much
• 34:26
  bad information and anxiety and depression being at them so they need love but we also need love
• 34:33
  our realtor partners need love and if you take this job apart from us us three and everyone
• 34:40
  on our team our hearts are we love people. You have to have that unifying characteristic before
• 34:47
  you hire someone of knowing what are your dreams what's your five-year plan what would be the
• 34:51
  coolest vacation you want to go on where do you go to church what's your dog you have to ask those
• 34:55
  questions to know are you going to love our clients and our business partners the way that they
• 35:01
  need and the way that they deserve to be loved they deserve to have that hope join opportunity
• 35:06
  because there's not much of that being given to them right now.
• 35:10
  I love that all right so let me ask a couple hard questions here. Hard is what I mean by that is
• 35:15
  less esoteric if you will right. Starting out I'm a newer loan officer it's you know roll back
• 35:22
  the clock Erica Elise whatever you're out there hunting right and we know it's a grind and
• 35:27
  realtor can be tough is it easier like is it more difficult whatever side of the coin you want to
• 35:34
  look at to have those I'm meeting with a realtor and I'm like well listen Elise what I really
• 35:40
  want to know is like what's most important to you in life you know and like you know what I mean
• 35:44
  like you start going down that road either you get the realtor resistance of like who the heck is
• 35:48
  this person asking me that like just close my loans right or you're like look at man I'm going
• 35:54
  to answer my phone 24 seven that's how I'm going to win your business is there a balance there or
• 35:58
  how do you approach that. I mean we literally just ask the question like what's most important to you
• 36:04
  about being successful and specifically about in a transaction or closing a loan you will probably
• 36:10
  ask that question but that's not necessarily what's most important. Yeah because for us the bigger
• 36:15
  picture is what's most important to everybody I mean we want to share like God's love and we want
• 36:20
  to join opportunity it's not about a loan if that's the medium that we need to use to serve people
• 36:28
  then that's the place that we've been given. Where do you got where are you from you guys.
• 36:34
  Like if you would I mean they're incredible it's like I don't have to say anything Jeff just let
• 36:40
  I have never a 260 interviews I have never heard somebody say God's purpose through alone. It's true
• 36:47
  no it's true I'm serious like that's pretty cool and I know you get different reactions
• 36:54
  to that but so what you know you gotta be you. Well and I think it's it's so funny I just went to
• 37:01
  we have a boys and girls clubs I don't know if they're everywhere but we have a boys and girls
• 37:05
  club I went to a meeting yesterday and I came into the meeting and and was my goofy bubbly self
• 37:11
  that like I always am and there's like eight people in the room right and and and I can't even
• 37:16
  remember what I was saying but I was just being me like I'm very open to be me and my my friend
• 37:23
  who's also a part of this group with me he's like oh my gosh you guys you should all know this
• 37:27
  is just Erica this is just who she is she comes in like this everywhere she goes and it's true like
• 37:34
  if I'm at a grocery store I'm telling the girl that's checking me out how cute she is like
• 37:43
  I'm just telling her how much I love her outfit or you know it's a little weirder when it's guys
• 37:49
  but I still try to give guys good compliments too um but that's just who we are so
• 37:55
  if it comes into like that meeting that Elise is talking about it's not a like we don't get
• 38:02
  resistance and and hardly ever do we get somebody who doesn't open up to us because we've
• 38:09
  already been very open to them since since the moment we started talking to them well it sounds
• 38:16
  I mean I get tired of having to talk about this and I know Todd Duncan's been talking about it
• 38:21
  for years I mean I got started in 2003 so I used to have his stuff on DVD you know and so hi
• 38:27
  truss has been around a while in Timberheen one of my original mentors um and why does it why
• 38:35
  you would think that more people would just all right let's put down the agenda and just be like if
• 38:39
  I met one of you guys right I'd be like all right listen I don't want to talk about business I don't
• 38:44
  want to talk like we can get there but I just really want to know more about you what do you into
• 38:49
  what do you like why do you do you know what I mean you come at it from that angle and why can't
• 38:53
  more people do that well you know Jeff we say that so we joke around all the time and I say
• 39:00
  I'm not gonna work with a real estate agent that I wouldn't have to my home for dinner okay and the
• 39:05
  reality of that is that wisdom is the best teacher right I can't teach you wisdom you're gonna have
• 39:10
  to have the experience to know and as being an originator at one point you know you understand
• 39:16
  that you can work with those people that you're not with them you're working for them
• 39:22
  and they're treating you like the gum on the bottom of their shoe and they're acting as if you're
• 39:26
  their slave and that you should be answering your phone between eight p.m. and three in the morning
• 39:32
  and the weekend and whatever and those that's not the way to do a viable business that is fun
• 39:39
  and a blessing to people and being a blessing in this community being able to do the outreach that
• 39:45
  we do and the things that we do for veterans and the things we do for the reverse mortgage community
• 39:49
  the different things that we do that we're really passionate about you have to have a heart to be
• 39:53
  in that part of it and if we're working with an agent that is all about the money they're about
• 39:57
  the transaction they're about lighting you on fire when something happens instead of locking arms
• 40:03
  with you and being your partner they don't get a play in this sandbox and they can go do loans
• 40:10
  with I wish I was a lender.com I don't care they can do whatever they want but it's not going to be
• 40:15
  with team Hubbard because it's not going to it's not going to bring anything to to this group to
• 40:20
  have that being treated that way. Yeah I wrote down you get what you tolerate. 100% and that's
• 40:28
  really what Todd teaches us which we've been doing for a long time is a high trust interview
• 40:33
  and you have to be able to have a high trust culture before you can do a high trust interview
• 40:38
  so I cannot go preach trust me unless I trust these ladies I have to trust that they're going
• 40:45
  to do they've been trained and they've spent a ton of time with me during during at least
• 40:51
  than I thought there's a bunch but at least was newer to me during the 2020 disaster and our
• 40:58
  team was so crazy that we were linked by video all day every day even if it was on mute kids were
• 41:03
  crying dogs were barking all the things were happening but we needed to be together because we
• 41:08
  being isolated in our homes was not working the beauty of that the blessing that came from that
• 41:13
  that we didn't expect was that you're literally having the opportunity for every client interaction
• 41:22
  can be watched by your team right everything they're doing I'm just listening I'm watching and when
• 41:29
  they're done we're critiquing we're talking it through we're walking through I loved how you
• 41:33
  did that I didn't love that like let's talk about you know hey the sale should look like this or
• 41:39
  did you did you miss this I want you to talk about like one this one thing and so we started this
• 41:44
  practice of when they would handle a client they would sell me the way they would sell the client
• 41:51
  and that means setting up the file setting up the system literally showing everything they would do
• 41:57
  and adhere all the options and then they would summarize it to me going how I would sell this client
• 42:02
  is this and that gave me such trust because when I got to a point where we were like minded in
• 42:09
  yep that's exactly what I would do it was like it's kind of like that you know smacking them on
• 42:13
  the hiding going go get it you've got it you're there right and I think having that blessing I know
• 42:19
  we were all under our desk in 2020 and it was tough and all the things and it's kind of a blur for
• 42:24
  all of us but the blessing in that for team Hubbard was we came out of it so much stronger because we
• 42:30
  do we are saying the same things we are doing the same things we're we are talking about Erica
• 42:35
  just had a meeting a couple days ago with a new business partner and we noodle it in our in our
• 42:40
  10 o'clock we do a meeting every single day at 10 o'clock when we get together we talk about leads
• 42:44
  and agents and clients and CPAs and financial planners and all the people we do business with
• 42:50
  and she brought this this new relationship to the table and said this is what I like this is what
• 42:55
  I don't like what do you guys think we kind of noodle it together like is this a fit and she even
• 43:00
  said if I'm in the service person I need to sell them this way because they're not for everybody
• 43:05
  and guess what neither are we we're not for everybody that's okay but but but when we get to bless
• 43:12
  business partners that we're in business with with great clients that already trust them because
• 43:16
  they trust us that's the coolest thing ever it's a win-win in our community right right um
• 43:24
  one quick point about that high trust interview uh uh I wrote this down because it reminded me of
• 43:30
  a quote I heard yesterday we've all heard that quote that people don't care how much you know until
• 43:34
  they know how much you care here here's what I heard yesterday you show people how much you care
• 43:40
  by the quality of the questions you ask oh yeah yeah that was a writer downer at the writer downer
• 43:48
  yeah that's why the high trust interview works by the way and this isn't you know it's not
• 43:51
  talking commercial but hey you know there's a mentor for all of us um but that's goes back to you
• 43:56
  want to differentiate yourself like in this current market we're in let's pivot right now talk about
• 44:00
  you know the shift right because 22 22 definitely has been a shift positive day today for rates
• 44:09
  the one thing that's certain is change and I think some people have already been scared out right
• 44:15
  some people are left I've gotten calls from L.O.s I do them out the arm retiring whatever
• 44:20
  and that's going to happen right the tide's going back out you at least said something earlier I
• 44:23
  wrote down as well is this is something many people don't think of is agents need empathy
• 44:30
  like a referral partner's need everybody needs empathy but right but let's talk about in the
• 44:33
  business context and and that's one place that if you could just show up and be empathetic and be
• 44:38
  like because a lot of L.O.s you can jump in the Facebook groups they throw realtors on the bus
• 44:42
  we see it all under the bus all the time um and they're in easy target you know but let's say
• 44:49
  there's a lot of bad L.O.s too so I get tired of that a little conversation but how about if you
• 44:53
  just be empathetic right and understand that the the stuff we're all going through it together if
• 44:58
  you're in real estate we're all going through this together how about we just set the you know
• 45:03
  the the posing aside and just be like so I'm curious how have you guys engaged with conversations
• 45:11
  to be empathetic or to address some of the shifts and changes that's you know got some people
• 45:16
  scared maybe yeah yeah um well I can take this unless two girls want to because you you guys
• 45:21
  are doing this really well too oh yeah well it's just an example of yesterday we have a newer
• 45:28
  agent in the industry he's working for a team lead who's an epic leader and doesn't a great
• 45:34
  great job as a realtor and and has built a great team and this the this particular person is
• 45:40
  got an incredible personality a wonderful heart and here he is you know less than a year in the
• 45:45
  industry and so we just reached out to him and said and I just said I I don't know what you need
• 45:50
  and I don't know how you're feeling today but my team and I are here and if you want to come in and
• 45:56
  talk about any of the problems that you're having or anything you want to overcome we can strategize
• 46:01
  with you and and walk beside you and and he's like when can I come you know so we met with him
• 46:07
  yesterday and it was simple stuff that he just had to get off his chest yeah his problems and his
• 46:15
  issues that he was having are going to be different than other people but if you don't ask the
• 46:18
  right question if you don't what what is your biggest fear in this market that's a great question
• 46:23
  what's your biggest fear about buying a home or going into this much of debt what is your biggest
• 46:27
  fear about you add it in there and somebody's going to talk to you about what that is and then
• 46:33
  you're going to be able to not just overcome an objection like a salesperson but like but actually
• 46:39
  have a conversation like somebody that you want to be in relationship with and and find out if
• 46:45
  you can problem solve together hmm something tells me there's going to be some more loyalty there
• 46:51
  than we close in six hours you know it takes the right question off the table it's it's
• 47:01
  I tell my kids this all the time and I think they're tired of hearing it for me but it's about
• 47:05
  relationships it it's literally who who are you in relationship with it's in relation with someone
• 47:12
  else that maybe you should know because you're all sort of like minded you all want to do life
• 47:16
  together and that's really that's the one question Jeff when I started talking to you about people
• 47:21
  across the country that have reached out that is super humbling and I even know what to do with it
• 47:25
  other than to just book these hour appointments with people and talk to them because I want to
• 47:30
  love on them the best I can but I've been where they all are and I get how hard this is
• 47:36
  that's the question I always get how did you do this how do you find them how do you and it's like
• 47:40
  it starts with the leader you have to have a servant's heart to lead you can't just be like well
• 47:44
  I know all the things and I have this ridiculously huge database and no it's not about that it's
• 47:50
  about being that leader and doing it with your heart and building the team that you want with
• 47:57
  the vision that is what is the most important thing and I said this on stage this generation
• 48:04
  these beauties right here this Disney princess kind of gals I have come on you know that's real
• 48:14
  um I mean yeah they they came to you know the old school way that we've done it for you know
• 48:21
  27 years for me it was you know you're working every you're working every single day there's no
• 48:28
  break I was required to call in on my honeymoon in the morning and in the afternoon every single day
• 48:35
  there was no time off that everybody was grinding so hard and that old school mentality is how
• 48:43
  I blew up my team because this generation they're not driven by money and prestige and all the
• 48:51
  things that I think you know I was the fifth woman hired in my company at the time it was all men
• 48:57
  and as if and they were literally like we better figure it out you get a you get an office in the
• 49:01
  basement and the fax machine was upstairs I lost so much weight on those stairs looking at
• 49:09
  value that was the best workout situation ever because you're running up and down but until you
• 49:13
  could earn your own fax machine downstairs right so like that was literally the way it was and so
• 49:19
  you came in on Saturday dressed from head to toe in case a customer stopped by or a case a
• 49:24
  realtor needed you to run to an open house this generation is like yeah no thanks that's not what
• 49:29
  we want we want a quality of life we want to be covered when we're on our honeymoon we want we want
• 49:35
  to have a long weekend with our girls and did not have to answer one phone call and by the way we want
• 49:41
  everybody to answer that call to that realtor that business partner that attorney or that client
• 49:46
  and we want to say the same thing that Erica wants me to say the same thing to her client that she would
• 49:51
  I want at least to say the same thing to my client that I would and we all know that about each other
• 49:56
  and that it doesn't matter who's client it is they all get that five star service and they get
• 50:02
  all of our brains in it and our hearts in it so it's it's a whole new way of doing business I know
• 50:07
  people think maybe it's a little bit off or crazy but this is how we're doing life
• 50:13
  no I don't think it's off or crazy I think that that's the direction we've been going for some time
• 50:17
  in this world right is that we do want more of what's meaningful you know I think of
• 50:23
  the quote from my friend Mark Schaeffer who wrote the book marketing rebellion and he says the
• 50:28
  most human brand wins right so you're creating a human brand a human company experience with you
• 50:34
  guys the way you've designed it so you're good that's why you're winning right all right got a few
• 50:39
  minutes left let me get a little bit tactical if you don't mind I'm really curious and I'm sure
• 50:44
  the listeners are like what if I was looking at a month your calendar let's say for activities that
• 50:50
  generates business what are some of the highlights that would be on it this could be realtor stuff
• 50:55
  events database what jumps out for you guys database database we're yeah thanks we love our clients
• 51:07
  right and so when it closes I mean we literally will say Texas pictures of how you set up your living
• 51:12
  room so we love those calls that we love doing our database calls our annual mortgage reviews
• 51:18
  that's a huge chunk of our calendar that's a huge chunk of our business okay okay so database calls
• 51:24
  Erica I know you wanted to get in on this yeah so number one and most important obviously is database
• 51:33
  and and then we also add in some other things so we're using the home bot right now and that's a
• 51:39
  really good touch point for our clients and for us just to check in on them see how they're doing
• 51:44
  and then our goal really is to have five partner meetings a week so we're meeting with
• 51:50
  five of our business partners every week every week and we try to be intentional with those and make
• 51:55
  them in person you have a different experience when you're in person you have a different experience
• 52:01
  when you get to be face-to-face and a different connection really so those are really important
• 52:08
  and then each of us kind of do different things within our community so I've got probably once
• 52:13
  a week I'm at a community type event and whether that's you know a chamber event or again the Boys
• 52:20
  and Girls Club which is what I'm really passionate about I'm always doing that every week I'm
• 52:26
  being intentional with my time and how I spend it fantastic how would you guys score yourself
• 52:33
  right now with the more I've been using this term hybrid loan officer right which is hybrid
• 52:38
  is more traditional stuff you just described the other side of hybrid is the more like digital and
• 52:43
  all that how how do you guys what comments do you want to add around that in terms of what you're
• 52:46
  doing like social etc. I mean I think we're fantastic I think they're fantastic they are really
• 52:59
  pushing me to be a little better about the whole social media stuff but those two I mean they
• 53:05
  are incredible with it and have done an amazing job I think that we've done a lot better of
• 53:10
  connecting the you know emotional to the AI all the things have to happen so really embracing that
• 53:20
  coming from old school right like there there are things that we can do together we're realizing clients
• 53:25
  don't like for an AI to text them 20 times like clients don't like you know they're like I'm not
• 53:31
  paying attention so you're also there's a way to do it to the point where you're going to hurt
• 53:37
  yourself not help yourself and so we do it you heard this on stage we do a team efficiency
• 53:42
  meeting that we try to do at least once a month it doesn't always happen sometimes something happens
• 53:47
  but where everyone gets to come to the table and talk about how is this thing that we're doing
• 53:52
  impact on the client experience is a good or is about could we could we we joke around and say
• 53:58
  can we throw some more glitter on that is there any more icing on that cake what else can we do to
• 54:02
  really really get out of the box and provide something amazing and so there's a lot more for us to
• 54:08
  do with AI there's a lot more with us to do with with me being connected with our clients home
• 54:14
  boxman a great way we have an incredible marketing company with Park Res that that are just in it
• 54:19
  with us and trying different things we but we are it's really important for us that that hand
• 54:25
  in combat that being in person being intentional we do a lot of charity stuff because our passion
• 54:32
  we love veterans we love you know the kids and homeless all the things that we are all passionate
• 54:38
  about and I think so we show up to that stuff a lot with our with our time and with our talents
• 54:45
  and our treasures we try to do it all but the reality is when you're going doing something that's
• 54:49
  really really you and it's not fake it's really how you believe in what you think then it's just
• 54:55
  going to be a joy it's just going to be another Saturday night where you're hanging out with people
• 54:59
  that are like minded so I don't think you ever lose that we do homes for heroes you know that's
• 55:03
  some technical piece of of what we do for our veterans and for our first responders and it's easy
• 55:10
  for me to say yes to stuff like that for the team on behalf of it because it's like yeah that's
• 55:13
  where our hearts are yeah we all absolutely want to do the very best we can for the firefighters
• 55:17
  and paramedics and the police officers and that's all really important to us because they're
• 55:22
  giving back so I think being in the community doing that is is more important to me than the next
• 55:31
  crazy cool technical thing that's trying to get a customer to call me. Mm-hmm love it love it
• 55:37
  okay so what would be and if you've done any planning yet for 2023 let's close out on this
• 55:43
  would be your top one to three initiatives for the coming year.
• 55:51
  Is it too soon to ask are they already gotten ready? They're already starting I'm gonna let the
• 55:56
  girl I'm dying to hear what theirs are. Are you wanting personal or professional because that's
• 56:03
  a really good question. Let's talk about personal Erica. I'm getting married next year. Oh my
• 56:12
  girlfriend. Cool. So I'm I'm super excited about that and I can't wait professional wise I am
• 56:23
  looking to grow some of my partners. I really want to get deep with some CPAs with some financial
• 56:31
  planners and attorneys so I'm really trying to to target certain people that are going to fit
• 56:37
  in our box and be able to utilize them for our clients just to dive deeper. Yeah fantastic thank you
• 56:47
  Elise would you like to yeah personally I definitely like the word I think for next year for
• 56:54
  me is going to be roots I just really want to I want to cook I want to be in a garden I want to
• 56:59
  go to church every Sunday I just want to home body but professionally definitely making that
• 57:05
  shift from realtor focused to financial planner CPA attorney focused I think it would be amazing
• 57:12
  us three we want to continue to be together as much as possible um and getting ourselves more
• 57:18
  margin in our day so maybe that means even adding someone to our team and continuing to grow
• 57:24
  and dominating our community there you go love it love it um you mentioned real quick um changing
• 57:33
  the focus a little bit from realtors is that just for diversity standpoint then more than anything
• 57:38
  else different sources yeah that's a great question um in in real estate agents are definitely
• 57:47
  don't have the control of the client as much as they used to the clients are getting even even
• 57:56
  if a client is referred to us by a real estate agent that they trust and love the first thing they
• 58:02
  do is go and look at our reviews right so they're you know you have to do a little of everything but I
• 58:08
  think really as a team we're focusing on we're this is the biggest financial decision they're making
• 58:14
  and we want the best heads in this we want your financial planner with us we want your CPA with us
• 58:20
  we want to make the best decision this isn't just about like close the mortgage pat you on the
• 58:25
  hiding and say goodbye we're in relationship with these people so to do that we have to look really
• 58:30
  big picture and that means finding the right I can't refer you to somebody that I know
• 58:34
  of interest if I don't know them and love them and trust them right that's just BS that has to be
• 58:39
  real so we spend a lot of time figuring that out in the market um I think that the real estate agents
• 58:46
  that we are in business with that we love that we trust that do an amazing job um are gonna that
• 58:52
  cream is gonna rise to the top they're going to continue to do a great job and they're going to
• 58:55
  get more market share because a lot of agents that are part time or have their toe in the water
• 58:59
  are running scared right um so that's I think why that's that's more like minded business um but but
• 59:07
  we've we've always been a 90% purchase shop we are a purchase shop that is what we do and
• 59:13
  our realtor partners are incredibly important to us and we'll continue to be incredibly important
• 59:17
  to us um it's just a matter of how how else do we impact their business too because we have to
• 59:22
  figure out a way to help them be successful so that they stay here too um and so it's really also
• 59:29
  about like like we have some really great partners right now realtor-wise so I don't want to like
• 59:34
  lose sight of that but it's about going really deep with them and you can't go deep with
• 59:41
  100 realtors right you can't you can't so so we have to we have to now shift that to the value
• 59:50
  going back to the client you've got these great realtors already we love and trust and our clients
• 59:55
  love and trust them now let's add this extra extension to this for them no I love that and thank
• 1:00:02
  you for clarifying I have said that for years you know going deep versus wide and and as your business
• 1:00:07
  matures right you get those extra choices and now what I'm sensing is that you're at this place
• 1:00:13
  where I think the concept is a good better different it's like so so you start with like the core
• 1:00:20
  foundation of the business let's just say that's realtors as a source of business so what happens
• 1:00:24
  is too often most people before they get better they're just in the good category they wind up
• 1:00:28
  adding additional stuff shiny objects and everything and therefore they never really get go
• 1:00:32
  from good to better because in order to go in order to do different you got to get better first
• 1:00:36
  at the thing you're already doing you know what I mean yeah or else you're spread too thin and
• 1:00:40
  it doesn't really optimize this then you're like chaos and crazy which we know can happen so I
• 1:00:45
  think that yeah that's funny because I ask of it all the quote top producers even though with this
• 1:00:50
  talk about realtors then the disruption and this and that and you know still the core business
• 1:00:56
  like you said with the right realtors who are growing and who are approaching it from the right
• 1:01:00
  way they will continue to adapt and thrive and survive and we'll always need that type of personal
• 1:01:06
  wonderful client experience that that is provided by a local in market mortgage professional
• 1:01:12
  right track okay read and green cool well listen um we are like one minute left and I've taken
• 1:01:19
  such time from you in your busy day you get to get back to the market and the rates and quote and
• 1:01:24
  lock and all that kind of stuff because it's a great day great market I can't thank you guys
• 1:01:28
  enough this has been wonderful conversation I'm really grateful for you making time to be here so thank
• 1:01:32
  you thank you for asking us it was really cool to have you come up and introduce yourself and ask
• 1:01:37
  to do this we were super honored we've been really excited to get this time with you and
• 1:01:42
  love what you're doing so thank you for making a sub part of it that that means a lot to our group
• 1:01:46
  we appreciate it you bet I'm just trying to bring awesome conversations to people that help
• 1:01:51
  make a difference in their life so six years now I think hopefully we're doing that okay so by
• 1:01:59
  the way everybody who wants to connect more but look out because you said people connect with you
• 1:02:04
  but links to like your Instagram email whatever it is that we put in there that your website that's
• 1:02:09
  how for those listening that want to learn more about this amazing team Hubbard listeners if you
• 1:02:14
  like this episode you know what to do leave us a review see you on the next one
• 1:02:45
  hey guys what's up real quick you've heard about the mortgage marketing pro membership before
• 1:02:50
  and I just want to quickly remind you if that you're in a place in your business where you simply
• 1:02:54
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