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How to Say NO to Agents and Get Your Life Back with Jake Wade · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
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the real estate agents is essential for success.
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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
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of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
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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.
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Hey listeners, what's up Jeff Zimper, your humble host.
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Once again, for another episode of mortgage marketing radio, you know, it's funny when
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I do these intros.
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Sometimes I'm just, gosh, I'm thrilled to have you here.
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Appreciate your being here and I want you to know that I am.
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I'm very much thrilled that if you're tuning in, you've been tuning in for some time,
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I am grateful for that.
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And look, you could reach out to me anytime.
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You want to share a topic, a comment.
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You want to suggest a guest I should interview.
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You can email me anytime, podcast at mortgagemarketingradio.com.
1:39
So check it out.
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Also don't forget as we're transitioning through the rest of 2020, right?
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How are you preparing for the shift away from REFI as that does begin to happen?
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What percentage of your businesses purchase right now?
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Are you investing in your realtor relationships, your referral partnerships so that you can
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keep those sticky solid because that is the oil well that's going to continue to feed
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you through the ups and downs?
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Should we have a small impact to the interest rates for refinances?
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You know that an impact can be fast and immediate and significant.
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So I want to help you prepare for that.
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I want to help you continue to build your realtor referral relationships in a fun,
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stress-free, non-cold calling way.
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How about never making a call call to a realtor again?
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How about never having to pay to play?
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How about never having to chase?
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How about having an educational platform that attracts agents to you?
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So you become the go-to lender adding more value than any other lender in your town
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and building loyalty, building trust, having a unique differentiator that gets agents
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to respond, that gives you a platform to reach out and build your personal brand with
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agents.
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It's unbelievable.
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How do you do that?
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Well, you need to follow a system.
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Number one, it can't be just from the hip, right?
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You need to follow a plan, right?
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You need some guidance and you need the right tools and systems to do that.
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Good news.
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We've got the plan and the system and the tools.
3:01
It's called the Mortgage Marketing Pro membership.
3:04
And what it is is a little library of on-demand, zoom ready to go, done for you classes that
3:11
aren't on mortgage, right?
3:13
Although we do have a brand-new first-time homebuyer class in there, but on topics, hot topics
3:17
that agents want to learn about, social media, digital marketing, business planning, you name
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it, right?
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And we equip you to be able to facilitate and host these classes in a very stress-free
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way where you don't have to be the expert, right?
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But they are coming to you to learn this information and from that you will drive conversations,
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meetings, over Zoom or in-person.
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And thus, you will create this value-based relationship, which creates reciprocation
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and wants to refer to you, right, clients, because you're adding more value to them than
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just being a lender, which we know we need to do more than that.
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So you want to learn more?
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Go here.
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Mortgagemarketing.pro forward slash join.
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Got a brief video up there.
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We do weekly calls.
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By the way, the podcast we just released in this past episode was from Janelle Poole,
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right, who's one of our pro members.
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That gave you a snapshot into sometimes what we do on our coaching calls for our pro members
4:10
as we do these hot seats.
4:11
We're always talking about our members are coming to the table with ideas, we're helping
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people execute holding them accountable.
4:16
So mortgagemarketing.pro forward slash join.
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All right, let's transition to my special guest this week, who happened to pluck from
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the stage of Todd Duncan sales mastery, Todd Duncan I've got a ton of respect for, helped
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me get started in the industry way, way, way back and was a mentor for me.
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And so Todd now this year, of course, did his sales mastery virtually, and I'm watching
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and I see this gentleman Jake Wade from Sonoma County, California talk about going from
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on demand to in demand and having those difficult conversations when you need to no longer
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if you're at a point in your career where you are getting burned out, spread thin, you
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don't want to play the on demand 24, seven, call me at 8 o'clock at night, kind of stuff.
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And how do you transition away from that?
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How do you have those conversations, what's the process you go through to make that adjustment
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in your business?
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Well, that's why I wanted to bring Jake here to the conversation today because he's done
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that and he's been on a rocket ship, kind of restarted over in the business after two
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year hiatus.
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So in 2017, he did 18 million, 2018, 27 million, 2019, 42 million, 2020.
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I think he's on track to do 60 to 70 million, 155 units and knows what he's talking about.
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So wanted to have this conversation with Jake and to help you if you've ever had difficulty
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wondered how do I have the conversation with realtors so that I don't need to be on demand
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24, seven, and how do you be more selective in who you work with because there's enough
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other people, there's enough people out there that are willing to do business on your terms.
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So hopefully today's conversation helps without further ado, let's get into this week's
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show.
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Jake Wade, welcome to the show.
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Hey, thank you for having me.
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Appreciate you being here.
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You're hot off the stage from sales mastery 2020, man, how'd that go?
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It was incredible, you know, I wanted to go out there and do a live, I wanted to go
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out there and see Todd and give him a hug and feel that good energy, you know, it was
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amazing.
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You know, every year that I go to one of these things, it's like a shot in the arm of some
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high trust and some good energy.
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And so with COVID and all that, it was definitely a trip to go out there and film for, you know,
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an hour, but well worth it.
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And you've met Todd, you know, his energy is just off the charts.
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Yeah.
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Todd, it's so funny because my story, I started in 2003 and I was reading some of your
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bio.
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You've been in the industry a long time too.
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Yeah, Todd, man, I used to have his sales mastery, like DVDs on the shelf, you know, and
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we put those into the computer nowadays, you just watch the stream, baby.
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Yeah.
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Yeah.
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Totally.
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No, so all right.
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Let's jump into it.
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So here's why I wanted to pluck you off of the stage, so to speak and appreciate your
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flexibility.
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Because this was literally two days ago, I think, right?
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You were on the stage.
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You talked about a concept that comes up a lot when I talked to loan officers, which,
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you know, the title of your session with Todd was going from on demand to in demand.
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And but what you really talked about was the whole concept of like when we all first
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started this business, we want to be available 24 seven, right?
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You know, where I'm going.
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Yeah.
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I outworked anybody.
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Call me week as nights, whatever, and you played that game for a while, didn't you?
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Yeah.
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Yeah.
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I mean, you know, one of my realtors came up with the tag line.
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She's like, well, you just started, Mr. Make it happen, aren't you?
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And so kind of stuck.
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And I, that was good when I was starting and, you know, everyone called me.
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I got a hard one.
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I can't do or I need you.
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But I learned after about a year and a half, like that, that maybe even a bad strategic
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move there because it set the premise of exactly that.
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Mr. Make it happen.
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Call them 24 hours.
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Call them one in the morning.
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They'll get up and do a pre approval for you, which I did.
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I mean, if I told you some of the stories of stuff I did to gain new market share, it
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would blow your mind.
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But yeah, I think every L.O. goes through that.
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I don't care how successful you are now.
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There was one point you were fighting for scraps, you know?
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Yeah.
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So at some point, yeah, you have to do that to kind of prove yourself, I guess.
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Now that you're, by the way, how many years have you been in the business?
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This would be 16.
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16.
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And you switched over to pinnacle when a few years ago?
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So I actually worked until 2013, full-time in the industry, took a break for three years.
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I mean, I still did a couple deals, refer them out, blah, blah.
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So I team fresh into pinnacle in a new town, zero relationships, zero realtor clients.
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So I kind of started over, if you will, in January 2017.
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Wow.
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Okay.
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So take us fast forward.
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2019, what was units and volume, and what do you kind of track in this year?
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2019, I did, so I'll just give you that, 2017, I did 14 million, 2018, I did 27 million,
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2019, I did 42 million.
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And this year, I'm projecting somewhere between 64 and 70 million, and that's my personal
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production.
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Right.
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And I know you're in California, so let's put this in the context for our folks in Indiana.
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Roughly, how many units that is, roughly, I mean, you just ballpark?
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I'd say probably about 155, 160.
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Got it.
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All right.
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So you're rocking it.
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Yeah.
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Okay.
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So you started basically from ground zero in 2017.
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That's a fast clip.
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Number one source of business is, past clients, so you're really good at database farming and
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all that.
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Okay.
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Okay.
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Okay.
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So past clients number one, then number two, realtor, realtor, okay.
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I want to roll back to clock a little bit to how you first started, then we'll bring
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it up to modern day.
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But when you first started, you're just blowing and going, you're out there, Mr.
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Make It Happen.
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This is 2017.
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How did you get attention from realtor's?
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How did you get noticed and get conversations?
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I'm pretty fearless, so I mean, I would just walk into a room, and I would look for things
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that I liked, right?
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Oh, I liked your sunglasses.
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Oh, those are nice pair of shoes.
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I have a green pair or whatever.
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You know what I mean?
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So I would look for similarities, but honestly, I'm pretty fearless.
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I mean, I would go to networking events and just introduce myself to as many people as
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I could, you know, see someone with a nice car in the parking lot, start a conversation.
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I mean, you name it.
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I was doing it.
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You know, you got to remember at this time, I came off a three-year hiatus working part-time
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as a, working full-time as a personal trainer, just for something to do.
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But my 2016 touch turn set 32 grand, right?
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So fast forward January 17, or excuse me, January 17, I have a new baby on the way, right?
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So all these things, I was hungry.
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I was hungry again, just like I was when I was 22 years old.
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Right.
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All right.
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So you had a big compelling why, yeah?
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Yeah.
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Yeah.
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Big reason to get your motivated.
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So you got after.
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So you're just, it was the hustle factor.
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You're out there just doing everything you can.
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Like we said, the 25th.
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I was in, yeah.
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I was in B&I.
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I was in, you know, leads for, I was in multiple networking groups, multiple, I was just out
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there.
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I was, you know.
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And did that stuff work?
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Somebody did and somebody didn't.
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And what I learned is the stuff that worked for me, I did more of the stuff that didn't,
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I just kind of let go.
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But in the beginning, right, you've got to try a lot of different, especially if you're
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coming out of this.
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You do all.
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Yeah.
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For zero experience, you're, the name of the game is awareness.
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Who the hell is Jake Wade?
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I don't know.
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Yep.
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Yep.
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And then you got to prove yourself.
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Somebody's got to take a flyer on you and be like, all right, I love your hustle, man.
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I'm going to flip you a bone.
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Yeah.
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Yeah.
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I mean, I worked a lot open houses, holy folks.
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I worked a lot open houses because I realized early on that that was the way that to be
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in front of that person one on one less distractions, you know, really gets no.
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And I think that's what started kind of my formulation of getting into like high
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trust or the relationship based model is, I just hang out with these people.
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And I was normal.
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I was trying to put on a show.
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I was just being me.
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So.
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Yeah, being you.
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That says a lot there.
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Okay.
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So at some point then now we're, you know, 2017, 2018, you're building volume, you're building
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relationships, referrals and all that kind of stuff.
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Was there a point where you kind of had this awareness or recognized, you know, like,
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hey, you know what, man, I'm burning the midnight oil.
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I need to change some things.
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I can't be 24 seven.
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Yeah.
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So it was a, it was a two part equation.
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I went to, I had, I had basically figured out that now I was getting up business where
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I didn't have to take on the very, very hard loans.
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And I was realizing they, I was starting to realize it took me a while.
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I hit my head a few times to realize that I was spending more time on these loans just
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trying to be the hero and probably missing the feels that I should be focusing on and
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not.
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So I do one loan and lose out on three, right, because I'm, so that was kind of the start
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of it.
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And then yeah, the second part was just emotional toll.
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I mean, I'm a pretty open book.
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That first year, my daughter's life, I was not, I was not home much.
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And after about a year of that, I was like, you know what, this isn't, this isn't why
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I'm doing this.
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I'm doing this so I can be with my family, not be away from my family.
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So I think all that.
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And then realizing that I had to set some boundaries, right?
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Just like anything in life, like you have to set those boundaries for success.
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You have to set those boundaries for personal reason, you know?
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So I think all those in culmination, I just started to realize, like, okay, you need
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to have like some work life balance and figure out when you're going to work and when
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you're not going to work and then communicate that.
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And I think the last part of communicating that was like the gold moment, like, oh my
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gosh, I'm going to say this right now, and I'm going to tell someone no, and I might
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lose them and fear, you know, all those things.
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Yeah, and I'm glad you went there because that's exactly where I want to spend the
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bulk of our rest of our time talking about because a lot of loan officers, even in their
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established, right?
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You know, a lot of loan officers like the bitch and moan about realtors and complain.
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Right?
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And I get it.
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I get the whole conversation, but you know, probably better than a lot.
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That's just a choice you're making to work with those people, right?
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So maybe give us an example of how do you identify who you're going to cut loose?
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How did that conversation go?
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Kind of what happened from there?
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Yeah.
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So there were a couple that right off the bat.
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And just I was like, I kind of, I, well, I remember I wrote down a list, right?
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And I like one side of the column, this is who I don't like working with.
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Well, it was more a list.
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And then I just started kind of making notes next to their name.
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And like, right, immediately, there were like two or three that wrote, like, this
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has got to be a breakup.
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Like, this has to be a breakup.
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There's never anything going to cut it this.
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We just don't work.
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And that's okay.
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They probably work better with people than me.
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And I work better with, you know, same thing.
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So there are probably three or four.
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Then a meet of them, you know, good chunk of them was, Hey, I know, like, you kind
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of got used to me, like, kind of being like, Hey, call me up Saturday.
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I'll be there on Sunday for an open house or, Hey, you know, text me eight o'clock.
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And then I'll drop what I'm doing and go do a pre-approval.
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I just need to have some conversation.
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Like, I need to tell you that like, Hey, my life's changing a little bit.
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And I want to spend time with my family.
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And the thing is, is it was the truth.
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If there wasn't that, I want to go golfing or I want to go party or I want to work.
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It was really, I want to spend time with my family.
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So I think because that was the truthful, intentional reason, people know
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when you're bullshitting and when you're not.
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And then, you know, once I said that, the next step was these people started to see
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spend, see me spending time with their family.
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And then the, like, amazing thing happened.
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How'd you do that?
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How'd you do that?
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And so my readers started wanting that same life balance.
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And so it was this weird kind of alignment that happened.
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And yes, I still did work open houses.
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And yes, I still worked on the weekends.
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And yes, I still do to this day.
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But that was, that was, now it's 20% of my, of my schedule, not 90% of my schedule.
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Right, right.
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You're not sacrificing family anymore because of, yeah.
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And I still work a lot, but I know, I, I know how to set those boundaries now.
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Do you are, do you have, you know, some people have this policy like after a certain hour?
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I don't answer my phone.
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I don't really have that, but I do let people know when I'm not going to be available.
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Like I have a text message ready to copy and paste to my realtor segment of my phone book.
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And, you know, I sent it out this morning.
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I said, hey, guys, just select, you know, I'm only going to be in the office until Tuesday.
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My daughter and I are going to go get some ice cream and then go to the park.
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If you need anything, please send me an email, one of my team members, again,
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the importance of delegation now in team, one of my team members or I will get to it
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either over the weekend or Monday.
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If it's an emergency, texting and people do that.
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Sometimes they cross the boundary and then they text me for like a pre-approval.
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That's not getting somebody to tell Monday.
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And I just have to remind them, like, hey, you know what, I come in at 6 a.m.
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So like Monday is okay if we do this.
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Oh, yeah, sure, no problem.
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So it's really about communication.
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And if you work with the right people, that is not hard to do.
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You should be able to talk to, in my opinion, you should be able to talk to your
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realtor's candidly, openly, honestly and with love.
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And do you think L.O. struggle with that?
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Is that an issue you think for people?
17:48
Yeah, why?
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I think, I think a lot of people, I think some L.O.
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think you have to put on a show or you have to say the right thing.
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I'm authentic and some people don't like it and some people do.
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But I'll tell you, I make them good living off the people that do that.
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I'm okay with that.
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I guess it's that old saying there's enough people out there who will do business
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on your terms, you know?
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Yeah.
18:14
Yeah.
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And that doesn't mean everyone's smile, you know, I go, you know what?
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No problem.
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I'll jump on and drop that for him.
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I'm doing anything right now.
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But yeah, I think, I think communication, honest communication is tough
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unless you have built the foundation of a trusting relationship and a true
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relationship.
18:34
Yeah.
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If it's a referral partner, someone that just calls you to get a quick
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pre-approval, that's not a partner.
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That's someone calling to get a quick pre-approval because they know you'll do it
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to drop the hat.
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Well, what's the difference?
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How do you know the difference between a true partner?
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And because that sounds like a daily thing, realtor, hey, I need a pre-approval.
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The realtor that just sends you a referral and you say, hey, I'm spending time with my
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family.
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Can I get it to you tomorrow morning?
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I then may call Lender B and then never talk to you again.
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That's someone who's not your partner.
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Someone who's partner who goes, hey, can I get that pre-approval?
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Is it okay to like tomorrow morning?
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Yeah, sure.
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Just before 8 a.m.
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because the offers are due by me.
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Now, that's a partner.
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Yeah.
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So a funny story from my past and I was an originator is, I had this guy, you know,
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he was courting him, wanted to get his business really, and I worked it, worked it like
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crazy.
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And I did.
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And then about six months into the relationship, he starts playing the game where leaving me
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a voicemail, hey, if you don't call me back within 30 minutes, I'm calling on that whole
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game.
19:31
Yeah.
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And you're just like, hey, man, we got to talk.
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So, all right, this is going to be very honest.
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So, and I don't say this out of ego, but I do it to kind of prove point, I have had
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that happen to me.
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And basically, my response was great.
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Do you want the name of three great ones that I know?
19:48
That's awesome.
19:51
That's even better.
19:53
Yeah.
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I think the thing, channel, L.O. struggle with, especially early on, but even ongoing is just,
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even when I started, you know what I mean, confidence.
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I didn't, I was, I was, it's the word apprehensive about pursuing successful realtors because
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I thought they had their act altogether and all this kind of, then you get to, you realize,
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oh, my God, these people are screwed up.
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You know?
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Yeah.
20:19
So, so one of my first mentors, last coaches, Roger Savvy, I don't know if you've ever heard
20:23
the name, but wonderful trainer, wonderful guy.
20:27
We talked about when the first thing we talked about is perceived indifference, right?
20:30
So, perceived indifference means that realtor doesn't want to hear from you.
20:34
That realtor doesn't want to talk to you.
20:36
You, the thing, the self talk, you tell yourself as a newer L.O., like you are perceiving
20:42
the indifference between you two before you've even given, before you've even given a shot.
20:47
And that was a huge one for me and it kind of goes back to, you'll never get the business
20:52
if you don't ask for the business.
20:54
And really, what's the worst thing that can happen?
20:57
They can tell you to go fly a kite, big deal, you know?
21:00
What do you think about L.O.s getting hung up on feeling like they don't have anything
21:05
unique or different to add a value, you know?
21:08
We're, hey, I got rates, I got loan programs.
21:10
What's different about me?
21:14
I think, I think you always have to strive, like, you know, Todd talks about this a lot,
21:20
but like you have to be a differentiator, right?
21:21
Like you have to find your own brand, you have to make yourself different.
21:24
You know, throw a rock and you hit a loan officer these days, right?
21:27
But to really differentiate yourself, yeah, so I think that comes with confidence.
21:32
I think that comes with discovery, right?
21:34
So you have to look within and say, who do I want to be?
21:37
Who do I want to be in six months?
21:38
Who do I want to be in six years?
21:40
Who do I want to be in 60 years, you know?
21:43
So I think thinking about those things and then becoming extremely intentional about what you're going to do revolving your brand.
21:51
Are you going to do social media?
21:52
How is that going to look?
21:53
You know, when you show up to a meeting, what sucks are you going to wear?
21:56
What shoes are, you know, like what is your brand and what are you going to get really intentional about?
22:01
So I think that kind of goes hand in hand with that.
22:04
I, I'm, I'm a huge, when I coach and when I train people, I have always saying be authentic, be authentic, be authentic, be authentic.
22:13
Because again, I think if you're authentic, the right people will be in your life.
22:19
If you are being you and you are being authentic in how you care about your business, how you care about your clients,
22:25
how you care about the perspective relationship with this new realtor, then you will get the authentic, you'll get the right people.
22:33
You know what I mean?
22:33
If you're trying to be fake or put on a show, you're going to maybe win some people over, but you're always going to be putting on that show.
22:41
Yeah.
22:42
So I love what you're saying there, be authentic and all that stuff.
22:45
And it is a process sometimes for finding what that is for you, your voice and all that.
22:50
Seems like you're pretty confident with who you are.
22:53
So you're in, you're in, where are you again in Northern California?
22:58
No, no county.
22:59
No, no county.
22:59
So it's pretty laid back up there, right?
23:01
I mean, is anybody, you've learned sport codes or what?
23:04
I was, yeah, I mean, I were sport codes for it.
23:07
Okay, it's definitely not like when I worked in the financial district where I wore a full suit, you know, every single day.
23:13
It definitely isn't.
23:15
I mean, I have shorts and a T-shirt on right now on footplops.
23:18
I can go see any one of my realtor partners and they went bad and I, it's summertime in Sonoma County.
23:22
You know what I mean?
23:24
I think, I think when you're a younger or not, I mean, when you're a newer L.O., you definitely have to show up more polished.
23:31
You definitely, you know, I mean, that's part of it.
23:34
First impressions.
23:35
But yes, first impressions are huge, but I think, you know, when I coach younger L.O., I think that show up polished, show up knowing your stuff, show up in a nice, you know, outfit or whatever.
23:46
So I think that's part of it, but that doesn't mean you, you, you, you, you fake your intentions or you fake her, you are anything like that.
23:55
You're just showing up dressed to impress.
23:58
Yeah, for sure.
23:59
And also what I can tell about you, I think, is that if I'm correct, that you're not showing up and it's not about what you can get, right?
24:08
It's about what you can give.
24:10
I, I regularly use the word surf, I always, you know, how can I serve you, how can I help you?
24:17
I go into every single partnership, asking questions about how I can help their business, because here's the thing.
24:25
If I, we are human, they are trying to get something from me, I'm trying to get something from them, but I am not taking it in self interest.
24:33
I am truly wanting to invest so that they become a true partner in their business.
24:38
So, you know, I do the high-trust interview, I talk to people, I regularly check in with my realtors, I work with exclusively, hey, what kind of do that help you?
24:48
Oh, nothing, everything's great.
24:49
I said, there's nothing you've been struggling with lately, due to the shift in the market with increased buyer demand.
24:54
Well, you know, I, you know what I mean?
24:56
So, I'm constantly probing that, how can I help, how can I serve, how can I help?
24:59
And that doesn't stop just because you solidify a relationship, because their business change, your business change, your personality changes, what you need changes.
25:08
So, you need to be, in my opinion, asking that continually, because it forces you to continually approve and stand your game with that relationship.
25:17
Are you doing anything like, you know, agent masterminds or Facebook groups or anything like that with your agents?
25:23
Um, I did, yeah, I have done some Facebook groups.
25:27
I've got done a few small get-togethers.
25:30
I haven't really done too much of that with the COVID thing, but I will tell you, I text and check in with my realtors.
25:38
I mean, there's probably a week that doesn't go by that I talk to almost my whole database.
25:43
And sometimes it's not even business, right?
25:45
Hey, saw this on Facebook, how was your run?
25:48
Because that's really, so I think what I've done a really good job at is two things.
25:54
The thing connected with my realtor database and saying connected with my client database.
25:59
I mean, I send out five checks every Wednesday to five people in my database.
26:04
I do five handwritten cards every Wednesday to five people in my database.
26:08
And I send five personalized voicemails to five people in my database every single Wednesday.
26:13
And I've been doing that since 2017 religiously.
26:16
Wow, and it pays off.
26:18
Yeah.
26:19
Yeah, that's fantastic.
26:20
And you're also doing some other things as we wrap up here in the last few minutes.
26:24
I noticed when I was looking at your website, you are part of give back homes.
26:30
Yes, I am.
26:31
Yeah.
26:32
So I've had them on twice, man, I really love what they do.
26:35
Yeah, so that's one of the charities I'm part of, but it is by far the,
26:43
I don't know, the coolest, the most hip, the kind of like, I don't know, their whole,
26:47
their whole, their whole branding and their whole message is just so cool to me.
26:51
And it's a younger, you know, generation of getting back.
26:56
And I really like that.
26:58
Yeah, Cory Robinson, one of my friends and top realtors in Marin County got me involved with them.
27:04
It's incredible.
27:05
And what's really cool is I'm not giving money back just internationally, but I've gone over to the builds in Oakland.
27:12
I've gone to the ones in San Francisco.
27:14
I lived in San Francisco for a decade.
27:16
I've given back to the community there.
27:18
You know, I've done soup kitchen.
27:19
I've done it all, but to do this in my now profession is really cool.
27:24
Yeah, for sure.
27:25
And of course, you know, it's focused on realtors.
27:28
So, you know, talk about a networking, a charitable organization where it puts you in front of realtors.
27:33
I'm just curious if you ever, well, you got a local, local friend and top realtor there.
27:38
Sometimes like in the past, when I've had that month, I've tried to show lenders,
27:42
hey, here's a great thing you could introduce to your realtors that they would find tremendously value.
27:48
Talk about, hey, how do I value to your business, right?
27:50
Give back homes is wanting something.
27:51
Yeah.
27:52
Yeah, no, definitely.
27:53
I honestly hadn't even thought of that.
27:55
I've just kind of given them money, but I mean, if I can talk to my realtor database about that.
28:00
Yeah, that's a great idea.
28:01
Yeah, fantastic.
28:02
All right.
28:03
Anything else you're doing, you know, for the rest of this year, we basically have a quarter left.
28:07
We got COVID, right?
28:08
We're still kind of working our way through that.
28:10
Anything that you've done significantly different post COVID had to adjust your, you know, your business or your pursuit of referral relationships.
28:20
Um, you know, definitely working from home a lot more face time, a lot.
28:25
I've really tried to do use face time for my clients and my realtors database.
28:30
I just formed a new partnership with the large real estate company that we're going to be, you know, the new inhouse lender for.
28:37
So it's going to be interesting because we're going to have to start that via Zoom and all that.
28:42
But what I have found is it's almost easier to an extent because I can schedule 12 calls back to back and hit all 12 of those.
28:51
If I had to drive, cut that in half.
28:53
Right.
28:54
Right.
28:55
So you are leveraging Zoom technology to stay connected and build those relationships and all that.
28:59
Absolutely.
29:00
That's interesting in house.
29:02
That could be a whole separate conversation in house lender.
29:06
It's a double edge sword, isn't it?
29:09
Yeah, but I always think if you go, if you start the relationship right and then both people aren't just invested into your point of what can you give me?
29:17
What can I give you?
29:18
And if you really have a shared vision, which I do have with this group, I think it'll again be a different differentiator.
29:26
No, that's awesome.
29:27
It's funny because that hasn't been talked about much a lot.
29:29
I don't see that bubbling up on the channels or all that kind of stuff, you know.
29:34
And I think that to your point, the right, it's all about relationship.
29:36
That's what it comes down to.
29:37
And that's the only time those things really work.
29:39
So good for you, man.
29:40
Well, I know you're busy and you want to go have ice cream with your daughter.
29:43
I appreciate you making time.
29:44
I really wanted to dive into the whole difficult conversations with realtors and we definitely should have some nuggets.
29:49
Hey, if anybody wants to connect with you, where's the best place to send them?
29:53
J way to PCM.
29:55
PCMloan.com or find me on Instagram.
29:59
Jake Wade.
30:00
Mr. Make it happen.
30:02
Man, I want to see banners and t-shirts and all that stuff.
30:05
You got it.
30:07
All right, man, I appreciate you being here and listeners.
30:10
You know what to do if you like this episode.
30:11
Feel free to leave us a review and we'll see you on the next one.
30:14
Bye for now.
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