Latest / The Elite Real Estate Podcast / Moe Hassan | Rocket Mortgage Insider Reveals What's REALLY Happening With Rates, Buyers & The 2025 Market

Transcript

Moe Hassan | Rocket Mortgage Insider Reveals What's REALLY Happening With Rates, Buyers & The 2025 Market · The Elite Real Estate Podcast

0:06
SPEAKER_03: Real estate means mindset, marketing, and momentum.
0:08
SPEAKER_03: I'm your host, Jimmy Nelson, and today we are coming to you live from the Royal Oath Insurance Group right here in Clinton Township, Michigan.
0:15
SPEAKER_03: Big shout out to the entire team here.
0:17
SPEAKER_03: Royal Oath is more than just an insurance agent, they're your promise keepers.
0:20
SPEAKER_03: Whether it's auto, home, business, life, or health insurance, they're here to protect what matters to you most.
0:25
SPEAKER_03: You can check them out at RoyalOathInsurance.com or give them a call at 586-238-3535.
0:31
SPEAKER_03: And of course, today's episode is brought to you in part by our friends at Connection, the CRM built for closers.
0:36
SPEAKER_03: If you're a real estate agent, entrepreneur, or small business owner looking to automate, follow up, and close more deals and stay top of mind, then Connection is your secret weapon.
0:44
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0:48
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0:57
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1:04
SPEAKER_03: Alright, guys, let's get locked in.
1:05
SPEAKER_03: We've got a powerhouse show lined up today.
1:07
SPEAKER_03: And if you're in business of real estate or just building something big, this one is for you.
1:12
SPEAKER_03: Good morning, good morning, good morning, everybody.
1:14
SPEAKER_03: Welcome into the Elite Real Estate Podcast.
1:16
SPEAKER_03: And where we go live every Friday morning, and we're live everywhere right now.
1:21
SPEAKER_03: YouTube, Instagram, Facebook, wherever you can find the Elite Edge Network.
1:24
SPEAKER_03: And if you go to the EliteEdge Network.com, find out all of our information there.
1:28
SPEAKER_03: Um the Elite Real Estate Podcast, find that wherever you find podcasts, and uh we'll go from there.
1:34
SPEAKER_03: But I'm always excited on a Friday morning, man, when I get somebody in studio, because it's the best in studio experience, I think, um, to have this face-to-face.
1:44
SPEAKER_03: My man Mo Hassan from Rocket Mortgage.
1:46
SPEAKER_03: What's up, my man?
1:46
SPEAKER_03: How are you?
1:47
SPEAKER_03: What's up, bro?
1:47
SPEAKER_02: Thanks for having me.
1:48
SPEAKER_03: Of course, man.
1:49
SPEAKER_03: Such a pleasure.
1:50
SPEAKER_03: Of course.
1:50
SPEAKER_03: Now, Mo's gonna show me up because he's got this radio voice.
1:53
SPEAKER_03: Like, he's got this, you know, like for those old folks who remember like Alan Allman, right?
1:58
SPEAKER_03: Like, you you don't even remember who Alan Allman is, do we?
2:00
SPEAKER_03: I wish I did.
2:01
SPEAKER_03: Yeah, so so he was a late night radio show host here in Detroit.
2:05
SPEAKER_03: Okay, and like it was pillow talk with Alan Allman.
2:08
SPEAKER_03: You know what I mean?
2:09
SPEAKER_03: Like, so all the ladies loved Alan Allman, and that's why the ladies love you because it's that you know, you got that that voice.
2:15
SPEAKER_02: Yeah, it just recently happened a couple of years ago.
2:18
SPEAKER_02: Someone's like, hey man, I like your voice.
2:20
SPEAKER_02: It's kind of it's kind of you know, you sound like like an Arab Jason Statham.
2:28
SPEAKER_03: Ah, that's fantastic.
2:29
SPEAKER_03: Uh, an Arab Jason Statham.
2:31
SPEAKER_03: I love it.
2:31
SPEAKER_03: I love it, man.
2:32
SPEAKER_03: So uh Mo, you're uh you're a uh loan officer, mortgage guy, right?
2:37
SPEAKER_03: And uh you've all you've always spent your time on the in this industry and the mortgage side, right?
2:41
SPEAKER_03: Never in Delton real estate because you're like, I'll let you guys run around with chickens with your head cut off and run people around.
2:47
SPEAKER_03: I'll tell you, I'll just write the loans.
2:48
SPEAKER_03: Yeah, yeah, yeah.
2:49
SPEAKER_02: Only only on like if I'm buying property or anything.
2:52
SPEAKER_02: Yeah.
2:52
SPEAKER_02: Never have I ever sold as a real estate agent.
2:54
SPEAKER_03: Yeah.
2:54
SPEAKER_03: It's been mortgages the entire time.
2:56
SPEAKER_03: I love it, man.
2:56
SPEAKER_03: And how long have you been doing mortgages?
2:58
SPEAKER_02: It'll be six years in July.
3:00
SPEAKER_02: July 2nd, 2020.
3:02
SPEAKER_02: It's the first day I remember.
3:03
SPEAKER_02: Like it was yesterday.
3:04
SPEAKER_02: It's crazy.
3:04
SPEAKER_03: Yeah.
3:05
unknown: Yeah.
3:05
SPEAKER_03: Dubai.
3:06
SPEAKER_03: What was that first day like?
3:08
SPEAKER_02: Well, you know, it's uh I was at his I was an assistant manager at a T Mobile, corporate T Mobile, prior to, and I'd kind of worked my way up.
3:16
SPEAKER_02: Uh worked all through college as a you know, as a mobile expert, as they called it.
3:20
SPEAKER_02: So I sold T-Mobile, became a manager at that story right here in 16th in DeQuinder.
3:25
SPEAKER_02: And uh I had a customer of mine who came in, he's like, Hey man, you gotta come work for Quick and Loans.
3:30
SPEAKER_04: This call is being recorded.
3:32
SPEAKER_02: You are in the wrong profession.
3:34
SPEAKER_02: And uh so I I did the interview with Quick and Loans at the time, and it was like a complete step back.
3:39
SPEAKER_02: It was like starting fresh.
3:41
SPEAKER_02: Like, you know, I'm already I built my way up to manager of the store next to getting into corporate, and then now I'm going all the way back to square one.
3:50
SPEAKER_02: But I saw the promised land.
3:52
SPEAKER_02: I saw what was waiting.
3:54
SPEAKER_02: And that's what drove me at the time.
3:56
SPEAKER_02: So I was excited.
3:58
SPEAKER_02: So much friction.
4:00
SPEAKER_02: You know, what are you doing?
4:01
SPEAKER_02: Are you going, oh, you're riding the quicken train?
4:03
SPEAKER_02: Oh, you're you're gonna do that.
4:05
SPEAKER_02: Oh, let's see how long you'll last.
4:08
SPEAKER_02: I'm like, I don't really care what you have to say.
4:10
SPEAKER_02: I'm right, I'm gonna give this a go.
4:12
SPEAKER_02: 22 years old.
4:13
SPEAKER_02: This is what I do, I'm gonna try.
4:15
SPEAKER_02: Yeah.
4:15
SPEAKER_02: And it's been a ride.
4:16
SPEAKER_03: Yeah.
4:17
SPEAKER_02: It's been a ride.
4:18
SPEAKER_03: Yeah.
4:18
SPEAKER_03: It's an interesting place because you know I work there too.
4:21
SPEAKER_03: Yeah.
4:21
SPEAKER_03: Right.
4:21
SPEAKER_03: So it's an interesting place because I I learned more about business in my you know, five years there.
4:27
SPEAKER_03: Yeah.
4:28
SPEAKER_03: Um, than anywhere else.
4:29
SPEAKER_03: You know what I mean?
4:30
SPEAKER_03: Like 100%.
4:31
SPEAKER_03: I I I I I owe a lot to uh stage presence, presentations, a lot of that's I learned a ton of that there.
4:38
SPEAKER_03: You know what I mean?
4:39
SPEAKER_03: Like I always I never was afraid of public speaking in my entire life.
4:42
SPEAKER_03: Like it never, I don't know why.
4:44
SPEAKER_03: It just you know, I don't know if it goes back to the sports and playing in front of crowds.
4:48
SPEAKER_03: Like, you know, it never bothered me.
4:50
SPEAKER_03: But like what what what Quicken did with me was they they they understood that I was a coach coming in, right?
4:56
SPEAKER_03: So I was coaching at the time.
4:58
SPEAKER_03: Basketball.
4:59
SPEAKER_03: And they just like opened that to me like and it was it was a lot of the and I owe a lot to the people that was around me, like Tony Knuckles, um right.
5:07
SPEAKER_03: Yeah, so I was I just had a I just had conversations with Tony this week.
5:11
SPEAKER_03: Um, but like you know, showing me like, hey, you you're doing this already.
5:15
SPEAKER_03: Now do do it like this.
5:17
SPEAKER_03: You know what I mean?
5:17
SPEAKER_03: 100%.
5:18
SPEAKER_03: And so it was like a really eye-opening to me.
5:21
SPEAKER_03: And I, you know, I owe a lot there, man.
5:22
SPEAKER_03: Like you learn a lot.
5:23
SPEAKER_03: It's and quick, yeah.
5:25
SPEAKER_03: Well, you gotta be quick.
5:26
SPEAKER_03: Yeah, it was because you gotta be quick or you're out.
5:29
SPEAKER_03: Oh yeah, yeah.
5:31
SPEAKER_02: It often does times feel like that.
5:34
SPEAKER_02: At the time it was COVID, and so they were like the training was so minimal.
5:39
SPEAKER_02: It was 30 days safe past that you're on the dialer.
5:42
SPEAKER_04: Yeah.
5:43
SPEAKER_02: 30 days, and uh and within 90 days, I'm a full-on banker.
5:48
SPEAKER_04: Yep, yep.
5:48
SPEAKER_02: And they're like, You're doing the same exact thing as a triple crown banker that's been here 20 years is doing.
5:53
SPEAKER_02: You're like, wow.
5:55
SPEAKER_02: The same thing.
5:56
SPEAKER_02: Yeah, and then you get on, and it's just at the time it was just like call, call, call, call, call.
6:01
SPEAKER_02: You're selling three percent of people at seven, six.
6:05
SPEAKER_02: It wasn't exactly very difficult.
6:07
SPEAKER_02: You didn't have to be a very good banker to to you know, to get a bunch of that bats.
6:12
SPEAKER_02: So even if you weren't inherently good, they had such a system lay down that safe book.
6:19
SPEAKER_02: You read that book three, four times, you will pass.
6:23
SPEAKER_02: Yeah.
6:23
SPEAKER_02: I I I I'm not I'm not a you know, standard form uh test taker.
6:28
SPEAKER_02: Like I'm not the best at it.
6:29
SPEAKER_02: But I followed the system and I tried.
6:31
SPEAKER_02: I tried.
6:32
SPEAKER_02: Like I remember I was like, what I want is on the other side of this.
6:35
SPEAKER_02: So I was selling cars in my buddy's dealership at the time on the weekends, working at quick and all the time, you know, studying all week, selling cars, reading the book on the fourth week, take the test.
6:47
SPEAKER_02: Then you're on the phone.
6:48
SPEAKER_03: Yeah, on the floor selling.
6:49
SPEAKER_03: It's a it's a it's a wild ride, man.
6:51
SPEAKER_03: So so because my last role there, um I was the co banker coach uh in the foundation.
6:58
SPEAKER_03: Oh, yeah, yeah.
6:59
SPEAKER_03: So that was my role, right?
7:00
SPEAKER_03: So I rolled around the floor, hopped in the live calls, listen to people how our people were talking to them.
7:05
SPEAKER_03: Oh, those who?
7:08
SPEAKER_03: They say this.
7:09
SPEAKER_03: Yeah, yeah.
7:11
SPEAKER_03: Because they miss, you know what I mean?
7:12
SPEAKER_03: Like and it it's a pretty cool tool.
7:14
SPEAKER_03: Um, again, I wish I could do that with realtors, right?
7:17
SPEAKER_03: Like I wish I could have a bunch of realtors in a room, have them call in to try to set appointments, and then me just roll in there and go.
7:23
SPEAKER_03: You know, it's so like a banker once I'm an example.
7:25
SPEAKER_03: I always bring this example up.
7:27
SPEAKER_03: Like he was on the phone, I'm listening live, and uh the the client, the customer was like, Yeah, I you know, I work, I just got my I just got engaged and you know, we're going on, and and he's like, Oh, good.
7:39
SPEAKER_03: And he he moved right to the next thing.
7:40
SPEAKER_03: I'm like, whoa, whoa, man.
7:42
SPEAKER_03: I go, Didn't you just hear he just said he's he just got engaged?
7:45
SPEAKER_03: Like, this is it now.
7:46
SPEAKER_03: Sell this guy because he just got engaged, he's got to buy a house, feel good, yeah.
7:50
SPEAKER_03: And he went back to it, you know what I mean?
7:51
SPEAKER_03: Like, but I'm like, those are but again, you spend so much time on the phone, yeah, you miss stuff.
7:56
SPEAKER_02: That saved the call.
7:57
SPEAKER_02: Yeah, like you letting him know to go back, because like he him sharing that, if he didn't want to share it, he wouldn't have.
8:03
SPEAKER_02: Right.
8:04
SPEAKER_02: And he mentioned it because he's inherently proud, like he's happy about that.
8:08
SPEAKER_02: Yeah, make him feel good about it.
8:10
SPEAKER_02: Yeah, you know, it's uh a big part of what I do and what we do is making people feel good about the decision that they're making.
8:19
SPEAKER_02: And I watched this video literally this morning.
8:21
SPEAKER_02: He goes, People don't like to be shopped or uh or to be sold, but they love shopping with their friends.
8:28
SPEAKER_02: And uh you're not there to sell them, you're there to make them feel good about the decision they're embarking on.
8:35
SPEAKER_02: And you're there as they're a confidant, and that way they feel comfortable.
8:39
SPEAKER_02: And the way you do that is exactly that.
8:41
SPEAKER_02: You make them feel good about what they're doing.
8:43
SPEAKER_02: Congratulations.
8:44
SPEAKER_02: That's a big step.
8:45
SPEAKER_02: I'm so happy for you, and I'm honored to be a part of this and and and to be part of this journey and where you're gonna go and hopefully get married, build a family, have you, you know, have your starter family, and you know, have your few kids and maybe a dog, and the first, you know, a couple barbecues and you know, the for the baby shower, having everybody over for Christmas on Thanksgiving, all the holidays, like those those are the moments that keep people coming like, hey Mo, we just had Christmas.
9:12
SPEAKER_02: This wouldn't have been possible if it weren't for you.
9:13
SPEAKER_02: And I'm like, come on, man.
9:14
SPEAKER_02: Like I punched I crunched some numbers and I talked to you on the phone.
9:17
SPEAKER_02: Like, I didn't do much, like you know, but it it to them, what we do is so it's it holds a really valuable piece in there.
9:24
SPEAKER_03: Yeah, a hundred percent, man.
9:26
SPEAKER_03: Like, and with again with this voice, everybody's listening right now.
9:29
SPEAKER_03: Like, Mo's gonna how many how many loans you can write today?
9:32
SPEAKER_03: You start caught, just start calling people early in the morning, man, and just get just start rolling with close some deals.
9:38
SPEAKER_03: Yeah, it's funny.
9:39
SPEAKER_01: They're like, You got a face for radio.
9:41
SPEAKER_01: No, I got a I got a voice for radio.
9:44
SPEAKER_03: I got the face for radio.
9:45
SPEAKER_03: No, that's not.
9:47
SPEAKER_03: Um, but no, man, it it's true.
9:49
SPEAKER_03: And I think you're right.
9:50
SPEAKER_03: I think that's one of the things that we miss out a lot in this business, in our industry, is that we're lit literally like changing people's lives.
9:57
SPEAKER_03: You know what I mean?
9:58
SPEAKER_03: Like we are literally, you know, us as realtors, we're going and showing the houses and or selling the house.
10:04
SPEAKER_03: And again, selling's not always fun either, right?
10:06
SPEAKER_03: Because somebody there's two things that happen in this country every day death, divorce, and usually a house sale comes with it.
10:13
SPEAKER_03: Well, selling a house because of those two reasons isn't great.
10:15
SPEAKER_03: Isn't that fun?
10:16
SPEAKER_03: You know what I mean?
10:16
SPEAKER_03: But it has to be done.
10:17
SPEAKER_03: Right.
10:18
SPEAKER_03: Right?
10:18
SPEAKER_03: It has to be done and it has to be done with care.
10:21
SPEAKER_03: Sure.
10:21
SPEAKER_03: And I think that's the same thing like you talk about, like, yeah, you're writing loans, right?
10:25
SPEAKER_03: Like it's some somebody from the outside can go, yeah, you just write a bunch of loans.
10:28
SPEAKER_03: Like, that's all you're doing.
10:29
SPEAKER_03: But literally, if you're saving that person financially, right, whether that's a refi because they need to pull some money out, whether that's whatever that situation is that they need at the time, maybe it's medical bills, maybe it's just credit card consolidation, whatever the case, like you're changing that person's life.
10:45
SPEAKER_03: Yeah, you know.
10:46
SPEAKER_02: It's um well, it it's all how you you you you know you position the frame.
10:52
SPEAKER_02: And uh, you know, like like so I remember some I was talking about the power of working with clicking loans under Rocket now on one of my videos, and how we don't sell the loan off and how that holds value because you know you're not gonna get sold, you know, bombarded by a bunch of people to one main point of contact.
11:08
SPEAKER_02: And someone made a comment, he goes, Mortgages are a dime a dozen.
11:12
SPEAKER_02: There's nothing special about you.
11:14
SPEAKER_02: And I I read that comment and I'm like, to some extent, he's not wrong.
11:17
SPEAKER_02: Right, to some extent, he is not incorrect.
11:21
SPEAKER_02: And the only thing that differs me besides price and reputation and brand name is the relationship.
11:29
SPEAKER_02: That's the only thing that differs me.
11:31
SPEAKER_02: That's the only thing that'll hold any weight when someone else calls him and sells him a half point, quarter point.
11:37
SPEAKER_02: Right, with a name that they don't know.
11:38
SPEAKER_02: Yeah, they don't care about the name.
11:40
SPEAKER_02: What's your rate?
11:41
SPEAKER_02: Well, we'll get there.
11:43
SPEAKER_02: I'm I'm not here for just this.
11:45
SPEAKER_02: Yeah, I'm here to connect with you.
11:47
SPEAKER_02: Yeah, wherever you are, you've got my two.
11:52
SPEAKER_03: Mo's got the burner phone.
11:57
SPEAKER_01: It's it's it holds value, man.
11:59
SPEAKER_01: It really does.
12:00
SPEAKER_02: It's nice, it's nice having two on the like people are like, oh, it's too much.
12:03
SPEAKER_02: It's really not.
12:04
SPEAKER_02: It really isn't.
12:05
SPEAKER_02: And it's there's something about when you're off, you just turn that off and you're like, that's that's that's off.
12:11
SPEAKER_03: Yeah, I can kind of so for you for you LO's out there watching right now, you need to get two phones.
12:17
SPEAKER_03: Because you're gonna have one that shot that you because if you have just one work and then one is one is my personal, yeah.
12:23
SPEAKER_03: Yeah.
12:23
SPEAKER_02: Like, you know, if you don't, you know, you're you we're not friends, friends.
12:28
SPEAKER_02: Like this is my personal.
12:30
SPEAKER_02: Which one am I in?
12:32
SPEAKER_02: Both.
12:32
SPEAKER_02: Yes.
12:33
SPEAKER_02: You're in both.
12:35
SPEAKER_02: Because you're also as realtor and then as Jimmy J.
12:40
SPEAKER_03: Oh man.
12:41
SPEAKER_03: But I you know, you're touching on something I think that again, we we talk a little uh in this industry in general that we we miss out on a lot.
12:50
SPEAKER_03: And that's building that relationship, you know, and and whether that's the relationship between you and the realtor or you and your client.
12:57
SPEAKER_03: And I think realtors a lot of times, again, I can go shows the nice part I like about you know, going to show houses, right?
13:04
SPEAKER_03: Is that you're you're making a relationship now with that person face to face, you know, and that's probably harder for you guys, is because it's not a lot.
13:12
SPEAKER_03: You guys don't get a lot of face-to-face.
13:14
SPEAKER_03: Yours is typically over the phone, which for those of you that are in sales out there, the make creating that relationship over the phone not easy.
13:23
SPEAKER_02: It's not easy, but there's unconventional ways to go around that.
13:27
SPEAKER_02: This is something that's kind of taboo, but social media, yeah.
13:31
SPEAKER_02: And having a page where it's not like I'm just adding you in my personal face, you know, I'm adding you to a page where I'm making content specifically for what we're talking about.
13:40
SPEAKER_02: Hey, do you have social?
13:42
SPEAKER_02: I'd love to connect.
13:43
SPEAKER_02: And so many times, oh, I didn't know that's what you look like.
13:46
SPEAKER_02: You know, I'll get that all the time.
13:49
SPEAKER_02: Yeah, over the phone.
13:50
SPEAKER_02: Like it's funny because initially, when you first start and you have no idea what you're talking about as a banker, and you're scared and you feel like you're getting thrown to the wolves, and you get a client that knows something about something, and they're actually hammering you with questions, and you're just like, I don't know the answers to these questions.
14:04
SPEAKER_02: You know, it's like and you're getting bombarded and no one's answering.
14:07
SPEAKER_02: And then the first year was on Zoom.
14:09
SPEAKER_02: My first year was completely remote.
14:11
SPEAKER_02: Yeah, so I didn't even I haven't met my directors, all these clients I'm talking to all over the country I've never met.
14:16
SPEAKER_02: I'm sitting in my room, I'm talking to all these people all over about some of the most massive decisions they've made, and I'm like, what's going on?
14:22
SPEAKER_02: But the the the um in the beginning, you hide behind the brand and you leverage the fact that they don't know you, it's fine that you don't know because you're on the phone with me because it's it's quick and loans.
14:36
SPEAKER_02: Right, okay, because you know the name.
14:38
SPEAKER_02: But then soon after I had a mentor who was like, listen, if you don't focus on these relationships, this lake that everybody's drinking of right now, which is the five percent rate, it's gonna dry up.
14:50
SPEAKER_02: Eventually you'll be parked.
14:52
SPEAKER_02: So it's like you need to start focusing on the relationships now.
14:55
SPEAKER_02: That was in the beginning of 2022 when rates were still low.
14:58
SPEAKER_02: Yeah, that's when I embarked on referral-based, referral-based, referral-based.
15:03
SPEAKER_02: And thank God for it.
15:05
SPEAKER_02: It's very soon after when the spike happened.
15:08
SPEAKER_02: That that was the shakeout.
15:10
SPEAKER_04: Yeah.
15:11
SPEAKER_02: When I started Rocket was hiring 400 people a month, 400 people a month.
15:15
SPEAKER_02: Yep.
15:16
SPEAKER_02: And then I remember in my class there was like 286 people, and then within a year, there's like 10, and then two years in there's three, and then now there's literally me and one other person left.
16:08
SPEAKER_02: Everyone else has left.
16:09
SPEAKER_02: Eddie Hadar.
16:10
SPEAKER_02: Shout out to Eddie.
16:14
SPEAKER_02: He's still rolling.
16:15
SPEAKER_02: Uh-huh.
16:15
SPEAKER_02: But uh first you hide behind the brand, and then you build a name for yourself, and that's really how you're able to refer.
16:23
SPEAKER_04: Yeah.
16:24
SPEAKER_02: Hard to earn, easy to maintain.
16:26
SPEAKER_03: Yeah.
16:27
SPEAKER_03: Well, it is if you're doing the right things, right?
16:31
SPEAKER_03: Like, that's the the main the maintain thing is just having conversation.
16:34
SPEAKER_03: Yeah.
16:35
SPEAKER_03: You know what I mean?
16:35
SPEAKER_03: Like, it seems easy, but I but that's one thing we lose a lot.
16:39
SPEAKER_03: I mean, there's you know, narrow statistics for us as real estate agents.
16:42
SPEAKER_03: Um, I just read this uh last week.
16:45
SPEAKER_03: But 80 they did a poll, 84% of people that bought a house said they would use the same realtor again.
16:52
SPEAKER_03: But less than 20% do.
16:54
SPEAKER_03: Really?
16:55
SPEAKER_03: Yes.
16:56
SPEAKER_03: 20%?
16:57
SPEAKER_03: Yeah.
16:57
SPEAKER_03: That seems crazy.
16:59
SPEAKER_03: Yeah.
16:59
SPEAKER_03: Because the realtor doesn't stay in touch with them.
17:02
SPEAKER_03: 20%?
17:03
SPEAKER_03: That's it?
17:04
SPEAKER_03: Yeah.
17:05
SPEAKER_03: Yeah.
17:06
SPEAKER_03: 20%.
17:07
SPEAKER_03: Yeah.
17:08
SPEAKER_03: Because the realtor doesn't, we don't, we don't like inherently we're we're not good at staying in front of people.
17:15
SPEAKER_03: We're on to the next.
17:16
SPEAKER_03: Like, we're on to the next, we're on to the next.
17:17
SPEAKER_03: And it, you know, it's same thing happens in mortgages, right?
17:19
SPEAKER_03: Like you're on, we're on a lot of mortgage guys.
17:21
SPEAKER_03: Next, next, next, next, next, next, next, next.
17:23
SPEAKER_03: I can hear Chris Olsterland.
17:25
SPEAKER_03: He's like, drip campaigns, drip campaigns.
17:28
SPEAKER_03: Put them on a drip campaign.
17:31
SPEAKER_03: It's true though, right?
17:32
SPEAKER_03: Like that's but that's where that's where technology has helped us.
17:38
SPEAKER_03: Oh, yeah.
17:38
SPEAKER_03: Tremendously.
17:39
SPEAKER_03: And if you're not, but but again, same thing with realtors, though.
17:42
SPEAKER_03: The way I coach when I coach and train teams, it's like the first thing I look at is their systems.
17:48
SPEAKER_03: Because what's your system and your process is doing?
17:50
SPEAKER_03: Are they are they drip campaigning?
17:51
SPEAKER_03: Are they staying in front?
17:52
SPEAKER_03: Are they are you staying on top of mind?
17:54
SPEAKER_03: Do you have a newsletter that's going out?
17:55
SPEAKER_03: Like, do you have like are you staying in front of your people, especially your past clients?
18:01
SPEAKER_03: Because they'll go somewhere else.
18:03
SPEAKER_03: Like they'll click on Zillow again and find somebody else.
18:06
SPEAKER_03: They'll get another agent.
18:08
SPEAKER_03: Yeah, you know, and so that they'll get one and they and and not they because they don't realize what we do, right?
18:15
SPEAKER_03: We're 1099, you know, we don't make any money unless we sell houses.
18:19
SPEAKER_03: And but the general population doesn't understand that part, right?
18:23
SPEAKER_03: So they just think, oh, the you know, you're getting a paycheck.
18:25
SPEAKER_03: It's like, well, no, no, not unless we buy something, right?
18:29
SPEAKER_03: Like, not unless you buy something, I don't get paid.
18:31
SPEAKER_03: So that that's a big part of it.
18:32
SPEAKER_03: So that but we you know, running big teams.
18:35
SPEAKER_03: I literally had we we had agents get you know, click get a Zillow lead, they go out, show them the house.
18:42
SPEAKER_03: And the next day, a different agent gets the same gets the same person because they went back to Zillow and clicked on a different house and they got a different person.
18:50
SPEAKER_02: Yeah, yeah.
18:51
SPEAKER_02: You see, that's something I I appreciate.
18:53
SPEAKER_02: Like I haven't had this issue since I was at T-Mobile where I have to deal with my colleague dealing with the same client.
19:00
SPEAKER_02: I haven't ever had to deal with that.
19:01
SPEAKER_04: Yeah.
19:02
SPEAKER_02: And it rockets all big where that rarely happened because there's so many leads, and then I've been referral-based all over.
19:09
SPEAKER_02: My business is pretty scattered all over the country.
19:11
SPEAKER_02: So it's like the likelihood that someone I work with gets in contact with a deal of mine, very unlikely.
19:16
SPEAKER_04: Yeah.
19:17
SPEAKER_02: But I can see how that would be completely different.
19:20
SPEAKER_02: But it's wild to me because I feel like getting like the real estate agent holds a more weight to the client than the mortgage person does.
19:29
SPEAKER_02: But I guess there's more, there's it's an easier avenue because the Zillow and Redfin and whatever, like there's so many different avenues like to connect the client with the product versus in mortgage.
19:41
SPEAKER_02: They're like, I don't know what product I need.
19:43
SPEAKER_02: You know what I mean?
19:44
SPEAKER_02: I just need someone.
19:45
SPEAKER_02: Oh, well, I remember Mo was the guy that helped me the last time.
19:48
SPEAKER_02: Let me just call him.
19:49
SPEAKER_04: Right.
19:49
SPEAKER_02: Versus there's something that's like sexy to the eye, but they're like, I don't remember him.
19:53
SPEAKER_02: I just need this house.
19:54
SPEAKER_02: I can you get it?
19:55
SPEAKER_02: I'm not gonna wait for him to respond.
19:56
SPEAKER_02: Like, you're ready right now, just show me this house.
19:58
SPEAKER_02: Yes.
19:59
SPEAKER_02: Yeah, I feel like that's just me thinking.
20:01
SPEAKER_03: Yeah.
20:02
SPEAKER_03: And it's again, it goes, but it goes back to creating their relationship.
20:05
SPEAKER_03: Exactly.
20:05
SPEAKER_03: If you don't create the relationship, then it doesn't matter, right?
20:09
SPEAKER_03: And and that's how I coach agents all the time, too.
20:11
SPEAKER_03: Like if you're not creating that relationship where that client is gonna stay with you no matter what, right, you know, they're signed well, you know, because now we have buyers agency, right?
20:18
SPEAKER_03: Like, so you gotta, you know, you gotta get buyers agency.
20:20
SPEAKER_03: And uh, you know, some people are skeptical, like, I'm not signing, I just met you.
20:24
SPEAKER_03: Why am I signing a contract because we just met?
20:26
SPEAKER_03: Um, and so we have individual ones, like we have single use ones, and then we have ones that will lock you in for however much time we need to lock you in for.
20:34
SPEAKER_03: So we have two different styles, but but again, we still need them.
20:37
SPEAKER_03: But it's I think that again it goes back to cultivating that relationship, making sure that that person's not gonna just go to some other some some other random person.
20:46
SPEAKER_03: Um, you know, and and again, like if you're going out of town as a realtor, if you're leaving the state or whatever for the weekend and you have a client you're actively working with, like set them up with an an a partnered agent with you.
20:58
SPEAKER_03: Because they'll go find if they see something over the weekend and you're gone and because you should be able to take vacation, right?
21:04
SPEAKER_03: It shouldn't be like you're locked in here to to do this, but like make sure that you know you communicate that with your client.
21:10
SPEAKER_03: Because they'll go somewhere else.
21:20
SPEAKER_03: Alright.
21:22
SPEAKER_03: Um but so you know, how do you you you mentioned something that um you you you have these relationships right all over the country.
21:33
SPEAKER_03: So explain that part to me, the the rocket local right?
21:37
SPEAKER_03: Like what is how is that different than rocket culture?
21:42
SPEAKER_02: There's like an epidemic at uh rocket roll retail right now where they're like the because they're working directly with the client, a lot of times what goes overlooked is working with the realtor.
21:58
SPEAKER_02: And what you people need to understand that if you're an MLO is that when it comes to purchase business, your client more so in the transaction is the realtor than the client themselves.
22:12
SPEAKER_02: Because at the end of the day, if they're buying a home then they're qualified.
22:17
SPEAKER_02: And if they're qualified, that'll come.
22:20
SPEAKER_02: But you need the realtor on your side because they're the ones doing all the handles.
22:25
SPEAKER_02: They're the ones where most buyers, unless they're an accredited investor that knows what they need.
22:30
SPEAKER_02: And you know, most buyers are following the realtor like your mommy and daddy.
22:35
SPEAKER_04: Yeah.
22:36
SPEAKER_02: I I I I this just ha what does this mean?
22:38
SPEAKER_02: They're asking me for this inspection side.
22:43
SPEAKER_02: So you need the real Filter on your side.
22:45
SPEAKER_02: And the way you do that isn't by selling them or telling them to write a script.
22:51
SPEAKER_02: It's by genuinely being and I don't mean this, you know, you know, uh uh it's just being the guy or gal.
22:59
SPEAKER_02: It's just being the guy, like you're there and you get it done.
23:03
SPEAKER_02: If you can do it, you tell them.
23:04
SPEAKER_02: If you can't, you tell them.
23:06
SPEAKER_02: And you're just accessible.
23:07
SPEAKER_02: You get things done.
23:08
SPEAKER_04: Yeah.
23:08
SPEAKER_02: And when you do that and you shoot them straight, no one wants to waste, you know, wants their time wasted.
23:13
SPEAKER_02: So it's like at the time when Rock Rocket Local started in October of 2022 and uh started as franchise banking.
23:19
SPEAKER_02: There was 35 of us who were they were like, if you closed at least 10 organic closings inside six months, you got this opportunity.
23:28
SPEAKER_02: And they told us they're like, you will have the opportunity to work strictly off of referrals.
23:34
SPEAKER_02: There's a different compensation package.
23:36
SPEAKER_02: But the stipulation is you're no longer going to take leads.
23:39
SPEAKER_02: And that scared a lot of people.
23:40
SPEAKER_02: Oh yeah.
23:41
SPEAKER_06: Well you no more leads.
23:43
SPEAKER_02: You can take five a day.
23:45
unknown: Five.
23:46
SPEAKER_02: That's what we'll sell it.
23:47
SPEAKER_02: So it was initially scary, but at the time, I was working closer with Michael Brennan.
23:50
SPEAKER_02: I don't know if you know.
23:51
SPEAKER_02: Yeah.
23:52
SPEAKER_02: Mike Brennan, John Sokken, Chris Osterland, Sam Neeman at the time.
23:55
SPEAKER_02: All those guys had a massive influence over me.
23:58
SPEAKER_02: Massive because I saw these cats, they're like cool cats, a decade or so old, older than me.
24:04
SPEAKER_02: Working off referrals, working with what seemed like their friends.
24:08
SPEAKER_02: The way that they're talking on the phone is different than hi, this is Mohassan over here at Rocking Mortgage.
24:12
SPEAKER_02: How can how can I help you?
24:14
SPEAKER_02: You know, it's a little bit more informal.
24:16
SPEAKER_02: That's where I thrive.
24:18
SPEAKER_02: Is that, you know, that that connection piece.
24:20
SPEAKER_02: And um, I was already not taking as many leads.
24:24
SPEAKER_02: I was already working off of referrals a little bit as I was building more and more.
24:29
SPEAKER_02: So all I did was every time I had a lead that I closed, I'd call the realtor and I'd let them know, and they'd say, Oh, I'm not gonna work with Rocket at the time, you know.
24:37
SPEAKER_02: I I I've heard so many things, I'm not interested.
24:41
SPEAKER_02: And I'd be like, Listen, if I was working, you know, if I was a real estate agent and I had one deal on the month and that deal didn't close, and I thought it was, I'd hate the company too.
24:53
SPEAKER_04: Yeah.
24:54
SPEAKER_02: If I thought I was going to get paid and I didn't get paid because of this company, I would not like this company too.
24:58
SPEAKER_02: I'm like, rockets the car, but I'm the one driving.
25:02
SPEAKER_02: You had a bad driver.
25:04
SPEAKER_02: My promise to you is I know how to drive.
25:06
SPEAKER_02: I probably you've probably had a different point of contact each time you've worked with her.
25:09
SPEAKER_02: Well, that's no longer the case.
25:10
SPEAKER_02: I'm your guy.
25:11
SPEAKER_02: Here's a cell phone number.
25:12
SPEAKER_02: It's not a 100 number.
25:14
SPEAKER_02: I have referral pricing.
25:15
SPEAKER_03: It's a burner phone, but it's not.
25:16
SPEAKER_01: It's not, it's it's the 17th world, man.
25:18
SPEAKER_01: It's I swear it's not.
25:24
SPEAKER_01: It's in better condition than the personal.
25:25
SPEAKER_01: Look at the personal, look how jacked up.
25:28
SPEAKER_01: Yeah, because that's the money.
25:29
SPEAKER_03: That's why.
25:30
SPEAKER_01: It is.
25:31
SPEAKER_01: It is.
25:32
SPEAKER_02: Uh it really, really is.
25:33
SPEAKER_02: But it's it's it's so good.
25:34
SPEAKER_02: It's so good having it.
25:35
SPEAKER_02: I uh I wouldn't trade it for the world, honestly.
25:38
SPEAKER_02: But uh I told him, look, I'm gonna be your guy, and then you get a call on a Saturday afternoon at 4 p.m.
25:45
SPEAKER_02: Hey Hey Mo, this is George.
25:47
SPEAKER_02: We talked a couple weeks ago.
25:48
SPEAKER_02: I have this deal, offer needs to go in by 6 p.m.
25:51
SPEAKER_02: Can you make it happen?
25:53
SPEAKER_02: And you show up and you call the listing agent.
25:56
SPEAKER_02: You let them know that I'm you know their documents are impending, but I'm letting you know again, the aisle looks good, credit looks good.
26:01
SPEAKER_02: I don't see any reason slowing us down.
26:03
SPEAKER_02: Here's my cell phone, call me if you have any questions.
26:05
SPEAKER_02: Looking forward.
26:06
SPEAKER_02: Also, when when I knock your socks off with this deal, I'm gonna come back for more.
26:09
SPEAKER_02: And I plant that seed with the listing agent.
26:11
SPEAKER_02: And I sure sure as I'll come back.
26:13
SPEAKER_02: And that's it.
26:14
SPEAKER_02: It's a it's a it's a series of plenty planting seeds and following through.
26:18
SPEAKER_02: Planting seeds and following through, planting seeds, follow through.
26:21
SPEAKER_02: Call your shot, follow through.
26:22
SPEAKER_02: Call your shot, follow through.
26:23
SPEAKER_02: You do enough of those relationship curated.
26:26
SPEAKER_03: Yeah.
26:26
SPEAKER_02: And that's it.
26:27
SPEAKER_03: Yeah.
26:28
SPEAKER_03: Yeah.
26:28
SPEAKER_03: I I dropped this line the other day on somebody.
26:30
SPEAKER_03: I said that we gotta remember though, the day you plant the seed is not the day you eat the fruit.
26:37
SPEAKER_03: All it is is you gotta plant enough seeds.
26:39
SPEAKER_03: That's it.
26:39
SPEAKER_03: And then you gotta, and then you gotta you gotta it's like farming, right?
26:42
SPEAKER_03: It is that's exactly what it is.
26:44
SPEAKER_03: But you gotta you gotta watch so the vultures don't come in, the birds, right?
26:48
SPEAKER_03: You gotta make the sure the soil's good, you gotta work the land, you gotta water it.
26:52
SPEAKER_03: You know what I mean?
26:53
SPEAKER_03: Like you, it's all the things.
26:54
SPEAKER_02: In one sentence, the difference between rocket retail and rocket local, rocket retail, you're hunting.
27:00
SPEAKER_02: Rocket local, you're farming.
27:03
SPEAKER_02: Simply put a complete different different style of play.
27:07
SPEAKER_04: Yeah.
27:07
SPEAKER_02: This works, this does too.
27:10
SPEAKER_04: Yeah.
27:11
SPEAKER_02: This isn't for everybody, this isn't for everybody.
27:13
SPEAKER_02: That's why they both exist.
27:14
SPEAKER_02: That's why Westcap has a W-2 versus 1099.
27:17
SPEAKER_04: Yeah.
27:18
SPEAKER_02: That's why they're offering retail versus some cats are geared up for this, some cats are geared up for that.
27:23
SPEAKER_02: Choose your poison.
27:24
SPEAKER_03: Yeah.
27:25
SPEAKER_03: I love it.
27:26
SPEAKER_03: We just had a question come in.
27:28
SPEAKER_03: Um, can you ask Mo how his golf swing is looking?
27:37
SPEAKER_03: From uh, what is it?
27:39
SPEAKER_03: Some Sports Trivia.
27:41
SPEAKER_03: That's the their handle, their YouTube handle.
27:44
SPEAKER_03: Snap.
27:48
SPEAKER_01: I don't know who it is.
27:49
SPEAKER_01: It could be so many people.
27:51
SPEAKER_01: My golf swing, not the greatest.
27:53
SPEAKER_01: I'm a better loan officer than I am a golfer.
27:55
SPEAKER_03: We'll say that.
27:56
SPEAKER_03: Hey man, like I feel like if you were that good of a golfer, you wouldn't be slinging loan.
28:01
SPEAKER_03: You know what I mean?
28:02
SPEAKER_03: But I will say I have potential.
28:04
SPEAKER_02: I have potential.
28:05
SPEAKER_02: You know what's funny?
28:06
SPEAKER_02: Honestly, guys, I hit my best score yesterday of all time.
28:10
SPEAKER_02: Nice on the on the back nine of Ramley yesterday.
28:12
SPEAKER_02: I'm not gonna share with you because it's really bad.
28:15
SPEAKER_02: But it was great for me.
28:16
SPEAKER_03: It's not much, but it's honest.
28:18
SPEAKER_03: But here's the thing, and again, this goes back to like mindset and all the things, right?
28:23
SPEAKER_03: You don't quit.
28:24
SPEAKER_03: No, no, I just started last year.
28:26
SPEAKER_03: Yeah.
28:27
SPEAKER_02: I just started, and I realized this is a whole world out there.
28:30
SPEAKER_02: I never under I've driven by Sylvan Glenn my whole life in Troy.
28:34
SPEAKER_04: Yeah.
28:34
SPEAKER_02: Seen Taegonderoga.
28:35
SPEAKER_02: I've seen I've never last year was the first time I set foot.
28:38
SPEAKER_02: I've been there like 10 times since.
28:41
SPEAKER_02: You know, I I like golf is so beautiful for so many reasons.
28:45
SPEAKER_02: The main reason is A, you're in nature, B, turn this off.
28:49
SPEAKER_02: It's kind of hard when you're when you've golf through the week or just being in real estate, you're constantly getting bombarded with calls, but you're just in the greenery, completely like disconnect from everything for like good two, three hours, and you come back, you're like, wow, I want to play again.
29:06
SPEAKER_03: And it's just you.
29:08
SPEAKER_03: Yeah.
29:08
SPEAKER_03: Like there is it's it's it's the the amazing part about golf to me is I golf a lot.
29:14
SPEAKER_03: And I grew up I I golf when I was younger too, so um that doesn't help my game much, but you're just being anyone that's being humble plays better than they say.
29:24
SPEAKER_03: But I but it's it's funny because it's there's a little white ball.
29:30
SPEAKER_03: And you have this big club.
29:32
SPEAKER_03: Why can't you hit it straight?
29:36
SPEAKER_02: You know, be being a golfer is very similar to being in sales.
29:40
SPEAKER_03: Yes.
29:41
SPEAKER_02: It's you versus you.
29:42
SPEAKER_03: Yep.
29:43
SPEAKER_02: And chances are you're the problem.
29:47
SPEAKER_03: Most of the time.
29:48
SPEAKER_02: Most of the time.
29:49
SPEAKER_02: It's not the club, it's not the ball, it's not where your position is, it's not the wind, it's not the green, it's not how high the T was.
29:54
SPEAKER_02: It's you.
29:56
SPEAKER_02: It's you.
29:57
SPEAKER_02: Um, and there's always going to be something to blame.
29:59
SPEAKER_02: Oh, the wind's so bad today.
30:01
SPEAKER_02: Oh, the T was too high.
30:02
SPEAKER_02: Oh, I don't have my actual golf set.
30:04
SPEAKER_02: I have my backup golf, my golf clubs.
30:06
SPEAKER_02: Uh, you know, I just got so much in my mind.
30:08
SPEAKER_02: It's you.
30:09
SPEAKER_02: Sounds like a you problem, guy.
30:11
SPEAKER_04: Yeah.
30:11
SPEAKER_02: You know, it's kind of sale.
30:13
SPEAKER_02: Like, oh, I'm in a rut.
30:14
SPEAKER_02: Oh, I uh, you know, the the these rates are just too high.
30:17
SPEAKER_02: Oh, no one's picking up the phone.
30:19
SPEAKER_02: Oh, my deals are falling through.
30:20
SPEAKER_02: They keep shopping me.
30:21
SPEAKER_02: It's you.
30:22
SPEAKER_02: It's you, it's you.
30:24
SPEAKER_02: So it's it's it's a very introspective game, which is another reason why I love it.
30:27
SPEAKER_02: Because you're able to track your progress so easily.
30:32
SPEAKER_02: Does your back hurt?
30:35
SPEAKER_02: Time to get up.
30:36
SPEAKER_02: No, it's me.
30:37
SPEAKER_02: Excuse me.
30:38
SPEAKER_02: You know, does your back hurt after you play?
30:40
SPEAKER_03: That's a good sign that you're getting better.
30:43
SPEAKER_03: But I think I think you're right.
30:45
SPEAKER_03: Now, could you have better equipment?
30:47
SPEAKER_03: Sure, right?
30:48
SPEAKER_03: Could you have better balls?
30:50
SPEAKER_03: Yeah, could you have a better driver?
30:52
SPEAKER_03: Yeah, could you have a better pot?
30:53
SPEAKER_03: Like, there's all those things, right?
30:55
SPEAKER_03: But I feel like that's where, like, you know, relating that back to rocket, right?
30:59
SPEAKER_03: Like you said, that's the vehicle.
31:00
SPEAKER_03: Like, I'm driving it, right?
31:02
SPEAKER_03: But now they've given you here's the Ferrari.
31:05
SPEAKER_03: Yeah.
31:06
SPEAKER_03: You know what I mean?
31:06
SPEAKER_03: Like, you're not driving a Chevette, you're driving a Ferrari.
31:09
SPEAKER_03: You know what I mean?
31:10
SPEAKER_03: Like the the big red machine.
31:11
SPEAKER_03: And and so that's the difference.
31:13
SPEAKER_03: And I think that's like, you know, relating that back to golf.
31:15
SPEAKER_03: Could I get all custom clubs and all you've got all the custom clubs, you've got everything you need.
31:21
SPEAKER_03: Can you operate it?
31:22
SPEAKER_03: Yeah.
31:23
SPEAKER_02: Right?
31:23
SPEAKER_02: It's the it goes back to the Pareto principle, the 80-20 rule.
31:27
SPEAKER_02: The clubs, this, that, that affects the 20%.
31:29
SPEAKER_04: Yeah.
31:30
SPEAKER_02: 80% is you.
31:31
SPEAKER_04: Yeah.
31:31
SPEAKER_02: So it all of that does not make like for like my buddy Seth, he's one of my favorite people to golf with, if not my favorite person to golf.
31:38
SPEAKER_02: He'll be like, I'm like, oh, what's the difference between the title as pro view one?
31:41
SPEAKER_02: And he's like, ah, that doesn't matter for us.
31:43
SPEAKER_02: And he always says us, which is so kind of him because he's always including me in his level, but he's a significantly better golfer than me.
31:49
SPEAKER_02: He's like, ah, that doesn't matter, but it's better, you know, ball spin, it falls back.
31:54
SPEAKER_02: Those are for the 80% folks, like the people that are, you know, 80% better than everybody else.
31:59
SPEAKER_04: Yeah.
32:00
SPEAKER_02: That's when that 20% comes into play.
32:02
SPEAKER_02: For all of us, or for me, rather, folks like me, like that don't matter.
32:06
SPEAKER_02: Like, get 80% better first and then focus on the other, you know?
32:10
SPEAKER_03: Yeah.
32:10
SPEAKER_03: Um, but instead of losing six dollar balls into the woods, I'm losing one dollar ball into the woods.
32:15
SPEAKER_02: I don't know if I even spend that.
32:17
SPEAKER_02: I don't even know what to spend that.
32:20
SPEAKER_02: Rocket is isn't for someone said it to me, they're like, it's like, it's like, you know, I it's like dating the I don't even know if I should say this.
32:31
SPEAKER_02: They said it's like dating the hottest girl in the room.
32:33
SPEAKER_02: And the the after a while, you know, they're like, maybe this isn't this isn't what I want to do anymore.
32:38
SPEAKER_02: Yeah.
32:39
SPEAKER_02: You know, it's not for everybody.
32:41
SPEAKER_02: But, you know, uh anytime someone asks me about Rocket, I'll say, it's not for everybody, but it can be for anybody.
32:51
SPEAKER_03: That's very true.
32:52
SPEAKER_03: It's very true.
32:53
SPEAKER_03: And and the other part is too, it it really, it's just like anything, right?
32:59
SPEAKER_03: Obviously, this week with the big news with with Rio buying Remax, like that, you know, hit the new news wire on Monday, right?
33:06
SPEAKER_03: That you know, Rio stepped in, bought Remax, and and you know, everybody's this, that, and the other, right?
33:10
SPEAKER_03: And then so we talk about brokerages.
33:12
SPEAKER_03: Like, who's the what's the best brokerage to work for?
33:14
SPEAKER_03: What's the you know, this, that?
33:15
SPEAKER_03: And everybody brags on their own, right?
33:16
SPEAKER_03: Like, obviously, because you're it's your brand, right?
33:19
SPEAKER_03: Rocket's your brand.
33:20
SPEAKER_03: Like, that's that's who I that's that's why I'm everything's with.
33:23
SPEAKER_03: But I think that goes back to it's who you surround yourself with, right?
33:28
SPEAKER_03: And now you're even insulated even more with your rocket local group.
33:32
SPEAKER_03: Because that's a tight group.
33:33
SPEAKER_03: You know, I know all those guys.
33:34
SPEAKER_03: That's a pretty tight group of guys, right?
33:36
SPEAKER_03: Like, and and I think that that's important too, right?
33:41
SPEAKER_03: Yes, there is people can say what they want about rocket.
33:43
SPEAKER_03: Oh, it's this, it's this, it's that.
33:45
SPEAKER_03: But what your experience is is completely different because taking advantage of the people that are surrounded around you, right?
33:51
SPEAKER_02: I'm I'm so blessed.
33:53
SPEAKER_02: I work with so like I, you know, to aim drop a few people, like just Doka Yunchai, Mad Dudak, Crane, Chris Osterlin, Brian Bauman, you know, Joe Wilson, John Sawkin.
34:05
SPEAKER_02: All these are all rocket legends.
34:07
SPEAKER_02: And I've had the pleasure of working most of them for the majority of my career.
34:11
SPEAKER_02: And uh so I, you know, a lot of that's not me.
34:14
SPEAKER_02: It's it's just good, you know, God, right, right place, right time.
34:18
SPEAKER_02: Um, chance favored the prepared mind.
34:20
SPEAKER_02: I was prepared for that, you know, so I got chance.
34:23
SPEAKER_02: I got paired with Brennan early.
34:24
SPEAKER_02: I wouldn't be here without Brennan and Chris Oldstrom.
34:26
SPEAKER_02: Like if it weren't for Brennan telling me that back four years ago, going on five years, I would not be here.
34:32
SPEAKER_02: I don't even know if I would be a rocket.
34:34
SPEAKER_02: I really don't.
34:35
SPEAKER_02: But I work with a really, really I work closely with a really tight-knit group.
34:39
SPEAKER_02: We're all elite and very good at what they do.
34:42
SPEAKER_02: And overall, they're all kind souls.
34:44
SPEAKER_02: I've worked on the same team now for the majority of my career, and we all get along simply because everyone's real.
34:51
SPEAKER_02: When someone has an issue, they step in and out.
34:54
SPEAKER_02: John Sokken, who's got a busier business than me, when he goes out of office, I cover him.
35:00
SPEAKER_02: As difficult as that is, I cover him, I got his back.
35:03
SPEAKER_02: When there's a client that needs to be sold, I'm selling the loan for him.
35:05
SPEAKER_02: No commission split.
35:07
SPEAKER_02: I'm selling the loan for my brother.
35:09
SPEAKER_04: Yeah.
35:09
SPEAKER_02: I'm I'm I'm an extent.
35:10
SPEAKER_02: I tell the client, I'm an extension of him in his absence.
35:14
SPEAKER_02: I got your back.
35:15
SPEAKER_02: Right.
35:16
SPEAKER_02: And that's the that's that, you know, that the karmic energy.
35:19
SPEAKER_02: You know, you you you get back what you pay what you put in.
35:21
SPEAKER_02: So it's like I'm surrounded by good people who simply embody this phrase right here that I learned from the book uh by Jim Collins, B2.0.
35:31
SPEAKER_02: If if you sell a good product or service at a reasonable price and you treat your clients like you do your friends, the business will take care of itself.
35:43
SPEAKER_02: And that's the nature of the business.
35:45
SPEAKER_02: There's I sell a product that's not really differentiating.
35:49
SPEAKER_02: Like it's not that different from any other mortgage company.
35:53
SPEAKER_02: Okay, it got sold off.
35:54
SPEAKER_02: Does my payment change?
35:55
SPEAKER_02: I put an autopilot and I forget about it.
35:58
SPEAKER_02: The servicing, yeah.
35:59
SPEAKER_02: So the the X factor is who's doing it.
36:03
SPEAKER_02: It's me.
36:04
SPEAKER_02: It's that's why you get on social media, right?
36:06
SPEAKER_02: I'm not the first person to say buy now, reviolator.
36:08
SPEAKER_02: It's the fact that I'm the one saying it.
36:10
SPEAKER_04: Right.
36:11
SPEAKER_02: And and so that's the name of the game.
36:13
SPEAKER_02: You gotta think abundantly.
36:15
SPEAKER_02: There's a lot of people out there.
36:16
SPEAKER_02: And a lot of people that don't have the knowledge that you and I do.
36:19
SPEAKER_02: That and and it's our op and and and a lot of people like need to know this that if you you if you think you're great at what you do, you sure as I'll do, because you sell people on why they should work with you every single day.
36:33
SPEAKER_02: If you think you're the best, then more people the your only problem is that not enough people know about you.
36:39
SPEAKER_04: Right.
36:40
SPEAKER_02: So fix that problem and you'll be fine.
36:42
SPEAKER_03: Yeah.
36:42
SPEAKER_03: Yeah.
36:43
SPEAKER_03: I think you're right.
36:44
SPEAKER_03: It's but again, it's because you know, everybody everybody gets lost in this the marketing sauce, too, right?
36:48
SPEAKER_03: Like everybody wants to say, oh, I need to, you know, do this, do that, right?
36:51
SPEAKER_03: But yeah, but and and you're a social media guy, right?
36:54
SPEAKER_03: Trying to.
36:55
SPEAKER_03: You you you you had a viral post, right?
36:57
SPEAKER_03: Yeah.
36:58
SPEAKER_03: One.
36:59
SPEAKER_03: 130 later and three years later.
37:02
SPEAKER_02: But it worked.
37:03
SPEAKER_02: It worked.
37:03
SPEAKER_02: It was um, you know, I I saw this thing by Alex Ramosi, he said, if lottery tickets were free, you take as many as you can.
37:11
SPEAKER_02: Yeah.
37:12
SPEAKER_02: Because you have nothing to lose and everything to gain.
37:14
SPEAKER_02: Because that's how social media needs to be viewed.
37:17
SPEAKER_02: Every video costs you nothing, and it could be the one that pops off.
37:23
SPEAKER_02: And each person that uh shoots me a DM or comments or likes or reshares my post or calls me from it, it's like keep going.
37:31
SPEAKER_06: Keep going.
37:32
SPEAKER_06: You're getting there.
37:34
SPEAKER_06: It's another win.
37:36
SPEAKER_02: Don't forget it.
37:36
SPEAKER_02: And you have to remember that when you have to jot it down, you have to journal it.
37:39
SPEAKER_02: Hey, I got a deal.
37:40
SPEAKER_02: Yeah.
37:41
SPEAKER_02: So those days when you post a post and one got 300,000 views and the next one gets 300, and you're like, what in the world?
37:49
SPEAKER_02: Yeah.
37:50
SPEAKER_02: You have to remember those small wins to keep going.
37:53
SPEAKER_02: I'm not the best person.
37:54
SPEAKER_02: I'm not as consistent as I would like to be.
37:57
SPEAKER_02: Um I've been I started posting March 8th of 2023.
38:02
SPEAKER_02: That's about nearly a thousand days ago.
38:05
SPEAKER_02: I have 130 posts.
38:07
SPEAKER_02: That means I've missed out on eight hundred and seventy posts.
38:11
SPEAKER_02: If I had posted 870 posts between then and now, I'd have a lot more followers than I do.
38:17
SPEAKER_04: Yeah.
38:18
SPEAKER_02: That's a fact.
38:19
SPEAKER_02: That's not feelings, you know.
38:21
SPEAKER_02: So those are like, and it's like that one video that went viral got me four or five deals from I sell mortgages, not right.
38:30
SPEAKER_02: Yeah, it's like click the link to my TikTok shop, just flip it thing.
38:35
SPEAKER_03: It'd be nice though, right?
38:36
SPEAKER_02: It would be nice if it was that quick, where it's like before someone thinks just double click.
38:39
SPEAKER_02: No, it's a mortgage, right?
38:41
SPEAKER_02: So it's not uh it's not as easy.
38:43
SPEAKER_02: And like people will DM you and then I'll respond, and then they'll like, oh, here's a link to my application, go ahead and fill it out, and then they never do.
38:49
SPEAKER_02: So then I realized I'm like, they don't think that's me.
38:52
SPEAKER_02: So then how I fixed that was I'll send you a voice message.
38:55
SPEAKER_02: And I'll be like, hey Neela, thank you so much for the text.
38:59
SPEAKER_02: I appreciate you.
39:00
SPEAKER_02: Let me know what state you're in.
39:01
SPEAKER_02: This is the moment I help you out myself.
39:02
SPEAKER_02: And they're like, he name drop me.
39:04
SPEAKER_02: It's a voice message, and it's like trial and error, trial and error, trial and error.
39:08
SPEAKER_02: Like I send a couple DMs, that didn't work.
39:10
SPEAKER_02: They thought it's some AI.
39:11
SPEAKER_02: I respond with a voice, they confirm that's me.
39:14
SPEAKER_02: All right, I made it to phase two.
39:16
SPEAKER_02: Now I need to get them on the phone.
39:18
SPEAKER_02: Then I gotta get their credit run.
39:19
SPEAKER_02: Then I gotta make sure they qualify.
39:21
SPEAKER_02: Then I gotta sell them.
39:22
SPEAKER_04: Right.
39:23
SPEAKER_02: So there's a lot of steps that come with the social media, it's not just making videos.
39:27
SPEAKER_02: Um, because there's a lot of steps to curating the seal after the fact.
39:31
SPEAKER_02: But it's it's it's in a nutshell for anyone that's in sales, phone sales is like throwing the line in the ocean.
39:39
SPEAKER_02: Yeah.
39:40
SPEAKER_02: You're hoping you're gonna hook one.
39:42
SPEAKER_02: Whereas making a video is like taking it throwing it in the water.
39:46
SPEAKER_02: You're likely gonna catch a lot more fish.
39:49
SPEAKER_02: Granted, you're gonna catch a lot more stuff than you want, you're gonna have to sift through it.
39:54
SPEAKER_02: But once you create a system to sift through it, you'll be left with a lot more, a lot more output than just single phone calls.
40:01
SPEAKER_03: Yeah.
40:01
SPEAKER_03: Yeah, that and it's again, it's it's a it's always a numbers game.
40:05
SPEAKER_03: And how can I get to the most amount of people?
40:08
SPEAKER_03: Yeah.
40:08
SPEAKER_03: Right?
40:08
SPEAKER_03: Like, how can I get my information in front of the most amount of people?
40:11
SPEAKER_03: You come on somebody's podcast and then we're gonna get all this information out.
40:15
SPEAKER_02: You know, it's it's funny though.
40:17
SPEAKER_02: It's like like Ronaldo says this, he's like, I can come in and I can tell you exactly what you need to do to be a champion, to have an eight back at 40 years old, and X, Y, and Z and you know how to be worth a billion dollars in soccer, and he's like most people do it.
40:29
SPEAKER_02: I'll give you the sauce from A to Z exactly what you need to do.
40:32
SPEAKER_02: He's like most people because they'll say it's you know it's too much work.
40:36
SPEAKER_02: It's too hard.
40:37
SPEAKER_02: It's too hard, it's you know, I don't have time, but this, but that.
40:40
SPEAKER_02: And I'm not exempt of it.
40:42
SPEAKER_03: Like, believe me, like there's Oh, we all have our moments, brother.
40:46
SPEAKER_03: Like, you know what I mean, where it's like we it's like falling off the wagon, you know, like we you you you business is going and you got blinders on sometimes, and that's a problem too, because we we don't see the blind corner, right?
41:00
SPEAKER_03: We should turn left and we went straight.
41:02
SPEAKER_03: You know, there's there's all those moments where it's like we just but then it's like who's who's the one bringing you back?
41:08
SPEAKER_03: Yeah, and that's where it goes back to like who you surround yourself with.
41:11
SPEAKER_03: 100%.
41:12
SPEAKER_03: Because you got some guys that'll just like knock you right back into your lane, like, hey man.
41:16
SPEAKER_03: More than I'd like.
41:17
SPEAKER_03: Well, yeah, right.
41:19
SPEAKER_03: Like, whoa, I didn't even step out yet.
41:21
SPEAKER_03: That's funny.
41:22
SPEAKER_02: Take it easy, CO, right?
41:24
SPEAKER_02: Oh, it's funny.
41:24
SPEAKER_02: I messed he's messages, so then I messed back and I'm like, I'll do this later.
41:28
SPEAKER_02: Or I remember what I said, but I said Chris.
41:31
SPEAKER_02: And he's like, no one likes accountability.
41:35
SPEAKER_02: It's not fun.
41:36
SPEAKER_01: But I he knew how I felt when I just called him Chris instead of CO or boss.
41:42
SPEAKER_02: But Jim Rowan, probably one of my favorite people that I've ever, ever come across.
41:49
SPEAKER_02: Back when I first started, and I'm really trying to like, I know, who am I?
41:53
SPEAKER_02: Like, what am I doing?
41:54
SPEAKER_02: He goes, You never work harder on your job than you do on yourself.
41:58
SPEAKER_02: That stuck with me my entire career.
42:00
SPEAKER_02: Like, you'll never outwork yourself over your job.
42:03
SPEAKER_02: Like, like the more you work on yourself, the better you'll do, and the more you work on your job, the more you sacrifice yourself.
42:08
SPEAKER_02: And um, like like an easy example of that is like waking up early, which means going to the beds earlier, having your gym backpacked prior night before, getting to the gym before work, clearing because it's not for oh, I'm a fitness guy, I'm I am disciplined, it's I'm devoted.
42:25
SPEAKER_02: I'm devoted to being a better person, right?
42:28
SPEAKER_02: Right.
42:29
SPEAKER_02: Getting my mind right.
42:30
SPEAKER_03: And that's again, it goes back to that.
42:32
SPEAKER_03: It's that's the hard part is like finding that discipline to, you know, I again I coach an agents, right?
42:38
SPEAKER_03: Like, I'm like, the more boring your schedule is, the more money you'll make.
42:43
SPEAKER_03: Simple.
42:44
SPEAKER_03: You know what I mean?
42:44
SPEAKER_03: Like if you just you know, and and again, and then there's shifts in in business and there's shifts in how you do business, right?
42:50
SPEAKER_03: Like and and you shifted from just boom, lead, boom, lead, lead, lead, lead, lead, lead to like record scratch.
42:59
SPEAKER_03: Literally.
42:59
SPEAKER_03: No lead, but you had already built some sort of referrals, right?
43:03
SPEAKER_03: Right?
43:03
SPEAKER_03: Because you had to have enough to get into that.
43:05
SPEAKER_03: Exactly.
43:05
SPEAKER_03: To begin with.
43:06
SPEAKER_03: So you got started that.
43:07
SPEAKER_03: So you kind of had an idea how that worked.
43:09
SPEAKER_03: But at the same point, like that's a now it's like, all right, I gotta rebuckle back down to how I did this before, right?
43:16
SPEAKER_03: Because it again, if you're just getting fed like that, it's pretty easy just to be like, go ahead with the last four.
43:25
SPEAKER_02: I mean, I'll say, like, the hardest thing for me right now is to take time off.
43:29
SPEAKER_04: Yeah.
43:30
SPEAKER_02: Like, I want to go home to Egypt, where am I where am I originally from, but like I want to take like a two-month vacation, for example, and like go spend time with my family.
43:39
SPEAKER_02: Like, my entire family's there, everyone's getting older.
43:41
SPEAKER_02: And uh, because like two, three weeks isn't and off.
43:44
SPEAKER_02: You and by the time you get used to things, it's time to go back.
43:47
SPEAKER_02: It's like all my business are relationships.
43:49
SPEAKER_02: They're not working with Rocky, they're working with Mo.
43:51
SPEAKER_02: And if I leave for two, three months, no matter how good I am, if I'm just not there, they're gonna go somewhere else.
43:57
SPEAKER_02: Yeah, it's just inevitable.
44:00
SPEAKER_02: And so that's the trade-off.
44:01
SPEAKER_02: But when you're taking leads, you can just have an out-of-office banker cover you, and you know, the you just pick up where you left off when you get back.
44:09
SPEAKER_02: Yeah, so it has its cons.
44:10
SPEAKER_02: It's not just, you know, it's amazing.
44:12
SPEAKER_02: No, it's like, well, now like I really have to make a decision here.
44:16
SPEAKER_02: Like, how am I gonna do this?
44:17
SPEAKER_02: Like, yeah, how how am I gonna structure my life?
44:20
SPEAKER_02: But it at the end of the day, I wouldn't trade it for the world because I were now after a certain point, you could really decide who it is that you want to work with.
44:30
SPEAKER_02: In the beginning, you're just kind of like, you know, like you gotta deal with what comes.
44:36
SPEAKER_02: But at a certain point, if you don't like a specific realtor style, if you don't like how they talk to you or whatever, you like you can put in like, listen, like I don't, I don't need like I I'm not gonna do this.
44:44
SPEAKER_02: I'm not gonna work with like with the way that you're talking to me, for example.
44:48
SPEAKER_02: You know, you don't answer when I call you this, this and that.
44:50
SPEAKER_02: Like, so then that way at a certain point, when you have a consistent book of business, you can be like, if you're not gonna do this, then I'm not going to you know what I mean?
44:59
SPEAKER_02: Um, and uh it's refreshing.
45:01
SPEAKER_02: But every now and then you get in the weeds, you're like, I I like like it's Tuesday, it's 12 p.m.
45:07
SPEAKER_02: I've sold what I could sell, I've called what I've called.
45:12
SPEAKER_02: Phone says, you know, no inbounds.
45:14
SPEAKER_02: Oh now.
45:16
SPEAKER_02: What do I do?
45:17
SPEAKER_02: Like how can I can't just click auto in and get leads.
45:20
SPEAKER_02: It's like what do I now what?
45:24
SPEAKER_02: You know, and it's like there I've I believe me, I've been there, and it's like there's has to be a multiple avenues of seeds being planted.
45:33
SPEAKER_02: And when things are good, that's when you double down.
45:36
SPEAKER_02: Not when, oh yeah, uh good month this month.
45:39
SPEAKER_02: Yeah, chill out.
45:41
SPEAKER_02: Well, there's gonna come a point next week, n you know, next month where you're gonna sell everything.
45:45
SPEAKER_02: You're gonna be sitting there like how do I not only get this person to refer me a business, well, how do I get them to sell quickly and so I can sell them that way I can you know what I mean?
45:56
SPEAKER_02: Like it has to be a well-oiled machine that's consistently running things that are going on every single day, even when things are good, and that way you don't have those droughts.
46:07
SPEAKER_03: Yeah, it's it's it's funny, it's like their sales roller it's our sales roller coaster, right?
46:11
SPEAKER_03: Right.
46:11
SPEAKER_03: I get you yeah, I'm not I'm not busy, I don't have any business.
46:14
SPEAKER_03: And so I go back to prospecting, right?
46:16
SPEAKER_03: Right.
46:17
SPEAKER_03: And then I start prospecting when my business gets busy again, right?
46:20
SPEAKER_03: Now I stop prospecting because I'm busy.
46:22
SPEAKER_03: Yeah.
46:23
SPEAKER_03: And then now I'm not busy anymore, and now I gotta start prospecting again.
46:26
SPEAKER_03: And if we do these heavy lifts, you know, throughout our career, shoot, throughout the year, right?
46:32
SPEAKER_03: Like throughout the year of like Well, I'm you know we we know what's it's second quarter right now.
46:37
SPEAKER_03: Second we know the off this weather ever cooperates with a spring.
46:41
SPEAKER_03: Jesus, it's 40 degrees today.
46:44
SPEAKER_03: Um, but if if we know spring is sprung, right?
46:47
SPEAKER_03: Like I'm I'm seeing multiple offers.
46:49
SPEAKER_03: I've I witnessed it this week.
46:52
SPEAKER_03: Um appraisal guarantee, waived inspection, 15,000 over asking on a$250,000 house.
47:00
SPEAKER_03: And it rates are 7%.
47:02
SPEAKER_03: Yeah.
47:02
SPEAKER_03: Isn't that crazy?
47:03
SPEAKER_03: But appraisal guarantee, waived inspection, which I would never appraisal guarantees, if you got the cash, I'm good with it.
47:09
SPEAKER_03: If the if you really want the house, I'm okay with the appraisal guarantee.
47:13
SPEAKER_03: I would never waive an inspection.
47:15
SPEAKER_03: Never.
47:15
SPEAKER_03: I would never tell somebody to waive an inspections.
47:17
SPEAKER_03: Now, I'll do inspection for information purposes only, right?
47:21
SPEAKER_03: Meaning I if if the foundations if we find some egregious things wrong with the house, we're we're not gonna buy it, probably.
47:28
SPEAKER_03: Right.
47:29
SPEAKER_03: But I'm not gonna beat you up for switchplate covers and nick paint, right?
47:33
SPEAKER_03: Like I remember those days though, man.
47:35
SPEAKER_03: Like when you had a buyer and you could just start naming stuff to fix before you think with now it's like just whatever, just throw me the house.
47:44
SPEAKER_03: But yeah, but but we still have and you you brought up the rates, right?
47:49
SPEAKER_03: I I think this is the thing, and I had uh Dante Shackleford down with me a couple weeks ago.
47:54
SPEAKER_03: Um, he's a hard money guy.
47:56
SPEAKER_03: But we were talking about like he's like everybody's gotta stop worrying about the rates and start worrying about your budget.
48:02
SPEAKER_03: 100%.
48:02
SPEAKER_03: Because the rate's the rate, you know, and so happens in two years, if it drops, shoot, and and by the end of this year, right?
48:09
SPEAKER_03: They're projecting that these rates are gonna come down.
48:12
SPEAKER_03: Um so but if they and if they do, just revy, right?
48:16
SPEAKER_03: Like just you can you can fix that.
48:18
SPEAKER_03: But is it staying in your budget?
48:22
SPEAKER_02: I just want to touch on a point earlier when we were talking about like sales low and and then the prospecting, it's like this isn't a job, even though I'm a W-2 employee, you have to look at it as a business owner.
48:34
SPEAKER_02: And business owners like I know that I have this is my busy season, this is my slow season.
48:38
SPEAKER_02: And planning the year in advance, and that way you don't enter in those deep, you know, mental you know, ruts.
48:43
SPEAKER_02: And that way you know, like if quarter two things start speeding up, well then quarter one is where I do the majority of my prospecting.
48:49
SPEAKER_02: And that way I coast through quarter two, quarter three, and that way I could just do trip campaigns and whatnot and coast through quarter three and four, and then go back into hard prospecting beginning of the year.
48:59
SPEAKER_02: But to the rates, it's there's always a house to be sold, uh, whether it's fifty thousand dollars or five million dollars.
49:07
SPEAKER_02: There's houses all in between.
49:10
SPEAKER_02: It's not just the budget, it's your expectations.
49:14
SPEAKER_02: Your expectations are what need to be adjusted more than anything simply because if you're full so focused on getting that three-bedroom with the backyard, but you're only approved up to 250 and that only gets you two bedrooms in the backyard, well, then you need to shift your expectations either in drive time or in bedrooms.
49:34
SPEAKER_02: Because chances are if there's a if you go out far enough and you add 15, 20 minutes to your drive, you'll find what you're looking for, but then now you want too much.
49:42
SPEAKER_04: Right.
49:43
SPEAKER_02: So then you just need to understand that I'm gonna get what I can afford so I can get the right side of appreciation and I'm earning it and not paying it.
49:53
SPEAKER_02: The whole idea of buy, then just refi, that's that that only holds so much weight to me because so many people overextend themselves waiting for rates to come down.
50:03
SPEAKER_02: That's the wrong play.
50:04
SPEAKER_02: Right.
50:05
SPEAKER_02: That's not it because your payment's gonna go up.
50:08
SPEAKER_02: Chances are when you buy, the change in ownership triggers property taxes to go up, your payment will probably increase in the first 18 months.
50:16
SPEAKER_02: So you're likely going to see an increase in your payment in the first 18 months, then you are going to see a decrease with a refinance.
50:23
SPEAKER_02: If you luck, if you refinance with 18 months, congrats.
50:26
SPEAKER_02: You're lucked out, right?
50:28
SPEAKER_02: You timed it correctly.
50:30
SPEAKER_02: But I don't have a crystal ball.
50:31
SPEAKER_02: I know I'm Arabic, but I don't have a genie.
50:32
SPEAKER_02: You know what I mean?
50:33
SPEAKER_03: Like you know, if you did, would you let me know?
50:35
SPEAKER_03: I would tell you.
50:36
SPEAKER_03: Okay, then I would tell you.
50:37
SPEAKER_02: It's expectations.
50:38
SPEAKER_02: It's expectations.
50:39
SPEAKER_02: Like maybe it listen, I know you don't want this condo.
50:41
SPEAKER_02: I know you would prefer a single family house, but here's the deal real estate goes up, it might be tight.
50:47
SPEAKER_02: You can either A, rent that house that you want for rent and earn no equity, or suck it up for two or three years.
50:53
SPEAKER_02: Get this condo, get a condo with a basement, finish the basement, add the room, figure it out.
50:57
SPEAKER_02: Figure it out.
50:58
SPEAKER_02: Get on the right side of appreciation.
51:00
SPEAKER_02: Stay the two years.
51:01
SPEAKER_02: Uh that way you're exempt from paying capital gains on your profits, up to a quarter million if you're single, half a million if you're married.
51:06
SPEAKER_02: Take your pros and buy that dream home.
51:10
SPEAKER_02: Or else two years later, you're gonna be spaying rent.
51:12
SPEAKER_02: God knows if you've saved up or not, because rent's not cheap.
51:15
SPEAKER_02: It's not like rent's free, still costs money, sometimes more than the mortgage itself.
51:19
SPEAKER_03: Well, it always is more than the mortgage itself.
51:21
SPEAKER_03: Yeah.
51:25
SPEAKER_02: A lot of times now, like you just you have areas where the you know failures are like California, yeah, where buying is more expensive than renting.
51:33
SPEAKER_02: But um, for the most part, it's like you really gotta, it's expectations.
51:36
SPEAKER_03: Yeah.
51:37
SPEAKER_02: It's more more than anything.
51:38
SPEAKER_03: Yeah.
51:39
SPEAKER_03: It is, and I think that, but and I think it's setting those expectations at the beginning.
51:43
SPEAKER_03: And that does that comes in a relationship between the the realtor and the and the L O.
51:47
SPEAKER_03: 100%.
51:48
SPEAKER_03: Right?
51:48
SPEAKER_03: Like that becomes in our relationship and and getting to this in explaining this kind, like, you know, that was one of the to bring up spring showdown and this big my big face that's back here.
51:59
SPEAKER_03: But we were both in spring showdown last week, right?
52:01
SPEAKER_03: A week ago, right?
52:02
SPEAKER_03: Last Thursday.
52:03
SPEAKER_03: And uh, but I think one of the one of the cool things about that, the question that Chris asked me, one of the objections I had to overcome was like, and he's like, I Chris is intent wanted to intentionally give me this question, right?
52:16
SPEAKER_03: Because he said, you know, Jimmy, why would I use the loan officers you sent to me?
52:20
SPEAKER_03: Like, don't you guys work together?
52:22
SPEAKER_03: Why would I why why should I trust this guy because you sent him to me?
52:27
SPEAKER_03: You know, and my uh to overcome that objection, I just said, Hey, listen, totally understand where you're coming from, right?
52:32
SPEAKER_03: I get it.
52:32
SPEAKER_03: You you I sent you this person over, you don't know who they are, I know who they are.
52:36
SPEAKER_03: And the reason that I sent them over is because I trust them, right?
52:39
SPEAKER_03: And I do get to work with them every day.
52:41
SPEAKER_03: And the reason I work with them every day is because I trust what they do, I appreciate their work, they do the best for me, right?
52:47
SPEAKER_03: We stay in communication all the time, and that's the benefit of the of the client of you, right?
52:52
SPEAKER_03: And I'm trying to give you the biggest benefit in this market, and that's by working with the loan officer that I sent you over.
52:57
SPEAKER_03: One million percent, right?
52:58
SPEAKER_02: One million percent.
52:59
SPEAKER_02: Piggybacking off the realtor and the loan officer is how it's like there's sometimes it's good cap bad cop, sometimes it's like L you to LeBron Slam Dunk.
53:08
SPEAKER_02: Sometimes like I I like I I'm strategic with how we approach certain things, you know what I mean?
53:13
SPEAKER_02: And and it's like sometimes as the realtor, like they get feel they sometimes they feel like they get put in a corner.
53:19
SPEAKER_02: It's like, hey, you're not in this alone.
53:21
SPEAKER_02: Like I can take some of the I can take some of this too.
53:24
SPEAKER_02: You need me to deliver some news, you need me to get some information, you need me to call somebody, I I I got you.
53:29
SPEAKER_02: You know, um, it's it's uh it's not the easiest thing in the world, but once you really have a like any difficult deal that I've ever had, it's because me and the realtor are like, let's you know, we're we're we're in touch, we're on the same page, you know, we're we're aligned and uh we're we're we're making it happen.
53:46
SPEAKER_02: It's uh the you know one of my favorite lines is I'm I'm not Dave Chappelle, I don't get paid to try.
53:53
SPEAKER_02: I get paid to close.
53:54
SPEAKER_02: And if I didn't, then you wouldn't be referred to me.
53:56
SPEAKER_04: Yeah.
53:56
SPEAKER_02: If Jimmy had referred me to you're time and I didn't close, I would not be in contact with you.
54:01
SPEAKER_02: Yeah, he would not have referred me.
54:03
SPEAKER_03: You know, that that usually gets a lot.
54:08
SPEAKER_03: How many so so with Rocket Local?
54:11
SPEAKER_03: And and I would out everybody kind of it's not just local here.
54:14
SPEAKER_03: Yeah, local to where they are, local to where the agent is.
54:18
SPEAKER_03: Yeah, right?
54:18
SPEAKER_03: Yeah, and how many states are you in?
54:20
SPEAKER_03: Twenty-eight.
54:23
SPEAKER_03: So do you get to go to all the states, man?
54:24
SPEAKER_03: I do.
54:25
SPEAKER_03: I've been to a lot of states.
54:26
SPEAKER_02: I've been to a lot of states.
54:27
SPEAKER_02: I've got my businesses pretty scattered all over.
54:30
SPEAKER_02: Um, but I've got pretty localized relationships in in, you know, here in Michigan, in the Northeast, New Hampshire, Maine, uh, Shadow Joey G.
54:40
SPEAKER_02: And then uh in Georgia, California.
54:42
SPEAKER_02: I've got, you know, I've got over the years, I've I've got a lot of uh scattered relationships, and then now even more so with social media.
54:49
SPEAKER_04: Right.
54:50
SPEAKER_02: People are just calling me, oh, well, that was another reason why I got on it.
54:52
SPEAKER_02: I'm like, I've got access to almost to over half of America.
54:54
SPEAKER_02: Why shouldn't I?
54:55
SPEAKER_04: Yeah.
54:56
SPEAKER_02: You know?
54:57
SPEAKER_02: Um, but it's it's you know, you definitely want to focus on one local area.
55:01
SPEAKER_02: But at the same time, being sp scattered's kind of dope.
55:04
SPEAKER_02: Like, you know, you get you get to talk to people all over the country, see states I've never been to before, and go there.
55:09
SPEAKER_02: And I have I have people in most states in America now, which is pretty dope.
55:13
SPEAKER_03: Isn't that crazy?
55:14
SPEAKER_02: It's pretty cool.
55:14
SPEAKER_03: Yeah, you know, and that tells you where we're at tech now with technology.
55:18
SPEAKER_03: Yeah, you know what I mean?
55:20
SPEAKER_03: COVID sped us up to technology, or covet covet sped our technology up, right?
55:25
SPEAKER_03: It's it's just like this show, right?
55:27
SPEAKER_03: You you didn't have to come sit here.
55:29
SPEAKER_03: I could have streamed you in.
55:30
SPEAKER_03: Right.
55:31
SPEAKER_03: You know what I mean?
55:31
SPEAKER_03: Like, and I've streamed people in.
55:32
SPEAKER_03: The guy I had on last week was in Washington, D.C.
55:35
SPEAKER_03: Oh wow.
55:35
SPEAKER_03: So, but he was streamed in.
55:36
SPEAKER_03: So so technology has sped that up.
55:38
SPEAKER_03: And again, I've had Zooms with clients, right?
55:42
SPEAKER_03: Like a with a with a potential client where they we jump on a zoom with the husband and wife, we kind of just do our buyer-seller appointments over Zoom because well, they got kids and they're running here and they got this and they got that, and it's eight o'clock.
55:54
SPEAKER_03: Can I just you know, and they you know, I can go to their house at eight o'clock, but they want me at their house at eight o'clock?
55:58
SPEAKER_03: Not really.
55:59
SPEAKER_03: You know what I mean?
56:00
SPEAKER_03: Like the kids are in bed, the dog's quiet for a minute.
56:02
SPEAKER_03: Um so it's but so you can jump on a zoom with someone.
56:05
SPEAKER_03: Sure.
56:05
SPEAKER_03: So it just makes it and I love doing the the Zoom when I can I I obviously I like face-to-face way way better.
56:12
SPEAKER_03: But if I can't get that, if I can get them on a Zoom, because then at least they see me, right?
56:17
SPEAKER_03: To your point when you said the social media, that's like your output now because tip most of your business is over the phone.
56:23
SPEAKER_03: Yeah, but now they you can send them your links, you can send them your social media, and again, that goes back to when I tell people too be careful what you're putting out on your social media.
56:31
SPEAKER_03: 1,000%.
56:34
SPEAKER_02: It's so important because it's like like I have people, even though I have not that many followers, people a lot of like anytime I go somewhere locally now, someone usually comments.
56:44
SPEAKER_02: I've seen your videos, I've seen your and I'm like, Really?
56:48
SPEAKER_02: You did like the guy at X or Top Golf or Five Iron in downtown Detroit, the server there saw me that I'm like, Really?
56:56
SPEAKER_02: You you you know you know, or or I'm at the mosque praying during Ramadan, and then one guy's like, Hey man, I see your videos.
57:03
SPEAKER_02: I was like, Really?
57:05
SPEAKER_02: And it just gives you a scope of like the magnitude of people that you have access to.
57:10
SPEAKER_02: So you definitely want to be be careful with what you put out there.
57:13
SPEAKER_02: It's like you could be authentic, but also, you know, yeah, be careful.
57:18
SPEAKER_03: Yeah, be careful of what you put out there, right?
57:20
SPEAKER_03: And that's what I said, like you know, if you you and I follow each other on social media or whatever, but but then again, like this is what you get.
57:27
SPEAKER_03: Like this, what you see on my social media is me, it's not it's like 100%.
57:31
SPEAKER_03: You know what I mean?
57:32
SPEAKER_03: It's it's not it just there's no fakeness to this, it just is what it is, you know.
57:37
SPEAKER_03: And the same thing with you, you know what I mean?
57:39
SPEAKER_02: Like I try to, yeah.
57:41
SPEAKER_02: I try to, I definitely do.
57:42
SPEAKER_02: And I and I will say this, I'll give myself some credit.
57:45
SPEAKER_02: Every time I've gotten someone on the phone from social media, they're like, Yeah, man, I I called you because you shoot it straight.
57:51
SPEAKER_02: Yeah, you say it how it is, you don't fluff it up, you know.
57:54
SPEAKER_02: That's I feel like that's also why I did well with the spring slowdown.
57:58
SPEAKER_02: I I don't do you remember me name-dropping you twice?
58:00
SPEAKER_03: I do remember you name dropping, and I've had other people mention that to me.
58:04
SPEAKER_03: People are like, Wow, dude, people are dropping your name in the ring.
58:06
SPEAKER_03: And I'm like, Well, that was my man Mo.
58:09
SPEAKER_02: Like, as I was preparing the nights prior, I'm like, I'm going to name drop Jimmy.
58:14
SPEAKER_02: Like, I will name drop him.
58:16
SPEAKER_01: I was hoping that I'd be standing next to you.
58:18
SPEAKER_03: Like, like, you know.
58:19
SPEAKER_03: I was so for that too, man.
58:20
SPEAKER_03: I was open that too.
58:21
SPEAKER_03: I think we got robbed, but sorry.
58:23
SPEAKER_03: But hey, it is what was that event?
58:25
SPEAKER_02: I loved it.
58:26
SPEAKER_02: I loved it.
58:27
SPEAKER_02: I remember in October best when I saw CEO.
58:29
SPEAKER_02: First of all, CEO should have won it.
58:31
SPEAKER_02: Uh that's something I'm gonna put that out there.
58:33
SPEAKER_02: I'm gonna put that up there.
58:34
SPEAKER_02: But but hey, it is what it is.
58:36
SPEAKER_02: It was what it was.
58:37
SPEAKER_02: But I remember looking at that when I'm listening to those calls.
58:39
SPEAKER_02: I was like, put me up there.
58:42
SPEAKER_02: I'm like, yeah, let me do this.
58:44
SPEAKER_02: And sure enough later, six months later, CEO's like, hey, you're doing it.
58:48
SPEAKER_01: And I'm like, oh crap.
58:50
SPEAKER_01: I'm like, I actually did.
58:52
SPEAKER_01: Like, am I really doing this right now?
58:54
SPEAKER_02: But it was funny, like, as I was preparing, my answers were so like I was talking over a minute, I was talking a lot longer than I should have.
59:01
SPEAKER_02: I was timing myself.
59:02
SPEAKER_02: But when I got up there, it was just everything shut up.
59:07
SPEAKER_02: Yeah, I my only my only concern was I kept talking to I my voice is already pretty low, but I feel like they lowered my mics on on purpose.
59:16
SPEAKER_02: They didn't want the rocket guy to win.
59:18
SPEAKER_03: I was just gonna I was just gonna write they didn't want the rocket guy to win.
59:22
SPEAKER_03: So we got about two minutes left, man.
59:24
SPEAKER_03: So what is your biggest if somebody were to be uh become a a loan officer today, right?
59:31
SPEAKER_03: I just passed my safe, right?
59:34
SPEAKER_03: I'm gonna hit the phone.
59:36
SPEAKER_03: What what is your biggest piece of advice to a new LO today?
59:43
SPEAKER_06: Get clear as to what it is that you want.
59:48
SPEAKER_02: What do you want five years from now?
59:51
SPEAKER_02: Really try to get a crystal clear mental image and break that down and then reverse engineer your way to there through a series of systems of executionable items that you can do on a daily basis that if you were to do so consistently between now and the next 60 months, it would be unreasonable to believe that you wouldn't get there.
1:00:12
SPEAKER_02: Measurable progress at reasonable time.
1:00:14
SPEAKER_02: Crystal clear in where you're going though.
1:00:17
SPEAKER_02: Otherwise, the industry will swallow you.
1:00:19
SPEAKER_02: The days fly by like hours, like minutes.
1:00:22
SPEAKER_02: It's crazy.
1:00:23
SPEAKER_02: It's it's it's May.
1:00:25
SPEAKER_02: I was just in Brazil for New Year's yesterday.
1:00:28
SPEAKER_02: It's May.
1:00:28
SPEAKER_02: It's been five, four months.
1:00:30
SPEAKER_04: Yep.
1:00:30
SPEAKER_02: The time flies.
1:00:32
SPEAKER_02: My saying, uh, this is something I came up with time flies when you don't time flies when you're not paying attention.
1:00:37
SPEAKER_02: And uh so get crystal clear and then work your way towards it.
1:00:40
SPEAKER_03: Yeah, I love it, man.
1:00:42
SPEAKER_03: Great piece of advice.
1:00:43
SPEAKER_03: Great.
1:00:44
SPEAKER_03: Where can everybody find you?
1:00:45
SPEAKER_02: Uh at Mo Mortgage on TikTok, at Mo.mortgage on Instagram.
1:00:50
SPEAKER_02: Uh 313-877-3064.
1:00:54
SPEAKER_02: You'll find me.
1:00:56
SPEAKER_03: Well, I love it, man.
1:00:57
SPEAKER_03: I appreciate it.
1:00:57
SPEAKER_03: And I told you this hour goes by faster than you.
1:00:59
SPEAKER_03: You sure did.
1:01:00
SPEAKER_03: You sure did.
1:01:00
SPEAKER_03: I loved it.
1:01:01
SPEAKER_03: This was great.
1:01:02
SPEAKER_03: Well, I appreciate it, guys.
1:01:03
SPEAKER_03: Next week we'll be back uh with the elite real estate podcast.
1:01:06
SPEAKER_03: Find us wherever you find podcasts, eliteedge network.com.
1:01:09
SPEAKER_03: And then don't forget, every Thursday at 2 p.m.
1:01:11
SPEAKER_03: Eastern time, you can get in the performance lab with the Elite Edge Network.
1:01:14
SPEAKER_03: So, all right, guys, find us everywhere you find social media.
1:01:17
SPEAKER_03: See you next week.
1:01:18
SPEAKER_00: Every day's a couple living off the hot stack, turning visions into mansions on prime estate.
1:01:24
SPEAKER_00: Success in our grass because we choose our own fate.
1:01:28
SPEAKER_00: So no time has got to take the lead to cloud and full of dreams we keep sharing, collaborating, making the mark.
1:01:39
SPEAKER_00: Risk is the test, and we're always in class.