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Making a Difference and Making Money · 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.
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With so many mortgage loan originators vying for the attention of real estate agents, it
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can be difficult to stand out and establish meaningful connections.
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Our new case study featuring loan officer Chris Cogill is a must-read.
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Chris has closed a remarkable 36 million in funded loans from agent referrals.
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And in this case study, he shares his proven strategies for building strong relationships
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with real estate agents and leveraging those relationships to drive more business.
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To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
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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.
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Don't miss out.
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Go check it out right now, visit LOKestudy.com and download your free copy today.
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We are advisors.
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We are counselors.
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We are therapists.
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We are literally all of us have ADHD, right?
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We're like squirrels, squirrels, squirrels.
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You know, our lot is due, but we're not robots, okay?
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And when you are, we're not some call center.
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These are human beings and the lives we're changing by giving them, you know, their children
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rooms by people who've never been, you know, had a home before and they're 50 years old
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because they lived in foster care.
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I'm not even kidding.
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You're never even, they've slept on couches.
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They've never even lived in their own home, but ever.
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And when you're making differences like that, it is not about the paycheck.
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The paycheck comes from you being yourself and creating trust amongst your community.
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Hey, listeners, Jeff Zimfer, host of the Mortgage Marketing Radio podcast.
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As if you didn't know, welcome to this episode, welcome back.
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If you've been here before, I appreciate you tuning back in.
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If you're here for the first time, hey, reach out to me on the private Facebook group we've
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got for Mortgage Marketing Radio.
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Head over to Facebook and type in Mortgage Marketing Radio, join us over there.
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And now we've got ongoing good stuff, additional access to me, cool, fun resources and tools
2:23
and special stuff that I'm posting in there that you get access to as just a podcast listener
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over there at Facebook, Mortgage Marketing Radio.
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Okay.
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And one other quick reminder is guys, listen, you've heard me talk about it enough.
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You need to get in front of the right referral partners right now.
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One example for referral partners is real estate agents, right?
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Let's face it, even though with the market shifts happening, what's still going to happen
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across the country for the foreseeable future.
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As always happened in the past, no matter what markets, I'll be at the volume does go up
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and down in terms of purchase business.
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Many of you listening right now want purchase business.
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You might have been high and dry on the refi and therefore you're struggling to get in
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front of realtors to attract realtors and hopefully build partnerships and earn referrals.
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Well, there's multitude of ways to do that.
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However, what I think after being in this business now since 2003 that one of the best,
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if not the best way is to build yourself an educational platform that attracts real estate
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agents, the right agents to you, building your brand, building your awareness and putting
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into place a system that allows you to attract, capture, engage and convert real estate
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agents to referral partners.
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I'm talking none other than teaching agent classes in person or virtual.
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You've heard it here before, my agent classes and what we do is provide a turnkey platform,
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soup to nuts, a library of evergreen, high value, high impact classes that range from sales
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and marketing to business development to sell or buy downs to social media, video marketing,
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YouTube, you name it, we've got it and we've got loan officers across the country getting
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great results leading with education, attracting agents, having conversations and building a
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pre-eminent presence in their local market because most other loan officers,
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even you listening right now aren't doing this, but you could and how could you?
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You would go over to mortgagemarketing.pro, watch the brief video I put up there and learn more
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and see if that is for you mortgagemarketing.pro. Go check out the brief video and you too could be
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getting referrals on demand. So this week, my special guest is Lindsay Camp, Lindsay Camp
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out of Betenville, Arkansas, with Synergy, one lending, a company I respect, shout out to you,
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Dan and Cheta and Ben Green. Yo, yo, let me give you a James Brown.
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Yeah, yeah, yeah, yeah. So I'm having a fire talk with Lindsay Camp. She is on fire and she shared
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a lot of great wisdom and insights into what's made her such a very successful originator in the country.
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You'll hear the numbers from her, but you know, she's in Betenville, Arkansas where I think
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her average loan amount is roughly 200 grandish. Actually, it's gone up to $252.90 right around there,
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but in 2021, she did 380 units, 380 units. Ladies and gentlemen, that is a superstar.
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And the conversation we have with her today is a breakdown of her team structure who handles what,
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how she went, you know, how she grew her business basically over the last several years,
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what her process is. And most importantly, how she has become a big fish in a small pond there.
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And we wrap it up with some of the, you know, personal development and work on ourselves
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that we all have to do at some point when we want to go to a next level in our business,
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it usually comes with the self work. First, before it shows up in the professional work,
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the paycheck, right, the impact it starts with working on us first. And so Lindsay and I have
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a great conversation on that and many other things as well as her incredible fascination with Tequila.
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And I think you'll have to wait and listen to the episode to learn more about that. So without
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further ado, let's get into this week's show. Hey, Lindsay, welcome to the show.
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Hi, thank you for having me. It is my pleasure. I must say and give credit where credits do.
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We were brought together by our mutual friend and your colleague Dan and Chetta.
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So shout out shout out to Dan. Let's see if we
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Dan rocks. Dan rocks. There we go. Round of applause for Dan.
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All right. Go Dan. Yes. So I know a number of people over at Synergy One, Ben Green as well,
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just, you know, from what I can tell a pretty amazing group of people, which is of course,
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why you're there. But why don't you, for those of us who aren't familiar with you yet,
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we're going to get familiar with you. But give us the breakdown. How many years in the biz,
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volume units, that kind of stuff? Sure. So I've been in the business 13 and a half years. I started
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out with Wells Fargo originally. And I actually started out as a, basically a front desk person
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for my mom who was working for Wells Fargo at the time. And I kind of worked my way up and
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you know, was a processor and then became a loan assistant and then a junior L.O. And then
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that's how I am became a loan originator today. And then I worked for Highlands Residential
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Mortgage for about seven and a half years. And then now I'm at Synergy One. And I've been there
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for since last December. And it's been amazing. And I am here in North West Arkansas,
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Bentonville, home of Walmart. If you're not familiar with the area, but most people know who Walmart
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is. So I have three loan assistants and a processor. And I have a higher to a couple of loan
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originators. So I'm super excited about that. My assistants, we're all licensed so that anybody
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can talk to anybody at any time about anything. They can fill each other's spot if needed. But
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their main goals are roles. I have a, my first loan assistant in the beginning, she does all
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of the pre-approvals. She does, she's basically my personal assistant. She sets my appointments,
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runs the pre-approvals, does credit, orders the VOE, says everything in the front end,
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gathers the necessary income documentation so that we can render a pre-approval letter, right?
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And we don't do that without income docs or verifications of everything. And then once we get a
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contract, my my second assistant, the middle girl, she does all of my disclosing. She does all
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of the submissions to the processing. She does all of our appraisal ordering title, all of that
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middle stuff. And then it goes to the processor, processor sends it to underwriting. And then in
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the end, I have my back end girl who also happens to be my mom. She works for me. And then she does
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everything from approval to close. So she deals with the customer, collects any documents,
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follows up with third parties, sets the closing, sends out all the follow-up emails in the end,
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and pretty much stays in contact so that we have a team. So we're the Lindsey Camp team.
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And then of course, at any time, you know, they can reach any of us for the process, but that's kind
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of the rules and how we do it in the flow to kind of maintain our, you know, our loan amount.
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I mean, they are units. Yeah, I can't even think of the word, but our units, it's how we maintain
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it, and you have to have that process in place. Okay, thank you for that. A couple quick questions.
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Then what are you averaging? You know, I know we're coming off two-year high with REFIs, but like,
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what give us a sense of what 2021 was units of all? Yeah. So I did 70 million in 2021, and I did
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308 units, and I did 230 purchase units and 78 refinances. Wow. Like 41% of my referrals come from
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agents by 46% came from past clients, and then about 14% is around organic, you know, Facebook,
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Instagram, you know, out in the world, Legion, things like that, we do. But mostly from past clients,
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I mean, I've been in this market about 10 years now, and I've really established myself here,
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created a lot of good relationships and built trust, and you know, so people come back. We have
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a really great team in place, so. Yeah, you have what's called a great reputation. Yes, and that's
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what we pride ourselves on. I mean, even like if somebody doesn't give us a five star, like,
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I'm offended. I'm like, what could we have done? Even just the slightest, like, you know,
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sometimes they're like, give us fives, and then you get like a 9.8, and you're like, man, like, what
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what what what would it have taken for me to get that little last bit? And you know, when someone
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doesn't give us or less than a four and a half, I usually reach out to them and ask them like,
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what could we have done better, you know, to be able to get that five star? Because that's
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important to our team, you know, we pride ourselves on, you know, five star service, and we we
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want that for life. We want that person to feel that way, whether they talk to us now for the next
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deal, the next deal, their friends, even if we can't help them, if they're credit stocks, like,
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I still want that person to feel loved and helped and, you know, regardless. So that's important
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to us. Wow. Congratulations, by the way. I don't want to I don't want to skirt over that. I
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get to put on my old man glasses again and read the notes. I just wrote down, but uh, 308 units,
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that's amazing. And of course, your average loan amount is roughly what?
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Well, last year, right now, it's, it's a lot more than it is right now. Last year, I guess that
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would be because I didn't even take that number. We're not in California. 228,000 was average
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loan amount last year. Yeah. Yeah. And right now it's like 290, 290 in our market. Okay,
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we'll keep it up. Nice. Nice. Okay. So you said a couple things in there. Oh, by the way,
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before I get into this back to your team for a moment, you assembled quite a team.
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Did you assemble that team yourself? Is that something done from
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corporate? You did. Okay. So as I grew my, my team, I kind of hand picked them and as a matter of
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fact, my, my, my first, my loan assistant that's been with me the longest was a customer. And as
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she was moving here from Georgia and she was working with BDNT and she's like, when she got
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here, she's like, what am I going to do when I get here? You know, I don't really have a job.
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I said, well, you're going to come work for me. Do you drink tequila? That was the first
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question asked. I said, do you drink tequila? Because that's like, you know, we're teamed tequila
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over here, right? That is right. Yes. And I was like, okay, we're going to make this work. And so
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that's kind of how my, my, my girl number one is and then my girl number two, same thing,
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referral partner hooked us up. And you know, she was looking for a change. I was looking for
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somebody to hire. And, you know, I enlisted like my insurance partners because you know,
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they're out around other people. They hear a different kind of, you know, hurt or want or, you
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know, they hear it's something different than when I'm out trying to recruit, cold call,
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recruit, recruiting, you know, they're hearing pain points and, you know, they get the personality
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outside of, you know, work. And so I enlisted them and I hired my girl Kathy, same thing,
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sat down with two Mexican food restaurant. We all sat down and I said, two things I need to know.
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Do you want to do loans? No, great. Do you drink tequila? Yes. We ordered tequila. We had a shot
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and she was hired in next week. So that's kind of how, and then my mom, she's my third person
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because I needed a third person. And, you know, she didn't want to do sales anymore. And she's in
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Texas. And so I was just like, hey, come on, come on board. And so that's kind of how my team kind
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of developed. Wait a minute. Did you make your mom drink tequila or what? I did make her drink
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tequila. As a matter of fact, I can't curse, but I have a little one that says, team tequila. And
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it says, you know, effort and charge. And then there's, you know, effort one, effort two,
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effort three. So every time you hire somebody, they get their own little shot glass, team tequila
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shot glass. That is terrific. Love that. It's morale. It's morale. I mean, you could do what you want.
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But most everybody likes at least a shot of tequila. So we keep it. Well, what you're building
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there is culture. And for those listening, you know, maybe it's not the tequila thing for you,
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but it's something else. It's something you're, you're injecting fun into working with the team
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tequila. And we do like fun events like we do bullying talk off Dave investors. If you go on
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Wednesdays in the middle of the day, it's half price. And you can take your team and have a little
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lunch team building thing and go pick each other's butts and release a little steam and, you know,
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come back and be more productive because you just get to have fun. It's so stiff and, you know,
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rigid everything we do and so much pressure. Yeah. You know, from the customer and the
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agents and me, you know, and I walked in and I'm like, do this and do that, you know, and it's a lot
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of pressure. So to just get outside of that and, you know, get to know them as individuals and
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real people. They're your friends, you know, they, if you do that, they remain loyal and they
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work really hard and they get, they, they help you maintain that team mentality, which is what we're
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selling, right? And so that, you got to have the right people to do that. How did you put it out
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there to your insurance person, your referral network? You know, I mean, how do you, because most
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people would in terms of recruiting and building a team, a lot of people, they tend to go with like,
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you know, recruiter or indeed job board or something. Did you provide any, you know, commentary or
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coaching to your referral network, your sphere so they could start looking, like, they didn't
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get aware of it. Yeah. What does that sound like? Yeah. I have, I have my assistant and I just hired
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a loan originator as a referral source, you know, through, through actually the same insurance
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people. So LNP insurance, it's plug. And they, they, I basically said, hey, I'm looking for this
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type of person. I'm looking for this type of personality. I need someone who talks in this way.
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And they're, because the insurance people, they do a lot of the, the events with everyone,
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all the lenders. So, you know, they're talking to 50 different, different people in town. And so,
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they just offer a different dynamic, right? Because they actually get to know the person. When I'm
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just dealing with recruiters, you're just lucky to get somebody to answer the phone. I don't want that.
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I want someone to set me up a top off. So we can go drink to Keel and sing some golf balls and get
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to know each other. They're like, hey, they might be a good fit for me. And then now they're looking at
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me like a real person. I'm not just some rando call on the phone going, hey, look at your volume.
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I saw you did 10 million. Do you want to get to the next level? People don't care about that shit.
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Oh, excuse me. They don't care about that stuff. They care about, they care about a relationship.
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So if they like you, they're more inclined. Even if they're not yet sure, even if they're scared,
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to make a change or make a difference, they want the energy that you give. And when you're giving
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that energy, you're going to attract that energy. And it just builds momentum. It helps you in your
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sales, because then you're now doing things as a team. You know, it's not so scary when you walk in
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because there's power and numbers. So if you have a team behind you, you know, it's not just you.
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And so even if things kind of maybe slip through the cracks, you know, you have an entire team
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that's going to back you up. And not everybody has that luxury, but I mean, I've been very fortunate and
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blessed in my business to be able to create that for myself and my team.
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Have you had to have additional or different, you know, conversations with your team considering
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the market shift and what's happening? Have you, you know, done a huddle recently?
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Twice a week. Like we talk about air. I mean, seriously, we have a we have a board back there
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that says these are our goals. You know, we had very giant goals for ourself before this,
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and we had to make adjustments to that that were more realistic. So the we didn't get, you know,
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discouraged, you know, but more attainable goals, you know, and I made a move, you know,
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to center G to kind of grow my business in a different way and expand into other markets,
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because even if we want to to be saturated in this market, there's only so many houses, you know,
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we're we're short on homes. We're not short on buyers. That's for sure. You know, we're still
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taking 50, 60 applications a month, you know, and with, you know, pre-approved buyers. These are
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not crap buyers, just people who have money, good credit, good jobs. There's just not the houses.
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Or, you know, most people in our market are in that two to three hundred thousand dollar budget,
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and they're just aren't homes right now for that. They're all in the three to five hundred
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thousand dollar budget, you know, just barely outside of what they can afford due to the rates.
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So it just changes, you know, we we've had to ever constantly change how we do business. Plus,
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I've had to be out of the office a lot. So, you know, I mean, I've really had to entrust my team to
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manage themselves, motivate themselves to say, you know, move in in the right direction, because I'm
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I'm not here to, you know, direct that, but but they do really great. I mean, a couple of my girls
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even work from home. They don't necessarily come to the office every day.
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All right, I'm going to go I'm going to take a risk here and ask you you came to center G1 only recently,
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because you wanted to build your business in a different way. And I caught that and I'm certain
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some listeners have caught that, especially now we're in the season of people are considering a move,
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right, or being pursued. So what do you mean by a different way? What does synergy one allow you to do
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differently? And by the way, this isn't your shoulder plug. I'm not going to pay for this. Ben,
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just so you know, but I'm curious. Yes. Well, I mean, I mean, people ask me that a lot, you know,
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and I love highlands. First, let me say Danny Bryan, all the guys at the top, they're amazing. They've
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always been great to me. They are wonderful. I just had a vision in a different way. And that I think
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maybe we were not able to, I don't think we, there was a misunderstanding of, you know, maybe what
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that was. And I just chose to go in another direction. But really, a lot of it was technology.
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Okay. We have the best technology. I say the that I was presented with or when I was, you know,
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out thinking and talking to, you know, other people about how it's going to be able to take my
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business to the next level, I needed to have the support and the technology to do that. And some
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people don't even, even now, they don't even have an online app. Like, right. Hello, I mean, that's
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just, it's just, I don't understand that. And almost everything we do is, is electronic. You know,
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people still want to hold your hand and they still want to come in and they still want to do
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things online. I mean, as far as like, you know, call and, and have that warm, but that's like 10,
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15% of the people. Okay. And most people now have a smart phone. Most people now, even over older
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generation, they know how to use it where they have a grandson or a granddaughter, you know,
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somebody who can help them. And they want to use their phone because, quite honestly, the phone
19:47
is easier to use than the computer, right? It's all made right there. All the coding and everything.
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It's just like screen screen. It's easy on the computer. You can get lost on the computer, you know.
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And so we have just found that when I was out, you know, what is going to help me the most?
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And that's going to be tools and technology more so than just programs because most people in
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our market, I mean, I'm probably 80, 90% conventional. Okay. I wish that the, that was a little bit,
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you know, you know, government loans, but in our market, those just, those, those contracts just
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haven't been winning. Okay. It's not because there, there aren't people who want to have FHA and
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government loans. It's just that just isn't something that's winning in our market.
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And so when we're talking about tools like mortgage coach, I'm not, again, not plugging
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images, tools like like mortgage, mortgage coach and home bot and, you know, all some of these
20:40
other new programs I'm not going to mention and that we're that we have available to us that are
20:44
coming have just kind of changed the way we present rates, cost fees all in a one-stop shop to a
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customer instead of them shopping, right? We don't want them to shop. People just want options.
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Yeah. So it just gives us that little bit of an edge with some of the tools that we have so
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that we don't have customers shopping us and that's super helpful. A modern mortgage experience,
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right? Exactly. Exactly. And I'm looking at your website. That's what we say.
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Yeah. I mean, on your website, I can see you've got the mobile app and all that kind of jazz. So
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again, user experience. You're answering that question. It was really more of a curiosity thing
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because people have different options out there and different offers, right?
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Well, and I really think to the main thing, another main thing is when you're looking to make a
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transition, I'm all about the people and you know, I want to be myself, right? It takes a long time.
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I mean, I'm 43 years old, okay? So it takes a long time for you to really come into who you are
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and accept yourself without not just you judging yourself and giving your crap what other people
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think. Even in your business, right? You want to be you because people are drawn to authenticity
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and that makes you more trustworthy, which is building your brand and your customer for life.
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That's what you want them for. They have to remember you somehow. So when you are yourself and
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you're genuine, that's what people remember. And when I was interviewing people and we had all these
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conversations, I felt the most at home with my personality here because they allow me to be
22:11
myself. Sometimes I curse. Well, really, I curse a lot, but we're on here. And so you don't have to.
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But I do. And you know, it's just being myself and I feel like I'm not judged for that. And they
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listened to my ideas. And when I was talking about the things that I wanted and I needed an
22:29
accompany, I don't feel like they were blowing smoke. They gave me the opportunity. They said,
22:33
this things we will look at, you know, they've helped me be a part of a leadership council that I
22:37
really wanted because I wanted to collaborate with other peers and other people to see how we can
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make a difference in what we're doing and not just, you know, once a year, let's get together.
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I'm talking like make real friendships. I can't do that in California with the people. I'm not there.
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Yes. So creating opportunity for us to have that. I think the leadership has really stepped up
22:54
in that way to be able to help us believe in, you know, them and then helping us so that we can build
23:00
our brands while we're still representing center. Do you want to spend very important? I know it's
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important to a lot of us. Yeah, for sure. I love that. Back to your team for a moment, you know,
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you set up your structure and who does what and all that. So describe for me where and how you are
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involved in that transaction. So I'm out selling, of course, right? But sometimes we just did an
23:19
application. I mean, I don't, you know, I get an email, hey, I have this customer, I text them,
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hand looking for a home loan, okay, go to my website. So my friend and girl, she a cafe is her name.
23:29
She does all the pre-approval staff, she puts it all in there, she's getting all the income,
23:32
she sets up the application, a complete application for me, and then she sets an appointment for me to
23:36
talk to the customer, okay? So I get on the phone, I, hey, Mr. customer, it looks like this and
23:42
that. Can you tell me your ultimate goals? If I haven't already spoken to them, you know, sometimes
23:46
I have 45 minute conversations with them. Sometimes this is the first conversation I'm actually
23:49
having with them. It depends on, you know, where the lead generator from. Right. And so, you know,
23:55
we talked to them about like what their goals are. Do they want their maximum? Even if they
23:59
have their maximum, do they want to afford the payment? You know, just because you can afford 500,000,
24:03
doesn't mean you want a $5,000 payment, you know? And so we just talked to them about that.
24:08
My assistant's usually sitting there, you know, taking all the notes, because I'm terrible at
24:11
notes, that's someone else's job. I'm terrible at that. But someone's there taking notes, you know,
24:16
and, you know, filling out the team sheet, because, you know, we have team sheets and forms and
24:19
everything. So in a shared folder, so that my entire team, no matter who's taking the notes or
24:24
who's taking the information, everybody has access to the same information. And then once that
24:30
customer, you know, we've talked about what they want. I said, here's, you know, we're getting ready
24:34
to issue you a pre-approval letter. And then Kathy will, you know, update, you know, get the email
24:39
together, put the pre-approval letter as we just discussed, and then, you know, send that out to
24:43
the customer, copy the agent, and, you know, move forward. Okay. So you're in what about any point
24:50
during the transactions you pop back in, or is it just, you know, every point. So like when we
24:54
get a contract, now I'm the person, I'm pretty much all the milestones, right? So my part is,
25:02
like, I make all the decisions on the wait. Yeah, exactly. I make all the decisions on the
25:07
rate. I make all the, I lock all the loans. I talk to the customer about their terms. I tell the
25:11
customer how much money they're going to need. We talk about, if we want to buy down the rate,
25:13
we talk about what kind of term we talked about, you know, if we're going to be able to meet their
25:18
expectations, because sometimes we could contract to say 17 days. And I'm like, that's never going
25:22
to happen. You, you know, this is a country property on 40 acres, and there's no comps. Sorry,
25:28
it's going to take three weeks just to get an appraisal. So we have to have real conversations with
25:32
our customers. And so that's me. I'm doing all of those conversations up front. And then,
25:38
you know, that my team is doing the all of the follow up. And then if there's a problem along
25:42
the way, of course, I always step in, but I trust my team. So unless it's a fire, don't bother me.
25:47
I get 700 emails a day. It's not a joke. And so I don't have time to deal with it unless it is
25:52
a need to know fire basis. Sometimes I do get a little upset because I'm a control freak.
25:58
And so I'm the last to know sometimes when I should really be the first to know,
26:02
because I might have had an idea or a way to solve it before we spent hours, you know,
26:07
trying to do it ourselves. But at the end of the day, I've heard the right people doing the right
26:12
job that I don't have to micromanage. And so I really let them do so I can go sail. I really let
26:18
them do, you know, their job and what I hired them for. Are there any incentives around,
26:24
you know, performance or, you know, they make a commission, they make dips. So the more we close,
26:29
the more, you know, they make a salary plus dips, you know, we've worked that into how we do it.
26:34
And then their performance is based on that. And, you know, sometimes, you know, if I'm feeling
26:39
really nice, you know, last couple of years, you know, we did different things. You know,
26:44
we did dinner and I, you know, did incentives and gifts for them, you know, and just stuff
26:48
when we would have really, really big months and it was just exceeding, you know, the expectations
26:52
because we had to work, you know, 50, 60 hours a week and them included, you know, they work just
26:57
as hard as I do. And so, you know, we, and incentivize with just things like that they would like
27:02
or flowers or perfume or, you know, just little things. And, you know, I got, I had them give me a list
27:06
of a lot of things they like because I can't remember anything, but just write it down,
27:10
send me an email, you know, and I'll save it to my magic folders.
27:15
You know, I mean, everything. But just, you know, little things that make them feel
27:20
special and important, but you know what, I think you goes a long way. I think when we're really,
27:23
really busy, we forget to say, really, not just thank you, not just thank, okay, thanks,
27:27
but I mean, look them in their face and say, I appreciate you. I couldn't do this with value,
27:31
you know, thank you. Let's go have some tequila. I mean, and that's really what tequila is about.
27:35
I know that's what we do, you know, just for fun and you can do whatever it is.
27:37
Game here. I don't know. There's a
27:40
asking anybody who knows, like, I don't drink anything else though. So like, I,
27:44
I don't really have caffeine or I don't really drink. If you, if you're ranch water,
27:48
you're just doing shit. Just shots straight, uh, the tone silver, the tone silver,
27:53
a weight that here's the magic. You have to have a sugar rim with an orange and it takes the
27:57
way that that burn and you'll never have salt and lemon again, sugar and orange.
28:01
Changing the game. So what about like 1942? You into that at all? I mean, you can,
28:05
but it doesn't taste the same as silver Patron. I always say the reason that, and I have had
28:10
every, I mean, the best of the best to the worst of the worst. It tastes the best. It's the smoothest.
28:16
It does. It's good going in. It's good going out. So if you get sick, just, yeah, well,
28:22
it just, just remember, just remember it's silver Patron. You're good. You're all good.
28:26
I don't want, I don't, I was just telling the story actually the other night. I forget to
28:29
who Tequila came up again. I don't know what it is, but I was telling the story about how on my
28:35
bachelor party, well, we made the mistake of do of playing quarters with Tequila. Yeah. Yeah.
28:40
And that didn't end well. Let's just put it that way. And it was a boat ride home from an
28:44
island. And the sharks were falling on our boats. Tequila is a little sneaky bitch. She is. She is.
28:52
Tequila is an effort, you know, in YeHo, like the Patron's gold and YeHo stuff,
28:57
do it because that was the killer. It has to be clear, always clear, clear, clear. That's the trick.
29:03
That's the trick. Well, all right. Next time I'm in Dentonville, you're going to be drinking
29:08
shots of silver Patron, hands down. And then, yeah, just put me away somewhere,
29:13
make sure I get there safely with water. Just give yourself free. You'll be fine. You'll be fine.
29:18
That's all it takes. All right. Fair enough. Okay. So you said 41%
29:22
approximately of your business comes from agents. Yes. How do you prospect, market,
29:28
get in front, retain, keep loyal? You know what I'm saying? That whole thing. So part of that,
29:35
about 15% of that, I think maybe 17 this year, comes from I have an MSA.
29:43
Okay. So I'm going to prefer London in an office. Limbered real estate group number one agency
29:47
in Arkansas. So we have a wonderful relationship we've had for the last few years.
29:53
They're amazing. And I love working with them. And so I have that connection there. And then,
29:57
you know, just I used to sit in the Keller Williams office. And I used to have different
30:02
relationships, other places. And back before COVID, I mean, I was doing happy hours, lunches, lunch
30:07
and learns. I've, you know, taught real estate class how to write contracts. And it's just always
30:12
trying to get out there. I was a president of the NBA for a year. So when you put on those kinds
30:16
of things, you know, you just are always meeting other people and agents and people who want to
30:22
to get in front of you. And so I've just made friends. I mean, being here so long, I think,
30:28
you know, it's just building, it's very hard to build the relationship, of course, right? But once
30:32
you do, I think it's just building that trust and continuing to get in front of them. So we've learned
30:38
over the last couple of years, you know, the buyer has really kind of driven it more so than the agents.
30:44
You know, but you have a relationship with the agent. Sometimes it's somebody you work with all
30:47
the time and do open houses, things like that to get these, you know, organic leads, but still that
30:52
agent, you know, helping you do that. But I really think I just over the last four or five years,
30:58
just really developed good, strong personal relationships with people. I'm not trying to go have
31:04
100 different relationships. I work with like other than with my MSA groups. I work with like,
31:09
you know, 25 agents. So I can really try to cultivate a relationship with them and build trust within
31:15
my team instead of trying to go after people who are doing two or three, you know, loans a year,
31:20
no offense against them. I think that's great. But those aren't the people who are, I'm going to be
31:25
able to continue to have a relationship with, but that is mutual, right? I can help them. They can
31:30
help me. We can partner together doing other things because they have the finances and I have the
31:35
finances, you know, to kind of help that, have customer appreciation parties, all these things that,
31:39
you know, you need to really have a good customer database to be able to, to influence and get
31:45
in front of these people. So that's really kind of how it maintained my relationships,
31:50
mostly. It's just really making friends, getting people to like you, not like you, just making
31:55
friends. You said something about the buyer controlling it. I believe it's something which you
32:02
said they're more often, right, buyer driven is what you said. So what do you mean by that?
32:06
Well, I think when you have a, like, when I would say within the last year, you had so many people
32:13
getting pre-approvals before they had agents, right? So they didn't have agents yet. They were
32:18
just going online or they would do a Google search or they would do something or word of mouth.
32:22
And they weren't even really a password for all clients. They were just people who were looking
32:25
for loans and just applying and calling and applying everywhere. And so then, you know, we had
32:31
last year, I probably had 20% really, 20%, 25% of the people that I had that I got as organic
32:38
leads that I was able to give to a real estate agent because they didn't have an agent. Well,
32:42
right now most everybody has kind of, that's kind of changed, that dynamic has changed, right?
32:48
And so when I say buyer driven, I'm saying that, you know, here in our market there was like 2,000
32:53
real estate agents in this tiny little area was insane. And so the buyer really was getting to
33:00
pick and choose who they wanted to go with. You know, they didn't care if the person had any kind
33:03
of experience. There's just who was willing to drive them all over God's country, you know,
33:07
to show in places because some of the top agents weren't doing that. You know, they were having
33:11
showing agents do that, you know, because they're not going around doing that. They're not driving
33:15
around. And but we found a lot, a lot more than even in the last couple of years, more so than any
33:21
other time in my career where we had a lot of buyers without agents first. And so that helped me
33:28
create and develop relationships with maybe agents that I was trying to build with because I was
33:33
able to give them organic leads that they wouldn't have been able to receive if I didn't have that
33:37
connection. How do you think though these buyers are finding you if they're just like googling
33:41
searching all that? I think it's just word of mouth. And or once they start, you know, once they do
33:48
find me, because if you put in my name, I'm the only ones who can't that exists. And I'm not hard
33:52
to find. So I think it and we'd burn a lot of top searches. You know, I had again another one of
33:58
my insurance companies, a G&G insurance that helps me. They do a lot of business planning with me.
34:02
They're amazing. They helped with our Google platform. And so they also were sending surveys to
34:09
Google surveys to our mutual clients. And that would say, hey, you know, I see, you know, you're
34:15
working with Lindsay and you had a really great experience. Could you please go fill out the survey
34:20
on Google and, you know, and kind of filter it that way, which is probably where several of the
34:24
ones that I have don't have that many. There's like six on there or something. But I bet you all
34:27
of them came from that experience because I'm just not real right at that kind of thing. But,
34:31
you know, it's it's enlisting other people really because I have, you know, referral partners
34:36
in this business, not just agent partners. I'm talking referral partners like
34:40
financial planners, attorneys, insurance people, title people. I probably did 15% of my business
34:53
last year came from actual agents or friends or title people who used me as their lender because
35:01
I use them for business, but they were their own personal deals. We get a lot of that, which I,
35:07
which I love. Okay. So going back to my notes, 41% agents in terms of volume and units you
35:13
mentioned, 46% past clients. How do you, what do you do uniquely or differently and or I
35:21
sit, you know, I pause and hesitate and say that because I don't want to overlook or not put
35:27
equal importance on the fundamentals and basics, right? So if you want to start with what do you
35:32
do for the basics, and then what do you do anything additional and above and beyond to, right,
35:36
retain top of mind awareness with past clients? So I'll tell you how I was doing it because now
35:42
we're doing it a little bit different because we have our CRN, you know, all of our CRNs and our
35:47
database that we use it that we use to kind of, you know, regulate in that way. But we do customer
35:52
appreciation parties, which is really great for our past clients and we invite everyone and the
35:57
reason we do that is because it's still they want to see face to face. And then we always do
36:03
customer gifts, you know, after we try really hard to do birthday cards once a year, that's also
36:08
been a little bit easier to do the last couple of years with COVID because I wasn't going to the
36:13
closings and so we were able to do that. Now I also do, I don't want to say what I do but actually,
36:19
I don't care because who cares, it's a great idea. But anyways, I got some $2 bills and we got
36:24
these little things and we say customers like you are as rare and then we put a little $2 bill
36:29
in it and say thank you for, you know, choosing them as a camp team type thing. So, you know, we try
36:32
to do little quirky off the wall little things to kind of keep them, you know, not just an email
36:37
because that's hard to do. But again, people are out in the real world so they're not, they're not
36:41
really wanting, you know, crap. They don't want your little chotch keys and your little thing that
36:46
says, you know, Center G1, no offense, we love all of that stuff, but they want something of value.
36:50
They want the bottle opener? Yeah, they don't like that. I mean, they do, there's bits in the back
36:53
at the drawer, you know, or the one customer who kept it for 20 years, you know, the first customer
36:59
you ever worked with. But I think people, but another thing that people like is things like tools,
37:05
the reason when I was back talking with Wyon with Center G is we have Homebot. We're also getting
37:10
ready to have sales boomerang and all these other programs that actually are going to bring value,
37:14
S1, things like that, that actually create value for the customer, which is going to help us retain
37:20
the customer. This is where technology really comes into play. It's because if we have the right
37:27
platform that enables the customer from application to death, and I say that because, you know, you
37:35
want them for life, if we have the right platform and program that integrates a way and a system
37:41
to retain the customer because they have value after closing with, you know, home values,
37:47
homebots, those boomerang things that are going to benefit them. And then also with our other
37:51
platform with S1, that they're finances. So it's a way for them to maintain their credit.
37:56
They're, you know, should I pay off my loan, all of their finances into one place, right?
38:03
That is 50%. I'm not kidding you. If we could drive that right there, that is the retention,
38:10
because every time they open that app, our name is there. Every time they click it, our name is
38:13
there. And we become a one-stop shop for all of their financial needs besides banking, right?
38:19
And I'm sure eventually sometime, you know, that'll come at some point too. A way for them to make
38:23
their payment with the click, a way for them to get their finances and credit with the click,
38:27
a way for them to apply with the click once they're ready. I mean, it's all right there. It's the
38:30
technology that's going to drive the retention. And in the past, it's been hard, you know, a little
38:37
bit harder. I will say we give, I'm not as good as I could be on retaining them. I probably do
38:44
not communicate with them as much as I should, because we set such a good experience up front. They
38:50
want that back because when they go somewhere else and they don't get that, and they can't call
38:54
four people on their cell phones 24 hours a day. And they can't talk to somebody on the Sunday
38:58
who's going to get them a pre-approval right after church. They, they just, you need to call
39:03
Lindsay. You need to call this person. I mean, Lindsay on her team and, and you know, we,
39:08
we don't say no. We, we find a way to do anything. And if it's not, if it's not us, we're going to
39:11
find somebody who can help you besides just saying, no, I'm sorry, we can't help you. We're going to be,
39:15
but I talked to so and so, and you can do this and you can do that. And, you know, we just,
39:19
we always want it to be a guess and give hope to the person, even if it's seven years from now,
39:24
because they found bankruptcy. Whatever it is. Right. Yeah. Well, it's like you said, you want to,
39:30
you know, I remember back in the day, it's this concept of the pain of disconnect is that
39:35
for them to go anywhere else, the, you know, doing so would be so painful because they'd be giving up
39:39
on all the value they're getting from you. So the more you can do that, the more customers
39:43
you're going to retain. Get referrals. Well, and even if it's about rate, because you know,
39:47
sometimes some people are rate driven. It's like, what do you do with them? Well, sometimes you
39:50
can win them because you say, okay, you're going to have the house for five years. It's a quarter
39:55
of a percent over five years. Let's just say it's eight hundred dollars.
39:59
Hypothetically, let's say it's eight hundred dollars. Okay. Well, they're driving a nice car out
40:04
there. They're not going to go take it to the workplace to get their oil changed. They're
40:07
going to take it to the Mercedes. They're going to pay, you know, eight hundred dollars to have
40:11
the right person check their car, because they know that person's going to do it right. It's the
40:15
same with us. So if it's not worth eighteen hundred dollars over the next five years for you to have
40:20
concierge service for us to help you answer your calls, do anything that you need, you know,
40:26
beyond after the closing, you know, and sometimes it is. And sometimes it's not. And some people
40:30
think, yeah, it's worth it. Because again, I'm probably talking to them on a Sunday afternoon,
40:34
giving this spiel as to why they should go with us and not quit them loans, you know. All right.
40:38
So that then you've said that twice now. Sunday afternoons. It makes me curious. What boundaries do
40:44
you place if any around you and your availability? Obviously people don't have boundaries. We do,
40:53
we do place boundaries. If I'm sitting at home in my pajamas and someone reaches out to me,
40:59
I will probably get back to them if I just have to walk into my room. But if someone reaches out
41:03
to me and I'm not available, we usually say, hey, if it's something I don't need to be in my,
41:08
in front of my computer for, and you know, it's just a minute because usually it's a text or
41:11
something and just like, hey, which you need, you know, with my family, what do you need?
41:14
And if it's, you know, hey, I have to have this by tonight or this or that, I'll just be like,
41:19
I mean, I can get you as fast as I can. I'm not, I'm at, you know, I'm at Walmart doing my shopping.
41:24
You know, I'm not going to stop what I'm doing. But it's communicating that to them and then
41:28
setting the boundary when it hasn't already been established. So if I didn't set that boundary
41:32
before and they're calling me at four o'clock on a Sunday, I say, hey, I'm with my family. But how about
41:36
we make an appointment tomorrow at 930, you know, eat, shoot me an email, tell me what you need,
41:40
and I'll be ready to help you tomorrow. I mean, they're not going to call anybody else either.
41:44
But at the same time, I touched them, I made them feel important, I didn't ignore them,
41:49
and I was the first connection because I was the person they got a hold of on Sunday. So if I wait
41:53
until Monday, right, nobody answered and nobody gets back to them, then I might not be the first
41:58
person they call back on Sunday because I mean on Monday morning, you know, they already called me
42:01
on Sunday and I didn't answer. So they may move on to the next person because they left me a message
42:06
expecting me to call them back. I mean, this has happened, you know, and then they call the bank when
42:09
the bank opens and then maybe I missed the deal when I would have been the only option. If I had to
42:13
just text them back and say, I'm not available, but I am available in this time. And then you just
42:18
establish the boundary in that way. So communicating no matter what? No matter what. I mean, it's the key
42:23
to our entire business, the good, the bad, the ugly, communicate with your team, communicate with
42:29
the agents, communicate with upfront. I mean, my probably, I want to say it's probably good and bad
42:36
thing about me and my reputation in town is I mean, I'm a very blood person. If I have a customer
42:40
in front of me, that's struggling to make a $33 credit card payment. Why would I give you an $850
42:46
house payment? And I say this exactly like that to my customer, not in a bad way, but to get their
42:51
mind to understand how we why we're asking that question, why it's important to make your payment?
42:57
Because you're not going to make your $850 house payment. If you can't pay $33 on a credit card,
43:02
where's the money going to come from? So the people are afraid to say that like the person's
43:06
going to be offended. No, they're not. They know they have crappy credit. They just want you to
43:10
tell them what to do to fix that they want the solution. They already know they're a problem.
43:14
But people just don't give them the solutions. They just write them off like, you know, I can't help
43:18
you. But a lot of people just want to be told what to do. It may be impossible. They may never
43:24
get to do it because it's going to cost them $50 million because they never pay their debts.
43:27
But you told them, if you do this, this is what happens. And now they have a reason and they have
43:34
hope and you know, they have something to look forward to. And that's really what they're looking
43:37
for. Every customer, even if it's your fifth house, you're looking for that forever home, you're
43:41
looking for that investment, you're looking for that, whatever it is. So that's the key communicating
43:47
at all and making the customer happy. What makes you so, and I'm just sensing this from you,
43:56
you feel you seem to be very passionate about this industry and what you do. What about it makes
44:02
you feel so passionate? I think I really, one, personally, I enjoy the challenge. And when I say
44:10
that, it's because we get to help people. And at the same time, I get to learn about myself.
44:19
I get to learn about how I talk to people, how I treat people. I get to learn how I want to
44:24
communicate, how I want to be communicated with things in social skills. I wouldn't get if I
44:29
wasn't doing this, right? I wouldn't have the experience and the access to all this. It's very
44:33
exciting to me. And I get to meet a lot of people. I'm very outgoing. I like my personal space, but I like
44:39
I like to meet people and I like to help them. And at the end of the day, I built a really great
44:44
team and we all want to be successful. And it's so hard. I didn't even start doing mortgages
44:48
to listen to my 30s. It's not like it was my first career or I never even thought I would be
44:53
doing mortgage. I didn't even know how to spell mortgage. Didn't know any of that. And I never
44:58
thought this is what I would be doing. But as I've grown my business, I've grown as myself. I become
45:05
successful and I realized that if I work harder, the harder I work, we're in a profession that
45:12
you can work harder and make more. But you are also making a difference. You're making a difference
45:16
in people's lives. I literally get to see people who sit across from me, who've never bought a house
45:21
before, who never thought they were going to be able to because of an ex-husband or this or that
45:24
or their kids. And they cry because you're able to help them when no one else would. That makes
45:28
a difference. It changes you. It changes you because you were able to just help them. I don't know,
45:33
you know, and that's something that makes me really happy because I feel like I'm good at what
45:37
I do. And I'm always trying to learn a better way on how to do it. And at the same time,
45:44
conforming to what people need. And because of that, I feel like my growth represents on my team.
45:52
I get to help them be successful. I get to be successful. I get to watch their dreams come true.
45:57
People's dreams come true. Agent streams come true. You know, just in success, just kind of
46:03
success, not just in the financial world, but success and owning your own home. Success in
46:07
creating your agent's personal business when they're brand new and they're just getting in and
46:11
they're trying to do something different with their lives. Success for my team who, you know,
46:15
some of them are single moms and, you know, they're trying to retire or whatever their goals are,
46:20
I'm able to help them do that because I'm working hard doing what I love to do. And it just
46:25
trickles down and that's really exciting to me to make a difference in their lives.
46:29
That's awesome. When you first started originating, what was it, roughly? How many years now?
46:36
Oh my gosh, 13 and a half years now. Did you? I'll give you a moment to
46:44
back then, like if I had asked you, could you see yourself in this chair today,
46:48
who you are, what you're doing, leading a team? Would you have seen that?
46:52
I don't think when I first started because I wasn't in, I didn't even know I wanted to be a
46:56
learner resonator, right? So I'll just kind of be like, hey, let's, let's just make some money,
47:00
I need a paycheck, you know, and then when I started actually doing the origination side and
47:09
learning, it just became fun. And I started doing well and, you know, making a lot of money. Let's
47:18
be real. You know, and... Something clicked. Something clicked, right. And when I first started,
47:24
I mean, when I went from Wells Fargo to Highlands, and I believe this was in 2014, 2013,
47:34
I, I was, I did $15 million that year with Wells Fargo. And they were mostly refinances,
47:40
because Wells Fargo here didn't have a retail face, we only, no banks, we just had mortgage,
47:45
and they just didn't have a very good reputation in town. And so it was very hard to get
47:49
purchased business. And so I had to make a change, sat in the Keller Williams office. The very
47:54
next year, I did 18 million, and then I had 25, and then I had 32, and then I had 52, and it just
47:58
kind of kept growing from there. And then I did, you know, 78 million in 2020, 70 million last year.
48:04
And so it just, I never saw myself doing that until I really started making them, making the moves
48:11
and making the connections with the agents and seeing what I could do. And then I just challenged
48:17
myself, like, I'm very competitive. I do not like to lose. Do not, do not, I may not be the best everywhere,
48:22
bomb bag, I'm going to be the best here. I was number one, you know, mortgage originator in the
48:26
state of Arkansas the last two years. So yes, I, I don't like to be beef. Okay. So you give me a
48:31
challenge. I'm a win. I'm going to find a way to win. But I think that, that, that I, I'll always
48:37
challenge myself, and I told myself I'm going to be a hundred million dollar producer. That's really
48:41
hard to do here. I have to do 500 units in this market. Part of the reason I came to
48:46
synergy is so I could expand in other markets. I got it. Okay. And that's how I'm going to be able
48:51
to get to my goals is just to venture out outside of this little Arkansas walls and now have a
48:57
license in seven states now. And so it's just kind of going in other places. And even if you can get
49:01
one or two here to start with pretty soon, and if you're in six other states, that's 12 loans.
49:06
Just, just two. I mean, you're not, you know, you're just looking to make a little dent up for
49:10
at first. And then create other teams like what I've created. Find other people in similar
49:15
situations who just don't have the technology or the support that they need or the team, you know,
49:20
structure. But if they had a little help in a little direction, then perhaps we can create
49:25
those in other markets and, and, you know, have them experience the same success that we have.
49:32
Wonderful. Okay. So last philosophical question. I think I heard somebody once say that, you know,
49:38
quote, being an entrepreneur or owning your own business is or can be the greatest personal development
49:45
process or journey that you're ever on. And I'm curious, as you've gone through different levels,
49:50
this could be recent or could be in the past, we always come up against some type of resistance.
49:54
Or what I found for myself personally, let's say is that in order for me to go to quote that
49:58
next level, whatever it is, I needed to first work on something in myself through something.
50:04
I'm wondering, like, was there one big thing for you? You know what I mean? That you maybe stuck
50:08
with you or wasn't the more difficult thing to work through? Um, honestly, I think
50:18
not knowing everything, right? Because when you do, when you're in your circle and your bubble,
50:24
um, you don't know what you don't know. But I didn't know really the scary part was I didn't know
50:30
what I was doing. I wasn't a branch manager before I came to synergy. I was just Lindsey doing
50:34
loans. I wasn't trying to build a team. I wasn't in that mentality. But then something clicked
50:38
in me that said, if I want to get to the next level in my career, I have to have experience in
50:43
these other things. I have to figure out how to be the right kind of leader for myself,
50:49
and an encourager for other people because if I want to grow, I can't be sitting here.
50:53
So how am I going to do that to lead by example so that the right people can see what I'm doing
50:59
lead me, you know, lead so that I can lead them in charge while I go and build my empire, right?
51:06
And so I was very scared to do that at first, really, like, am I capable? Am I, I don't have the
51:11
knowledge? I've never done any of this. I mean, to be quite honest, I, until like the last three
51:16
months, I haven't priced an arm loan in freaking four years. So it's not, you know, I mean, there's
51:21
things that you just, you just don't, you're just not doing anymore, you know, and so like, I felt
51:26
really dumb. And I know that sounds really silly, but I felt like all, I've only done what I've
51:31
done in my little bubble. And so as I've been venturing out into this, you know, adventure that I'm on,
51:39
I've learned so much, and I'm very proud of myself because I've literally unlocked that
51:45
knowledge gap, really, of what I am capable of. And I didn't even know that because I,
51:53
unless I would have left Highlands, I don't mean this in any disrespect, but without leaving and
51:56
being presented with these ideals and options and conflicts and decisions, I never would have
52:03
been able to grow in this way because I never would have had the chance. I wouldn't even know
52:07
that my, that I were at the capacity, you know, to take the next level because I would have been
52:12
scared. I would have been like, you know, this is scary. I don't know what my business is going to be
52:15
like. I've been doing this for the same place. And I'm not, I'm not happy. I'm not satisfied. And
52:20
I'm like, no, because there's something more. It isn't just about making money, it's about making
52:23
a difference, making a change, you know, making an impact, you know, creating something someplace
52:28
for people to remember legacy, you know, being famous in your little place. That's, that's what it's
52:33
all about. Well, I can't do that if I'm a little whole. I have to really make a difference. And I
52:38
think that's what I was most scared of. And as I've been out talking to my peers and being in
52:43
leadership and really feeling comfortable, not knowing, feeling comfortable that I'm not the only
52:48
one who doesn't know, maybe I'm the only one that's speaking up, saying that I don't know because
52:52
I don't care if I look stupid, I would rather look stupid asking questions so that I can get the
52:56
answer right and then sit in my little corner and not asking questions at all because that you don't
53:01
learn that way. And, and I don't feel stupid. I do feel in a way that I have to grow,
53:07
but growth comes from knowledge. And if I don't know, I don't know. So let me go ask the people who
53:11
know, you know, and as long as they don't make me feel stupid for not knowing, you know, then,
53:15
then that's okay, but it really is just, that's why that's what's most important to me, right?
53:21
Is just always changing, always growing and surrounding myself now that I know that I'm capable
53:29
of surrounding myself and leveling up, you know, in my mind, I always told myself I want to be
53:33
surrounded by people that are always better than me, always, you know, one notch ahead of me,
53:37
so that I have something to attain as people are teaching me life skills. They're teaching me
53:42
things that I never would have learned if I hadn't put myself vulnerable and out there to say,
53:47
I don't know, but I want to know. I want the magic. How do I get the magic? Teach me.
53:53
I'm going to go a little bit longer with this last question because it's really, it's making me curious,
53:56
is, were you always like that, though, because like this desire, right, this curiosity, this,
54:03
I want to grow, like, was that always part of you? Yeah, I think so. I always knew that I wanted
54:09
to have a team, and I wanted to, I didn't know what kind of team I was going to have, and I didn't
54:17
know what that consisted of, but I always knew when I started this, like, I mean, I'm not when I
54:22
first started, but probably five years in, really, five or six years in, when I really,
54:26
when my business, yeah, exactly when my business and my knowledge and my skills and my,
54:33
you know, investment in myself and coaching and training and all the things that I was doing for
54:38
myself, they all just started to calm full circle and fruition for myself. And so when that happened,
54:44
and I saw what other people were doing, and I saw the differences that they were making,
54:50
and the impacts they were making, then that really spoke to me. And I thought, I want to do that,
54:56
plus I'm competitive, remember? So I don't want anybody to beat me. So how am I going to be to the top?
55:00
Well, I can't do that alone. You need bodies, like warm, trustworthy, trustworthy, honest bodies
55:07
who are like you, different, but like you have the same mentality, want to work hard, want to make
55:11
a difference, you know, and because we don't just do this for the paycheck, because if you did
55:16
for the paycheck, you're not ever going to, you're going to be stuck at your 20 million dollars.
55:20
I mean, you just really are, because I help every person. It doesn't matter. People call me,
55:24
I have a 590 credit scroll. Okay, tell me why. So let's work it out. Let's figure out. Oh,
55:28
you did this and that will, that makes sense. I mean, we're not, we are advisors, we are counselors,
55:34
we are therapists, we are literally all this had ADHD, right? We're like squirrel, squirrel, squirrel.
55:40
You know, our lives do, but we're not robots, okay? And when you are, we're not some call center.
55:48
These are human beings and the lives we're changing by giving them, you know, their children rooms
55:54
by people who've never been, you know, had a home before and they're 50 years old because they
55:58
lived in foster care. I'm not even can you never even, they've slept on couches. They've never
56:02
even lived in their own home ever. And when you're making differences like that, it is not about
56:07
the paycheck, the paycheck comes from you being yourself and creating trust amongst your community.
56:12
That's where the money comes and it is a perk of our job. But our job is to really help people
56:17
educate them on how to be home owners. How do I do that? How do I do that when I'm 18? How do I do
56:22
that when I'm 25? How do I do that when I've shitty credit where I go through all these trials
56:26
and tribulations? Our goal and main job is to be able to have every person that comes across our
56:32
desk at some point in their lives achieve home ownership. How do we do that? That's our goal.
56:36
So I like that. And I think this is also I think what I'm sensing you do without necessarily
56:43
articulating it here. But also, regardless of what they do is they're better. They're improved
56:50
their knowledge. But by engaging with you and your team, somehow you've poured into them and
56:54
they're better than they were before when they came. Exactly. Exactly. And when you show up from
56:59
that standpoint of like if you show up to serve, you can never lose. Exactly. I mean, it's our
57:05
number one skill. When you learn that skill, you will say, what's the magic? How do you do it?
57:09
It's because I am serving the customer in their best interest, even if it doesn't serve me.
57:13
Right. Exactly. Right. And they're before you can never lose. Like even if they say no,
57:17
they're like, well, I still did my best possible job and hopefully made a positive. Yeah.
57:21
And then it's not about the paycheck and all. Although that's fun. But at some point,
57:24
like you'll burn out just basically. And then and then you know what happens. Sometimes they have
57:27
a bad experience. And then the next time they come back to you and it doesn't even matter what your
57:31
rate is, I have one right now. She went, she had a bad experience and she promised me, hey,
57:34
when we buy another house, we're using you. I had a quarter percent interest rate. Then the person
57:38
she was talking to, she said, I don't care. I made my word to you. There was a terrible experience
57:42
the last time I should have listened. And you know, I coached her. I mean, I even went over the
57:46
CD with her from the other lender because they wouldn't even call her. You know, I mean, it's just,
57:50
you just have to you just have to treat the customer like they're your family. And when you do
57:55
that and you make them feel special because they're telling you their deepest, darkest secrets.
57:59
And you know, every single thing about them, you know, more about them than their wife,
58:02
swiping their card. You know, they don't share accounts. You know, more about everything they do,
58:06
everywhere they go. You know, I mean, so by the end of it, you know, they feel like they know,
58:11
they know you when you've created that trust. Not all customers like that, right? Some customers
58:15
you talk to three times because they just want to be email. You know, but a lot of customers,
58:20
they still want the warm and fuzzy. And that's what we that's the experience that we try to get
58:23
to them, even if it's on the phone or in our emails or videos or the things that we do. And
58:28
that's really, I think the difference. You serve your customer, you give them the warm and fuzzy.
58:32
And I even say that to people who are like, when they're shopping around, I'm like,
58:36
here's the skinny with me. And if you, the best way is to call all these people and figure out who
58:42
you get the warm and fuzzy's from, who's going to tell you it's straight and that's your gut,
58:46
that's your decision. That's what you do. Love it. Well, Lindsay Camp. All I can say is thank you.
58:52
I'm applauding you from over here. Thank you for pouring into the industry and being
58:55
as people too of what other people can follow because I'm sure people listening to this,
58:59
you've poured some encouragement and some faith into them. You know, if they're at this place of
59:04
like, gosh, I don't know. I don't know. It's not all revealed to me. But like, look, you've you've
59:08
paved the path and you're, you know, a great example for the rest of us. So thank you.
59:12
Well, thank you very much. Thanks for having me and I appreciate you very much. Certainly. Now,
59:17
somebody wants to connect with you online. What's the best place? Is it Instagram, Facebook,
59:20
email? What do you want to do? Well, I mean, I have a website, uh,
59:23
lindsycamp.com. That's the best way to reach me or you can hashtag lindsy the lender and it's,
59:29
it's spelled a little differently, but it's L-Y-N-S-E-Y the lender, a hashtag or lindsy camp.
59:36
Uh, you can find me all those places. Okay. Great. So we'll definitely have some people follow you
59:40
and connect. We'll put it in the show notes and once again, thank you and listeners, you know,
59:43
what to do. You like this episode? Please leave us a review and we appreciate you tuning in. We'll
59:48
see you on the next one. Hey, so I hope you enjoyed that episode and special guest. Most importantly,
59:53
always remember to never leave the scene of an idea without putting it into action. So
1:00:00
whenever the one big idea, one takeaway is from this episode, please make sure you create a plan
1:00:05
around that, write it down, put a reminder in your calendar for you, follow through and get some
1:00:10
of the resources that were shared and just make sure to take action so you can build momentum
1:00:14
on your ideas. And then, of course, if you're interested in more agent referrals and less time
1:00:19
with less struggle and building a platform that attracts agents to you and helps you find the best
1:00:26
agents in your local area that are actually doing the business and generating referrals on demand,
1:00:32
just like Liz Reyes Laforez does is she recently hosted a class and had 39 agents registered for
1:00:40
her class. 15 agents attended immediately following the class. She got three new purchase loan
1:00:46
leads and scheduled two appointments immediately after the class. That's just within less than 24
1:00:51
hours of the class. If you want results like that for yourself, make sure to check out the
1:00:56
my agent classes and mortgage marketing pro membership over at mortgagemarketing.pro for more
1:01:01
information. And I'll see you on the next one.
1:01:22
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