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How Loan Officers Are Generating Hundreds of FREE Leads Online · Mortgage Marketing Radio

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Hey, what's up listeners, Jeff Zimper your host for this episode of the Mortgage Marketing
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Radio podcast.
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You know, this is the place where we help mortgage originators move from solicitor and vendor
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to partner and peer, getting engagement, conversations, building trust and accelerating referrals
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with real estate agents, leading with education, building your personal brand, both online
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and off.
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So you can get off the income roller coaster and have a consistent steady stream of high
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quality referrals coming to you every single month, like clockwork, without chasing begging,
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co-paying for leads, showing up for networking events, happy hours, or any of those other
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silly activities, no, you attract instead of chase, you lead with education.
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And before we get into this week's special guest, of course, I've got for you a couple
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of new success stories from our members over at my agent classes.
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And I'm just going to go through a couple of real quick and it's a matter of fact, sometimes
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I don't even remember if I shared someone with you in the past or not.
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But I thought I'd give a quick shout out to one of our newer members, Selena, who got
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off to a great start.
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She has a Google My Business class coming up on Wednesday, November 29th at the time I'm
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recording this.
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It's tomorrow.
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But last I checked with her.
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She had 18 agents who made a reservation for her upcoming class.
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So imagine getting in front of 18 agents, not pitching your products in pricing exclusively,
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but actually helping them solve problems, right?
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Educating them on how they can have a better presence on Google, get more reviews, get
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found in local search.
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Oh, and by the way, you don't need to be the subject matter expert.
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You're just the messenger.
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Our system is a train the trainer platform, which helps you simply be like the nightly
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news reporters who are sharing the nightly news.
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Video tutorials, scripts to follow, downloads, handouts, social media images to help you
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promote and get your classes out there online, automated marketing email text messages, personally
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branded landing pages to manage the entire reservation follow up process and convert the
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currency of attention to conversations.
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Why would you want to do that?
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Well, because you know that conversations leads to contracts and that's what it's all about.
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If you want to learn more, you want to schedule a call with me, I'll show you the back end
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platform.
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I'll show you the classes library.
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We'll have a conversation to see if this is the right fit for you.
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It is not right for everybody, but you can learn more over at mortgagemarketing.throw.
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Go check it out.
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Grab a time on the calendar for you and me and let's see if it's a fit.
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Okay, so this week I'm bringing you a special guest conversation that I've really, really
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enjoyed and I think you're going to enjoy it as well.
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And who am I talking about?
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I am talking about Greg Sure.
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Greg is the managing director at NFM Lending.
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And what I liked about Greg is I saw he was posting on LinkedIn and he was sharing some
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very, I would say straight up, straightforward kind of candid conversation, opinions and
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posts about how we should be pivoting in the current market, how we should be responding
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to the NAR lawsuit, how we should be showing up in quote, adding value, if you will, and
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how do we differentiate ourselves?
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And also, how do we get business in today's world as a modern mortgage advisor, right?
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Or what I'm calling a next gen loan officer.
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What's cool about Greg and NFM Lending, first of all, he's got 26 years experience in
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the business.
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I helped lead a team of over 1200 mortgage professionals and his experience is top of
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the charts.
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And also, as you'll hear in our conversation, I think he's got his finger on the pulse
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of the current market, meaning the modern market, not what worked five years ago.
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But what's working today and directionally looking forward, what's going to work moving
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forward?
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So we talk a lot about a few different key topics on this.
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We talked about like how we should show up, as I said, right, how you should be putting
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yourself out there as a mortgage professional.
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What kind of presence, what type of content should you be putting out there?
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And I think Greg's in a unique position to speak about this because he also was, you
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know, kind of one of the lead people in creating what it was originally called the influencer
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division at NFM Lending, but is now being called the creator collective.
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And what this is, it's a platform, it is a opportunity.
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It is a welcome invite open arms for you mortgage professionals who want to be modern, who want
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to build a personal brand, create content, video content, and otherwise so that you can
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build your personal brand and attract clients directly to you on the various social platforms
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that are out there.
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So NFM Lending have this, you know, kind of foresight and advanced thinking to be able
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to recognize this as not just a growing trend, but one of the main ways that business
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will be done moving forward, both now and in the future.
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And so what does this mean, this creator collective?
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Well, what they do is they produce content that empowers and educates potential home buyers
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putting you the mortgage professional front and center to that.
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How do I know this is true?
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How do I know it works?
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How did you know it works?
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Well, you're going to hear the stories on this episode.
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But imagine if you could just through consistently following a proven path, yes, putting yourself
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quote, out there, meaning out there, out where, out where people live today and hang out
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social media, right?
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And putting some content out there that through consistency and over time, you can actually
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build a following an audience, which by the way is the number one, one of the top skills
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to build in any market is an audience, right?
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Today, that's what that's about is building an audience of people who are aware of you,
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who know you like you trust you, right?
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But now you can do this through these different social digital platforms.
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So Greg has assembled this team of mortgage professionals who you're going to hear their
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success stories.
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As I said, you're going to hear examples, you'll get links to their profiles in the show
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announcement.
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So you can go see what they're doing for content, what they're posting, what, you know,
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is it a video?
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Is it an image post and you're going to get a look at how these originators have pivoted
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and embrace this kind of modern, you know, platform of digital marketing and are generating
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leads?
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Imagine if you could generate hundreds of leads a day because of content that you've consistently
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posted over time.
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Like, if you're struggling with right now, like where to find your next deal.
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If you're curious about, you know, how to be able to grow your business without it costing
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a fortune and, you know, paying for leads and all the things that go into that, obviously
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this consumer direct channel is a viable channel.
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I think the challenges is most haven't really figured out or cracked the code on how to
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actually make it work.
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And I think you tell me, listen to this episode, but I think Greg and his team, the creator
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collective at NFM lending have a good handle on how it works.
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But don't judge, you know, don't take my word for it.
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You listen to this episode and you listen into the success stories that are there.
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And if you like this episode, please leave us a review, let us know, share it with somebody
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that you think might find a valuable.
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And if you're interested in connecting with Greg, you know, his links are going to be
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in the show notes to connect with him directly.
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So I hope you enjoyed this episode without further ado.
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Let's get into this weeks show Greg, welcome to the show Jeff.
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It is my pleasure.
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I've been wanting to do this for a while.
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So thanks for the invite.
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I'm thrilled to have you here.
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You somehow crossed my feed on LinkedIn, which is what brought you here today.
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And we're going to talk about your position and statement around the NAR lawsuit in
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a moment.
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But before we do, those who aren't familiar with you, what do you want to share about who
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you are?
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What do you do?
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Well, I'm the managing director at NFM lending.
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We are top 15 lender when you consider the players that are just retail that don't have
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other arms of their business.
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So what that means is we eat what we kill and we have one focus, closing the loans that
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come in the door.
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I've been in NFM two stints, 1998 to 2002.
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So I've been in the business 26 years, 27 years.
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I was there for four years and then I went open up my own company, grew it to 120 people
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and came back to NFM with 106 of my employees 14 and a half years ago.
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And so I'm 52, I'll be 53 and just a couple of days.
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And I'm at a kind of point in my career where I'm just trying to add value as much as I can
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to the industry.
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I used to kind of hold things close to the vest and want to have everything be proprietary.
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But I retired that mindset and feel like I've got a lot of wind beneath my wings and motivation
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to want to lift others up in the industry and give my opinions and share my wisdom and
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my connections and keep people positive and plucking away because I really am very bullish
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on this industry.
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I know the best is yet to come.
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And a lot of it is rooted in social media and branding and a lot of the things that
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you're very passionate about educating people around.
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So that's kind of a, you know, like if you said, what do you do at NFM?
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I help with marketing, I help with innovation, I help with recruiting, I help several other
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people sort of set the roadmap for the company.
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Okay.
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Thank you for that.
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Sure.
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I'm curious, what happened?
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Was there some type of an event or situation where you shifted the playing close to the
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vest to wanting to show up and open the kimono, so to speak?
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I think that when I, when I launched the influencer division in January of 2021 and I saw so many
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people gravitating towards this idea and ear to the wall wanting to hear about our success
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and the more I shared, the more inspired I felt people being.
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And so that was kind of the moment.
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Like, you know, not only are we on to something interesting, but there's a ground swell of
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folks in the industry that are really intrigued, that want to know more about it.
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And so, you know, I made another post and made another post and hired another couple of
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influencers and got another 10,000 leads or whatever we got.
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We can go over the stats and everything here in a moment.
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But that really inspired me and then I started to get asked to speak on some panels and
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I've been spoken at the MBA several times in the Digmo conference and several other conferences,
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the mastermind in Vegas last year on a panel with Dave Savage.
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So it's just sort of taken on a life of its own and given me this platform to want to inject
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a lot of positivity into the market and I love it.
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I love that I have the opportunity to do it and anything I can do to help share what I know
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and to keep people feeling upbeat and positive, I want to do.
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It doesn't mean that I don't have my moments and that I, you know, sometimes I have better
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days than others because I absolutely do.
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But we've endured well over two years now of headwinds and I know that it's changing
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and I feel that it's changing and my outlook is much rosier than many people's outlooks.
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I've been saying on my LinkedIn feed now for several months, we're at the, we're in
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the eighth inning, we're in the top of the ninth inning and I know this is going to turn
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and it's going to turn so much faster than people think.
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And so the forecasters who say, oh, it's going to be a year, it's going to be 18 months
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until we, you know, until things are great again and rates go down to any kind of number
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that motivates sellers.
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I disagree.
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I think you're seeing in the jobs data, you're seeing in all the other data points that
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we know of car payment delinquencies, record debt, you know, we've crossed over the billion
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dollar threshold for the first time with consumer debt, savings rates near and all time
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low.
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Now we have CPI numbers coming in worse than expected.
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It's all lining up to be in our favor and we're going to have some substantial winded
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our back here very soon and that's what I want to, that's the kind of air that I want
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to breathe into the community.
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Well, that's definitely a refreshing message considering the headwinds we've been up
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against for sure and maybe a little bit contrarian and so we'll probably talk a little bit
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about that as well.
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It's interesting.
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You say that.
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I was watching a video the other day, Scott Galloway who's a professor of economics at
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NYU and he was commenting on how he thinks that inflation is going to come down almost
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as fast as it went up and that's some of the economic kind of forward looking, you know,
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numbers he's looking at.
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I don't know if you feel similar about that.
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I don't know that it's going to be that precipitous.
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Yeah.
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I don't see it going up all the way.
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You know, the bond going down to 275.
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I think it's going to take really bad data to get there, but could rate settle, I've predicted
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rates are going to be five and three quarters to six and a quarter by the end of March.
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Okay.
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So while we're there, let me hang out and kind of geek out on this for a second.
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I interviewed a couple of weeks ago, Logan Montesham, if I'm from housing wire and I don't
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know if you're familiar with him, but he's the housing analyst over there, housing wire.
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What happens then?
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What's your answer to because you see a lot out there, social media, when rates do come
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back down to that number, let's say in that range, who just mentioned, do we see a mad rush
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of sellers?
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Do we see a huge spike in inventory?
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Like what's the impact you think to housing with that?
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I think you see more people willing to sell, to move down, to move up, to let go of
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that 4% rate when you get into the fives, you see more people wanting to consolidate,
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I think you'll see.
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Oh, then does that impact prices then, prices downward pressure?
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I don't think so.
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I mean, I think it's going to slow down the increases, which is needed.
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Right.
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I don't think we're going to be looking at 10 to 15% annually as we have been the last
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couple of years.
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I think it's not good.
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Yeah, it's not good.
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You get down to a normal level though, and now people are making decisions, and it's
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not just based on, I'll do everything I can to hang on to 4.125.
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I think we saw when rates were in the mid-high sixes, you know, when they bounced down before
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going up this latest time, that spurred a lot of activity.
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Our applications were way up, more applications were up.
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So I mean, that's in the sixes, and if people are like, well, what's going to be the catalyst?
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You just look at the spread between the 30 year fixed and the 10 year, but no, there's
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been a lot made of that, you know, that historically, it's 170 right now.
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It's above 300.
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So there's 130 basis points or more of excess where, once that's corrected, once the fed comes
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out and says, you know what, we're done raising.
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We may even cut that, that number is going to come in.
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That's going to come back in and that alone gets you into the high sixes, if not lower.
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What was the post though, you had the other day, Powell strikes again, Powell says not
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confident.
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Has that enough to bring inflation?
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Yeah.
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You know, and I go back to that too.
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It's like people want to turn, I'm not an economist, right?
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I've just been in the mortgage business 26 years and I've seen all the rhetoric and I've
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got a pretty good sense for when things are going to turn a certain way.
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This is the guy that runs the Federal Reserve, like he's in charge of making decisions.
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This same guy was pounding the table that inflation was transitory.
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And it was that position that put us in this position when people say to me, oh, that's
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not what Powell, you know, Powell's made it clear.
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I'm like, come on, man, like he's data dependent.
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All these guys are.
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Right.
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No pivot as quickly as he has to.
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Yeah.
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I mean, he doesn't, he doesn't have access.
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I'm assuming right to any other data that we don't.
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Because of all the indicators they look at, that's impacting.
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That's right.
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And I look at Mike Fratt and Tony, chief economist from the NBA, who I love, admire, and I've
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got a friendship with him.
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I lean on him at NFM TV, I think he's wonderful.
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He's been way wrong for a couple of years.
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He didn't think inflation would be this stubborn.
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He did not think it would be transitory.
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He called it something more sustainable.
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He was right there.
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But even he had predicted that by this past December, we would be in the mid-fogs.
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And that's an, that's an economist.
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He was paid to be that guy.
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Yeah.
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He's got the high end education, right?
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Whatever.
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I don't know where he went.
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But let's just assume it's some great, you know, education that got all that knowledge.
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That just goes to show you that people are wrong most of the time, you know, even getting
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into stock market predictions and all that stuff, right?
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Correct.
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Yeah.
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That's right.
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All right.
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So that's, you know, thank you, by the way, for sharing that because obviously we're
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all kind of hoping for that, right?
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And it'll happen based on the schedule it's going to happen on.
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We don't control how fast that happens.
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But I think the message, what I love, let's circle back to you and LinkedIn.
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What's got me engaged in your content and seems to be other people as well is that, you
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know, you are posting some, some coaching, if you will, there, I'll use that, all right?
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Some, some directional, some framing on like what you should be doing in today's market.
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And I think the most recent ones I saw from earlier this week or today was, let me just
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ask you, you obviously oversee a lot of originators, what are you coaching originators
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around today?
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What should they be doing?
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That's a great question.
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Thanks for asking it.
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Owning your business.
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When I say that, you know, becoming a commodity, branding yourself, watching what other people
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are doing, developing relationships through social media, liking, engaging, all the things
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that I know that you are leading the charge on.
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And that's what really, that's what made me gravitate towards you when I, when I started
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listening to your podcast is, man, we're, we are speaking the same language like using,
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you know, and even if you don't want to be one of those people that's going to be online,
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it's okay if you don't want to be the face, but learn the tricks of the trade because
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it's the greatest door opener to get in front of real estate groups you'll ever get.
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And right now, it's blue ocean.
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Like right now, it's a blank canvas.
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We're in the very beginning of this.
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So even if you don't want to be in front of the camera, that's okay.
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Learn the tricks, align yourself with the company that is passionate about social media that
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has leaders and teach these real estate agents how to, how to do it, how to brand themselves.
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So everything that I'm talking about is all about, is all about branding.
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It's all about potentially influencing and getting to borrowers much earlier on in
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the funnel, which is a perfect segue to the Narloth suit, if when the injunctive relief
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comes out, and if the judge determines that, listen, we're just going to do away with
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the thing, you know, it's buyers are now responsible for the agent's fees.
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I mean, aside note from that, I believe that something will get worked out.
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Fanny Freddy will get rolled into the loan.
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There'll be some, some accommodation.
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It's just the mandate of every administration is way too steeped in this idea of helping
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out first time home buyers and minorities and things like that, even though this administration
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has swung and missed in a huge way.
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That's a side note here, just to be a little polarizing.
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But I really, I believe that you've got to, you have to embrace social media and branding.
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And that's a big, what does that exactly mean?
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I'm saying to people, get ahead of the funnel, get to the consumer, sooner than you used
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to do.
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And we used to dream as loan officers, oh my goodness, we're ever going to have a moment
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in time where we can flip the script on real estate agents.
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And now we got the control instead of them and said, me kissing their ass, showing up
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with donuts, when are they going to come to me?
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This is the moment, people, like this is it.
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Like NFM's influencer division is comprised of 12 mortgage influencers, all licensed.
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They all have self-generated business, but they're also making great videos.
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And in two years, they've driven in 65,000 leads, all free, all organic from Instagram,
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TikTok, Facebook, Reels, a little bit of YouTube.
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We've generated between, you know, from that business, a little over 1100 loans for just
20:31
under 400 million and 24 months, just from that, you take the NAR lawsuit, right?
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And now you've moved borrowers up the funnel even more, because now you're in a situation
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where these first time home buyers, if that happens, where do I turn?
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I'm already cash strapped.
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Who's the expert, who's going to, right now in this moment, right now, who is going
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to work on being the expert lender in the space that's going to be a great resource for
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these first time home buyers to figure out what the landscape looks like, how they, how
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these changes affect them, where do they go, who do they turn to?
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Who's going to be patient?
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That's the other thing about what we've learned with the influencer division is people, yes,
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you're getting to people earlier on the funnel, but be prepared, not everybody's ready
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to close today.
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Right.
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So you've got to be at a place that's got a really good nurturing campaign and believes
21:27
in what I'm saying and believes in what you're saying, Jeff, and that means identifying
21:31
upfront where these folks are and what they need.
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If it's three months, if it's six months, if it's nine months, if it's a year, it's
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going to be all over the board.
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So if somebody indicates to you where a year out from buying, don't throw them in the
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dumpster, like you might have done before, find a way to stay in front of those people
21:49
in a meaningful way.
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And so I think that the nor lawsuit is going to further expedite this top of the funnel
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thing that's going on that we've discovered through the influencer division.
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And we're just a small little piece of the pie, the other thing to consider.
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I know you want to get a word in edge wide.
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You can't tell me you weren't feeling great.
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So I'm trying to take over the floor.
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I think it's been well documented, but worth repeating that we have the first generation
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of home buyers upon us that are digital natives.
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I know you've spoken about this.
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What does that mean?
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It means it's the first group of homeowners that have this in their hand all the time.
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This is how they transact.
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You can't do anything about it.
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They don't care who their mom got alone for in 1987.
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They're going to make their own decisions based on what they see and who they follow.
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Why is that important?
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Well, Generation Z represented 2% of all applications two years ago, 9% last year, it'll be 16%
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this year.
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They're 68.6 million Gen Zs in the United States right now.
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Do you know how many of them want to purchase a home in the next 36 months?
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46% of them.
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That's 31 million people.
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Their behavior is tethered to this thing.
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And the biggest obstacle or one of the biggest obstacles to that is affordability.
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For sure, yeah.
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This is where the trusted advisor mortgage professional can come in and educate them
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around.
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Because as you will well know, people have these different perceptions like the, you know,
23:30
the old adage that I still find outrageous is that, you know, the higher percentage of
23:34
people who still think they need to put 20% down, right?
23:38
The phyco misconceptions like various things out there, this, this comes back to education
23:42
and like you're talking about with your influencer division is getting into the market and reaching
23:47
that, that underserved audience, is that fair statement?
23:52
For sure, learning about them, what makes you tick, what they want, what they need to
23:55
hear, how to drip on them.
23:57
Well, let me put that in a second if I could because people are listening and I, I want
24:01
to unpack this as well, you know, the influencer division.
24:04
I think I originally got exposure to that from, is it's got Benson?
24:08
I believe he's, he works for, he works for us here at NFM.
24:15
He's got over a million followers.
24:17
He is, he's a pioneer in the space and was one of the first, yes, put himself out there.
24:24
So explain then a little more detail on this influencer division.
24:29
Did you see people like Scott doing this?
24:31
Then you're like, hey, wait a minute.
24:32
There's something here or did you already recognize that and say, let me create a platform
24:36
or a company that actually supports and, and enables originators to become modern like
24:42
that.
24:43
Um, it's not, it's not real sexy, but I'm going to tell you how it is.
24:47
I can make up a great story, but the matter is, you know, I, I, I consider myself to be
24:53
a relationship builder.
24:54
If I had a strength, it's that I love people and I love going deep with people and having
24:59
great friends.
25:00
I just love that.
25:02
And so there's a guy, um, his name is David Stallings.
25:08
He worked at home star out of Georgia, which just went under and he's at canopy home loans
25:13
now.
25:14
And I recruited David for years, like seven, eight years and I never got him.
25:19
It just never was the right time, but we, we continued to go deeper and build a great
25:23
relationship.
25:24
And I consider him one of my very good friends, even though we work at different lenders
25:27
and we've never worked with each other about three years ago.
25:31
We were having a conversation, think tanking and he's like, there's a guy, you got to look
25:35
at this thing called TikTok.
25:36
There's a guy in your backyard who's giving me leads.
25:39
This guy's a lead machine.
25:41
His name is Scott Bentley.
25:42
I, I'll be honest, I hadn't heard of TikTok, but I didn't know how to spell it, but I went
25:47
on, I took a look at him and, and I had a moment and it was definitely a, a, a big moment,
25:55
a centennial moment for me in, you know, in terms of my career.
26:00
I saw a video that got five million views.
26:04
He was wearing his company hat, his company sweatshirt.
26:06
I saw thousands of people DMing him and, and right then and there, I was like, oh my
26:15
goodness, that's the future.
26:19
What that guy's doing is the future I, I reached out to him, got him on the phone, made an
26:24
assumption statement, assumption statement, I said, I'm sure your lender is all over
26:29
you building a castle, you are the future.
26:33
Tell me that's what's going on.
26:34
He said, actually, my lender has no idea what I'm doing.
26:38
They ignore me.
26:40
They just recognized the top 10 marketers at my company and I wasn't even on the list.
26:45
He said to me, they were recognizing people with good, open house fires.
26:49
Oh, man.
26:50
I said, look, man, wow, I love what you're doing.
26:53
There are more people trying to do what you do, come to NFM, let's build something together.
26:58
You can co-own it with me and let's build out the first ever influencer division in
27:02
Mortgage.
27:03
He came and right away, I got affirmation.
27:07
Some of his videos drive in two to three hundred leads a day.
27:11
Can you imagine?
27:12
Yeah.
27:13
It's a short form video.
27:14
He's going on there.
27:15
He's making a video about some lesson that's been learned or about a first time home buyer
27:20
that never thought they'd get into a home.
27:22
He's telling stories and people respond to that.
27:27
So take that.
27:28
We made a bunch of mistakes for the first six to eight months.
27:31
He came in April of 2020 and from then to the end of the year, I'm sorry, I get all the
27:38
dates confused.
27:40
He came, it's so hard to remember exactly when he came.
27:48
He's been here two and a half years.
27:50
We officially made the announcement in January of 2022.
27:57
In January in 2021, we spent about six to eight months making a lot of mistakes.
28:02
For instance, in the beginning, we would take a consumer who clicked on one of his videos
28:07
and wanted more information.
28:08
We would take them right to an application and we were flooded with applications.
28:12
What's the problem with that?
28:14
We created a complete bottleneck, right?
28:16
We didn't verify anything.
28:17
So then we started to verify it, but then we were like, you know what?
28:20
We need workflows.
28:21
The people that say that they're, they self-grade their credit as poor or below 580.
28:25
We got to take them down this path.
28:27
The people that are 580 to 640, we need to take them down there and really dig into that.
28:32
The 680s and above, we're going to take those right to a loan officer.
28:35
Then we built a call center behind it.
28:37
So long answer, really long answer, like the longest answer ever.
28:42
It started with somebody that I built a relationship with who I recruited, but never got.
28:48
And he gave me a tip that led to what is now the Influencer Division.
28:52
So I give David Stallings the credit for turning me on to Scott Betley, other one.
28:56
Shout out to David Stallings, yeah.
28:58
David Stallings, who's a really smart guy too.
29:00
He's great.
29:01
I'm clicking around here on Scott's Instagram page, and he's big on TikTok as well.
29:07
That's funny because I reached out to Scott some time ago about being on the podcast and
29:12
he was too busy, so you can have him on anytime.
29:16
Yeah, I appreciate that.
29:17
Yeah.
29:18
Yeah, I'm looking at your flow here, and I'm so getting technical for a second on this page
29:22
where you're now allowing people to self-qualify with their estimated credit rating.
29:30
I'm curious for a second, and you don't have to reveal specifically, but obviously you
29:34
have some type of technology on the back end with some automation, right?
29:37
To put people in different workflows based on different.
29:40
Oh, yeah.
29:41
Yeah.
29:42
Can you talk about, is that like a known CRM you're running, or is that so?
29:45
Yeah, I know.
29:46
We use Shore Fire.
29:48
We've recently pivoted to shape, which is a little bit heavier on the front end lead
29:52
management part.
29:53
The problem with Shore Fire is they don't have lead management up front.
29:56
So we've had to Jerry Rig that, and so we recently pivoted to shape where we believe
30:01
that they are the future when it comes to workflows and having the kind of technology
30:07
that we need to get in front of these folks fast.
30:10
So that's what we use for that part.
30:11
All right.
30:12
So here's a question you've probably gotten in some fashion before.
30:15
Having watched Scott's content for some time, you know, he has a personality, right?
30:22
He's engaging.
30:23
He's funny.
30:24
You know, he's got these little skits and stuff that he does.
30:28
Do you think everybody can actually do that, that style?
30:32
No.
30:33
Yeah.
30:34
Yeah.
30:35
So let's do this.
30:36
Let's speak to the people who, when they look at that stuff, something like Scott, we'll
30:40
put a link in the show notes to his Instagram, that mortgage guy underscore.
30:47
But sometimes when we bring these quote unquote influencers to the surface and we're talking
30:52
about them, people go look at their content and they immediately see him, you know, doing
30:56
whatever, right?
30:57
And they go, ah, I can't do that.
30:59
That's not.
31:01
It's not for everybody that you need to understand your first of all, who are you?
31:06
What's your personality?
31:07
How do you want to show up?
31:08
You want to show up as light and funny and entertaining or do you want to show up as
31:12
a mortgage expert who can get any loan done or is constantly giving you knowledge?
31:21
There's short form videos, which is Scott's niche.
31:24
There's longer term videos.
31:25
They have another young lady here under the handle of a nutter home loan.
31:31
She is incredible.
31:32
I've never seen a more dedicated community.
31:35
Her name is Jordan Nutter, N-U-T-T-E-R.
31:39
And she's longer form.
31:41
She does skits.
31:43
And so she has like a dual persona, Jordan does.
31:47
So she'll, and what she does is she recounts the most ridiculous incidents that have happened
31:51
where let's say she's on the phone and the bar was calling her like, well, why can't
31:56
I close today?
31:57
And Jordan's like, well, we just, we're getting the closing docs ready and we notice that
32:01
you've got seven inquiries from other mortgage companies in the last three days.
32:06
What's going on?
32:07
Or, you know, I told you not to purchase any more things and you bought a car, and then
32:13
she's got the other person on the other phone, which is her playing this dual persona.
32:17
Well, I didn't think it would be a big deal.
32:19
My boss said that I'd look good in a Tesla.
32:21
And so she goes back and forth, and that resonates with her and her personality.
32:26
There's another woman I encourage people to follow that I'm a tremendous fan of.
32:29
She's on YouTube.
32:30
So she's the educational front.
32:33
Her name is Jennifer Beaston, B-E-S-T-O-N.
32:37
She's a, I consider her dear friend now.
32:40
She's a guaranteed rate, a competitor of ours.
32:42
But so it's kind of, it's awesome.
32:46
She's got a completely different style, like those three people.
32:50
And so really the question that you should be asking that people want to know is, can anybody
32:54
do this?
32:56
Not to anybody do what's got Betley's doing, the answer to, can anybody do this?
33:01
It is unequivocal, yes.
33:04
Unequivocal.
33:05
I don't care if you're 30, 50, 80, it doesn't matter.
33:10
You can definitely do it.
33:11
And I know, how do I know this?
33:12
Because we've got several people in our team that have pivoted and reinvented themselves.
33:16
We have a 52-year-old man.
33:20
His handle is by not rent guy, by not rent guy, okay?
33:26
So he's the traditional great branch manager, leader.
33:30
He's a $50 to $100 million guy, has been forever.
33:34
So what was going on?
33:35
We were doing, he was like, you know what, I'm going to throw my hat in the ring.
33:37
I'm going to develop a TikTok account and just start doing videos.
33:40
And one of the rules, folks, prepare to fail.
33:44
Prepare for your first 100 videos to be terrible, horribly received, zero traction.
33:51
Be ready to feel like you lost.
33:53
That's what it takes to get through the other side.
33:55
How do I know this?
33:56
Because I'm working with these influencers every day.
33:58
We've had, you know, I've spent thousands of hours talking to them about what it takes
34:02
to be great in this space, thousands of hours.
34:06
So he started doing that.
34:07
And in the first 10 months of this journey, this 52-year-old guy, he's not a fashion model,
34:12
by the way.
34:13
Very ordinary looking guy.
34:14
I'm close to him.
34:15
He wouldn't mind me saying that.
34:16
I think he knows it.
34:17
He closed 10 transactions in 2022 as a result of this maiden voyage of his.
34:26
Not only that, this goes back to what I said about, even if you're not going to be in front
34:31
of the camera, you can help educate other realtors.
34:34
Do you realize that real estate agents, I'm going to get as close to them.
34:37
I'm going to get as close to this camera as I can.
34:38
They are starving for this.
34:42
They're not hungry.
34:43
They're starving for help and direction.
34:46
Help and direction.
34:47
Show me how to do this.
34:49
How do I get a piece of this evaporating market share?
34:52
What I mean by that is they see their competitor down the street, take it borrowers from them,
34:58
because they know how to do this thing.
35:01
So you all of a sudden have something you could bring of value to real estate agents.
35:06
How long have we been trying to do that beyond my rates greatly close on time, right?
35:11
So my point is what happened is even though buy not rent guy was not lighting the world
35:16
on fire and he only closed 10 loans in his first year of doing this.
35:22
Everywhere he goes now, basically, lender related.
35:26
He's got agents coming up to him going, you're the buy not rent guy, I'd love to work
35:29
with you.
35:30
How did you learn how to do what you do?
35:33
So he's got meeting after meeting after meeting and suddenly he's in control of his business.
35:37
Yeah.
35:38
So I love that.
35:39
I know I'm speaking to your soul, brother.
35:40
I was just going to say, man, I'm in the, I'm in the, the pews in the church and I know
35:45
can I get a witness?
35:47
I get it.
35:48
Hey, man, pass the plate around right now.
35:51
No, 100%.
35:52
I've been preaching that for a long time and that's why I'm so thrilled.
35:56
Number one that you bring the energy to this because hopefully it's breaking through.
36:00
It's not like people haven't heard this.
36:03
It's just you need to finally do something, right, get off the dime and find your voice.
36:08
So to speak, right?
36:09
I'm going to share my, if you'll, I'm going to share my screen off, I'll put up our,
36:14
our influencers so people can take a screenshot real quick and begin to follow some of these
36:18
people.
36:19
For sure.
36:20
This is always dangerous because I have no idea what, what's open on my computer.
36:24
We're fortunately, unfortunately, we're in pretty good territory right now.
36:29
We've rebranded since this, but the, but take a picture of this.
36:32
Here's by not rent guy, you know, I mentioned he wasn't, uh, that's a model.
36:38
You know, this is Scott Betley, that mortgage guy, he's got a million followers.
36:43
Here's Jordan Nutter, a Nutter Home loan.
36:45
She's amazing.
36:46
Chad Johnson is on Facebook.
36:48
He's got his own style.
36:49
He's a very well known guy.
36:51
This guy had a breakthrough when he started doing calculator videos and that's the other
36:56
point about, about this thing, like you asked me, uh, I'm going to get off this page here
37:02
in a minute, but you asked me, like, can anybody do this, uh, really, anybody can do this
37:09
and, and the thing about it is, and the reason you have to be prepared to fail is because
37:13
it takes a minute to get your lane, like Jordan Nutter, who's got that long form dual persona
37:19
thing going on.
37:20
She tried everything and she didn't do great for the first six ideas.
37:24
Then she tried another idea.
37:25
Let me do a dual persona, and I'm going to be a storyteller.
37:27
I'm going to read, I'm going to make what I do, recounting funny tales, ironic tales.
37:33
And then boom, she went from 50,000 followers to over 300,000, and she's closed a lot
37:39
of loans, by the way.
37:40
I mean, she's closed this year, 120 units, uh, for something like $44 million in the worst
37:48
market, any of us have seen in ages, if not ever.
37:51
And what, what percentage sourced from her content, you know, all of it.
37:55
She doesn't, she doesn't knock on doors.
37:57
She makes videos, she teaches people how to be, how to brand.
38:00
So when you ask me, you know, bringing your question full circle, 30 minutes later, what
38:04
am I coaching?
38:05
Yes.
38:06
What am I passionate about?
38:07
This, this is very important because there is, there is no question.
38:11
Now, wait a minute, just on the, uh, another home loan thing there, you said she's teaching
38:17
people.
38:18
So she, it might to extrapolate from that, she's teaching realtors.
38:21
This content.
38:22
Absolutely.
38:23
I just want to make sure that didn't fly.
38:24
I caught that.
38:25
I don't know.
38:26
She, she, she said that she's been asked to speak in various things and her, her profile
38:29
now is growing and she gets in front of real estate agents all the time and shows them how
38:34
to do it.
38:35
And by the way, that's a, I want to, I want to double click on that.
38:38
Um, my kids make fun of me using that, but it works.
38:41
Uh, and that is this is the, the benefits of producing the content is multi, right?
38:47
But let's just take two, which is one consumer direct building your own database and kind
38:51
of personal brand there, but, uh, I love that you highlighted this because most people
38:55
don't think about this is, you said this a few minutes ago is your own personal brand
39:01
amongst your realtor population locally, other referral partners as well to the point
39:05
of, Hey, you're that, you know, uh, guy, you're that gal, right?
39:09
That I see your content.
39:10
And then what happens is, and I've interviewed another, uh, other people who share the same
39:13
thing is they start connecting and reaching out with you or when the call comes, it's just
39:19
right?
39:20
No resistance because you've already built that awareness and brand of who you are in advance
39:25
of that ask.
39:27
You have something realtor's one, not all of them.
39:31
Yeah.
39:32
No, but, but here's the thing they're all getting ding right now.
39:35
They're all losing market share to the, to the, to the, to their colleagues, many in their
39:41
own firms who they see stepping out.
39:44
Yeah.
39:45
Yeah.
39:46
Interesting.
39:47
So then where do you suggest somebody starts who they're like, all right, get it.
39:49
I'm sold, you know, shit, I haven't done this and, you know, I've been putting it off.
39:53
Like, what do I do?
39:56
Download an app and just start making videos.
39:58
You know, well, I think, I think the easiest, the easiest thing to focus on is an area where
40:05
you feel like you're an expert, so if you, if you are a down payment, assistant expert
40:11
focus on that.
40:12
If you specialize in FHA borrowers and low down payments, do that.
40:17
If you are passionate about veterans and you know all about these, these amazing loans
40:22
that are definitely under marketed and under utilized, focus on that.
40:27
Here high balance, if you're junk, whatever it is, right?
40:30
Start somewhere with any of those.
40:32
Start there.
40:33
Yeah.
40:34
Yeah.
40:35
Start, start, start from your soul on out.
40:36
Yeah.
40:37
Like what is it?
40:38
Like you hear when I talk how passionate I am about this stuff, right?
40:41
That's where you need to get yourself in that mindset.
40:43
You can adjust down the road, but that's the easy place to start, right?
40:46
The worst thing you want to do is, oh, where do I find the app and what the hell am I going
40:49
to say?
40:50
The other thing is don't give a shit what you look like.
40:53
Like, this is not a thing for the pretty man.
40:55
That actually dilutes the impact.
40:58
This is about, and I, you know, I'm kind of like talking on both sides of my mouth, because
41:02
if you look at my LinkedIn, you'll see a lot of the stuff that I do is polished.
41:05
I'm in front of a, I'm going to, I'm, I'm, I'm on a set.
41:08
It's, it's very well edited.
41:09
I mean, it looks very professional, but I'm not an influencer in the sense of what these
41:13
guys are doing.
41:14
They're not on TikTok doing those videos, right?
41:18
But, but for, for these other verticals, you want it to look as, as genuine and as less
41:24
kind of put on as you can, because that's really going to hit home and that's really what
41:27
people are hungry for.
41:29
So, you know, my advice is, pick a vertical, like go look on, go, go, go, go mortgage
41:36
you to TikTok, Instagram, whatever the five, four or five are, start to see, you know,
41:41
who you, who you can identify with.
41:43
Yes.
41:44
Who, whose message is resonating in style, then pick that platform, figure out how to
41:49
post on it and start making two videos a day, five days a week and speak from the soul.
41:56
Don't care what you look like, don't make it all pretty and great.
42:00
Just share stories to do whatever you're passionate about and start to do that and then you're
42:05
going to, and then you'll start to find your way and be prepared to fail many, many times
42:09
and be very discouraged, but push through that wall and it's going to lead to some tremendous
42:13
fruits.
42:14
I love that.
42:16
Don't.
42:17
It's a hundred percent spot on.
42:18
I love that you said be prepared to fail because you will, right?
42:22
Have the courage to press, publish.
42:26
And I think, you know, the other big thing you said is I characterize it as find your voice,
42:30
right?
42:31
Find your lane, whatever.
42:32
That thing.
42:33
And by the way, that might change.
42:34
That's why I love you.
42:35
Give the ideas of where you can just start, whatever it is, VA, it's DPA, it's, you know,
42:39
overcoming the myths about, like I always tell people, take the five questions you get
42:42
most often.
42:43
Like there's five videos right there, you know, do I need 20 percent down?
42:47
Do I need 800 FICO, you know, FHA versus whatever.
42:51
And then follow other people looking behind me for this book, there we go, pregnant pause
42:58
and audio.
42:59
Worst thing to do.
43:00
It's still like an artist.
43:01
I don't know if you know this book, but that's not, yeah, it's like, it's, it's okay
43:06
to steal air quotes, right?
43:09
Because look at, there's nothing new under the sun, right?
43:10
So follow other people.
43:11
Jennifer Beaston is one of the people who inspired me a couple of years ago.
43:15
She does amazing videos and she was leaning in real heavy with VA at that time and she's
43:20
crushing it.
43:21
You know, so there's plenty, I think that's the other thing too.
43:23
In today's world, there are enough examples.
43:26
You've named people.
43:27
We're going to put links in the show notes to the people that you've named and et cetera.
43:31
But there's enough examples out there where you don't need to reinvent the wheel anymore,
43:35
right?
43:36
No question about it.
43:38
No.
43:39
Well, all these guys are stealing from each other.
43:40
I mean, look at the West Coast offense in the NFL, like Bill Walsh, was the guy that came
43:44
up with the West Coast offense before you know, he had a bunch of disciples running around
43:48
and that's kind of like the staple offense of the NFL, like it's a copycat league.
43:54
Find someone that you like what they're doing, do what they're doing.
43:57
I've seen people take Scott Betley's videos and actually word for beta, word for word,
44:02
say exactly what he said.
44:04
And that's how they got off the ground.
44:05
That's okay to do.
44:06
Yeah.
44:07
There are no red lights here.
44:09
You just go.
44:10
It's all green.
44:11
Now, I'll just bring this back full circle.
44:12
We're running a lot of time here is what I think is interesting and inspiring about you leading
44:18
this up at NFM is you are one of the few companies that I'm aware of that actually welcomes
44:25
originators in with open arms and say, hey, you want to build a brand?
44:29
You want to be a media brand?
44:31
You want to be fun in baby.
44:33
We got it for you.
44:35
A lot of companies aren't doing that.
44:38
You want me to comment on that?
44:39
Yes.
44:40
How did you know I'd have an opinion on that?
44:43
I know, right?
44:44
Shocking.
44:45
There are too many companies out there that view the company as the brand, videos of them
44:54
breaking ground on a new building, accomplishments of the owners, boards that they get put on.
45:01
No, they got it all wrong.
45:04
The brand is you.
45:06
The brand is the loan officer.
45:08
All we're here to do is be a facilitator, period.
45:12
And so I want to puke every time I see, and I could name the people, I'm not going to
45:18
do it just because I don't, I don't, I don't roll like that.
45:22
But if you're at a company where you don't feel like you're the brand and you're not able
45:26
to be free, you need to take a look at where you are because the business is changing.
45:33
It's changed.
45:34
It's changing under your feet and the companies that aren't going out of their way to create
45:39
the scaffolding for you to win.
45:42
You're not going to be there that long anyway, whether you like it or not.
45:45
So you might as well consider making a move on your own and control your destiny and get
45:49
aboard the momentum that exists right now.
45:52
And the opportunity, I talk about blue ocean canvas, I use those cheesy things, but we're
45:56
very early on.
45:57
Like this is going to look a lot different in three years when everybody gets it.
46:01
Yeah.
46:02
You don't, you don't have a forever window.
46:04
No.
46:05
No.
46:06
Like you said, blue ocean or you got a land grab shot right now to get, to get to the
46:09
front of the line.
46:10
But yeah, it's going to continue to get more crowded.
46:12
It is.
46:13
And then this isn't a billboard for NFM.
46:15
We're not the only ones that have social media influencers.
46:19
We have the most.
46:20
We've been going at the longest where the only influencer division and mortgage that I know
46:24
of.
46:25
I mean, this is, this is not conjecture.
46:26
These are just, well, that's a side that just is what it is.
46:29
You take it seriously, you embrace it by actually having a division, you know, it's
46:33
not a dot like, oh, yeah, sure, go ahead and make your own videos, but run them through
46:36
compliance.
46:37
You know, no, no, no, we don't run, you know, we have rules, I mean, we audit like anybody
46:42
else does.
46:43
We'll do, you know, we'll fly by, do fly buys and drive buys.
46:46
But it's very simple, you know, no rates, no terms, no conditions, no promises.
46:51
Be creative, tell stories that are true and have fun.
46:55
And, and nobody's spent, you know, because, you know, nobody wants, because the brand
47:01
is so important to the originator too, like they don't want to put that at risk, they
47:05
don't want to put that in jeopardy.
47:06
All right.
47:07
I mean, we have the same goals, right?
47:08
That's a regenerate loans, man.
47:10
And just it's just a new way to get there.
47:12
One of the, one of the pillars.
47:15
So I've got to share this and hopefully it doesn't come across as self-serving.
47:18
But I was talking with somebody the other day who is a member of mine in, you know, as you
47:23
probably have gathered from listening to a couple of my podcasts, we equipped loan
47:26
officers to go out and teach classes in the local market to realtors, right?
47:29
Teaching them on these topics.
47:31
And I had a conversation with a particular company and they kind of ran it up the, up
47:35
the flagpole internally and the basic feedback was, oh, that all sounds well and good.
47:42
However, I think we should focus more on quote, fundamentals like making phone calls
47:47
and sending postcards.
47:49
And it's like, wow, you know what?
47:51
That's pathetic.
47:52
I know.
47:53
It's really, really sad to think that, like, how is this not a fundamental activity?
47:58
Mark marketing.
47:59
Listen, Mark, and I told you at the beginning of this, and as I talked more about the
48:03
influencer division and what we were doing, I was asked to speak in front of groups.
48:07
One of the things that I was asked to do was talk to a group of contemporaries through
48:11
the Stratmar group.
48:13
So they have these leadership calls.
48:14
And this particular topic was marketing and direct consumer and social media.
48:20
And they had me come on and speak.
48:22
And these people, like, they were like, they were, we're tick, what, tick, and I'm not joking.
48:29
Like I'm not exaggerating.
48:30
This was still.
48:31
And months ago.
48:32
Wow.
48:33
They're like, well, how do you, what do you, what do you put on there?
48:36
Like, what is, what is tick, tick, tick, what, like we, we focus on great marketing flyers.
48:40
I'm like, oh, gosh, I mean, on one hand, I'm like, get a grip.
48:45
On the other hand, I'm like, this is my competition.
48:47
This is amazing.
48:48
I love this.
48:49
And we're going to that for a little longer, will you?
48:53
And that really happened.
48:54
That's a true, that's a true story.
48:56
You know, the issue, Jeff, is you have to really have a, you have to be a visionary.
49:03
And I'm not calling myself a visionary.
49:04
I think NFM is a visionary.
49:06
Like I'm just a passenger in the car, right?
49:09
And maybe I'm steering, I'm at the steering wheel, maybe I'm putting the fuel in whatever
49:12
analogy you want.
49:13
You have to, you have to believe, right?
49:16
And you can't fake that belief because the, it's all in the actions.
49:21
Like there are companies out there that say, oh, yeah, be, you know, brand yourself, be
49:24
on social media.
49:25
We trust you.
49:26
But then you're having to run every video through their compliance department.
49:28
Do they really trust you?
49:29
Nah, they really don't.
49:31
How much does that slow you down?
49:32
Like you know that it trend only lasts so long.
49:35
You got to get on that.
49:36
If they don't understand that and are not building accommodations around that, they're
49:39
full of shit.
49:40
Yeah.
49:41
They don't understand.
49:42
The other thing is, lastly, is, as we've talked about with the funnel and how early on
49:47
you aren't it, especially in this environment, most companies just are worried about what
49:51
can I close today?
49:52
How am I going to stop the bleeding?
49:54
Is this long going to make me money in the traditional 60 days?
49:57
So it takes a whole mindset shift and investment attitude to look at this and go, all right,
50:04
let's spend time building this right now, right?
50:07
I don't know.
50:08
Let's lose even more money and bet on the future.
50:11
I think a lot of mortgage companies are hanging on by the seat of their pants.
50:14
They can't focus on that.
50:16
And so what does that do for an offend?
50:17
It just gives us more of an edge.
50:18
We're just creating, we're just creating more runway.
50:21
Like the gap between us and the nearest plane behind us is widening every day.
50:26
Interesting.
50:27
Well, I know if I was originating, I would definitely like, and I'm considering a move,
50:31
right?
50:32
You've got the broker side, right?
50:34
But then you've got some other options there.
50:36
But I would be looking at what companies are going to best support me to be the future
50:42
originator, the modern, right?
50:44
And so you guys have a pretty cool, that's like a mild endorsement, I appreciate it.
50:50
What is?
50:51
I mean, you have a lot of royalties to a lot of people and where you and I are building
50:53
a relationship.
50:54
So this is like a, I've not bought smoke.
50:56
I'm just, I'm being totally serious about it, you know?
50:58
This is like the point in the days where like the, you know, you're like on match.com
51:04
and you're looking at the person and you're like, well, I think they look good.
51:08
And then you have the whole, you have a whole anxiety around seeing them.
51:11
Are they really what they, to they look like I thought they'd look and then then you
51:14
have the date and you're like, whoa, this is going pretty well.
51:18
And then it's time to say good night and you're looking at them like, wow, I wish then
51:21
I wasn't ending.
51:22
So this has been a great first date.
51:25
You mentioned the broker thing.
51:26
Yes.
51:28
You know, I have an opinion about that too.
51:30
I think we're, I think we're very late in that game.
51:33
Like anybody that's thinking of going broker and I'm not just saying this because I'm
51:36
a lender.
51:37
Like if you asked me 18 months ago, I would have said get to a broker because you're going
51:40
to get that competitive pricing and the rate compression and you need to have those answers
51:45
and the optionality that, and this is just the normal progression of what I've seen in 26
51:50
years.
51:51
Like the pendulum just keeps swinging back and forth and back and forth and for a while
51:55
the broker was up here.
51:57
That's going to start to go like this.
51:59
And as rate compression diminishes, rate compression diminishes and depression.
52:06
I think I said depression.
52:07
But the rates are very depressing right now.
52:08
Really?
52:09
Yep.
52:10
Yeah.
52:11
So it's an appropriate Freudian slip.
52:13
There's going to be less competition for rates.
52:15
It's going to be more about the value and you're going to want to be at a lender.
52:21
So even the, even the guys out there saying brokers are better, you got a secret for you.
52:25
They're actually lenders now.
52:27
They have warehouse lines.
52:28
Right.
52:29
You know, they hide behind the brokers better thing, but they have massive warehouse lines
52:33
and they're for all intents and purposes of lender.
52:35
Yeah.
52:36
Well, that's an individual choice, obviously, or whatever's right for it.
52:39
Well, no, no, it's all good.
52:40
Like if you're, if you, and that's not the topic here, we could talk about a million things.
52:43
But if you are a single originator just looking to make the most amount of money you can
52:47
make, you don't have aspirations of building a team or anything like that, then I would
52:52
say take a really strong look at that.
52:53
I think that that makes sense.
52:55
If you want to have a various accoutrements and a lot of bells and whistles and that's
52:59
important to you and how you sell and you want to have team members that help you support
53:03
your business so you can get out and sell, that doesn't, that's not what that is.
53:07
So there, there's a, it's like, it's like the influencer thing, right?
53:11
Like there's a place for everyone.
53:12
So yeah, exactly.
53:14
Opened that idea.
53:15
100%.
53:16
All right.
53:17
We are officially out of time.
53:19
But for those who do want to connect with you, it's linked in you want to drive them
53:22
too, right?
53:23
Absolutely.
53:24
If you're linked in profile, let's Greg share appreciate if you put it up, you know,
53:28
follow me.
53:29
I'll follow you.
53:30
Let's lift each other up.
53:32
Let's be positive.
53:33
Yeah.
53:34
Let's go crush it.
53:36
And can people learn more about your influencer division as well by going to NFM Lending's
53:40
website?
53:41
Uh, I'm trying to see.
53:45
You know, I would say contact me.
53:47
That's the best thing about the influencer division.
53:49
Got it.
53:50
Okay.
53:51
Cool.
53:52
Well, like I said, there's going to be links to some of those influencers in the show
53:54
that follow them.
53:55
Yeah.
53:56
Follow them.
53:57
Contact me.
53:58
Yeah.
53:59
Exactly.
54:00
Cool.
54:01
Well, listen, really, really appreciate your time.
54:02
Love the conversation.
54:03
Thank you for the first date.
54:04
Maybe.
54:05
Do I get a second date?
54:06
How did you know Rob's going with that?
54:07
Now you're starting to read my mind.
54:08
That's a good sign right there.
54:09
Well, this could be.
54:10
This could be love.
54:11
How about I'll call you.
54:12
How's that?
54:13
I'll call you.
54:14
You'll call me.
54:15
That's the worst.
54:16
I'm going to be waiting around for days looking at my phone.
54:18
Well, you know, you can't be overly eager, right?
54:20
Like, remember.
54:21
Oh, no.
54:22
Right.
54:23
You got to wait that three day minimum period.
54:24
You got to play the game.
54:25
I understand.
54:26
Right.
54:27
Swingers.
54:28
Swingers.
54:29
Like, you can't be too overly eager.
54:30
That's great.
54:31
I do remember it.
54:32
Well, look, I just want to say what you're doing is great.
54:34
I'm really glad that we connected with each other.
54:37
I like your podcast.
54:38
I like what you're putting out there.
54:39
I mean, you, you are going in the right direction.
54:42
You're inspiring.
54:43
You're motivating.
54:44
Encouraging people.
54:45
Like, I love what you're doing.
54:47
And I'm a raving fan now.
54:49
And I'm going to continue to follow you in earnest and encourage others to do so.
54:51
So thank you for the opportunity.
54:52
Thank you.
54:53
My pleasure, sir.
54:54
Same goes to you.
54:55
I love the authenticity and the, you know, the courage to have a position with your content
55:02
on LinkedIn.
55:03
So that's why you all listening need to go follow Greg so you can see the position he takes
55:07
because it's really engaging.
55:08
Thank you.
55:09
Yeah.
55:10
So listeners, you know what to do.
55:11
If you like this episode, leave us a review.
55:12
Share it with somebody that you think might find it valuable and appreciate you tuning in.
55:15
We'll see you on the next one.
55:16
Bye for now.
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