Latest / Mortgage Marketing Radio / $93M Producer Reveals His Scripting & Referral Playbook

Transcript

$93M Producer Reveals His Scripting & Referral Playbook · Mortgage Marketing Radio

0:01
What an honor to be sitting in the big, capable shoes of Jeff Zimper, Mortgage Marketing Radio.
0:11
Back on the airwaves and wishing Jeff well.
0:16
He continues to battle cancer.
0:18
And I just want to start this off with something he left with us on a past show.
0:25
and that was that the show must go on.
0:28
These are his exact words.
0:29
And it's not what's happened in life,
0:31
but how you respond that makes all the difference.
0:34
So I took a little bit of time out to follow the protocol
0:37
that I've been given in terms of chemo treatments,
0:41
two chemo treatments, and then some.
0:44
Jeff recently developed a high fever
0:47
and had a very moving post on Facebook.
0:51
And I reached out to him this morning and I said,
0:52
I'm thinking about you, man.
0:53
what can I do for you?
0:55
Name it and I'll do it.
0:57
And he said, can you pinch it for me on my show?
1:00
And I said, done.
1:01
Let me grab a guest.
1:03
And not only did I get a guest, I have one of the most
1:07
fabulous people and producers in our industry.
1:10
Andy Beigel is a division senior vice president
1:13
at NFM Lending.
1:14
Let me just qualify this guy in terms of what he's been able to produce in
1:20
three of the worst years any of us have ever seen.
1:22
Okay.
1:23
2023, 289 units for $75.7 million.
1:28
Okay.
1:29
That's 2023.
1:29
That was a terrible year.
1:30
2024, 278 units for 83.6 million.
1:31
And in the
1:38
year that just concluded 2025, 302 units for $93 million.
1:40
So yes, production is climbing and he is
1:49
soon to be, if history is any indication, a $100 million man.
1:55
But let me just say
1:57
that he's not just originating loans.
1:59
That's just a portion of what he's doing as a leader of a team.
2:03
He had a great mentor, and we'll get into his whole story.
2:06
But first,
2:07
let me say hello to Andy Beigel.
2:09
Andy, how are you?
2:11
I'm doing great, Greg.
2:12
I really appreciate you having me on.
2:14
Yeah.
2:15
And when I mentioned that it was for Jeff and what he has been going through,
2:18
you said, I'm in.
2:19
Put me in, coach.
2:21
So, you know, Jeff, we're all wishing you well, man.
2:24
We all love
2:24
you and appreciate your content.
2:26
And we're going to put on the show for you today.
2:28
So, Andrew,
2:29
let's jump right in.
2:30
Where did it all begin?
2:31
Because we have a lot of people listening to us
2:33
here.
2:34
Jeff has got an incredible following, but they're not all $96 million people.
2:38
Like these are
2:39
people that run the range, right?
2:41
And so let's go back to what got you into the business.
2:45
What was
2:46
that moment.
2:46
And then we're going to talk an awful lot about your ascent through each stage
2:50
of this process.
2:51
Yeah, absolutely.
2:53
So I started in the business in 2017.
2:56
I didn't know what a
3:00
mortgage was, but I had a buddy that was working in the industry and he seemed to be having a lot
3:06
of fun.
3:06
So I jumped on his coattails and started as a loan partner on a team, which was just a
3:14
fancy way of saying you're going to cold call ad leads and set realtor appointments for,
3:21
at the time, the loan officer that I was working for, Daniel Sa.
3:25
And you're going to learn mortgage.
3:27
So I did that until 2019.
3:29
April 2019, I transitioned to be a loan originator myself
3:37
after learning how a mortgage worked,
3:41
learning how to acquire referred business
3:44
from realtor partners and other industry advocates.
3:50
And then I really had my ascent happen in 2020 and 2021.
3:57
And unfortunately, I didn't have any past clients
4:01
to refinance because I had just started
4:03
as an originator in 2019.
4:07
So while everybody was catching, you know, the money falling out of the sky with refis, I was chasing down realtor partners, having Zoom calls with them because, you know, COVID prevented in-person meetings and really just building my book of business in the purchase world while everybody else was chasing down the easy money.
4:33
And so 2020, I did maybe like 230 units in my first full year as an originator.
4:42
2021.
4:43
You got to stop there.
4:44
Stop there.
4:45
Stop there.
4:46
That's incredible.
4:46
Wait a minute.
4:47
In your first full year as an originator, you closed 230 units?
4:52
Yeah, 230 purchase units.
4:56
Okay, we have to unpack that.
4:58
That is like a dream.
5:00
What are some of the things that you did to speed up that track from a guy, from someone just getting into the business?
5:08
Most people, when they're just getting in in their first full year, closing a couple loans a month.
5:12
You're closing 10 times that in your first year.
5:16
Yeah, the I think the biggest thing that helped me excel in the growth of my purchase business is following a process and having a skill set that I was just 100% dialed in on, you know, and that was being super diligent on clean scripting with my intake calls.
5:42
mastering my consultations when it came to presenting loan options for clients,
5:47
retaining clients, you know, with the contract transition, converting realtor partners,
5:54
you know, and how do I host a meeting with a realtor and pitch them on giving me a chance?
6:00
You know, I had some extensive, you know, realtor retention strategies that I executed on.
6:11
and then really just building out additional pillars of my business and structuring my week
6:16
appropriately, I feel like those were really the things when I think back on that I just was a
6:21
hundred percent dialed in on and focused on in my business instead of getting sidetracked with
6:28
everything else that the industry throws at us or everything else that might look like the newest,
6:33
shiny hottest thing.
6:36
So when you look at those different steps in the process that you say were
6:40
the key to doing 230 units in your first full year as an originator, not even what, three years into
6:48
the business at that point, four years?
6:50
Yeah.
6:51
How long were you in LOA for?
6:53
20 months.
6:54
Got it.
6:55
So
6:55
when you look at this process that you just described, what would you say to, you know,
7:02
Like if you had to pick a couple for somebody listening that's trying to make that next leap, whatever it is, what are two?
7:12
I know they're all important, but like extract two that are like key, key where you saw the biggest needle movers.
7:20
I think the most important is practicing scripting.
7:26
And a great example, actually, Tom Brady jersey right behind you.
7:31
You know, Tom Brady doesn't just show up on the football field and learn how to throw a ball when he's in the game.
7:40
You know, he threw the ball a thousand times at practice that week or more before he actually stepped on the field.
7:46
And he threw the ball 100,000 times or millions probably before he even got to a Super Bowl.
7:54
And what I see in the industry a lot of times as I bring on originators and mentor them is they don't ever practice.
8:03
Nobody in our industry practices, but they want to be great.
8:08
And so in my dreams, literally sleeping at night, my wife would wake me up and tell me, Andy, shut up.
8:16
And I was like role playing the rape rebuttal script in my dreams.
8:22
And I just practiced so hard on getting the basics down because what I've noticed about this industry is that it's just a culmination of doing a lot of the basic things 1% better than everybody else.
8:36
And if I do 100 things better, I'm 100% superior when it comes time to show up to the game.
8:44
That was so strong.
8:46
Is what you just said scripted?
8:48
it should be but it wasn't uh that's incredible I mean practice if I can be one percent better
8:55
than everybody else then I'm cumulatively a hundred percent better than everyone else
9:00
the Tom Brady analogy is is great too um so scripting scripting was is is my number one
9:08
recommendation for new or seasoned loan officers right what is it what does that look like like
9:13
You talk about scripting.
9:14
Is it is it the same predictable?
9:18
Do you try and go down the same scripting path every time you talk or does it depend on the personality on the other end?
9:25
Like what happens if you have somebody that's really conversational, very gregarious?
9:29
They like to small talk.
9:30
And here you are looking at your script.
9:32
But then you have someone else.
9:33
It's very serious.
9:34
You know, let's talk about the rate.
9:35
Let's talk about the terms.
9:36
I'm talking to the bank down the street.
9:39
So, yeah, I think it's I think it's having a roadmap.
9:43
You know, I never had a desire to want to stay on the exact script the entire time that I was on a conversation.
9:53
But just having the first 30 seconds of the introduction, what are we going to go over on our call today?
9:59
It's an intro call.
10:00
What is the outcome that we're looking for in the call?
10:03
Right.
10:04
And just creating a clear roadmap of what that client can expect from you moving forward.
10:09
and then having scripted pieces for objections.
10:15
What's your rate?
10:16
What are your costs?
10:18
All of those things, just having an outline of what to say
10:22
so that when you are faced with that rebuttal,
10:25
you can answer it confidently
10:26
and you don't sound all over the place
10:29
or like you don't actually know what the answer is
10:32
and then getting them back on track
10:34
with where the conversation actually needs to go.
10:37
So will you set that table in the beginning?
10:40
Hello, Mr. Jones.
10:41
Great to talk to you.
10:42
Here's what I hope to accomplish on this call.
10:44
Please tell me what you hope to accomplish.
10:46
Like, do you get right into that?
10:47
Is that how you do it?
10:48
Absolutely.
10:50
Every single 30 seconds of the call, the first 30 seconds is the same with every client.
10:55
I don't care if they're an analytical actuary or they are a salesperson themselves.
11:02
when I'm making an introduction.
11:05
It's the same scripted 30 seconds at the beginning of a call.
11:08
When somebody asks me what my rate is, it's the same exact scripted rate objection and rebuttal
11:15
and a couple of other pieces through the process.
11:18
When I'm delivering our unique selling proposition
11:21
at the end of the call, the three things that I can guarantee them and the two things that I want
11:25
in return.
11:26
So, you know, just having some highlights that I stay scripted on that give
11:31
me a roadmap of, you know, what the sales cycle looks like.
11:38
Is the rate the most consistent
11:41
objection that you've got to talk about?
11:45
No, I don't feel like it is because when I lead with
11:48
the intro, it's already eliminating the rate objection by letting them know, hey, we're going
11:55
to get to that point at the end after we determine what your profile looks like, identifying your
12:00
goals and reviewing next steps.
12:02
Yeah.
12:02
So in other words, you take that off the table by saying,
12:04
I need to get, accumulate all this information to be able to get to that part in the conversation,
12:09
because obviously if they are going FHA or DPA, it's a lot different than if they're going
12:14
conventional, right?
12:15
So, and when you do get into the rate script, when that does happen,
12:23
And when I do say to you as a client, Andy, I love you.
12:27
You've told me that your rates roughly six and three quarters percent.
12:32
I've got a friend that just got, you know, an eighth or a quarter lower than that down
12:36
the street.
12:38
What do you, you know, how do you tackle that?
12:42
It's a great question, Greg.
12:43
I'm glad you asked.
12:45
As a nationwide direct lender, we have access to every financing program available in the
12:49
industry.
12:50
ultimately when it comes time to lock in your interest rate, we're going to lock you in at the
12:54
lowest, most competitive rate for your specific situation.
12:58
That being said, we want to get a full
13:00
picture of what your goals look like and what you qualify for.
13:04
So that way we can set you up for
13:06
success.
13:07
When did you say you were looking to purchase a home?
13:10
Yeah.
13:10
So that, and that's the,
13:11
that's the part where you get them back on track.
13:13
And that's where I get them back on track.
13:14
And
13:14
then somebody says, well, I got offered a 6.3, you know, or a 5.5 or whatever the case is.
13:20
Great.
13:21
We have access to those options as well.
13:23
I'm going to show you exactly what it's going to take for
13:25
you to get those options or better based on your goals and your qualification, because I can give
13:33
a client a 5.5 also.
13:35
They just might have to take it on a 7-1 arm, or they might have to pay a point
13:39
to get down, you know, or whatever the case is, right?
13:42
I can offer the same exact rates as
13:44
everybody else.
13:45
So I never really get in this bad.
13:48
And then I have a loan consultation with them,
13:50
right?
13:50
Where I educate them on what does it take to get to a 5.5 that their buddy just got?
13:59
Well,
13:59
this is what the market is today.
14:00
This is your lowest cost option.
14:03
This is your 5.5 option.
14:04
Hey,
14:05
I even have a 5% option all the way over here, right?
14:07
But here's what it takes to get there.
14:10
Um, and once you educate the client on what that looks like, it builds a lot more confidence from their side and clarity on maybe why their friend got the 5.5.
14:24
So it's a full consultation.
14:26
It's a full consultation.
14:27
And that, and that helps, that helps, right?
14:29
You take your time now.
14:29
Now you just did, uh, you know, um, I've got to go back to the numbers here, but in 2025, you closed 302 units.
14:38
That's you closing those loans.
14:40
So are you personally talking to every one of those clients up front and running this?
14:45
Or do you have a team that supports you?
14:47
I have a phenomenal team now that supports me as well.
14:52
I have three loan partners who also have consultations.
14:57
I still do a lot of consultations.
14:59
I did over 100 consultations last year myself and closed over 100 of those loans personally.
15:08
I do talk to every client, though, that works with us.
15:12
And then I also manage a branch of 10 loan originators.
15:18
We got to get into that because as a as a leader of NFM, and I should say we are at the half point of mortgage marketing radio.
15:29
Jeff Zimpher, we love you, buddy.
15:31
This is Greg Scherr pinch hitting from NFM Lending.
15:35
We have Andrew Beigel on the line here.
15:37
He's a division vice president of NFM Lending, a man who's grown year over year, three straight years in a row, who just told you that he's got 10 loan officers.
15:48
He went from an LOA in 2019 to a guy that's got who's doing 300 units himself for close to 100 million and has 10 originators under him.
15:58
And we're going to get into that.
15:59
We have to get into that.
16:00
Right.
16:01
But there's still a few more things that I want to I want to talk about here, because to have three LOAs as your business starts to ascend, I would imagine letting go of that control has got to be a real thing.
16:15
thing.
16:16
Yeah.
16:17
As you're, you're tasting success, you want to hang on to that success.
16:20
You develop
16:21
this line of dependability and integrity that your referral partners are used to seeing on the other
16:28
end of the phone.
16:28
And all of a sudden now you've got a loan partner that's going to be handling
16:33
that because you can't scale to 300 loans a year, handling it all by yourself.
16:37
Not if you want any
16:38
quality of life.
16:40
So what can you tell us about that process?
16:43
And, and is there any advice for
16:44
those people that are maybe struggling or about to cross over that Rubicon that might be able to
16:49
make it easier for them?
16:51
Like in other words, if you knew then what you know now kind of thing.
16:54
Yeah, absolutely.
16:55
I mean, when it comes to building a team, it is one of the hardest
17:00
parts of this business.
17:02
That's why you don't see a lot of high producing teams because
17:06
as the originator, you've developed these relationships with your referral partners,
17:11
you develop these processes.
17:13
Most loan originators create processes that aren't scalable
17:16
or, you know, able to be delegated.
17:20
So you have to be able to create a repeatable process that
17:25
somebody else can follow.
17:26
You have to train them.
17:28
They have to practice their scripting daily and,
17:31
you know, they've got to practice their skillset daily.
17:34
But then you also need to,
17:36
this is the most important part of building a team, is you have to create a positive feedback loop
17:43
from your loan partner or your LOA to the client and or the referral partner.
17:49
So when my LOA talks to a client, we're ensuring that after that conversation,
18:00
the client is circling back with their realtor and letting them know, hey, I had a wonderful
18:05
conversation with Logan and we've got everything taken care of.
18:10
So now we're effectively creating
18:13
trust between Logan and the realtor partner via the client and showing that Logan is capable
18:22
and able to take care of their clients.
18:24
Although Andy was the only one that had done that in the
18:27
past.
18:28
So creating a positive feedback loop from the client to the agent about your team
18:36
is the most important part if you ever want the opportunity to be able to delegate
18:42
those leads and those clients to others.
18:44
Because if you don't, then the moment one thing goes
18:48
sideways, your agent comes back to you and says, hey, Andy, I only want you taking my leads.
18:54
If you're unable to do that, that's fine.
18:55
I'll find another lender partner.
18:56
But if they've already
18:57
heard five other times that Logan has been taking excellent care of their clients, they don't care.
19:05
they just don't have a good experience.
19:07
How do you create that feedback loop?
19:09
Close that link in the chain for me.
19:10
Is that, are you asking the client to, Hey,
19:14
if you're liking how this is going, can you please let, uh,
19:20
can you please let the agent know you say that to the client?
19:23
This is, this is the secret sauce, man.
19:25
You really, you really want it all, huh?
19:28
Well, I mean, this is, this is all about Jeff Zimper, bro.
19:31
I'm here for it.
19:32
I'm here for it.
19:33
So we're all here for Jeff.
19:34
So let's go.
19:34
And then we'll pivot into another area because we still have one other thing to tackle that we left unpacked.
19:41
And then we'll jump into what this team that you have.
19:43
My goodness.
19:44
You closed 302 loans a year by yourself with a team.
19:49
And now you've you've got 10 LOs.
19:50
Did you say you've got 10 loan officers under you now?
19:54
Yeah.
19:54
Ten loan officers.
19:56
We'll get into the minute.
19:57
Let's talk a little bit about that secret sauce.
19:59
You don't have to open up the bottle and pour it all on the table, but give us like a tiny little sprinkle.
20:05
you know, in honor of Jeff and, uh, and you asking me to do this, I'll, I'll, I'll pour it all out
20:11
because here's the actual differentiating factor as well as most people don't actually execute
20:16
on things.
20:17
So everybody's going to listen to this, hear it say, Oh yeah, that sounds wonderful,
20:22
but nobody's going to actually execute on it because they're not going to be held accountable.
20:26
And that's why I continue to stay at the top and keep rising.
20:29
But it's like a challenge.
20:31
It's a challenge.
21:00
you could just let your agent know that we connected and we've got everything squared
21:05
away and we're taking great care of you, that would mean the world.
21:08
Can you do that?
21:11
There it is.
21:12
Boom.
21:13
Somebody's going to give you their verbal commitment.
21:15
Most people want to be
21:16
a man or a woman of their word.
21:18
And so after the call, they're going to reach out to their agent,
21:22
say, Hey, I connected with Andy.
21:23
He's taking great care of me.
21:24
Thank you for connecting us.
21:26
You know how many agents get that positive feedback from clients?
21:31
That activation closes that link and gets that good feedback loop.
21:36
Now, we'll go backwards just one more second.
21:38
Yep.
21:39
Then we'll go forwards.
21:39
I had asked you, you went over a pretty robust set of checkpoints where you do something.
21:48
And I had said to you, well, what are two things out of those seven or eight that you mentioned that really move the needle more than others?
21:58
You pointed out one incredible thing.
22:00
That's practice.
22:01
Loan officers don't practice enough, not enough practicing of scripting, not enough practicing of consistency.
22:09
Give us one other area.
22:13
I think, you know, you'd have to argue that the realtor conversion, you know, and getting a referral partner is obviously a very important aspect of this business.
22:25
so similar to my intake call similar to my loan consultation similar to everything that I do
22:33
there's a scripted process to my realtor meeting and how I go through that the questions that I
22:40
ask the realtor and being able to convert them to send me a lead it's all I need is a chance
22:48
and once I get that opportunity, I'll execute.
22:51
And so to be able to convert a realtor
22:55
and to get an opportunity,
22:57
you have to do two things well.
23:00
You have to get them to like you.
23:03
Obviously, that's very important.
23:05
But you also have to be able to show them
23:08
that you have a process
23:11
that you'll be able to deliver on
23:13
that helps their clients achieve their goal
23:16
of winning an offer.
23:18
And so in that realtor meeting, I'm going through things with that
23:24
potential referral partner and showing them conversations that we have with their clients,
23:30
how their client can be as competitive as possible in a multiple offer situation,
23:36
how we can pre-underwrite the loan to ensure a quick closing, which will obviously make their
23:42
often more competitive, you know, and a handful of other things.
23:47
But that is what I would say is
23:49
also, you know, second most important part of building your business on the referral purchase
23:55
side.
23:56
Are you still prospecting at your level?
23:59
I need to be, but I haven't just because we've
24:04
been building the branch the last couple of years.
24:06
It's hard to do, but I'm sure that if you do,
24:09
if you deliver this level of excellence that you're defining here and clearly
24:14
you have, uh, the proof is in the pudding, right?
24:17
Your Ascension speaks for itself.
24:20
I would imagine when you do good things for the agent that they're telling the
24:23
agent next to them and that you're getting opportunities in,
24:28
in that way.
24:29
Um, okay.
24:30
Yep.
24:31
Very cool.
24:32
Now,
24:32
now let's talk about this, this branch that you're building.
24:35
So you started out as an LOA for 20 months.
24:37
You're, you're,
24:38
you're learning how to spell mortgage, right?
24:41
And then your first full year, you do 230
24:45
units and you've never looked back.
24:47
2023, you did 75 million.
24:48
2024, you did 82.
24:49
2025, you did 95.
24:54
Clearly, I'm not even going to ask you if you're going to hit 100 million because
24:57
duh.
24:58
But in the midst of all this growth, you also have a team of 10 LOs right now.
25:05
And I'm
25:05
guessing they know scripts pretty well, that you took what you learned from the professor
25:12
and became a master, and now you are a mentor to them.
25:16
So let's start with what production
25:19
did this branch do, take you out of it in 2025?
25:22
Yeah, last year, the branch did 250 million units
25:30
on 870 or 250 million in volume on 875 units.
25:32
I was like said about 300 of that.
25:33
Um, my goodness.
25:42
So you, so you are getting, uh, you're only a third of the production at this point of a branch
25:50
you built.
25:51
Yeah.
25:52
And how long did it take you to build that branch to go from zero to 10?
25:56
I started our branch in 2022.
26:01
That's incredible.
26:02
I mean, people talk about, oh, this pie is really shrinking.
26:09
Oh, my goodness.
26:10
Should I even stay in the business?
26:12
And what about AI?
26:14
And what about these realtor partnerships with LOs?
26:17
And meanwhile, you're sitting here just barreling through proving that none of it means a damn thing.
26:23
Yeah.
26:24
That's incredible.
26:24
So you're an amazing story, right?
26:30
And I know you had a great mentor in Daniel Sa, who runs a billion-dollar division for
26:35
NFM Lending.
26:36
And when he first got to NFM seven years ago, he was, I don't know, maybe 80 million.
26:43
He's more than 10x that.
26:45
So clearly, a process really works.
26:51
tell us about the LOs like not names or anything but how often are you teaching them yeah and and
27:01
just tell us that yeah we do a lot of training we do a lot of development our goal is not to
27:08
get a lot of people but to help those people grow and so we do a dedicated 10 hours of coaching
27:18
per month with every loan officer.
27:21
So we have a Monday skill set workshop.
27:25
We do a Tuesday
27:27
sales meeting.
27:29
And then we have monthly one-on-ones with each originator.
27:34
So we're putting a lot of time and effort into the development of each loan originator.
27:38
And
27:39
some of them, one of them that I always love to give an example of is Ryan.
27:45
We hired him when he
27:46
was 22 years old, fresh out of college.
27:50
He also didn't know how to spell mortgage.
27:53
And, you know,
27:55
he's 26 now, did 125 units last year on his own, working on building a team right now.
28:04
We just
28:05
set some goals this year, which are exciting.
28:07
We've got a couple of other-
28:07
Did you start him as an LOA?
28:09
Started, he started as a loan officer right out of the gate.
28:15
He said that he was a very ambitious kid.
28:19
Well, how did you feel about that, knowing that you came up a certain way, right?
28:22
That you know that, hey, this process works.
28:24
So this is where I would imagine the natural inclination is to say, look, I know this works.
28:29
Look at me.
28:30
Yeah.
28:30
Was that a moment where you had to like check that at the door and say, if you really want it that badly, come on in?
28:35
Yeah, that's what it became.
28:37
I tried to pitch him on being an LOA for me.
28:40
And he's just a young, ambitious guy.
28:44
And he's a hustler.
28:45
He's a smart kid.
28:46
And he just was like, I think I can be a loan officer.
28:49
And I was like, all right, well, let's do it.
28:52
He was the first one that we hired.
28:54
And, and then shortly behind hiring him, we hired Diana, who's just a rock star as well.
29:01
She did, you know, $24 million last year on like 90 some loans.
29:08
She's a young hustler as well.
29:09
She's been in the business about four years total, I think, five years, maybe this will
29:14
be her fifth year.
29:16
So.
29:17
And you're in the Columbus area or outside?
29:19
Yeah, we're right in the middle of Columbus.
29:22
Yeah.
29:24
So here's a, here's a, what I think is a fascinating question.
29:28
And you got three LOAs, right, to help support your personal business of 300 units a year, which is climbing.
29:37
But then you also have these LOs and you're taking them from scratch and building them up.
29:43
And so I think a really fascinating question is what are the characteristics that these people need to have to convince you that they're worth your time?
29:54
Because obviously your time is very valuable.
29:57
So what are some things that you look out for?
29:59
You're looking for, some people look for athletes.
30:01
Some people look for scholars.
30:03
Some people look for math majors, engineers.
30:06
What does that playbook look like?
30:10
If somebody is willing to work hard and they're open to coaching and being told what they're doing wrong and making changes,
30:25
that's all that we're looking for.
30:27
I can teach somebody how to do a mortgage.
30:29
You know, mortgages are relatively easy nowadays.
30:31
You got a U.S., you got A.I., you know, but are you
30:37
somebody that's going to work hard?
30:40
Are you open to feedback and coaching?
30:43
And are you a likable person?
30:45
Like when I sit down and interview you,
30:48
am I looking to try to end the meeting or am I actually enjoying the conversation that we're
30:53
having and losing track of time because I'm just so intrigued.
30:58
Because if you can hook me on those
31:00
things, then you can hook a potential realtor partner and referral source on sending you a lead.
31:06
And if you're going to work hard, that's what this business takes early on,
31:11
then I can teach you what a mortgage is.
31:13
We have the systems, we have the processes,
31:15
we have the tools to be able to develop somebody.
31:21
Now, we're going to have people listening to this
31:23
that go, that's the kind of leader I want to follow.
31:25
And you're in Columbus.
31:26
Do you ever
31:26
consider taking on people that are not right inside of your footprint?
31:30
Have you branched out?
31:31
I mean, there's nothing you haven't accomplished yet that you've set your mind to.
31:34
So is that
31:35
something you've done yet or are willing to do for the right person?
31:39
That's the next phase, you know, the expansion and the growth.
31:43
Maybe it starts right here, right now.
31:45
Maybe this is the beginning of that.
31:46
That's true.
31:47
I'm afraid to ask you how you're feeling right now about this conversation.
31:51
Is this one of those
31:52
conversations you want to end?
31:53
Or is this one of those conversations where you want to keep going?
31:56
Don't tell me the answer.
31:57
Please don't tell me the answer.
31:58
I think, I think I know, but I, you know,
32:00
if it's not what I think it is, I'll be, I'll be absolutely devastated.
32:05
This has been such a
32:07
fascinating 30 or so minutes with you.
32:10
I know how much Jeffrey appreciates this and, and how much I
32:14
appreciate it.
32:15
And, and Jeff, we're all pulling for you, brother.
32:17
We're thinking about you.
32:18
We're
32:18
praying for you.
32:19
I know you're a strong guy and look, we got your back, man.
32:25
This has been a great
32:25
conversation.
32:26
We're continuing this mortgage marketing radio legacy right here, right now.
32:30
Andy Beigel, division vice president of NFM Lending with Greg Scher, pinch hitting for Jeff.
32:38
I think we're all done.
32:40
Andrew, thank you, brother.
32:42
I appreciate it, Greg.
32:43
It's been great.
32:44
Yeah.
32:45
If people want to get a hold of you, you want to throw out your email or a number or, you know, what do you want to give them?
32:51
Yeah.
32:51
Yeah.
32:52
They can email me at a by goal.
32:55
That's B.I.G.L.
32:58
at NFM lending dot com or on Instagram.
33:02
It's just Andy by goal.
33:04
Yeah.
33:04
And you you married your high school sweetheart, didn't you?
33:08
Fifth grade.
33:10
She's been she's been my only girlfriend.
33:12
and definitely.
33:15
And she's in the business.
33:16
She helps you.
33:16
She's in the business.
33:18
She's the beauty and the brains behind it all.
33:21
I can attest for both of those things,
33:24
having gone to the Kentucky Derby with you
33:26
a couple of years ago,
33:27
which was one to remember.
33:28
That's right.
33:30
All right, guys and gals,
33:31
appreciate your time.
33:32
This has been a pleasure and an honor
33:34
to sit in for Jeff Zimper.
33:36
Get well soon, brother.
33:38
Andy, take care.
33:39
We'll talk to you soon.
33:40
Thanks, Greg.
33:41
Thanks, Jeff.
33:43
Thank you.