$4 BILLION in Mortgages (Before Age 40) Here's EXACTLY How He Did It

Hi, there. It's Greg Shere. Once again, pinch hitting for the great Jeff Zimfer, who I am very pleased to report is on the men, the radiation is over. And he is on his way to the other side and is actually doing quite well. He wanted me to let you know I have something fantastic for you that you are really going to relish. It is an interview with one of the top originators in the country. His name is olig to catch. He's not a well known name, but let me just tell you that he's closed four billion in production, and he's not even 40 yet. He goes into depths that I have not heard in a podcast interview before and you will 100% benefit from this. Please enjoy. And another Monday back by popular demand, a top producer, olig to catch is with us. What's going on, my friend. Everything good in my world. We got a little bit of snow here in Washington and March, hoping to hit the slopes this weekend. Super excited about that. My 12 year old just got into snowboarding and just, you know, grasped it. So, yeah, I'm excited. Always good mortgage volume is great. Things are just pumping. You're one of the most interesting people in mortgage, you know, that picture of the guy who's like the most interesting man. If there was one in mortgage, it would be you mean what a story. You have to share you got into the business at a very young age. You were 16 years old doing some odds and ends at a bank and started to see people moving and shaking became a teller than later got into the mortgage business did whatever it took to be a top producer and you have closed over four billion dollars in volume and people are probably like, well, olig, do I know olig because we're, where's his social media? I mean, how come I've never heard of this guy? Well, a lot of people have heard about you in the coaching realm and you were a top coach at the core under Rick Ruby. And then you eventually branched out and you have something so exciting that you're a part of that we'll talk about. But your journey, olig, you know, you're closing 60 loans in the month of March. I'm not sure if you're aware of that. But we're going to get into like, what are the keys? How do you, what do you look for and grab just so excited? I don't know where to start. Is it obvious that I'm this excited? Can you have you ever seen me this, this, this, well, great. I got to tell you, you know, a lot of people don't realize, too, is that like, I never thought I would be here today. Like, meaning I've never, I like, I didn't grow up in a place where like, you know, people told you to dream and think big or anything like that. Like, in fact, it was a little bit of the opposite. And I'm not saying that in a way of life. Like, you know, where it was like a bad upbringing. It was great. It was just, you know, I wasn't around big thinkers. And so like my expectations for myself was like, more along the lines of survival. If I can make 100K a year in mortgage. And I would be great. I'm set. If I can make 120, I'd be set. And it was really, you know, when I really realized, you know, being around the right people and following and doing exactly what they do, it really doesn't matter who you are. If anybody follows the play and runs the play for a long enough time, you get the results. And I remember when I started in mortgage, which was 18 and, you know, day one, the harsh reality of you have to find your own business kicked in. And, you know, for a lot of people, that's kind of a depressing thing, especially when you enter into the business. It's like, you think it's going to be easy, but then you realize how hard it is to find your own business. From that day, it was really, you know, the shift was, you know, look at somebody that's doing it, asking what they did, don't ask too many questions. So that way they continue talking to you and just do it and execute just get enough to just execute. And that's how it started. And I remember the company that I was with, you know, by like month, six or seven or eight, I was doing more units than the people around everybody else around me. And the thing is, it wasn't like I was doing an impressive amount of units. I, you know, my first company that hired me, I mean, they didn't have massive, great producers. I mean, the average person was doing two to three loans a month. And so when you're doing, I think I close like nine in one month more than anyone, well, 2005 at that time in a small, little broker shop 1000 presses, but it just goes to show you that, you know, following a plan and what other people are doing that's working. Like at the end of the day, that is the way. Like it's, you're not going to recreate it. Just figure out what the other people are doing. They're having the results that you want and just execute. There's so much there. You mentioned that you didn't grow up in an environment where you were really encouraged to dream big. You were born in Ukraine. Yeah. How long were you there for? So I came here when I was three. So I don't remember anything. I've never been back. I have relatives that are still there, but I don't know them. I don't really know them. I mean, I've seen them on zoom videos, but I don't know them know them. We've had a few come, you know, since the whole war broke out, come over that I've met and actually helped them purchase homes and everything since then. But yeah, yeah, I was born there. Came here when I was three pretty much grew up here. So. Did your folks speak a lot of English when they came over? So, you know, that's the funny thing is so I do have a lot of clientele that that was part of the Slavic community, Russian, Ukrainian, Moldovian or Romanian, Belorussian and so forth. And, you know, in my household, my parents were actually trying to learn English growing up. So we actually tried speaking English because we were trying to help them speak English. And so we really didn't speak the language really just a little here, little there. And so when I got into the industry, I actually, that's when I kind of for the most part learned it and I still don't speak it great like I'm like 80% there. But, but yeah, so we grew up in an environment where we were trying to help our parents speak English. So interesting. So you said something a few minutes ago, you said, just run the play. So anybody that hears that is thinking, well, gosh, what's the play? So get into that. Well, so I think the play, the thing about it that a lot of people don't realize there's a couple core basics of like what you need to do, right, meaning like calling agents is a down never grow away. We're always going to have to call agents, right. And there's nothing impressive like somebody saying call agents, right. I think, you know, what I define the play as is, you know, how, you know, what is your approach? Where are you finding agents? You know, what are all the different ways to get in front of an agent without cold calling like one of the things we developed is, you know, 18 different ways to get in front of an agent without cold calling. And then it's like, once you, you know, what is your approach? What is your script? Once you get in front of them, how does that look like? Like everybody's like, well, have meetings with agents. Great. That's very general. Have meetings. How do you have that meetings? What are you saying that meeting? How do you have an effective meeting to where ultimately what matters is, did you get a lead just for no? And if the answer is, I'm barely getting a lead here and there or I'm meeting with a bunch of agents and they're really not giving me any leads. The fact that you're meeting with agents is great. You develop the skill to get in front of them. And but however, you haven't developed the skill to have an effective high level meeting to get more from them. Then you have, you could say on the other side of it, is your current agency you have, you know, the ones that are using you from time to time. The question is, how, what percentage of business are you getting from them and what is the play to get a higher percentage of business from there. So I think that, you know, a lot of people, they, you know, when they get into coaching, they are told a lot of basic general things, you should work with agents, you should get more from the ones that, you know, but a lot of people lack the, what is the actual strategy to get in front of agents. What's the strategy to, to, you know, have a highway effective meeting. What's the strategy post meeting to then have a large percent of it continue to send you business. I think that defining that strategy and that, and I think that always changes. I think that changes depending on market conditions. And I think that having the one that is working today is different than the one that worked, you know, five years ago or maybe 10 years ago. It's from I'm going to take this from, you know, cruising altitude of 35,000 feet with the seatbelt sign off to down a little bit where you can see the lights below you. And let's, let's unpack two things that you just said effective meetings. What goes into an effective meeting with an agent. Yeah, so, you know, most people when they meet with an agent, like a lot of them are like, well, I don't have a strategy. I come in there and I try to find rapport and then, you know, and then when I see an opening, I give him my, you know, and they give him a two minute speech. And most people to say the exact same thing and, and, and, and, and what they basically say is short of, I'm going to take care of your clients. I'm a close on time, right. And then the agent typical say, hey, this is so great. Like, as if they never heard it before, I'm going to send you people and they want, you know, the meeting ends, they walk out and, and a lot of people feel great after the meeting and they're like, hey, I'm going to get all these leads and then they never hear from the agent again. People are like, well, I don't really have a strategy, but I, I wing it each time. Well, that is your strategy, right. Like the fact that you wing it each time is your strategy. So what I think a highly effective meeting is, I think one is you have to have the ability to meet agents from anywhere. I think the whole traditional meeting in person, I think is the old way, which it's not to say that it doesn't work, but you're very limited, right. Like, like, how much, how many more variables you have if you're only meeting people in person, now all of a sudden, distance is a variable, now all of a sudden, the time it becomes a variable. Now the location of where you meet becomes a variable. You have more reasons why that meeting won't happen or you'll set less of them up. So, you know, one of our strategies that we have is the agent zoom strategy where you meet them on zoom coupled with a presentation, a PowerPoint presentation that essentially sells you the team who you are and all the different ways where you can essentially help agents and what you're doing in that meeting. I think in any meeting, what people don't realize that they're doing is you are programming the agent to feel a certain way about you, like every time you're in front of an agent, whether you realize that they end up feeling a certain way about you, by the way you talk, by the way you present, by what you show, by how you break. And this goes to the agents that are newer to you and it goes to the agents that are our brand new and the ones that you currently have a lot of the vendors don't realize that when you call your agents in the markets tough and all you do is complain, complain, complain, complain, even though the agents are with you and they maybe will share in that misery. After that call, they're like, you know what, I don't know if I want to send them another client because man, that's very, very negative. Sounds like he has a bunch of problems in his business and they don't realize like that's indirectly hurting them, right? And I'm not saying you shouldn't share with agents and everything else, but you got to understand at what point is it having a negative impact on me, right? Because then the agents want to be around people that are winning that will help them win more deals. And so all the programming that you do from the initial meeting to the presentation to the fall of calls to the marketing that you do, all of that should essentially make them feel that if I work with so and so in my case, all of you in this team, I will win more often. I will close more deals. I will they will help me win more if they feel that they're going to send you more transactions, especially if you have a way of showing them all the different ways that you could help them. And so what I do, very, very simply is when I present to them, most of my initial presentations are on zoom with a PowerPoint as I go through why I have a team, how we help them convert more, but why it's important for us to do this, why we have the pre approval managers, why we have less than 1% of our pre approval fallout versus the industry average of 22. Why we have the backend team, the processing, why we update every single Tuesday without fail, why we do this, why we do that, why we get reviews, and then we go into the different products that we offer. And then I like to always share stories about the different products. Instead of just saying, hey, we do non QM and we have non QM, it's, hey, have you ever heard of the non camp, you know what the differences are, do you know how a non camp works? Well, most elbows have them, but very few actually use them. In fact, here's a story I was talking to one gal, when I like to tell stories as I go in my presentation, and you know, we're talking about our bank statement alone and she had a client who was self employed and wrote everything off and this person happened to get denied by three different lenders and I convinced her true story can connect them with me. And we got a group for 1.85 million, he went under contract from 1.65, we had him closed within 30 days, the agent made a $52,000 commission. And I say that, well, but because think about this, so from the other end from the agent side, you have to make it about them. It's like, at the end of the day, a lot of L.O.s come in and it's all them, them, rah rah rah rah rah. I used to tell agents like, hey, I'm number one in Washington State for years and years and years. Now I don't even talk about that. It's all about them. I make it all about why does it matter to them when they use me? Why do these products matter to them? Why does me hang a team matter to them? And if you make it about them, then they step away from that meeting and they're like, hey, that is what I want to work with. So I want to have as one of my lenders and that's another thing that we've learned is that all agents work with multiple lenders and a lot of them when they hear that they get the scourge and they're like, well, am I not enough, right? And I get that. I went through that stage too. But then you realize the opportunity and the opportunity is you could get anyone's agent to work with you as well. It's not just limited to you anymore because at the end of the day, all you're trying to do is become one of their lenders versus their only lender. The fact is when you want to be their only lender and you're trying to be primary and that's all you're going for is the primary lender relationship. The trap is most likely they have somebody and then they feel like, you know, at the end of the day, you're trying to replace them. So then they, you know, their guard is up versus coming in with the approach of like, hey, let's try and replace your primary. Your primary is probably awesome and amazing. But here's where we could help you. Here's the business we could do for you. And then you try to get on one of the other levels that we teach, which is either the business level, the backup level and the program level. And then you earn primary along the way. And I think that that's where like when it comes down to effectively having a meeting, it's not only making sure it's about them, but it's also making sure you sell them based on the level that you could easily get on with them. And most lenders, they just go for primary. And as soon as they hear about another lender, they talk crap about them. And they don't realize it's hurting them more than it's helping them. I mean, first of all, you are, you are absolutely on fire right now. Nine alarm fire. You are bring all the engines. Love what you're saying. Thank you for dropping those nuggets on everybody. The statistic you threw out about your conversions, but just pretty staggering too. And your lack of fallout compared to the industry standard. So what's this one thing that people can do to convert at a higher level without going into your entire playbook. But what is the thing that's top of mind for leading to better conversion? The first thing is the most basic, basic, basic that most loan officers miss is if you respond to every lead within 15 minutes, do not let a lead sit for more than 15 minutes, your conversion will skyrocket. The biggest, like, biggest hole that everybody has in their, in their business is that leads wait too long. And by the time they call them back, they talk to somebody else, or they talk to another one speed to lead speed to lead is number one. Right. So I think that's the one where most people are like, well, I, I, I talked to every lead immediately when they call in it. And that's their perception. But the reality is, do you really, because you don't have a team. So when you're telling me when you're in a meeting with a client 101, you're talking to every lead immediately when you're meeting in front of an agent, you're talking to every lead immediately. Or hey, when you have an underwriting problem, you're, and you're dealing with loan problems, which we all do, you're talking to every lead immediately. I think people don't realize actually the fact that they might pick up, you know, their phone a lot, they're actually not talking to every lead immediately. What if a lead gets emailed in? Are you jumping on that immediately. So I think speed to lead is the big one that we don't realize how slow most people are and how many leads most people miss. Like there's a lot of leads that when people get busy, especially with rates coming down and more people having more refives, they get busier. And a lot of people don't realize like, hey, I got a text lead. I was going to respond to them immediately, but I got on this call with so and so. And then before you know it, the next day they reach out to the lead. So speed to lead is is number one. And I think that that's the easiest one where if you could solve that that alone will skyrocket your conversion. Excellent. There were two parts to what you pointed out where I wanted to stop you in your tracks. The other aspect was your current percentage that you're getting. And so there's a lot of opportunity there with your current agents, you know, always be recruiting, right? And I guess that goes for the agents that are in your sphere, open up our eyes to some of the things that you do to make sure that they don't forget that you're you're in their stable. Yeah. So, you know, it's funny is that a lot of us don't realize that this is so simple. And a lot and I think almost every alone misses this. They get an agent that agent and them start working together. Things are going good. They start with a lot of, you know, transactions, which is a great relationship and slowly over time, the amount of deals goes away. And they just think, hey, either that agent is slower or that agent is, you know, maybe not using him anymore because they found somebody else for whatever the reason is. What really happened is they stopped selling and reselling that agent on them, like one thing that you always have to be doing, no matter what, whether it's directly or indirectly, whether it's subliminally, you have to resell your agents on what you do and why you all your marketing has to constantly be reselling them on you and your team. If it's if it if you're not your amount of business starts going down. So, if you think about it, like the first thing is first is it means that you have to be in what we call doing, be doing a ton of agent programming calls and agent programming calls are calls that you're doing them and programming them on all the different future situations that they need a lender and where you could help. For example, a simple one just to give you an example is that just a Greg your your your realtor and I reached out to you and you you and I just we just completed a pre approval for you. So I reach out to you, hey Greg just want to reach out. Did you get the pre approval does that purchase price work for you and you're like, yes, it works for me. I say, okay, awesome. Hey, Greg, by the way, this is the programming. If you ever run into situations with clients where you know, they're a pre approved for 700, but if they had 750 that extra 50K would be the difference between them buying a home versus continuing to search you ever run into that right now most agents will say yes. You say, well, hey, I just want you to know a ton of agents use this as a second opinion lender oftentimes were able to get on average between 50 60 something semi K more especially more than the local big banks here in buying power. Next time you're running to a client that needs a higher purchase price just know like let us be that team for you right very, very simple. That is how you program them on a future situation where they need a lender right another one. A simple one could be saying, hey, great, by the way, do you work weekends right and obviously they every agent does right we're asking questions that we know the answer to. And they say, yeah, well, hey, I just want you to know we have a pre approval manager on staff every single weekend and we want to work when you work most agents put together deals on weekends now here's the thing like next time, you know, you're working the weekend and you have a client that you're working with with us reach out to us would love to help also. If you have another situation where they're working with a different lender that lender is out of town or unresponsive just know we do a lot of pre approvals on the weekends for a client set for agents that need to write offers just just keep that in mind right again you're programming them in the future situation where they need a lender. I'll give you another one, you know, since we're on this, hey, Greg, do you ever work with self-employed borrowers right. Yes, I do. Well, hey, do you ever run into scenarios where they're, you know, they write off way too much and they can't get qualified. Yeah, happens all the time with self-employed borrowers, right. Well, hey, Greg, next time you run into a client that that can't qualify, I just want you to know from our, you know, all of our non-QM programs from our bank statement loans for a 1099 loan where you go off of the 1099 loan instead of their bank statements toward DSCR. Where we don't even look at the tax returns for a no ratio products, just know if you run into that scenario and you have somebody that has a large down payment 20% or more. Most of the time we're able to find solutions even though they've been denied by other vendors, but just keep us in mind, let us be that lender for you, right. And it's just it's having these constant conversations where you program them. Got it. This is really, really super powerful. Well, I'm going to stop it. I asked you one thing, you know, because you were mentioned one last thing because a lot of people, they get caught up on this. They're like, well, what if the agent says no, like meaning, hey, Greg, do you ever run into somebody that is self-employed, but doesn't qualify because they write off too much. And you say, no, what do you say? Well, you will. What do you do next time you do and you keep going, hey, do you work weekends? No, well, what can you, but next time you do just know, like, this is what we do, like, it doesn't matter. The sale of like you program the same, it's irrelevant what they say. And so again, it's it's getting into this mode where you're always selling it. And let me tell you why this is so important. Because what happens in the worst zone that you want to be in with real estate agents is the friend zone. It's the worst zone, the friend zone. I'll tell you what I mean by that. The friend zone is when you guys hang out together and everything. And they you're there go to lender when they need a lender. Well, when they typically need a lender when somebody shows up and they have no lender. And they're like, well, Greg, who should I work with? I have no lender. And they're like, oh, well, gosh, my buddy, Olik, you know, go reach out to my buddy, Olik. Well, that happened, that's happening less and less as people, you know, have access to online lenders and everything else. Very rarely does somebody just show up to an agent and they have no lender whatsoever, right, or they don't have a unique scenario. And so what I realize is that the friend zone is super, super real. Where if you stop selling to your agents that you currently working with on every which way that you could help them, you are missing so many deals that you don't even realize that you're missing. For example, I remember I called one of my buddies, really, really close friend of mine. And I'm just driving home. I call him and he goes, oh, he's super excited. He's like, I just put together this deal where I'm like triple ending it. I'm like, what do you mean? Tell me more. And he's telling me he's like, well, so I have a guy who I'm doing an open house for and his. A guy came in wants to buy his home and basically it's he came in contingent. And I have this one lender that has this bridge loan product. So I sent him to that lender. He got him pre approved. So now the sudden we're non contingent. We're closing on this deal. I'm double ending it. And then, you know, the fact that we're not contingent. I'm actually going to sell his home after closing when he buys this home. So I got three deals out of one. I'm super excited. Which by the way, look, you need to get a bridge loan product. And I'm like, whoa, whoa, I'm like, I have a bridge loan product. And he's like, you do? And I'm like, yeah. And he's like, why don't you tell me about it? And I'm like, you're right. I didn't fight for you. And I realized the reason why I didn't tell you about it because we're friends. We hang out all the time. Why do I need like, I assume that you're going to go work with me all the time. You need a letter every scenario we need to like, and guys, it's not how it works. So, you know, at that point, I told him, I said, hey, moving forward. Every time we talk, I'm never going to end the conversation without sharing something that me and the team are doing of how we could do business together. And that is ultimately what we're talking about here. So when it comes to like the agents that you currently work with, you absolutely have to always your marketing, everything that you do, every time you talk to them, you have to constantly program them on all the different ways that they could use you. And here's the thing, guys, this takes like 20 minutes at the end of every conversation. I'm sorry, 20 seconds at the end of every conversation. This does not take a lot of times. This is a strategy and a mindset and just the way you become and the way you operate where you're always programming them to think about you when they need a lender. So going back to it, what do we do? So one of the things that we do that we have crazy success with is, you know, when I start coaching people, one of the things that I haven't do is resell all their current agents on that. And it's funny because people are like very hesitant about this. They're like, well, why would I reason? And so then we show them how to do it properly. We given the presentation. We show them how to resell. And the results are always the same. They're like every every time they're like, I can't believe how many agents didn't know I do this, this and this and this. How many agents didn't know this. Hey, I'm getting leads like on the spot for, and it's like, yeah, because agents, they don't know what they don't know. And we just assume they know because maybe one time we had it in our email or we mentioned it one time on a call to them versus work constantly, constantly, constantly, again, selling, reselling and programming them on when to use a fact with one guy that I started coaching. She, she and I will always compete for like the number one spot in Washington. And she started coaching with me. And I had her do this. She's, she's has 40 million a month set for the next two months. She said, I can't believe how great this works. I can't believe how easy it was. I can't believe that I've been missing out on this this whole time. And I think that that's the part that people don't realize is like when it comes to strategy, they don't realize like the simple little things that are so effective that if you do right. Like, yeah, we should all call the agents. Yeah, we should all be talking to agents. But it's like, what do you say? How do you say is it effective and how do they feel about you? That is the difference maker between you growing your agent business or at plateauing or you're going down. Man, Oleg, this is crazy. It's crazy good. Crazy good. We're going to run out of time here. I mean, you're currently coaching. You started a coaching company. And, you know, I'm going to, I'm going to pull it up right now here and we're going to take a look at at the team that you've built because the prestige among these folks is, you know, pretty, pretty extraordinary when you think about the team that you have been able to assemble here for, for impact. You can see my screen now here. Who are these folks? What is the lab and tell us about impact elite coaching. So, I mean, the lab is our next event. It's April 22nd, 23rd for the people that want to come show up, put together a solid business plan, whether they're there, learn all of our strategies and tactics, get to know more about us. And then, and then see if it's if we're the right fit to coach him. As far as, you know, who these people are, I think that anybody that's watching this sets in the mortgage space, probably recognizes a lot of these people. I mean, these people are some of the best coaches out there in the industry that have been professional coaches forever. So what we do from our end and where our approach is different is we teach the most advanced, the most leveraged play in the market today. It's not for somebody that maybe, you know, wants to do it kind of the old school weights for somebody that wants to use their team to help bring deals in wants to really leverage their team to get themselves out of the process. You know, somebody that wants to run the most advanced play when it comes to programming, we created an agent programming play in a full blown E course that I that I created where now somebody can have access to the E course and basically learn the exact strategy that I'm talking on this call through our sales academy. I mean, there's just there's so much more to it. The results of the students are undeniable. I mean, we have people that are doubling and tripling, you know, one of, you know, one of our guys here at NFM that, you know, petrose, for example, I mean, he started with me, he was doing 93 million a year later, he's doing 85 million this year, he's untracked the 240 million just murdering it. But the part that a lot of people don't realize is that he's doing this not just because he's working more or or putting more hours and he's built a highly effective team that he now leverages to do almost everything that he used to do so he could focus on what he needs to do is which is bring in more deals, get in front of more agents and so forth. So I would say this the base of our strategy comes down to a simple concept of if you want to have your best year ever and I think anybody that's going into coaching anybody is going into coaching you always want to have your best year ever. It comes down to three things if you want to have your best year ever number one is you got to build a great team. So we show you exactly what that looks like, a leverage team that does everything from lead intake to pre-approvals delivers results to contract to close a true great team that that takes the originator out of it so that way they could do number two number three. The second thing is if you want to have your best year ever you must tell one person knew about it every day for us in the mortgage space agents right so we teach our agent zoom meeting strategy where you meet with one agent a day. When we show you the 18 different ways to land agents that cold calling you meet them on zoom from the comfort of your home from your vacation home from wherever you are it does not matter you meet one agent a day. If they meet with one agent a day they added over 300 agents in a year to their sphere they're going to double and triple their volume very very very fast. And then the last thing if you want to have your best year ever the ones that know never ever ever let them forget and so that has to do with not only our call strategy or agent programming call strategy to our marketing that runs in the background that mirrors everything that you've been saying your whole approach approach and keeps you in front of these agents and keeps programming these agents to think and work with you forever. You know those three things number one is build a great team numbers to this tell somebody knew about it every day numbers three the ones that know never let them forget it's it's only a matter of time before you break records even break the numbers that you were doing in COVID we have a couple students that are breaking their COVID numbers we're talking about refi numbers are breaking their refi numbers with purchases by running the play. How are you doing this and still closing 60 loans yourself in a month that's just incredible man you're going to close 60 loans this month last the last two years here at NFM you've closed nearly a half a billion dollars and let's be honest these have not been great years. I mean we're going to run out of time but but I just want to know like what happened to this idea that blocking and tackling and fundamentals are going to go away and that everyone's just going to push a button and get a mortgage you mean you're dispelling that a lot of people are dispelling that by just doing the work and doing it consistently. Yeah I mean in reality I think that there's a lot of AI hype that will always be AI hype I think I think that one if it does happen it's going to take way longer if it does happen it's going to be for a very small percentage of buyers or small percentage of the business I think at the end end of the day and I don't think anything that I do is like. Complex it's actually the opposite I think the reason why I'm able to do what I do and coach as many people's because I keep it so simple from you know the day we to do is from the you know from from the strategies from allowing you to do it from your office like i'm not a fan of driving around all around town I tried to meet agents and trying to always get in front of them you're not the donut you're not the donut and much. i'm not at all i'm very very strategic in my approach of I want you when you need a lender to think of me if I can get you to think of me more often times than not when you need a lender I win if you don't think about me when you need a lender I lose that's just very very simple and I think that people to understand that and start. Running the play around that those are the ones that get results in the results from the night will give us the dates again and the location as well. Yeah so Greg our events going to be Newport Beach it's at the Pendry Hotel one of the nice hotels actually in the world one of the highest rated it's going to be phenomenal it's April 22nd third what they can expect is they're going to learn the most advanced play that's working in the market today they'll be able to take it and build out a business plan there live with everybody else and they will be able to come back knowing and having a clear plan of how to execute. Like some of the best people in the industry they're having results today are executing nothing more nothing less. Oh look I have to say it's amazing to me that you're able to do this with virtually no social media I know lately you've been doing more and you're committed. To doing more even though they can't find you necessarily many of the people that are coaching are very prominent on social media so I would imagine that that is part of the curriculum am I right. So no not not at all actually we don't run I mean there's people that run a social media play but in reality no it's it's actually not part of the curriculum and we actually just created. A full blown E course through our sales academy for people that want to run what I teach is the agent programming strategy and the agent programming play and what they basically learn in that E course and there's like 80 videos of me teaching you all the stuff that you kind of heard today but really going into depth on it. And basically what they learn is exactly how to run their business with the agent programming strategy which actually involves zero social media so look you've done four billion and you're not 40 yet what do you hope to do in your 40s. You think you can you know what is the number you're shooting for in the next 10 years so from my end. You know with my team I want to continue to grow grow it without my involvement so the goal is how do we grow without getting more of me involved right because at the end of the day of course I could just double my hours double everything and work harder and do more volume but you know that it's just not where where I am in my life and I actually think that that doesn't that mean really limiting myself and really limiting the people that work for me because real in reality. If the strategy is so simple that anybody could follow it it means that your team could follow it as well that's number one I think I want to I definitely want to continue to grow it. Continue being number one in Washington state and mortgage units that's something that's been important to me and then at the same time to really just kind of the next stage in my life is you know somebody will close this out by. You know paying tribute to someone that did that for you how much impacted Rick Ruby have on you when you were a coach at the core. Rick Rick had a phenomenal impact I absolutely love Rick and always love Rick and everything that he and the core is about matter respect to the organization and what he's built and for everything he's done for the industry. Yeah he should be proud of you and so many other disciples of the core who have spread their wings and flown to some incredible heights all like the coach this has been riveting I appreciate you I'm very lucky to be able to call you a colleague and have enjoyed watching you grow and lead here at NFM you've been here how long now. So we just celebrated our six year anniversary this week and I want you to say publicly that you'll never go anywhere else please can you say that. I have real plans and I mean your numbers up here every recruiter in America you may even have some overseas calling you this was so good all like thank you very much really appreciate your time. Thank you Greg appreciate it. Thank you.