Ep #28: How Robert Deiorio Went from $0 to $40M

In today's highly competitive mortgage industry, building profitable relationships with the real estate agents is essential for success. However, finding effective ways to secure agent relationships can be a challenge. With so many mortgage loan originators vying for the attention of real estate agents, it can be difficult to stand out and establish meaningful connections. Our new case study featuring loan officer Chris Cogill is a must-read. Chris has closed a remarkable 36 million in funded loans from agent referrals. And in this case study, he shares his proven strategies for building strong relationships with real estate agents and leveraging those relationships to drive more business. To get your hands on this resource, head over to LOKestudy.com and download your free copy of the case study today. You'll find actionable insights and practical tips that Chris used to close 36 million in funded loans from agent referrals and how you can too. Don't miss out. Go check it out right now, visit LOKestudy.com and download your free copy today. Hey loyal listeners, Jeff Zimper, thanks for tuning into this episode of Mortgage Marketing Radio. I am so glad you're here. You know, it's been a crazy time over the past few weeks and I haven't been able to get the podcast back up and recorded, but we're back at it now and we've already got our calendar built out for the first quarter of 2017. So some really exciting things happening for 2017. So we want to make sure you stay tuned, add these podcasts to your favorite playlist, subscribe so you make sure you get the updated podcasts every time we release them. And I have to tell you on today's episode, if you are at a point in your career, it's at the end of the year here where maybe you're looking for that extra shot on the arm, that boost of motivation, that renewed vigor and spirit drive to continue with the success you've had this past year or maybe to go to that next level in the new year in your business. And if you're looking for somebody to help you believe that it's possible because they've done it, then today's podcast is really for you. My special guest this week is Bobby D. Robert Diorio or Bobby D. as he likes to be referred to. Bobby's just an amazing bundle of energy, focus, positivity and success. And I really enjoyed this interview with him because Bobby D. he's been in this business for over 18 years. And when you hear his story, you'll understand why it's so inspirational having to basically start over in the business back in 2008, if you can imagine. What a time to be able to have to start over with no real-to-relationships, no-before-relationships or any of that, and able to be able to grow his business. And this year, I think he said he's going to do like 150 units, something like that, about 40 million in production. He's on pace to do 5 million this month. So he's closing out 2016, very strong. And Bobby's not only a branch manager, producing branch manager, he's a coach, meaning he's coaching his team. He's bringing in people with zero mortgage experience and coaching them to success. And you're going to hear some of the ways that Bobby's done this and believes that it should be done in business today, both what's worked in the past that still works today. And also some of the new technology and social media type platforms that are working for even Bobby as an 18 plus year veteran in the mortgage business. So I hope you'll be as inspired as I am by listening to Bobby. I'm going to go back and listen to Bobby's podcast anytime I need to be motivated and just get up and get off my butt and get back in the market because sometimes all of us need that little kick in the pants, that little bit of motivation, that little bit of reminder that, hey man, you can do this. It's possible. And I know it's possible because I've done it and I'm doing it every day. That's essentially Bobby's message. So enjoy today's podcast. I appreciate you as a listener and I look forward to seeing you on the next one. So without further ado, let's get into the show. Hey, Bob. Welcome to the show. Hey, thanks Jeff. Thanks for having me. It's a pleasure. We've been on each other's radar for some time and crazy calendar. So it's great to finally be able to connect with you once again. If you would, I know for those listening, you know, one of the questions they always have running through their mind is, okay, so who is Bob, Diorio, what's y'all about out of you getting the business? Do you mind giving us kind of a high level overview? Oh, sure. I'll give you the reader's digest version because you know how much more it's guys like to talk about them. So I started back in the day. I actually was in a, in a men's retail industry and I had known that I'd like to work with people and I used to be called a salesman all the time and I was used to look at it as like a negative connotation, but I knew I was going to work with the general population in one capacity or another, but a dear friend of mine's brother owned a small mortgage house fit a couple of towns over and, you know, on the weekend, he was getting a new gauge. He invited me down to celebrate with his family and he introduced me to his brother and his brother on the mortgage company and he kind of rolled it out to me and said, hey, you know, I'm always looking for talented salespeople and I didn't know what that really meant. And that was back in 97 and the rest of history is basically. So obviously you're a war torn veteran with battle scars and all that, but I know when we talked before, you know, Bell and kind of a journey because I remember you started at a subprime shop, right? I did. The first two jobs that I had in the industry were subprime based. They were working with some of the some of the hard money guys back 97, 98, 99 and then I left and I went to one of the big banks to head up a subprime platform that they were developing and, you know, it was there for five years and did a lot of business. We built a massive platform and a lot of guys right in subprime, but, you know, by way of the dinosaurs, we know everything that starts off great and has a great run. It also came to an end so quickly in, you know, 2007, pretty much everybody had exited the business right before the implosion. Right. Right. So when did you switch over to your current company? Well, I tell you, so I did subprime for that period of time and then I went out on the street and I was looking for a job and I had gone to another big company and I said, listen, you know, I've got this great resume. I've been number one at every company I've ever worked at. You should hire me and the gentleman's name was Scott Hagen. He was running an area for countrywide at the time and said, you know, I like your story, but you have to rewrite it. You know, you've done subprime, you've done great things, however, the business is gone. So you've got to re-involve yourself into what you did in the beginning. So my evolution really started with that conversation and that was in 2008 and I remember sitting back thinking, wow, okay, I got to learn this all over again. So I picked a little slice of heaven, Warren County, New Jersey, which is about eight miles from my house. I had been in the business for a long, long time before that, but I had never written a loan in the county and I planted my stake down and said, you know, I'm going to go after the agents who do the business, I'm going to engage myself in the community and involve myself in their programs and their stuff that they do for their people and that was eight years ago, you know, and I've been here ever since. Wow. So obviously eight years ago, 2008, it was a whole different ballgame. It was ugly. There was blood in the streets. You're coming out of a situation where you didn't have to hit the bricks, so to speak and chase rail pairs to go get business, right? Right. I came out of the other side thinking life was going to be easy because I was making so much money for such an extended period of time that all of a sudden I knocked on my first door and there it was, you know, like I knocked on my first door. Oh, yeah. Let me tell you they were not happy to see me. They had no idea who I was. They probably saw five other guys that looked like me, you know, with Ripsinger James, we're more of these guys and we were dying, you know. But when I tell you, I came every single day, every day with something different to say, a new smile or something to talk about. And it took, I think, eight months of me doing that before I got my first deal. And I only got it because the guy who they used messed it up and it started with one. Yeah. It started with one. All right. So I want to unpacked it a little bit. I've been there as well. You know, a lot of listeners have it out in the streets, you know, quote unquote door knocking and all that kind of stuff. So did you like, you hit a bunch of offices and you had kind of like your route that you would show up and drop off stuff of value and things like that? Is that kind of what it was? I was a paper delivery boy. I would go from office to office with the same, I never get a rate sheet because I hated that. I hated the, what's your rate? I hated that. So, but what I would do is I would talk about things like emerging markets and I would talk about the impact, you know, for the African American, Spanish buyers in our marketplace. And I talked about where these people with subprime credit scores were going to go to get money to buy houses because that is an emerging market now, right? The bubble burst. So people with bad credit are never going to buy houses again. Well, I aligned to myself with bankruptcy attorneys and of course, divorce attorneys because those credit, bad credit, those ones kind of go hand in hand and I got the pipeline of people and started watering those flowers knowing that at some point with some rehabilitation and some help they'd be able to buy and that's kind of what it did. So eight months of that consistent and persistent prospecting, eight months till you finally get somebody who's like, all right, I'll give you a shot. My favorite story of 2008 was I made $35,000, literally 9% of what I had made the previous year. Yeah, it was groundbreaking for me, but what I did was I just, I decided that in telling my story, that advice that I had gotten from that other gentleman, that what I would do is I would tell it the right way, which was different self-involves. I joined a network in group, you know, I joined a board of realtors. I went to all the functions. I became kind of the guy that nobody knew, but everybody saw my face. And then I built my reputation kind of from the ground up. And one of the things that worked is I had a little bit of management, obviously background from working for the big guys and and running a group of large group of people. I knew how to put together a routine and stay in it, you know, I have a saying now for this day that I use with my young guys that, you know, the guys that worked the hardest on Tuesdays and Thursdays and Sundays get to do whatever they want on Saturday nights. And what I mean by that is in my marketplace, you know, Tuesday and Thursday are broker opens and on Sundays are open houses. And I didn't miss any of them. I hit every one of them. And because these same realtors saw my face over and over and over again, they realized that I wasn't going to go away. And then I showed them what I could do. And that's kind of when they've ever met the route. Yeah, that is such a great story on a number of fronts. I mean, one, just this sheer will and persistence of that, that, you know, you obviously entering a new market, being a complete unknown had to become known. And you have this appearance that you were everywhere, right? So you're at the Oprah houses, the broker previews. You're knocking on doors at offices when you can. And eventually, you know, I remember the old metaphor kind of like that. In airplane, I don't know, accurate it is. But the metaphor, you know, was it uses the bulk of its fuel, 60% of its fuel, whatever during, you know, take off and ascension into the sky. But after that, right, it's pretty much disgusting. And where you starting over and building that new business, I mean, that was a lot of fuel, a lot of burn rate that you're, you're going through. But then once you get to that level, you know, obviously it doesn't take that same level of effort to maintain it once you get there, you know, does that make sense? Yeah, absolutely. And I would agree with you 100%. I think that one of the things that makes the ascension, the best part of the entire ride is I put together a business plan and, you know, one that I developed myself, because I didn't have some of the cool things that originators have today, even eight years ago. But what I did have is discipline. And you know, we talk about, you know, buzz words, you know, discipline. You really have to stay focused. Like a lot of people, I drive from fear. I have a wife, I've been married for 22 years. I have three children, a 15 year old, a 13 year old, and a nine year old. And you know, I look in the mirror every single day. It's something I, I keep on my desk and I know that some days you don't feel great and some days you kind of, you're missing a little something. But, you know, daddy goes to work every day, I hit the sled for my family. So family really wasn't an option and I got plenty of door sleds on my face. I still do. You know, it's funny, even being 35 and being in the business for 19 years and success and people know me, you know, I'll call on a new office with, you know, with one of the guys that I hire or something like that. And I'll hear no. And I still like come overcoming objections and you might say no to me today, Jeff, but I'm going to meet someone that you know that you've done business with and they're going to recommend me to you. And at one point or another, you and I were brick bread and we'll get a couple of coffee and I'll show you why myself and the company I work for now can make a difference in your career. So you're saying there's regards to your family and all that, you know, and you're holding yourself accountable. It sounds like that's your big why, you know, and it's not the money, the money's great and that of course, it's for the certain lifestyle. But it's more about you're doing all you're putting out that effort because how important it is for you to provide, I'm assuming, for your family. Oh, yeah, you're not, you're not, you're not wrong in assuming that that is 100% why I do what I do. So it's interesting. So what did you do during, you know, there's people at all different levels who listen to this pocket, you know, the new people coming in, trying to figure it out, there's the veterans who've been, you know, 20 years, well, they've jaded or whatever and the people middle of the way. And obviously, to like you said, along the way, hey, man, everybody gets tired, you know what I mean? So is there any advice you have for like, okay, when you're having those moments of depression, I'm going to go do this again. What do you do, man? Well, I'll give you a quick one, you know, this morning, I walked into the office, you know, it's fighting, right? Everybody's happy. I got my list of open houses for the weekend, you know, talking to my guys about what they're doing and what their sales activities are going to be. I'm in my office for 25 minutes and my processor walks in and resigns. She's like, I've decided to take a position closer to my house. Now you'd think that would derail me and potentially ruin the day, but to the contrary. You know, I'm looking at it now as another opportunity for me to add some talented individual to my team and to continue to move the ball forward, but what keeps me going in this business is each person is different. Each story that they tell is different and every transaction offers me a little something. That's sometimes, you know, I get this and I get found like everybody else does. And Jeff, do you want to know what I do? I go outside, I walk around my building, I come back to my office, I lift up my picture of my family, I take them up to myself in the mirror and then I go back to work. I mean, because that's what it comes down to and if you're bored, if you're jaded, if you're not challenged, then unfortunately that translates into probably the service that you give your client. So I would recommend one of two things. Do something like changing and I did three years ago. I made a decision that I was going to grow my business, I was going to grow my branch, I wasn't going to be afraid of the meltdown, right? Because I've been in the business the wrong time and that meltdown could have cost me everything. So I just wanted to fly into the radar, just be bobby, you know, just do enough loans to survive. And then all of a sudden I realized that was being selfish, you know, I ran teams, big teams of people for years and years and years in this business and I just got so jaded on a lot of them left because they didn't have the same drive that I did or maybe sort of same vision. I decided to open my branch, open up a branch and not just be bobby or you originated by the branch manager and focus on my production. So I went out to Las Vegas, I went to the mortgage mastermind summit and I did it two years in a row and that first year, man, it got me so fired up. I came back and implemented five things and I was there for a week. I heard a lot of different things to do, but I took five that I wanted and I implemented them. And it started out with calling realtors on Mondays, I do text Tuesdays, I would send a text message out to all my refer partners to give them information about what I was doing. You know, on Wednesday, I did my gratification call that call, but all my clients are in my database that I was doing the loan for just to kind of give them an up to date on what was going on. But I would also take that opportunity to go to a listing agent and the buying agent and just say, hey, bobby, this is the story. This is where it all loans at and just through that, they started to come. You know, I went from having certain number of realtors to more realtors to more realtors and then I became known as the guy that could get the hard deal done. I was used to doing, you know, five, 60 credit scores, polishing them up and getting them done. And now I'm like the guy that people come to that won FHA loans or government loans or won't do five percent out of conventional but need a little credit help. You know, so, and that's me is exciting, you know. So those three things that I did that those were big and, you know, I did a quick staff call which we've become, we've gotten away from, but we did a staff call to go over pipeline review every Monday, make sure everybody was on the same page. And then the last thing that I did, the fifth thing that I did that was probably the most important, I think thank you cards to everybody, you know. Don't be surprised, Jeff, we had off this call, I'm going to send you a thank you card for your time because it's me on my days that I need to be the most amazing bobby. I want to be in that gratitude, I want that attitude to gratitude, I want to make sure that my mind's right. So I write a lot of thank you cards, they send them out. And then I'm going to be honest, I almost can't fail because I'm so grateful for counting my blessings all day that when it goes out to make that sales call and land up a account, you know, it's pretty easy. That's awesome, man. I love that, you know, the state of mind of gratitude because you're right. And it's funny, I know you're into working out and going to the gym and so that muscle, that gratitude muscle, that leadership muscle, that high standard muscle, it's like any other muscle in your body, it must be worked out, right, or else you lose it, it fades away. 100 percent. 100 percent. Yeah. I look at it to work it out. Yeah, man, I look at it this way, like I could have easily just, you know, I don't know that I couldn't have maybe been, you know, the next $100 million for those turn. I still may. I don't know, you know, what you're focused on and what drives you, you know, the key to this industry and being effective and not burning out is balance, okay? You got to, I coach my town, I'm active in politics, I'm active in my community. I work out. I'm a seasoned ticket holder to, you know, to a high local hockey team. Like I do things. I belong to a country called the playground. I balance myself and I think that God is going to listen into this. Mortist professionals would have been it long and short. If you don't have balance, if you, you get out of whack a little bit, it's easier, it's easier to rail. But if you keep yourself in check, you know, keep that mirror next to your, next to your face in the desk on the counter on your dresser and take a peek at it because what you see is what the world sees. And if you're frowning or you're cranky, believe me, they're not going to go to you, they're going to come to me. You raise a very good point there around balance and I've been talking with some people lately who do some loan offers are coaching and I was overhearing them have a conversation about the frequency with which they hear from loan officers, they're coaching that these loan officers are telling them they're out of balance and that their relationships are in jeopardy. Now, I heard you earlier in how you outlined, you know, the five things you took away from the mastermind summit, you had a very specific action plan and one of the great things about that is it gives you some predictability and certainty. You know, is that the way you maintain balance is have an action plan? How do you do it? I have an amazing group of business partners, Jeff, and, you know, they got to check me every once in a while, you know, maybe I get too focused on work and too focused on the end, the end all, you know, whether it's my income or, you know, a number that I want to hit and through those efforts, maybe it derails me and, you know, maybe I've become a little more challenging of a person, but I got people around me, my wife, you know, my title partners, the people that, you know, I, you know, that I come around for business are great at reminding me why I do what I do. And we had it early in our call, it has nothing to do with money. I mean, the money is great, but, you know, I'm a statistic guy, right? I look at what I do by implementing things, Bobby, so you sent thank you notes, what did that mean to your business? Well, I can tell you, because I track everything, I track my applications, I track my closings, I track my fundings, obviously, I, I know how much I make up basis points per loan, how much of it's purchased business. And I do this myself because how can I know where I want to go if I don't know exactly where I am right now? What do I do? I mean, probably, probably to a fall, you know, but I definitely do. I know where I'm going and I know exactly how to get there. Is there a tool, a software or anything like that that, you know, you can't live without that you use? Well, it's funny that you say that I actually have a personal created business plan. I've been using it. I told you for three years, I started in 2013 and I track some of the person, how many loans I want, right? Jeff, if you're one of my business partners, and I believe in you, and you believe in me because you said it all right, we've had coffee together and we're going to do something together. Well, I put an action plan in place for each person like that and I assign units. I need five units from Jeff next year, whatever I got to do, I've got to get five units from Jeff. So how many times do I have to see him? How many times do I have to take him out for coffee, talk about business? What is going on in his life? How is his family? Do they need a partner at the gym? What are we doing? Do you want me to walk the 5K with you? It's all of those things that helped me and honestly, it had to be something from me because it's my business. It has to look like me, feel like me, and I track that stuff. In the last two years, I've had a great amount of growth. I was doing 20 million, I was always like that 20 million dollar guy where I was writing a lot of purchase, doing some rep 5, blah, blah, blah, blah. This year, there's, well, we got three weeks left in the month, I'll do $5 million this month that will put me right on the edge of 40 million last year, I was at 26, that jump is in an accident. I'm the believer, I'll share that secret sauce with you and your listeners because there's no secret sauce I've learned from guys that were kind enough to sit with me and share what they did, so I'm not about to not share with anybody who wants to know. So the bulk of your business right now is purchased, referred by real estate. 80%, at least 80%, and the other reason it may tip a little heavier towards the purchases because I'm trying to close 15 units this month and a couple of them are big ones, so that percentage might go up a little bit this month, but 80% is always been my target, I really wanted it to be around 85, but as we kind of peel back this end in a little bit, you'll see why it went up a little bit this year. All right, here's a question to pop in my head, because I'm thinking back to when you hit the bricks after coming out of the subprime, you know, 2008 and 9-ish, there wasn't that huge prevalence of MSAs and closed offices and all that stuff, and I know MSAs are, you know, under scrutiny and all that, but I'm assuming, and you and I, you know, we don't have notes on this, so two part question, I guess. One, were a lot of the offices you're calling on, were they closed offices, meaning they had an in-house lender? They were. Yeah. Oh, they were. Okay. So how did you circumvent that, man, just hammered persistence? Hammered, hammered, and we needed to figure out what the routine was. If just my competition, and he's in my office, but I know that on Thursdays and Fridays, he's in another county where the loan amounts might be bigger, but Thursdays and Fridays I'm probably spending a great deal of time around that office. And I listened, you know, I was the rudder cooler guy, you know, I tried not to laugh with too many feathers, but I listened to who, how so-and-so lost the loan, how it could have lost the buyer, couldn't get the deal done because so-and-so couldn't do it, so I would call them. I'd be like, hey Jeff, you know, I heard from so-and-so that, you know, you couldn't get that loan done. What happened? Oh, why? Can I take a look at it? Can I talk to the client? And that's really how it worked. Let me give you a fresh set of eyes. All I will have to do in business with, you know, with this one for three or four years, now, well, that's great. But, you know, I've been in the business at the time for, you know, for 15 years, or 16 years. Let me talk to them, you know, 12 years, whatever the case may be, and let me talk to them. Just a fresh set of eyes, and that's how I open the door. All right, so let's bring this current day, because I know you have a team that you oversee, you're a producing manager, what are some of the top things you, you coach on or advise your team to do nowadays to go get realtors? All right, so we covered the Tuesday, Thursday, Sunday thing, and I'm a firm believer of that. So, get out, get out on Tuesdays, know you're inventory, know the house is better for sale, and it helps you in a lot of different ways, because there's a new loan producer or maybe a seasoned guy who's trying to find his way and never really broke through. Knowing the inventory, it not only helps when you have a conversation with someone in the real estate professional, whether it be a realtor, an attorney, or a potential buyer, you know, whether that house is going to work, FHA or VA, if it's in the USDA area, that have to go conventional, if it's septic or sewer, that's number one. Number two, the people you're going to run into aren't those brokers open for realtors, that those are the people you want, their attorneys, the people who run the market, you want to be around them as much as possible. I show up at those things, not necessarily invited, because they're open to the public, but I go as a real estate professional, bring water, bring chips, plenty of business cards. So Tuesdays, Thursdays, that's like a mandatory, you got to do that, especially start now. You got to shake things up, let people know that there's a new player in town, and then on Sunday, you better be out there, brushing your butt and working when they are, because nothing worse for a realtor is that they call me, I'm sitting on my sofa on Sunday watching the game that they want to watch, and I'm too busy to answer the phone. No, no, no, no, no, no, no, get in the car, let them see that you're out and about, and in your clothes, when you're walking away, you let them know that you're there, working just like they are, all day Sunday. That's important. Yeah, it's funny you say that, because I remember doing that, and it's interesting how impressed the agents are by that, because the truth of the matter is there's very few that are out there doing that. Oh yeah, thank you. What I do with my guys, we don't have our company swag, we got the logo of my company on it, it's got their name already pre-printed on it, the reason being, people are going to know your name, be memorable, you know, my name is Bob Deorel, Robert Deorel, I go by Bobby D, and everybody in my community knows me that way, and they know that I'm a giver, and they know that I'm the funny guy, and I'll be there to help if somebody needs it. But more importantly, when I set this branch up, again, being a statistic guy, I knew that the average age of a loan officer in the state of New Jersey is 54 years old, 54 or just, which means in the next 10 years, we got problems, because at the average age is 54, there's going to be a lot of openings. So I decided, as part of my business plan, to get young, and get young quick, and you know, over the last three years, I've developed four super studs that are going to be the future of the business. You know, two of them are with me, and two of them have moved on, not because they didn't like me as a manager, or like my company, but they've got really good in-house opportunities with some competition of mine, that they felt might help finish their training. So if I was Mr. Miyagi, I'd talk to him with Blastix, and then they went to Chuck Norris to learn how to kick it out. I love it. Mr. Miyagi, a man of wisdom. That's right. That's right. Okay. So I get to ask the Tuesday, Thursday, Sunday, saying that makes a lot of sense, and then so let's look at the other side of the coin for those more, you know, quote, leveraged activities. If I remember correctly, you've also done a number of agent classes and stuff, too, right, getting in front of the law of large numbers, right? We do. You know, if there's a class going on, there's CE, there's, you know, the people that are coming out in your community that want to be realtors, you want to be the expert. And when you stand up in front of them with a handful of business cards and answer questions from, you know, we're being realtors, the people in those rooms, and even if 80% of them wash out, 20% of them will be looking for somebody. And if you're the first face to see and you make it memorable for them, they will call you. I mean, eight years ago, I partnered up with a kid, a young guy, Marine, you know, family men married, had one child at the time. You know, he has then since had another child. And him and I have kind of grown up to get an, I'm significantly older than him. And I'll define that by 11 years, his senior. But we built a friendship, but a partnership and he got me into a B&I group and I became a networker and he introduced me to everyone. This kid will be the first in the history of Warren County, New Jersey to make platinum. This kid is a monster. When I met him, he was just a kid and it was new, but he had it. You know, I believe in everybody the same way until you decide not to do this anymore. You know, I'm not a transaction based loan officer. I'm a relationship guy, him and I cooked the world on him. We destroyed it together and literally the two of us have just gone from the same level. I was entry level to the top guy in my marketplace and I owe a lot of it to him because he's young and exciting and I'm old and great. But the one thing he did teach me was I knew I had to get younger fast. You know, so my branch now is a training branch and what I do for those branch managers that are listening to us is, you know, I've got 1,100 people that are in my database. You know, I do 150 loans a year. I bring new guys on, young guys, 22, 23, 24, I took my oldest prodigy right now is 26. They call on my business, you know, when rates are good or just to do what we go on mortgage check up and through that process of questioning, we want to find out. I'm selling my house. I'm buying another. Let's bring it back to the realtor who gave him to me. I need to refinance my kids going to Brown. That's what happened today. Someone sent a $50,000 out for their kids' education. You know, but Jeff, I never did those things. I was always chasing the next purchase deal. So now I bring young guys in. And I teach them how to do the business by using my client base. So when they get out in the street, they don't make any mistakes. You know, they're going to be refined. They're going to be polished. And they're going to know that they've got me behind them. So in the meantime, they're making some money, helping me stay in front of my clients. Because if I don't call them, Jeff, you're gunna. So I got to make sure that they know that I'm still around. And you know, they make their money. I make mine. And everybody's better for it. And now I've got an army full of young guys that are good looking, hardworking, you know, guys in gal. And they're ready to trick on the world and be the next generation of loan officers. Right. That's just what I was going to say. You're mentoring them. Okay. So I like that phrase. You said time to get young fast. And you're obviously very skilled at the, call it the blocking and tackling, right? Out there in the field, belly to belly, where I'm a big believer in, if you're going to succeed with agency, that's where you need to be. If you're not out there in their face, you don't exist. But with that said, I know you're also, you know, getting young, as you say. And so what are some of the more, if you will, modern, right? More sexy things that I know people sometimes fall prey to, but let's face it, right? It's the social media thing. We need to be there. Do that. I see you've got 40 reviews on Zillow. So some comments around any digital type of marketing that you're doing. Other animals. These young guys are teaching me this stuff, Jeff. That wasn't me. I had a Facebook page so I could keep an eye on my teenage doors, you know? But now, you know, I get eight years of a year off of that. You know, I got like my nephew who's in the business, who came to work for me and trusted me with this future. You know, he said to me, you know, social media, social media, you know, he puts out mortgage minutes on Fridays to kind of give blobs to everybody, always touching, you know, he's always keeping himself around people, you know, he's Twitter, you know, Instagram, the mortgage page is great. You know, we do social survey goes out to all of our close clients so they know. So we know what our people think of us and how we're doing. You know, he's constantly Googling my name and his name and making sure that the feedback that's out there is reflective of the job that we do. It is amazing. They got these apps now where clients can get pretty approved on their phone. What do you think? And then, and it comes to your computer or you nuts, I used to carry around a thing of papers. It was just like shoes, you know, unbelievable. But I knew, I knew listening to these young guys that the world where technology is king, these guys are the difference. You know, I mean, I used to sit in the line to run someone's credit because there was one computer in the office and there were 17 guys that needed to pull it. You know what I mean? These kids are doing it on their phone, looking at their client's information, going back and forth, getting everything ready. It's amazing to watch the work. Amazing. Yeah, I love that. That's so awesome, man. I know. When you think about it in perspective, right? You're like, oh my gosh, the credit comes down, your phone, you see, that's the problem, though, too, isn't it? As we get so close. It is. Yeah. But get out in the field, you know, where the business still happens. So let's even put on on that, right? So I'm worried about the kid I'm talking to, Jeff, I'm trying to sell you a mortgage, you've found a house. You came to me for my best agent, John Crook, Mr. Platon, I'm here in R&D County in Cologne. He's also the mayor in Hope. Like this kid is the perfect role model for young people. Go out, do things, give back, be part of the community, coach. He's a volunteer firefighter. He referred you to me, Jeff, but you're 27 years old. You've got a smartphone. You're going to look up every mortgage rate in the country and you're going to believe what you see because people looked at the election, people were looking at Facebook trying to get news. Are you kidding me? But now they're doing it with their phones with my guys, my young guys, are both technologically savvy and well educated and well versed on how to press flesh and land a plane, you know what I mean? Like make the client, make them comfortable, build rapport, listen to what they want. Don't just answer questions, be consultative when you're working with them. I mean, these young kids want to get to solving your problem before they know what your problem is. You know, I did a 45 minute conversation with a woman today who just wanted $50,000 for her kid's education. But I heard about everything that was going on in her life and I cared and at the end when I got off the phone, I had a page of notes and I reiterated it back to her as I got off the phone. These are talents. These are things that these people have, these young kids have to wear. And if they have the technological advancement that we didn't have and their compassionate and they listen, they're going to be unstoppable. They'll be doing $300 million in production. Right. Right. Put the combination up. Hopefully for me, Jeff. There you go. Well, you're definitely doing some awesome things in terms of leadership and all that stuff and I'm telling you, man, I'm inspired, you know, just listening to this makes me want to go out there and, you know, kick some doors open and develop some new relationships. So thank you for sharing your energy and your enthusiasm. And this has been great. No, my pleasure. Listen, anytime. And I'm always out here. If anybody wants anybody has a question, listen, I'm accessible. It's PC. It's really easy to get over me. Yeah. So on that note, how would you suggest if people do want to contact you, email, phone, will you prefer? Well, I'll tell you what, email is the best way to go because I'm a task driven guy. So if I get an email and I open it up and someone's got a question, I'll get an answer back for you. My email address is simple. It's R, the Oreo. It's spelled D-E-I-O-R-I-O at rhfunding.com. And I can tell you right now what's certainly this is where I'm going to end my career. I've been with eight years, long extent, I've had with anybody. And the reason is they allow me to make the sauce, you know, it's my recipe here. And it's really works. It tastes really good. And I think anybody has questions and they want to go a little further with me, go back to you on there a little bit more. I'd be more than happy to do it. Oh, that's awesome. I can't thank you enough. It was great to connect with you. And so once again, listeners, thanks for tuning into this episode of Mortgage Marketing Radio. If you like this podcast or the others, make sure you subscribe, iTunes, Stitcher, get it on your mobile phone, like Robert said. That's where I live in and breathe in these days, listen wherever you're at, put the earbuds in, drive in, walk in, working out, you know, doorknocking, whatever it is you do. And be great if you can leave us a review as well, because that helps us reach more people. So once again, this is your host, Jeff Zimper, thanks for listening this week, and we will see you on the next one, eye for now. Thanks for listening to Mortgage Marketing Radio, one more truth in Mortgage Marketing, get more free training and resources at MortgageMarketingInstitute.com. Hey, guys, what's up, real quick? You've heard about the Mortgage Marketing Pro membership before, and I just want to quickly remind you of that you're in a place in your business where you simply need more purchased loans. You need to fill your pipeline with purchase business. Let's just face it, agents are still a solid pillar of business and sources of purchase business for you. Well, good news. 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