Ep #6: Blake Andrews: Give Back Homes

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Go check it out right now, visit LOKestudy.com and download your free copy today. Welcome to Mortgage Marketing Radio. Brought to you by the Mortgage Marketing Institute, your number one source for truth in Mortgage Marketing. Hello and welcome to another edition of Mortgage Marketing Radio. I'm your host, Jeff Zimper and I am thoroughly thrilled, honored and humbled that today's guest was willing to make time from his busy schedule to share his message with us and my hope in bringing our guest on here today is that you guys take this message to heart. You hit your local market, you get out in the field and you become evangelists for this cause for this message today because there's few things you can do better for your business and for yourself personally than to attach yourself to a worthwhile cause. And so that brings me to our special guest today, Blake Andrews, who is the co-founder of Give Back Homes and what is Give Back Homes? You're going to be excited if you haven't heard about this before, you really need to dig in here. Give Back Homes is changing lives both in the real estate community and across the world. And they do that by for every real estate transaction being able to build a home for someone in need, both domestically and internationally and they're making a huge impact, as I said, in the real estate community and to people's lives personally. So without further ado, welcome to the show, Blake. Thank you for being here. Hey, are you? I am living the dream, as I like to say, my friend. Yeah, so I'd rather than kind of want to tell your story. I wanted to let you tell your story and I know obviously in preparing for any of these podcasts, I read up on any of the guests and I was digging into your background and how you had previously worked at Tom's shoes kind of in their social giving division. And I want to go back, I guess, to that moment in time, if we can, where you're on this mission trip for Tom's shoes and everybody knows, right, Tom's, right, donates a shoe, basically for every shoe sold. And you made a trip to Nicaragua, I believe, and something happened to you there and maybe something changed, you were impacted, but maybe let's start from there if that's okay. Absolutely, I got to travel around the world putting shoes on kids' feet and I was in Nicaragua and met this little girl, seven-year-old, never owned a pair of shoes in her life. And I'll never forget, I put the pair of shoes on her and she just lit up. It was like, you can't explain it really until you see it in real life, but it was something it changed me and I saw her, she hugged me and she took off running and I saw her run to her house and her house was a five by seven tarp wood dirt floor home, no windows, no doors, no floors. And I had that feeling, had the most amazing feeling when I put that pair of shoes on her feet. And I saw what a pair of shoes did for a child and I wanted to figure out a way to build them homes and that's kind of how it all started. So my thing racing. Yeah, that's beautiful and so it was the fact that you saw where she was living that really struck you, because I've had summer situations done stuff with habitat for humanity and things like that and mission trips to Mexico and you're right, when you take a look at somebody's living situation, you compare that to what we have here in the States. Was that kind of the moment where you're like, it just like came over you like you couldn't believe that she lived in that type of environment? Yeah, it's just not just her and her mom and dad, like her and there's seven people that live in those little homes sometimes and I just said I can't imagine that pair of shoes made her the happiest girl in the world and to think of them owning a home and handing them a set of keys one day, it's really powerful. Yeah, when you think about it, what could make a larger impact to somebody? Obviously, the shoes make an impact because right on their feet and they're walking around every day and it's amazing to think what's such a little thing like that, the difference that makes in somebody's life. But then you take it all the way up to somebody's home and I've seen the pictures on your website, on an Instagram, over at givebackhomes.com and the conditions that people had been living in and do live in on an ongoing basis, I guess what for any good person, right? What comes over you when you see that is you start asking yourself, geez, how can I help? How can I make a difference here? Yeah, absolutely. I mean, I think that's a, people always say it's pretty neat that you saw something and wanted to make a difference and actually acted on it, you know what I mean? Well, that's the big difference, right? You acted on it. Yeah, and that's the thing that I tell people that are joining giveback homes that there's sayers and there's doers. There's people that walk around and say, oh, I give back and I do this and do that. There's actually people that really do give back and really do give up their time and actually look into giving back responsibly rather than just writing a check to a non-profit and have no idea where it goes. Did it really even help the reason behind the charity? Yeah, so all right, so we're at that moment in time, you know, you're traveling with Tom Shoes, you know, and you're impacting kids in people's lives by donating shoes and that's a wonderful thing. And then you, you know, have that kind of aha moment about, you know, the home living situation. So what happens from there? Take me back to how do you then turn this into, you know, a cause in connecting this into real estate? My two years after that trip to Nicaragua, just randomly my wife and I were looking at buying or building a home in Manhattan Beach, California, and I got to know our realtor Nick Schneider and I'll never forget one day he looked at me and said, man, I'm kind of new to real estate. It's a small town, you know, all the guys, all the guys have been doing it for a long time, kind of get the business and referrals and I don't have any of that stuff and I need to do something, you know, you worked at Tom Shoes and I've got to figure out a way to give back and stand out and be different. He said, you know, all realtors and brokerages give back gifts that flowers or that base to a client, but they really don't need there's saying flowers or a base for their home. What can I do? And then that's when the wheel started turning and then I came up with the idea of having realtors actually turn their clients into humanitarians. Yeah, and he was your first member, right? He was our first member, huh? That's great. I saw some of the videos of him out there on the build projects with you guys. All right, so that's a great idea and obviously there's a lot of, you know, which we don't have necessarily time to get into here today, but you know, a lot of, I'm sure, hard work, sweat, equity, you know, maybe a little blood as well that went into making give back homes what it is today. So how many members roughly do you have right now? We have over 500 members right now and we actually have two brokerages fully on board. One of the brokerages is really a high-powered brokerage called the agency out of Beverly Hills, right? And we're actually with Mauricio, the founder at the DocuSign Convention yesterday and it's just it's really neat to see what they've done and the awareness they've brought to for us across the country, right? And what is generally the reaction that agents have when they first learn about give back homes? It's, you know, it's you get a mixed batch, you know, some people are just like, I already give, I already give, I already donate. And some people are kind of blown away when they sit back and realize, hey, well, this could be great for my business. This could be great for me as a person. And this could actually, me turning my clients into humanitarian could actually, you know, get the respect and the trust that I want out on the streets. Yeah, and so I want to dive in a little bit here because what I'm all about on this podcast is, you know, what I call truth in mortgage marketing and a lot of what I try and convey to my members is, you know, kind of your point about, you know, with your friend Nick, the realtor there, he was looking for a way to stand out from the crowd from the noise and, you know, doing the same thing everybody else does doesn't cut it. You know, there's the old saying, if you're trying to keep up with the Jones, is the, you know, the worst thing that can happen is you become one of them. So what I'm trying to do is, is, you know, help my members build a platform, right? So they can get noticed and rise above the noise. And that's why I think, you know, the causal marketing that you're involved with makes so much sense. And, you know, whether you're talking about millennials, and if you're going to be targeting millennials as first time home buyers or, you know, just consumers in general, I mean, the data the research is out there. One study I just looked at this morning was that 90% of consumers say they would switch brands to one associated with a cause. You know, given comparable price and quality. So let's maybe talk through a little bit about what, why is this a smart move for people in a similar situation to your, your realtor for a Nick where they're looking to rise above the noise and stand out from the competition. You know, maybe you can give me some of the specifics about what you guys do that helps someone, you know, achieve that. Well, you know, in business and life, I mean, you've got to differentiate yourself. And, you know, and I don't know how many mortgage brokers there are, but we say there's two million realtors. And if you're doing what everybody else is doing, you're not really standing out. So I think that by joining something, by by people knowing you've taken the next step, like where we have a, you know, is what we've built as a community of realtors and brokerages. And now we have some mortgage folks involved. We wanted to all have the common goal of helping build homes for families in need. Right. Yeah. So let's talk about, though, like we were talking about before we hit record, you know, you said you're the home buyer is your best advocate. So let's bridge together the various parties. All right. So I'm a realtor. I'm a mortgage loan officer. We're working together on a transaction. Maybe bring it in from the home buyer side. How are they impacted by involvement here? Well, you know, I think usually, I mean, is a is a realtor, you know, they're pretty focused on their getting their commission. And I think when you go and you pitch to get a new listing or whatever and you tell your client or potential client that, you know, what you want to do for them, you know, if you work with me, I want to help build a home for a family and your name. And I think they're just blown away. They're not used to hearing that. And so I think right there, that turns them in when they end up working with you and you make a donation, your name, and then we send them a client. Thank you, letter. Every dinner party, every birthday party, every social function they do, they're your advocate on the street helping you saying what a great experience it was working with you as a give back homes member. Yeah. So, so and that's great. I mean, I'm thinking about, you know, so myself as a mortgage professional, when I'm engaging, I'm able to put the realtor aside for the moment because as a loan officer, I have an opportunity to participate and become a member of give back homes, right? Right. Regardless of what a realtor does or not. So I can start engaging with my clients and as a point of differentiation, you know, for every transaction that we close here at ABC mortgage, right, we're going to what's that actual talk track? What do they actually get as a result of that? You know, is what you know, no thing that we did, there was very interesting. We first started, I wouldn't ask a lot of realtor and they're like, God, you know, I already give 5% to here and 10% to there. And what what we did is we made it so you could give any amount at any time. So we don't want people to feel like, oh gosh, like, I've got to give 5%. I'm giving 5% to my kids, softball team or whatever. So it's very, we ask people to make one donation a year, make 10 donations, make 100, make one. But I think it takes a lot of pressure off people to feel like they're giving up, I mean, they make a living by their commissions. And if they always feel like they're giving it up all the time, they can probably put a put stress on them. So we've made it very, very open. We asked, you know, any amount at any time. Well, you do have a membership option, right? Right. It is membership based. And then that's the thing is we wanted, we didn't want to be a charity because we didn't want to go out and ask for money. We wanted to provide a service. We wanted a turnkey solution for someone to brand themselves as a social good realtor, right? Yeah. And then this is, I'm thinking about, this is my theme. As you know, I'm running in the context of, okay, if I'm a mortgage professional and I, you know, I'm wanting to associate my brand with, with causal marketing, you guys provide resources to do that in the way of custom ads. Like you said, let the client thank you letters, open house kits, which is really cool. You know, for, for loan officers who want to team up with agents and they want to do joint open houses together, you as a loan officer can come in and provide some of those resources to really make an impact in that open house postcards, door hangers, right? All these different marketing related tools that you can attach your brand to customize and utilize kind of, you know, in a co-branded fashion. Absolutely. Yeah. We can do other listing pages. You know, we can help set up their business cards. And we asked, you know, all of our members to put, you know, they give back home's logo on your emails, business cards, listing pages, everything because the, the more that people see it, the more they're going to wonder what give back homes is. And eventually, when they do ask you what it is and you tell them, I think you've got a new advocate. Well, yeah. I mean, you know, absolutely, right? You made the point earlier about differentiation. And so you're really doing that. And especially, you know, with, you know, as you pointed out, there really aren't a lot of mortgage people involved in this yet. And you know, we hope to change that is you've got a chance to be kind of first in your market and lead that cause. But I think it, you know, I've got to assume it's like, you know, who wouldn't respond positively to that? It's like that statistic I gave earlier about 90% of consumers would switch. I mean, that's where the market is moving towards today is, you know, wanting to do business with people that are doing good and using a portion of proceeds, right, to make a difference. And I think that just, you know, there wouldn't be hardly anybody that doesn't resonate with out there, right? I mean, the other day, consumers want to give their business to brands they trust. And a company, a person or a company with a social conscience, you know? Right. Right. Yeah. Okay. So have you, you know, in terms of a loan officer working with a real estate agent, right? Again, I'm thinking for this angle of, you know, here's the, here's the problem loan officers have, right? It's similar to that problem we talked about with realtors. There's two million of them and everybody looks the same. Well, loan officers have a similar problem in the real estate community and that everybody's doing the same stuff and they're trying to write stand out and get noticed and get attention. And so this is one thing that loan officers can incorporate into their daily activities, whether, as you said, they're doing email, put the logo on your email and your marketing related materials. A lot of my members do workshops and classes for real estate agents. So they're putting butts in the seats and they're teaching loan officers. I'm different, I'm sorry, teaching realtors, different strategies on marketing and branding and social media and things like that. And so this would be a great opportunity for those loan officers to introduce them to give back homes and offer the opportunity to partner up together on something like this. 100%. You know, we've had a couple of networking events down here and it's pretty neat to see a lot of realtors that were kind of backstabbing each other in this area and working together. And then, you know, we had a mortgage guy down here that actually, a mortgage girl actually from Orange County that came to the event and ended up doing two deals with two different realtors from down here. Wow, that's awesome. Yeah, I mean, just that alone is a marketing advantage. It's a competitive and branding advantage just associating yourself to a cause like give back homes. That's why I'm such a big fan of it and wanted to have you here. What else can you tell us about, you know, the benefits of membership, if you will, right? I mean, there's obviously the marketing benefits of that. But maybe share a couple of stories that you know of from your agent members and what they've told you. Well, Nick, I mean, our first members, like one of the best examples because I always say it's like a gym membership, you know, you get out of it what you put into it. And if you go and you tell the story and brand yourself as a give back homes member, it's going to grow your business. And Nick has become one of the top. I think he's got seventh ranked agent down in South Bay and you have guys that have been doing it for 25, 30 years down here. And he is known as people literally stop him on the street and goes, you're that give back guy. You know, and he's built seven homes for families. He's been to Nick Aragua. He said it's just pretty much changed his life as a person as a father, like just being part of something, you know, and always say if you always do what you do, if you do what you always did, you're going to get what you always got. And so when people are like, how may I have my business? And I don't know what I'm going to do. Well, if you keep doing the same thing, you're going to get the same result. Yeah. So I want to clarify something there. You said, so when did you buy your home through Nick, the realtor? We bought it. We've lived here two years now. It took a year and five months to build. So it's three and a half years ago. Okay. So three and a half years ago, this guy, Nick, your realtor comes to you. You didn't know him before. And he basically tells you he's trying to he's struggling. He's getting started in his business, right? And he's having a tough time, right? Yeah. Okay. So so he gets associated with, you know, give back homes as you beginning to launch that and all that kind of stuff. But the moral of the story is is three years later, roughly, he goes from essentially a newbie in the business with not much market share and being beat out by all the other agents who've been around forever. And now he's like the seventh ranked agent in Manhattan Beach, California, which is a very competitive market. Yes. Yeah. I mean, that's his story. And it's it's incredible to hear him say he's so passionate about it. And you know, he thinks he all the time like you did it yourself, you know, because you've got it goes back to my gym membership. You got to, you know, you got to put it in the time. And it comes back tinful. Wow. You know, it's the other thing you just popped into my mind is we know the statistics about real estate agents and how, you know, most of them unfortunately don't get referred after that transaction, you know, down the road. And the reason why variety of reasons, one, they don't follow up that database marketing, you know, top of mind, all that kind of stuff. They basically are forgotten. But I have to imagine that when you associate yourself to give back homes and you're putting all the marketing related activities into play without the thank you letter, the open houses, all that stuff, you become known as, hey, you're that that give back guy. Yep. All of a sudden, you get remembered 100%. Yeah, I mean, definitely, I mean, you think about it when someone, when someone, a home buyer is used to hear in the same story and they hear something different and then you actually stay in touch with them. That's one thing that Mauricio spoke about yesterday at the docuSign convention was that staying in touch with your clients, because like I said, they're your advocates. Absolutely. So where are you building homes? I know it started in Nicaragua, but you have some other affiliations, right? Yeah, we build and 20 states in the US, cities, I guess, and three countries. So Haiti, El Salvador, in Nicaragua. And for you, there's just a real, there's an affinity to Nicaragua. Yeah, I mean, it truly, like, my story about how it all started is, is Nicaragua changed my life. I mean, it changed my life. And I always just said, I want to figure out a way to change theirs. Right. I've stuck to, I'm a man of my word. And so I've stuck to that. And I think, I always want to build there, always, always, no better what happens. How often do you go back? I go back about three to four times a year. Nice. Yeah. I'm out. You've got some great relationships down there now, huh? Yeah. You know, they're very appreciative people. So it's neat. Yeah. That's great. So, all right, I'm looking at your page here, give back homes.com. There's obviously lots of information about how to be a member and things like that on there. What, out of a transaction, I want to get real specific, how does that work? It's based on how much they want to donate out of that transaction for the real estate agent. Right. And that goes back to the any amount at any time. I mean, we know home sales, loans, all that, or different prices. Right. And so, give what you're comfortable with, you know, and make that donation and your client's name and then let us send them a letter and then let them be your advocate. Right. And the same is true. Obviously, as you said, kind of as a loan officer, right, you can decide a portion of the proceeds from every transaction can go to that. Yeah. You know, we have a lot of people who every 10 transactions, they make a donation to a family. And so they'll do that. And then we'll send 10 client thank you letters. We actually had a brokerage in Alabama build a home for a family to build a full home for a family in Nicaragua, cost $5,000. And it took 25 clients. He built a home and then we sent 25 client thank you letters to all of his clients. So you've got 25 people on the street saying, you're not going to believe what our agent did for us. Yeah. And you know, that can be part of a larger kind of branding, marketing effort, if you will, where, you know, hey, help us build a home, right, for a family in Nicaragua. And to get there, I need right, X amount of transactions, 25, whatever it is. And that can just be part of your overall messaging. And you can you can even here's I'm sure you've had people do this like afterwards after you reach that goal, you have some type of like a client appreciation party or something like that. Yeah, absolutely. Wow. That's really cool. So you're sending the letters on behalf of your members. So that's cool, right? So that means that's one less thing I have to do as a real estate professional is actually remember to send thank you letters. Yeah. And you know what, you know, for $50 a month is what it calls to join, get back homes. And we always say we do your listing pages for you. We hope you do all your stuff you need. And if you hired someone to do a listing page for you at $50 an hour, you did three or four a month. That's about four. It can be anywhere from 200 to four or $500 a month. Someone doing your listing pages for you. And for $50 a month, we help you do all that. Right. So it's kind of, you know, it's kind of a just makes sense. And good for your business. Yeah. So tell me a little bit about that listing page. What is that exactly? Is that something that's hosted on your site or that they use? We actually make it for them. So what they'll do is they'll send us. So say I got a new listing. They'll send it in, send it to our designer. And he'll make a listing page for them. We'll send it to them and they approve it. And it's theirs. Just make it super simple. Like I said, it's give back home was really made to be a turnkey solution to becoming a social good realtor. Yeah. You guys are, it looks like you're packaging up some social media, tweetable, you know, tweets and posts and fact sheets and sample marketing pieces. Absolutely. Yeah. Absolutely. We send a media kid out every month with new stuff, tweets and all that. And I mean, literally in one day, you can change the way you do business and get noticed more, you know? Yeah. And it's very professional. I should point out, you know, I've on your website, been on there before and I look at kind of the profiles that you build for your members and they're very professional. It's something that, you know, your members can take and obviously repurpose on their own sites and social media, but they can also simply direct people to their profile page on your site. Right. And that's why we say you want it on your business cards and all that stuff. So what if you get so in your business card and they see give back homes, they go to give back homes and they're like, oh my god, let me, let me type in Jeff's name and pops up and there's your profile page. So they're learning about you. That profile page can get you to business alone. Yeah. Yeah. Absolutely. And the materials you guys provide like the, you know, the flyers and things like that. I mean, it's really sharp, you know, particularly when it comes to either a mortgage professional giving a kind of a client presentation and incorporating that in your overall kind of story, you know, and positioning and an agent, of course, in their listing presentation. It's got a lot of wild factor to it. It looks sharp. Thank you very much. Yeah, you bet. So what's next for you guys? What's on the road map, you know, for the rest of this year and beyond? This year, right now we're just really focused on getting some, you know, we actually brought in a consultant to help us. We're changing some of the messaging up and really go after brokerages. You know, we've seen success with the agency and what it's done for their culture, what it's done to help them bring in top talent and retain it. Like you said earlier, people want to work with people doing social good. And so people are noticing what the agency are doing. So we're going to change some things up just the messaging and then go after brokerages and obviously all real estate professionals. We want to grow it out. We have our next build day. And we have a bunch of build days throughout the year, but our next big build trip is in Nicaragua and December. Okay. So you're kind of preparing for that. Yeah. That's awesome. You know, the other thing, the cool thing is I can go on your website and look at your current build projects and it shows what percentage those are funded, right, which is cool because you know, it's a kind of like that goal or accept the, you know, that's the thermometer that people use sometimes in the office or whatever when they have a giving fund or something, right? It's so, so, you know, it allows you to track kind of your progress there, but, you know, kind of to what we alluded to earlier, you can choose where to send your money, right, to which particular project you want to fund. 100%, especially when you make it in your client's name is, you know, I'm shocked, the, I'm the people who give to Nicaragua and the people who give locally, like I thought it would be a lot more local because that's what people wanted. You got to do locally, you got to do local, but it's really amazing amount of people that want to give abroad because such a little amount can go such a long way. Right. Yeah. And it's really powerful. It's very powerful. Yeah. I mean, I'm looking at the site here on the build projects and obviously you've got Nicaragua, I'll sell the door, but then you're also in Haiti. And then you've got a lot of projects across the states with habitat you met for humanity, which, which actually when I was at Countrywide Home Loans back in the day, we did some stuff with, with habitat for humanity. And it's surprising. Well, I don't know, maybe it isn't for some people, but for me, it is, you live in Manhattan Beach. I live here in Orange County, so we're not too far from each other. But what I find surprising is, you don't have to drive too far in your area to find people in need, you know? No. No, it's right around the corner. Yeah. Unfortunately. And so that's why it's just great to be able to get out there and make an impact. And so aside from the business benefits you get from this, in terms of the marketing and brand affiliation and things like that, I think the biggest benefit, and you've kind of, this has been your threat all along, the biggest benefit, as you talked about with the agency, the real estate agency there, biggest benefit is what happens to you, the change that you have personally. It's just, it's hard to describe if you haven't done it before. And it's a different thing, as I'm sure you know, writing a check and just being like, you know, like you said, oh, the real, oh, I give 5% here or there. And that's great. But there's a difference between writing a check and actually getting out there and doing the work, right? Absolutely. And that's the thing is, I don't forget, I spoke at car last year at California Association of Realtors. And this guy came up to me after who owns a big brokerage. He said, God, love what you're doing. And I said, well, thank you. And he said, but you know, we started a foundation. And I'm like, okay, well, the reason why we're doing this is to stay away from that. He said, he said, yeah, we've been working on it for 16 months. And we're forcing our agents to give to the foundation so we can pay it off. And then we're hoping to give in the middle of 2016. So 16 months plus say 24 months, they never gave a dollar because when you have a foundation and these brokerages, you've got to pay someone to run it. You know, you got to take percentage out of what people are donating. And then when you pick a charity to donate the money to from the foundation, it takes more off the top. So maybe 20% of all that money on the high side is going to where it's supposed to. You know, if we do that for you, that give back homes. And that's what that's what I think when people are learning the importance of giving back responsibly and the millennials and how they feel about working with someone that they know is giving back responsibly, it's all coming to light right now. Yeah. Yeah. There's a lot of stuff happening in the news up around that. And so that's a great point, though, that you make and you know, probably expanding that a little bit. You guys have 100% transparency. And you talked about earlier about why you're you're a quote for profit and not a charity. If you want to just touch on that for a moment, yeah, we didn't want to go out and ask for money. We the beginning, we said we don't want to be a charity because we don't want to ask for money. And we wanted to provide a service. We wanted to actually grow our members business, make them feel good about giving back. And then we wanted to work with nonprofits that would guarantee our 100% model. You know, there's a lot of there's a lot of stuff and I'm not going to go into it, but charities that don't give back what they're supposed to. And so our whole goal was we'll only work with charities that'll give back 100% and Habitat Humanity has done that for us. And then we're going to start adding more charities this year. But the 100% model and the 100% transparency is critical for us and for our members to know that they're giving back responsibly. And when they're telling a client what they're doing that there's no fluff. It's their telling is true. Yeah, you can feel confident telling your clients that for every dollar that we contribute, it all goes directly to those families in need. Right. And you get to see the family. We send pictures and updates and all that stuff. So it's, you know, the people who are building full homes, they get to pick the actual family they want to build for. And then at the end of it, we send them a picture of the home and send the picture of the home to the client they built the home for it. Yeah. Again, that's just another powerful tool to use, right? In your your total when you're telling your brand story, right, with that social cause marketing. I've seen the pictures on your website of the real estate agents where they're out there building the homes. So if you can get out there as a member and build the homes, right, that's just going to, you know, help your story that much further. If you can't, right, that's really cool, right? You can still use those photos, right? And just share those updates with the home with your your your borrower, right? When you've done a loan together as a mortgage professional, the home funds, it builds, right? What a great way to stay in touch over social media, database marketing, all that stuff, right? You share those updates. That's, I'm just thinking live in real time here. You're sharing the funding updates too as the project continues to grow in funding, right? You can share that with your sphere of influence. I mean, just there's just so many ways I think to integrate this into, you know, kind of your overall brand story. Like I said, that is, to me, it's an absolute, you know, brainer. It's a no lose. Everything you do, let's, you know, let's point out it's tax deductible as well. So you get that benefit. It's marketing expense. The $50 a month is a marketing expense and the donation is tax deductible, right? I mean, worst case scenario on this deal is it grows your business. It grows your business and it makes you a better human being and perhaps changes your heart. Yeah, absolutely. That's really what counts. Well, that's cool. And I think that's probably a good note to like wrap it up on. What where do you want to direct people who want to learn more? I just go to give backhomes.com. And if anybody, I think you could reach us from the website, if anybody would like to talk about it. And we do do brokerage deals and, you know, like big groups of mortgage brokers that come in like for the agency, we do it at $25 a member since they came in as a full brokerage. Yeah, what a great opportunity to bring that to your organization as if you're a mortgage loan officer. You could spearhead this and kind of lead the charge, you know, internally in your organization. And when I say that, part of me is like thinking, you know, some of the loan officers, you know, they don't want to do it because of the scarcity mindset. I guess that's a personal choice. But I think, you know, there's enough to go around and you can't hurt yourself by, you know, just just taking the charge and spreading this message as wide and as far as you can, you know, it's only going to do good for others and for you ultimately. So take it and run with it. And obviously on your website, it give backhomes.com. There's information on the membership level, social media connections and all there, you know, dig in, get connected, start getting associated with this. And I'm looking forward to you guys making a bigger impact on the mortgage side now that you got great momentum on the real estate side. Thanks so much, Jeff. I appreciate it. You bet. I know you're busy, guys. So I'm going to let you go. Thanks for making time. Once again, give backhomes.com is where you want to learn more. And like you have yourself a great day, man. Enjoy, Jeff. Thank you. All right. Thanks for listening to mortgage marketing radio. If you like today's episode, please make sure to subscribe on iTunes, share your comments, and we will see you on the next one. I'm your host, Jeff Zimfer. Take care. Thanks for listening to mortgage marketing radio. One more truth in mortgage marketing. Get more free training and resources at mortgagemarketinginstitute.com. 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