The Bonzo Scholarship Award Winners

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Go check it out right now, visit LOKestudy.com and download your free copy today. Hey, hey, listen, how you doing, Jeff Zimfer. Once again, welcome to the latest episode of the mortgage marketing radio podcast. I'm so glad you're here. I'm so glad you have tuned in. Hey, I'm going to cut right to the chase on this one in terms of what this episode is all about is this. If you've been listening for some time, you've heard me talk about the hybrid loan officer, which is, I think, the future of the ideal loan officer would be one who still originates business from the traditional sources, right, referral partners, past client database, sphere of influence, those types of things, those are staples, right, that aren't going anywhere anytime soon and can be relied on, right, for business consistently. However, let's face it, right, in today's modern world, the consumer journey has evolved as always evolving and more and more I am speaking with loan officers and realtors who are originating, getting deals, business from other channels, social media, digital, etc., personal brands, video content, etc. And so the combination of those two leads me to the, you know, the term hybrid loan officer where you can succeed on both levels. Now, what we've recently done, our new partnership with Bonzo, we've teamed up and decided to do, by the way, what Bonzo is, is a conversational platform. You'll hear about it in just a moment, but we decided to team up and do something special and that is give away three annual scholarships to Bonzo, when I'm calling Bonzo University. And why say Bonzo University is because this is similar to that of a university you might win a scholarship to if you were applying, if you, you know, were deemed as somebody that the university wanted to have amongst their, you know, students because they felt that you could succeed at their university. So we put it out there a few weeks back, we got a lot of people who submitted their application to become a Bonzo, you know, university scholarship winner and we selected three and that's what this episode is. We went live, we brought on miles from Bonzo and we talked about just a quick refresh on what the hybrid loan officer is and then we announced our three winners and what that means for them. And so this is what this podcast episode is, is, is, you know, that Facebook live, YouTube live linked in live, if you missed it, this will help fill you in on some of the context of what a hybrid loan officer is and where Bonzo in partnership with me, mortgage marketing institute and my agent classes, that's where the partnership comes in is that we can now help you as a loan officer succeed as a hybrid loan officer, right? Particularly with the ability to attract, capture, convert, roll estate agents to referral partners at scale and at the same time drive conversations with your sphere of influence with social media, running Facebook ads, et cetera, et cetera. So you hear more about that. By the way, if you, unfortunately, aren't one of the three winners or you didn't even apply, but you want to learn more about becoming a hybrid loan officer and how Bonzo and our partnership can help you do that, Miles was generous enough to make available for anybody who decided to sign up for Bonzo. If it's for you, he's giving away an additional $300 in Facebook ad spend. So that means he's going to pay the first $300 for your Facebook ad spend. And that's really cool because in Bonzo now, they have something called Bonzo ads manager, which is a completely, you know, it's a dashboard for you that connects to your Facebook ads manager and includes Facebook, templated ads and so forth. And Bonzo, right, is going to help you run those targeted Facebook ads, whether they're for consumers or realtors, whatever it is you want to do. So if you want to learn more about that, you go to hybridelo.com, hybrid HYB, RID, hybridelo.com. Just let us know if you heard about it from this podcast and you will be in contact with somebody from there that walk you through what Bonzo all about. Is it for you or not? No pressure, no sales. Just hoping to help you navigate the, you know, modern, originator path to becoming a hybridelo officer. Okay. So without further ado, let's get into this week's show. All right. So let's bring on my special guest because we got a lot to cover. It's Jimmy. Of course, it's Jimmy. What's up, Jimmy? Good to see you. So let me bring my special guests on, add them to the stream, stream miles with Bonzo and Taylor with Bonzo. What's up? Oh, you're the proud. How are you doing? It's like a scene from Gladiator. Oh, unbelievable. I'm not entertained. Where's the Gladiator stuff? Anyway, welcome guys. It's Jessica. What's up, Jessica from Otown? Hey, hey, Jessica is one of our people we have to announce, which by the way, I sent you guys a text. We need to have those names ready. Those three names ready. So we already know one of them. There's Michael Pacola. What's up? Watch from YouTube. Okay. Here we are today to talk about a couple of different things. First and foremost, we are here to talk about the hybrid loan officer, right? And we're also going to be announcing the hybrid loan officer scholarship winners. People have been waiting and waiting and waiting to hear who are the winners. So if you've been tuning in, you know what we're talking about? Who here, by the way, just out of curiosity, has no idea what the heck we're talking about with with Bonzo and hybrid loan officer and scholarship winners. If you don't know what we're talking about, A, where have you been? And B, let us know because we want to make sure we're giving you the relevant context. Okay. So real quick, Miles, introduce yourself. Then Taylor, you go, Miles, you're up. Yeah. Hey guys, Miles Miller, co-founder, Bonzo. I honestly just do it what Jeff says, right? I kind of just work for Jeff and I'm here. I'm happy to be here. Is that a good introduction? Like the older Colorado, it's finally skinny. I'm not getting snowed on or getting chased by any bears. So that's a good day. Ah, it's a good day when you're not getting chased by bears. Thank you, Miles Taylor. You're up. I am Taylor Ellard. I am just recently the director of marketing with Bonzo and I'm ecstatic to welcome these scholarship award winners and kind of track their process. Awesome. And do we have the names? Not that we're going to announce them yet. Yes, we do. We do. All right. Just wanted to check. James, what's up? Chris Ford right here. He says right here. All right. Chris, we're glad you're here. Yeah. So if you guys haven't heard recently, you know, I came out. We came out. We came out and I announced a partnership with Bonzo, right? All of around the concept of this hybrid loan officer. And why don't we start here with identifying? Miles, this is in your wheelhouse. You can even read the screen. That's how easy we make it for you. Can you see the screen? That's the first question. Yes. Yes. A hybrid loan officer done is kidding. So guys, the hybrid loan officer, what is a hybrid loan officer? I think before we define what a hybrid loan officer is, it's probably important to think about what is a typical loan officer. And traditionally, when we think of originating loans, people generally fall under two buckets. You have the consumer direct, right? Those that are dialing for dollars, smiling and dialing, whatever you want to say. And then those that are building retail relationships. What we are suggesting is that you can do both. You can go both ways and you can come a hybrid loan officer. So it's those that develop relationships locally while meeting people digitally. So you have a digital brand. You believe in branding yourself. And you rely on technology and automation and Balanvanzo, right? But you rely on technology. You meet people digitally while also maintaining a local presence. I love that. So let's take a quick survey. You can see the ticker tape going across the screen. For those of you watching, listening, tuning in, are you a hybrid loan officer? Do you consider yourself a hybrid loan officer? It's interesting when we ask this question. We get a bunch of different answers and input. So I'm always curious to see your answers. Are you who here is getting business from both the more traditional side, you know, real-to-referrals, relationships, all that stuff, past client database? But also, are you generating any consumer direct business yet? We'd like to know. Inquiring minds, want to know. So this is relevant. And we've got some stats. Kyle Ferrell says, yes indeed. Michael Pecola says, I am now, thanks to Miles. Miles who blew his mind the other day on a call. I don't think he has recovered yet. So that's fantastic. All right. Now there's some, this is why, this is why I thought this was vitally important. Because look, if you guys have known me for any time now, right? Obviously, I've been spending a lot of time in the bucket of the traditional loan officer, yet keeping an eye on the whole, I mean, that's what the book is about surviving the digital real estate shift. It's happening simultaneously. However, some stats that are important. And Miles, you did the hard job of researching some of this info, but 30% of millennials research mortgage tips online. Okay. So not only that, but so millennials are the largest demographic of, that sounds to you, you think 30% of millennials great. Well, they're actually now, if you don't know, the largest demographic of homeowners or home buyers in 2020 and in country. So 30% roughly one in three searched mortgage tips at some point in their mortgage process. Okay. 17%. Is it okay if I kind of skip to this, Jeff? Yeah, go, go, baby. 14% of which found their loan officer as a result of seeking out information about mortgages online. One of the largest demographic of homeowners in the country last year, home buyers in the country last year met their loan officer because they were actively trying to educate themselves on what it takes to obtain a mortgage. And that's what we're talking about here is having a presence online as a way to get closer to the consumer, right? In advance of them on that customer journey before they make the decision or choice. You know, on the real estate side, I don't know if you guys have seen this stat. It's roughly, I don't know exactly, but roughly 70-ish, 72-ish, 75% of people pick the first agent they talk to, right? So, and I don't know what the stats are on the loan officer side, but I'm gonna, let's just assume it's 50%. Like if you do a good job, right? If you educate, which is what they're looking for at that stage, right? Now you've got a chance to win more and more importantly, what are we talking about here with the hybrid loan officer is being able to generate leads for your referral partners as well. Okay. A lot of loan officers end up saying, well, when I do the whole game of going after clients online, they don't close, they don't convert. I'm here to tell you that's not true. Just everybody ends up searching online first. That's what we do, right? No matter what we're trying to buy and now it includes a home, you first go online and then you get educated and then you start to get serious about it. But if you're not taking the time to educate them and then also if you don't have a plan to follow up with them and nurture them and continue to position yourself as the expert, you're gonna miss out on some serious coin. Yeah. And tell you can jump in whatever you want. But let's tee up this question from James here. It's kind of like, okay, you can read it all right there. Great question, James. Please prove to me. I love that he's saying prove it to me. Show me the money that social media path will lead to a mortgage app and closing within 30 days is supposed to 180 to 240. So right out of the gate, James, I'm not telling you that. I'm not telling you that an online social media path or a digital lead is going to lead to a 30 day close. What I'm asking you though and others is do you want that business 30 180 240 365 days for now from now? Okay. Also give me any lead right now. I'm sorry, James. That's going to close within 30 days with these inventory issues. The average home buyer searched for 10 weeks and sold nine homes last year prior to going into contract. Yeah. Yeah. Exactly. So look, I get the fact that we want to just close and we're hunters and we want to take the deals down. And by the way, that's another reason why you want to be a hybrid L.O. to your point, James, is because the referrals coming from agents, those are the short term, more immediate closes in most cases. Because by the time they've talked to the agent, that agents refer to you, it's like short term ready to go. We're proposing is don't let go of the business that's coming 180 days down the road. That's your future pipeline. And if you can capture and nurture and stay engaged with that in a simple easy way like Bonzo provides, then you're just adding more to your pipeline. Let's say you. So what I'm saying is so with James, right? Not to pick on you James because we're picking on James. He can handle it. I'm a former loan officer. Okay. So I totally understand where you're coming from. But what you're saying to me is that you want to find only those that are at 99% of their home buying journey. So you want us to be a sniper for you essentially and be able to pinpoint one out of a hundred that are right there ready to pull the trigger and purchase a home and closes in 30 days. What we're trying to tell you is that there are a lot of people entering the market now. It used to be that everybody would start talking to a mortgage loan officer when they were at 95 to 99% of their journey. What we're saying now is that people enter the the mortgage process by discovering and trying to teach themselves what it takes to obtain a mortgage. We're in there at like 30% of their home buying journey. And so if you can capture them and educate them and nurture them and build a relationship with them, not only will it be fun because you're actually at relational and you're helping them in their family. But then in the long game after they close because you you tried so hard to nurture and develop that relationship even before they were at 99% the retention and the referrals will be so much greater. And so you don't need all those digital leads on the back end. Taylor, you've been too quiet. Please take my phone. And not to mention it's not just social media. It's multiple touch points along the way. So really when it comes down to it, you know, people are doing so much research on the front end and being there when they're ready to just snatch up that lead and having those multiple touch points, not just social, but hitting them where it counts on your phone, you know, and retargeting. There's a lot more that goes into it than just lead nurturing through social. There's a ton of different touch points. So Yeah, just to be clear, so James has been wonderful and interacting with us through the show. You know, as a matter of fact, what we should do is we should give James a free gift just for participating. James, do you like winning? Because you've just won. Congratulations. You were the winner. See that I told you there'd be prizes for participating. So James, you win a free copy of my book Disruptor Die. How to survive and thrive the digital real estate shift where you'll see and read stories in there from loan officers who are succeeding on both sides of the front. So how do you get that DM me? Hit me up on Facebook of the Insta. By the way, that's Instagram for those of you that are new here. Hit me up DM me. Make sure I get your mailing address and all that kind of stuff. Thank you for playing along. We love the dialogue, man. We love it. It's good stuff. Are you saying, yes, yes, there it is. Awesome. So let's close this point out and then let's move on. He was actually referring to an application with a science sales agreement within 30 days. Again, it's the market we're in, right? I mean, it's so crazy right now in this market today that even the how about the TBDs? How about the people who are getting turned down? Where are you putting them? Maybe you have a CRM you're using? I don't know. And by the way, I'm not saying this is right for everybody either. Okay? We're just kind of presenting our case and you probably have your opinion. You're you know, you're take on that as well. However, let's pivot now. What's up? My friend Mike Decker. Good to see you. Let's pivot to a couple of other other relevant points here. Let me bring up the slide here for a second. If I can, let's do this. I'm going to do, I'm going to get crazy people. I'm going to do, I'm going to do a screen share. If I can, I'm under dead. So no, I'm not. Okay, forget it. So let me do this. Let me pick up. Let me just share this stat with you about why it's important to be hybrid, meaning have a digital presence. So Miles, you have some content around a storefront that eight in 10 people look to online reviews when making a decision, right? And more and more today to win, right? We need to show up early. This is what we're talking about. But also, even if by the way, where's where's where's my man here? I want to see him James. Even if you get a referral, a real estate agent refers you. What's the first thing they're going to do, likely before they call you? I'll know it. It wants to take the answer here. Audience, enter your answer now. It's a bathroom break. All right, what's the answer? Taylor, what's the answer? What are people going to do before they call you? We're going to look up. Going to look you up, right? Question is, what are they going to find? Okay. Go on, riff away. Go on that Kyle Ferrell. What's up? They're going to Google you. That's what Kyle said. Thank you, Kyle. But that's part of the discovery phase. So they're not just like googling and reading long form blogs about, you know, the closing costs and the difference between insurance and PMI. They're also saying mortgage brokers in my area. Who can I talk to? And if you've got a strong SEO game and quality reviews, then you're going to stand out. And if you're like me, right, I am a millennial. And you and I do, I don't read articles, but I Google things just like that. I'm going to find the best candidate. I'm going to call them and I'm going to want to talk to them. I want to take their time. And if they treat me well, then they're going to earn my business. There you go. So it's all about discoverability. It's all about, you know, becoming known are the number one thing that the game we're playing here is to become known, right? To get known and get clients. And there's a lot of noise out there that we have to break through to become known. But look at this stat. 17% of millennials found found chose their loan officer online. 17%. That's a 2020 statistics. So I'm only going to assume that that's going to go up. As well. Absolutely. Could not agree more. So there's that side of things. And Mike, Mike, Decker, your parole officer is looking for you. So better hide. All right. So I got a couple, one other stat here that's relevant to this discussion around the hybrid loan officer. Let me just see if I can get. Oh, well, it's it's simply this. And this goes to the point we were talking about earlier is that's why it makes sense to get business from the traditional and the more modern sources is real estate agents are still top of the funnel, still in air quotes control of the transaction. Roughly, I think the percentage was 89% of people who bought a home in 2020, 89, call it 90% of people use a real estate agent to purchase the home. That's why I think about that stat, Jeff, though, is only 29% actually found their home from their realtor. Sure. Yeah. Which makes sense. Today, people are online, Zilla, whatever, looking, searching for homes, finding the home. And then when they find the collector homes, right, then they're like, they didn't they reach out to an agent. Hey, I found an area I found of this. I found and can you help me? Now, how they find an agent is similar to how they find a loan officer referral, finding them online, social media, whatever. And I can tell you. Through lead gen platforms like Zillow, I know everyone hates it, but no realtor.com when they're searching from homes, they're being forced into funnels that other loan officers are purchasing to grab their attention. And so I'm not saying you need to go and purchase Zillow realtor.com leads, but you do need to be spending time with your people and in ensuring that they're educated and that you've really earned their trust and loyalty through treating them and selling to them the way that you would want to be sold. Yeah. Think about your own journey. That's a good point. Think about when you're going to make a major purchase, a car, for example, right? I know I've actually been in the thick of this for the last month. You know, get online. You do a bunch of research. You go look at different cars and different ratings. And what do people have to say about the car? And then you check out if you're going to narrow down a dealership. Am I going to go, you know, car max? Am I going to go USA or whatever that's called nation something auto nation? Yeah. Or am I going to go with my local dealer or you know, I'm going to research the reviews. What are other people saying? By the way, there's a stat. I forget what it is. Oh, it's 75%. You know, how the number one source of business for real estate agents is referral, right? Past clients. That's so that's why all that kind of stuff. Here's an interesting millennial miles stat is 75% of you all are more likely to seek a referral. Millennials are 75% more likely to seek out a referral from someone. Hmm. So which? No. So my point on that is that's why you need to have a presence online on social media. Yes, you need to have your past client database in check. But I can't tell you guys you guys that are watching right now you guys and gals. You know, I interview a lot of people. And more and more three years ago, people used to ask me, is anybody really getting any leaves, you know, any deals from social media? And I can tell you three years ago, the answer was not much. Three, today fast forward, a hell of a lot more than it was three years ago. I promise you that because I'm talking to the people that are creating brands on Instagram. They're creating content. They're going to creating a plate Instagram social media. I'm thinking of one guy in my head. And they're creating this platform to be able to engage, right? Because people want to do business cliche time, heads up, cliche time. Where's my oh, no button cliche? They want to do business with people they know like and trust. How do people get to know you? Right? Right. Do they like you? If they have had no way to engage with you prior to a phone call, there's no way to have likeability and trust until the moment of conversation. Here's what's great about digital and hybrid. You can accelerate the speed at which you become known, liked and trust. That's our point here. That's amazing. All right. Facebook user says, thanks for helping me. And yes, this is very true. All right. That's Mr. Mr. X. Dev, can you be honest or tailor? If you guys, did you guys write that because that's a little sketchy? Yes, this is true. Okay, it's true, guys. Look, go on. All right. Without further ado, let's talk about our Banzo Scholarship award winners. First of all, let's let's on Miles, you take what does this mean? What do they get tailor? You can do the announcements. If that's cool. Okay. So Miles, what does this Banzo Scholarship? I'm so nervous, but I'm so nervous. Yeah. So the scholarship, right? We want to prove this concept. We want to help you at the same time. We believe in this and we're really excited to pick three individuals that we believe will help define what the hybrid loan officer is. And not only that, we're going to help you change your business. You're not only going to be dependent on online leads and smiling and dialing. You're not just going to be dependent upon a real church primal instinct when they get a lead. Who are they going to give it to? Right? It's going to go both ways. And we're so excited they would help you that. So high level, you're going to be getting a free year of Banzo. So if you don't know what Banzo is, please look it up. That's a full 12 months of Banzo, man. That's amazing at our highest tier guys. So what that means is with Banzo, right? High level, if you've never heard of us, we believe in creating conversations for the modern loan officer. We are not a CRM. We are a conversation software. We believe that your impact is directly tied to the amount of conversations you have per day, which is deep work. So we seek to keep you in as deep of work as possible by eliminating everything else, including outreach and follow-up. So you get a free year of Banzo. You get a free year of Banzo absolute, which is Google Chrome extension that lays on top of LinkedIn. It allows you to scrape data all over the web and pull up to date contact information, which is great for recruiting, for B2B outreach, for setting realtor appointments, attorney appointments, whatever you want to do, right? You get a free Banzo presenter, which is another cool Google Chrome extension we have that you can present yourself with. You get a $500 gift card to spend on BAM. Banzo ads manager. That will right from our platform now, you can deploy Facebook and Google ads that are templated and proven in five clicks. You get a free year. This is the best part of Mortgage Marketing Institute. That's funny. It's a great marriage. So you get a free year of mortgage marketing institute, bond of the whole 90 yards, right? You get 300 agents that are doing at least eight deals per year. Their contact information and data entered in Banzo. And how do we get that data? Well, we are licensed to sell MMI. If you haven't heard of MMI, it pulls up to date production information on loan officers and realtor across the entire country and who's working with who. So you get a free year of that and you get Jeff's book. You get access to us. Exactly. You know, we're going to do coaching calls on a regular schedule. We're going to take all the scholarship winners and put them through kind of like a bootcamp, fast track, all that kind of stuff to get them ramped up and rocking and rolling to demonstrate and prove why are we doing this? Well, because we want to demonstrate that we can take people from various stages of maturity in their business and their career and actually help them become a hybrid yellow. And if you guys haven't heard of or are not familiar with what Jeff does, obviously, I was a user of mortgage marketing institute and what I love about this is we're not just going to be putting realtor prospects into Banzo to set appointments with to just sit down with them and say, hey, I close on time and communicate well and now give me your next three deals. Jeff's going to teach you how to actually present things of value to them which in turn will allow them to better and more easily present things of value to you, i.e. referrals. So it's really what we're trying to do is allow you to create a true two-way relationship through generating leads online with BAM to give listing and a buyer referrals to your referral partners and, oh, by the way, teach them classes on how to better themselves in their business so that I can in turn give you more business in return. Am I missing anything with Jeff? Oh, and Jeff's going to teach a class for you. Yeah, if you want to put a bunch of realtors in a virtual room, I'll teach a class for you guys on, you know, any one of the hot topics of the roughly 15 classes we have, what's working well right now is how to get more listings and low inventory market, how to get your buyers offer accepted, secret to lead conversion, google my business, really critical one. So anyway, the whole point is this is we're going to help you drive more meaningful conversations, both consumer direct and referral partners. Boom, and we have three lucky winners to announce. I don't have a drum roll. All I have is that's it. I got the snare, but Taylor, let's announce the three winners. I'm feeling inspired. I want to throw a little cherry on top. Is that okay? Did our attorneys approve this? I don't know. We'll try. All right. We product called the conversationalist. The conversationalist is a real life person that sits behind the scenes that what we do, like I said, is we create conversations, but as you're generating leads, it's sometimes it's not enough just to create the conversation, but if you're busy, we're going to help qualify those people and we're going to book appointments right in your calendar. And so as you're generating these leads through BAM and through other sources that will help you connect you with, we're going to have a real life person, almost like a loan officer assistant that will engage these prospects when they reply to then qualify them or disqualify them and book appointments right in your calendar. So we're going to throw that in as well. Just to make sure you're talking about having somebody call on your behalf. That's exactly right. Boom, boom. Hey, ladies and gentlemen, your own virtual assistant to follow up on leads and queries and all that kind of stuff. Book and reminders class. I don't know whatever it's crazy. It's off the mouse. You're awesome for doing that. Thank you very much. Hey, you guys watching. You need to let us know. Put a thumbs up up right now. Who likes that? Who's a fan already of Bonzo? Are there any Bonzo users here that are watching? I would love to know. All right. So without further ado, Taylor Ellerd, who's our first Bonzo 12-month scholarship winner? All right. First up on the docket is Jessica Cheryl. Jessica Cheryl, is she watching? I think she's here. Please come down and collect your prize. All right. And Jessica Cheryl, do you have the details on who she is or who she's with, company-wise and all that? I do. She's with movement mortgage. Yeah. Awesome. And she's out of Orlando. We know because she chimed in earlier and said, so what's up Jessica? If you're watching, obviously Bonzo is going to be reaching out to you to get you started with your scholarship. So congratulations. This is so awesome. It's like, oh my god. All right. Who's next? Next up, we have Tim Harden with Cardinal Group. Tim Harden. I happen to know Tim Harden is located in Southern California, Orange County. That's a very competitive area. And Tim, I know, is going to do some amazing things as a hybrid L.O. So congratulations to Tim. Last, but certainly not least, who's our final winner? One second, one quick, Jeff. Before you do that, Taylor, if you could, Jeff, tell them, first of all, I really struggled with this. I got to say, I wanted to give this scholarship to each and every person. I, my heart goes out to you guys when I was a new originator and just an originator. When I was a top producing originator, I would have loved to have received this. And I, I wanted to give every single person this, but we wanted to keep it focused on three so that we knew we could give you those people are undivided attention. So Jeff, if you could explain what we're going to give to those that aren't selected that did apply just as a little kicker, would that be okay? Can you do that? I'd rather you do that. Miles, you're much better at explaining that. Okay. So Jeff doesn't remember and that's okay. So we're going to go ahead and give. Though anyone who becomes a Bonzo user, so on, all right, anyone who becomes a Bonzo user, we're going to give you a literally $300. If you become a Bonzo user, we're going to Venmo you, or whatever, however we can get it to you, send it in with a pigeon, $300 so that you can apply that with Bonzo ads and managers. So you can start to become the hybrid loan officer and generate leads with our platform. So anyone who did apply that does not get accepted, we are going to give that to you if you sign up for Bonzo. Wow. That's also $300 in ad span for Facebook or Google ads. Yes. That's awesome. I want to win. Sign me up, man. That's fantastic. So James says he's a Bonzo user. This guy right here, James, all this time, you're a Bonzo user. Come on, brother. Let's go. Yeah. All right. Yeah. Jimmy, Jimmy, Jimmy B. What's up, Jimmy B? Well, if that's the case, James, then obviously reach out to Bonzo and let them know that you want your money. Damn it. Your Facebook ads manager. All right. So Taylor, back to our final winner. All right. Last but not least is Rob Young with OVM Financial. All right. Ladies and gentlemen, that concludes our scholarship announcement winners. Please all come down and collect your prizes. You know what, Miles? I agree with you as well. It wasn't an easy decision to choose, but here's the thing. If somebody is still interested about taking that next step and learning more about Bonzo, you know, becoming a hybrid loan officer if it's for them or not, what they can do is just go to hybridelo.com, right? And just fill out the information that we ask there so we can learn a little bit more about you. You can learn more about Bonzo, see it in action, schedule a demo. You know, let's have a conversation. See, that's what we're all about. Go to hybridelo.com and take the next step to check it out if you think this is right for you. Famous last words? Congratulations. Congrats, Bonzo. I'm so excited. Anybody who didn't win, please come to Bonzo. We'd love to help you start generating leads and check out mortgage marketing instance too, but thank you so much for your interest. It seriously means a lot. Yes, indeed. Thank you for tuning in and hey, James, if you want your free book, you know, to do DM me. Let's go. People, we will see you on the next live, but once again, if you're interested in more info on Bonzo, you go to hybridelo.com. We'll see on the next one, people. Miles Taylor. Thanks for being here. Appreciate it. Bye for now. Hey, guys, what's up real quick? 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