The Mindset You Need for The Current Market

Hey, it's Jeff Zimper host of the Mortgage Marketing Radio podcast. Thanks again for tuning in. Appreciate you being here. Not sure if you're a longtime listener or new listener, but don't forget, I really appreciate you leaving a review. If you are so inclined to feel to share how this podcast has made a difference with you wherever you're listening to this right now, if it's on your mobile phone, just go to the episode and find the review link and take about 30 seconds. Leave a review that helps us reach more people. I would greatly appreciate that. And of course, remember, we are the place where we help loan officers get more referral so they can become the go-to lender in their market. How do we do that? We help you implement a proven system for attracting and engaging agents to have meaningful problem-solving conversations that makes you the preeminent choice for them in their local market. Without having to call agents pay for leads, run ads, or chase agents all around town, agents come to you and you get referrals on demand. You've heard the stories here from our Mortgage Marketing Pro members. As a matter of fact, one brand new testimony. I'd like to share these reviews and testimonials with you every single week. Shout out again to Liz Lefort in San Diego. This month alone, she has $1.1 million in escrow closings from referrals given to her real estate agents that have attended her agent classes, sharing the content that we help her put together, help her get butts and seas to promote the classes and manage the whole process. If you want to learn more about how to do that, you can go to Mortgage Marketing.pro to check it out. Schedule a call with me. Yes, me, live, and we'll walk through your business where you're at, your current strategy, where you're headed, and see if we're the right fit for you to help you build your agent engagement, relationships, and referrals. Mortgage Marketing.pro. Okay, this week, I am so thrilled to bring back one of my original mentors to this podcast. I think it's the third time he's been on the show and for good reason. And that's because Todd Duncan brings the value. He brings the value. He brings the coaching. He brings the insights, the motivation and the inspiration. And this conversation is a home run once again, especially in this current market. Right. What are we going to talk about in this episode is the mindset to succeed in this market. What are the one to three activities that loan officers should be doing in the current market to get now business, but also to prepare for the business that is sure to be coming as we get through this little bit of a, you know, kind of a market challenge, if you will. And by the way, sometimes the challenge is just in between our two years. And then stay tuned and make sure you listen to the rate rules that Todd walks us through a wonderful dialogue conversation style, where how to overcome the question of like rate and things like that, especially in today's market, where giving an interest rate without providing value is not serving anybody, particularly you or your clients. And then the last thing is if you've not been yet to Todd Duncan's event that he's doing this year, high trust sales academy. I'm going to encourage you to do so. He's not doing sales mastery this year because it's not what the market calls for. And if you're not familiar with high trust sales academy, what it is, it's kind of the next level, if you will, of training and coaching and, you know, I call it a bootcamp. It's what I do because a bootcamp is someplace you go. You don't just passively sit and attend boot camp, right? In a boot camp, you're actually out on the course. You're running the obstacles, right? You're building your conditioning. You're like working on your mindset. You're actually practicing and implementing in boot camp. That's what you do. And that's what high trust sales academy is like is actually implementation, building the muscles, doing the reps, and walking out of that program over four days, coming up in Vegas, end of this year, all the details are in the links and the show notes. It's in my backyard. Come on over, we'll have a pool party. But, you know, one of the things Todd says is that growth is a function of consistent input, right? And my question to you is, where are you getting your input? I need a coach. I've continued to go to coaching, business coaching, and others. And I'll be going to the high trust sales academy this year as well. Why? Because I want to learn how to be the best version of me that I can be. And in today's tougher, challenging market, we need better skills. When's the last time you sharpened your skills? Hey, I'm going to encourage you to check out the show notes or just right now. You can go to Todd Duncan.com. Look for the link to high trust sales academy, high trust training. And go check that out. He's got some special opportunities put together for you, just my listeners. And so I hope you enjoy this conversation. And without further ado, let's get into this week's show. Todd Duncan, welcome back to the show. Great to be with you again, Jeff. Life is good, right? Life is good. Life is good. And you know, whenever anybody says that, what pops into my head, I know we're going to talk about this as mindset. Life is as good as we make it, right? Yeah. Based on the circumstances. So let's jump right into it. We're in. I don't know. How would you describe this market? You've been around a long time or just talking about before we hit record. What? 30 plus years? You've been in this business? Well, I've been doing loans. We count 12 years of doing loans in 30 years of instructing. It's been 42 years. 42 years. 42 years. 42 years. Yeah. Well, how would you describe the current market? Well, you know, it reminds me of an early conversation I had with somebody that I was in a seminar reading with a couple thousand people. And he said, he said, there's only one way to answer the question when people say, how is business? And your answer is unbelievable. And that's all you have to say. It's either going to be unbelievably good or unbelievably bad. But it's still just pure and simple, unbelievable. So the market we're in is unbelievable. Nobody expected it. Nobody saw it coming really. We, you know, we were blessed in these last two or three years with just pennies from heaven, right? And we're just falling out of the sky. And nobody saw this really coming. And although you could see it coming if you were season like I was, I mean, you knew what was going to happen. You knew that it was going to slow down. You knew low enough, certain, weren't going to have the sales muscles that they had, maybe five years ago if they even had them then. And then when you have a rate acceleration, you have a consumer confidence dip. And you have inflation. And then you have the fed monkey in around and doing all that. It's like, all right, interest rates are at 6.85%. We're sent today and mortgage application volumes down for the last week. Unbelievable. But you know what? Here's what we know. It's the market. Oh, this is the market. And while it might be painful, it's interesting, Jeff, that there are people today that have the right mindset that are doing well. And there's people that are locked in fear and they don't know what to do. Exactly. And yeah, so the key to getting through fear is to take action. And not just to take action because somebody told you on a podcast to take action, it's like meaningful action. Like we had a guy, we had a guy two days ago, the sentence of text, the question that was asked of him is, tell us about your morning routine up till noon. And so he had a little bit of a rhythm in the morning where he got up, had a cup of coffee, saw his wife, and he said, I'm not prepared for the day. And it's not because I have all these calls coming in. It's not because nothing's happening. And I don't know what to do. And that's somebody that's showing up and doesn't know what to do. Well, in order to have something happen, you have to do something. I mean, isn't that like one of the, for every action, there's an equal and opposite reaction? No action, no business. Action, business. Okay. And so then I get a text yesterday. I was just ripping with you a little bit on this on the front end. And I go, what's the difference between, you know, somebody who has that kind of mindset and doesn't know what to do? And then this guy who says to my question, my question was, how's it going? And he goes, my wife and girls are fantastic. We just got back from a one week long vacation. Business is smoking. The pipeline is smoking. I'm hiring, building and scaling. I hired a biz dev development person. She starts next week. Great story. I'll tell you about it some time. I hired a green L.O. to prepare for the refinance market at the end of next year. What forward planning? I prompted my, I promoted my junior L.O. to be self-sourcing. His second month, he's going to fund $1.8 million. The concierge's programs and full effect were rocking it about 90%. And I got an allocation for $9.11 GT4 target. I'll get it in October. In the guys, the guys, 42 years old. So what's the difference? The difference is what you do, what you allow, and what you tolerate all men. If you tolerate a bad market and you accept no action, then you're going to get no volume. If you choose not to tolerate a bad market, and choose to be a different kind of sinker in a hard market, because that's all it really is, it's hard. And you sharpen your skills in starting tomorrow. You know, you show up, and you do three things. You get your mind right. You roll plates and skills and get some skills right. And then you do, you know, call one person a day for 90 days. And tell me that in 90 days from today, your business is a better. You know, ask every real estate agent you know. Do you have a friend in real estate that I don't know that I could call using your name? You know, if you're used to doing business with 20 realtors, you need 40 or 50 right now. They're volumes down. Go wide right now, and then come back and go narrow when you can. But the bottom line is this quarter in Q3, there will be 1.7 million homes, new construction and resale that need a mortgage. So I don't know why anybody would say the market sucks. Yeah. We're going to, if you take the whole, the whole analytics, and you put new construction and existing, we're going to be at about 4.4 million homes this year that need financing. So the fact of the matter is the bottom half of loan officers. They're locked in here and or they've already quit. So you have less competition. Okay, realtors and business people need you more than ever. Because they're volumes down. Somebody did 20, 20 sales last year, and they're not, they're not like a worse realtor this year than last year. It's just a different market. It's a hard market. So when hard markets present themselves, your greatness has to come out. And if you don't decide to do the few things each and every day, take action. You're more likely to act your way into feeling motivated than to try to get motivated to take action. Just do something. Well, we're going to get specific in a second on do something. What those one to three activities are. Is this just then the natural cycle for those that have been around long enough in this industry, we've seen the ebb and tide, the flow, right? And the old one that tide goes out, it reveals who's naked, because it was easy for a while. So is this, this is just more, this can be a hard industry, right? And I think what happens, because I remember, you know, you and I have obviously talked before and when I got in and went through 2008, and all that, it revealed who was in it for the long term, right? And for the right reason. So is that, is it kind of happening again? Is it revealing who's really? Well, if you, yeah, if you go to Fred, you know, federal reserve economic data, they're out of St. Louis. And they produce any chart you want to see. And if you take a look at interest rates over the last since 1965, and you take a look at interest rates since 1965, they've averaged on 30 year fixed rate about seven and a half percent. So the first thing we understand is this market is not even that average. Yeah. On what interest rates have been for 55 years. Okay, so that's number one. Number two, this is as predictable as any post-refi market. Okay, it's just for you and I and for season people, we know. The guys and gals that are new that made more money than they ever dreamed possible and bought the Lamborghini and spent the money and did all that, they're sitting here going, where's the money? Well, it's tied up in non-appreciating debt. And so now it's like next time there's a refinance moment, can I save some money maybe? And I can I kind of go that route. So I have some stain power right now. Very interesting. We talked to some of the other day that wanted to resign from our coaching program. And can't afford it. That was the, you know, I can't afford it. And you know, he's got a $900 carping. My mentor told me when I had a $900 car payment in the market got hard, he said, you need to sell more or get a Mazda. I had four. You know, it's just get a Mazda or get or sell more. And I chose to sell more. But it was interesting because about every five or six years and 08 was different than this. Okay, but but they're similar in the same kind of context in that there's panic, there's chaos, there's fear, all that kind of stuff. But here's the good news. The good news is you actually have maybe half the competition you had two years ago. 41% of the loan officers have not read their license according to data that we're looking at right now. And so you've got maybe four out of 10 less loan officers buying for business. So why not be excited about that? And then why not choose to be a lighthouse for your clients? Why not choose positivity over negativity? Right. Why don't we understand right now that every action we take right this moment today, tomorrow, the day after every action is going to be a seed planning action that is this market turns around which it could happen as early as October, November in terms of rate sopening consumer confidence going up. It's certainly according to some very, very solid economist is a Q1 Q2, 2024 turn around. And when rates are going to be at four to four and a half percent in under 24 months, everybody should understand right now that today's purchase is tomorrow's refi and to get strategic people are buying homes. You've got to be able to meet them where they're at. You've got to have really good dialogue with them. It cannot be a rate driven society right now, even though rates are high. You got to have different conversations. You also have to change fire expectations. Some buyers want to home. They can't afford it. And they want to sit on the sidelines. Well, don't sit on the sideline by a two bedroom condo. Get some appreciation and then come back in when rates come down and buy your dream home. It's like, let's not let people go. They want to buy a home. Things are expectations if they can't qualify because rates have gone up 200 basis points. All right. You want to wait and not have any appreciation or do you want to buy something smaller and trade up? Well, I think this is where you come in. And I know this will sound flattering, but it's intended to be, however, right, as you know, from the times we've talked before, those who haven't heard our conversation in the past, you know, I remember when I was an originator at Countrywide in Mission Viejo. And my manager, you know, she had your tapes and like I was devouring those tapes. But what you've always been great at, we all most people should know this is the high trust conversations, right? And the ability to take people through those conversations that help establish you as a, you know, a thought expert, knowledgeable and position yourself correctly. So I'm going to pause on the one to three activities because you opened up a window. Yeah. You opened up a window right there, which was, you've got rules, rate rules. You want to talk about those? Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Because nope. I mean, nobody asked about rates because they're just so excitedly low, right? And all the marketing, all the marketing in the world tells people don't worry about your interest rate on the mortgage, right? And that's kind of how everybody. So here's rate rule number one. Rate rule number one is do not discuss interest rate until you've created value. Otherwise your rate will be too high. Always shop. You're getting shop from the start. They've already got somebody else that told them what they got on the home loan. They already been told a lender that, you know, did something to undercut with the market and bought and they come to the conversation. The job of today's mortgage professional, which is those two words is to not discuss how much it costs. It's inappropriate. It is not professionally conducive to ethics and moral value. You have a responsibility to coach a buyer through what is best for them, which may or may not be just interest rate. So it's interesting. We had a conversation this morning and I asked a group to go into chat and say, how many of you have nailed the transition from what is your rate to a non rate discussion? Put yes in the chat. We had, I think, close to 300 people on and there was maybe 20 yeses, right? So here's what happens. A buyer says, hey, looking for a home loan interested in your rates on 30 or fixed rate loans. Well, great. So the mortgage professional will say there's a lot of ways that we can customize a rate and a program solution for you. But it would be inappropriate for me to even tell you that right now without knowing what you're trying to achieve. So both four we talk about interest rates. Let me ask you a question. In the overall scheme of things, what's most important to you rate payment or the cost of borrowing money to own real estate? And what you've just done is what David Stevens, who's the retired CEO of the NBA says is friction. Loan officers lose business because they don't create friction. And that's not, it's not a negative. Friction is engagement, right? And if I don't ask a question that changes the perceptive ask of the borrower, I remain in the rate game. And then I have to default to the concession business. And then once I'm in the concession business, my brand value goes down because people don't pay as much when you don't advise them. Now, I could say on the other hand, most lenders would quote you a rate immediately in the first three minutes of a conversation. I'm not going to discuss a rate until we're probably 30 minutes into a conversation. And here's why if I discuss a rate now without knowing what you want to achieve, it could cause you to actually miss out on a different program, a better program, a different strategy, a better strategy. And the goal is to do what you need to have happen economically. You can't just do that by rate. We forced all it. We put it off and everybody needs that. I can give you 0% if you put 100% down. And somewhere between there and everywhere else is the rate you're going to get or somebody today said, you want the rate at 10 a.m. 4 p.m. Or tomorrow or 30 days for now when you close, which rate would you like? Yeah, it's just we're kind of playing around and this takes a little bit of, I think the first time you do it, it takes a little bit of courage. I'm not trying to be cocky. I'm not trying to have people think that. I mean, a doctor is not going to tell you to hear and drink this. You'll feel better unless they really figure out why you hurt in the first place. Because I want to prescribe the right thing, not the wrong thing. The other thing that you could do is we could give all your listeners the talk less, sell more PDF. It's a 19 page white paper that all I can do is download that and all the scripts and dialogues are in there. So let's not talk about rate. Let's talk about being home loan strategist. Let's talk about being mortgage advisors. Let's talk about different than most loan officers. I see myself as somebody who's an advisor to my clients. What we do now in your first mortgage and what we do on your sixth mortgage. It's going to be one long stream of how I hope you manage the debt of only real estate. Yeah, just put the words in there and you'd be surprised how many people go. I never really thought about it, right? Because even if you look at any of these other sources that are out there, I mean, you look at rates moving, you look at bond market meeting, everything's changed in like every hour and a half or two hours. Yeah, well, I mean, it's, thank you, by the way, for going through that, the rate rules. Because I think it's a forgotten art, right? This sales school will, I mean, look at it. It is an art. It is, right? And too often people are, you know, the knee jerk reaction to feel they have to respond to that answer. You know, of what's your rate? So for those that just heard this, make sure you rewind, listen again, write those down. I'll make sure I get with your team, by the way, to get that the tackle talk less sell more PDF. Yeah. Yeah. Yeah. It's easy. You just go to tat.com and you can go free resources and just put your name in and you'll, you can download it. All right. We'll make sure we link that up in the show notes. Those are two good, quick tips. All right. Keep an eye on the clock. Let's do this. We talked about I was teasing people the one to three activities and I think that's where I find a lot of people kind of stuck. What they're frozen deer in the headlights. What do I do? There's so many things I could do, but what would be what would you advise the one to three things right now? Well, I don't know that there's really a whole bunch of things people can do if they don't have any business. You know, it's like you could try everything, but most of it won't work. So the, the, the idea here is that you've got to enter the day with the right headspace on. And so if you're not taking time whether whether it's at the office before everybody comes in or whether you're still remote and you have some private time. You know, in your library or your favorite room or whatever. I spend 45 minutes every single morning generally before the sun comes up just getting my headspace right. Listen, if you think mortgage law officers have a problem right now. So mortgage training companies because there's not a lot of companies that have a lot of money to invest right now in training, even though they should right. So my mindset is an abundant mindset. My mindset today is if I say hi to enough of my friends that run companies, somebody's going to want to do something. And I'm going to do it with vigor. I'm going to do it with excitement. I'm going to do it with creativity. I'm going to do with innovation. I talked to a guy today's got 1700 loan officers and I called him this morning and I just wanted to check in and say hi and he goes. Can't believe you called. I was thinking about calling you today. We need to do something. It's just like make a call of somebody. And if you have done business before and you have referral partners that you have not created strategy with create strategy. You can come actually and come into the space right now where you could call let's just let's do this little role play. I'm going to call once a day every realtor that gave me a purchase loan in the last 12 months. Okay. And I'm going to say I'm going to say hey, hey, Joe, this is Todd and blah, blah, blah. I was going through my records. I know we closed the loan last year together for the Johnson's and manage just on to me that haven't said hi and the market's crazy. And I'm doing some cool things with agents. How's your business? Do you have time to get together for a cup of coffee? Have me ask you a few questions. Show me sharing some things were like in talk less some more. There's a whole real estate agent section. And it just make that call. What's the first of all? I'd rather know that somebody doesn't want to meet with me than not make a call and not know. But I don't know and I don't want to assume is if I make the call, the mindset is somebody's going to say, yeah, let's get together. I need some help right now too. You never know when you're, but how long does it take to make one call a day, two calls a day, three calls a day. You can make six realtor calls in one hour each one were 10 minutes long or less. Do that tomorrow and set a meeting for the next five days and ask one of the questions. Okay, what's your biggest struggle right now and how can I help or what do you find means happening in the open house market and what kind of need to come alongside you and help or how many buyers you have to sit on the sideline waiting that needs some nurturing and needs some confidence building and so on. All you have to do is do that. And the other thing I would say is if you get really good at the borrower dialogue, what we know and you can do this on the website too, it's free. It's called our loss or wealth calculator for every one percent you improve the borrower conversation to conversion. You make it extra $1400. So if you can improve your borrower dialogue, the rate questions and that whole dialogue and you could improve that by 6%. You're making extra $9,000 a month right now. But here's what 100% guarantee you don't call anybody. Nothing happens. Nothing happens when nothing happens. And one change contains everything. Well, it's I hate to sound cliche, but the word fundamentals just popped into my head. Even here and that forever as I know you have you've been teaching fundamentals and we can get cute and sexy with video and all that kind of stuff and that has its place. But the reality is simply having conversations is never not relevant or not useful. It's it's if you if you learn what people need, you can earn if you know what people need, you can't earn. And the fundamentals matter connection matters. This is a book. Look at this book. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. Yeah. It's been there every single day for the hotel, till the end of the year. Right. I agree. And I think let's get over the hump of like, I don't know what to say, like to these past reels or stuff because you just gave them the example of what to say. Hey. What's up? How's it going? What's thinking of you. We did that deal. And then simply be curious. Right. How's it going? Right. The right. Pretend it's a friend, you know? Well, and this conversation I had this morning was, guys, don't be needy, don't have commission breath. You know, don't show that, you know, you're desperate to act. Connection first and version second. That's why it's so important to know what to ask buyers and to know that if you have one simple, beautiful question, I got to talk to a guy that has some first time home buyers and they were scared and he had gone through that talk with some more paper and he got the buyers together on Zoom and he said, so before we even start, so he just nipped the right thing. Before we even start, I know you guys are buying your first tongue. Pause, right? What would it mean to you to own on? And he said within about 30 seconds, both the husband and wife are prying. And when they began to respond, it came down to the fact that if they could own a home, they'd be the first family in the history of their family to own real estate. And so the loan officer said, we're going to make that happen. Are you ready to get started? That loan closed 38 days later. He's had 13 closings in seven months from one bar or husband and wife that said, you've got to talk to this guy. You've got to talk to this guy. You've got to talk to this guy. 13, did you say? 13, 1, 3. He's made $100,000 from one husband and wife, first time home buyer, who he had that conversation with in seven months, $100,000 in seven months from one client. And you know how that would not have happened if he didn't take them through that first process? That first part, right? That first part, especially the first time home buyer. They're scared to death. They've never done this. We do mortgages every day. We get insulated. We get mortgage familiarity that barbers don't have. And if you got to slow down and got to understand that you may do a lot of loans, but this may be the first loan these guys have ever had in their life. And they're scared. Yeah. I think listeners have gotten enough value from one. Oh, that's it. Let's keep going. First time off, man. No more. That's right. If they want more value, they need to continue listening because they'll understand how to continue this dialogue that you're right up. Wrote something else down that's going to transition into us talking about high-trust sales academy. I wrote down, I love that you said this growth is a function of consistent input and a choice. And I think that's what I'm hearing of like, oh, how do we survive this current market? What do we do? How do we pivot? I think in these challenging times, it's harder. Let's face it. One of my friends said we got to work twice as hard for half the results. I think bottom line is we need to get better. We need to grow. But if you're not, where are you getting that growth from, that input so you can continue to expand your skills and have that amazing conversation that your example had? And I think that's what's so awesome of what you do, obviously, at sales mastery. That's been around for what, 30 years now? What you're not doing this year, you're doing high-trust sales academy. So tell me about that. Tell me the why behind that. Well, the why is we celebrated 30 years. And I had a hunch that the market was going to get jiggy. And I just decided, you know, next year, we're just going to take a pause. We're going to reimagine sales mastery. But what we are going to focus on is the high-trust sales academy. So the high-trust sales academy is a four-day event. I teach the whole thing myself. It's a four-under-page owners manual on how to build the life and business of your dreams. And every millionaire that I know that is in my orbit has, at one point, set on following that, I'm done, experimenting, everything else. And there's thousands of them, right? And so what we're going to do is we're going to allow 250 mortgage professionals come. It's going to be November 28th through December 1st and at the Red Rock Resort in Las Vegas, Nevada. We're going to go hard for four days. And then you're going to get a 90-day implementation plan so that in Q1 of 2024, you're rocking and rolling. One guy that came out of the Academy two years ago in December in April of the following year originated $12.5 million a loans in one year. His biggest funding month had been 10 million for the whole year. So it is the playbook. So what we did two things. One, there's a discount for your listeners. $1,500 off the retail price of the ticket. And if they register, they can have an option to drop down option for three payments. So a 90-day payment plan, because we understand the market. We understand the times are tough. And if we can help you get to that event by letting you make payments over the next three months, we're down for doing that. So it's also that I've just picked your option and there's no charge for the three-month plan. That's awesome. And obviously I'll put a direct link in the show. You can go to Todd Duncan.com and find the link to a high-trust training. And here's the thing is I've never been a high-trust training, but I'm going this year. And here's what I know to your point about the millionaires is I could name a bunch of names, but let's just face it, I've had almost 300 LOs on this podcast. And I know there's a very high percentage of them that have been through the high-trust sales Academy, because we've talked about it offline. And the thing that comes up for me about that is it's not passive, it's active. It's rolled sleeves, break out the manual, like do the exercises, and literally it's like, I'll call it a bootcamp, is that all right? Yeah, fair enough. Fair enough, you know, it is. Yeah, lots of plenty of tears, and then breakthroughs. Lots of sweat and tears. Lots of sweat and tears, all right. Is there any calisthenics involved? Yeah, mental. Yeah, no, exactly. And I think by the way, you said that, you know, kind of a, sometimes we need to break down to have a breakthrough, you know? 100%, 100%. You've got to deconstruct, to construct, and a lot of people have to take away a lot of the bad habits that they build over the last two or three years. And they've got to replace those with good habits. You've got to tear it down to build it up. The other thing I want to say real quickly is, there's a YouTube video we just released, it's nine minutes long, and it's the story of the Chinese bamboo tree, which bottom line is, you plant the seed for this tree, you have to nurture four to five years before, it even breaks out of the ground. And then once it breaks out of the ground, it grows 90 feet in its first year. That's the human being. The human being can grow like that. They can have those spurts, but you gotta do something every single day and trust the process. You can't try time blocking for a minute and say it doesn't work, or you can't try a script once and say it doesn't work. You gotta keep practicing nurturing, and then boom, right, it's a wow. Yeah. No, and I think that's awesome. And the dovetail back that to, you know, growth is a function of consistent input. And so the four days of HydroSales Academy, that's where you're gonna get that, you know, high octane fuel injection and the community and the post event, you know, application process that I think is really what people need. So, you know, obviously, you know, I'm a fan, people can tell, fanboy, but I think, look, because I talk to people every day as well, and like you, but the thing I'm hearing and seeing often from people is, is they're too disconnected from something, some source to help them navigate this current situation we're in and you're obviously amongst the best to do that. So, if you're serious about your career, take a link to the link in the show notes and look at registering and attending HydroSales Academy. Boom. There it is. There we go. So, I appreciate your time as always, man, and hey, I'm gonna be driving up the street from my house to the Red Rock for HydroSales. I don't know. Awesome, man. I appreciate you, Jeff. You do good work too, and I love your resource. I love what you do for one officer's. I love the impact you make on people's lives, and it's a win-win. Thank you, man. We're seeing you soon. All right, everybody, you know what to do. Check the link in the show notes, sign up. We'll see you on the next one. Bye for now. See ya. 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 if 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. Our Mortgage Marketing Pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling. Done for you, agent classes, expert training videos, a marketing automation platform that automates the entire process for you, everything you need to build your personal brand in your local market, attract and convert agents into referral partners. Plus, done for you proven marketing materials and plug and play content to make promoting your class, getting agents, butts, and seats, partnering with affiliates real easy. But that's not all. You'll also get access to our weekly mastermind calls with top L.O.'s, authors, speakers, and coaches to learn the best strategies to grow your business right now in today's market. And as an extra bonus for limited time, for all new members, you'll get access to a database of 200 agents in your local market that have closed anywhere from eight to 50 transactions in the last 12 months. And we'll provide that list uploaded into our platform for you, so you can get off to a fast start in reaching actually productive agents. So what are you waiting for? You can check out more at mortgagedmarketing.pro, see more of the success stories there. And if you feel compelled to do so, book a call, we'll have a chat. We'll see if it's a fit. Don't miss out on this opportunity to take your mortgage business to the next level right now. Head over to mortgagedmarketing.pro.