From Law School to 7-Figure Mortgage Entrepreneur with Abdel Khawatmi

1 00:00:23,519 --> 00:00:24,800 SPEAKER_01: Tell us a little bit about where you're from. 2 00:00:24,960 --> 00:00:27,199 I'd love to hear your background and maybe we could start right 3 00:00:27,199 --> 00:00:30,559 there and how you kind of came into the entrepreneurial journey 4 00:00:30,559 --> 00:00:31,120 yourself. 5 00:00:31,440 --> 00:00:33,920 SPEAKER_00: Met my wife at Rutgers University, which is a 6 00:00:33,920 --> 00:00:35,200 hyperlocal state university. 7 00:00:35,280 --> 00:00:37,600 I'm sure most of us know it in um in Jersey. 8 00:00:37,840 --> 00:00:39,039 Been together for 18 years. 9 00:00:39,200 --> 00:00:40,960 We're originally going to law school. 10 00:00:41,119 --> 00:00:43,679 She got pregnant senior year of college. 11 00:00:43,840 --> 00:00:47,039 So talk about a oh my moment, right? 12 00:00:47,200 --> 00:00:48,479 We totally made the best of it. 13 00:00:48,640 --> 00:00:51,439 Ended up gearing away from law school and kind of diving in a 14 00:00:51,439 --> 00:00:54,320 little bit into the just traditional nine to five of 15 00:00:54,320 --> 00:00:55,280 working at a firm. 16 00:00:55,679 --> 00:00:58,880 Did it very successfully for a little over five years and then 17 00:00:58,880 --> 00:01:01,439 kept getting a lot of consumers who came to me and was like, 18 00:01:01,520 --> 00:01:02,479 hey, I want to buy a house. 19 00:01:02,560 --> 00:01:05,280 You know, it was a PI-driven firm, personal injury. 20 00:01:05,359 --> 00:01:08,159 And I was the face with settlements and settlement 21 00:01:08,159 --> 00:01:11,920 distributions and relationships with your Kairos and PTs and 22 00:01:11,920 --> 00:01:13,359 getting your surgeries done. 23 00:01:13,519 --> 00:01:16,640 And I was doing a little bit of the handoffs, right, to John Doe 24 00:01:16,719 --> 00:01:18,400 and Mary Smith, who I knew back in the day. 25 00:01:18,560 --> 00:01:21,599 I had picked up two properties personally myself by 24. 26 00:01:21,920 --> 00:01:24,079 I just despised the process, right? 27 00:01:24,239 --> 00:01:26,959 And people ask me all the time, as an entrepreneur, what makes 28 00:01:26,959 --> 00:01:27,519 you successful? 29 00:01:27,599 --> 00:01:31,760 And I just say I just pick this damn thing up and I communicate 30 00:01:31,760 --> 00:01:33,439 and set proper expectations. 31 00:01:33,599 --> 00:01:34,480 And we've done that since. 32 00:01:34,640 --> 00:01:36,480 Been in the business for a little over eight years now, 33 00:01:36,640 --> 00:01:39,920 which anybody who's in sales, eight years is like 50 dog 34 00:01:40,159 --> 00:01:40,799 years, right? 35 00:01:41,280 --> 00:01:44,239 We've been blessed to grow our business nationally in multiple 36 00:01:44,239 --> 00:01:46,719 different you know footprints now, not just in New Jersey and 37 00:01:46,719 --> 00:01:47,920 have an awesome team behind us. 38 00:01:48,159 --> 00:01:48,560 SPEAKER_01: Awesome. 39 00:01:48,719 --> 00:01:49,920 Well, I love your background. 40 00:01:50,079 --> 00:01:52,079 You've got a plethora of experience here. 41 00:01:52,159 --> 00:01:54,560 And today we're gonna talk a lot about kind of the people side of 42 00:01:54,560 --> 00:01:55,040 the business, right? 43 00:01:55,280 --> 00:01:56,959 The sales, the efficiencies. 44 00:01:57,200 --> 00:01:59,840 And then I want to dabble into a little bit of AI as well and how 45 00:01:59,920 --> 00:02:02,319 AI is making their people operations a little bit more 46 00:02:02,319 --> 00:02:03,680 efficient along the way. 47 00:02:03,840 --> 00:02:06,560 But tell us a little bit about your sales team and if you 48 00:02:06,560 --> 00:02:08,400 wouldn't mind, like tell us a little bit about the 49 00:02:08,400 --> 00:02:09,039 responsibilities. 50 00:02:09,120 --> 00:02:12,479 And then I want to dig into like what it takes to recruit a great 51 00:02:12,719 --> 00:02:14,960 and build a kind of a great sales vehicle inside the 52 00:02:14,960 --> 00:02:15,439 company. 53 00:02:15,759 --> 00:02:18,879 SPEAKER_00: I always say most loan officers are working harder 54 00:02:18,960 --> 00:02:20,719 and they're not scaling their business, right? 55 00:02:20,800 --> 00:02:22,879 So I always speak, and when we're speaking, we speak in 56 00:02:22,879 --> 00:02:24,080 acronyms of scale. 57 00:02:24,479 --> 00:02:27,039 Scale starts off first with systems before sales, right? 58 00:02:27,120 --> 00:02:29,120 And many professionals are usually trained to do the 59 00:02:29,120 --> 00:02:31,680 reverse, where they're usually practicing their scripts and 60 00:02:31,680 --> 00:02:33,919 practicing what to say and stuff like that, and not knowing the 61 00:02:33,919 --> 00:02:34,800 operational background. 62 00:02:34,960 --> 00:02:38,080 So systems for us was critical, and it may come from a little 63 00:02:38,080 --> 00:02:40,879 bit of the background of college, of eventually going to 64 00:02:40,879 --> 00:02:42,960 law school and building out those systems and knowing your 65 00:02:42,960 --> 00:02:45,039 briefs and knowing what's happening towards the case. 66 00:02:45,199 --> 00:02:49,039 So systems is first consistency over um intensity, like I say. 67 00:02:49,199 --> 00:02:51,520 We're doing the same thing repeatedly, right? 68 00:02:51,680 --> 00:02:54,159 So when we're training our originators and we're teaching 69 00:02:54,159 --> 00:02:57,599 them that stuff, it's be have your regimented time blocks, 70 00:02:57,680 --> 00:03:00,319 your regimented opportunities, take those small reps. 71 00:03:00,479 --> 00:03:02,080 We go to the gym just a little bit. 72 00:03:02,319 --> 00:03:05,599 So it's making sure that you take those small reps and do it 73 00:03:05,599 --> 00:03:08,879 on a consistent basis that's eventually going to get you the 74 00:03:08,879 --> 00:03:11,120 necessary, you know, fitness that you're looking to 75 00:03:11,120 --> 00:03:11,680 accomplish. 76 00:03:11,919 --> 00:03:14,800 Automation is important as well, especially in today's day and 77 00:03:14,800 --> 00:03:18,319 age, with you what you said with AI, it's never gotten easier, 78 00:03:18,400 --> 00:03:18,639 right? 79 00:03:18,719 --> 00:03:21,680 The common complaints we get from our sales guys is I don't 80 00:03:21,680 --> 00:03:22,400 know what to talk about. 81 00:03:22,479 --> 00:03:25,439 Well, the the power of it now is you don't need to, right, right? 82 00:03:25,680 --> 00:03:28,879 Is you just think about, hey, go to it, whatever AI platform and 83 00:03:28,879 --> 00:03:31,360 say, hey, I want to shoot content for the next 30 days and 84 00:03:31,360 --> 00:03:33,039 give me some tidbits to do so. 85 00:03:33,360 --> 00:03:33,919 We do that. 86 00:03:34,159 --> 00:03:35,360 L would leverage, right? 87 00:03:35,439 --> 00:03:36,080 Leverage your team. 88 00:03:36,159 --> 00:03:38,800 You are one individual person, you're not gonna have the 89 00:03:38,800 --> 00:03:42,159 possible ability to call, text, email, do those consistent 90 00:03:42,159 --> 00:03:43,919 follow-ups, not physically possible. 91 00:03:44,159 --> 00:03:46,240 Delegate to your team and leverage that support and last 92 00:03:46,639 --> 00:03:47,439 execution, right? 93 00:03:47,520 --> 00:03:51,120 And I think that's where many professionals tend to uh fall is 94 00:03:51,120 --> 00:03:53,520 you got all these great ideas and then you end up failing to 95 00:03:53,520 --> 00:03:54,080 execute. 96 00:03:54,240 --> 00:03:56,000 Everyone, to an extent, has that playbook. 97 00:03:56,080 --> 00:03:58,879 If you're an originator or any sales professional, you're 98 00:03:58,879 --> 00:04:02,960 usually given what, a laptop, maybe a pen and a pad, and told 99 00:04:03,120 --> 00:04:05,439 here are maybe some seasoned liens to call. 100 00:04:05,680 --> 00:04:06,560 We get that playbook. 101 00:04:06,639 --> 00:04:09,199 I think a lot of them, most of us probably fail to actually end 102 00:04:09,199 --> 00:04:09,680 up doing it. 103 00:04:09,759 --> 00:04:12,000 SPEAKER_01: So I really like that acronym scale. 104 00:04:12,400 --> 00:04:14,639 I think it's really, really creative. 105 00:04:14,960 --> 00:04:16,800 I like the consistency. 106 00:04:17,360 --> 00:04:20,240 I want to talk about that for just a minute because uh I think 107 00:04:20,240 --> 00:04:23,360 a lot of times what I've observed is a lot of small 108 00:04:23,360 --> 00:04:23,680 businesses. 109 00:04:24,240 --> 00:04:26,480 They start to build a sales team, they'll hire their first 110 00:04:26,480 --> 00:04:28,079 sales guy, two, three, four guys. 111 00:04:28,720 --> 00:04:30,399 But they don't really build a playbook around it. 112 00:04:30,959 --> 00:04:32,240 They kind of leave it up to them. 113 00:04:32,480 --> 00:04:35,439 Here's your market, here's your territory, here's some first 114 00:04:35,519 --> 00:04:37,920 level script, and then they tell me after it. 115 00:04:38,240 --> 00:04:41,439 Tell me about what you have seen be effective to building 116 00:04:41,439 --> 00:04:43,040 consistency in the sales process. 117 00:04:43,600 --> 00:04:45,439 SPEAKER_00: I spoke earlier about consistency, it's about 118 00:04:45,439 --> 00:04:46,399 taking the reps, right? 119 00:04:46,480 --> 00:04:49,040 And you know, I'm a big sports guy and fitness guy. 120 00:04:49,120 --> 00:04:50,879 So breaking it down into reps, right? 121 00:04:50,959 --> 00:04:54,000 It's routine expectations, pipeline, and standards. 122 00:04:54,240 --> 00:04:56,560 So what is your routine day in, day out? 123 00:04:56,720 --> 00:04:58,240 What time do you wake up in the morning? 124 00:04:58,399 --> 00:05:00,959 We're unfortunately waking up before the sun goes up. 125 00:05:01,040 --> 00:05:02,399 So um it's 4 a.m. 126 00:05:02,639 --> 00:05:05,600 immediately in the morning, practicing my morning meditation 127 00:05:05,600 --> 00:05:06,879 in the sauna at home. 128 00:05:07,040 --> 00:05:10,399 And it was annoying because we just go to a local gym crunch. 129 00:05:10,560 --> 00:05:13,040 It would always be cold by the time we got in. 130 00:05:13,120 --> 00:05:16,399 So it was like annoying to be like, you're screwing up my 131 00:05:16,399 --> 00:05:18,480 whole routine, because then I got to go on the treadmill and I 132 00:05:18,480 --> 00:05:20,160 gotta get my workout and then think about this. 133 00:05:20,319 --> 00:05:22,079 So we ended up just buying one at home. 134 00:05:22,160 --> 00:05:25,360 And now every single time we wake up, we kickstart it on for 135 00:05:25,360 --> 00:05:26,319 it to turn on, right? 136 00:05:26,480 --> 00:05:28,319 So that routine, think about that. 137 00:05:28,480 --> 00:05:31,439 Now, when you get into the office, if you're supposed to 138 00:05:31,439 --> 00:05:34,560 get in by nine o'clock, or generally you're a sales 1099 139 00:05:34,560 --> 00:05:38,879 professional, are your guys or gals ready to go two clock in by 140 00:05:38,879 --> 00:05:39,759 859? 141 00:05:40,160 --> 00:05:42,560 If they're not, then that's a crack in the system that you 142 00:05:42,560 --> 00:05:43,839 need to be able to iron out. 143 00:05:43,920 --> 00:05:46,399 And what are they supposed to do, which is the expectations, 144 00:05:46,480 --> 00:05:47,040 the E part? 145 00:05:47,199 --> 00:05:47,360 SPEAKER_01: Yeah. 146 00:05:47,519 --> 00:05:49,279 SPEAKER_00: What are the expectations at what they're 147 00:05:49,279 --> 00:05:49,920 supposed to do? 148 00:05:50,079 --> 00:05:51,759 How many phone calls do they need to meet? 149 00:05:51,920 --> 00:05:53,279 How many touches do they need to have? 150 00:05:53,519 --> 00:05:56,560 Does your sales employees who are, you know, commission-based 151 00:05:56,560 --> 00:06:00,639 employees know their hourly range based on what they made 152 00:06:00,639 --> 00:06:01,360 last year? 153 00:06:01,600 --> 00:06:03,279 And do they have that calculation? 154 00:06:03,439 --> 00:06:06,240 And I love doing that math with people because it's hey, all 155 00:06:06,240 --> 00:06:09,360 right, so you made you know 75 grand for the year. 156 00:06:09,519 --> 00:06:10,879 How much did you actually work? 157 00:06:11,040 --> 00:06:12,480 Did you do the 40 hours a week? 158 00:06:12,639 --> 00:06:13,759 Did you do 50 hours a week? 159 00:06:13,920 --> 00:06:14,720 Did you do 30? 160 00:06:14,879 --> 00:06:17,680 If you did 30 and you made 75 grand, it's better than that 161 00:06:17,680 --> 00:06:19,279 professional who's in the office all day. 162 00:06:19,439 --> 00:06:22,319 That means you're being a little bit more productive, not 163 00:06:22,319 --> 00:06:24,399 necessarily busy as the other person, right? 164 00:06:24,639 --> 00:06:25,920 SPEAKER_01: I like how you break that out. 165 00:06:26,079 --> 00:06:27,839 I like how you break out the finance part. 166 00:06:27,920 --> 00:06:30,560 I think a lot of sales people start to miss that when they 167 00:06:30,560 --> 00:06:32,480 start to really look at their overall compensation. 168 00:06:33,600 --> 00:06:37,600 The feedback that I get too much routiny on the sales process 169 00:06:37,839 --> 00:06:39,519 leads to higher attrition. 170 00:06:40,000 --> 00:06:43,120 Uh a lot of sales guys are kind of your go-getters. 171 00:06:43,199 --> 00:06:45,439 They just want to kind of have the freedom to go and do what 172 00:06:45,439 --> 00:06:46,079 they need to do. 173 00:06:46,240 --> 00:06:48,000 But tell me a little bit about your retention. 174 00:06:48,160 --> 00:06:50,399 Like when you build that consistency, that framework, 175 00:06:50,480 --> 00:06:54,319 that training, how has that helped with your retention at 176 00:06:54,319 --> 00:06:54,879 your company? 177 00:06:55,279 --> 00:06:57,360 SPEAKER_00: Yeah, I mean, listen, our standards are always 178 00:06:57,360 --> 00:06:58,480 staying the same, right? 179 00:06:58,639 --> 00:07:01,920 So whether you're doing 10 deals or you close three, right? 180 00:07:02,079 --> 00:07:04,959 We just were blessed, we just wrapped up our the month of 181 00:07:04,959 --> 00:07:05,360 April. 182 00:07:05,439 --> 00:07:08,079 I always try not to talk months by the time this gets dropped, 183 00:07:08,240 --> 00:07:11,519 but the month of April was our best in my entire career. 184 00:07:11,759 --> 00:07:14,720 Um, even during COVID, right? 185 00:07:14,879 --> 00:07:18,399 And I think it was just finding that rhythm, finding that 186 00:07:18,399 --> 00:07:20,959 routine, and then end up, you know, tweaking it. 187 00:07:21,120 --> 00:07:24,480 And every single person's rhythm is going to be unique from an 188 00:07:24,480 --> 00:07:25,519 enterprise perspective. 189 00:07:25,600 --> 00:07:29,839 It's almost impossible to take that individual and try to mold 190 00:07:29,839 --> 00:07:30,639 them the same way, right? 191 00:07:30,720 --> 00:07:33,600 Some of my loan officers maybe don't wake up at seven because 192 00:07:33,600 --> 00:07:36,079 they may necessarily not have kids. 193 00:07:36,240 --> 00:07:39,759 And, you know, my kids got to be on the bus by 7:15. 194 00:07:39,920 --> 00:07:42,639 So I gotta wake up in the morning and I have to be able to 195 00:07:42,639 --> 00:07:45,360 get my workout in because that's my me time, right? 196 00:07:45,519 --> 00:07:49,120 And then be able to now translate that to where we talk 197 00:07:49,120 --> 00:07:50,240 to our employees. 198 00:07:50,399 --> 00:07:52,639 We do a Friday huddle every single time. 199 00:07:52,959 --> 00:07:53,439 9 a.m. 200 00:07:53,680 --> 00:07:54,480 like clockwork. 201 00:07:54,639 --> 00:07:56,399 I finish a B and I at 7 a.m. 202 00:07:56,720 --> 00:07:58,720 Usually goes for about an hour and a half, leave about a 203 00:07:58,720 --> 00:08:01,680 30-minute window to network, and then 30 minutes for me to drive 204 00:08:01,680 --> 00:08:04,000 to get to the office to host the call. 205 00:08:04,240 --> 00:08:07,680 And we always talk to them about that attrition, right? 206 00:08:07,759 --> 00:08:09,600 We're we're retaining our originators. 207 00:08:09,839 --> 00:08:12,879 My operations team and sales staff have been with me to the 208 00:08:12,879 --> 00:08:13,759 start of my career. 209 00:08:14,000 --> 00:08:17,839 Originators surely come and go, and then they boomerang back, 210 00:08:18,000 --> 00:08:18,319 right? 211 00:08:18,560 --> 00:08:21,680 Because it's they're so sold the song and dance or given those 212 00:08:21,680 --> 00:08:24,800 golden handcuffs, as I call them, of a sign-on bonus, and 213 00:08:24,800 --> 00:08:27,439 then they come to find out that their margins are higher or 214 00:08:27,439 --> 00:08:30,480 they're being told something that necessarily was a little 215 00:08:30,480 --> 00:08:31,360 bit too much, right? 216 00:08:31,839 --> 00:08:34,159 And you know, you wake up every single morning, we had our best 217 00:08:34,159 --> 00:08:36,960 month, we woke up just as much as if we started back at zero. 218 00:08:37,200 --> 00:08:37,360 SPEAKER_01: Yeah. 219 00:08:37,840 --> 00:08:39,120 SPEAKER_00: Um and we take it from there. 220 00:08:39,840 --> 00:08:43,039 SPEAKER_01: I I really like this, and I I think that in the 221 00:08:43,039 --> 00:08:47,759 loan mortgage, any sort of the finance sales things, it's it's 222 00:08:47,759 --> 00:08:51,120 pretty easy to build a sales vehicle that feels a little bit 223 00:08:51,120 --> 00:08:51,679 toxic. 224 00:08:52,159 --> 00:08:55,200 How is it that you're able to build a culture to remove any 225 00:08:55,200 --> 00:08:57,679 sort of that toxicity that might creep in there? 226 00:08:58,080 --> 00:08:59,519 SPEAKER_00: For me, it's branding, right? 227 00:08:59,600 --> 00:08:59,840 Okay. 228 00:09:00,000 --> 00:09:01,679 And we have fun with the brand, right? 229 00:09:01,759 --> 00:09:04,639 Hence like, you know, the got mortgages, everybody's got their 230 00:09:04,639 --> 00:09:05,600 little jerseys. 231 00:09:05,840 --> 00:09:06,480 We have fun. 232 00:09:06,559 --> 00:09:08,879 We're actually going to a Knicks game after this, you know. 233 00:09:09,039 --> 00:09:10,480 Knicks are crushing it right now. 234 00:09:10,559 --> 00:09:13,679 We're going to enemy territory in Philly. 235 00:09:13,840 --> 00:09:17,039 But having that brand culture, right now on the East Coast, the 236 00:09:17,039 --> 00:09:17,919 weather gets nicer. 237 00:09:18,080 --> 00:09:20,879 So our originators come into the office at 8:30. 238 00:09:21,039 --> 00:09:22,799 We will work until 12:30. 239 00:09:22,960 --> 00:09:26,320 Then we all actually go to my house and we're all literally 240 00:09:26,320 --> 00:09:28,159 plugging and playing in our backyard. 241 00:09:28,240 --> 00:09:31,360 And there's about eight, nine of us literally, which was on 242 00:09:31,360 --> 00:09:32,879 Tuesday a couple days ago. 243 00:09:33,120 --> 00:09:36,159 And it's funny because you look at our ring camera and there's 244 00:09:36,159 --> 00:09:39,120 like six or seven guys like walking to different sides of 245 00:09:39,120 --> 00:09:42,320 the house, taking phone calls and having opportunities and 246 00:09:42,320 --> 00:09:45,360 holding each other as to, you know, a client says, Hey, you 247 00:09:45,360 --> 00:09:46,480 know, I've already bought a house. 248 00:09:46,559 --> 00:09:47,279 Great, and just hang up. 249 00:09:47,360 --> 00:09:48,720 I'm like, Whoa, dude, talk to them. 250 00:09:48,799 --> 00:09:50,960 Like, did you talk to your financial advisor? 251 00:09:51,120 --> 00:09:52,159 How did everything go? 252 00:09:52,320 --> 00:09:54,320 Did your loan officer follow up with you? 253 00:09:54,480 --> 00:09:56,080 It's about it's now the hot season. 254 00:09:56,159 --> 00:09:57,759 Did you get a pest control person? 255 00:09:57,840 --> 00:09:58,799 Did you have a power? 256 00:09:59,039 --> 00:10:00,559 Build that culture, right? 257 00:10:00,720 --> 00:10:01,519 That reputation. 258 00:10:01,600 --> 00:10:04,399 And we talk about branding, so it's being visible everywhere, 259 00:10:04,559 --> 00:10:08,480 both online, both relationships with Zahar, repeating that 260 00:10:08,480 --> 00:10:11,679 message, being authentic with your audience, right? 261 00:10:11,840 --> 00:10:15,200 I'm walking in the same way, speaking, you know, we were in 262 00:10:15,200 --> 00:10:16,000 Washington, D.C. 263 00:10:16,159 --> 00:10:20,080 about two weeks ago with uh Dave Savage and First Home IQ, which 264 00:10:20,080 --> 00:10:22,799 is just a you know strong organization on the mortgage 265 00:10:22,799 --> 00:10:23,039 front. 266 00:10:23,200 --> 00:10:26,000 And we were speaking authentically to, you know, the 267 00:10:26,000 --> 00:10:28,159 House and the Senate who were we are meeting with the 268 00:10:28,159 --> 00:10:31,360 congressional parties because we're bringing that boots on the 269 00:10:31,360 --> 00:10:34,799 ground, rolling up our sleeve trenches, pushing for housing 270 00:10:34,799 --> 00:10:37,679 reform in an effort to make it more affordable for the 271 00:10:37,679 --> 00:10:39,200 consumers to translate it back. 272 00:10:39,279 --> 00:10:41,919 So networking and delivering to the public is thereafter. 273 00:10:42,000 --> 00:10:43,519 SPEAKER_01: So how do you have the balance? 274 00:10:43,600 --> 00:10:46,559 You know, I think that's always a big concern with entrepreneurs 275 00:10:46,720 --> 00:10:48,720 is I know you've probably got your own book of business. 276 00:10:48,799 --> 00:10:51,360 You're probably out there still originating your own loans, you 277 00:10:51,360 --> 00:10:54,159 want to be your own sales and have your own pipeline, but how 278 00:10:54,159 --> 00:10:57,039 do you have that balance between being a coach, mentor, owner, 279 00:10:57,120 --> 00:11:00,639 and holding people accountable versus doing your own pipeline? 280 00:11:01,039 --> 00:11:02,960 SPEAKER_00: I think the biggest difference what we've learned is 281 00:11:02,960 --> 00:11:03,840 leading from the front. 282 00:11:03,919 --> 00:11:06,080 You know, when we're sharing some of the strategies of what 283 00:11:06,080 --> 00:11:09,120 we're asking the originators to do, dude, it's because we're 284 00:11:09,120 --> 00:11:09,759 doing it, right? 285 00:11:09,840 --> 00:11:14,080 And and and we're building like what I say, you build that stack 286 00:11:14,080 --> 00:11:17,519 where you're leveraging your speed, you know, your tools over 287 00:11:17,519 --> 00:11:18,399 your toys, right? 288 00:11:18,480 --> 00:11:20,399 You're having those opportunities where you're 289 00:11:20,399 --> 00:11:22,320 having automation help you, right? 290 00:11:22,639 --> 00:11:26,080 Where you probably got from me like a couple automation telling 291 00:11:26,080 --> 00:11:27,679 you, hey, the podcast is coming up. 292 00:11:27,840 --> 00:11:28,480 I hope it did. 293 00:11:28,559 --> 00:11:31,120 If it didn't, then there's a crack in my in my system. 294 00:11:31,440 --> 00:11:35,440 But you know, having those touch points there, and then what ends 295 00:11:35,440 --> 00:11:39,120 up happening too is I may have touched on this, but there's 296 00:11:39,120 --> 00:11:40,639 three freedoms in life, right? 297 00:11:40,720 --> 00:11:42,960 It's time, relationship, and financial. 298 00:11:43,200 --> 00:11:46,000 Since we've embedded some automation and technology and 299 00:11:46,000 --> 00:11:49,200 delegation, I've never spent more time with my children than 300 00:11:49,200 --> 00:11:50,080 ever before, right? 301 00:11:50,240 --> 00:11:52,399 And we've never been busier than ever before. 302 00:11:52,559 --> 00:11:55,919 Uh, relationship, I've never been like cooler and tighter 303 00:11:56,159 --> 00:11:59,840 with partners and with we do client appreciation events. 304 00:12:00,000 --> 00:12:02,240 When it's a summer, we've got a suite set up at home. 305 00:12:02,320 --> 00:12:05,120 So we actually have like some like really tight clients that 306 00:12:05,120 --> 00:12:07,279 we know come and bring their kids. 307 00:12:07,360 --> 00:12:10,240 Um, and they're all hanging out in our backyard, and we're doing 308 00:12:10,320 --> 00:12:15,360 like renting out movie theaters for Willy Wonka and Mufasa and 309 00:12:15,360 --> 00:12:17,600 uh you know the minion movie that's coming out. 310 00:12:17,679 --> 00:12:19,679 So we're gonna have some, you know, another one. 311 00:12:19,919 --> 00:12:24,240 Some originators get, like I say, sold that song and dance. 312 00:12:24,399 --> 00:12:27,679 And then with us, the ones that I think realize that we push 313 00:12:27,679 --> 00:12:29,279 them to track those KPIs, right? 314 00:12:29,440 --> 00:12:33,120 Data over drama, as we say, track those KPIs, right? 315 00:12:33,279 --> 00:12:35,200 Know what metrics you're going to do. 316 00:12:35,360 --> 00:12:38,480 So if you're a business owner out there and you have a sales 317 00:12:38,480 --> 00:12:41,519 professional, aside from you wanting to know their numbers, 318 00:12:41,679 --> 00:12:43,919 let that sales professional know that number, right? 319 00:12:44,080 --> 00:12:48,240 Maybe calling from nine to twelve may not be a good metrics 320 00:12:48,240 --> 00:12:51,519 because your consumers may be working a nine to five. 321 00:12:51,679 --> 00:12:54,240 So maybe you track it for one month and then the following 322 00:12:54,240 --> 00:12:56,799 month you maybe start tracking it from five to eight. 323 00:12:57,120 --> 00:13:00,320 And listen, we're not nine to five if you're in sales, right? 324 00:13:00,399 --> 00:13:02,320 You're as I say, eyes open, eyes shut. 325 00:13:03,120 --> 00:13:06,000 Find that number, find that metrics, and I think really, you 326 00:13:06,000 --> 00:13:08,240 know, technology gives us an opportunity to make that 327 00:13:08,240 --> 00:13:09,360 decision for us. 328 00:13:09,759 --> 00:13:10,879 SPEAKER_01: I like that a lot. 329 00:13:11,279 --> 00:13:13,759 You know, I want to switch gears just a little bit because I like 330 00:13:13,759 --> 00:13:14,320 your background. 331 00:13:14,399 --> 00:13:16,639 I like how you went from corporate America, you were in 332 00:13:16,639 --> 00:13:19,840 the education, higher ed, went into corporate America, then 333 00:13:19,840 --> 00:13:20,879 kind of doing your own thing. 334 00:13:21,600 --> 00:13:24,080 Maybe you could talk through just a little bit, uh, a little 335 00:13:24,080 --> 00:13:28,080 reflection here is what is entrepreneurship given you that 336 00:13:28,080 --> 00:13:33,120 money can't buy or a nine to five, eight to five job couldn't 337 00:13:33,120 --> 00:13:33,600 have given you? 338 00:13:33,759 --> 00:13:35,519 What has it meant to you to be an entrepreneur? 339 00:13:36,159 --> 00:13:37,039 SPEAKER_00: I've said this before. 340 00:13:37,200 --> 00:13:40,320 For me, there's four F's in life that help me accomplish freedom 341 00:13:40,399 --> 00:13:42,879 and it's faith, which is my relationship with God. 342 00:13:43,039 --> 00:13:46,639 Uh family, my relationship with my family, fitness, actually 343 00:13:46,639 --> 00:13:49,360 making sure that I'm there every single morning to take care of 344 00:13:49,360 --> 00:13:49,600 that. 345 00:13:49,759 --> 00:13:51,039 And then finance, right? 346 00:13:51,200 --> 00:13:53,360 Being blessed with an opportunity to make seven 347 00:13:53,360 --> 00:13:56,480 figures and have those conversations with clients and 348 00:13:56,480 --> 00:13:57,600 just have fun, right? 349 00:13:57,759 --> 00:14:00,320 I mean, some of my Zoom calls with some certain clients, I 350 00:14:00,320 --> 00:14:02,639 mean, I'm in a tank top in our backyard, right? 351 00:14:02,799 --> 00:14:05,840 And we're just being completely authentic and having those 352 00:14:05,840 --> 00:14:09,679 conversations and kind of allowing that, you know, really 353 00:14:09,679 --> 00:14:13,200 experience that a client is looking for to translate through 354 00:14:13,200 --> 00:14:13,759 technology. 355 00:14:13,840 --> 00:14:17,440 So doing a full-blown total cost analysis for a client, doing a 356 00:14:17,440 --> 00:14:20,159 nice AI presentation, sharing the interest rate options 357 00:14:20,159 --> 00:14:23,200 between paying a point or not paying a point, explaining the 358 00:14:23,200 --> 00:14:25,759 market difference of what's happening when it comes to you 359 00:14:25,759 --> 00:14:28,879 know inflation and unemployment and what's happening with some 360 00:14:28,879 --> 00:14:31,519 of the geopolitical stuff overseas and how that's 361 00:14:31,519 --> 00:14:33,120 impacting, you know, inflation. 362 00:14:33,279 --> 00:14:36,879 But if we strip away energy and we strip away food, which is the 363 00:14:36,879 --> 00:14:38,960 core producer consumption you know, personal consumption 364 00:14:38,960 --> 00:14:41,440 expenditure report, then that means that we're actually on a 365 00:14:41,440 --> 00:14:44,240 pretty flateau rate, which is what the Federal Reserve is 366 00:14:44,240 --> 00:14:46,320 looking, which is why they haven't hiked interest rates, 367 00:14:46,399 --> 00:14:47,440 they've kept it flat. 368 00:14:47,600 --> 00:14:48,000 Right. 369 00:14:48,240 --> 00:14:51,120 It's also knowing my audience too, right, Brian? 370 00:14:51,279 --> 00:14:55,279 So then I know what type of conversation am I going to maybe 371 00:14:55,279 --> 00:14:56,639 get into it with a client. 372 00:14:56,879 --> 00:15:00,080 Is it going to be a little bit more analytical, or is it going 373 00:15:00,080 --> 00:15:02,480 to be a little bit more, you know, I say it respectfully, 374 00:15:02,559 --> 00:15:04,639 like with a blue-collar consumer, it's going to be 375 00:15:04,639 --> 00:15:07,039 driven by monthly payment catch-to-close, right? 376 00:15:07,120 --> 00:15:10,320 So I want to make sure I hone in on that focus because I want to 377 00:15:10,320 --> 00:15:12,879 make sure that first-time homebuyer or that first-time 378 00:15:12,879 --> 00:15:15,600 investor knows what they're getting themselves into and 379 00:15:15,600 --> 00:15:18,240 they're making that best cognitive decision from there. 380 00:15:18,559 --> 00:15:19,200 SPEAKER_01: Yeah. 381 00:15:19,679 --> 00:15:22,480 Sticking on to that entrepreneurship theme, talked a 382 00:15:22,480 --> 00:15:24,559 little bit about kind of what it means to be an entrepreneur. 383 00:15:24,799 --> 00:15:27,919 You've had a lot of success since being an entrepreneur, but 384 00:15:27,919 --> 00:15:30,720 I'm sure it hasn't always been roses all the way through. 385 00:15:30,879 --> 00:15:34,960 What are some of those maybe obstacles or kind of bumps in 386 00:15:34,960 --> 00:15:37,519 the road that you didn't anticipate that you've kind of 387 00:15:37,519 --> 00:15:38,000 experienced? 388 00:15:38,399 --> 00:15:40,159 SPEAKER_00: I won't get emotional, but my father, you 389 00:15:40,159 --> 00:15:42,559 know, we just reached his two-year anniversary of him 390 00:15:42,559 --> 00:15:42,960 passing. 391 00:15:43,120 --> 00:15:44,559 Talk about a bump in the road, right? 392 00:15:44,720 --> 00:15:48,559 That was huge because I started thinking to myself, is this a 393 00:15:48,559 --> 00:15:52,559 legacy I want to leave behind of a hardworking individual who 394 00:15:52,720 --> 00:15:55,519 their definition of love and taking care of the family was 395 00:15:55,519 --> 00:15:55,840 work? 396 00:15:56,320 --> 00:16:00,960 Or is it my physical presence of being at every single lacrosse 397 00:16:00,960 --> 00:16:04,240 game for my daughter, every single jiu-jitsu tournament that 398 00:16:04,240 --> 00:16:07,519 my son goes to, every single opportunity to grab him 399 00:16:07,759 --> 00:16:09,679 literally this morning and be like, hey, you know what? 400 00:16:09,759 --> 00:16:10,720 Let's go to a nit game. 401 00:16:10,879 --> 00:16:12,879 Another common thing I could share for those who are 402 00:16:12,879 --> 00:16:16,480 listening is have your spouse involved in every single thing 403 00:16:16,480 --> 00:16:20,159 that you do and make sure you guys share calendars with one 404 00:16:20,159 --> 00:16:20,480 another. 405 00:16:20,720 --> 00:16:24,320 My wife probably knows my calendar better than me because 406 00:16:24,320 --> 00:16:27,279 I have a dedicated teammate who's responsible to know my 407 00:16:27,279 --> 00:16:27,759 calendar. 408 00:16:28,000 --> 00:16:31,519 But my wife would be like, Hey, oh, um, you've got a networking 409 00:16:31,519 --> 00:16:33,200 event in Red Bank, right? 410 00:16:33,279 --> 00:16:34,480 And then I'm like, I do. 411 00:16:34,720 --> 00:16:35,519 Uh, okay. 412 00:16:35,759 --> 00:16:38,720 And she'll be like, Yeah, you know, I want to take, you know, 413 00:16:38,879 --> 00:16:40,320 we want to go to this restaurant. 414 00:16:40,480 --> 00:16:40,879 Can we come? 415 00:16:40,960 --> 00:16:41,840 And I'm like, sure. 416 00:16:42,000 --> 00:16:44,639 So that was a huge shift, Ryan, in our business, right? 417 00:16:44,720 --> 00:16:47,279 Because I think most of us who are successful entrepreneurs 418 00:16:47,519 --> 00:16:51,759 sometimes don't find that quote unquote need to let your spouse 419 00:16:51,759 --> 00:16:52,799 know what you're doing. 420 00:16:53,039 --> 00:16:56,639 But dude, get them involved, man, because I think that only 421 00:16:57,440 --> 00:17:00,879 helps support your vision as to what you're looking to 422 00:17:00,879 --> 00:17:01,679 accomplish. 423 00:17:01,919 --> 00:17:05,039 And if there's anything I've seen, you know, being with my 424 00:17:05,039 --> 00:17:09,519 wife for 18 years now, meeting each other's at 18. 425 00:17:09,680 --> 00:17:13,519 So we're literally at that halfway point of my entire half 426 00:17:13,519 --> 00:17:17,359 of my life has been with my significant other now being 36. 427 00:17:17,519 --> 00:17:20,079 And that was a big difference maker for me about three years 428 00:17:20,079 --> 00:17:20,720 ago, right? 429 00:17:20,799 --> 00:17:24,559 When my father got sick, my wife didn't know half the stuff that 430 00:17:24,559 --> 00:17:25,680 we went through, right? 431 00:17:25,759 --> 00:17:28,559 And turn we just knew that we got kicked in our teeth all the 432 00:17:28,559 --> 00:17:28,799 time. 433 00:17:28,960 --> 00:17:32,240 The market has shifted a little bit, obviously, post-COVID when 434 00:17:32,240 --> 00:17:35,359 rates went up, and she didn't realize that we were having 435 00:17:35,359 --> 00:17:37,839 about 15, 16 meetings daily. 436 00:17:38,079 --> 00:17:41,119 It was just so if there's any recommendation I can have for 437 00:17:41,119 --> 00:17:44,480 that entrepreneur and understand there's going to be highs and 438 00:17:44,480 --> 00:17:44,960 lows. 439 00:17:45,200 --> 00:17:49,279 Always live on that low budget, if that makes sense, right? 440 00:17:49,440 --> 00:17:52,319 Never spending more than you necessarily need to. 441 00:17:52,480 --> 00:17:55,119 And the second you think that you can, because just as quick 442 00:17:55,119 --> 00:17:57,920 as you're up is just as quick as you could fall flat on your 443 00:17:57,920 --> 00:18:00,559 face, have that security cushion because you're certainly going 444 00:18:00,559 --> 00:18:02,240 to need it in times when things get tough. 445 00:18:02,480 --> 00:18:03,920 SPEAKER_01: Yeah, that's the absolute truth. 446 00:18:04,000 --> 00:18:07,359 Uh well, Abdul, you've been a tremendous influence out there. 447 00:18:07,519 --> 00:18:09,839 I know you've you've worked on your personal brand quite a bit. 448 00:18:10,000 --> 00:18:13,759 You do a lot of content, do your own recordings and big in social 449 00:18:13,759 --> 00:18:14,079 media. 450 00:18:14,240 --> 00:18:15,759 How has that impacted your business? 451 00:18:15,920 --> 00:18:18,079 Can you talk through a little bit about like maybe why you 452 00:18:18,079 --> 00:18:20,480 started it and kind of what impact you've seen with your 453 00:18:20,480 --> 00:18:21,599 business as you've been doing it? 454 00:18:21,920 --> 00:18:23,920 SPEAKER_00: Social media is so critical, right? 455 00:18:24,000 --> 00:18:25,599 It's the art of being found online. 456 00:18:25,759 --> 00:18:28,240 You know, nowadays people are no longer going to Google and 457 00:18:28,240 --> 00:18:30,880 asking, you know, I don't know, who's the best mortgage lender. 458 00:18:31,119 --> 00:18:33,920 They're going now to an AI bot at the click of a finger and 459 00:18:33,920 --> 00:18:34,559 searching it. 460 00:18:34,880 --> 00:18:37,359 Um, social media is critical for that stuff, right? 461 00:18:37,519 --> 00:18:39,839 People don't buy from the letters that you wrap on your 462 00:18:39,839 --> 00:18:41,200 chest, they buy from you. 463 00:18:41,440 --> 00:18:44,400 And you also want to hit a target audience where you're 464 00:18:44,400 --> 00:18:47,359 speaking to a millennial, a Gen Zier, a boomer, whatever the 465 00:18:47,359 --> 00:18:47,920 case may be. 466 00:18:48,079 --> 00:18:50,880 And if you're telling me that I could pick up this thing right 467 00:18:50,880 --> 00:18:54,880 here and shoot a video and have an opportunity to reach a 468 00:18:54,880 --> 00:18:58,480 certain professional or reach a certain clientele that I want 469 00:18:58,480 --> 00:19:00,000 to, why would I not do it? 470 00:19:00,160 --> 00:19:00,400 Right. 471 00:19:00,799 --> 00:19:04,480 And we're in like our podcast studio, and it doesn't have to 472 00:19:04,480 --> 00:19:05,119 be fancy. 473 00:19:05,279 --> 00:19:08,960 Like I've done videos where I look like I not even look like I 474 00:19:09,119 --> 00:19:11,039 look like shit, I literally look like shit. 475 00:19:11,200 --> 00:19:13,599 But I build that trust with that client, right? 476 00:19:13,839 --> 00:19:18,559 I'm transparent with them, uh responding quickly, I'm updating 477 00:19:18,559 --> 00:19:19,839 and being proactive. 478 00:19:20,160 --> 00:19:21,519 SPEAKER_01: What does that strategy look like? 479 00:19:21,680 --> 00:19:25,200 Like our with social media, are you out there posting daily? 480 00:19:25,359 --> 00:19:28,720 Do you have a specific like X number of posts or across a 481 00:19:28,720 --> 00:19:30,160 certain number of days? 482 00:19:30,240 --> 00:19:32,240 Well, how do you how do you measure success? 483 00:19:32,559 --> 00:19:35,519 SPEAKER_00: Yeah, so we do we do a Monday market update, uh, 484 00:19:35,680 --> 00:19:39,359 Wednesday wins, Friday fires, which is like one of my 485 00:19:39,359 --> 00:19:41,359 favorites, because you're talking about just some deal 486 00:19:41,359 --> 00:19:43,680 that blew up and you're talking about how you put it out. 487 00:19:43,839 --> 00:19:47,279 And then honestly, I call it our John Madden content in between. 488 00:19:47,440 --> 00:19:50,799 We're literally everything that we're doing, we're sharing it at 489 00:19:50,799 --> 00:19:51,839 the same time, right? 490 00:19:52,079 --> 00:19:53,599 Where you're taking ownership, right? 491 00:19:53,680 --> 00:19:55,519 You're taking ownership of everything that you're doing, 492 00:19:55,599 --> 00:19:55,920 right? 493 00:19:56,000 --> 00:19:58,079 Um, your outcomes control your output. 494 00:19:58,319 --> 00:20:02,480 So putting that stuff out there, and guys, it could be short form 495 00:20:02,480 --> 00:20:06,079 video content, it could be long form on YouTube, it could be 496 00:20:06,079 --> 00:20:09,599 articles now, which is the big key today's day and age if you 497 00:20:09,599 --> 00:20:13,759 want to get found on AEO and GEO, which is the new core 498 00:20:14,160 --> 00:20:14,640 model, right? 499 00:20:14,720 --> 00:20:17,759 The traditional model with SEO search engine optimizations, how 500 00:20:17,759 --> 00:20:18,960 you get found on Google. 501 00:20:19,119 --> 00:20:24,000 Now, AEO is how you answer questions, and GEO is how you 502 00:20:24,000 --> 00:20:24,720 get found. 503 00:20:24,880 --> 00:20:27,039 So that's generally how I teach this stuff. 504 00:20:27,279 --> 00:20:30,559 You want to be able to just take it, post blogs, talk about your 505 00:20:30,559 --> 00:20:31,200 day-to-day. 506 00:20:31,359 --> 00:20:33,680 You want to be able to shoot content because people can 507 00:20:33,680 --> 00:20:37,039 relate to you that way, whether it's via LinkedIn or Instagram 508 00:20:37,200 --> 00:20:41,519 or Facebook or YouTube, and finding that energy management 509 00:20:41,519 --> 00:20:43,920 is something that is always something that we try to find, 510 00:20:44,079 --> 00:20:44,319 right? 511 00:20:44,720 --> 00:20:47,920 I've also realized there's no such thing as replacing yourself 512 00:20:48,079 --> 00:20:50,559 because in many instances people want to work with you. 513 00:20:50,799 --> 00:20:51,039 Right. 514 00:20:51,279 --> 00:20:54,640 Artificial intelligence is going to be something that is going to 515 00:20:54,640 --> 00:20:59,279 allow us the opportunity to have more time to speak to people. 516 00:20:59,519 --> 00:21:02,880 And I think the professionals that are using it to replace 517 00:21:02,880 --> 00:21:03,440 you, right? 518 00:21:03,519 --> 00:21:05,920 There's that saying I hate to say it, and I actually was, you 519 00:21:05,920 --> 00:21:08,480 know, guilty of saying it before, but you know, if you 520 00:21:08,480 --> 00:21:10,640 don't use AI, it's going to replace you. 521 00:21:10,960 --> 00:21:13,680 AI is running on my back end operations staff. 522 00:21:13,759 --> 00:21:16,400 I've never been more on the phone, and I know because we 523 00:21:16,400 --> 00:21:19,200 track the KPI down to the minutes, the text, the emails, 524 00:21:19,279 --> 00:21:20,880 and the time I'm spending on the phone. 525 00:21:21,039 --> 00:21:24,319 And we don't have confusing clients towards the end of a 526 00:21:24,319 --> 00:21:25,759 transaction because they know, right? 527 00:21:26,160 --> 00:21:28,880 You got it written, and I also was not afraid to pick up the 528 00:21:28,880 --> 00:21:30,160 phone and have that condo. 529 00:21:30,240 --> 00:21:31,599 And content is a big part. 530 00:21:31,839 --> 00:21:35,119 13% of our business in 2025 came from social media. 531 00:21:35,359 --> 00:21:37,119 SPEAKER_01: Is that your personal brand, or do you have 532 00:21:37,119 --> 00:21:39,839 like a company brand that that tends to drive a lot of that 533 00:21:39,839 --> 00:21:40,319 awareness? 534 00:21:40,640 --> 00:21:42,240 SPEAKER_00: It's personal, it's all got mortgages. 535 00:21:42,400 --> 00:21:43,839 Got mortgages are our personal brand. 536 00:21:44,079 --> 00:21:47,920 Um, for those of you who who who check us out too, I've literally 537 00:21:47,920 --> 00:21:50,240 got the most obnoxious vehicle out there. 538 00:21:50,400 --> 00:21:53,920 It's it's the Cybertruck that all of your children are turning 539 00:21:53,920 --> 00:21:54,960 around and looking at. 540 00:21:55,039 --> 00:21:57,279 It is branded with the American flag. 541 00:21:57,440 --> 00:21:59,759 It's got a gorilla, which everybody refers to as. 542 00:22:00,240 --> 00:22:03,359 As pointing at you while you're literally stopped behind me on a 543 00:22:03,359 --> 00:22:06,640 traffic light saying, I want you to get a mortgage, and it's a 544 00:22:06,640 --> 00:22:08,880 gorilla in an Uncle Sam outfit. 545 00:22:09,119 --> 00:22:10,079 So it's cool, right? 546 00:22:10,160 --> 00:22:13,200 So, like I said, the authenticity and then having 547 00:22:13,200 --> 00:22:13,759 that stuff. 548 00:22:13,839 --> 00:22:16,799 And you know, at the end of the day, I think, you know, that 549 00:22:16,799 --> 00:22:19,839 workflow works over anything, right? 550 00:22:19,920 --> 00:22:22,880 And and being authentic with that content and putting 551 00:22:22,880 --> 00:22:26,480 yourself out there will give you that competitive advantage over 552 00:22:26,480 --> 00:22:30,319 maybe a larger company that might have a larger marketing 553 00:22:30,319 --> 00:22:31,920 budget, but they don't have you. 554 00:22:32,319 --> 00:22:34,880 They don't have that visibility that you could bring to a local 555 00:22:34,880 --> 00:22:35,200 market. 556 00:22:35,519 --> 00:22:37,839 SPEAKER_01: No, I think pers building a personal brand is a 557 00:22:37,839 --> 00:22:41,519 big part of how small business America competes now, right? 558 00:22:41,599 --> 00:22:44,079 If you don't have that massive marketing budget and you don't 559 00:22:44,079 --> 00:22:47,920 have the ability to drop a consistent six-figure budget per 560 00:22:47,920 --> 00:22:51,359 month in meta-ads to have consistent visibility, you're 561 00:22:51,359 --> 00:22:52,160 just forgotten about. 562 00:22:52,319 --> 00:22:54,799 As quick as you advertise in a small budget, I see so many 563 00:22:54,799 --> 00:22:56,960 people that are putting a hundred bucks a day into 564 00:22:56,960 --> 00:22:59,119 meta-ads thinking that's going to make a difference in their 565 00:22:59,119 --> 00:22:59,359 business. 566 00:22:59,440 --> 00:23:02,640 And the reality is take that time, energy, emotional stress, 567 00:23:02,720 --> 00:23:05,599 and put it into your own personal brand and to your 568 00:23:05,599 --> 00:23:09,599 point, drop questions and answers right specifically into 569 00:23:09,599 --> 00:23:10,720 these social media platforms. 570 00:23:10,799 --> 00:23:13,920 And a lot of times if you get involved with Reddit, TikTok, 571 00:23:14,079 --> 00:23:16,480 Instagram, and you're answering these questions and talking 572 00:23:16,480 --> 00:23:19,839 about it, discoverability is huge for relevance when people 573 00:23:19,839 --> 00:23:21,839 are actually asking those questions and searching for it. 574 00:23:21,920 --> 00:23:23,440 So I really appreciate that. 575 00:23:23,519 --> 00:23:24,880 And and I'll I just want to wrap it up. 576 00:23:25,039 --> 00:23:27,519 Maybe Abdul, with you could just share a little bit about the 577 00:23:27,519 --> 00:23:27,839 brands. 578 00:23:27,920 --> 00:23:30,559 It's got mortgage is is your brand that you built, but how 579 00:23:30,559 --> 00:23:32,480 can people follow along your journey and support you? 580 00:23:32,799 --> 00:23:33,359 SPEAKER_00: Yeah, absolutely. 581 00:23:33,519 --> 00:23:35,839 So got underscore mortgages is our Instagram. 582 00:23:36,079 --> 00:23:38,480 Gotmortgages.com is our website. 583 00:23:38,640 --> 00:23:42,319 We've got just shy of hopefully by the time this gets dropped, 584 00:23:42,480 --> 00:23:46,319 700 videos on YouTube, sharing market updates, sharing um, you 585 00:23:46,319 --> 00:23:48,880 know, just strategies, difference between FHA 586 00:23:48,880 --> 00:23:51,599 conventional uh mastermind sessions that we're running, 587 00:23:51,680 --> 00:23:54,559 which we used to keep private, but now we put public, learning 588 00:23:54,559 --> 00:23:55,599 how to code, right? 589 00:23:55,680 --> 00:23:59,279 As as things are transitioning and using that again to help 590 00:23:59,279 --> 00:24:01,920 that transparency and information out there, you know, 591 00:24:02,000 --> 00:24:06,160 you could reach me directly at ak at gotmortges.com. 592 00:24:06,480 --> 00:24:09,200 And again, we run that mastermind, Ryan, like we spoke 593 00:24:09,200 --> 00:24:12,079 off stage, and we're literally sharing these things, right? 594 00:24:12,160 --> 00:24:14,480 Eventually, after a certain point, you get so tired of 595 00:24:14,480 --> 00:24:17,519 talking about mortgages and real estate and title. 596 00:24:17,759 --> 00:24:20,960 And the purpose of you know conversations now is just hey 597 00:24:21,039 --> 00:24:23,440 guys, if you literally reciprocate and I can learn 598 00:24:23,440 --> 00:24:26,000 something from you too by earning your referral or 599 00:24:26,000 --> 00:24:28,559 building that relationship and opportunity that I can. 600 00:24:28,799 --> 00:24:32,160 But you know, objections are just literally just rebuttals 601 00:24:32,160 --> 00:24:33,119 and oxygen, right? 602 00:24:33,200 --> 00:24:36,079 If if I push back, I could still be in the room and have those 603 00:24:36,079 --> 00:24:38,480 conversations with clients, and that's our goal throughout the 604 00:24:38,480 --> 00:24:38,799 whole day. 605 00:24:39,119 --> 00:24:39,839 SPEAKER_01: That's fantastic. 606 00:24:40,000 --> 00:24:42,480 Well, just in closing, I I'm always impressed when 607 00:24:42,480 --> 00:24:46,240 entrepreneurs grow by giving back, and it's completely 608 00:24:46,240 --> 00:24:46,720 obvious. 609 00:24:46,880 --> 00:24:50,079 It goes back to Zig Ziggler's expressions back in the day is 610 00:24:50,240 --> 00:24:52,400 the you know, to get what you want, you need to help other 611 00:24:52,400 --> 00:24:53,279 people get what they want. 612 00:24:53,440 --> 00:24:56,640 And you're doing a great job of that and showcasing it through 613 00:24:56,640 --> 00:24:59,759 education, learning, and just kind of publishing the content. 614 00:24:59,920 --> 00:25:02,640 So anyway, wonderful job, and we'll be sure to link to you in 615 00:25:02,640 --> 00:25:04,319 our show notes and thank you for joining us today. 616 00:25:04,799 --> 00:25:05,119 SPEAKER_00: Absolutely. 617 00:25:05,279 --> 00:25:05,839 Thank you for your time.