You're in for a treat! This episode is jam-packed with wisdom from the CFO of National Mortgage Home Loans, Fabian Gammo. Get ready to take notes as we shed light on the strategic management within NMHL and the man who works tirelessly to improve it from within. Fabian, known as the 'man behind the curtain', shares how his personal growth journey has significantly impacted the company's success. From a single-man show to a 60-person team, doubling revenue every three years - it's a story of grit, growth, and the right mortgage plans.
Ever wondered about the intricate dynamics of real estate and the mortgage industry? Well, buckle up for the roller-coaster ride! Fabian takes us through his vast knowledge of the industry and the factors that make it tick. From the importance of a reliable ISA and a diligent buyer's agent, to the indispensable value of building relationships, and even his secret talent of iconing – it's a multifaceted journey that's as enlightening as it is inspiring. You'll gain insights into the significance of understanding credit scores and the differences between FHA and conventional loans. Plus, Fabian shares his vision of creating a legacy company, where everyone can find the right mortgage plan tailored just for them.
As we wrap up this engaging talk with Fabian, we turn the spotlight on the company's humble beginnings and the vision that has propelled them to their current success. We discuss the nuances of financial planning, the transition to ownership, and the importance of a strong mortgage broker for a successful real estate journey. So, join us on this incredible journey, peeling back the layers of National Mortgage Home Loans, and take the plunge into the world of mortgages with Fabian Guillermo. It's been an extraordinary ride and we can't wait for you to hear it!
If you enjoy our content, please like, subscribe, and share. You can also catch the show LIVE @ facebook.com/freeforallfriday and make sure you stick around after for "the afterburner"
You're in for a treat! This episode is jam-packed with wisdom from the CFO of National Mortgage Home Loans, Fabian Gammo. Get ready to take notes as we shed light on the strategic management within NMHL and the man who works tirelessly to improve it from within. Fabian, known as the 'man behind the curtain', shares how his personal growth journey has significantly impacted the company's success. From a single-man show to a 60-person team, doubling revenue every three years - it's a story of grit, growth, and the right mortgage plans.
Ever wondered about the intricate dynamics of real estate and the mortgage industry? Well, buckle up for the roller-coaster ride! Fabian takes us through his vast knowledge of the industry and the factors that make it tick. From the importance of a reliable ISA and a diligent buyer's agent, to the indispensable value of building relationships, and even his secret talent of iconing – it's a multifaceted journey that's as enlightening as it is inspiring. You'll gain insights into the significance of understanding credit scores and the differences between FHA and conventional loans. Plus, Fabian shares his vision of creating a legacy company, where everyone can find the right mortgage plan tailored just for them.
As we wrap up this engaging talk with Fabian, we turn the spotlight on the company's humble beginnings and the vision that has propelled them to their current success. We discuss the nuances of financial planning, the transition to ownership, and the importance of a strong mortgage broker for a successful real estate journey. So, join us on this incredible journey, peeling back the layers of National Mortgage Home Loans, and take the plunge into the world of mortgages with Fabian Guillermo. It's been an extraordinary ride and we can't wait for you to hear it!
If you enjoy our content, please like, subscribe, and share. You can also catch the show LIVE @ facebook.com/freeforallfriday and make sure you stick around after for "the afterburner"
to the number one live Cullen podcast for real estate agents and professionals all around the world. World-class guests, breaking news and you with your host, johnny Awesome and Jimmy Fantastic. You are on Free For All Friday.
Speaker 2:Good morning, good morning, good morning everybody. This is Jimmy Fantastic.
Speaker 3:And I am going to festival my greater, the positive, positive energy, a singer of greatness with it. All my kids know is daddy insert, wife here and Jimmy. Let it be known that on this day I will shake loose the chains of complacency, stop out the flames of mediocrity and ask every person I meet why have good when you can have awesome?
Speaker 2:This is your, you're out, we got there he is.
Speaker 3:There he is. We got a special guest today. I want to queue him up right, but for those of you that couldn't see, he was off camera coming in here and he was dancing before you ever even heard the music.
Speaker 2:Yeah, I didn't even hear the music. He just came in dancing rocking it out.
Speaker 4:Ready to go.
Speaker 3:Yeah, man, I got it for you.
Speaker 4:Why do you have?
Speaker 3:a strana. I stir it, Stir it up for you, but no, this is somebody that is actually I'm really excited to do this show with this morning and yesterday this is the whole setup.
Speaker 2:Yeah, so we called you here this morning to have a conversation. Wow, wow.
Speaker 3:So thank you for getting here right on the dot. You're going to want to jump and eat your microphone speak right into it.
Speaker 4:There you go. Oh, I am here, there you are, I can hear myself now, oh man.
Speaker 3:So, ladies and gentlemen, this is something I've been really, really excited about for multiple different reasons to see where the conversation will go, and also just because most people don't ever get a chance to know the other brother, and we'll be talking about that as well. But you know, I asked him last night.
Speaker 3:Official title yeah, I asked him last night if it was okay to announce him as kind of like the black horse of the whole NMHL family. He's like. I love that and that's what we love about him. So, ladies and gentlemen, he is. He is the CFO of national mortgage home loans here with us today. He is the one and only in Michigan, fabian and Florida, fabiano, fabian, guillermo, everybody, whoa. There it is.
Speaker 4:Teach me how to use this one.
Speaker 3:What's that? Teach you how to use that one, which one, this one or this one.
Speaker 2:I feel like the horn would be Fabian's favorite one.
Speaker 3:Yeah Well, it's right here for you.
Speaker 4:I want some house music, house music one.
Speaker 3:Oh man.
Speaker 4:Well, thank you for coming on.
Speaker 3:It's been a long time now, you know one of the things that's interesting and that I would definitely love the opportunity to talk about is that there is the stigma Now for the last two years for those of you some of you might know who Fabian is and you know that we're sponsored here by national mortgage home loans. You've heard Randy's talk about how to use this one national mortgage home loans. You've heard Randy on the show. And for those of you that know who Fabian is, you you know there is that stigma of, while you're the brother right, because that well, that's true, though I'm the bigger younger brother, right.
Speaker 2:But see what's what's hate jokes from Randy's.
Speaker 3:But what's interesting about that is it doesn't really do. It doesn't really do justice, because one of the things that I wanted to start off saying right off the bat that people don't see is the amount of work that that you put into this place as well, not only just with the people that you're working with, but even a lot of the work, and we talked about this. Uh, I, oh I should start by saying, uh, is there anything I can't talk about?
Speaker 3:Oh, good, so even so, even even personal work, that I've sent you messages and said that I could tell you've done personal work and development work on yourself to make NMHL a better place, and so it's really on, uh, you know, not not unfair, but you are your own person here at NMHL and it's such a drastic difference from Randy that it works.
Speaker 3:Yeah, is that what you guys call it? That's appropriate and uh and so you know a lot of people, so I guess that's one of the first things I want to ask you like, does that ever bother you that that like there's this thing, like you're just Randy's brother?
Speaker 4:No, I am more than Randy's brother. Well, we know that Well, we.
Speaker 2:It's funny because what, what, what people don't see from the outside, that we get to see and witness on the inside is like you're like the Wizard of Oz, like the man behind the curtain. You know what I mean.
Speaker 4:Like yeah, you know what it's. It's even funny, cause sometimes you know Randy, randy, uh, you know he is the face of the company. Keep in mind before I ever step foot into real estate or mortgage. Am I good now, Johnny? I thought this thing could pick me up from 15 feet.
Speaker 3:No man, it's a dynamic Like you only pick up right in front of it, got it, got it. There you go. Now I can hear it. Okay, cool yeah. Oh, but Randy was in the business for you know, 20 years before I even stepped foot in this place. So you know obviously older brother.
Speaker 4:A lot of respect. He knows everything about the industry to this day. You know he learns from me 10% of the time. I learned from him maybe a percent of the time you know. So, realistically, um, constant learning environment, we're all always learning. But, uh, you know, I trust the guidance that you know.
Speaker 1:I mean you know before uh we're partners or before we're, you know, heading this initiative up.
Speaker 4:uh, you know we're brothers and and I have no ego I want to see him on the top of the mountain.
Speaker 3:Yeah so realistically.
Speaker 1:I'm actually.
Speaker 4:I like being the guy behind the curtain sometimes and uh, you know it, just uh, you know, you know you could find yourself doing anything in this business. You find yourself. You know. Randy always says he'll scrub the toilets and he'll uh head up a sales meeting. You know, in the same day, and I think it's the right way to be, especially in a small business. You guys have seen the hats you've worn.
Speaker 4:Yeah, you know even in this business, you know, when you're starting any initiative, any new business, trying to grow it, you need people around you. They're going to wear multiple hats and you know you'll catch me as a CFO. On Monday, You'll catch me doing sales. Monday evening, You'll catch me rallying up the teams, checking in on the departments, checking in on management. At the same time, Shoot, If we need to uh get an open house done for, uh one of our realtor partners. Well, I'll end up there too.
Speaker 4:And uh don't get me wrong. As you get bigger and things get better, you eventually find your way and stick to certain things because it's just smart for the business. But in the beginning, if you have the time, I'll never say no to to doing a task that benefits the company.
Speaker 3:Yeah, yeah. And the other thing that that people don't see is usually I mean, we're just going to put the costika aside at this point in time. We just assume that costika is part of the building.
Speaker 1:Yes, uh, but you know being being Sleep center is that's.
Speaker 4:This is his apartment.
Speaker 3:It's not bad. 8,000 square feet right Refrigerator bed what else? What a sweetheart of a guy.
Speaker 4:Oh man Seriously Like.
Speaker 2:I asked him today when I cause I got here. You guys know why coastic ends up here in the morning.
Speaker 4:His parents wake up and go to work as well, and he's probably, you know it's not going to sit there and sleep in for another couple hours, even though he can. He said I'm going to get my ass up and get into work too, and realistically he jumps in here. He doesn't have to be here early. He doesn't have to be here late, but he's here early and late every day. And that's just the type of dedication that we get from the people around us, and it's beautiful.
Speaker 3:Yeah Well, and one of the reasons, of course, that Fabian knows that is because he's also in here early and he's also stays in here late. My favorite I'll tell you what my favorite thing. I know you do this sometimes too, and people have said this in the office.
Speaker 4:Probably do it.
Speaker 3:My favorite is when Fabian will say that he's leaving early. It's like four. He says I'm going to leave early and then he walks out the door and then 20 minutes later comes back and he goes.
Speaker 1:I just want to see who's going to leave early, everybody's got their stuff, they drop it and sit back down.
Speaker 3:So let's talk a little bit about, because a lot of people don't know. Again, there's a stigma that you know, you see these big companies rising. You've been said, you know, within the smaller companies, we're, we're, we're getting to be a big company.
Speaker 4:Oh, pound for pound, I'd say we're one of the best companies in the nation. When you look at, you know how many LO's? We have versus the amount of production we do and the impact on people's lives that we have, which, to me, is an even better KPI than you know. Loan submitted, yeah, yeah.
Speaker 3:So and so, but to get there, what a lot of people don't realize is that you're a CPA. You have a broker's license as well, and this is one of my favorite things that most people don't know and the Realtors on here and here. You say this, but you said we're open to everything. Yeah, Everything you icon. You're a secret iconer and you don't ever want to tell people this.
Speaker 4:And you don't even tell people.
Speaker 3:This is how you tell people you go. I don't even want to mention this, but I icon. But you don't go out there, like other people, you just you just kind of do it.
Speaker 4:You don't even want the badge, right, no, no, right. Well, people don't realize. You know it's, you know in this business you know you start off as a Realtor like I used to I was telling somebody yesterday, back in 2016,. I was doing showings, and then I would come back to the office, sell the loan and then I'd clear the conditions. You know so a little bit of everything and and shit that was profitable as hell.
Speaker 1:You know I was doing everything.
Speaker 4:You know it's like a huge profits there because you know you didn't have to worry about money at all because you were doing everything and it was. It was profitable and in the beginning of my career, almost 70% of my clients were double dips. Right, so I would do the real estate and the mortgage. People trusted me, they liked me and that was just how I made good money in the beginning of of our career together, starting national mortgage and having a real estate team, and from there you know you can. You just get into management and obviously we had the 2019, 2020,. We're not going to be able to chase two rabbits and effectively master both industries. However, why stop the opportunity? Right? So we do. I still rain make, I still latch buyers all the time they trust my plan.
Speaker 1:They, they're confident in me.
Speaker 4:I just realized I can't run around all day doing showings and I'm probably not the best listing agent. Realistically, I can hold down an appointment.
Speaker 3:That's. That's your sign from. I don't know how Rob Jacobs pulled that off, but that's your sign that the audience is saying if you don't start talking into this mic, I'm just going to have to hold it in front of your face the whole time.
Speaker 4:Right there, can you hear me better now? I am a quiet talker. Some people say I talk low to manipulate people.
Speaker 2:It's some psychology behind that.
Speaker 4:Yeah, yeah, something like that. But bottom line lens of happening is you just tend to become more effective over time as things get crazy. So I know I can't do showings. You know we have realtor partners that we can hand over our showings to and I can take a rip on them. You know, and realistically it's not a focus of mine, but I tend to do just enough to icon every year and honestly it's motivating and I'll tell you, actually a huge factor about this is other icons that I get to meet because I become an icon, end up being great friends and business partners and you know just people that that you know are naturally inclined to do better in this business within the EXP community.
Speaker 4:So I really love meeting other icons, I think everybody's story is wonderful and you know that when you're talking to an icon, you're talking to somebody that's just more effective than your average agent or has more time allocated to the business yeah. So a lot of team leaders, a lot of just very effective individuals that we get to meet within the icon community and Just a great community to be a part of.
Speaker 2:but yeah, I mean, you know, my goal is to keep on iconing, you know Secretly, yes, but like to your point, you get in those rooms right, and we talk about this on the show a lot and Kurt's brought it up a Many times is like proximity and getting it surrounding yourself with people that you know are driven in this industry and driven in this business To you know, to better themselves, better whatever, and that's how you end up iconing.
Speaker 4:Yeah, getting around those people. Yeah, absolutely and honestly, I think it's. It's fun to Be a part of that community and even funner to learn what other people are doing to be super effective and and within the XP community.
Speaker 3:Who's one of your most favorite people that you've gotten around so far besides us? It's a good question. I'll reverse it for you who's the worst? Yeah?
Speaker 4:Yeah, no, that's. That's one I got to think about, you know, I'll just give you an example, like like yesterday, gentlemen name Mahmood, out of Oklahoma, and a gentleman named Joe Borland out of Arizona we're part of my eye conversations. You guys know what that is. Yeah, yeah, the eye conversation. So it's partly you're getting your you know culture points for EXP.
Speaker 4:You have to talk to other icons and I think Joe has a roughly a 12 person team and I think Mahmood is a you know, a single producer. But both of them just had you know. You know, mahmood actually reminded me of, like the Keldian community I think he was in the Jordanian community of Oklahoma and Joe Joe was in the Arizona community and has a 12 person team and and Joe was just like almost like a psychologist to me, like the way he spoke, I was like I can use a guy like that around me, because he kind of just called me down and he was like your ID Aren't you?
Speaker 2:and I was like yeah, like yeah, how much longer we gonna be on this call?
Speaker 4:He was calling me up because I was changing the backgrounds of my images while he was talking, because I can't pay attention. For more than like four minutes. So you know, just again meeting meeting so many. You know you know great random people. Honestly I would say Kurt Shewell's probably. You know one of my favorites. You know just, you know the guy I look up to. I love his storytelling. Just sincere eyes. You know I'm a I'm a big emotional intelligence guy, so I love reading into people and just kind of you know, seeing where their minds and hearts are.
Speaker 4:And you know I'd say he's probably probably one of my favorites within the exp community. You know just a lot of great people. I love seeing a young, you know, you know team dynamic, a young leader too. So like honestly, you know Hunter Potter.
Speaker 4:You know the energy that that guy's been bringing To the, to the industry, and what he's been able to do is become a very good friend of mine just from within the exp community, and you know I expect great things out of that guy, but that's just it. You know, you just meet these, these random people across the community and, honestly, within other Other brokerages as well, and it's all about the push you know a lot of you know young professionals coming in from you know Humble backgrounds and just seeing them fight to make it, you know, you know.
Speaker 4:Then we have the conversation of, you know, hustler versus CEO. You know, trying to put down the, the hustler, at some point in your career. Like you're still doing showings on Saturday and Sunday, that's wonderful, you're cranking them out, but are you growing your business, you know. So I like to have those conversations with these professionals too and honestly, I think the same way sometimes, because I'm still out here producing, I'm still putting up loans. You'll call me tonight at 9 pm. I'll answer your phone, I'll take your line application. Absolutely, I will, you know is that what's?
Speaker 4:best for my business. No, but at this point in our career we're gonna you get every deal done effectively that we can, and that's just how it has to happen, why would you say that that's not best for your business?
Speaker 3:That's an interesting statement.
Speaker 4:Yep, so it's. It just comes down to the, the logic. You know you typically, you don't. You know it's like, it's like you know having a you know, you know management of any company Do the work rather than focusing on how more people could do the work more effectively right. So working, you know, in your business versus on your business right Yep.
Speaker 4:So, you know, you know, sometimes being in the thick of things, I think, puts us at an advantage because, realistically, I'm I'm experiencing what you're experiencing like, hey, if one of our lenders pricing isn't Super effective today for whatever reason and you know I'm seeing that too and I'm like, shoot, I'm losing deals too because realistically, our, our, our lenders pricing isn't the strongest, and hey, maybe we suggest using another lender right now, even though they might be slower, right, and so seeing things like that are essentially gonna help you Be a better loan officer and help guide your team better. But at the same time again, you know, sometimes you look at it like the time I spent doing one loan that maybe generated you know, $8,000 in revenue I should have, should I have been helping 40 people be more effective, generating two more loans each? And the obvious answer is that, right, you want to. You want to help the majority.
Speaker 3:Wow, interesting. And that's the conversation that you're having with, with realtors and Icons is trying to get them to transcend past your working in your business to who else can you bring in to work in your business so that you can start working on your business?
Speaker 4:Oh, yeah, oh yeah, I tell realtors all the time. I'm just like real basic you start as a single. You know Because I've been there before keep in mind.
Speaker 1:Yeah, I've been that realtor that was doing showings and I was going right in the Loan after right.
Speaker 4:So I always say, you know, you start as a realtor and honestly, you guys are huge on this too because, like I was kind of Resort back to you guys to say what can we do for this guy, so single producer and the? You know, first thing he needs is an ISA right.
Speaker 4:The second things he needs is a buyer's agent, because it just comes down to logic and time. If I'm running around showing houses 10 houses a day Sometimes I just can't run my business effectively because I'm running around all day, even though my office is in my car, you know and then that can effectively kind of make that work as soon as you get into management of several employees or staff. Good luck being, you know, on solo all day doing showings. It's not gonna work. Yeah, at some point in time, you know.
Speaker 4:You know We've talked to a couple realtors that went back and said you know I'm gonna go ahead and powerhouse, you know, my ISA and my leads and my follow-up and go ahead and distribute those leads out to my teams. And and again, that's you know kind of. You know the, the control board, you know being in that back end to make sure that Leads are going out to the team. And that takes a lot of management, a lot of time. And and again, you know you know showing homes as as effective and fulfilling as it is because, trust me, I miss it too, like I love shaking somebody's hand walking through the house always. I just always tell people I Talk shit about houses. I don't sell houses. The shit I'm talking Offer in.
Speaker 2:Well, what one of the things that that we like, that we get to see with you every day too, is like you're a relations, you know your relationship building. Yes, I mean and the you're that, that's one, and I can see you missing the real estate.
Speaker 4:Yeah, yeah, no, I enjoy it, I enjoy, I actually you know, really like. You know, I meeting anybody that's trying to grow their team Cause I'm a planner. I mean that's just I don't know why, but my brain enjoys planning. So I actually enjoy mortgages.
Speaker 1:Yeah.
Speaker 4:I enjoy mortgages. I enjoy talking to you and saying, hey, let's look at your taxes and let's you know, see what your income is, let's see where your credit is. Oh, you got a little boo boo on there. Let's fix that boo boo. Okay, yeah, let's get your cash right. Let's see what plan I can fit you in If that plan doesn't work.
Speaker 4:I have a backup plan for you, like I'm going to, if you talk to me or pretty much you know anybody in this company, because they all have access to me your loans getting done if it's doable. So I mean that's. That's one of the best things about us. We're monsters, I'm creative as shit you like.
Speaker 3:You like doing that more than you. You liked walking somebody through a house for the first time. Yeah, Got you, yeah.
Speaker 4:It's easier and, realistically, I get to learn so much about you, cause if you're, if we're doing a mortgage together, I pretty much know everything about you and I can look at your credit port and assess your personality.
Speaker 3:So you, what you're basically saying is I got blackmail on everybody. It's really cool though.
Speaker 4:You can actually like, like, like you know, you see somebody's credit report squeaky clean, nothing late, I'm like, oh, that guy's, you know. On point and this life is together and you know, keeps everything perfect. And then you get the guy that you know. You can even see that the dates of when things happen. So you're like, oh okay, rough couple of 18, 19 tough times and you know, yeah, I got a divorce, got a shit. Situation happened a couple of years ago.
Speaker 4:I get it, man. Hey, we all, we all got something. Trust me, I you know, I've had the ups and the downs and, but the credit report just gives you a true picture. By the way, they're actually changing the way credit reports are going to score. Probably with the next year or two they're going to do more of a today, it's more of a snapshot.
Speaker 1:Yeah, yeah.
Speaker 4:Right, so you're actually seeing where somebody is today. I always say it's kind of like a balance sheet Like, yeah, that's where you are today. Not many people get that idea either. But a balance sheet basically shows assets and liabilities at a point in time. So you know, a credit report shows credit in late and collections at a point in time, but they'll actually go to a scoring system where it actually shows progress over time, which makes a lot more sense to me because Interesting.
Speaker 4:Yeah, the guy that fucked up. I could say fucked up on here, because it's a podcast.
Speaker 3:We also have our 32nd late sensor button. Oh yeah, that's our trademark 32nd late sensor button. So yes, you can. That's the fun part about this you get to say whatever you want.
Speaker 4:Right, but basically they'll do a scoring model now to where you're actually looking at how much better somebody got within the past two years.
Speaker 3:Interesting.
Speaker 1:And re-score They've changed the industry in general.
Speaker 4:Yeah, because now it's not so much like oh you have two collections that are bringing you down to a 580 FICO. Oh, you've been doing great over the past two years. We're not gonna focus on that as much, which makes a lot more sense it does.
Speaker 2:I mean like because for the longest time we gave out credit cards like candy to college kids and they ruined their credit in college and then it's almost every 10 years later, right, they're like I don't even use my credit.
Speaker 4:Yeah, I don't even know what that is. They have one discover card with a $300 spending limit and their credits shot to shit, right.
Speaker 3:Because of that one card I'm like, okay, that's it.
Speaker 4:Thanks.
Speaker 2:Bass Pro Shop.
Speaker 4:Yeah, seriously, I just wanted to go fishing.
Speaker 3:Now I gotta have a bag of bad credit for myself. Now I can't buy a house.
Speaker 2:But I know how to fish.
Speaker 4:Yeah, and I caught a musky.
Speaker 2:It ruined all the gear.
Speaker 4:I had to buy more, but I couldn't get credit.
Speaker 3:So do you think that that's gonna that's really interesting. I had no idea about that. Do you think that that's going to like like screw up collection agencies and make them really super mad now, all of a sudden?
Speaker 4:No. Okay, good yeah they have this down pecked.
Speaker 3:They know what they're doing.
Speaker 4:They know what they're doing.
Speaker 3:Because that's kind of like their big play right, Like-.
Speaker 4:This is where government and lobbyists come and play. They'll never stop, you know, big organizations from making-. They'll modify the way people make money, but they'll never stop. You know the way they do certain things. I mean to me honestly, like without lack of or for lack of better terms, credit is rigged.
Speaker 4:Okay, because realistically, how are you somebody that was 18, 19 years old, made some mistakes and I don't have one easy way to go clean that up for a fee, Like, come on, like you know, and that's gonna ruin my life and make me pay higher interest on everything for years.
Speaker 2:And your insurance rates are going up.
Speaker 4:Your insurance, your car policy, your car interest rate, your the products that you can buy. You know so many people get confused about this new rule. That happened with you. Know people with worse credit can get a bigger advantage in getting a house, which I actually like it. I mean, I think it helps people out and, yes, anybody with good credits like well, screw that. Why should I have to pay anything more for having, you know, good credit, when people with worse credit kind of are?
Speaker 3:getting what's coming to them.
Speaker 4:You know, and you know at the end of the day you know it's anybody with better credit is getting the better advantage when it comes to getting a mortgage or anything. But it's just helping the people with the worst credit a little bit more, and it's typically, you know, an equivalent to less than a couple thousand dollars for a you know a smaller. Call it $200,000 house or so.
Speaker 3:But you know, just another consideration there too, yeah, but so, with this new system that they're going into, then that it's designed to help, like you said, the person that? Let me ask you this because I don't know about this?
Speaker 1:I don't prove it.
Speaker 3:Is it true that there's some people that, just for whatever reason, they're like pulled out of some lottery and the credit system just says you're never gonna be deemed to have credit? No, have you ever heard that? No, Really.
Speaker 2:Yeah, see, I heard that I thought that happened to me Did you have your tinfoil hat on.
Speaker 3:No, no, listen, I was listening.
Speaker 4:It's a fair system. It works.
Speaker 3:Yeah.
Speaker 4:It works. I mean it's fair. I mean I've never really seen a credit report where like this is not fair. Just that one situation I told you guys, about which somebody has a $300 credit card. They don't really, they don't really use credit right, because not? Using credit also gives you bad credit right, no credit right, which is now you're only gonna go buy a house which you have no credit. Well, options are limited.
Speaker 2:Yeah, right.
Speaker 4:You know, realistically, you need good credit to buy a house which makes sense.
Speaker 2:You know, hey, I'm not gonna lend you money if your credit's shit. Well yeah, I'm not gonna lend you a $300,000 if your credit's shit, yeah.
Speaker 4:If you haven't ever paid your $300,000 to the discovery bill, yeah right, you know I wouldn't have no way of paying me back, but I love you, yeah yeah. There's no emotions in this game.
Speaker 3:So going to this new system where they're looking at you know how much you've improved yes, that kind of makes me think so, like if you're gonna screw up, like is now the time.
Speaker 4:No, I mean I'm sure that I'm sure they figured out their algorithm as to how they're gonna grade it Like is this another GameStop moment right here where somebody can just go out?
Speaker 3:It's gonna change things.
Speaker 4:It's gonna change things. Yeah, I'm even talking to some of our you know credit repair partners and I'm like, well, we got a plan for that too, because it's you know how you? You know, help people repair their credit is essentially getting rid of collections, getting rid of leads.
Speaker 1:And now you know you gotta look at okay progress over time, like you know.
Speaker 4:Maybe hopefully there'll be less of an influence on what I made a mistake on five years ago that I've never been able to get rid of. You know that. You know even people paying off their collections, but they still sit on their damn credit report with a zero balance, still affecting their overall FICO, even though it's a non-existent collection or debt that's been handled.
Speaker 1:you know it's just like ugh.
Speaker 4:And then a lot of people don't know that you can actually get rid of ever since I wanna say 2022, 2022, they came out with a rule I wanna say June-ish that if you have a medical collection and you pay it in full, I can remove it right off your credit report within like a couple days and you don't even have to go too in-depth with that. But I think crucial. I really love helping people equalize out their credit to be able to get a better loan. Yeah, yeah.
Speaker 4:You know, and I think it's just you know, fair Like an FHA loan is a great loan. You'd still get so many people into homes, it's a great product, but you know there's just that upfront PMI, that 1.75% that everybody pays, and even though it's not paid out upfront, it's incurred upfront and for that same amount of money you could probably just improve your credit and it's gonna make your whole life cheaper.
Speaker 3:Explain? Can you explain a little bit deeper? Just as real as we hear this stuff, we don't necessarily understand this stuff which is why I don't fucking listen. I don't fucking understand. There you go, sorry, sorry, but yeah. So explain that in-depth to Yep, yep.
Speaker 4:So yeah, I mean I tell people all the time, like one of the primary differences between an FHA loan and a conventional loan, because even though conventional loans might have higher interest rates today, some people are like I want the better payment, you know, but there's that 1.75% on all FHA loans upfront PMI. So I do a $200,000 loan, you know, was that 1.75%? About $3,500. Okay, that's paid. It incurred upfront and you're not getting away from that. You have to pay that no matter what. You might not pay it today but you're gonna pay it right Now. That's $3,500. Now, if you had the money and a lot of people don't right.
Speaker 4:That's okay sometimes, but if you had the money, would you rather spend $2,000 on fixing your credit? So essentially I save $1,500 and I get a better credit score, which means I get a better mortgage, I get better interest rates on my car right and I don't incur the upfront PMI. So that's why we like conventional loans, because there's not that upfront cost right incurred but at the same time, if for some reason we can't get a conventional loan, FHA loans are great, the best second option, right.
Speaker 4:So it's still something you can use, and on top of the higher concessions with a lower down payment. It was really well thought out. But at the end of the day, the goal is, hey, I'm gonna pull in this higher interest rate today, even if I'm on a conventional loan where the interest rate's worse than a FHA loans rate.
Speaker 4:Today I can eventually get rid of that PMI faster and not be stuck in this for 20, 30 years and we know where interest rates are Very likely to drop in the next 16 months or so, and when they do again, you wanna be in that best product possible, because that's what's gonna happen again. Interesting People are gonna lock back into, hopefully, something in the high fours, mid fives and that's gonna be the new 3% interest rate of 2020. The 5% interest rate of 2024. Yeah, hopefully.
Speaker 3:Wow. So that's right there, that conversation and being able to have that, even with a realtor and this is why it's key to get with a lender that can explain this stuff out right but as a realtor, this is the type of thing that we need to know, because that balancing again balancing sheet that you just did for somebody, that's not a conversation I've ever even thought to have with the clients before myself personally. Have you ever had that conversation? Well, you came from, so you did this stuff to kinda do.
Speaker 2:Sort of, but we never. It was never. As this is the little beauty things of National Mortgage Home Loans is you get this consultative. Well, you get this consultative approach right, he's rubbing my foot.
Speaker 2:It's not just but like so typically, because, yeah, I was in the mortgage game before, right, I worked at Quicken. But typically mortgage guys are just the guy in the phone. You never see them or meet them. They never get face to face with your mortgage guy. Now you do here, right, how many agents and clients have you sat with at your desk? It's my preferred method. I've been right and had this conversation.
Speaker 4:Yeah, or on Zoom. Honestly, the Zoom calls are pretty much as intimate as in personal meetings.
Speaker 2:Yeah, and even our other Wolf had a guy come in the other day and sat down with a buyer and I see Damola do it and we've had agents that just come in. They sit down in our conference rooms and the agent comes in, your loan officer comes in, the client comes in and man like that's a dream for.
Speaker 4:It is yep. Somebody that's trying to buy out Yep it's essentially a descendant of our 2016 one-stop shop method, where I used to again show houses and clear conditions for the same transaction for one of my clients and essentially we do that, but now there's several people doing it rather than.
Speaker 2:Fabian and Randy, Right, right and then. So that kind of leads me to this next question, Like when you guys decided to do this and run full in, what was the original vision, and are you still on? Ooh, that's such a good question. Yeah, what was the original vision? Are we on track for that vision?
Speaker 4:Yeah, yeah, yes and no, I think, like in the. So keep in mind, I'm a CPA too, so I think at some point in time me and Randy were like we just want a big ass building right.
Speaker 3:Wait, you were even saying that. Yeah, yeah, oh, man.
Speaker 4:Big ass building. I don't know how big. We got a 15,000 square foot building now, so that's a good size, but a good portion of it's rented out. Maybe over time we'll take another side of it too and kind of expand over there.
Speaker 2:We need it, yep.
Speaker 1:We're going that way, sooner or later.
Speaker 4:And a financial services company was the thought process, but obviously you gotta start somewhere, so it's like you have personal financial. So you got what? Financial advisory? You got taxes and accounting. You got mortgages and real estate all in one place that was you wanted to create a legacy company that our families would be able to have forever and pass on to our children. That's kind of the thought process in the beginning.
Speaker 4:Now again now we're, pound for pound, one of the strongest mortgage brokers in the country, and so I think we're definitely headed in the right direction. We need it to take a direct path, doing too much at the same time, which, again, we tapered down in 2020 with the advice of some great executives that we were talking to, to really hunker in on the mortgage side. But again, there's so many elements from our past that we just use differently than any other company, and really that's the birth of our account executive department here.
Speaker 4:One of the, I think, most well thought out departments really of any mortgage company, something that I don't think anybody can do as good as national mortgage home loans, which is the growth of realtors across the country and maybe one day across the world, right, but helping downlines and teams and even individual agents that want to grow and essentially create the same legacy that we're trying to create here in their own geographical locations. So yeah, the account executive department of national mortgage home loans to me is the difference maker. Huge goal this year 500, right.
Speaker 4:The 500, like the 300 from Sparta, but the 500 realtors of Sparta.
Speaker 3:I feel like we should have 500 realtors of enemy shell. We should all start taking our shirts off and get some more pain. I feel like we need some HGH first.
Speaker 4:I'll do it if you do it.
Speaker 4:There's like seven guys out there, right now, yeah, but no, honestly, it's exciting this account executive department. So this is like the true enemy shell difference maker right, that, yes, we have a refi team. They're strong, they're great, they work. Those phones right. But we're also taking realtors and hybriding them and giving them a new way to make money In conjunction with mortgage, because we know the two are correlated, right, but the beautiful part is we're also taking coaches right. We're taking transaction coordinators right. We're taking realtors and saying, hey, beyond you buying and selling homes, which we always want you to have a strong focus on, do you have interest in helping other realtors grow?
Speaker 4:right, and if you do, then we want to talk to you here at National Mortgage Home Loans because, realistically, it just changes the dynamic of your business, maybe showing houses as much money as it's made you or as good as it's done for you isn't fulfilling you at this part of your life, and now we can go ahead and help you adapt right. Or if you are growing a team, come work with us and experience having coaching, having consultation, being part of a group like even when we go to EXPCon or Shareholder Summit or any other event always have the biggest group right.
Speaker 2:Randy's usually leading the way you know.
Speaker 4:And throwing the party and having a good time. But it's such a great crew because essentially we're just extended family, right and everything. Family's always been the basis of this company, you know, and. But the extended family is beautiful because now we go to all hopefully all 50 states one day and we have family in every state, people that we love, that we work with, that we grow together with, but just the account executive department again our way of making sure realtors are on the right path, and we know we're all gonna have good and bad years and we're all gonna have different challenges that we face.
Speaker 4:But realistically, together we feel like we can handle. You know pretty much anything. Yeah right, cuz you know there's nothing I can go to you know, johnny, for systems and tech and creativity and and Shoot and I mean, I can't even think of half the things you know and then you go to Jimmy on the coaching, the accountability, the Managing of teams and and protocol to follow and and at the same time you know it's. It's not all you know black and white.
Speaker 4:There's a lot of you know Personability in this too, and understanding who you're working with and and how they need to work but again, from 40 person team down to single agent, we can help you grow and and I think that's just a beautiful message and it's a great way to start a relationship and and we believe in reciprocity we typically give before we receive, yeah.
Speaker 2:Yeah, well, that yesterday I mean yesterday was a Was a good day for you and I yeah, right, that was exciting. Yeah, it was a good day, but we got what we created a relationship in in Houston Texas. Yes just by picking up the phone. Yeah, I'm giving and giving, yes, right, and now it's your giver yeah, was that Texas oh.
Speaker 3:Yeah, Tim just answered the question. This is this is Fabian Gammo National mortgage home loans the other brother.
Speaker 2:The funny thing is like I remember the like, what like, when I first came over here they were speaking about buildings. Yeah, and I'll give you a little insight of what happened. Randy was walking out of here one day and I'm like where you going? He's like don't tell Fabian.
Speaker 3:Which is why would he said that he was interested. The building too. I remember here in that too, like I remember Fabian saying, or Randy saying in a meeting one time he's like guys, we were already filling this up. Like this is when we first opened the doors. Pretty soon we're gonna need to buy a whole mother building and fame is like no, oh, randy was like that afternoon.
Speaker 4:I got it. I got to tame that bull sometimes.
Speaker 3:Feel like you're kind of the wife and the.
Speaker 4:Guys gotta remember have a CPA back, right? Yeah, my mind goes to like working capital. You don't need assets right now, we need to. You know, focus on, you know, growth and profits and Making sure the revenues to where we need it.
Speaker 3:You know and does that ever lead to any huge like. I want to back up because we only have a couple minutes left.
Speaker 1:I want to start here, I know it goes fast doesn't it?
Speaker 3:Wow, I want to start here.
Speaker 4:I want to just getting started, yeah you know we have this.
Speaker 3:We. You talked about going from the 50 all the way down to the one and now we're a company of almost a hundred. No, I want to back that up all the way down to the one. Okay, were you and Randy like always real close where you guys always doing? Did you run an lemonade stand together, like what was it? Like what was little Fabian, little Rand?
Speaker 4:Oh, this was interesting.
Speaker 3:Yeah, yeah.
Speaker 4:I'll give you a couple stories.
Speaker 3:Yeah, yeah, that's what I want so one time I think I spilled rice or something.
Speaker 4:All right, I spilled rice and in the kitchen and my mom came and you know, yelling at me.
Speaker 1:She might have hit me, I don't remember at the time you know our family.
Speaker 4:It was you know we weren't scared to show our emotions at the time. But then I remember Randy going and what you might call it, actually cleaning up the mess for me and telling my mom to back off of me. And you know it was just you know. That's one thing that jogs my memory. I remember another time I woke up in the middle and I peed my bed.
Speaker 2:Right, okay.
Speaker 4:Yeah, I'm probably like in Randy had his own room, I had my own room, and then I woke up Randy and I woke up my parents and he came, changed my sheets and you know.
Speaker 4:I went back to sleep after so just it gives you an idea there. You know, randy's six years older than me, so it's always been kind of like older brother and then, you know, at some points of her life, fatherly, you know, really. Just you know, coming in, you know, and Trying to make sure I'm always doing the right things. You know, while he was, you know, helping support my family. He's like you go to college and you know, go ahead and see what you can do with that. I got my, got my accounting degree from Michigan State University, got my CPA license. You know, always wanted to have that there. But then it got to a point in time where I was like you know what?
Speaker 1:I want to do this with you, you know, let's, let's see what we can grow together and.
Speaker 4:So there's always a respect factor there. You know, even though I love to challenge him and and make things competitive, you know there's gonna be weaknesses he has. There's gonna be weaknesses. I have, and you know, the goals to always make each other better, even if that means throwing jabs sometimes, and that's just part of the game. You know, your brothers, it's, it's emotional, it's. You know there's constant feelings and stress and at the same time, at the end of the day, if we're not getting better because of the challenges we're facing, then you know what are we doing?
Speaker 2:You know, and that's just what it comes down to, is a wife and bother doing?
Speaker 4:all I bother.
Speaker 2:Yeah, exactly.
Speaker 3:So did you guys ever? Is the first business that you did together National mortgage, or did you guys ever do anything before this?
Speaker 4:nope national mortgage.
Speaker 3:Wow, yeah, and you didn't. So you so Randy, randy's off starting this company and we've heard that story. He's helping the family. Yeah, you go off to college and then at what point in time did you decide to come into this and how did that all work? Like? How did you?
Speaker 4:yeah, there's actually a legendary story to this.
Speaker 2:I think we've had, I think I've heard this story. Well it's.
Speaker 4:I don't know which version you've heard, but yeah, well, so we were all actually sitting. Like Randy already knew that, you know I was working as a CPA. I enjoyed it. You know I enjoyed, enjoyed the consultative approach, actually worked for UHY for a while and I went to them one day and I was like guys, I really enjoyed the sales part of this. But I don't really like sitting here doing these spreadsheets all day.
Speaker 3:They kind of you know it's not really you know.
Speaker 4:My tinker, you know, doesn't think, and so Randy already knew you know I was. I was taking focus medication just to like it myself through the day and I just, you know, kind of dragging ass. You know I didn't really I wasn't feeling I wanted to kind of get out there and just talk to people more and, honestly, a lot of it comes back down to the reason I love mortgage and real estate, which is, guys, if you want to not sleep this month and make sure you make a hundred thousand dollars to pay your family's bills and get ahead and and you can right you can, you can get creative, you can throw out some marketing, you can Show up at people's doors at 8 am In the morning and and put in all haul ass effort into making as much money as you wanted to Right and that's what I loved about real estate and origin.
Speaker 1:I said at some point in my life I wanted control of that right.
Speaker 4:I don't want to trade you know time for, for money and without any you know Controlable upside potential right. And that's again why I love this industry, Because realistically you can. You can control it, Depending on how hard and how smart you want to work right. So, anyways, one day we're sitting at the naughty right. Do you guys know what the naughty is?
Speaker 4:Well, okay, yeah, so a naughty is like a place where typically, like we're, you know, we're Caldean, but you'll see, like Europeans kind of have like this cafe hang out where the guys go typically and they sit down and in our Notties you get like a bottle of liquor. So we'll do a bottle of Hennessy usually and you get the bring the ice, they'll bring the salads, they'll bring the tikka, which is the steak bites, they'll bring the chickpeas, and basically you'll you'll probably, you know, sit through one, two, three bottles sometimes and eat and drink right for hours. So used to play basketball that would go to the naughty after. And one day we're actually sitting with Jamie Benham, our account executive at UWM, and we were talking and you know this, the idea came up once you guys Go ahead and start your own brokerage up, and I was like, yeah, I'm kind of done with the, the CPA side of things, even though I really loved, you know, certain components of it.
Speaker 4:It was just like I want that next challenge, what is that? And I was looking right in front of me and I saw that Randy, again, he was a single-man show. So this is just, you know, you know, little brother, brain working. Hey one, I take the coattails and see where you're not capitalizing on all opportunities that are coming.
Speaker 4:Your way yeah you know, hey, maybe I can do some loans for you, maybe there's some conditions for you, maybe I can do some showings for you.
Speaker 1:Maybe that might double your revenue, and that's exactly what it did right, we actually doubled revenue.
Speaker 4:The first three years that we were in the business together, right, and then it gets to a point where you're like okay, you know now it's hard to double revenue right, as we need more people right, and, and, and, and. Then on top of revenue it's like, oh shoot, revenues going up and the profits are going down.
Speaker 2:So what the hell's going on? I'm more people. That's growth, yeah right.
Speaker 4:That's essentially what growth is. You know, revenues going up and profits are going down. Sometimes profits are gonna go negative while you're growing right, and you just got to be prepared for that and play the balancing act. And that's essentially what you see here seven years later, right 2016 to 2023. Well, double in revenue, double in revenue, double in revenue.
Speaker 1:Then revenue starts to level out, then you find more people, so you can continue to grow revenue and then profits start to go down.
Speaker 4:But you have a way bigger company now, essentially servicing 60 employees here, right? So this big behemoth of a mortgage company, that that that helps realtors across the nation. So that's the short story, but essentially, yes, national mortgage home loans was created at the naughty oh, there you go.
Speaker 2:Thank you, jamie Benham.
Speaker 4:We owe another Fifth of Hennessy and some some, as to continue our growth.
Speaker 2:I'll just let us know what time to be there.
Speaker 4:Absolutely. Yeah, everybody can come.
Speaker 3:Oh, it's not. I thought it was an exclusive type deal.
Speaker 4:No, no, no, anybody can come Well.
Speaker 2:I'm honorary Kelly.
Speaker 3:You have the card in your wallet, right?
Speaker 4:Yeah, you can show that anybody and actually some of the best like food You'll ever have, because they, you know it's pretty. Yeah, it's great stuff, like some good steak, but it's some good salads. Look at the eggplant salad and that's. The whole thought process is like kind of like. I don't know what you guys do on Christmas, but a lot of times on Christmas you know they got all the food set up and that's what we do. We get you know some cow tongue and some chickpeas.
Speaker 1:I'm serious, that's what we do, yeah, and I'm down a fifth of Hennessy.
Speaker 4:Yes but, but it goes a lot better when you eat as you drink, yeah, rather than just drinking.
Speaker 2:Yeah, no, that's Wednesday. Yeah could be Friday free for all. Friday. Baby, let's go, let's do it. Yeah, we found favorite of. Fabian's favorite button. Hey, yeah, that's the.
Speaker 4:Now the name of this podcast episode.
Speaker 3:So, what we kind of went. We went back and forth and stuff. What do you think? I want to touch on this so that we can end here with some practical things for realtor touches you will.
Speaker 3:Johnny, what are some things that, like you were talking about, you know credit and just some of the mindset getting with the buyer to help them figure out later On down the road, like what's the one thing you could say, either as the CP, well, as you, as the CPA, as the realtor broker, as a Mortgage person, as a business owner, what's the one piece of advice that you would give to a real estate agent to help them with their clients today?
Speaker 4:Yeah, I would say the latch and what I mean by the latch is the financial component to me is probably the most important component of purchasing a home. Obviously you have a grade A client that just knows they'll get a proof or whatever they're looking for, and then it becomes less of a focus. But the average person, which there's way more of, and especially in today's market, you know we're really catering to the first time home buyers, the lower FICO. So it's hard to say one thing, because we have to look at today's market, right, and today's market is who's buying as people that need to buy? Right, my apartment's too small, I don't have a house, I'm getting married and realistically, when interest rates are high and prices are higher relatively speaking, right, they're still buying. And so that's who we need to focus on because, realistically, unless somebody has a bunch of cash and they're ready to cash something out which in even in that case they're paying a higher, higher price, right, and then they, then they, otherwise would have.
Speaker 4:Realistically, we need to focus on the planning of the finances first to create a latch. So so what? I would tell any realtors that you typically need a strong mortgage broker, and if you can find a you know, a mortgage broker on steroids like that, that I consider we are right and realistically again.
Speaker 3:I know at least seven of those guys, yeah.
Speaker 4:Taking something HGH right.
Speaker 2:Plan after today Yep.
Speaker 4:But but a lender partner. Because? Because?
Speaker 2:it's a social proof.
Speaker 4:But yeah, just getting back into that, creating that, let's because you know again when I talk to a client about a preapproval.
Speaker 1:I'm talking about your credit. I'm talking about your cash.
Speaker 4:I'm talking about why you're moving and why you know, even though you can afford a $400,000 house, why you should only buy a house for 280 today. Because it fits within your budget. Better, right, and now that I've created that emotional latch, I've talked to that plan, about that plan with you. Now we bring the realtor back in and we're like, hey, we can afford this. And if you have to go here, go, because realistically, this is my livelihood and my house and my happiness right on the line here. But at the same time, if we can find a range right here, it's going to be best for my, my budget, my finances, my family. So I'm not living for my house. We still want to take vacations.
Speaker 4:We still want to save for college right, we still want to you know, put some money aside for this or that, right, and so that's why really looking at real estate as a financial plan via a mortgage broker is crucial and again, the steroids with national mortgage home loans is getting coaching, getting growth, getting world-class ideology in the growth of your company via the partners that are that are here and and how we can help pretty much any realtor or realtor team or downline across the nation. So kudos to you guys on your accomplishments with this company so far and honestly, boys, it's only just begun.
Speaker 3:Oh man, did you hear that? I think we just got invited to Christmas.
Speaker 3:You're ready for the naughty, so let me ask this, then, for the last five minutes here Yep, now let's transition into business owner Again. You have, you have been through it when to call. I mean, you've got the same story as a lot of people out there who might be at that point, maybe with a partner, maybe with another family member, that they're ready to join and start and actually start a business venture. What would your advice be on that aspect, to actually go from a realtor to a business owner?
Speaker 4:Oh, yeah, so you know, it's really time management, I would say, is probably one of the best answers I could give you, because, and proactive versus reactive right I think that's something probably everybody in this industry has a problem with right, especially if you're, like you know, a slave to this little device here, right. Which I find myself doing on a daily basis. My daughter's literally at the point where she's like Dad, off the phone.
Speaker 4:Dad, we need personal time with you right and actually Joe that I spoke to yesterday on my eye conversation. He was like Fabian, it's not about how much time, it's about the quality of the time that you have with your kid.
Speaker 4:And so, again, proactive versus reactive, and and I always like whether I'm talking to a brand new agent or somebody that you know I could have 20 years in the business that wants to improve you know, time ends up being the X factor. How am I using my time? You know Ishbeah, when he was coaching brokers on how to be better, it's what am I doing that I can have somebody else do? Right, because I'm trying to stay at my 500 an hour billable right.
Speaker 1:Why the?
Speaker 4:fuck am I doing $15 an hour work Right and realistically? There's somebody very willing to do the $15 an hour work for you. So why are you doing it Right and then being disciplined enough to not let that happen? Because I'm being proactive with how I'm doing things, you know. Just that consideration. Really, I always tell people, take a one week calendar route and, even though you don't have to follow it exact, take that one week calendar Monday through Friday, you know, 5am to 8pm. That's typically a normal you know, awake time.
Speaker 4:And and write down what you should be doing in your you know best picture, right, the best way you should be, and you're not going to follow it. We know you're not going to follow it because you're naturally going to be reactive in this business, but discipline yourself to do as much of it as you can, however often as you can. Right, because if you can do that, then at least you're getting better, and at the point where you optimized it, then, hey, you'll probably be a multimillionaire because, realistically, you're doing exactly what the hell you should be doing, right, and you're not spending time doing things that you shouldn't be doing, because you've effectively found ways to make enough money to pay people to do the things that that you shouldn't be doing and, again, are at points in their career where they're happy doing it for you.
Speaker 4:You know whether it's a virtual assistant doing tasks for you and ISA being paid a salary to call you, with a strong bonus structure. You know it could be any idea, but realistically proactive versus reactive for anybody trying to grow their business without it you're going to find yourself plateauing and unable to get past it and realistically delegate to elevate because that's going to be huge for you.
Speaker 3:Wow, that's that was. That's a lot man that was a power pecked hour, jessica, we will reach out. She's asking about an app that's branded to a real estate agent and loan officer that she could share with potential clients. We got your back. Yeah, we'll reach out to you personally Anybody else that has questions about that. We will reach out to you as well as post some links there on the Facebook page. But, Fabian, and that, that is what an hour looks like here on free for all Friday and baby.
Speaker 4:I appreciate you guys.
Speaker 3:Don't go anywhere. Stick around for those of you listening to the podcast. We are live every Friday at seven am Eastern and if you stick around, live with us. We do the afterburner, which is where people that follow us live, right after the show, or we get into just having some more chitchat. Get that uncensored afterburner yeah.
Speaker 4:Although I think it's. Where's Joe Rogan?
Speaker 3:He's not awake at night, wake and bake and he can't be coming through.
Speaker 2:Oh man.
Speaker 3:Well, so much Try Gus Fabian Gammo, the other brother, for coming in. Jimmy, you been fantastic, You've been awesome. And for everybody else, we'll talk to you next Friday.
Speaker 4:It's not working anymore. Yeah, you.