Building a Winning Team: Lessons from Mandi Henriod

In this episode, Mandi shares her journey from mortgage industry roles to leading her own team, emphasizing leadership lessons, the importance of authenticity, and the power of a growth mindset. Discover insights on building a successful team, overcoming challenges, and maintaining a competitive yet collaborative spirit.

Keywords

leadership, mortgage industry, team building, growth mindset, entrepreneurship, coaching, success stories

Key  topics

Mandi's background in the Mortgage industry
Leadership lessons learned from experience
The importance of authenticity and growth mindset
Building and nurturing a successful team
Overcoming challenges and embracing change

Takeaways

Authentic leadership is about helping people think, not just doing for them.
Slow down and let your team do things their way to foster growth.
Failure is part of learning; embrace it to move forward.
Control your second thought—assume the best in others.
Building a team is like raising children—patience and trust matter.

Guest  name

Mandi Henriod 

Sound bites

"Never say never, always keep an open mind"
"See people for who they are, love them for who they are"


Chapters

00:00 Introduction and Mandy’s background in mortgage
05:55 Leadership lessons from past experiences
11:11 The importance of patience and letting go
20:17 Building and scaling her team
26:22 Lessons learned over 30+ years in business
34:41 Final thoughts and advice for listeners

 resources

Unreasonable Hospitality by Will Guidara 
Growth Mindset by Carol Dweck
Mortgage Industry Insights - https://www.wisethomelending.com


 guest links

Instagram - https://www.instagram.com/mortgagesbymandi

Transcript

SPEAKER_00 0:00

Hey everybody, welcome back to the Grind Design Podcast. I am Michael Walters of actually this is gonna be a unique episode because usually I'm flying. Um I have a co-pilot with Mandy, but today I'm actually interviewing Mandy as our guest. And I thought about this on the drive-in today because I've known you for what, 11 years?

SPEAKER_02 0:22

Mm-hmm.

SPEAKER_00 0:22

Yeah, about 11 years. And I'm like, I know a lot about you, but I think there's there's a lot of stuff I don't know. And what you've been able to do from my vantage point is um absolutely just amazing. And I thought, my gosh, if people are listening to us on a weekly basis or maybe they're just finding us for the first time, I think it's probably important for them to know our backgrounds. And we'll start with you today. How's that sound? Sure. All right. Yeah, you're here. You don't have any choice.

SPEAKER_02 0:54

Yeah, it's all good. Yeah.

SPEAKER_00 0:56

All right. So uh thanks for just doing this organically and on the spot. I mean, this is cool.

SPEAKER_01 1:01

This is cool. Um it's when we have the most fun.

SPEAKER_00 1:04

Well, I think so. So um let's let's start backwards because um I know you've been doing this for 30. 34 years. Okay, so over 30 years.

SPEAKER_01 1:17

Right, in some position or another.

SPEAKER_00 1:19

So give give our listeners like uh an intro of you and your background, and then we'll dive into there.

SPEAKER_01 1:25

Yeah, I mean, I literally have done everything in the mortgage world except for being a wholesale rep, very honestly. Uh I started as a receptionist, I petitioned for a job as a processor. I just kind of have have come up the ranks. I've owned my own brokerage before. I owned a processing company, uh, I've been an underwriter. I've kind of done all the things. And uh when my oldest son was born, I decided to try my hat at being a loan officer and determined that that's actually my favorite spot because it was very client-facing. I get to meet lots of people, really fascinated by humans in general. So that's kind of where I've stuck. So he's, you know, he's coming up on 22. So that's probably been a good 21 years that I've been just originating.

SPEAKER_00 2:14

So having had your hand in most every part of the mortgage process or business, how how did that set you up to where you're at today?

SPEAKER_01 2:29

So I think it's a double-edged sword, if I'm being honest. I think it makes me very, very good because that my technical skills are higher than most loan officers, right? I understand the why behind the question, I understand what we're looking for. I can often overcome things because I can think around it, because the depth I know. Um, having said that, now that I'm in a position where I'm running a large team, it can be an Achilles heel because there's that stubbornness of like, well, I get out of my way and I'll just do it. And that's not great leadership. So I have to stop myself periodically and be like, don't intervene. Teach, teach, don't do. Right. Sure. So I think sometimes that's actually been my current lesson right now, is to take my hands out.

SPEAKER_00 3:17

Well, I I think that's, I mean, when we think about leadership, right? My definition has always been, you know, leadership is about helping people think.

SPEAKER_02 3:26

Yeah.

SPEAKER_00 3:26

Right. And I think that's in a roundabout way. That's that's what you're saying.

SPEAKER_02 3:30

Yeah.

SPEAKER_00 3:31

Right. Um, but let's talk about leadership because, you know, like we everybody has a different path to, you know, leading a team or an organization. Um let's talk about your journey in leadership because it's um it's not like you just, you know, came into adulthood and you're like ready to lead people. Right. Right?

SPEAKER_01 3:54

No.

SPEAKER_00 3:55

So like like walk me through like where in in and and maybe some of the um the lessons were examples that um have led you to where now you have this um foresight to understand what is good leadership and maybe what's not.

SPEAKER_01 4:12

Yeah. Yeah. So I I mean, I would say I've actually tried leadership in previous eras of my life and not done it well. Right. Um, I can be a little bit of a bull in a china closet. I'm a doer. So if I step in and somebody's explaining a problem, I really struggle with just being still and hearing them out. I'm like, well, let me make a call, let me do the thing, right? And that's not always great leadership. I actually think the thing that shifted everything for me was I had a really good leader. I so I um at my previous shop, I had a branch manager who to this day I would say was the best leader I'd ever worked with. And there's something about now having that version of what not to do that makes it easier to go. And I still, in this role after him, have made my share of mistakes. Um, again, like by nature, my nature tends to be like, let's run fast and furious. So sometimes that's not great for leadership. I I've noticed lately, started thinking about more like when I was raising my children, because I remember when my kids were little and they would want to do the thing themselves. And the impatience in me was like, I could do it in half a second, right? But I did have enough awareness to go, if I do it for them, they don't learn to do it. And I I was very clear out it was my job to raise self-sufficient humans. That has I just a couple weeks ago, I was with a niece and nephew, and I was back in that spot with little littles, and I was like, oh, this is the same moment, but it with adults, yeah, where I just need to slow down.

SPEAKER_00 5:52

It it's I it struck a chord because earlier today I was listening to a podcast, and the example was don't be the easy button for somebody. And they they started talking about the example of okay, when you become the easy button, you're not teaching them a thing.

SPEAKER_01 6:11

It's a very easy to fall into that though, too, if you are very proficient at something. Because it sometimes it feels a little painful to watch somebody stumble through the thing, right? When your brain is like, we're five steps later. And that is just experience, right? That's just 34 years. It's not that I'm smarter, it's just I've done that much, right? So that's hard to do, but it's totally true. And and when you become the easy button, you devalue your team. It's demotivating, right? They feel not seen, they feel not good enough, right? So that's a real, it's a thing that I've had to become really aware of in the last couple of years.

SPEAKER_00 6:54

Yeah, and I I've seen that in your own organization as you've built this shop up. Um, you know, I I see, you know, the when we when we take on those, when we become the easy button, we take on those simple things, right? Um, you you said it's demotivating. Uh I I would tell you it almost becomes a um, you know, we want a retention environment in most cases, but it becomes almost like the anti-retention environment.

SPEAKER_01 7:25

Do you know what it reminds me of? Back when I was very first married, if anyone knows my husband, he is the exact opposite of me. Like we could not be more different other than our value system, right? Um, and I remember when we were first married being frustrated that he wouldn't do things around the house. And he, and this is why I married him, because he is the guy that looked at me and he said, babe, if I make the bed, you remake it behind me. Why would I do bother? Right? Which is it is why we're, I mean, we're coming up on 26 years of marriage and it's why we still like each other. It's because he's tough enough to look at me and go, think that through. Right. And it is no different when with my team. So when I forget to to slow down and let them do it, and and and I tell myself all the time, A, perfection is the enemy of done, right? But secondarily, you know what? If they manage to do it about 80% what I would do it if I had my own time, energy, and bandwidth to do it, that's good. That's good enough.

SPEAKER_00 8:33

Yeah.

SPEAKER_01 8:34

It doesn't have to be just like me all the time.

SPEAKER_00 8:38

Yeah, I think, you know, especially having, you know, we both of us have kids and they're getting older. I I think you know what? Um letting them do things and letting them um fail, right? Totally. Whether it's in our family or even with our teams, it's like, okay, what is I have to ask myself, this because I'm like you, I'm like, I'm a doer, but I have to ask myself, what is the worst thing that can happen? Because if if the worst thing is that they learn, and and maybe we have to, there's a little bit of cost to it, I can deal with that. But very I mean, I can't think of a time recently where I said, well, it's it's just gonna destroy everything. Right. Because seldom, I mean, that's usually enough case.

SPEAKER_01 9:21

Because we joke in our office, nobody's gonna die.

SPEAKER_00 9:24

That's right. That's right.

SPEAKER_01 9:26

Yeah.

SPEAKER_00 9:26

So, okay, so you've been on both sides. You've been an employee in this business, and and now you are the owner. And like when we do this podcast, we're talking to people who are very entrepreneurial in you know, in in their space. So what led you to you owned your own brokerage before, then you went back and I think you went back to a W-2-ish. Yeah. Yeah.

SPEAKER_01 9:54

Went to the big guy that was like the known quantity in the in our area, right?

SPEAKER_00 9:59

So like talk about, okay, you had your own shop, then went back to a W-2, now you're you're building this awesome machine.

SPEAKER_01 10:08

I suspect lots of entrepreneurs would understand this. You are working for someone, and there's some there's some pieces to that that can create a lot of resistance, right? If you're not aligned with their belief system, if you um you watch it and you think, oh, I could do it better, right? If you are like, you know, it you're like, wait a minute, I'm barely making a living and they're making a killing, right? There's some imbalances that happen. And then you come out and you try to run your own thing, and that's a humbling thing, right? Yeah, it's a humbling moment.

SPEAKER_00 10:47

Because then we realized they weren't really killing it.

SPEAKER_01 10:50

Nope. Nope.

unknown 10:51

Right.

SPEAKER_00 10:52

There was a lot of cost that they were that they were absorbing.

SPEAKER_01 10:55

Exactly. Right. So you come out and you're like, oh my gosh, it's costing me a fortune in overhead and this and that, and you know, and that can be exhausting, number one. That can be exhausting. And if you were ill-prepared and you came out brazenly, like all confident, that can be that can be a disheartening moment, right? So um I had come out, opened a little brokerage with a dear friend of mine, and we did it right before 07.

SPEAKER_00 11:28

Oh, sounds great. Yeah, this has got a happy ending.

SPEAKER_01 11:32

Magic. And uh I and what it was happening is I, because I'd come from such an operational background, so he and I partnered, and he's writing deals, and I as you came into that moment, the compliance got pretty beefy. So all of my minutes, and at the time, this is the story. I let me be clear, this is the story I told myself, and I'll tell you what I now know about myself. At the time, my days were spent doing operational items. I didn't make any money operationally. I'll tell you people who own mortgage companies, they don't make money as owners, they make money as loan officers, right? So if you're not writing business, you're not thriving financially. So he's still over here thriving financially. And I've told myself this story that I can't do that because I'm too busy doing all the lifting that has to be done. Right? Now, and you know, we end up hitting this point where just from a from a compliance standpoint, it was just it was too much. There was just no way to make that make sense. So we end up, and I actually being the stubborn woman that I am, was like, that's fine, I'll let you out of this and I'll just keep doing the thing. And you know, for better or worse, he was like, no, like we we dissolve it or we or we stand together, but I'm not just walking away. In hindsight, bless his heart, because he saw what I probably couldn't see in that moment. And here was the problem. I had this story that I couldn't go do the thing that made me money because I was too busy doing what needed to be done or what should be done. In real life, the thing that I've learned over the years is uh those of us who have an ops background and go into sales, ops is our comfort spot. Right?

SPEAKER_00 13:24

It's predictable.

SPEAKER_01 13:25

It's predictable. We know it. We know it so well. So anytime we are feeling friction or hard, we start micromanaging the the dumb stuff, the little pieces. Yeah, right. Instead of stepping into the the discomfort. Um, and it's really funny because I once I realized that about myself, I was like, oh my gosh, right? And it became I had a a year that my motto was be comfortable being uncomfortable, right? Like I would just anytime I felt comfortable, I was like, oh, wrong direction. I now watch other loan officers who work on our team and I see that very thing because we all do it. Yeah, we all do it, yeah. But which is why I say, like I have to I have to clarify, I told myself X story didn't make it true. Yeah. Right. So um a few years ago, I you know, I'm back in this position where, you know, hard market, hard market, we'd come out of 3%, 2.5% rates, even, and rates are climbing, and I'm working around the clock, I'm doing lots and lots of business, but I'm not really the money I'm making doesn't correlate with the time.

SPEAKER_03 14:36

Yeah.

SPEAKER_01 14:37

Right. And I'm working in a big organization that has overhead. For better or worse, they have bills to pay. Right. And so I decide I'm just gonna take a chance on myself again. I'm just gonna make the leap. Because again, by all means, let's do it right before it gets really hard. Yeah, yeah.

SPEAKER_00 14:57

Well, and um, you know, you you I think hard, subjective in nature. I think it when is it not hard? Because back when even back when you were slinging loans at 3%, that was fucking hard.

SPEAKER_01 15:13

We worked around the clock.

SPEAKER_00 15:14

That's that's my point, right? So it's hard because of velocity, yeah, right? And then you've got a different market where it's hard because rates are high and you don't have you don't have the velocity.

SPEAKER_01 15:24

Yep. It's hard either way. Yeah. Yeah. Which is why I now say there's not a bad market, there's just a different market.

SPEAKER_00 15:32

My gosh. Like that is that right there is perfect.

SPEAKER_01 15:35

Yeah, it every market has its upside.

SPEAKER_00 15:39

Yeah. So okay, so now you've been running this thing for a few years now, building, growing. Um this is a question I was I was just thinking about this because you are a doer, and I mean you've helped me with my personal loans, you've helped me with you know, dozens and dozens of clients. I see that go getterness. I call it competition, like you just like to get out there. Where does that come from?

SPEAKER_01 16:13

I mean, it uh very honestly, I think it comes from how I was raised. Um, you know, for better or worse, I will say my parents put me in a position where I was very independent, very young. And I'm not sure that's a bad thing, right? I don't say that from like a place of judgment.

SPEAKER_00 16:30

Yeah, but they call it free range kids.

SPEAKER_01 16:32

Yeah. Oh yeah.

SPEAKER_00 16:33

We were just that's a product of the 70s and 80s.

unknown 16:37

Right.

SPEAKER_01 16:38

Right?

SPEAKER_00 16:39

Yeah.

SPEAKER_01 16:39

Um, yeah. I mean, when my kids are like, hi, can you buy me shoes? I'm like, I used to just work and go buy my own shoes, but right at your age. Yeah. Um and I think, and I grew up in an atmosphere where I was the messaging was a little rough. Um, my parents had split, and I had a stepdad that was a little tough. And everything that came out of his mouth was like, you're dumb, you're this, you're that. And I think it's defiance. I think that like as I That's that stubbornness you were talking about, huh? Yeah. As I came into college, I was like, hmm, watch me. Right. And so I find myself, if somebody says something can't be done, I'm probably gonna try.

SPEAKER_00 17:22

No, that's a hundred percent true. Because like I have come to you several times over a decade not thinking we can do something with a client. And your first response is you slow it down. Like, well, let me see what I can do.

SPEAKER_01 17:38

Yeah. I think I think I now have this just wiring of the city.

SPEAKER_00 17:41

That's a default.

SPEAKER_01 17:42

Yeah. Yeah. Now I'm just like, huh, maybe, maybe. Never say never.

SPEAKER_00 17:48

Yeah.

SPEAKER_01 17:48

Right? So yeah, I have become and I am super competitive, although I prefer competitive arenas um where everybody's cheering for each other, right? Like I'm I'm always chasing somebody in my world. Yeah. And also when they have these phenomenal wins, I'm always the first to be like, that's awesome.

SPEAKER_00 18:10

Yeah, I think that's important. I mean, not to did you have something more on that? Because I I do think that's important. Because you know, I mean I love competition as much as anybody. And I also know there's plenty of business out there for everybody. I do believe that. And what I also know is if I wish ill will on somebody or their circumstances or their fortunes, like that never comes back to help me.

SPEAKER_02 18:39

Yeah.

SPEAKER_00 18:39

I've I learned that a long time ago.

SPEAKER_02 18:41

Yeah.

SPEAKER_00 18:42

And you know, I I want to see people successful. And I I've seen that from you because we've we have seen people in our circles um come and go with different brokerages or or yeah, and at the end of the day, it's like, well, no, I mean, go, go win.

SPEAKER_01 19:01

Yeah. And and here's the thing, because, and this this is only come with age, though, like if I'm being very honest, right? A, I am extremely aware, somebody else having something does not mean I can't have it. Right. And I think in my youth, my competitives may be a little edgier the other direction.

SPEAKER_00 19:18

Yeah, a little envy there.

SPEAKER_01 19:19

Yeah. And secondarily, everybody's on their own journey.

unknown 19:24

Yeah.

SPEAKER_01 19:25

Everybody is just trying to figure it out the best that they can do it. Yeah. Right?

SPEAKER_00 19:32

Yeah. I mean, we and and the truth be told, we don't know what they're working through or work dealing with.

SPEAKER_01 19:38

Exactly. Exactly. I have I keep my circles much tighter now in age, but I also I have a lot more grace for people in general than I did in my younger years.

unknown 19:50

Yeah.

SPEAKER_00 19:50

And I I do think, I mean, there's probably some special folks out there that don't need the the uh benefit of time to come and understand that.

SPEAKER_01 19:59

Yeah, I'm not one of them.

SPEAKER_00 20:00

No, no, no, no, no. I mean, uh, but this is this is part of why we do this show, because um, like if we can help people, you know, not have to go through some of that by hearing it from whether it's you or me or somebody else that we've interviewed, like learn from the lessons, right? There's a there's a roadmap there.

SPEAKER_01 20:19

If you knew what you knew now and you could go back to your 20s, right?

SPEAKER_00 20:24

Oh my god, man.

SPEAKER_01 20:26

But I mean, I'm the queen of like, let me learn it the hard way. Yeah, oh yeah, right.

SPEAKER_00 20:30

Yeah, yeah. I was telling somebody the other day, I only learn when it costs me something.

unknown 20:36

Totally.

SPEAKER_00 20:37

Right.

SPEAKER_01 20:38

And I hate to say it, but my youngest son is totally that too. Yeah. And I watch him and I just kind of laugh because I'm like, oh, yeah. You know, okay. I what what can I even say? Because I did the same stuff.

SPEAKER_00 20:50

So oh my gosh. Um okay, so you've been doing uh at our your current shop, been here. Uh we're like in our fourth year, are we not?

SPEAKER_01 20:59

We're in our fourth year.

SPEAKER_00 21:01

So, like, where is this thing head?

SPEAKER_01 21:05

Um, you know, that's a good question. I because I did team up along the way with a much younger Lona Sure that's a dear friend of mine, lives in California. Um in discussion with him, we were running into some things that, you know, he was having some struggles. I was having some struggles, they happen to be the opposite of each other, right? And we realized that if you put us together, we're pretty crazy powerful. Um, if it were just me, the answer would probably be different. But he's quite a bit younger than me. Like he's got little littles, and he's just, you know. Um poor guy. I I know. I I don't intend to retire. And also right now, I'm mapping for freedom, right? And so my hope is that I because I don't, I don't have any desire. To retire, I do have a desire to build something that I can nurture, love, step in and out of when needed, and that I can go have other adventures.

SPEAKER_03 22:12

Yeah.

SPEAKER_01 22:12

Right. And so I think, you know, I'm just trying to map what that looks like now. And I'm trying, and that is actually the current uh struggle that I'm in, is I'm trying to find that wingman, right? The person that can become so interchangeable with me that I can be like, hey, I'm backpacking for the next 10 days and nobody will even miss me.

SPEAKER_00 22:34

Yep. Right? Yep. I mean, in every in most successful organizations, there is a robin to the Batman.

SPEAKER_01 22:42

Mm-hmm.

SPEAKER_00 22:43

There just is.

SPEAKER_01 22:44

But that is a really specific thing. And it's actually one of the fails that I've had along the way, right? Is thinking that somebody was my robin and in thinking that that person was my robin wasn't fair to that person, right? Like, didn't give them the room to bloom. And maybe they were Robin and grew out of being a Robin. Who knows? But yeah, that's absolutely a thing.

SPEAKER_00 23:07

Yeah. Well, and and going back to your point of like you don't have a vision of you retiring. I mean, there's there's been so many studies out there of like people who are entrepreneurs when they, you know, quote unquote retire, or even people in the corporate world who retire, like the quality of life, their physical um wellness, their emotional wellness, yeah, takes a significant drop-off.

SPEAKER_01 23:31

Well, I even tell my husband, I mean, back when, you know, back back 2007, 2008, right? I mean, we were dying on the vine in banking, right? Banks were closing left and right. And I remember my husband at one point being like, Well, why don't you just stay home for a bit? And I was like, Have you met me?

unknown 23:48

Yeah.

SPEAKER_01 23:48

If I don't have a purpose, a thing, I will create chaos. You will come home and a wall will be gone.

SPEAKER_00 23:55

That's gonna be go back to you gotta do things.

SPEAKER_01 23:58

Yeah, I promise you it's gonna cost us way more if I stay home, right? Yeah, it's just it I just wasn't never wired for it. And I just I think that's gonna be true forever. I really enjoy, I enjoy the thing.

SPEAKER_00 24:13

Well, and I think you know, that is that's the important piece that you know, anybody listening, like if you're not enjoying what you're doing, like how far can you go?

SPEAKER_02 24:25

Yeah, yeah.

SPEAKER_00 24:26

Right?

SPEAKER_02 24:27

Yeah.

SPEAKER_00 24:28

I mean, for to work the long hours and to sacrifice and to be on call, man, there has got to be a very clear vision of what you're looking to do.

SPEAKER_02 24:39

Yeah.

SPEAKER_00 24:40

And a deep love for what you do. And if you don't have both of those, I I don't know if necessarily it's gonna be fulfilled the way that you want it to.

SPEAKER_01 24:48

Absolutely. Absolutely.

SPEAKER_00 24:50

Yeah. Um, so you alluded to it, but I'm gonna ask you the question anyways. Um, you've been at this for over three decades, and you sound so old.

SPEAKER_01 25:05

And I don't feel old at all.

SPEAKER_00 25:07

Well, no, you don't act old either. Well, I mean, you see those memes going around. Well, no, you see those memes going around of like the Gen Xers, which we both are. Yeah, and it's like Gen Xers, they are mid-50s or 50. They um look 40 or 30, yeah, and they act 20.

SPEAKER_01 25:29

I actually said, I said that to my youngest son a couple weeks ago. He was he was coming home and my husband and I were leaving, and he's like, it was like a Tuesday night, right? And he's like, What are you doing? And we're like, we're going on a date. He's like, You're going on a date on Tuesday, and we're like, dude, you graduate in a few weeks. We are empty nesters. We're basically 20 somethings with money now. Watch out.

SPEAKER_00 25:50

Okay, we're gonna cue this up for three years from now because I'm right behind you. Um, so what I was gonna ask is, like, you know, from a from a learning perspective, I mean you've got so many years of you know, ups, downs. Is there is there one learning that sticks out amongst the others in terms of like how its impact on how you think and look at the at what you're doing now? I mean, we ask this question every week, so I don't know like You're like, I don't know why you're shocked by that question, man.

SPEAKER_01 26:29

True. Oh, I actually think, and this is you know, the answer would change over the years, right? But I think right now, my like my most profound lesson that I'm in, right, is to see people for who they are, love them for who they are. And again, to just recognize everybody is walking their own path in some fashion, right? Sometimes it's pretty, sometimes it's not so pretty. And to just, you know, remember that I've had plenty of areas where I was a shisho.

SPEAKER_00 27:03

So yeah. Yeah, I I mean, I think it's important just to, you know, maybe sit in there a second because what we see online, social media, like nobody's perfect.

SPEAKER_01 27:16

And I'm not perfect.

SPEAKER_00 27:18

Everybody's I mean, literally, everybody has got their own shit they're dealing with. Right?

SPEAKER_01 27:23

Well, and I think and I just think everybody's learning their own lessons.

SPEAKER_00 27:26

Yeah.

SPEAKER_01 27:27

Right? So if you put it in that perspective, right? I I mean I joke all the time that I'm just failing forward, right? Very similar to me hiking. If anybody's hiked with me, right, I'm probably gonna take a few falls along the way. Um, I'm just failing forward most of the time and trying to make you know make that next right move. And if you realize if I'm that, probably everybody around me is that, right? And uh I don't know, just gotta let go of judgment about that.

SPEAKER_00 28:00

Yeah, I'll leave that on. That's that that's something if I could say out out of what we've talked about today is is yo, you can control your, I'm sorry, you can't control your first thought, but you can your second. And so in our moments of judgment, if we can just say, okay, let's control our second thought, which is we don't know what that person's going through.

SPEAKER_01 28:19

Yep. Right, yeah, that is actually a beautiful thought. Yeah, that is that is the lesson I'm in, is to just try to. I I like the world better if I just assume the best of people for the most part. So I should just stay in that.

SPEAKER_00 28:34

Amen. Okay, so we ask every guest every week. So, like if this comes to a shock, like I'll be surprised. You're giggling over there. Everybody, like most everybody we talk to. I mean, you and I were talking about books, we talk about books every time we're together.

SPEAKER_01 28:50

Freaking love books. Yeah.

SPEAKER_00 28:52

Um, like what is a what's a a book or a piece of content that has left its mark that like either you're applying or continue to apply?

SPEAKER_01 29:02

So I right now, and you'll you know this one, like, because I I just haven't run across anything since that has taken its place. Unreasonable hospitality. I love it top to bottom. It is such a like show up in service item. I like it's it, I don't know. It's my it's my jam these days.

SPEAKER_00 29:25

Yeah, I mean, that book you introduced me to that book. And when you think about um the loan process, or you think about the real estate process, it doesn't give people good vibes. And so, you know, the fact that I've seen you and I've I've you've helped me out personally and with you know countless numbers of clients, like that ability to go above and beyond what they reasonably expect, making it different. That's important. I like I see you actually living it.

SPEAKER_01 30:01

Yeah, I try. Like I think about it all the time these days because it is, it's that be because I keep saying, you know, like buying a home should be fun, should be a celebration. Yeah, but it's not easy, nope, right? So it matters how we do it.

SPEAKER_00 30:21

Yep. Think about that, everybody. It matters how you do it, doesn't matter what you're doing.

SPEAKER_01 30:27

It just matters how.

SPEAKER_00 30:29

How how you show up, yeah. Be different. Be different. Okay, so thank you for this. This has been awesome. And we just like did it on the fly. I love it.

SPEAKER_02 30:38

That's fun. Yeah.

SPEAKER_00 30:40

Um, okay, where can people find you? Because here's what I know is you're so likable and you got such this awesome fun energy. But deep down, like you're competitive and you want to win, and but you want everybody to win.

SPEAKER_01 30:53

I was gonna say, but also I love helping other people win.

SPEAKER_00 30:56

You do. So if people want to find you, where can they find you?

SPEAKER_01 31:00

Uh, you can find me on social media at mortgages by Mandy.

SPEAKER_00 31:05

With an eye.

SPEAKER_01 31:06

What's that? With an eye. With an eye. That's a good point. Mandy with an eye. But mortgages by Mandy is is my handle on most things. Um, you can find we have a website, wisehomelending.com. You can find me there. I mean it, you know.

SPEAKER_00 31:22

Yeah. I mean reach out. And you know what? If you follow her, you're gonna see all the shenanigans that she does. Whether it's her and her team, her and her group of girlfriends, or her and her husband, they just do shenanigans.

SPEAKER_01 31:32

Yeah.

SPEAKER_00 31:32

Love it.

SPEAKER_01 31:32

Because life is short.

SPEAKER_00 31:33

All right. So if you guys have um, if you guys have found value in um today's episode, go ahead and like this episode, share this episode, follow us, grind design. Um, we'll be back again next week with another guest. Uh, appreciate you guys listening. Go have a great day. Thank you, everybody. Thanks, Manny, for doing this.

SPEAKER_01 31:54

Of course.