Get Better Every Day

Transcript

The Daily Get Better Mindset

SPEAKER_00 0:00

At the end of every day, look at yourself in the mirror and ask, did I get better today? Monday, get better. Tuesday, get better. Wednesday, get better. If you do that for five years, ten years, fifteen years, how much better will you be? Are you getting better every single day? That's the real question. And it all comes down to taking small steps. You don't have to accomplish everything in one day or even one week. Just focus on getting a little better every single day.

Mark Jones 0:32

And welcome back to another episode of Real Estate AF, where the AF stands for and finance, and I'm your host, Mark Jones, and we are powered by Lone Bot, Smarter Mortgage Matching, available on the App Store and Google Play. And today I have a special guest that uh joined us from the great state of Idaho, and he's going to be just telling us about himself, kind of the journey that he's taken. And then I've got some questions for him. And this gentleman is someone I recently met and look up to pretty quickly. So without further ado, Brian Neville. Brian, how are you?

SPEAKER_01 1:04

I'm good, man. I'm good. Thanks. Thanks for the invite to be to be on the podcast.

Mark Jones 1:08

I'm glad you were able to come to San Antonio and come through the branch today. It's, I don't know, one of those things that should have probably I should have made a trip up there something sooner because you're a cool cat, man. Truly.

unknown 1:21

Yeah, really.

SPEAKER_01 1:23

I appreciate it. I appreciate it.

Mark Jones 1:24

So before we dive into any of the topics we have, I want to give you just a brief moment. Tell our listeners who you are, how long you've been in the mortgage business, what got you into the mortgage business, and kind of where you're at now.

SPEAKER_01 1:35

Yeah. Well, as you mentioned, name is Brian. It's Brian Neville.

Mark Jones 1:39

Neville. Neville. I like it.

SPEAKER_01 1:41

I've heard it all, but yeah, Brian Neville. So work with Premier Mortgage Resources. You'll see in some places the title's VP of production, but they've actually changed it to divisional director. Okay. And so I'm one of three divisionals and and we run the sales side and and love it, man. Premier is a great company.

Mark Jones 1:59

You are over a specific region or the whole thing of specific, yeah.

SPEAKER_01 2:06

Specific division, which covers, you know, I don't know, eight or nine states, but mountain states all the way south into Texas.

Mark Jones 2:12

Love it. Love it.

SPEAKER_01 2:13

So what got you into this business? I, you know, when I was in college, I I started actually, I wanted to be a dentist. Okay. Okay. And and decided I didn't want to be in somebody's mouth, you know, 24-7, and made, you know, made a quick left there and ended up in financial services. Okay. And we were actually referring mortgage business to a broker at the time. Okay. And this is back in the mid-90s, and that looked fun. And it was the Wild West back then. So eventually made a change into mortgage, worked as a as a broker. Okay. Buddy of mine did not know what I was doing, but you know, we were slanging loans. And it was a lot of fun. And and it gets its hooks in you. You know, once you get into the business, it's tough to get out.

Mark Jones 2:54

You get a little taste of it.

SPEAKER_01 2:55

Exactly. Yeah. And so that was out, that was out in Utah, a little town called Springville. Okay. And we had an office there. And and and then eventually a good buddy of mine who's now the CEO of of uh Optimal Blue. No way. Joe Tyrone. Okay, that's right. We talked about that. Very cool. That I grew up with, kind of like an older brother, but he recruited me down to uh back to California where I grew up to work for a company that he ran and and kind of got my start there. And I've been in it ever since.

Mark Jones 3:23

So the broader or the majority of your career was spent in California doing bigger loans.

SPEAKER_01 3:31

No, actually, actually, so I grew up in California, grew up in the Bay Area, North Bay, and a little town called Vallejo, B Town is what we called it. And it it is the hood. Grew up in the hood and left, went away to BYU. Went away to school there and and then wanted to move back to California. I'd loved it. So my wife and and our our first child moved back to California. We we spent a couple of years there and decided this isn't really where we wanted to raise our family. Yeah. Smart move. So we yeah, yeah. So we we relocated to Idaho and and have been there since 2000 and love it. So and I've been in the mortgage business the entire time. Yeah, I was in wholesale for a little bit, but retail the majority of the time. Okay. And most of it out of out of Idaho.

Mark Jones 4:15

Okay. Very good. Yeah. Idaho's got some powerhouse companies that you wouldn't realize, but Premier Mortgage Resources is one of them.

SPEAKER_01 4:23

Definitely. Definitely. So how did you end up with these guys? Well, you know, they were they're based in Idaho. I lived in Idaho. We've run across each other quite a bit, had gotten to know Corey Swain, the CEO, Mandy, his wife, who's a monster producer. Absolutely. And that that that familiarity with them, you know, when when it was time to make a change, I was actually with a company for about 10 years that was acquired by another company, and it wasn't a good fit. The acquiring company just wasn't a good fit for me. And so I started to look around and and met with Corey a few times. And I I know people that work over there, and I felt like it was a good fit. And it has been. So it'd be great. Yeah.

Mark Jones 5:01

And you've been with PMR for how long now?

SPEAKER_01 5:04

A little over a year. Okay, good deal. Yeah, a year and three months.

AI, Market Change, And Real Value

Mark Jones 5:06

Okay. So not too far behind me. And I will tell you, and just for the listeners to know, our branded name is I think Mortgage. We are under Premier Mortgage Resources. So they're our parent company, so to speak, and provide us with support technology. If you need a shoulder to cry on or anybody to listen to, you may need to try a different department. No, I'm kidding. But yeah, I'm loving the transition that we made and definitely see some fruits as we regrow our business here in San Antonio. Awesome. That being said, I've got some questions that I want to get your perspective on because you have a national national bird's eye view, just to see a different perspective on things. And as we know, the the vantage point from your angle versus mine is gonna be different. At least I hope, you know. So real quick, I've got some questions for you. And let's see what we have on the answer table. Let's go with the first one. Because you oversee production at a high level, what are you seeing out there right now that the average loan officer may be too buried in their own pipeline to even notice?

SPEAKER_01 6:17

That's a good question. I mean, I uh the market's changing, you know, and we're we're hearing that. But you know, it's I think technology, you know, you hear a lot about AI. I think that there is a market that's changing. And I think that loan officers, the ones that are weak, the ones that that aren't adding a lot of value, I think are gonna get weeded out. And I I think that if you want to be in this game long term, I think you need to first of all be extremely good at what you do. I you need to add value. Absolutely. And I think that's what's gonna separate the human from from non-human intervention, you know, AI and things like that, because they are gonna take a part of the the process, which is gonna be great for those that can add value. Yeah. So I think that first of all, you got to be really good at your craft, and I think the bar is set so low in our industry. Man, and I mean, what do you think about that?

Mark Jones 7:07

I have to agree with that 1000%. We actually discuss this topic in just about every episode that we have, and it is not a fine line that separates the ones that have it to become a top producer and those that don't.

SPEAKER_01 7:24

Yeah.

Mark Jones 7:24

There may be plenty that have it and haven't found their groove, but they've got that work ethic, that ability to be consistent with things, the tenacity to go forth no matter what the obstacle is. And then you've got the ones that are going through the motions. And fortunately for someone like myself, there's way more of the other ones going through the motions than there are of the real producers.

SPEAKER_01 7:45

Yeah.

Mark Jones 7:46

Those that are not necessarily full-time, those that got in this to make extra money and then realized, holy cow, this is a real full-time gig, they're gonna have a tough time. And we're seeing it now, both on the real estate and the mortgage side.

SPEAKER_01 8:01

Yeah. Yeah. I was gonna, yeah, as you said that, I was just thinking, you know, that's that's prevalent within the real estate community too. You know, so yeah, I think that if you'll as an LO, I mean, the fact that the bar is set so low, I think that's that's good news for you. If you're willing to come in, take it serious, be a professional, and and really get after it, yeah, there's there's tons of opportunity to make a great living and and uh really control your destiny. But yeah, if you're if you're not willing to really get after it, then yeah, you're gonna struggle. And you know, it's it's a tough business if you're not uh if you're not willing to really put your hands on it.

Mark Jones 8:36

And what I see a lot of is the lack of ownership in it being your own business. Loan officers jumping into the business and thinking that they're supposed to be this perfect roadmap for as if it was like a call center job. And it's just not. You get to shape what your business practices are each day, your routines, what uh customers, what realtors you want to work with, who you want to be known for, etc. But I see a lot of people that haven't figured that part out and they're just going through those motions.

SPEAKER_01 9:09

Yeah, absolutely. I would agree.

Process Over Panic For Producers

Mark Jones 9:11

Yeah, so here's the next one. I want to know what currently top producers are doing differently that is keeping their emotional sa uh sanity and their opportunities in abundance, if that makes sense. In a world of scarcity, how do they keep the perspective of abundance?

SPEAKER_01 9:35

Yeah, I uh you know, as you say that, the first thing that comes to mind is they're they're process driven, and that's what they focus on is the process, the results, yeah, you know, closed loans, income. That that's that that's really just and you know, that comes after the consistency of just day in, day out working your process. So processes look different, but the consistency piece is the key. Yeah. And I think if because you can control that regardless of what's going on around you, you can control what you do every day. And you know, if you're doing the right things, the basics, it doesn't have to be anything, you know, you know, too creative. It really doesn't. You're right. It's the same stuff people have been doing for the last 20 years. If you will do that every single day, you will you will have results. You'll you'll close loans, you'll make money. But I think when you get too worried about where rates are going, right, what AI or technology, how that's going to impact your business, whatever it is, if you get distracted and you get you get away from just consistently, you know, focusing on the process, yeah, that that's when you you start to struggle and you start to worry about you know what's going on, things you can't control. Yeah. And so I think if you stay focused on those things, you know, good communication, you know, technically knowing what you're doing, you know, focusing on delivering on your commitments, yeah, closing on time, the basic things, and and you're out in front of people and communicating, you know, effectively, selling yourself a little bit. You know, you can do really well in this business. Yeah, and totally it doesn't take a ton of brain cells to be, you know, pretty good at what we're doing.

Lead Sources Beyond Realtor Referrals

Mark Jones 11:11

So JC, guys, that's literally why I have this sign is this industry, people tend to make it harder than it needs to be. It is not rocket science, don't make it rocket science. And that's just a reminder. If I ever get too technical on you guys, just say, hey, rocket scientist, you know. But I had a question that popped in my head while we were talking about that is hey realtors, AI is not replacing you, but it will replace the lazy agent. And we all know that AI is moving fast and changing the real estate industry even faster. And here is how you stay ahead as a realtor in today's market. What's up, guys? It's Mark Jones, and in this series, I'm going to break down how you actually use AI in real estate and mortgage without the nerdy fluff. You, from your broader perspective, are you seeing a shift in the let's call it the pools that loan officers are dipping their rod into? And what I mean by that is, are you seeing a shift from more real estate-driven leads or dependency to a more consumer-direct approach, working their book of business because they've had to in the last several years? What are you seeing out there?

SPEAKER_01 12:28

Yeah, it depends on who you talk to. Two shit. You know, yeah. I had I had a conversation this morning, and and the, you know, the the individual I was talking to is is really, really concerned about that lead generation. And that that was one of their pillars as far as, you know, where am I going to get my business? You know, there's a lot of of other outside parties trying to take yeah, take the realtor's business. And so that referral relationship is less dependable than it's been in the past for him. Yeah. And so he's really trying to figure out, you know, how can I generate how how can I generate my own leads and push those back to my real estate partner, which I think is a great, you know, great thing to think about. A lot of people have been trying to do that for years. Correct. Because the concept makes a ton of sense, but it it it can be challenging. Yeah, it can be challenging. But it requires, though, that you, I mean, you've got to get out there and you've got to, you know, you've got to work hard at at whether you're trying to generate leads online or gen generate leads through you know other channels of business. So maybe you're going after employers or specific groups with specific needs. Yeah. It it still takes a ton of work. And so you've got to, but you've got to keep your head down and stay after it. Eventually you can figure it out, but you know, it's not something you're going to figure out in a few weeks.

Mark Jones 13:45

I really do think that anyone can figure that out. Like you said, that is what I hang my hat on as far as how I got my business starting in this industry, utilizing social media to leverage, and then got to the point that I was getting so many referrals that I had to kind of step away from that logic to take care of all the realtors that I was already giving deals to.

SPEAKER_01 14:08

So let me let me so let me let's dig into that. So you were getting so many referrals that you had to kind of stop and figure out how to deal with those.

Mark Jones 14:18

Not necessarily how to deal with those. And at the time, I had not had a business coach yet. I had not had formal training or anything like that. I'm flying by the seat of my pants, being me on social media. And at the time, I wasn't promoting mortgage stuff, I was just promoting me very heavily.

SPEAKER_01 14:34

Yeah.

Mark Jones 14:35

And as those came in, I would shell them out to realtors after I got them pre-qualified, fix their credit, what have you. And at a certain point, I had built enough relationships that I neglected this side of the business. Yeah, that makes it what got me there.

SPEAKER_01 14:52

Gotcha.

Mark Jones 14:53

Doesn't mean that that stopped, but at the point where I realized I'm already a branch manager, I've got my team that I don't want to overshadow my loan officers as far as the marketing efforts, etc. So over the past, let's say, year, I've been doing all of the activities, and that's really what it takes is you start doing these kind of activities, you're gonna get that kind of business. And it requires, and and this is kind of a bonus for those listening. Posting on social media constantly, right? It's not enough. You've got to get out in the community, you've got to be your biggest billboard, you've got to shake hands, kiss babies, take every opportunity in the community to get people to know you. Because let's face it, if you're only doing business with friends, we'd all be broke, right? So get out there and meet new friends. That's the concept of this. Be transparent, be who you are, because when they actually work with you and you're not who you portray to be, chances are that one's done, you know?

SPEAKER_01 15:50

Yeah. So yeah, no, that's a good question. Well, let me let me ask you a follow-up to that. So if you're new in the business, uh say you're a new LO or you're an old dog, sure, and you want to kind of reinvent yourself a little bit, make some adjustments that need to be made, and you really want to try and drive some business through social media, what what would you get, you know, what would you tell them to do?

Mark Jones 16:10

Give them like I would say you're you're you're first, I think before you begin to post, and and the things are gonna sound very redundant because it is true, you you post consistently, stay true to your brand, stay true to your message, uh instead of the post itself being more industry specific, have them be more you specific and then sprinkle some industry on it. So the 80-20 rule, it's now like 90-10, 90 personal 10% of what you do. But before you do any of that, you've got to determine what do you want your brand to be, who do you want to work with, what kind of business do you want to do, and that needs to be embedded in everything that you post, everything that you do, everything that's front-facing to the public. Because that's realistically, in my opinion, as technology continues to do what it does as quickly as it does, and we're talking exponentially, yeah, yeah, yeah. There's gonna be so many brands out there that are pushing almost the same thing as you. You'll have to basically determine what separates you from everyone else and put that in the forefront right now. Because if not, you you get lost in all of the noise. And I think that your Zillows, your realtor.coms, those are gonna get even bigger. Yeah, they're gonna continue to buy who they're buying. And I don't want to say it's a monopoly, but realtors, lenders, we're allowing it to happen. I mean, where did you get your last lead from? Did they take 30% of your commission? Okay, well, thanks. Yeah, you know, for moving that needle closer to them taking over, you know. But yeah, I hope that answered the question.

Affordability Pressures By Local Market

SPEAKER_01 17:49

Yeah, it does. It does.

Mark Jones 17:50

So yeah, let's see here, recruiting. What's a loan officer feel like across the okay? So since you cover such a wide area, I would imagine that you have quick one-on-ones with your loan officers, branch managers like you do with me, getting kind of a pulse on how they're doing, what they're feeling, what how's it going? What is the overall sentiment, transparently, from a broad audience of who you're those that report to you?

SPEAKER_01 18:21

Yeah, you know, sentiment regarding the market, right? The market, yeah. That's funny. When I pulled up in your you know, your parking lot here just a few minutes ago, I was on the on the phone with one of our branch managers up in Montana.

Mark Jones 18:32

Okay.

SPEAKER_01 18:33

And he was commenting on another branch manager in another part of the division who's extremely busy where he's feeling, you know, pretty slow market. And really, it kind of depends on where you're at. You know, some of those, some of the markets in my division, you know, cost of housing's gone up so much that yeah, it just slows.

Mark Jones 18:51

There's no first-time home buyer opportunities.

SPEAKER_01 18:53

It's tough, man. It's really tough. And so they've had to get, you know, creative in you know, trying to help people buy homes. You know, you've seen people moving from stick built to more affordable options, manufactured homes, things like that. So, and we as lenders have had to figure out how to support that move.

Mark Jones 19:10

Yeah.

SPEAKER_01 19:11

And so, you know, we've got we've got lenders within our division, LOs within our division, branch managers that are really trying to facilitate that and and make sure we can support that move for buyers. But yeah, it's it really kind of depends on the market you're in. You know, affordability is driving a lot of it. And as rates move up and down, that that has an impact on for affordability as well.

Mark Jones 19:30

So that makes sense.

SPEAKER_01 19:32

So sentiment is is is good, but you know, they're always trying to find ways to drive more business, you know, and and and help with the transaction. You know, there's demand out there, it's just if they can afford it. And you know, what can we do to help that?

Mark Jones 19:46

That is very true. And I've got a solution to that for those of you loan officers out there that are battling the real reality of not having affordable homes for your first-time home buyers. You can refer them to a Texas loan officer and get yourself a uh a split or something. We're here for you. Plenty of room in Texas. No, okay, so that makes sense. So it's kind of a mixed bag dependent upon where you're asking.

SPEAKER_01 20:15

Yeah.

Mark Jones 20:15

Let's see here.

Recruiting Shifts Toward Listening First

SPEAKER_01 20:16

At least in regards to affordability. Yeah. That's a that's a big that's a big deal. That's a big part of what we're doing.

Mark Jones 20:21

That makes sense. So this last segment is more so about let's say the I don't know if this is the biggest value add or not, but definitely a huge value add, which is recruiting for a premiere in your capacity. In your years of being in the position that you're in, you haven't always been here with PMR, but I'm sure similar situations and and positions, duties, responsibilities. Has the level or way that you go about recruiting changed or evolved? And if so, has it been quick over tons of time? What are you seeing differences in how you're having to recruit? And then I'll go a little further in depth on that once.

SPEAKER_01 21:10

Yeah. Yeah. I mean, part of that is is just learned, you know, on my end. I've had to educate myself as I've you know gone through the kind of the recruiting development process or recruiter development process. And I I part of it is I just I just I've learned to listen more.

Mark Jones 21:28

Yeah.

SPEAKER_01 21:29

You know, I mean, I was selling before, you know, you're excited about what you have, you you've got a good company, you're you're trying to push that. Yes. I don't really do that anymore. You know, I mean, what I'm doing is is listening to make sure that it's a good fit. I mean, you know, I don't want to bring somebody on board that's not a good fit with PMR. You're right. No one wants we don't, I don't need that. That's that's a waste of my time, it's a waste of their time. I want someone to to come aboard and be, you know, extremely happy they made a decision to to to join PMR. And I think PMR has got a phenomenal platform. But it's not for everybody. Yeah. You know, it's it's for the right, the right person. So I need to listen. And so I've learned to do that. And, you know, we all have a tendency to want to, you know, want to share, but yeah, you really got to listen to make sure you know what this potential recruit is really looking for. You know, they've got certain things that they know they need to build their business. And so it's up to me to ask and and and make sure where it fits.

Mark Jones 22:23

And that that'll be the part of the next segment that we shift to. But before we do, I just want to add you saying that and me thinking back to when we first had our discussion. Matter of fact, it was a first quick phone call. And then the second one was where, dude, you straight up listened uh to all of the stuff. And I've got a lot of baggage, so to speak. Podcast, this, that, Lone Bot. He's like, what the hell? But you did do a great deal of listening, and you also did not tell me for sure answers until you knew. And I appreciated the hell out of that.

SPEAKER_01 22:59

Yeah.

Mark Jones 22:59

Yeah. Well, I mean versus somebody that is selling, like you said.

SPEAKER_01 23:04

I'm definitely one that will try and undercommit and over-deliver. Yeah. And that's, I mean, and I'll do my very, very best to communicate facts rather than you know what I think you want to hear. You know what I mean?

Mark Jones 23:17

And so that's just what it tells me is you probably were a great loan officer when you were slinging loans, because that is something that, as a loan officer, they need to adopt if they haven't already. And those that have been in the business know what I'm talking about, is being honest, giving proper expectations, don't sell, educate, those kind of things are what is separating the ones that are producing today versus the ones that are not.

SPEAKER_01 23:44

Yeah, 100%.

Why Platform And Operations Matter

Mark Jones 23:45

If that makes sense. Yeah. So in regards to the recruiting piece, as we know, it's all about timing and more so after that piece, what are you seeing or hearing in regards to requests, needs, wants from loan officers out there?

SPEAKER_01 24:06

Yeah. Well, you know, PMR is a we're we're kind of a larger boutique. Yeah, I have to agree. You know what I mean?

Mark Jones 24:14

That's kind of, I mean, we you know it is a very man feel in the sense that it's close, tight-knit, family-oriented, autonomy to do what you need to do, but also the proper safeguards that keep you from getting in trouble.

SPEAKER_01 24:28

Yeah. That's what I love. Yeah, we're we're a good size company. You know, we we've got the resources we need to really support the loan officers, the branch managers, but we're not we're not so big where there's a ton of red tape within the company. And you know, as you get bigger, I mean, just to manage effectively, you got to have more red tape. You got to have more lines that people have to stay within to really kind of keep things at least moving the way they need to. So we haven't really gotten to that that stage. So we're at it, we're at a you know, we're at a good size right now. And and the people I'm talking to, by the time I'm really getting getting into serious conversations, they're looking for that size company. Yeah, they're looking for support, but they also want to be individuals. You know, I I look at you and you've got a unique brand, a unique way of doing business. Not everybody's gonna be a Mark Jones, you know what I mean? But you need a big or you need a good platform so that you can do what you want to do. You need to know your loans are getting closed, you need to know that things are working well. If you're constantly worried about just getting a loan through the system, you can't be creative. That's right. You can't, you can't really do what you do. And so I think we provide that. And a lot of the people I'm I'm talking to are looking for that. I'm also talking to people that operate on a real small scale right now, brokers and things like that, that have gone out on their own and and really are wanting to scale. They're wanting to do more loans. And I'm starting to talk to some of these people because they feel like they need more resources to do that. So yeah, I'm having those conversations.

Mark Jones 25:58

And I figured that was only a matter of time before all of the bankers that jumped over to broker to essentially most of them didn't have a team yet, didn't have all of the stuff built to be top producer level. So they were just trying to get more money and and provide more rates at the same time. And for me, I had always known it's only a matter of time before the ones that actually do have the ability to grow their pipeline back up realize that holy cow, I can't run a team on these margins.

SPEAKER_01 26:28

Yeah. Yeah. You know, yeah, there's a there's a balance in there. I mean, price is important. So you've got to be competitive. And I think that's what you know, that shift forced bankers, you know, mortgage bankers to get more competitive. I mean, that that move was healthy. It was healthy, I think, for the market. But, you know, you've got to have resources as well. So there's a balance there. And, you know, I think that a smaller IMB that's run really well, like PMR. I mean, Corey Swain, the CEO, does a phenomenal job of running the business. And what that does, that keeps that keeps us from being, you know, to have a having a bloated cost structure, and we can stay competitive from a standpoint of rates and and the economic side of the business is kept in check. And that's that's important because there's a lot of IMBs that that get so big that it it's too expensive to run and they're no longer competitive.

Mark Jones 27:19

Absolutely. No, you hit it on the head. And and what I appreciate the most from PMR thus far is their processes. You had mentioned it earlier that that's an important thing for a loan officer. It's true. And PMR has done a great job. And I feel as though it's like Mandy's brain in the infrastructure of the company, which is great because she didn't get to top producer level guessing.

SPEAKER_01 27:44

Yeah.

Mark Jones 27:45

She got there by putting processes in play, repeating those processes, and then essentially duplicating them with others. And now it's on a mass or larger scale that I feel like when I'm originating it all makes sense. It's time to do one-time construction. Okay, that's this process. It's time to do a bond loan. Okay, you need to do this, this, this, and now that's that process. Yeah. I think loan officers are very ADD ADHD and need to have those processes in place because without them, we're just lying by the seat of our pants, and you can't get very far doing that.

SPEAKER_01 28:19

Yeah.

Mark Jones 28:20

I agree. Only so far you can get doing that.

SPEAKER_01 28:22

Yeah. Yeah. Corey and Mandy make a great, they make a great team. You know, he's a great operator, and she's, you know, she brings all that street, street smarts from doing, you know, the kind of volume that she does, you know, 150, 160 million a year. I mean, you you learn things. If there's an issue, she picks up on it very quickly, and and she's got significant influence with you know with the company. So they're not insulated from the street. You know what I mean? They're the street is they're in the street. Yeah, yeah, they are. They really are, and that makes a huge impact on the way the companies run. And it really is a company that's focused on giving the producer what they need to be successful.

Mark Jones 29:00

Kind of like some premier mortgage resources.

SPEAKER_01 29:04

No doubt. They do a good job. It is premiere, man.

Final Advice And How To Connect

Mark Jones 29:07

I do agree with that. Well, where are we at on time? 33 minutes. Look at that. Right on the dot, man. Well, Brian, this has been great. Is there anything that you want to add to the end of this for the folks out there, maybe loan officers, maybe branch managers? Who knows? Maybe those looking for a new home.

SPEAKER_01 29:28

Yeah. Yeah. I mean, really just reiterate what I've already said is that, you know, Premier is a phenomenal company, great platform for producers. And I would, I would encourage them to, you know, take a closer look. If it's something that they, if they're not sure if they're in the right spot to really maximize their potential, take a look at what we've got to offer. You know, come and, you know, we'll uh we'll lift the hood up for you and let you take a look at the details and who might be a great fit. We're growing, we're going to continue to grow, and and so we'd be excited to to share with you what we've got.

Mark Jones 29:57

That's awesome. Brian, I appreciate this impromptu quick segment getting to get you in the studio, uh, ask you some some tough questions. I've enjoyed it, man.

SPEAKER_01 30:06

This is all this is cool.

Mark Jones 30:07

Thank you. Heck yeah. So for those of you out there, kind of a tidbit of advice, and Brian mentioned it a minute ago, and it's something that PMR does well. And I'm not just promoting PMR, but anyone out there, if you are in search of a new home, one of the biggest pieces from a branch manager, branch owner's perspective, especially if you're running your own PL, is for that company to open up the hood so that you can see under and what's going on. If a company is unwilling to share behind the scenes how they're doing business, who their investors are, how their warehouse lines work, et cetera, et cetera, there's probably something wrong under that hood. But I really appreciate Brian sharing this with us today. For those of you out there continuing to like and subscribe, please share this with somebody who may need this information. If you want to get in contact with Brian, I'll put all of his contact information in the description of this episode. But our commitment to you is to provide you experts, just like Brian here today, that will give it to you raw, real talk all the time, uh real estate AF.

SPEAKER_00 31:12

At the end of every day, and we will catch you on next yourself in the mirror, did I get better today? Monday, get better. Tuesday, get better. Wednesday, get better. If you do that for five years, ten years, fifteen years, how much better will you be? Are you getting better every single day? That's the real question. And it all comes down to taking small steps. You don't have to accomplish everything in one day or even one week. Just focus on getting a little better every single day.