SPEAKER_01 0:00

Welcome to the loan originator pools, the show for loan officers who want to know what's actually working in the market right now. I'm Courtney Lane Schaeffers, and every episode I'm going to sit down with originators and industry voices who are in the trenches and we get into the real tactics behind the numbers, the plays, the tools, and the habits driving today's top production. The pulse is produced by MMI1. So we use real production data to find the people worth learning from. And every conversation is built to send you back to your desk with at least one thing you can try this week. So let's get into it. Hey everyone, welcome back to our next episode of the Lone Originator Pulse. Joe is himself based out of the St. Louis area and his team that we're going to be really kind of focusing this conversation on. First integrity team with Supreme, also the Affinity team, I think is a part of your group as well. Given a few stats, and then I'm going to let Joe kind of give a little bit more details. But Joe, I think you guys are tracking to be right around like that, you know, like 130, you know, 130 mil, you know, year to date, um, as we're, you know, as we're talking now. And we're really, you know, kind of at the halfway point of the year. So give us a 20-second version of of your business, your team, who are you guys serving? You're in St. Louis, but what other areas do you service? And um and tell us a little bit about the group.

SPEAKER_03 1:47

Yeah, I think that's I'm sorry, when I said that it's it's year to date, is what will probably be about 120, 130 if things continue to go the way they are, that we're um the pace with the people we have on our team that we've brought over. So Perfect. Um, yeah, and you know, from uh I'm sorry, and Courtney, can you repeat your question then too? Because I just I was like, shit.

SPEAKER_01 2:10

No worries. I said give us a 20-second version of your business. So you're in St. Louis, but where's your team located? Where are you serving? You know, what kind of, you know, just a high-level overview of what the group is working on, you know, who are you serving, how long you've been doing it, et cetera, et cetera.

SPEAKER_03 2:27

So yeah, we're based in St. Louis. Um, Supreme headquarters are in Dallas, and I've got folks in different parts of Missouri and Texas, Florida, South Carolina, Tennessee as well. So, and um uh state of Washington also. We just added somebody there.

SPEAKER_01 2:47

Awesome, awesome.

SPEAKER_03 2:48

So we're kind of all over the country. Um, for the most part, we're we're about 80% traditional retail. Um, and then about 20% of our business for our region is through banks and credit unions, um, which we call at Supreme, that's the affinity team. So we run the affinity team for banks and credit unions with Supreme Lending as well. So what that means is we have the traditional lending, like I said, traditional retail, and then we operate for banks and credit unions almost sort of kind of like a white label, because you know, most of the people that are paying attention to this know that if you're gonna do one loan a year as delegated or through the agencies, it's a $200,000 overhead between technology and an underwriter. If you have a DE underwriter on staff, and so for a lot of these banks and credit unions, it doesn't make sense for them to do to have a full-fledged mortgage operation um with that kind of overhead. So we kind of fill in the gap for them with that, and that's and we rolled that out less than a year ago nationally to the whole company at Supreme 2. So we have that plus our traditional retail.

SPEAKER_01 3:58

Gotcha. And and remind um the folks, because as we're talking to you, um, you know, our guest on this show, you know, we have individuals, but then we also have folks like yourself who, you know, it's your team. So how many folks are on this team that you're managing that kind of make up this book of business?

SPEAKER_03 4:16

We have 19 people on our team between sales and operations. And then on the affinity side, it's every branch, every loan officer, um, every region at Supreme can sell our product as well. And so we help train them when they onboard. So if we have a new group come on or a new loan officer come on, we train them two to four weeks after they start on the affinity process so that they can add another arrow in their quiver for a product that they can sell and have a different referral referral source to.

SPEAKER_01 4:49

Perfect. And all right, so as we kind of jump in here and we talk about the pulse of the market and um and really, you know, taking a look at your business. What does the market look like for you and your team this year compared to that of last year?

SPEAKER_03 5:09

I think you know, we've done a few more refinances this year. I think there was a stat, it might have even been you guys that put it out, that um 50% of mortgages are now it six percent higher in rate. So um, but we're still primarily purchase-based. And um, which is from my standpoint, that's what we talk a lot about as a team because those are always going to be there. People always have to buy houses. I mean, refinances will too. But if we have if if we've learned anything over the past few years as an industry, we can't rely on refinances. So we're about um as a region, we're about 75%, just a little bit higher. We're just we're almost 76% purchase. So and the market for us, I think it's kind of one of those things where you can't interest rates just can't matter anymore. And you have to have that mindset. You need to be an expert, you need to understand how the market works, you need to understand what's going on in the market, because you have to be able to explain it because it's hard for the general consumer right now. That's it, and if you think about it, like if before any of us got in the industry, if we bought a house before, I mean, I remember my first house was seven and a half percent in 2002, I think, is when I bought it. And um but the rates were consistent, right? Right now, you might have a rate of a half percent difference in two weeks' time. And that's really hard for the consumer to understand. So while I say rates don't matter because they don't, you have to be able to find your business regardless. You have to be able to understand the rate environment and explain it to the consumer.

SPEAKER_01 6:46

Yeah. Well, and it's you know, some of the other guests that I've had on, you know, we talk about just how to understand the rate shopper, right? And that's what you have to be able to really communicate. And, you know, you're gonna have folks that are strictly gonna be a rate shopper, period, right? But you know, let's all face it, we're tomorrow it's not gonna be three percent, right? And and to your point, people still have to buy houses right now. So, like if you're waiting for it to go back to that, well, then you're gonna wait a little while before you're buying a house. Right.

SPEAKER_02 7:20

Right.

SPEAKER_01 7:20

So, you know, so rather than people waiting, they are having to make those moves. So then how, you know, how do we educate the borrower on the best move forward and to educate them about what's going on with the rate and why that could fluctuate, right?

SPEAKER_03 7:36

Absolutely.

SPEAKER_01 7:37

All right, so let's talk about um as we continue. Um, you know, one of the things you just said is working around the rate, right? But what's working for you now? And so, you know, one of the questions that I tend to, you know, ask folks is what is the one thing that really is driving the most business for your team right now? Is there any one particular product or avenue or want, or you know, what's driving your business right now and helping the team be successful?

SPEAKER_03 8:07

Well, what's driving our business, I mean, still the vast majority is traditional, right? But our percentages of additional products other than the agency products has gone has increased as well. So we've seen our um our traditional, you know, just call it conventional 30-year government 30-year fix, those that percentage has come down a little bit. And we've had an increase in our non-QM, in our jumbo. We're doing more HELOCs now, or we have a standalone second that's really strong. Um, our loan officers are going out. We've picked up more construction business as well because we have a really good construction program at Supreme. Um, so that's been great. We we just onboarded a um a uh manufactured home group right now, too. So um literally last week. And so there's we just have to be creative right now. And I think we're as an industry where you'll see the ones that succeed are the ones that are not willing to just stick with this is how I've always done it, this is what I always do. I'm a conventional 30-year fixed person, that's my wheelhouse. Great, that can still be your wheelhouse. However, you need to learn the other products now too, and you really need to know what your company has to offer from a product standpoint. I mean, we do we do a great job at Supreme. Our head of products, Rob Joy, does a monthly or twice a month just product review with the whole company, which a lot of my team members sit on because he'll highlight the products that are unique. Like we have a great hobby farm product, which is killer. And so we just we've got a great doctor program with 100% financing. And so there's just different things that it's important for people to pay attention to those niches now more than ever. As Sarah Middleton says all the time, the riches are in the niches, riches are in the niches. Just focus on that. And it's so true. So we've seen an increase in that. What might have been viewed historically as like almost exal auxiliary business, where it's like, yeah, we'll do it if we can or if we need to, but now we need to understand it. So and even in our regional meetings, we have a product review almost once a month where we do a highlight.

SPEAKER_01 10:16

So yeah, and and you know, I find more and more when I am speaking to folks, to your point, it's it's being creative, it's thinking outside of that box, right? Um, and and it's funny because one of the other questions that I that I tend to ask in this section is what do you feel like people are sleeping on? And you pretty much did answer it because you you said they're they're just settling for what they know. Right, absolutely. Instead of being, you know, like what else can I offer? What else can I learn about? What are the other products? And and that also goes to, I I get it, the organization itself, right? Like what products do you have to sell? And so, you know, but sometimes that may also trigger why someone moves or someone leaves somewhere else, right? Um, you know, I know I was speaking at um an event earlier this year, and someone was brand new to an organization, and I asked why. And they said, because this one product that they had, they're like, I've literally, you know, done XYZ with my business because I could offer that. And that's exactly why I moved, right? So um, so all right.

SPEAKER_03 11:23

And that's so crucial, and that's one of the beautiful things. Like we brought the hobby farm product that I talked about, we brought that over uh two years ago when I sold Supreme. And um, it's Rob, one of the first questions was like, All right, what products do we not have that you want? And if you ever hear of something in the marketplace that you don't think we have or it's really interesting, let me know because I want to add it. And I that to me was just a winning mentality. That yeah, the whole yes mentality thing is just so critical.

SPEAKER_01 11:54

Yeah. Yeah, a hundred percent. I mean, you know, there's there's that book, right? The book about, you know, um, I forget the actual title. I've got the book, um, but it's the yes book, right? And it's like, you know, why do we say no? Um, you know, when when we should be saying yes and then figuring out how to do it. Right. Um, you know, instead of it.

SPEAKER_03 12:15

You need to find the name of that book because I'm due for another one to stack on the minutes.

SPEAKER_01 12:19

It's right up here, I'm gonna get it before we hang up. I'm gonna get them in and and I'll show it to you. So, all right. So let's take a little bit more of a tactical um dive here and let's talk about um, you know, folks talk about their tech stack, right? They talk about what they use, they talk about what works, you know, what's working behind the scenes. Um, so you know, walk me through like what are the tools and the systems that are doing the heavy lifting for your team, you know, kind of behind the scenes, if you will, so that they still can be present and have that relationship, you know, with the folks that they're working with.

SPEAKER_03 12:55

I think it's a combination of things. And I think as salespeople, just we have a natural tendency to chase the shiny object. So I've had this conversation with every loan officer because we have, I mean, we it's almost like a library of different tech tools that we can use, and it can be overwhelming. And a lot of times, loan officers, once they hear the review for every single one, they're like, oh, I want all of them. Well, sure, of course you want all of them, but let's concentrate on a few that you're gonna use on a regular basis, become experts in those, and you know, move on from there. As Carol Burke stresses to me, she's as you know how wonderful Carol is, she's like, get one or two people on your team to become a super user of the product, and then I mean, and then everybody else will will, you know, jump on those tails as well. And it's so true. So, you know, one of the things that every single person on my team, and this is you guys did not pay me to say this, but is every single person on my team has monitor base. And I'd say at least half of them have MMI. Um, I don't know the exact number, but a good number of them have MMI, but every single one of them has monitor base. Um and to me, like I I still originate, and I'm not a big time originator like compared to what I used to be, but it's still for me, I view that it's one, it's important so that I understand what's going on. Um, I know what my loan officers are going through, but I get leads from monitor base. And to me, that's one of those things. If you're not spending the few dollars a month, then you're missing out. And it's stuff like that where it's like, what what can I what's another way to capture a little bit more business, a little bit bigger market share? And that's one of those tools. So that's a big tool that's important for me. Um, my whole team is on USHERPA now as well, so we use that. Um, and every single person on the team uses that. And to the to like Carol used to say, it, you know, or still says, it's we need superusers. So I've got a few super users for USHERPA now, and it's starting to, it's the same thing as with monitor base. Now they're starting to use it, they're all starting to talk about it, and so we're getting business from that as well. Because if you're not using your CRM the right way, just don't spend the money on it. Like don't use it, you know. And I I we've had this conversation. I mean, just like everybody, right? There's so many different things to do, but you need to use the tools that you have, otherwise, don't spend the money on it.

SPEAKER_01 15:26

Yeah. Yeah, no, I mean, fully agree. And and then I also agree, uh obviously, yes, we we all love Carol Burke, right? Um, and um, and and for you and I both, dear friends of ours for years, right? But also colleague for years, and she's right. Um, you know, so it's you know, I can say it all day long as someone that sits on, you know, the coaching side or the side of the product or whatever, but it's when folks see their peers being successful, it's when they see the tool in action working that then someone says, I want, yeah, I want to adopt that. I want that to work for me the same way. But if they don't, and they just think if they turn it on, magically it's all gonna happen. Like you have to do a little tiny bit, you know, to get ready, you know, to the next step. And yes, there are some tools that I mean, even our tools, right? That you can turn it on and and out of the box, you know, you immediately, you know, have activity. Monitor base alone, right? Monitor base is gonna give you the trigger. What you do with it is how, you know, is how you now become successful, right? Because if you don't take action and you don't take action at the right time, well, then quite honestly, what was the point of even why you paid for the trigger?

SPEAKER_03 16:52

Right. Absolutely. Right. Well, and we've I mean you've over the years, you've jumped on with our team too to do trainings at the previous company that shall remain nameless, right? And but you know, and you you're great, and you can teach them and you can show them all the bells and whistles, and you can tell them all the best practices as you've done. But they actually have to take action. They actually have to do what they learned from you, and then things happen. If they don't do that, then I mean, you're just paying for another bell and whistle, right? Um, the other thing that I when you were bringing about bringing up monitor base and instant business almost, we just onboarded uh a lady that came over, she's been in the business for you know over 20 years, and she didn't have access to her old pipeline. And so this, I mean, so we turned on, or we're in the process, I don't know if it's live yet, but turned on MMI for her so she could access Refinder and pull her whole entire pipeline. I think it goes back what 10 years? So it's like, come on. Like, and I bet there's tons of people in the industry that know and probably even use MMI right now. I bet I have people on my team that are like this that don't know they can access their old database from that and then import it to the CRM. And here you go. Now you've got more, a bigger database, more customers to reach out to. And it's just, yeah, those tools use the tools that you have.

SPEAKER_01 18:18

Yeah, 100%. Um, well, we're talking about past book of um business, and then that's going to lead me to the next conversation. So in a past book of business, you also have your referral partners, right? Your past referral partners. So how does your team or how do you encourage your team to continuously stay top of mind with those referral partners? You know, some folks they get hung up on, you know, if they contact them too much, am I annoying, right? You know, like what's that sweet spot? How do you manage that relationship? Because statistically, it's easier to get repeat business from your existing customers, right? And your referral partners, your agents, are your customers, no different than your borrowers, right? So technically, you should be getting that one more deal. You know, you said if you could close one more deal, right? Well, if you close one more deal with all of your referral partners, I mean, there you go.

SPEAKER_03 19:20

What kind of boat are you buying, right?

SPEAKER_01 19:21

Yeah, yeah. So how do you encourage the team? How does your team actually stay very top of mind, connected, get that repeat business?

SPEAKER_03 19:31

It's funny because I I actually did a video on this recently, but for recruiting, because you there is that fine line. Like if you don't stay in front of them, then you're gonna lose them, they're gonna go to somebody else. It's the same way with recruiting. If you don't, if you if you're too persistent, then you you're you run the risk of being the annoying salesperson, right? So there's that fine line. And frankly, from my standpoint, that's a communication conversation in the beginning. It's you ask that question what let's let's agree to a path and a plan for communication that works for both of us. And that's that type set expectations from the very beginning. And if you do that, you know that fine line to straddle. But you should be, and every single one of we talk about this on our sales calls on a regular basis. All right, who's had the best listing agent and listing agent engagement recently? Who had the best meeting? What was it, you know, because you have to attack all angles, but you set expectations from the very beginning. Hey, I'm gonna work my tail off, I'm gonna do a great job, and I'm gonna stay in constant communication with you from there on out. How would you like how would you like me to communicate with you? And then if it's a tr and hopefully it gives you the opportunity to turn them into a referral partner, and that's the whole point of this, right? Is you wanna wow them with your communication, you want to wow them with your service, you do what you say you're gonna do, and people unfortunately not enough people do that. And so then once they become the referral partner, what is your cadence? You know, I've got one loan officer, she does a great job. She does weekly um sales meetings with her whole like a smile and dial session, so they get together, and it's this revolving door of people that are they it's almost like open house style. They come when they're available, and they all together as a group call past customers and use the database like they should. Call pre-approvals that have gotten stagnant together. And so she's almost there, they have fun doing it, they work as a team together to do it, and it's just a brilliant way to engage. And that's something that, once again, though, she sets that expectation up front. Like, hey, how do you want to handle this? I have this group, we do a smile and dial on Tuesdays, and you know, I'd love for you to participate. I'm gonna send out invites. Here's how it's here's how often I communicate, here's what we talk about. Would you like to participate? Right? And it's just a conversation. And if you if everybody knows what the expectations are from the beginning on how often and how you're going to communicate, people don't get annoyed.

SPEAKER_01 22:10

Yeah.

SPEAKER_03 22:10

That was a really long-winded answer, Courtney.

SPEAKER_01 22:13

That is really a great answer, though. And I love smile and dial. Um by the way. Um, I might coin that.

SPEAKER_03 22:20

Um, Kira, she got the smile. It's Kiera Smile and Dial. There you go.

SPEAKER_00 22:28

There you go. Oh, wait, I know Kira. Oh my god, goodness. See, that makes total sense.

SPEAKER_02 22:34

Yeah, you're gonna have to figure it out.

SPEAKER_00 22:36

She's a rock star.

SPEAKER_01 22:38

She is she's a rock star, so we should have we should have her on separately. I'm noting that. Tell her I'm reaching out to her. She's coming on um because she is, she's a rock star and she kills it on social. Um, like, yeah, she's amazing. So um, all right, and and by the way, also comes with the best outfits to the events. I also want to say that. So um, so I I have no idea what she's coming to Dallas with this year, but I'm just I know I don't I don't even know what our theme.

SPEAKER_03 23:10

I'm sure we published it, and shame on me, but I'm really curious what the theme was because last year's theme was so fun.

SPEAKER_01 23:16

Yeah, last year's was the 70s, but um I don't recall what the theme was either. I I don't know that it was published, was it? I'm not sure.

SPEAKER_03 23:25

I'll have to you brought it too, just you know, you brought it also.

SPEAKER_01 23:32

You know, I mean, listen, I mean, we we don't we don't not participate here at MMI, right? I mean, we're all in. If the theme is, you know, a certain way, and and trust me, we also know going back to our girl, Carol Burke, we also know she comes with the theme.

SPEAKER_03 23:49

Oh, she's coming prepared, she's ready to roll.

SPEAKER_01 23:53

She's ready. All right. So continuing on as we talk about um, you know, just again, the pulse of the market. If you were working with one of your LOs right now, and you know, this LO is just grinding and struggling right now, and maybe you have a few that are. What is your advice in this market for that loan officer that might just be putting in the work, man, but they are just like struggling?

SPEAKER_03 24:24

So the very first thing, or maybe not very first thing, but the thing that I think that they that everybody should do first is probably a best a better way to say it, is how do you start your day? What is your plan to start your day? And for me, everybody can do it differently, but you need to have a set routine. And frankly, you need to get your butt out of bed early. I mean, that's that's the reality. If you're getting up at seven, you're not winning the day. I don't care what kind of night owl you are, because you're the vast majority of the people that you talk to aren't. You need to get up early and have a routine that you follow every every single day and stay consistent. And so, and that's one of the things we talk about. And that overlaps not just for your business life, but into your personal life as well. So when we're talking about goals and they all set their own goals and we review it, okay, what is your what is your why? And don't just say it's my family. Sure, of course it's your family. Everybody cares about their family. Well, most people care about family, right? You know, the ones that we the Courtney, the ones that we associate with care about.

SPEAKER_00 25:30

We know care about their family, but yeah, okay, I'm with you.

SPEAKER_03 25:34

Dig deeper into that, and so what is your true purpose and how do you get there? So do you know that every single day? Then what are your goals? Okay, so your goals need to be actions, not the results. Okay, so your results are gonna tie to that, and we need to we know to know what those results that you want to achieve are too. But then what is the personal goal as well? Because all your personal goals also tie into your business goals, and they are all part of it. So you have to know those every single day, and then how do you start your day? So for me, I have a pretty consistent routine that I'm my goal is to be 90-95 percent, and I to be above 90%, I'm probably about 90 to 95 percent every single day. So for me, every morning I follow the same routine and um where I get up, I talk, I do gratitudes for myself, I run through this. Is gonna sound funny, I do Duolingo because I want my brain to start firing early, so I do a little language training as well in a foreign language. Um, I was trying to do Greek and French at the same time, and I realized my brain's not that good, so I switched to only doing French. Um and then I I pray for myself, and my son got me this really cool little prayer book with daily prayers when he was on um a uh a school trip. And so I read that, and then it's like, all right, then I start my day. But that is the reality, is that is my start of the day. If I don't know what I'm grateful for, if I don't know my purpose, if I don't pray, if I don't exercise, if I don't do these things almost every single day. And I mean, like I want to do it every day, but I'm not I know that I'm not that perfect yet. I'm working on it. That is the goal, right? But it's never it's you're nobody's ever gonna be perfect. So how consistent are you? And if you start your day off with a plan every single day, it's gonna make your opportunity for success so much greater.

unknown 27:33

Yeah.

SPEAKER_03 27:33

So that's my big like that is the number start your day off consistently with a purpose.

SPEAKER_01 27:39

I love it. I love it. All right, we are going to deal a little bit of a rapid fire here, a little pulse check, if you will. Um, so first question What is one automation every loan officer should have set up?

SPEAKER_03 27:57

Man, milestones, milestones, milestones. Like, come on. It is the easiest thing to do through your CRM. We have it and tie it into your point of sale. Make sure you put everybody's data in there on every single transaction, the borrower's information needs to be proper, the listing agent's information needs to be in there properly, and the buyer's agent needs to be in there properly, and then tie it to your CRM to let the work happen for you. Everybody loves those updates.

SPEAKER_01 28:28

All right. Second rapid fire. What's more important? More leads or managing your existing database?

SPEAKER_03 28:36

I would say managing your existing database because it's the strongest source of leads for you. If you do a good job managing it, more leads will come. You need to get to more leads, but you can do it through people that already know, like, and trust you, which is your current database.

SPEAKER_01 28:50

Perfect. What is one KPI that you should track weekly as a loan officer?

SPEAKER_03 28:57

Okay, so I just built out with our help of our somebody much smarter than me in uh finance on Excel a conversion tracker. And so we have it built out with their uh what their basis points are, what the number of credit polls are that they do, what their conversion rate is historically from credit polls to loan that they submit to underwriting, and then submission to underwriting to close percentage. And so it they need to track that on a regular, regular basis. So my team hall has that because what's crazy is if you add 3% in to your conversion on the front end, just a little bit more, just 3%, which is not significant. If you can find a way to convert 3% more of your people, your income goes up exponentially. So now 3% more, 3% more on your conversion, and then add in two or three more leads. And it's like, whoa, it's mind-blowing to see what people are capable of if they can just add a couple tweaks. So, yes, conversion rate, please track your conversion rate.

SPEAKER_01 29:59

Awesome. All right. Last question.

SPEAKER_03 30:02

Yes, ma'am.

SPEAKER_01 30:04

Actually, I lied. This this is last question in rapid fire.

SPEAKER_03 30:07

Okay.

SPEAKER_01 30:08

Um one technology that every loan officer should adopt right now, today in 2026.

SPEAKER_03 30:14

Man. One all right. I'm I mean, I'm a big this is gonna sound like you guys paid me once again, but I'm a big fan of monitor base. I mean, I think that it's easy, it's reasonable to pay. If you have a database, if you have a pipeline, you should have it. That's that's mine.

SPEAKER_01 30:33

All right. All right, so takeaways, um, and this is where I said I I kind of fibbed and said that was not my last question after all. Um, so takeaway though, for our listeners, um, if someone does one thing after this call, what would you suggest that it be?

SPEAKER_03 30:54

Do do a dig. Check out your database. Is it managed? Do you have every do you have your database from all your sources imported? Um, and I think that's really important. And then run through and see how successful you are with the conversion rates. I mean, I don't know. One of one of those two, you have I have to pick one. All right, I'm switching. I'm going back, I'm going conversion rate. Know your conversion rate, know your conversion rate.

SPEAKER_00 31:18

All right, all right. So, Joe.

SPEAKER_03 31:20

Okay, so real quick. So, Courtney, I didn't talk about AI at all.

SPEAKER_01 31:25

No, you did not.

SPEAKER_03 31:26

I didn't, and that is the thing everybody wants to talk about. Yeah, if you can't do the basics, don't do AI first.

SPEAKER_02 31:33

Yep.

SPEAKER_03 31:33

Get the basics down first and then use it. I mean, I use it all the time. And it's great. But if you can't, if you don't know the fundamentals first, which to me is taking care of your existing database, you have no business veering into how to enhance everything with AI.

SPEAKER_01 31:54

Yeah.

SPEAKER_03 31:54

You can do it. Like you should do that. That should be the goal. You should, you can absolutely use AI to enhance your business. But you got to be able to do the basics first.

SPEAKER_01 32:05

Yep. Yep. No, I, you know, it's it's obviously I did not steer this conversation. Hence, no, I did not pay you to say monitor base or MMI. Um, because some of my guests, you know, that are on this show don't use our products, right? Um, this is not about pushing a product. It's it's helping folks, you know, to grow and be more successful. But interesting enough, because I was not prompting you, I did not prompt you to give me any kind of determination on your viewpoint of AI, right? So the fact that you brought that up, and that's such a conversation that is so relevant in every you know, conference that you go to right now, right? Is how AI is being put into your business. You are so correct though. If you don't start with the basics and know the basics and know your business, layering AI on top of it is not going to make you, you know, like I'll I'll use my example to this, right? A mini is such that, you know, I feel like now, like if you're going to medical school, right?

SPEAKER_00 33:16

Like you should not be allowed to be anywhere near AMI, right? You know, because I at the end of the day want a doctor that actually knows how to make money, right?

SPEAKER_01 33:25

Like not just, you know, not just have learned from AMI. So to your point about knowing the basics, right? I still want a loan officer if I'm gonna buy a home and this is gonna be the biggest purchase I've ever made, you know, especially if I'm a first-time home buyer, right? I personally, now everybody's different, but I personally would not only want to have that conversation with a computer and an AI bot or whatever, right? Um, because I would want to have that conversation with someone that I know 100% knows what they're doing with the biggest financial investment that I'm ever gonna make. Right. And so it, you know, and that's where I just put it back to, you know, we we kind of chuckle like when we talk about it on a regular basis. We're like, gosh, you don't even need to go to medical school anymore. Like pass away, you know, you can just be a doctor by going to AI. You know, so um, so yeah. So, anyways, I I do find it interesting that you didn't bring that up and intentionally, yeah. Yeah, no, I love that. I um I love that. Well, all right. While you are sharing with the group um how they can find you, contact you, reach out to you if they have questions. Maybe they're interested in quite possibly seeing what kind of products you'll offer, and maybe they want to join your team. Joe, how can they um reach out to you? How can they find you? I'm gonna turn off my video while you're telling them that because I'm gonna go get the book so I can share with you the book.

SPEAKER_03 34:57

Oh, there you go. Great. Yeah, so my email address is joseph.bear junior. Joseph.bear junior at supreme lending.com. And my cell phone is 314-221-9236. And now I can't wait to see this book. Here it is, here it is. Okay, it's it's blurry. I can't see it. Yes, yes, attitude. Love it. There you go. Hold on, hold on. I'm gonna do this old school here.

SPEAKER_00 35:26

Screenshot.

SPEAKER_03 35:27

Yep, here we go.

SPEAKER_01 35:28

The little gold book.

SPEAKER_03 35:30

The little gold book about it. I love that.

SPEAKER_01 35:33

Yep. So, yes, so take take advantage, take advantage of the book. Um, say yes, jump in, dive in. Joe, thank you for joining us. Thank you for sharing. Um, we do look forward to seeing you in Dallas. Um, don't know what the, like I said, don't know what the theme is yet, but we'll find out. And um though. Yes, of course. And um appreciate you. Thank you. And to all of our listeners, um, join us next time on our next episode of the Lone Originator Pulse. Thanks, guys.

SPEAKER_03 36:05

Thanks, Courtney.