 I'm not into like the list meet and talk about realtors and give me a five minute presentation and stuff like here's what I want I want to see what you can do with the client. I want to see if you give them the customer service They need I want to see if you get the deal done I want to see how your communication is between me my client the title company and everybody involved to get this thing done Really smooth and that my clients are happy as can be about your services, right? And so that's what you need to sell them on don't do this whoresome pony show about what they're looking for in a Mortgage broker and give them a five minute presentation you go straight for the gusto here and you tell them listen I'm gonna take the best care of your clients. I'm gonna get the bill done very smoothly I don't know if you if you're you know because a lot of these people are very loyal to their lenders So we're looking for somebody that's caught in a deal that they're that they're having seats When people switch lenders, it's because they had a problem with the last lender And what you're trying to do is find that perfect timing somebody that's having problems and looking for somebody different It kind of because once they find the one that that does the best job. They're gonna They're not gonna move So that's the thing if you if you notice agents are very loyal to their mortgage brokers that they've done business with for a While because they know how they operate and it's too risky To take a client and try out another mortgage broker on a deal where you're gonna make $15,000 but you're you're risking that on this mortgage broker that may or may not do a good job But you know this other guy's gonna do a good job Right, so it's hard to switch when you got a good one So what you're trying to do is trying to is trying to find the new agents that are still looking for that good one Right, so go after new agents. That's a good pull for you to go after and also You know call the agents and ask them how it's going with their current lender And if you're thinking about you know trying out another lender, right? Just be straight up about it and say listen give me a shot You know say listen I'm gonna be the lender that you stick with forever because I'm gonna I'm gonna give you and your client and the title company such Good service that you're never gonna use anybody else ever again once you use me So just give me a shot. Let me prove it to you and then that'll be that all you need Bro is a good 10 agents sending you business 10 15 agents, you know producing agents sending you business and you'll be you'll be gold You can do about that because at the end of the day all all they see is dollars Right, that's all that seller sees as dollars You can you can try to and like a lot of these coaches and brokerages to have these you know slick They'll try to tell you that you know there's ways that you can show them their the value of paying the extra 1% or 1.5% or 2% or whatever, you know, and yeah, you could But at the end of the day It's like all they're looking at is numbers and they see that they're paying less over here That's what they're gonna do. They don't care what you say So you're gonna lose deals When it comes to that I think when the when the dust settles from all this discounting and stuff We'll see where things really stand because you know like the Zillow thing for example That just went down You know that was you could see that coming a mile away. I mean, there's no way you can lose houses Lose money on houses. You can only lose money on houses for so long going into an escalating market And then what's gonna happen when you own thousands of houses in the market crashes? I think what they did was smart because they're basically saying wait a minute, you know If we own these 7,000 houses when the market crash, we're really gonna be in trouble You know if we if we dump them now, we're just in this much trouble But if we wait and keep doing what we're doing, we're gonna be in this much trouble You know and so with the discounters I feel like it's kind of the same thing because you know, you got a thing. How are they making money, right? How are you making money on you know 1%? You know when you have all these expenses and everything else when you look at the brokerages, you know Like the red fins for example, you know, they're still running negative. Maybe they pulled herself out of their, you know Negative profit, you know somehow and they did like they just came out with the earnings report and they did have Lessened their losses a little right, but we'll see how that plays out It's just like there's so much expenses and the customer service right when it comes to customer service a lot of these Discounters are not giving you the customer service And I think it's all gonna come back to customer service and relationship So the number one reason why people choose a real estate agent is because they had a friend in the business right nor actually did a study and It was the number one reason that's that they had a friend in the business with a great reputation Quit trying to build my business back in 2017 because I started doing the coaching thing But I had it run it. It's running on autopilot. I do the weekly email You know deals flow in every week and I just service people and at the end of the day This is a servicing business. It's not a sales business The reason being is because since closings happen every day. We don't have to try to get people to buy or sell Right our job is just to figure out what they want to do and help them do it. So we're just servicing We're not selling the only thing we're selling is ourself that we care about them and we want to work hard Right, so that's where the relationships over transactions come from, you know when I came out with that phrase it just kind of hit me because You know when I lost everything and I realized that my clients were still buying and selling at the bottom while I was Roofing a house or working on an old rig. I was like, huh something's to this You know and I started kind of slowly understanding the mechanics of how this business really works Right because my thing was is I always wanted to build a business after that point That would never fall regardless of what the market did. I never wanted to sleep in my car again Or you know eat out of people's refrigerators and roof houses and stuff So I don't know I can keep going here, but I think you guys kind of get where I'm going with it