 Like, if you've got the name tag on, you're basically a walking billboard and people are going to come up to you and those are easy conversations. I don't understand where the problem is. So I'm a veteran and I have, and down here in South Florida we have a veteran's network and basically like plumbers, electricians, general contractors, all of this. And I'm trying to figure out how I can leverage that with what I do now, which is obviously, you know, other than my direct direct to my clients, but in my funnel tool, you know, I provide value and I'm providing veterans, you know, they still work with the same work ethic, same discipline, integrity as they did before. They just redirected their passions to a new profession. And I believe that can provide value as well. So how do you think I can use that to help with what I'm doing? So as far as like taking advantage of the fact that you have a connection with other contractors and vendors and things like that, you mean? Yep, that are all that are all, you know, that we meet monthly. We also have a website and all our vendors listed. I think things like that, and you guys feel free to chime in, but like on things like that, I would be careful with mass marketing that because, you know, yeah, they're, you know, they're your fellow veterans, right? Which thank you for your service, but they're fellow veterans, okay? And like they're, it's a brotherhood and like you trust them with your life, you know, and stuff. But at the same time, you know, that's not to say that, you know, like 99% of them, I'm sure are great, but what happens that one time that you referred them to a client and some really bad stuff happened, right? That's the thing that happens in my mind. And it's happened to me before I've referred contractors out, great contractors, nothing, but I've had nothing but great results. But then that one time it was a mess. And now the, now the, now the client is pissed at me and I got to where I just don't refer vendors anymore, you know, very few, like I'll do the inspector, you know, I'll do the lender, but as far as contractors, that's tough for me to, so I try to tread lightly there. I think I would use it in my back pocket just to provide more value, because if you don't have that up front, but then on the back end, they need a plumber and you just pull one out of your pocket, they're going to be like, wow, this dude is really helping us here. You know what I mean? So I think use it, I think keep it in your pocket and use it when you need to, you know, to make clients feel like they're VIP. So they're completely different from like what everybody else has been asking. I'm actually situated in Canada and I came across a YouTube channel just like looking at like sales strategies and things. I'm a mortgage broker in Canada and I'm very new. And I just wanted to ask a little bit of your advice. I watched your video on how new lenders can start cold hauling realtors and I've tried your strategy and it's honestly been working really well for me. The one thing that I am having trouble with is the follow-up. So after I do have the initial conversation where I ask them like, hey, is there anything in the world I could do for you? It's your classic phrase. Everybody loves it. I just don't know after, even after I pass all the objectives and they say, hey, you know what? I would like to work with you. They book a meeting. You know, we go over everything. I just don't know how to go back to them asking for business. And that's the one thing I'm having a lot. Well, what do you have in a meeting with them about? So I basically, when I have a meeting with them, I start to get to know their business a little bit more, ask them about their experience as a realtor. And then I have a five-minute presentation because I don't want to bore them with the same things they hear a thousand times where I just talk about exactly what the holds are in the industry, which are speed, communication, and the ability to get results. So a lot of tech-related workers are very slow or they don't communicate enough or they can get them. And I just go into that and they say, you know what? I appreciate that. Where you learned this, I tell them I just talk with a lot of realtors who are having problems. And these were the problems that have come up again and again and again. And this is how I've sort of solved those problems. It's just that I don't know how to go back to them after that and be like, hey listen, can I help any of your clients? Gotcha, man. I think I would kind of like, I don't know man, 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 horse and 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 going to take the best care of your clients. I'm going to get the deal 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 what you're looking for is somebody that's caught in a deal that they're having seats. And 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 of somebody that's having problems and looking for somebody different to kind of, because once they find the one that does the best job, they're going to, they're not going to move. So that's the thing, 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 going to make $15,000, but you're risking that on this mortgage broker that may or may not do a good job, but you know this other guy's going to 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 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 going to be the lender that you stick with forever because I'm going to give you and your client and the title company such good service that you're going to be, you know, you're never going to 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. Like I see you're an established agent. You close a bunch of deals. Do you have a lender that you work with normally? Okay, you do. Cool. How are they doing for you? Like, are you looking to make a change or trying to bail us out? You know, just understand their mindset behind the fact that once they get a good lender, they're not going to use another lender. So what you're trying to do is trying to ask the questions to dig into. Do they have, is that lender the one that they feel is the one? It's like getting married. Like is, is that lender the one? Right. And if it is the one, say, great, congrats on that. Don't try to, you know, do anything at that point. Say congrats on that. I'm going to put you in my, you know, in my database. I'll send you stuff. If you ever want to try out a different lender, I'm here, right? And then move on. Because you're looking for the people that are ready to try a different lender or a new agent that's trying lenders to see which, you know, you got to understand the mindset behind it, right? So just ask the questions you need to to find out if you could possibly, it's the same thing with agents when we're talking to prospects. You know, when I'm saying, hey, is there an agent you would work with? If you were to do something, I'm just the same thing. I'm trying to find out if they found the one yet. And if not, then here I am. I'd love to possibly take a shot of being the one for you, you know, your agent for life. Like, if you've got the name tag on, you're basically a walking billboard. People are going to come up to you. And those are easy conversations. I don't understand what the problem is. It happened the other day and I felt after I left the store, I'm like, I think that lady like really was looking for an agent. And I just walked out the door. I would say that if they walk up to an agent and start asking you real estate questions and chances are they're looking for an agent. But what you want to do is just ask them. Say, yeah, I'm in real estate. Here's the answer to your question. What are you looking to do? Or how can I help you? Right. And then based on how you can help them. Oh, you're looking to do that. Well, where are you looking to do that for? Okay, cool. Well, let's are you working with somebody already? Well, let's work together. What's your information? Bam, take it down to your phone. Email, phone number, information. Okay, cool. Well, listen, you want to get together later? You want to get there tomorrow? We're going to look at the house or I'll email you some properties. I'll call you later. I don't know what you're going to say from there. It depends on what the situation is. But those are easy conversations to have. When they're coming up to you, I think what's tough is when you're trying to talk to people about real estate and you go up to them. And if people are coming up to you, that should be easy conversations.