Is here! Join us for a lively chat with Steve White from Milestone Mortgage Solutions!

I truly think that a lot of it is a choice right there a lot you can you can wake up in the world and you can either
you know let the things out there affect you in a good way or a bad way but how they affect you is up to
you welcome back mortgage daddies mortgage daddies here we are we got our man Steve White what’s going on
everybody thank you for having me this is this the honor apprciate it you’re excited I am very much so boy first loan
officer we’ve had on the uh the podcast since we started it wow excited honored
thank you and I as as I said before as Eli so this is very cool a great setup
too this is probably one of the biggest personalities we have in the office by far not even close you take it out Steve
I have to say you’re one of the uh the most energetic thank you happiest human
beings uh you know one of our previous podcasts we had uh Jeff peler from Junior Achievement he’s one of the most
grateful human beings uh you’re not that far behind on the happiness scale I’m
like what do you do every morning that puts you in this mood because I need to do that I mean I wake up at like
but I’m not rolling out of my bed feet on the ground and trying to take a shower till about and then I’m like
kind of dragging ass sure well you know what in the morning actually you know what kind of the same so it takes me a
little while to get rolling myself right so usually you know this this is this is one of my secrets right here right is is
the black coffee right how many day three of these before you guys see me so why I’m like rocking all right but no a
lot of it in all seriousness a lot of it is mental attitude right you know um I
get up in the morning right uh have the coffee you know sit in front of the TV a little bit collect my day collect my
thoughts right and then honestly the Positive Vibes just start coming in you know there there are a lot of people
that are out there that have it a lot worse that don’t have the opportunities that we do you know and and I kind of
think about that I reflect on that I I cons truly consider myself blessed right and I say it all the day all the time
you know I’m thankful to be here working with you guys and you know and have the opportunities that I have and healthy
happy and you know what’s there to be down about really I I truly think I truly think that a lot of it is a choice
right there a lot you can you can wake up in the world and you can either you know let the things out there affect you
in a good way or a bad way but how they affect you is up to you you know so I think you do the best at that I don’t
think I’ve ever seen you upset mad angry no seen them lose money thousands of
dollars learn for next time yep that’s exactly what I say every time yeah I used to call it mortgage University I’m
like well there goes the semester just PID the mortgage University right lost lost $on that deal it’s cheaper
than College cheaper than college right better experience better exp F right and you know what and I learn it for the
next time exactly you know the good news is is now now going what four years into this I lose a lot less then I did one
year into this right so you know as long as you move from your mistake learn from your mistakes and move forward and
there’s a lot in this business that you have to learn there’s so much you got to know every day so much you got to know right when you start out you know I mean
you and I both are been in this for not forever you know there are a lot of people that have you know been in
mortgages for so long and whatever but it takes a long time to really feel
comfortable and understand this business and you’re going to make mistakes you know you’re going to you’re going to
lose money you know but at the end of the day with your attitude staying positive doing anything you can to close
a deal which I think is something that I learned from Vern when I first started you know at the end of the day things
are going to come up things are going to happen what do we have to do to get this deal closed whether you make all the money or you make no money you know you
just want to make sure that the client’s happy the agents that referred you the business are happy you’re happy because
they’re happy and you hope that you know that is going to translate into more business down the line which I know it’s
worked for me it’s worked for him and it’s pretty much a proven fact at this point because it’s also now worked for
you um where a lot of people don’t do that yeah I I completely agree right I mean there are times that I I am the
first one if I have to take a hit I will take a hit right because I understand first of all you want to do what’s right
by the customer you want to do what’s right by the company and you want to do what’s right by all your other clients your business partners and all of that
stuff right if you follow that formula of doing what’s right by everybody involved in the transaction you know what maybe didn’t get a home run on the
first one right but you’re going to get the business constantly coming in right everyone’s going to appreciate what you
do and especially the client right you know you get that deal to go that’s their dream right I mean we’re that it’s
when you really kind of think of what we’re doing too you get people that are like this is you know this is a day in the office sometimes for some of us but
you know this is absolutely lifechanging for these folks right so if you’re able to get something through that someone
else wasn’t able to do it’s thrilling it’s thrilling it really is you know and
like you said you keep the relationships going and the business just keeps compounding one on top of the next you
know and you know and what on the contrary you burn a couple of times right and no one’s going to be send in
your business anymore right you know everybody’s going to have a housewarming party everyone’s going to have their friends over their parents over or what
have you and they’re going to be like wow this is awesome and there’s going to be two conversations right don’t call
Steve White that guy was terrible or right you should call Steve White that guy was amazing right you know so and
that’s how the word spreads either one way or the other you get control the you get to control the fire it’s just which
way do you want the fire to burn right do you want it to burn ahead of you or do you want it to burn behind you yeah
absolutely I mean you’re you’re off to an amazing start to the year a little bit more than Midway through and you’re
the uh the top loan officer in the company right now I I just checked the scoreboard it’s a very close race I
think you only got like a $lead yeah it’s a little tight right now it’s a little tight you got a little vacation
coming up with uh with the wife this week next week uh we leave on uh we leave on on Saturday so where you this
week going to London nicew first time out of the this is my like my first big boy trip right the first time I’ve needed a passport to go somewhere that’s
awesome yeah yeah so it’s very exciting you’re all packed for the trip you got all your little hair products all in
zero zero oh no the hair product got buy that there he can’t legally take that much hair product yeah I can yeah they
only allow what ounces I can’t do that like four suitcases right I love it how long do it
take you to do your hair in the morning oh you know what I got it down I got it down to a science mail so it only takes about half an hour minutes I get mad
that it takes me seconds to run some my hair yeah this this is and again you know what I mean I’m not sure how the
camera is looking here but this is a complete illusion right this is this is some David this is some David Co we’re
on a podcast most people going to listen to it as opposed to watch it but you know to everyone listening this is some total David Copper field like magic
stuff going on here with gel and hairspray and hair dryers there’s some
flipping going around so just pictures back and forth with that one of
the Smiths did saying that St got some cheap trick playing in the background you know it you know it at the end of
the day it’s more sculpted than it is anything else well I know when you started there’s two major people that
you uh everybody always says you look like who are they so all of our everybody watching and it depends it
depends on the length of my hair right so I’ll get Conan O’Brien probably probably the most common right and I’ll
even get col O’Brien when I’m out all L people be like you know who you look like and I’m like in my mind I’m like
say o’ri I’m like ah yep never heard that one never heard that one right but
that’s okay you know such a handsome comedian I love it you know and the
other one I get is uh he’s from uh David Caruso CSI DAV kuso CS Miami I guess we
both definitely more when the hair gets a little longer it’s more David Caruso is short and it’s flipping around like
it is right now that I get Conan O’Brien he’s going for the Conan O’Brien look I I have a Conan I I have the Conan I have
a full-blown Con in happening right now yeah yeah yep for the way that it goes I love it don’t ever change it Steve tell
uh tell everybody that’s uh that’s watching you know how you got into the mortgage business I think that’s uh one of the hardest things I get I get a text
probably three or four a week hey want to get into the mortgage business how do I do it yeah and more times than not I’m
like please don’t do it right like just please don’t do it like it’s it’s a tough enough business um but a lot of
people see you know you’re you’re kind of in that group now where you’re seeing some success sure
consistency uh where now people are going to start coming to you and saying Hey I want to do what you do yeah and
you’re like well I don’t think you understand right the long hours and the the sacrifice to your family at home and
you know tell us a little bit about that because I mean these guys can listen to Craig and myself all the time but you’re
really in that I like to call it almost the in between stage right now where you’re really hitting your your your
your stride but you haven’t really hit that next level where you’re like all right you know what it just got a little
bit easier right because you’re in that grinding phase where the hardest you know the hardest plateau and I I’ve told
you this many times is that four to eight loans consistent y once you kind of hit that eight doing eight or or
to that gets a little bit easier you feel a little bit of relief and then you hit that Zone and Craigs Craig knows
how this goes at to yeah you’re back to the grind exactly yeah so you know for somebody coming on board what
would be some advice that you would give them that worked for you well first of all wait what you said in the beginning
spat on it’s not for everybody right this is not for everybody there is a lot of groundwork that you have to put down
right and when you see when you start to see someone gaining Su some success like you know I look at Craig and I look at
you you know there’s a lot of work it takes to get there and I mean I’m not at
your level yet that’s where I’m striving to get to right but even just to get where you’re at a consistent like you
said four or five there is a lot that is involved right if you get into this industry thinking that it’s going to be
like uh to-you know if you if you get into banking to be to be a banker and to work Bankers hours right go work
at a bank go work at a bank y don’t don’t really get into this business but again you know you’re also going to get
capped off at a particular amount of income right and that’s great for a lot of people you know the what I like about
this is you know if you what you put into it is truly what you get out of it right I me personally you know I mean
before I was here I worked uh I worked at uh major telecommunications company I
guess I can say I worked for Verizon right and uh they were great I don’t know if anything you were a staple around here I was a yeah and again I I
worked in the public I still get that for people people be like did that guy work at Verizon I’m like oh I get it all
the time even to this day I get it all the time that’s how we met I think that’s how we met actually um yeah it’s
kind of funny how I got work over here ver ver ver doesn’t remember hiring me I don’t think but that’s okay I came in
one day I said hey guess what I’m working here now for the longest time I would uh I would go to see Steve anytime I have an
issue with my cell phone just like everybody else on the cells Coast I feel went to the Dartmouth mall to see Steve White at Verizon he was just a staple so
I walk in there you know couple times a year one one particular time I walked in and Steve always had high
energy great customer service goes out of his way so I I’m like hey Steve I need everything on this phone onto
another phone like an hour ago like how fast can we get this over there’s something wrong with this phone he’s
like oh let me take a look at it he’s like and have it done like an hour I’m like how about like minutes like let me see what I can do go for a walk came
back and then we just started chatting he’s like you know what would it take to get into the mortgage business I’m like well there’s an online course you can
start there see if you really like it get to know the terms you know once you pass the test come by see me and uh
you’ll always have a job I’m like you’re you’re doing great things here I know kind of you know ballpark how much
somebody’s making at Verizon in that position the last thing I wanted to do and I still don’t like doing it is
taking yourself right you’re making to whatever it is per year and
I’m just sitting there you might not like your job you might not like waking up every single day but it puts food on your table it’s consistent it’s
structured you know what you’re going to get so I just remember telling see you go do all this don’t worry about it you have a job anytime so he comes in into
the office what four years ago now yeah we were over on State Road in Dart four years ago September so yeah literally
coming up so the the receptionist at the time comes downstairs she’s like f you have a an appointment here I’m like
absolutely not I think we were coming off one of our you you know big events of the year that we were having I just
remember you know for everybody viewing I don’t I don’t partake like this anymore too often but I I definitely had
some alcoholic beverages in my body the night before and I was not in a good place so I’m down in my office I’m like
I don’t have any meetings like whoever it is tell them tell him to leave goes back upstairs she’s like oh no she said
it’s Steve from Verizon I’m like oh Steve White yeah great he came
downstairs times more energy than this going all right I’m ready to start I quit my job and I passed the test yep
and at that moment in time I’ll never forget it and I’ve told Steve this yeah that’s when we went from just being
somewhere somebody could hang their license or just come in and do loans or between having Craig and then that was
just like the punch in the gut that said all right this is a real thing like we have to like treat this like a a real like a business like it’s not just about
you anymore it’s about the the the the company right and all the all the people that rely on us to to earn a living and
that was eye openening for me like I know you were just jumping into it as an infant what people don’t understand is I
had never own a business before yeah right like I did not have a background running business I I still get it to
this day Rachel come to my office what do you want to do here and I’m like I I don’t know like let me pick up the phone
and call somebody who I produced loans yeah like all I want to do is close loans help people and move on but uh
yeah Steve you were you were wanted a million on that one cuz that was ballsy you got to burn the boats right you’re
going to take over the island you know so yeah and I’ll tell you it is truly and I I honestly mean it is the best
thing I have ever done I I love working here you guys I love both of you you know and and also when when when you
look what you’ve done never run a business before and now the number one Brokerage in the entire state of Massachusetts two years R it pretty
crazy going on three baby going on three you know what beating out places that have been in this business and in this
state for decades decades and you took them down rock on I mean and I am so
happy to be a part of this history you know bullseye on our back we just keep
expanding the target at this point one of you just brought up burning of the boat quotes tell us uh how that meeting
went in my office about years ago probably almost to the oh my God I still
remember I pulled you into my office I can still picture the way the light was coming through the windows this was
so so um the way the way that it was before um for those who don’t know so
Milestone relatively new company it was probably in its second year at that point right maybe just finished up our
first year fin yep going into second and um had a team environment that we were
running at the time right so kind of everybody sort of contributing right and
um burn brings myself and a colleague of ours we both been around in the business for roughly around the same amount of
time brings us both into the office sits us down and says okay so
um I’ve given this a lot of thought right and uh you know showed us what our
numbers were what our production is and it goes I I think it’s time uh for you guys to go out on your own right so no
Mor team right so you guys are now as of today you know
completely on your own and now one thing about ver ver and and and again when I
heard that of course you know my heart’s go you could see it bouncing off the shirt I wish I could have seen what I
looked like right I mean I must have had can’t be much whiter but you were right exactly right and I’ll probably like
drop a couple more shades and and you know I’ve always I’ve always been confident in who I was but that one
moment like every single doubt that I ever had about myself just projected
like right right up front right and I I’ll never forget what he said turns is like you know what he goes I’m not going
to let you fall I’m not going to let you drop right because I’m going to be with you every single step of the way this
doesn’t mean that you are just on your own you have absolutely every single
resource you had right before this conversation you have access to me you
have access to Craig you have there were other uh we had some other employees at the time too that you know they did a lot of the disclosing and the processing
we relied on them for questions and answers and all of that you have access to all of them right in fact probably
even more so now right because we know that now this help means more than anything at this point right so you’re
getting kicked out of the nest but there’s no way I’m going to let you fall on the ground right and again and that
was you know that was one of those where again as I’m I’m you know as I’m thinking about okay well now how am I
going to get this to go right because you know when I started off I started off with calling lists of leads right my
my first day my first day at Milestone I’ll never forget that too right or my my second day after after ver realized I
worked for him right but I when I came in right um
and again it it’s funny because because you know when you think about how you refine your your your pitch and your
presentation to clients right so when when I first started Vern subscribed to
I’m not sure if he still doesn’t up but we had a lead surface that we got all these leads through right and uh they
were just it was also we were coming out of the refi boom when I had first started was still in the middle of it
right but it was just about ending so there were a lot of these purchase beeds right and he’s like here’s a list it
goes watch call them and gave ruler I found this little ruler with a broken Edge I still have in my office and it
has legitimate sentimental value to me right because that is how I started and I would take this little ruler and I
would draw lines on this sheet and I would make these phone calls and I I asked bir I’m like I had no idea what to
even say to these people no don’t get me wrong I’m licensed right so I know the process I know right I know nuts and
bolts right but you know it’s like you know I didn’t know you you know you know where the parts go but you don’t how
you’ve never rebuilt an engine right so I’m like okay so um I’m like what if someone asks me what what the rates are
right and ver is like n they’re around I forgot what it was at the time right you know they’re around this to this I’m
like okay right so I’m just like I’m just gonna get I’m gonna probably get
beat up on this right so I call the first person and what are rates and I’m
like they’re around this just okay yeah sounds good okay right call the next
person what rates they’re between this I didn’t give I thought that I would need all these specifics right but I really
didn’t at the time you know so it was just kind of what you know what generally what was being offered at the time right you know so U you know and
then sometimes when you get beat up on a particular question then you think about that question and you say to yourself okay well how do I make sure I don’t get
beat up on that on the next time around right you know so you and that’s how you start to learn but at anyway to I I jump
back a few steps so to get back I jump back to my first day now let’s go back to when when I was on my own right so
after that conversation with with Vern right and uh you know leaving the office
I just I felt I was very very very emotional right I mean I didn’t I first
of all number one and I don’t think I’ve ever told this to you but I want to make sure I never felt abandoned I did not feel abandoned right if anything I felt
I started to feel like I had graduated right it’s like okay you know what I didn’t and and I remember thinking this
thought on the right home I didn’t come into this business to make X right and
again the team conversation was fantastic you know it was great just give you a foundation that’s what it’s there for right but you know what but I
didn’t I didn’t walk I didn’t Lo leave my last salary job to join another salary job right um I I came here for
the big time I came here to play Big Boy ball right so it’s time to to buckle up
and do that right so all the realt dep partners that I had started um that I
had started the relationship with I called them up and I’m like you know what we’re going to spend this this is going to be good news I call him up and
I said hey I get some great news what’s that obviously you know I’m off the team
with Vern but now I’m on my own right so I am all in and I am all yours right so
you know I called the Realtors I was working with and I started looking for more Realtors setting up more uh uh um
uh like breakfasts and lunches and coffees and stuff like that and going to um different uh uh not marketing events
networking networking thank you networking events and just starting those relationships and following that’s
another big piece of this business that a lot of people if they get into that type of a role a team role because we’ve
done it on and off here in there and it’s always kind of difficult because you know you get comfortable sitting at
the in the office just handling what’s coming in but you’re not out there generating that business necessarily
yourself unless you’re calling cold calls but you’re now getting thrown into that fire of hey you got to go build
these relationships now and you got to maintain them and you got to spend time with them and you got to work the business as well but you’re going to
make a lot more money oh absolutely by doing that and I’ll tell you right now if Vern Vern walked walked over to me and said hey I will pay you what you are
getting paid right now on average but you’re going to be part of a team I would be like let’s rethink that yeah if
we could right because I’m just getting started right so you know again that was
one of the that was one of the scariest and best days of my life we because I truly grew into the position like that
was the day that was the coming of age day right and the person in the room with you is still in the mortgage business oh yeah still with us and she’s
thriving she’s doing an amazing job the one thing I took out of that it
was uncomfortable for me because I hadn’t really done that too often right I was still new to the managing of that
type of business and that type of you know team model but there was nothing
better than about I remember having your numbers and don’t quote me for this don’t hold me on this I think you were
on my team maybe six to eight months is usually the max that I really put somebody on and you had like maybe two
or three loan closings total that you were able to generate which was amazing now looking back on it you know that
that was the foundation right you had to do all those things a lot of people can’t wait the N eight nine months to
really get the full Foundation you kind of really got a majority of that and I would say for you know everybody looking
I would say Steve walked into my office days later and he already had
closed five or six loans in that period of time and he had a pipeline of another five or six and he’s like this is the
best thing that’s ever happened to me was you pushing me out of that nest and I remember telling him like I’m just
like I’m I’m the mortgage daddy Nest right now like I need to let you guys fly and push you out of here if not I’m
just going to keep handing you the worm if I keep handing you the worm you’re never going to learn how to fly you’re just going to stay right in this nest
and at the time I could have you could have seen his hair uh his heart going like this hair’s popping he got a little
sweat going and I’m like guys Watch What Happens right I’ve had some of those
conversations with other people and I know where it’s kind of going right that there was a couple on that same team at the same time they’re no longer even in
the and you Havey talk to them after it happened like hey you know what call Steve and and talk to him about you know how what like what we’re doing now what
did you do how how did you follow up and and you know kind of get you know fly out of the nest as opposed to you
know right exactly I think it’s something that he’s done or we’ve done
for people to try to get them built up into this business that not a lot of places do yeah you know you get kind of
thrown into it yourself and you’re not getting any kind of a pay or maybe you’re getting a very very small amount
or something but getting into this business because we kind of talked about you know with people wanting to get into this business and how that looks it’s
super difficult to be to be able to go from what you’re doing not having any
idea about mortgages starting off learning that building the relationships learning how to work business build up
continue to build up those relationships to a point where you’re actually making some money and that can take quite a
while so those team model had worked well to train people in a way to make them some money to let them start which
is huge because I think a lot of people wouldn’t be here if that was the case you know that I mean if if you came in
and you didn’t make any money for six months how long could you keep doing it for exactly right you know not a lot of people can do that Y and and the other
thing too is it also truly gave you the opportunity to learn right this there is so much to know in in in in this
industry right um I don’t think a lot of people realize the complexity right the guidelines what you can and can’t do I
mean income alone can still just I can look at something and just be like okay I need to still get someone else’s eyes
on this right you know so there there is so many different you know when you look
at uh what can you use for properties what can’t you use right you know um you know multifamilies compared to single
families and two families and three families and conventional and FHA right and you know and then you know getting into the you know into the world of you
know also investor lending and things like that there there’s so so so much to know right and then you got to not only
know that not only understand that not only put that into practical use but now you got to educate your borrowers on it
and then they’re relying on your knowledge to guide them you know and
then that’s the wrong time for a deal to fall apart you don’t want to have someone’s stuff packed up right and then
you find out the loan doesn’t work not the best feeling not the best feeling right you know so and again you know I
had that happen to me I I one particular individual they they were you you’re smiling you remember this one right yeah
yep you know it was a cannabis income at the time right and you know I didn’t realize that that couldn’t be used in a
government program you know and we had got to the clear to we had got to the verification of employment oh Jesus and
uh and again you know I I didn’t know that was aware right you know so uh yeah
not a good feeling not a good feeling so you know you also got to realize there are people that are counting on you to know what you’re talking about right you
know so there’s a lot there’s a lot but again once you get to a particular point and you get over those you know those
little hurdles I mean man is it rewarding what an industry right it it’s you know it’s absolutely worth the
struggle to get to the prize you know a thousand to I you haven’t even reached
it yet I you know and I can’t picture myself doing anything other than this you know and doing it doing it anywhere
other than here in for you two you know so I’ve said this before Vern’s changed my life a few weeks he were financ me
Vern were financ me when no one else would uh you know and I was having a tough time he he was a referral in my
phone at one point DJ from DJ force from Chris Dion right I really take care of
my people over Verizon so look at Verizon I’m looking for a new guy who will take care of me over there right as
Verizon as Verizon high is a good high is I know we got a couple of them right yeah Steve I feel like we know you
pretty well uh in inside these walls here at Milestone but tell us some some
weird [ __ ] like Steve likes to do on the weekends I know you’re in the cars where you spend your free time I mean y not
that you have a lot of it ESP last coule years you know what well and you know what honestly and again I as I said before you know if you if this job if if
you if you really like this right I mean I work a lot of nights and weekends too but it’s not really even work for me
because again the mindset you’re going out you’re having fun you’re having conversations you’re talking to it’s fun it’s fun fun fun business if you have
that right attitude right but as as you had asked right so when if I’m not in open houses if I’m not on the phone you
know or what have you so free time so let’s see um I’m married right been married now for uh we’re going to be
going on our fifth year um so and she has been uh very supportive you know she
the the cool thing about getting into this job too is when I worked at Verizon I already was doing nights weekends
holiday it was retail right so so although she may have she may have thought my lifestyle was going to change
a little bit more than it did at the end of the day she was kind of used to you know where where I’m at right now right
so um you know I image cars right so I have uh I got two Classics I have an old
Chrysler which has been uh it’s been published before I owned it right it’s actually been in magazines it’s been in
books which is kind of cool if you’re in the car Community that’s a serious bragon rights right awesome you know and
I have a uh I have an old that Corvette baby blue baby blue yeah y with
that hair come on oh come on absolutely got is it a convertible uh no but it’s t-tops TS so flowing yeah you can rip
the roof rip the roof right off and uh little Sunday drive with the old lady yep get a little get a little wind under
the under the uh under the curly queue going on here get a little lift right I
love it you know um got two dogs two cats right a big animal guy big animal
guy right by uh I don’t spend a lot of time on social media which is probably where I need to focus a little bit more
on the business side but when I’m relaxing and I’m spoiling on my phone like my Tik Tok is just filled with like
people saving squirrels and like you know adopting skunks that have been injured out of the wild so note to self
so big big animal big animal lover when I get crazy and buy an animal which I tend to do quite a bit and then my wife
is not a fan of it and we got to get rid of it I know who I’m calling from now you well I mean what have I had or what do I
have currently I currently have on my doorstep tomorrow nothing right now cuz
all I have is my sweet little baby Marley who I’ve had for almost years she’s a black lab but I have given away
a couple cats couple dogs yep goldfish don’t last goldfish die
quickly but we still have those beta fish oh yeah yep yeah but French Bulldog
came and went quickly golden retriever came and went quickly gold are a lot and then two main [ __ ] cats which remember
Tiger King I do yeah I was super into Tiger King during Co and I called him up
I’m like I want to be Tiger King so you get some man Coons right so I was like what’s the biggest cat that you can
legally buy that’s what I that’s what I searched and like there’s those crazy like ones that are like borderline like
not legal they look like oh they’re like you feed them like a chicken leg I’m like I’m not going that crazy right
right so I went with these manun cats but yeah that didn’t that didn’t last long what was that about days don’t
know if it was even that long I don’t think it was let give me the benefit of yeah one of them just every time I tried
to go to the bathroom just got all over the back of it and I’m like trying to hold this thing up and spraying it’s
attacking my arm I’m like all right we got to go we can’t do this anymore and they’re very loud yeah they don’t stop
meowing you know you should have got you should get rag balls those are the cats we got they’re big they’re big fluffy
they’re they’re called the dog lovers cat really yeah maybe they’re if you’re listening we got a new cat get another
house for it after if you don’t like it there you go right just just drop them off to me yeah but they’re they’re big they’re they’re very uh very friendly
very welcoming like when you come home they’ll come and and see you right and uh I got four kids to do that yeah
that’s maybe not I’m fighting them off can’t add another thing to it yeah
yep so uh so yeah you know that’s that’s pretty much uh you know spare time
really you know I try to go out I got got a great friend group right too so hang out with them you know
interestingly enough a lot of my realtors have become very very close friends I know I saw you rocking at a uh
concert on Sunday with Chris munin and a couple of his agents and a few of his friends so
yeah yeah it was a lot of fun that was a lot of fun didn’t they would get delayed they didn’t go on till like three hours later so I didn’t get like two in the
morning but that’s one of the best things about this business is just who you meet you get to choose who you get
to hang out with after hours you meet in this industry is just the the it’s again because a lot of us are people people
right and the other people that are into this industry are people people too right so you know it’s it’s just a lot
of fun it truly is you know you get to meet some amazing personalities you know pretty much you know since we’re all
we’re all in the same industry right there’s a lot of overlap between obviously realtor you know what what we
do and what they do right so there’s just that natural natural excuse me natural connection B right so you know
go out and yeah great relationships really do a lot of a lot of laughs a lot
of laughs the good days Farrow none of the bad by one shot absolutely we have bad moments days moments bad moments
some of them my wife would like to say call bad weeks I just call them moments in time y she thinks it’s weeks but
we’ve talked about that the home life balance and the work life balance it should
be how have you been able to adjust over the last three or four years adjusting
from working every holiday at Verizon to now having holidays off but then still getting beat up I know we talk about
this we’re both going to get in trouble by our wies right you can thank me later for that you got it of just being able to manage that piece of because you’ve
done a really great job with it right I mean um mine’s always a work in progress uh you know I’ll have a good like three
weeks where I spend a lot of time and I’m like let’s go to dinner and have a date night you seem like you’re a little
bit more consistent with that she’s she’s gotten accustomed to a little bit more
how this business operates at at night you could still be on the phone in the middle of the show yep yep and and
again and it and it happens right you know the thing the thing about this industry that anyone looking to get into it needs to be aware of is the the phone
calls they come at any point right and you know when it’s a business partner when it’s a client right you don’t you
you you need to attend it right you want to pick up right you want to obviously help and that could be it can get a
little intrusive you know uh my wife is very understanding in a lot of ways too but at some point she’s like Yo dude
there’s no there’s no mortgage emergencies happening right now at at night I’m like oh you’d be
surprised it’s emergency for them right exactly and that’s what it comes down to right it’s emergency for them you know
but uh you know same thing with us it is a work in progress right because you know in this business it’s very easy to
get so focused on the business that you don’t see anything else and I get like that I I will be the first one we’ve all
been there I will I you know what you you see uh you know for me honestly I I
I I mean the money is fantastic obviously right the paychecks are great but at the end of the day too it’s also
it’s also fun it’s fun to get the deal it’s fun to get the yes it’s fun to you know hey this person was working with
another wender they’re not picking up the phone they’re not answering you know I’m going to send them over to you you talk to them you get everything figured
out you close it right and next thing you know you’re like look at that I did that they didn’t no big deal yeah look
like a hero look at us right no big deal you know so uh that part is cool yeah it really is and that’s the thing is you
know when the phone rings you know here I guess here’s here’s a difference right in Verizon when the phone would ring and
it would be outside of hours you look at it and you’d kind of be like all right what now what’s it going to be right no
had a lot of good friends in there where if I saw their name like oh this is going to be a fun phone call right you know but for the most part now right
when you’re out and the phone rings it’s like o this could be a deal this could be this could be some right this could
be this could be a good relationship this is that Realtor I met at the open house this is that client I’ve been chasing I think you have to have that
mindset to be successful in this business if you get frustrated or I mean and trust me I’ve gotten frustrated
before but if you are continuously frustrated or you can’t understand that you can’t grasp that you’re never going
to be successful in this business because you’re going to portray that back to your agents your buyers they’re
going to feel your frustration you know even if it’s just hey I can call you back in the morning you know just
getting back to somebody just shooting a simple text back at hey let me look at that just they have some sort of an
answer cuz to them they’re freaking out absolutely whatever it is I mean what if they’re looking at paperwork and they
don’t understand something but to them they just work hours they just got home you sent them a pages of
documents that they need to sign and they’re looking at it freaking out because they don’t understand and % of
the time it’s the easiest thing to explain you know and it’s not there’s nothing wrong with it’s just it’s a
simple answer you know so anytime I can try to respond back to somebody like
late at night just to make them feel better it’s nice because you I’ve had clients they text me paragraphs like
this asking questions yeah no problem I can I’m sitting here I mean what I’m going to scroll on Tik Tok if not or
whatever I mean you know it’s not the biggest deal but other times obviously you’re doing something so you can’t always do that but for the most part you
know it’s not too too bad you just have to understand exactly Happ to them and
again sometimes you know the first whenever I depends what where the file is what a stage where I get I get that
phone call first thing I’ll do is I’ll go to my email and if like new closing disclosure going out I’m like oh is
about that’s it I know now right cash the clothes went up $cash of clothes went up yeah exactly or something like
that so but what changed well you picked an insurance binder $more what the original one was what’ you think was
going to happen but yeah just you know but usually it’s a quick conversation and I try to you know and that’s that’s
where I need to work on I think you know we were talking about our like relationships with our
right so I cannot have a quick conversation not in my DNA right you
know so and this is get a text hey can you answer this one thing quick right hold on let me just call you minutes
that’s exactly what I did and that’s exactly what I do right and you know what and and you know Christina right so so you know and again
and I I need to I need to that’s one of the things I need to get better on because I’m just like oh I can explain this in five minutes right and I I’ll
look at her I’ll be like five minutes and she’s like no it’s not and I’m like no minutes feel okay right I come back
minutes later right and she’s like show is over she’s like you answered that in five minutes right you’re right
you answered it in five minutes that was that was right but you also went on for another right so I’m like that’s who
I am coaching why you love me right I’m on my e Coffee I can’t stop talking now
right how many coffees do you drink in a day so um you know what just like a rocket right all the fuel is burned in
the beginning of lift right so so in the morning right I have
um I get two cups right of of black coffee I use a French press cuz I want to get as much as much of the juice as
possible f up that rocket exactly right I don’t want anything going into some paper filter right so I want to get
every single drop into my cup as possible right so I have two and I only
drink black coffee right I don’t drink I no cream and sugar nothing like that um what’s weird is sometimes when I go on
vacation I’ll get a regular coffee don’t understand what that mindset is but
sometimes I do uh but at any rate so in the morning two coughs right two two two cups of coffee strong stuff right this
is this isal more than that right this is a real deal right this is uh this is prescription strength stuff so um from
there uh I’ll do one or two things right so sometimes I’ll stop over and grab grab a dunk right over at Chris’s dunks
right you know so um and usually I’ll get get a large coffee with an espresso
shot thrown into it now dude it’s wild I have a headache thinking about this now now interestingly enough turbocharged by
when I walk in he walks in my office what’s popping man I’m like I just walked in like three seconds ago
I’m the most annoying guy at on a Monday morning I promise your poor wife on a Saturday Sunday morning you’re
ready to roll yep yep so uh so and I’ll usually siphon off of that for most of
the day actually usually that will last me till if I get here around ish right
by around right I’m ready for the next one right so then I get the
next one and I’m sipping on that one now the problem is is unfortunately the the place over here they shut down like right around or she got to get two
just to carry so disappointing by the time I refill I’m you should just get a French press line of yeah and I’ll go
out there there might be clothes and I’m like what do I do now right it’s right
again but attitude right you’re got to change your attitude right so like okay you know I’m just gonna just going to
power through it do you ever drink water um occasionally not not as much as I
should I should probably hydrate a little bit more like a half a bottle you don’t have to when you have that much coffee in you coffee like it’s supposed
to isn’t it like a which I don’t physics behind that but doesn’t make sense to me so I think I mean I feel like when I
drink coffee it’s like piss piss piss piss right and then I’m like if I keep drinking coffee then it’s like all right
now the headache’s coming cuz I’m so dehydrated I don’t know how you’re well I’m the same way you buil this rocket
you built up to this if I put a laptop in the bathroom I could close another two deals a
month we can make that happen yeah we definitely make that happen maybe like iPad your your PE your just nose popping
at the iPad there you go see look at that Solutions yeah right Mortgage Solutions I used to say that when things
were like super crazy back in and we I was still in darith I was like I need to put a urinal like under my desk
because I’m wasting so much time getting up and going to the B and it was here to the end of the wall was bathroom is
right outside my door now it’s way further I’m I’m getting in so many steps now it’s crazy I don’t remember you used
to hear me all the time remember oh yeah yeah yeah it is NI move me upstairs yeah
man he he is loud through the walls I’m the loudest one in this filing I mean on the way into this now we are kind of
soundproofed in here one the I thought this was for my office originally
need better stuff we’re waiting for NASA to send it to us so we can put it in your office ER goes this is going to be
the first podcast we’re ever going to be able to listen to the entire podcast before it’s aired because Steve’s just going to be yelling through the walls
it’s I can you there’s a few other people that are pretty loud too when they they get on the phone they’re not
necessarily loud /but when they get on the phone for whatever reason I get loud they get so loud I’m like do you
know there’s a microphone there you don’t need to yell in the car when I’m talking in the car like other noise I
know what you’re saying my wife is just like do you think there’s like two Dixie cups in a string it’s like you
can right there you just need to talk normal technology it’s not right the microphone can pick you
up from across the room for some reason psychologically and just like hey what’s going
on very loud yeah I am I mean every office we were like before we move into it we’re always like what’s the furthest
office away from I feel like I have a topic of discussion on where I’m going to be number one put you as far away
from my office as possible I mean you got a good one though you got a good one I do I have a
great one yep and but you know the funny thing is when we first came over here and and bur’s like you know probably gonna have to share offices and all that
it’s not as many as are I’m like do I get to share one with Craig yeah
no no I don’t think so too much cof I’m like the opposite like I need no noise
like I don’t even listen to music I don’t even know if you’re on the phone half the time I I got to stare at you for like a few seconds be like talk I’m
not very loud I mean I don’t like noise like it distracts me I don’t know people can work with music on or anything I’m
like I want nothing silence he don’t work for music that’s why he don’t work from home like oh my God so my wife she
looks at us zero chance yeah she work she works with with soft with uh uh she works for um a company that kind of
blows holes to Insurance software right so she’s constantly focused on screens running simulations and and and
spreadsheets and Pro programs and software and in the rare times that I have to work from home I’m downstairs
like screaming my lungs out on the phone you know so i’ I’ve been opposite ends of the house and it’s still she just
like go back to work go back to work must have been funny she’s leading him outside with cups of coffee he’s picking
them up as he goes right back to the get out of here so wrap this uh this episode up I I’m still waiting to see this new
Corvette that you were supposed to buy at some point you hit your goal why haven’t you bought it I know I know I
think this is something you should do when you get back from I think you should go buy it right now you know what I maybe not right now but I think when
we get back from the trip I think so yes I I I I I am completely on board with you it’s got to
be purchased by the spring of next year so you can at least enjoy all summer
what color you going to go with you know what I I kind of like it’s like a a it’s
called metallic it’s like a metallic gray right I don’t like the big boisterous like yellow orange or even
the red you know but I like that you know the the that dark gray with the
black little accents you should have him make a baby blue one for you that’ be cool that would be cool that would be
cool so tell everybody what we’re talking about what kind of car is it oh the so this is the brand new this is the Corvette Corvette Cthe latest mod rear
engine know to and like less than three seconds so think of how many more coffees you can get by hitting the
Dunkin Donuts that I I could hit an extra dunan on the way in just think about how many more deals you can get when you get here that much faster very
true right you should buy it tomorrow this this is a legitimate business these are all the Reas I mean I just don’t see
how you don’t buy it at this point it just doesn’t make Financial sense not to your goal I’m losing money you are
you’re losing money bu $car so buy a French press for your office
and a Corvette so you can get here faster French PR press in the car you got to spend money to make money right
so it’s like a Santa slay hit it for the Coco he hits it for the espresso just a IV coming right that’s
right direct inject well my man it was pleasure having you on awesome this is a lot of fun guys thank you for having me
I TR truly appreciate it I wish such an honor to be here and I really mean that I hope you get that Corvette buddy I
really do thank you have fun on your trip I will all right guys see you next time