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Dust in the desert ruins vehicles. The viscosity of lubricants slows vehicles to a halt. Similarly, neglect of duty and hopelessness destroy businesses. 

Mechanics diagnose problems and fix the vehicles. Entrepreneurs solve business problems with hard work and optimism.

Shane McGraw endured the heat of the Middle East desert as an air force mechanic. Now, he helps others with his real estate and mortgage companies.

In this episode, million dollar loan officer and Middle East veteran, Shane McGraw, reveals how to build businesses that generate multiple streams of income.

Show highlights include:

  • Why having trustworthy resources and people lets you write more loans (1:19)
  • Why growing up without a father figure teaches you how to work hard and be part of a team (1:49)
  • The “Misfit Toy” model that protects you as an entrepreneur and lets you get more stuff done (2:26)
  • The “Napkin Dream” method that builds your business and changes the world one-person-at-a-time (6:01)
  • How training for a 207-mile bicycle marathon shows you the road map for building your business (6:47)
  • How focusing on a task for 90-uninterrupted-minutes per day for 90 days scales your business (17:13)

Want to get your questions answered live? Head to MLOlive.com and discover how you could become a Millionaire Loan Officer!

Read Full Transcript

Welcome to The Millionaire Loan Officer podcast with your host, Scott Hudspeth sharing tools, tips and strategies so that you can go from a mortgage loan officer to a millionaire loan officer. It's your host, Scott Hudspeth.

Scotty: Hey, Hey, Hey, this is Scott Hudspeth, Millionaire Loan Officer. Super excited to have my friend all the way on the west coast. I guess I'm not too far from you anymore, man. Shane McGraw, what's going on, brother?

Shane: What's happening.

Scotty: Dude, I'm excited to like you a man, our conversation the other day, like I got all excited about it and I'm like, all right, I got to get him on the show. And I got to share with everybody the world, what you're doing and like multiple, I call it multiple streams of income, but it all has to do with the mortgage business. You know what I'm saying?

Shane: Yeah. Absolutely. [00:57.6]

Scotty: It all kinda ties together and just brings it all together. And I thought, man, what a great way to not only, I mean, dude, you're knocking it out of the park with volume and it's no wonder, cause you have all kinds of resources giving you people that know I can trust you, which is a bottom line. So, I just want to get into what the heck you're doing and share with people what's going on out in the west coast.

Shane: Yeah, so to answer your question, so this could be a short podcast is I don't know what I'm doing. I really don’t know. So, here's what I've been learning though. You know, I've been doing mortgages for about 15 years. I think a 14 now I need to quit rounding up, but because I want to sub at 15, but I think 14 and some change. And I've had some good years, you know, I got in kind of at the bottom of the market, so I've had nothing but opportunity to climb and, and now here we are in unprecedented times. So that's obviously a great ride that I've been on. So, you know, one of the things that I learned early on when I was in the business is I was trying to figure out, I grew up with not a lot of examples in my life. You know, father figures, I didn't go to college. I didn't, I joined the military. I wasn't really great at the military because I didn't like authority.
But I was good at putting my head down and working hard and being a part of a team. So, I did really well when it came to like boots on the ground, kicking butt with my guys and you know, in the trenches and figuring out, you know, they, they would send me a lot of people that work with me because I genuinely like to get shit done. But at the same time, I wasn't good at playing the PC stuff. And then I got out and I kept getting jobs and I kept running into the same problem. So as a misfit toy, almost, I just, I needed a business that didn't, that would protect me from that nine to five grind cause my body and my, I’d snuck, who I was. [02:39.2]

So, what I do now is basically still just a young kid, trying not to get stuck into the nine to five grind. So, each time I'm doing a thing, I try to reinvent myself and take what I learned from last season and put it to something else. What's kind of happening now, Scott, and this was kind of cool for me is I finally, I'm 41. I actually feel like I'm finally figuring out who I am and what I'm about. I don't know if other people went earlier, but it took me some time I've been known to kind of, I go hard, but I hit my head on most of the walls, you know. I try to see what's coming, but I'm not afraid of you know, taking a bruiser or two just to. I'm progress over perfection, for sure. So, a lot of the stuff I'm doing right now, I can't even tell you I'm really good at them, I'm just doing them and then inviting as many skilled people around me as I can. I stumbled upon kind of a philosophy a while back called the cadre concept. And that was about four years ago. And I don't know if you know what a cadre is, but it's one of my favorite terms I learned in the military before I even knew what it meant. But when I was in, I was a heavy equipment mechanic in the air force. And what I did was I was stationed in the middle east and these hood dudes would come through cause I was at a supply hub. So, everybody that went to the middle east would come by and come through my base first. And as a mobile mechanic, I would fix whatever they had or make any last touches on things that, you know, before they went forward deployed. [03:58.7]

These are all dudes that were like, they're ready to go do some things that you and I are, we don't really want to know about. We don't really want to know about, not really. And they're all young chiseled dudes. And what happens in that cadre, they were all part of a cadre, what happens in the cadre is they each go to their respective schools and they become good at their craft. They become really good at their piece of the puzzle. And then they come together and they become a cadre. They start working together and practicing and they, you know, they get dropped off in the middle of nowhere together and got to learn how to navigate. And they start to use all their different skills to become a team. And then they forward deploy and then they have a very specific shared mission or purpose, and that's what they go do. And then when that thing comes up, they do it. And they, so they specialize in it and each of them has a part. So, I became really infatuated with these studs when I was in the military, because it would come through and I just, I wanted to join them, but I never had the stones to go do what they had to do to become qualified. I just wanted to go be a bad-ass, but I didn't want to go about planes and go through the schooling that they went through in the training. They were the select few that made it, but I always wanted to skip the journey and just be with them. [05:05.1]

Well, anyways, long story short, I've been doing that ever since. I kind of stumbled upon this idea of like the world works differently than just in the mortgage business. As a matter of fact, the real money in the marketplace, there's a whole another world that's happening around us. Us that are lenders, we do qualified loans. And so, we're playing in a certain box that’s governed really strictly and it's designed to borrow people who are in the working class who have W2 nine to five jobs that we can guarantee their future ability to pay. So, every time we talk to a client, we're saying, “Cool, tell me about your job. How long have you been there? How long do you plan to be there? Are you getting any raises?” And we're looking for like, do you trade your time for money? And do you do it in a way that's commensurate to this 30-year debt I'm going to give you. And I love doing mortgages. I will always do mortgages, but I always felt kind of a mortgage coach's bias to like offering a little bit more well about five years ago, six years ago, I started doing a little bit more myself. [05:59.6]

So, I bought an insurance company because I got challenged by my pastor to make this like, when he called the napkin dream, I think anybody who's listening, this was a big moment for me. So, if you're looking for a big moment, this might be something that could work for you, but I just basically started praying a ton and thinking a ton and talking to a lot of friends and asked a lot of questions around one thing, I became very curious. If I could build something cool that would change the world and help me be successful A\and I would love it and other people would get something out of it. Like if I found a purpose, what would I build if I could build anything? And what. I started realizing is that kind of question leads to some super cool answers. And so, I started realizing that the non-qualified mortgage space, I started doing hard funding loans to buy flip houses instead of flipping houses. And I started to work with people on the other side of the tracks that I never, you ever heard of, reticular reactivator? [06:49.8]

Scotty: I have, I love that. Yeah. I talk about all the time, man. Tell them what it is.

Shane: One of my biggest moments, aha moments in my life is my wife. And it's a short little story, but my wife loves adventure with other people. And so, she wanted to do this bike ride from Seattle to Portland, which is 207 miles, two days riding on a bicycle, you know, and this big, crazy group of people who think that's a great time. And I never wanted to do that, but she, I bought her a bike finally. And she just wouldn't put in the work because she wanted me to go with her. And I had this aha moment as a husband, that this would be good for me to do this with her, even if I don't like it, but it would be good for me. And it would be good for us. So, we started going on dates. So, we'd ride 10 miles away, go to coffee and have, you know, play like kissy face and hold hands and whatever. And then we'd jump on our bikes and ride 10 miles back.

Scotty: Ahh.

Shane: And that's how we trained. And it was like, I fell in love with my wife again. I loved being healthy. We started learning how to make breakfast for each other, we’d take turns and, but everywhere I'd go, I'd see shoulders of Rhodes. And I'd be like, oh, you could fit your bike on that. Cause I was training for a big race and then I'd be like, oh man, look at all these people that are into biking and I'd be talking to people before I knew it everybody was into biking and I didn't even know biking existed. [08:00.2]

Scotty: Wow, wow

Shane: But as soon as it became relevant to me.

Scotty: Think direct with it.

Shane: Was what I started to see everywhere. I went and I started realizing that is a thing. And then of course I went on this 207-mile marathon ride and I got these ideas of going to station to station checkpoint to checkpoint. I just had this big epiphany that, that's how the world works. So, if you don't know something, start training and start asking questions, start finding someone and you know, go participate but pay for a coach.

Scotty: Jump on a bike.

Shane: Jump on a bike, right.

Scotty: Yeah.

Shane: So.

Scotty: So, dude, what.

Shane: I've been doing that for a while. And then I realized I needed people.

Scotty: So, dude, first and foremost, thanks for your service, man. I know that wasn't your thing and who cares, how long you stayed and you still were in. So, thank you for that.

Shane: I loved it. I just didn't want to, didn’t want to stay.

Scotty: Yeah, right. Dude I love the cadre concept, man. That's more or less just focusing on one thing, right? Like they had one mission.

Shane: Yeah.

Scotty: They went and completed the mission. And so, it's just like the mortgage business, man. If you figured out that.

Shane: Yeah, many parts, one mission.

Scotty: Yeah, it's one mission. So, so your wife's an agent.

Shane: Yeah.

Scotty: You told me your wife, an agent.

Shane: Yeah.

Scotty: So how does that work? Was she an agent before you were in the mortgage bizz after? How did that all work out? [09:06.3]

Shane: So, when I was getting out of the military, I'd spent the last two years kind of going to school and you know, I grew up not thinking I was going to go further than that. So, then I kind of had this aha moment that I could maybe. So, I started doing school and me and my wife, when we met, we kind of were talking right as we got pregnant, she was like, Shane, I want to have a good life. And I want to be a business woman. I want to be able to be a mom. And, but I don't know what it would look like. So, we just thought, Hey, why don't you do real estate? My mom does real estate and she looks like she's having fun. I want to be in the mortgage business. Maybe that could be a good fit, cause my mom owned kind of two shops. She owned a Beyond Realty and Beyond Mortgage and she kind of had a little, just a little boutique thing going. And so, we both kind of jumped in at the same time. She just went a year earlier than I did.

Scotty: Love it.

Shane: Yeah.

Scotty: Unbelievable. So, congratulations on that. One of the things that you do is you've you know, you've talked about diversifying yourself and not focusing on just the people that have a W2 job, but you're into subprime. You're also into non-QM, but maybe that's one and the same.

Shane: Yeah.

Scotty: How did you get into that? Like what transpired or did someone approach you or like, what was that like? Cause that's a huge, that's coming back with a vengeance. [10:11.8]

Shane: Oh man.

Scotty: And I'm hearing it more and more.

Shane: As soon as Fannie and Freddie said, Hey, you know, we're not going to buy many of these, these second home and investor, people, the secondary markets were like, let's go, let's go create some products. So, they pulled all their money with, with the onset of crowdfunding, the world has changed. You and me can raise millions and be banks, you know, overnight. And we don't even need fancy licenses. You could, I mean, there's a whole another world out there. I don't know anything about it yet, I'm still learning. But I borrowed a lot of their money myself. And then I had some people, I had a guy come to me. He was really wealthy. And he was a DocuSign early employee, had a bunch of shares in there. And he had, he had built a decent amount of wealth by being in the right place at the right time, you know. And he had all these shares and he had all these real estates that he had went and took shares out and bought cash. So, we had like two and a half million in real estate and he had like four or 5 million or so in this other stock options and stuff that he had. And he said, I want to build this big old house and I don't have any money.

Scotty: Hmm. [11:10.9]

Shane: And you know, I had my W2 job, but I want to, what do I do? And I was like, you know, let me talk to my financial advisor. And we found out he could do a loan against his assets.

Scotty: Hmm.

Shane: And this was a while back. And we're like, I didn't even know you could do that. And I was like, wait a minute, what does that mean? And then that opened up a whole new door of, you know, becoming your own bank and borrowing your own money.

Scotty: Wow.

Shane: And learning how to use debt and build wealth and legacy. And I was like, wow, that's pretty cool stuff. But then we didn't have enough money. So, I had to go find this somewhere else. So, I went to the secondary market so my hard money guys, I started asking questions and they're like, oh yeah, yeah, we'll package that together. And we'll, we'll do one loan against all of his properties and it'll look like this and here's his terms.

Scotty: Wow.

Shane: And I was like, well, how do I get paid? And they said, well, you just put your pricing on top. And I was like, I used to do that long time ago. Back in the day, you know.

Scotty: That’s right.

Shane: You still kind of get some for the house and some for yourself and we were worth every penny. And then the governments came in and said, basically that the lending institutions get to make all the rules on the front side and then you have to sell whatever they're telling you, whatever their margin is. And for me, you know, outside of becoming a branch manager, controlling all my margins I found you can make just as much margin on the other side too. [12:20.7]

Scotty: I love it. I love it. And congrats on that.

Shane: And you can do like its asset based and income its project based. And it's not so much just the guarantor, the guarantor plays a role, but if the math on the, on the, you know, the properties works and the rent rules work and you know what that service coverage ratio is and what the bank should be looking for, there's more money out there to loan than we know.

Scotty: That’s awesome.

Shane: I mean, that's how the American economy works, is volume. Velocity money has to move in order for it to work.

Scotty: That's like a whole another podcast right there, man, just maybe a couple hour podcasts, maybe. Man, you know, it's funny a lot of people are saying refis are gone. My pipeline's drying up and that's not the case when I talked to you, man. You’re a, talk to me about that, man. You got a lot going on with refi still. You're doing a ton of it. You got really excited when you started talking about it. So, I know it’s a big thing for you. [13:08.0]

Shane: I don't do as many as I did last year, last year was fun. And what was cool because last year I was rewarded for ha. You know, when I first got in, in fact, this is good advice for anybody listening. When I first got in, everybody told me to keep a database. And I always did kinda, you know, I wasn't perfect, but I, you know, I kept it at the forefront and recommitted it and recommitted, recommitted committed and switch systems. But ultimately, I kept a hold of all this data and I tried to maintain a relationship with those people to the best I understood, based on budgets and manpower and whatever you can do. And if you kept a database, the last 18 months was amazing way to help a lot of people. [13:46.1]

Scotty: Right on.

Shane: Bring down their cost of funds in a significant way, and then use that equity they have to ask a different questions. You know, 83% of our clients, their home makes up 83% of their retirement.

Scotty: Right, right.

Shane: Like it's a really big deal. The home plays one of the most strategic roles in retirement of all the assets that we most people have. If you're not looking at the fact that they're gaining 11, 12, 15% on their asset right now, and it's worth, you know, even two years later, it's worth 60, $70,000 more if you're not talking about, in my opinion, what a great thing to talk about when you're talking about people's equity management, because the average American has 50% equity in their home right now.

Scotty: Yeah, and growing.

Shane: I think so, yeah.

Scotty: Yeah.

Shane: So now they need to start asking different questions. Like have you ever heard of like a home box

Scotty: Yes.

Shane: Yeah, it's going to the consumer and saying, Hey, did you know that you actually have an investment, not a home.

Scotty: Yeah.

Shane: You know, there's a different way of looking at things. Did you know what your house will do in the marketplace? You know, I really think there's a lot to, everybody wants to become their own business from their house, in my opinion.

Scotty: Absolutely. [14:47.3]

Shane: Everybody's going through the side hustle route. And if you're in the mortgage space, in my opinion, you need to create a side hustle and marketing or a side hustle in certain segment of the market that makes you super rare so that you're a double-edged sword. Like me, I have an insurance company, a mortgage company, real estate company, and a coaching consult selling company. So, they all kind of work together. So, I'm not really doing five different things. I'm doing one thing for five different groups of people.

Scotty: And you’re continually letting them know what you do for a living. That's the, the big part, right. You can have a database and never call them and like, like they're going to go somewhere else. So, what you saw that was the most powerful, it's like, you have built this over a period of time and now you get the cash in because you've stayed in front of them and continued to let them know who you are and what you do for a living.

Shane: And what's interesting about that is what I do for a living is kind of becoming less about why they come to me now and more for what I do for, if I could talk to someone and get them to lead the conversation, knowing that I solve problems and they can clearly communicate what problems I solve, then business tends to find me. And I think that's my differentiator is I like to say stuff like, well, you know, I help people manage their equity in their home. So, if you ever know anybody who has a lot of equity, I’m the kind of guy they need to be talking to, because I'll help them make the decisions. It's a different, I don't mean to be scripty, but that's kind of, I try to talk a little bit more of a future-based and aspirational identity based, and you can do it. I can help.

Scotty: Unbelievable. [16:11.1]

Shane: Rather than like, you know, I want to talk about interest rates. I mean, of course we would talk about all that stuff, but it comes from a different position on the bus, I think.

Scotty: Oh, and the, the, again, who doesn't want to talk about equity in their home, cause everybody wants more of it.

Shane: Absolutely.

Scotty: So, and what can I do with it to benefit me you know, that's the big question if you want to open up a can of worms.

Shane: Along the way, I've helped so many people make so much money by just making good strategic decisions. Buying a second rental at the right time and saying yes to the neighbor who wants to give you a 30% discount, just so he doesn't have to deal with nobody.

Scotty: Yeah. So, man, so you've done so much. You have a mortgage, you have insurance, you have real estate, you coach people. What would you tell someone that's kind of in the moment with themselves, like right now in the moment in this business today, like here today, what would you tell somebody that's trying to get to that next level? Like, what's one thing that you would do that knowing what you know now, that could help them get maybe more referrals, build more realtor relationships. You know, you already gave me so many nuggets on calling past database, just that's number one for you, sounds like. The more people you throw in there, the more business you're going to get. [17:15.1]

Shane: So, in my coaching thing, one of the things that I bring up a lot, and this is all going to sound super, you know, I always call it back to the basics. Like it's not really good businesses really aren't that exciting. They just do the same repetitively to the point where people respond. You know what I mean?

Scotty: Yeah.

Shane: But here's what I say. I believe the power of the mind for, if you can be undivided in your focus for 90 minutes every day, focus on the most essential components of sales, which is proactive behaviors. If you can play that game every day for 90 minutes without being interrupted. So, I do this for on behalf of all the things that I do, but I just do it for one 90-minute block. And I, this is my personal challenge to you. You pick a goal and breaking into as many days as it takes at 90 minutes of high level of focus, you can reach anything, you can accomplish anything. And then if you've maxed out your 90 minutes, great, scale. And by some other people in the team and show them how to do the 90 minutes and you'll grow. So, I was believed for 90 days, focused for 90 minutes every day on the most essential things. And if you build your business in the service of others, a lot of your decision-making a lot of the way you conduct yourself, a lot of the way you answer questions when people will call, a lot of the way you set up appointments, almost everything will have a bit of better style and you'll find yourself a little bit more palatable and agreeable to others. And your people skills will shine because they'll tell the authentic component of like, you're actually believed that the way you become successful as helping others get there. If you filled it with that a little bit of style, then all the rest of the stuff you'll do it. Even despite your best efforts, you'll do it better than you would've. And then it'll add up. 15 years later, I have more momentum than I ever had. And I don't actually know why, other than the fact that I just keep trying to outdo the best shame that I can. Every day, I try to be a little bit better. Try to say sorry, often. Sounds a little. [19:07.8]

Scotty: Yeah. It's obvious you love what you do, man. You love it. I mean, you truly love helping other people. You've got a big heart and you just, you're letting that out there and telling people what you do for a living. So, congratulations on that, man. That's why I love what you do, man. You're real, you know, you're authentic. So, dude, in closing, man, I got to ask you what's next for you, man? Like you've accomplished so much. You have so much, I mean, is it growing all businesses equally or you got one focus on one or what's the, what gets you up in the morning? What's the most exciting for you or what's next? [19:33.9]

Shane: So, I have a two-part question and I don't ever, I've never answered this question directly, but lately I have not answered it. So, it's kind of funny what comes up. I love questions by the way.

Scotty: Yeah, me too.

Shane: I think that's one of my favorite things. I'm very curious. So, I think my highest and best use is buying more real estate and leveraging real estate and learning all the ins and outs of that. I don't have a lot of real estate, but I have enough to know that some are more efficient than others as far as what they take. A lot of people think if you add a zero, you know, if you do something for, you know, add a zero, it's a hundred times harder. It's not actually, I know that to be true. Now I got to have the courage to name and add zeros and, and you know, do it, you know, if I'm doing something for 400, why can't I do it for 4 million? [20:14.8]

You know, I can I, so I think my, and this is probably super early in to say this, but I think I'm going to go through, I'm going to build a fund and start buying bigger properties and using more people, getting involved with more people and working together. So, we can, cause if I can put together the math equations on these bigger investments, if you find the deal, the money will follow and the good people will follow. You just got to be able to invite them into something that's clear they can see, and I'm getting pretty good at that.

Scotty: Okay.

Shane: So, I think I'm going to keep doing that for a while and then I'll keep doing my cadre thing cause it's a full education platform so that I can, my hope is to get a bunch of people that will subscribe to it. But I kind of want to do it just to lead and recruit all my own team members and the people I'm working with just that they can have something to, that's why I started doing it.

Scotty: Yeah.

Shane: Just out of, out of…So I have like a daily planner thing and all these do hickeys it's at 90-minute thing. I really believe that if I can create educational stuff for people and give it away, give them what they want, some of what they need. That's what I'm going to do.

Scotty: There you go.

Shane: They need houses. [21:15.8]

Scotty: I love it, man. There's nothing better than real estate in my opinion.

Shane: Oh my gosh.

Scotty: It's just unbelievably amazing right now. So, did, I look forward to following your journey man, go ahead.

Shane: One of the things that I stumbled upon that I think would kind of put a period at the end of that sentence was I wanted to be a millionaire. I wanted to make a million in a year. I don't know. I'm sure everybody's kind of had that little marker in their head. And in the mortgage business, you know, that's quantifiable and you can say, okay, if I make this much per unit, I need to do this many units and I need this much people. It's going to cost me this much. And you know, you can do it and it's practical, it's doable. And so, I hired a coach and I started doing it. That's what the Core for a while and they taught me all my, the rest of my life will always be better because of them. But what I realized is when you have to give 40% of it away, it's hard. When you make a million, you only get to keep six or maybe five.

Scotty: Right.

Shane: After benefits, right?

Scotty: Hmm…hmm.

Shane: So, like I thought when I made a million, I'd have a million, but it turns out when I made a million, I had a half and that wasn't what I wanted. What I wanted was a million, cause I made a million.

Scotty: Hmm…hmm.

Shane: But that's not how the world will work. So, I started learning, well, if I took that 60%, 50% that I made at the end, I think if you're not having a 50% margin in your life, you're doing it wrong. So, you need to make at least 50 on everything, right?

Scotty: Right.

Shane: So, I took that 50 after expenses and everything. If, you know, if you know, you know, if you don't, you don't know, but I thought, man, and where can I put that? I keep my margin. You know, what can I put it into something that would like both benefit my kids and my family and my community and make me money both short term and long term and real estate does that. [22:43.9]

Scotty: Yeah. Good for you, man. Good for you.

Shane: I'm gonna have a lot of it, but I'm addicted now.

Scotty: Yeah, right. It didn't take much to get a lot either. I mean, I have to get them back on the podcast, but he went in one year was probably three or four years that he, but in one year he went over a hundred million and he just with investors, you know.

Shane: A hundred million.

Scotty: And he managed, he managed all these. He found a big investor in buying a big, so he went over a hundred million in management of all these properties. And it's just holy smokes, man. It's just unbelievable.

Shane: I think we can gain a lot from financial advisors.

Scotty: Right.

Shane: You know, they might have too much money for a small percentage.

Scotty: Yeah, true.

Shane: I would like to manage a bunch of real estate for a small percentage. And that that'll be my retirement slash here kids.

Scotty: Yes.

Shane: Here’s $10 million of real estate with a 1% kicker every year.

Scotty: Yeah.

Shane: You know.

Scotty: Huge legacy man.

Shane: 10%.

Scotty: Huge legacy, family.

Shane: Yeah. [23:29.1]

Scotty: So, dude, how does somebody get a hold of you, man? How does somebody get ahold of Shane, if they wanted to reach out? And what's the best way to find you? Google you? Or call you? Email you? Be careful because a lot of people are going to hear this. Yeah.

Shane: I don’t know. I don’t know what to say. I don’t know what to say, cause I don't really like, I don't know. I don't know if I want them to reach or to call me.

Scotty: You don't have to. You don't have to, man. It's all good.

Shane: Yeah. I’ve been saying this email me. I could probably read my email, is that cool?

Scotty: Yeah man. Shoot it up.

Shane: So shane@mercurymgmtcorp.com.

Scotty: Perfect. Awesome.

Shane: shane@mercurymgmtcorp.com.

Scotty: Perfect Shane, man has been a pleasure dude. I got really excited when I first talked to you show very, very, very short conversation. It's the universe has a way of just bringing people into your lives, man. And it's cool to connect. I want to stay connected and just follow you and, and it’s good for how you’ve been.

Shane: I want you to know that I read your book before I met you.

Scotty: Oh nice.

Shane: I read your book before I met you.

Scotty: Nice man, nice.

Shane: I appreciate it.

Scotty: Yeah.

Shane: I like the way you told it in stories and give it practical and tangible ways to kind of relate to the information. And I think it was really on point.

Scotty: I appreciate that man.

Shane: And so, I hope people buying your book. Really, I think if you're a loan officer and you don't buy books that are written for loan officers by loan officers, you probably don't want to be that good at your job.

Scotty: Yeah. True story.

Shane: I mean you got to put some time in. [24:43.8]

Scotty: Yeah. Listen to it and you know, it's funny you bring that up. You do, you follow someone that's already done it, that's made more money than you and they're in the same business, it's kind of hard to just copy them you know. You're gonna have to change with the change, but so are they and so just.

Shane: Yeah.

Scotty: It's really not that hard so. Persistent, consistent, and just doing the one thing, man is what I got out of this.

Shane: Yeah.

Scotty: So, so many amazing nuggets. Thank you so much for being here, Shane. I appreciate it, man.

Shane: And thank you Brad.

Scotty: Hey, when I get out to the west coast, man, I'll definitely have to hook up.

Shane: Dude, come to my lake house. I'm there, now look at that outside the window.

Scotty: Okay, okay, hey man.

Shane: In the sun, get it.

Scotty: This is being recorded. So, I do have that on record that I did get an invite. So you know where I'm going.

Shane: Girl come on out. I’ll get you out here and we'll get you back some skis.

Scotty: All right brother.

Shane: All right, talk to you later.

Scotty: I appreciate it, man. Thanks so much.

Shane: Yeah.

Scotty: Have a good day.

Shane: Yeah, good bye. [25:27.4]

I'm a Millionaire Loan Officer.

Thank you for tuning into the Millionaire Loan Officer podcast with your host Scott Hudspeth, don't forget to visit MLOlive.com to have your questions answered. See you next time. [25:46.8]

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