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Saying “I quit” to your boss could make you go broke.

Brenna Maples quit her waitress/backup singer gig with Dolly Parton. Her friends and family said she was nuts for leaving the country music legend.

But, quitting a potentially lucrative job can be the start of a dream career.

Brenna jumped head first into the mortgage industry. She became a wealth management specialist in 4 short years.

In this episode, million dollar loan officer Brenna Maples reveals how to become an expert at originating loans.

Show highlights include:

  • The “Vacation Rental” method that lets you to open your own brokerage firm (and cuts out the bank as the middle-man) (1:33)
  • Why building your own home lets you fall in love with the mortgage process (6:29)
  • How calling yourself a “Wealth Management Loan Originator” piques curiosity with realtors that offers them new products to sell (7:26)
  • How educating realtors about property cashflow acquires new clients for your business (9:10)
  • The “Cashflow Conference Call” shortcut that multiplies your reach to increase your investment properties (14:36)

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: Hello everybody, this is Scott Hudspeth with Millionaire Loan Officer, where we work with mortgage loan officers to take them to a millionaire loan officer. And I'm beyond excited today to have my dear friend Brenna Maples out of Smokey Mountain, Tennessee, and Brenna has an amazing story, a short four and a half years, she's been in the industry. And man, I just I wouldn't multitask though doing this, she's really put some amazing stuff together. And Brenda, I'm so excited to have you here, my friend .

Brenna: Awesome. Yeah, I'm doing great. How are you?

Scott: I'm doing good. Thanks for being here. And I know that you got some amazing changes coming up in your life and all this crazy stuff. So, I just wanted to share with the world in four; four and a half short years, you've been in the business. I just want to kind of share with people how far you've come, what you're doing, where you're at, where you're headed, who knows where you're headed. I just wanted to get you on here before us little small people are not worthy any more. So, thanks.

Brenna: Right.

Scott: So, Brenna four and a half years, tell me what's going on now? What's new with you? What did you like, I know you got some exciting news to share with the world that I'm super excited about. [01:33.6]

Brenna: Yeah, so I never imagined until this year that I would open up my own brokerage, but the business had exploded and you know, I specialize in short-term rentals, vacation rentals and stuff like that. And I realized there was a niche that needed to be filled on the east coast for that kind of stuff that specialized in that stuff and had that knowledge with our clients for cashflow. And I realized that, you know, a large bank was making a lot of money off of me. And so, I was like, why don't I open up my own brokerage that, you know, specializes in this. And so, they can have multiple products at their hands that can work for their, a unique situation. And so, I have opened up the Mortgage Shop and we should be going live with all of the applications mid-August.

Scott: Wow, all right. Congratulations. And I saw that, you know, when I first I caught a picker, something about you doing this and I called you and I'm like, what are you doing? She goes, well, I'm going on vacation for like two weeks, which is pretty cool. So, you know, if you had an amazing week, where was it Big Sky that you went out to? [02:42.5]

Brenna: Yeah, we went to, let's see the Grand Canyon, Idaho, Salt Lake City.

Scott: Wow.

Brenna: Mesa bear day.

Scott: Wow.

Brenna: All that stuff.

Scott: Unbelievable. Unbelievable. So back to short-term rentals and vacation rentals, like how'd you get into that? Like, was it bank because they had a special program or what was it that helped you get into the short-term and vacation rentals? [03:04.3]

Brenna: No. So, my area Pigeon Forge and Gatlinburg, The Smoky Mountains, I think in the last three years, it was voted number one and two by Forbes magazine for the number one and two spots to vacation in United States. And so, this area is just ridiculous. It's just booming. And even COVID after COVID the numbers soared. And so, we are every year, it's just a record high.

Scott: Wow.

Brenna: And so that was my area anyway. When I was thinking about getting into lending, I just, I was doing it on the side just to learn it and performing as you know, as my full-time job at night. And so I was, I really wanted to get into it. And then The Smokey Mountain wildfires happened and it burned a lot of people's cabins down in this area.

Scott: Hmm.

Brenna: Was just struggling with were they going to be, okay? Were they going to rebuild? And then I decided, that's when I decided I wanted to help this area and keep it up and keep its growth. And so, from that, I started to learn everything I could about investing about cashflow, about if your money is gonna produce more in a short-term rental or, you know, an IRA or what have you. And then I expanded my business to Florida, like the Panhandle, Gulf shores, Alabama, Blue Ridge, and Georgia. And now I'm starting to do the Carolinas as well. [04:17.0]

Scott: Wow. So, you actually did a ton of research on whether, so which is better short term or IRA, or a little bit of both?

Brenna: I would say always, you know, don't put all of your eggs in one basket, but you're definitely going to see more cashflow in these larger areas in real estate. However, I do recommend having a self-directed IRA as well.

Scott: Yeah. Yeah. Interesting. So, man, like you hit a huge niche right now because values are just through the roof and I can't even imagine the loans you've done, but even six months ago.

Brenna: Oh my gosh, yeah.

Scott: People are thinking like, oh my God, my value is through the roof. Have you got any calls? I mean, I'm sure you're getting more and more referrals just because of that, right?

Brenna: It is ridiculous, like I can't even I had to like have to figure out I'm good at this, but I'm not tech savvy, so I'm trying to hire somebody to get like a little form for people to fill out so I can update them when we're all ready to take all of the clientele in. But yeah, for example, last year I think it was, I sold a home for, I think it was like 650 and he just turned around and I was the buyer's agent on it and I saw his name and they were selling it for like, I think it was like 950 or something like that. [05:22.4]

Scott: Wow.

Brenna: And that's just within a year. And so, you can make profit that way as well. It doesn't even have to be through rental income, but just knowing the market and seeing where the market's going to go.

Scott: Unbelievable. Unbelievable. Good for you. So, for now going back four and a half years, like for loan officers that are listening to this podcast, I mean, you just started four and a half years ago and you're just, you're starting your own broker shop four and a half years in, probably never even imagined where you were going with. You said you started part-time, what would you tell somebody that is either just getting started or four and a half years and trying to figure it out? What would you tell somebody first step, second step?

Brenna: I would say naivety is key because I did not know all of the hard work that I was getting into. I was like, ah, I can do this. You know, it'll be fine. And it's a lot of hard work, but don't let people discourage you like, oh, you know, you're going to get burnt out, blah, blah, blah. Go into it with your mindset of not having the experience and just take it day by day and work your butt off.

Scott: Yeah.

Brenna: And come with the punches as they come. Don't worry about it before they do.

Scott: And I know this is always a big question. When you start in the business, obviously, what, like what, do you mind if we share what you did before you got in the mortgage bus? [06:28.5]

Brenna: Yeah. Yeah. So, before I got in the mortgage business, I was a professional singer lead singer at various shows here in the Pigeon Forge and Smokey Mountains. And then I was blessed to be able to be one of Dolly Parton's background singers for when she came into town and performed. Anytime she came into town for about three and a half years, and then I went to Nashville and got a writing deal and all that stuff. And then I realized was not making money because you had to play for free at these cars.

Scott: Oh.

Brenna: And so, I was like waiting tables and playing free, and I was just like, ah, and then I came back and performed a little while in Pigeon Forge. And then I built my own home and that's when I fell in love with the mortgage process. And so, yeah, I retired out of that.

Scott: Wow. So, you didn't come with a database, you didn't like getting come with anybody. Like he didn't come with a database of people that owned homes. So, what did you do for starters when you first started for those people that are struggling a little bit, who did you reach out to? How did you build this monstrosity of business that you're building? Like what'd you do first? [07:27.9]

Brenna: Yeah. So, I didn't even know. I'll be honest with you like a debt-to-income ratio. I was like, all right. Which, what number is this? You know? And so basically, and just be fully candid, I just faked it until I made it. I learned the guidelines and I beat the pavement, like going to every real estate agency, told them about the products I could do. Label myself as a wealth management loan originator, and most people don't know what that is. So, it piques their curiosity. So, anything that piques their curiosity, and if you can offer them something of value with your knowledge or with the products that you have. At that time, it was the products I had and, you know, and then as I, as I grew, it became the knowledge that I had.

Scott: Hmm.

Brenna: Surrounding what products I could work with. And so just beating the payment I got on, you know, realtor.com app, I would type in like minimum sales price of like at first it was like 250 to 500 and then I just kept expanding. And I did that way because I learned slowly about these, these homes and how much they could produce per year. And then as my knowledge grew, customers refer me to people, realtors refer me to other realtors, you know, I've gotten in touch with highly successful realtors and that's what has kind of blessed my, my career as well and skyrocketed it. [08:48.5]

Brenna: Yes.

Scott: Not a loan officer, not a mortgage, but a wealth manager specialist. So that they, so when they were piqued, like, was it a, okay, what does that mean? And then did you go into the short-term investment, vacation rental type spiel? Or when you say, bring something of value, how are you, were you just educating them so to speak?

Brenna: Yep. So basically, you know, you want to keep their interest just like a TV show or a book, you know, if it's not interesting, you're just kinda gonna wander off and look at something else. And so, I said, you know, I'm in wealth management, loan originator, do you know what that is? And they're like, no, of course I'm going to say no, because it's kind of like a little thing that I've created.

Scott: Right.

Brenna: And, and so I just explained to them, you know, these properties, let's look at this property, let's look at the cashflow and do you even know how to explain cashflow to your clients? And so, they're in this area, they're wanting to make more money. So of course, they're going to want to learn about how these properties cash flow and they're wanting to educate themselves so they can get better clients r hiring clients so they can make money. [09:51.4]

Scott: Wow.

Brenna: So how am I making money for them? I'm educating them on these properties and how they can break it down for their clients. Hey, this property grossed, you're looking at like I don't know, $250,000 property back in like three years ago. This property grows like $60,000. What does that mean for the client? I also coached on self-rental like, don't go with a management company.

Scott: Hmm.

Brenna: Keep a 100% of the proceeds because this area used to be just, I mean, management company, over management company and I see that going away soon because all of these people are learning, Hey, if I put just a little bit of work in, I can keep a hundred percent of the proceeds versus 80% after all of the bills are paid. So cashflow simply is, let's say you take $55,000 of the proceeds that they made average for the last two years, you should track out taxes, insurance, any like amount that you want to save for like plumbing issues or anything like that, that comes up per year. And then that's what you're going to make the minus your mortgage payments and such. [10:54.4]

Scott: So, you were educating them on how to talk with the buyer and maybe probably get some off the fence or, oh my God, I want to get into this. I totally see it now and.

Brenna: Yeah.

Scott: That’s kind of like where you’d go.

Brenna: And I was like, you know, I'll be there for you too even if it's like with a, another lender and they're not understanding what's going on.

Scott: Wow.

Brenna: You know, have them call me, have them call me. And that's how I built their trust and how they kept coming back to me asking questions like, okay, this person asked this, what is this?

Scott: Wow. So, you're just a good heart, just a good person all the way around helping other loan officers. How often did they go to another loan officer though? They're coming to you for questions. You got to be honest, right?

Brenna: Right. Yeah. I mean, I never discourage anything. That's the one thing there's so much business, there's enough business for all, you know.

Scott: I love that.

Brenna: Loan originators. So, you're eventually going to need to reach out for help at some point yourself. So why not help as much as you can. I mean, it's just one big plethora of people just helping people.

Scott: Unbelievable. Unbelievable. So new name of the company is Mortgage Shop.

Brenna: Hmm…hmm.

Scott: Are you still hitting the wealth management trail or has that changed or is that still your number one focus? [11:56.8]

Brenna: Yep, that's my number one focus, wealth management cashflow. And what wealth management just means, how are you going to build your wealth? Is it going to just be in a 401k where your W2 job matches it, or are you going to start putting your cash into property that can triple that amount that you're going to get versus your 401k building slowly? Some of these people are even buying homes where they can quit their W2 job.

Scott: Wow.

Brenna: And that's what I'm coaching for that building wealth for their family and knowing the difference between the nine to five, putting your money into a 401k for 30 years, 20 to 30 years, or buying like five properties within the next three years. And it making as much money per year as your W2 job nowadays.

Scott: Hmm, unbelievable my friend. So, are you doing like, how are you letting the masses know about this? Are you doing webinars, classes, One-On-One like, what? Like, what's your secret sauce there? What do you guide somebody into doing something like that? [12:53.5]

Brenna: So basically, right now, it's word of mouth and it has, exploded from people on the west coast wanting to buy here. They tell their friends a doctor's group that somehow got ahold of me and people are coming to me that I don't even know the name. They're like, so-and-so referred me to you and I don't even know who it is. And I'm like, okay and so.

Scott: That’s too funny.

Brenna: Yeah, with that, that's how I'm getting it out as well as like podcasts like this.

Scott: Yeah.

Brenna: I have a few lined up as well.

Scott: Wow.

Brenna: And yeah, that's about it.

Scott: I just got a feeling that you're going to need some help, like.

Brenna: Oh, I've already got, let's see. I was really surprised because I went to some people that I've trained over the years to try to do what I do. And I already have, let's see four loan originators coming on.

Scott: Wow.

Brenna: A processor coming on.

Scott: Wow.

Brenna: And I still have other people asking if they can come join, just to further their career and learn about this business. Not just for their like loan originator business, but for themselves like buying investment properties in the future. [13:53.8]

Scott: Wow. So, you're educating loan officers. See, I knew there was a reason I was going to have you on my podcast first. Cause I won't be able to book you in like 12 months or even six months. Great Brennan's booked, sorry, talk to my assistant, you know. You're going to call Dolly.

Brenna: I’ll try, I’ll try to keep it spaced out for you.

Scott: You're going to call Dolly Parton's this, this thing goes. Oh yeah. Do you need another person, cause I'm looking for help?

Brenna: Yeah, right. Yeah. I think she's a little bit, she's tired.

Scott: She started. So, what's next for like Brenna you have so many amazing things going on. Like this thing could just, I mean, I don't know, I just, it sounds so amazing for you. I'm so happy for you. And I, I think we talked four years ago, six months ago, you were brand new in the business and look at you right now. I can't even imagine where you're going to be in four years. What's next for Brenna? [14:37.9]

Brenna: So, I want to obviously grow our real estate portfolio as my husband and myself personally. And in four years, you know, I want to be a good leader. I think that's what keeps me up at night is I want to a good leader for people where they're like, I learned something I grew. And I'm telling these people that come onto the mortgage shop as loan originators. I'm not going to be one of those types that if they say they want to go somewhere else, I'm not going to get mad. I’m not, because if it's right for them and they feel like they want to grow, like I was there, you know, three years ago. And I want to always keep that mentality of whatever's best for that person, I hopefully I can be the best for them, but if they feel like they need to go somewhere else, you know, I don't want to hold anybody back from their dreams.

Scott: Hmm.

Brenna: And so, my biggest goal was probably to become my own lender instead of brokering out, you know, eventually being able to be our own lender, to lend out money and then not originate loans anymore and just be able to lead and coach and train people how to originate loans, to keep up with the plethora of people calling like I was doing like 15 to 20 calls a day with clients and it was just. [15:46.2]

Scott: Wow.

Brenna: I mean, it burns you out. And so, I've come up with, I'm going to do my own zoom call. If you want to learn about this cashflow sign up for it. I sent out a questionnaire.

Scott: Love it.

Brenna: Of all the questions I asked every single person that applies for a loan. And then that way it dwindles down my call. So, I'll do like a Tuesday, Thursday call or something like that. I go over the basic guidelines that every single person asks that I repeat myself like 20 times a day. And then they answer the questions that I asked them on the little sheet that I send out a Google form or something like that. And then I'll be able to say, okay, this is W2, they only have one home it's escrowed. Let me send it to one of my newer loan originators so they can start understanding it a little better. And that way I can push out files, you know, to seasoned loan originators and more complicated and, and stuff like that. So that's my game plan. [16:35.0]

Scott: So, wait a minute. So, you're doing group calls to people that apply with you to educate them because you're saying the same thing over and over again. So, you're like doing a what'd you call it, you call it something. I missed it.

Brenna: Like an underwriting guideline call or something like that.

Scott: Which client?

Brenna: Or a cash flow call. Hmm…hmm.

Scott: Cash flow call. Wow. So, people are just, instead of having one conversation with one person looking to buy an investment property or short-term rental or whatever, you're having number of people on one call to answer the questions.

Brenna: Yeah, and yeah, well this is why, like, because let's say you are getting into investing and you're new to it. And then there's 5 other people or 10 other people on the call, they may ask a question that you didn't even think about that you want to know the answer to. And so, it's kind of like a group thing. One, it helps them into it tremendously helps me that I'm not making these 20 to 30 calls a day answering the same exact questions.

Scott: Wow.

Brenna: And asking them the same exact questions, you know? [17:28.6]

Scott: Wow. You have really built something special here on my friend. Unbelievable. Oh man, I'm glad I pulled that out of you. You weren't going to share that and I don't know how I pulled that out of you, but you did. So, you were.

Brenna: I was trying to tell it. I was trying to do that in my goals and I forgot what I was going to say and then it came back to me.

Scott: Oh. So how many people have you had on one call? Do you have like a record? I mean, I'm just curious. This is amazing.

Brenna: I’ve only done a few of them, and there's only like I did it with another realtor and I think there's like 15 to 20 on a call.

Scott: Wow.

Brenna: But as soon as I go live and I'm ready to like dish out loans to these four loan originators, two of them are going to be like junior LO’s at first.

Scott: Yeah.

Brenna: Where I can train them. Then I'm going to be doing it every week, Tuesday, Thursday call. And let's say somebody was on a Tuesday call and they still have more questions, they can join the Thursday call if they want.

Scott: Wow.

Brenna: And it's just more knowledge for them and actually more time management for me. And my amylose that I'm bringing on.

Scott: I wonder if you, I'm just curious, thinking out loud here. I wonder if someday you'll have just the recording, like, Hey, log in, I'll talk to you afterwards, see you in an hour or like, Hey, hit me or the call to action is hit my calendar for a one-on-one after you take the class. [18:36.2]

Brenna: So, I think I'm going to, as long as I can keep away from automation, because no matter that's what big companies do, they, they become really good at first. And then they expand to become this big thing. And I don't want it to be automated.

Scott: Got it.

Brenna: I always want it to be the same exact thing as it began. I might not be the person talking.

Scott: True.

Brenna: I might have a senior, MLO do it in a few years.

Scott: Yeah.

Brenna: But I want it to be that aspect and keep that business plan so we can stay on top and offer something that most mortgage companies can’t.

Scott: Unbelievable my friend, this is not where I thought this podcast was going to go. I'm kind of speechless. And I'm not speechless that often of what you've built in such a short amount of time and where your career went. And I was just a blessing to know you and honored to have you on the call. Where would you tell somebody to go for information on what like, where'd you go for wealth information, wealth management type stuff. Where'd you get your training? [19:30.0]

Brenna: I mean Google. I just.

Scott: Good one.

Brenna: I mean like if I didn't know what something was like, just Google, you know, can we use like a wholesale life insurance policy? I'm like, let me Google it. And so, I will Google it and educate myself on it. And then after that, you know, there's books out there. I'm like, if you want to look into change your whole perspective, okay, I'm going to give you a book to read and all the people that listen it's called Rich Dad, Poor Dad.

Scott: Oh yeah.

Brenna: And it changes your perspective on that nine to five job and who you're really working for. Are you working for yourself? Are you making wealth for your family? Are you working for a big company? That's yeah, you're going to retire in 30 years, but then you have nothing to look at as wealth wise. So yeah, that's the book I would recommend to read and cashflow you just, I see enough loans. Like I just learn from each scenario because every scenario is different.

Scott: Right. Like you could do this I'm in the whole United States, it's insane, right?

Brenna: Yeah.

Scott: When you look at a scenario and it doesn't cashflow, are you just up front about it and say, Hey, I don't know if this is a good one for you like, are you, do you share with the client?

Brenna: Yeah.

Scott: Yes. Okay. [20:35.5]

Brenna: Yeah. And I mean, and then I, I preface and I tell them to, you know, forgive myself, I'm not a realtor and I'm not a licensed financial advisor. However, the numbers show itself, you know, some of these properties, as you know, it's crazy in real estate right now, something that was selling for 250,000 might be selling for 550 in less than two years.

Scott: Right.

Brenna: So, a lot of people right now, if it cashflows, they don't care about what the appraisal comes back at. So, if it comes, if it comes back a hundred thousand dollars lower, they don't care because it's still cash flowing.

Scott: Got you.

Brenna: So, at what point are you, you know, that that's what we look at with each client. You kno at what point is it still cash flowing and are you okay with paying this extra to compensate?

Scott: Wow. Well, I do have an offer for you.

Brenna: Oh ghosh!

Scott: No, it's good. So, if you ever want to come and share your knowledge on agent mastermind.

Brenna: Yeah.

Scott: Just to agents to help, like it'll just reach a bigger, you know, bigger, faster crowd, like loan officers across the country, real estate agents across the country. I've never had anything like it on agent mastermind.
Brenna: Yeah definitely.

Scott: And I think it's perfect topic for what's happening right now in our economy and the growth and values increasing. It's just insane what's happening. So, I love, love, love to have you on agent mastermind if you ever want to be there.

Brenna: Yeah, I definitely do that.

Scott: Down the road.

Brenna: Because I followed you guys when I first started, because.

Scott: Yeah.

Brenna: I needed help with marketing and figuring out what I did. So, I did a lot of stuff that you guys recommended to get more deals, so. [21:59.0]

Scott: Well, you knocked it out of the park, my friend. Unbelievable. And yeah, I'm just excited to follow your journey. And I don't know if you want to put your information out there, you're more than happy to. You don't have to, I know a lot of people will be listening to this, so.

Brenna: Yeah definitely.

Scott: All right, it's up to you. How would people get a hold of you, like where to follow you, what would be the best place?

Brenna: So, yeah, I definitely will give my information because I know even if it's a loan originator listening or whomever, and have questions about expanding their knowledge, wanting to market themselves towards this type of field, you can reach me at brenna@mortgageshop.co not to be confused with .com but.co. So brenna@mortgageshop.co

Scott: Cool.

Brenna: My Facebook page is, think it’s just, Brenna Maples mortgage lender. I have more than like 500 followers now.

Scott: Wow.

Brenna: So apparently you can't change your name.

Scott: Right.

Brenna: After a certain amount of followers, so.

Scott: Right.

Brenna: I guess just kind of stick with that.

Scott: Or start a new one.

Brenna: Yeah.

Scott: Or start a new one, yeah. [22:57.1]

Brenna: Maybe I'll start a new one soon.

Scott: There you go.

Brenna: Yeah. Feel free to message me like I'm an open book. I remember starting out and trying that. Another good thing I would recommend is don't try to master every single loan. Don't be good at FHA.

Scott: Hmm.

Brenna: Don't be good at FHA VA conventional, you cannot do everything 100%. So, you need to find an area of expertise that you want to focus on. If you want to focus on first time home buyers and you're really good. And you're really patient with people do that. Don't try to do it all at first. And then maybe, like when I first started out, that's what I wanted to do and I realized I was not that good at trying to figure out like how to explain to somebody really simply for a first-time home buyer. And so, you go through the, you know, the gross and seeing what you're good at, what you're not as good at. And then you go from tere.

Scott: Unbelievable. Unbelievable. Yeah, just can't say it enough. Congratulations on your success. I've love what you've done and what you're building. I love how many people you're helping and that man, I just know you're going to be more help. This thing is going to blow the you're going to blow the top off of this. So, congratulations my friend. Thank you. Thank you. Thank you so much. I would love to have you on agent mastermind like I said, and any final words as we punch out here. [24:04.8]

Brenna: Remember for a loan originator, naivety is key and don't let anybody scare you away from your dreams.

Scott: Oh, I love it. I love it. All right guys. Thank you for being here on Millionaire Loan Officer. We take mortgage loan officers and help them to become Millionaire Loan Officers powered by mortgage marketing animals. Got a special surprise for you guys coming up called The Loan Officer Breakfast Club. Brenna love to have you on there someday, my friend. Your topic fits everywhere, so again, I think you've been here. Thank you everybody for listening. And if you ever want to jump on a call with me to kind of map out where you're at, where you're looking to get you, just go to meetwithscotty.com and guys we'll see you next time right here on Millionaire Loan Officer. Have a good day everybody. [24:47.6]

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. [25:07.6]

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