[Music] foreign [Music] boys and girls children 18 plus you are tuned in to the low nostril podcast with me Dustin Owen in a extremely special guest I mean this dude flew in from Baltimore Maryland this morning to be a guest on the loan officer podcast he is the one the only Andrew Wagner Andrew welcome to lonelster podcast thank you Dustin appreciate it happy to be here yeah this is gonna be super exciting so you are a fifth year mortgage professional Mega producer Mega producer and you're not even 30. not even 30 years old this dude makes more money than heart surgeons this dude makes more money than software Developers any slangs loans for a living what was your production the past three years you have an idea of like what did you Fund in 2021 and 22 for my mortgage nerds I just wanted to put it in perspective for these folks yeah 2020 I closed about 65 million okay 2021 it went up to 72 million okay and then 2022 last year closed about 62. dude high five so you you had a 20 drop where the rest of the industry saw 40 plus percents right that must be because you still know what it's like to hustle that's right still no it's like the hustle what um what Drew you to the mortgage industry like what's your story how did you get started because here's what I want to do for the audience today we're going to be fast we're gonna be to the point um last time I saw Andrew so he and I full disclosure used to work together for the same company and really cool story we won a trip to San Juan Puerto Rico for our Achievers Club and to tell you the type of dude Andrew is the dude rolls in there with his pops as his plus one like how I thought honestly that was one of the coolest things I've seen you could have picked up any hot chick from tender and said hey look I won this award you want to go with me for an all-inclusive paid trip to San Juan Puerto Rico by the way in February when it's butt ass cold back in Maryland and you brought your pops yeah the Condado Vanderbilt that's right yeah that was really cool um was that a memory that that you think the two of you will still share together or do you continue to spoil pops no it is it's a Memory I definitely still we share um I have a cool picture from that trip on my desk actually back at home um because that was kind of like you're coming out when we're like Hey Dad look what I did yeah yeah right that was a you know just just kind of hitting that that top level trajectory yeah um and was uh was happy to ever bring him because I mean you know family has a lot to do with your history and getting started in the business and um I think he listened to me for hours and hours talking about things I'm learning and getting started and so forth so and he acted interested the whole time yeah yeah exactly um no I think that's really cool that's just a sidebar didn't want to get down that rabbit hole too much with you but I am curious for the audience like for many of you who are either contemplating getting into the mortgage business as a mortgage loan originator or you recently did like I've told Andrew's story on many episodes because I love how you leveraged working open houses because just five years ago you were young you didn't know what you're doing you were broke and trying to figure it out yeah today you just rattled off production that literally to put in perspective for our non-mortgage friends to do 60 70 million dollars in one year there are many mortgage professionals who do that in a decade right so Andrew's like nope I basically have funded if I can do some quick math close to 200 million dollars in volume just over three years again for some people that's what they do over a 20-year career you did it in three years and you just got started five years ago so my first question was or still is how did you get started in the mortgage industry yeah no so got started um like pretty much you know everyone says in the industry I was not planning on getting into the business was not my my first career choice actually um you know worked in worked on some technology startups while I was in college and I always had that entrepreneurial mindset for sure okay businesses and different um you know different uh activities to generate some income during college so you're hustling in college hustling in college for sure yeah had the side hustles like today the kids are doing things like Drop Shipping yeah you're like that's a big side hustle in my senior year of college I started uh we started a project with my friend of mine called Dirty dorms where we would um advertise on campus that we will take out our other doormates trash so we'll go around campus and just charge 15 a week and would take out their trash I ended up picking up like probably 40 different dorms okay so that was yeah so so you're coming you're picking up yeah picking up 300 bucks a week a piece yeah basically going around taking people's trash out for them because they were too lazy to do it that's right yeah I love that story because here's what I hear oh he's a hustler yeah right he is a hustler would you describe yourself as an introvert or an extrovert yeah I think probably interesting enough more leaning to on the introvert side yeah I'm a little more reserved in certain situations but I definitely enjoy business acquiring new skills and winning I mean I think in the mortgage business you have got to have that desire to be the best all right if you're going to succeed at it and that's something that you know I've had since going back to high school did you play sports I did yeah so from Baltimore um Baltimore City I played AAU basketball okay so in high school that learned a lot of great things from from those experiences playing and and when you say Hey you to me that's typically a little bit more Elite than the high school program right yeah like if you're playing an AU team then you're you're somewhere where you're starting your high school team and you're contemplating do I like to play in college right like you would play on the high school team but then in the summer you're on an AAU team with different circuits and tournaments around DC Baltimore um so a lot of great experiences there um yeah so you're a natural competitor based from some youth experiences here's something interesting and I do need to Circle back because I want to I want to learn how you got in the business um but I keep on going down these rabbit holes just due to my Natural Curiosity taken over and I I heard you describe yourself as being a little bit more reserved less of an extrovert more of an introvert however when I hear you put an emphasis on winning you put an emphasis on making money would you say that your desire to earn money is greater than your fear of being uncomfortable such as making a sales call making a cold call giving it public for sure yeah yeah so you may describe yourself as a more of an introvert than extrovert but you have this wildly lit hot fire of passion and desire as it pertains to making money that you're like yeah but I can get past all of that if I know that there's a Payday at the end of the at the end of the line yeah okay yeah I mean I didn't think I mean for me um that just getting that standard job out of college was not something that I necessarily saw myself doing I was a good student but I what'd you study study Finance okay yeah yeah so so you knew coming out like you knew numbers you were good at math understood Excel yes um and you're like I could get a Financial Analyst job almost anywhere yeah but that's going to be boring yeah it's gonna be sitting behind a desk and it's not going to have unlimited income potential so you knew enough to say probably not the road I'm going to take right okay yeah so um graduated college needed a job and ended up finding basically an ad on indeed where it's with Waterstone mortgage and um that's where you got your start yeah so had no idea what you're doing no I say that because Waterstone doesn't hire many rookies so the guy or girl who hired you who placed that ad that guy or girl that branch manager was willing to bring on a rookie right okay took a hugely poop who was that person his name's Todd Todd Todd Raley Todd really shout out to Todd because it wasn't for Todd Andrew might not be in this industry totally what did the ad say that and treat you yeah I think that what intrigued me about it was the unlimited potential okay um unlimited potential real estate I mean I've grew up in Baltimore so and had an interest in real estate I definitely you know something I followed in even high school in college like Trends going on in the in the industry yeah so you were intrigued about the wealth that could be made by through real estate whether it's commercial or whether it's it's residential whether you're buying it for a primary you're buying it for investment yeah okay I knew I wanted to buy real estate in college and thought that you know the found myself researching in college actually how to get qualified to buy a house okay on my own like yeah like I would do that uh with no intention of getting into the mortgage business but just for my own sake of nerding out you're straight up nerding out I love it like how can I buy a house yep you know um so did that um I think took the opportunity with with Waterstone and Todd and um that was in July of 2017 I graduated in May of 2017. and uh got into it I mean I fell in love with it it was uh it's a tough tough thing to do getting started from zero obviously but if you carry over you know a lot of the things that I learned in in life like work through basketball or varying different experiences I think that you can definitely quickly you showcase that Talent into the mortgage business and it's a great business to to do that and what what did you if you can remember this what did you fund your first 12 months yes so I started in July I closed my first Loan in October okay remember the deal very well so it started in July so you had August September so it took you roughly 60 to 90 days yeah about 90 days and then December I closed two deals okay realtor referral um and then in 2018 so first full year closed 10 million in production nice in 2018 by the way boys and girls tuning in it wasn't a great year like 2018 resembled part it was nowhere near as rough as 2022 like we didn't have the massive run-up in interest rates but it was still a year in which uh from a volume standpoint a profitability standpoint the mortgage industry didn't have like a banner year yeah in 2018. if I said 08 I meant 18. in 2018 uh so 10 million your first full year that's impressive right right you're 24 years old and I'm guessing you probably made over 100 Grand that year or pretty darn close that's right yeah yeah and you mentioned 2018 being a tough year like I didn't know that at all correct like no idea that's why I love loan officers who got started in 2022 I'm like hell yeah high five yeah like what do you mean this Market's terrible I go it's the best Market to learn in yeah because you'll only know what it means to grind embrace the suck and you got to be damn good to succeed in a market like this so that when the market does normalize you have laid every Foundation necessary to to become successful you probably didn't know it and it wasn't intentional timing was in your in your favor hey you figure out a way to fund 10 million your first full year in a market where many of us I was included yeah my production took a hit in 2018 as it compared to 17 and 2019 was definitely a better year than 2018. so yeah yeah that was uh so so you literally you you answered a job ad right that's you answered a job yeah a job yet a job ad Todd brought you in how did you learn the business so learn the business a lot through mentoring through Todd okay thankfully so lots of one-on-one time with him lots of one-on-one time with him um what do you take to do hey Andrew go get a lead and bring it to me and I'll help you yeah I mean it was a lot of very late nights um you know getting a lead figuring out how to structure it um you know seeing him work deals and I've found myself you know having that Finance background probably helps a little bit like I knew what just credit meant credit scores I know you know generally like income just kind of what that generally looks like but well problem solving came natural to you yeah right that's why you became a finance major you are a college graduate so you have a an IQ and an aptitude that that may be above average compared to the rest of the American populace if you had some DNA working in your favor plus that Natural Curiosity yeah like hey I want to know the answer to this I'm willing to research for hours on end what I love what you're saying is you didn't take a magic pill no one waved a magic wand you literally had to get a deal and be willing to stay up until midnight figure it out because as much as Todd helped you Todd couldn't learn it for you right so awesome yeah that's so so no zenix ground school for you no no the NBA has this this uh program people should check out called the uh School of loan origination like if you're a new loan originator you and your company should look at that course it's a three-week course it's taught live I'm actually right now going through it myself as a proctor I'm just trying to figure out like how good is it so we're completing week one right now so shout out to our friends over at the Mortgage Bankers Association newer younger loan Originators who don't know what you're doing yet if you want to help being taught the business from an origination standpoint you should check out School of loan origination through the NBA or you can continue to check out zenix Ground School that's another one that we are fans of here but you didn't have that yeah and and I'm so sorry I share that with emphasis because is a lot of people reach out to us here at the loan officer podcast whether it's through our YouTube channel or they're going on our website which Shameless plug real quick the loanofficerpodcast.com check it out tons of additional training content tons of additional resources most of it is free the really really Elite stuff it's a whopping 25 bucks a month so check out the website but when people go on the website or they go on our YouTube channel or they hit me up on LinkedIn a lot of times I find myself wanting to to answer like the answer is this is the way it's supposed to be it's supposed to be hard if it was easy everyone would do it Only the Strong Survive only those who are willing to suck it up buttercup and get the first two years and no no one's going to be there to hold your hand and teach you good companies will have people to support you good companies will point you towards zenix ground school or or the MBA School of loan origination but at the end of the day it took Andrew Wagner getting a lead and staying up until midnight to figure it out and then I'm guessing making a ton of mistakes that's right yeah no for sure I think that you know starting off you've got to have somebody right there that you can constantly communicate with and work with it's not something that you are gonna be able to I on you completely on your own like get started in having that that person there that has experience um is extremely valuable getting started and grateful what I had there but yeah I think that going from that year of closing 10 million building up referral relationships a ton of very very very late nights I'm working seven days a week and you know quickly sort of not necessarily quickly but over that year I think that learn like I actually maybe have even a larger capacity to take on more business um just for what I desire yeah like I'm not here just to do I don't want to just stop it I can't even have 10 I thought was a great year um what did you do the next year 45 million what yeah I love it I absolutely love it because this is normal by the way this is normal of top producers I should say that you struggled getting out of the gates only closed a few loans those those those first few months but by your first full year you did 10 million then you jumped it to 45 million where did you focus your effort like you're talking and by the way Andrew he works for Churchill Mortgage he is a producing branch manager he has three Lo's that that report directly to him plus he has his processor and he has two team members on his team that help him with lead intake help him you know get his loan structured up and pre-approved locked in all that good Jess just for those that are playing along at home and trying to figure out how's this guy doing all of it you didn't have that in the beginning that was something that you worked towards but what did you do if you're mentoring those three Lo's back at your branch or you're talking to the the tens of thousands of of of potential loan officers who are tuning in right now or who are going to eventually tune in because we're going to find this on YouTube in nine months um what advice based on your successes would you tell them how did you go from 10 to 45. what did you do that you're like you got to do that if you want to be successful yeah you know I think for me it's and any lo I think it's there's two parts to that I think one are creating opportunities right and that is by making calls you know letting people know that you're in the business and that you're here to you're ready to help you're available to help them and letting us who would you raise this opportunity I called Realtors and how did you know those Realtors look them up online just searching people that I thought that I could connect with um I did a lot of a lot of open houses with huge huge strategy of mine that I just personally kind of fell into wasn't like told to me but I that was something that I viewed as a way to you know stand out from the crowd yes that was part of your sales DNA yeah so um John and I JC and I have uh some cool opportunities coming up where we're going to be speaking live in Tampa Florida Orlando Florida Birmingham Atlanta and I'm already talking about doing something in Dallas and actually Destin and so we we're we're in the in the works of getting something done for although Destin's going to be a private event so destined to Fort Worth were private events those others are going to be public events and one of the things that I firmly believe in is something called your sales DNA right your sales DNA is like hey first and foremost do you homie like whatever is you you got to do it and then these are six strategies that are proven to have worked for decades top producer to top producer top producer picked two and do them really well yeah you picked open houses yeah it was comfortable for you would you cold call an open house so what did that work look like like here's what our audience is going to want to know Andrew did you cold call the open house how many did you do and how often did you do them like did you do this for do you still do them did you do them for just your first two years like what briefly kind of walked us through the yeah my strategy with open houses uh was that on usually by Thursday of every week you on Zillow and I could see the every open house that was going on in my ZIP code for the weekend and I would just click on them and call the listeners you'd be like hey Jen you know my name is Andrew I'm calling I'm A lender in the area I'd love to come to the open house help pre-qualify buyers that come in for you know to look at your property and try to get them pre-qualified to purchase it I'm happy to bring flyers and some water and just be there with you and had good success with with that strategy that easy yeah like every Thursday pull a list pick up click the link call the listing agent what if they told you to go piss off yeah that happened I mean some of them um you know you you kind of just have to Shrub off I think yeah I think that not everybody necessarily wants a lender there for varying reasons but um but it didn't matter to you no no I mean I tried not to come across as extremely salesy when I'm even today well you're not a salesy person yeah so it was more like I think I kind of just inquired called and said hey I made it very clear I'm a loan officer but I want to come to your open house I'd like to bring some flyers and like be there the entire time I know some people I think like to like go to stop in multiple open houses on a given day like I would spend my entire one to three at the house and yeah so you were there to spend quality time with the agent yes like at the end of the day you're there to do with agent once yeah some agents are like hey hang out with me and keep me company some agents like look we're getting slammed can you just show this property yep and then and other times you may have actually answered mortgage questions yep put an open house sign up you know down in the yard outside or going to the top of the block and plugging it in there for them hanging the balloons you know showing people around the house yeah you were there to help yeah yeah exactly that's awesome how many do you think you would do a weekend to a weekend Saturday and Sunday just one on Saturday one on Sunday how many weekends in a row did you go or how many did you do on average in a month I I don't think I missed a weekend for the first six months I mean wow it was okay so you do six that's 24 you did 48 open houses in six months doing some quick math right there right right so so darn near 60 your first year did you do 60 your following year or did you have to start start dialing it back yeah I mean I dialed back um started getting busy and needed that time to work on other facets of the business other than just doing open houses you know I had built trust with some of those referral Partners already so I didn't need to do their open house so I would say probably after about a year was able to stop doing them I don't do them right now yeah but um you know I'm a big believer in that I think that anything that you can do when you're first getting started to create conversations with referral Partners uh I was thinking I have a pretty cool picture that comes up sometimes on my phone and memories where it's um about 12 30 in the morning and I have a sitting at a table and I have a stack of envelopes that I literally just stuffed envelopes hand wrote all the addresses for mailer for realtor and like just did it for them and that was value add for that agent yeah like any little thing and you know those those things it pays off yeah if you do it and you're consistent about it and you you really uh you know offer them that that service that you're here to partner with them it's not just me calling asking for a lead like it was more hey let me I'd like to learn more about your business and see ways that I can maybe help you like it's yeah here's what I love about this Andrew it's boring everything you're talking about is boring but it's effective is effective and what I love about your open house strategy is and it kind of correlates uh recently housing wire published an article that that I wrote and it was basically the gist of the article is you can do anything for 100 days right you extended that hundred days to closer to 240 days but it's like you can do anything yes we want our weekends to ourselves that's why we chose to be lenders and not Realtors but can you give up two hours a Saturday two hours a Sunday let's call it three because you have to travel to and from yeah let's call it three and a half because you have to get dressed right I mean yeah but nonetheless can you give up those three hours six hours total for just six months for just six months if it's gonna pay off the way that yours paid off and can you been genuine and just be there to help because I'm assuming that it was those open houses that built your base from your base you had a couple transactions those transactions introduced you to more agents those more agents introduce you to more agents and next thing you know at your turn you're you're waking up every day and you're funding darn near 150 to 200 transactions a year you no longer have to work open houses but you use that as your foundational support launch pad that's right so to speak yeah um that's it's just absolutely fantastic there's a couple things that I want to get to before we we run out of time one is some advice you're going to have regarding team building because I remember you and I having lunch together we are in Milwaukee I think we were both flying out after like a manager meeting and you had just gotten your first branch and you're trying to figure out oh my God I just forgot to be a loan officer now you figure out how to be a manager and we were talking about team building so I'm going to fast forward a couple years from that conversation to see where you are today and I also want to know um like you're in a situation where you're five years in the industry but you're at your third mortgage company now one of those was by choice one of those was not by choice and there's many people who are in your shoes right now many people are going to be forced to choose a new company not by their choice right the The Purge is not over what started in 2022 unfortunately will bleed into 2023 and there's going to be banks that get rid of their mortgage company that's what happened to you recently and there's going to be mortgage companies who don't make it and that is unfortunate and there's also going to be mortgage companies who make changes and those changes don't align with that loan originator or that branch manager and they're going to need to make a change so I'm hoping you can maybe give like a couple pieces of advice based on your real life uh um examples and then maybe we can conclude some start with Team Building you now have a team obviously your team is what helps you maintain your production while also run your branch what is one thing that that you learned when building your team that you're like oh my gosh I wish I understood that early on yeah I think that when building a team it's extremely important to Define like who who's going to do what all right and for me there's it was like what am I not good at and there's things there that I identified pretty early on I'm like hey this is something I'm not good at get the contract comes in I was sometimes procrastinated on initialing disclosures or um kind of getting the the ball rolling so to speak so has now somebody that does that on every single deal I think that when building a team you need to make sure that they are there to you know they understand that they're part of what you do in terms of bringing in production and to help grow you know your your brand and and your overall success as a branch so I think that they need to really kind of buy into you and and they need to trust you and they need to um you know uh be a part of your story as a as a as an originator so I love the word buy-in like I buyance what's worked for me throughout my career I want them to be included I want them to feel like they have a voice but I want them bought into what we are trying to do as a team yeah how about this one what's something that may be a mistake you made maybe like oh my God I can't believe I blundered there that you could share so that if there's someone else who's currently listening or watching us they're like oh thanks for giving me the heads up on that one Andrew I'll make sure I learn from your mistake not go out and make it on my own yeah yeah I think um you know loan officer for me you know a mistake I think that early on thinking that you know everything okay is a mistake that I you know one maybe two years into it I think that um and even today you know it's like I need to understand that you are constantly going to be learning new things and that it doesn't just get to the point where hey I'm perfect like I know everything and I don't need um you know to lean on other people um so I think that you know something that I now do that I didn't necessarily understand back then was that it's okay to lean on people and ask for advice and you know raise your hand ask questions no matter how you know successful you think you are um I think that that would be a big piece of advice that I have for loan officers getting going that um leaning on people that are a couple steps ahead of you yeah is uh is a great way to improve and quickly get better yeah no I like that I like that a lot what what did you learn um because transition sucks like I mean we've been very fortunate in the retail production operation that I helped run it's a large billion dollar region and it became a billion dollar region because we learned how to acquire other branches how to successfully onboard and I tell anyone that I'm on boarding I'm like look man I think we do onboarding amazing and it still sucks like I look at Homeward like a big pile of manure that we just spray perfume in Cologne on so that it takes some of the stink out but it doesn't take away from the fact it's a pile of manure and you've had to onboard twice once it doesn't really well three times technically if you talk about when you're a rookie yellow but that doesn't count because you're clueless but what did you learn like you left Waterstone mortgage on your own right you made that conscious decision that you're going to leave that company and you're going to go work for help me out in the name of the company so it was first Home Bank First home names to be first Bay first yeah I knew them as Bay first and Bay first was owned by a bank Just Like Home Bank but their bank one day Woke Up This was just a few months ago and said hey we're closing our mortgage division right and that's common in today's market right I just heard of a bank up in Indiana that's probably doing the same exact thing right but it's unfortunate for Originators like you uh or our buddy Ed Stratton or there's even some guys I know here in Orlando shout out to Jason Scott who were all colleagues of yours and you're like oh my gosh now Bay first did an amazing job by you all they funded your loans they got you paid they let you take your pipeline like they really did like I commend them for that because the bank's still around right sure the bank's still around the bank's still doing well they just decided that mortgage wasn't a part of their future and truth be told guys and girls tuning in when that does happen to you if you're a producer man life moves on right you you reach out to four or five people that you know in the industry you schedule a couple interviews and you try to pick the best solution for you going forward understanding that no one has a crystal ball understanding that we still have another six to nine months of this purge and yes you may end up going somewhere else and having that rug pulled from underneath you at which point you just pivot and you roll the punches I know this because I lived through that yeah I literally left Home Bank on my own because I thought they were going under went to American home mortgage by the way American Home Mortgage went under and Home Bank went under ended up at Countrywide and while I was in training at Countrywide I found out that Bank of America was buying Countrywide because Countrywide was going under and I was like WTF I am not going to work for Bank of America and end up at Waterstone that was 15 years ago so that was my story but I'm curious about your story Andrew so what did you learn through the good and the bad like man here's what I learned when I when I left Waterstone good and bad yeah and here's what I what I learned leaving Bay first good and bad so people can maybe even draw from those experiences yeah when I so Waterstone obviously started there felt like I was at a you know this only company I know right so I think that for me um that was a difficult decision um it was a decision that I made based on the position that I was in um you know trying to uh scale and you know hire employees and running the p l and being a branch manager you know a financial decision that I felt that yeah you were a loan officer at Waterstone you were trying to become a producing branch manager right okay yep so you know that was a decision I made and I think that for that um advice I'd have would be that understanding that when you move things are going to be different it's going to be even if they still use the same Los system or point of sale and so forth I mean things are going to look different you're going to go through basically a new learning curve kind of similar to when you first get started in the business in some ways I mean just learning different systems uh I didn't necessarily weigh that piece in a lot of my decision making back then in terms of like well like you're working for a new company you've got new HR you've got new payroll systems you got to deal with you know clocking in clocking out the way use middle owner processing is different the way that you request a lock extension is different like yeah the the automated emails that are triggered during the disclosure process is is different yeah yeah the whole thing's different so um I'd say you know making sure that you don't forget about some of those pieces of it um was something would be advice that I have learned that um that advantage to it though especially like you mentioned going through this two times that you know when you do change it does give an opportunity to kind of Rebrand yourself more positively and to use it as a as a method to kind of Step Up into whether it's a new role or you know gain with different referral sources that you want to maybe think about now you can pursue this company has a new program or maybe my interest rate is lower here you know that is an advantage that you have when you do move that you get to Rebrand yourself and and even within the company that you're going to I mean be able to you form new relationships and and that sort of thing so I think that that's something to keep in mind moving sucks maybe it's tough It's it's uh not something that you want to do because it does slow down your current pipeline you have got to make sure that you have a transition plan that you know when bae first announced it closed down I didn't get to and I started leave on my own terms so it was a forced decision and I had to make in a short period of time very very lucky to to land on at Churchill yeah um but they put that on us and so I think you've got to um you know ideally You're Gonna Make a Move make sure that you do it at the right time timing is everything and that you can do it on your own terms and but for the most part I think you know just moving thinking that the grass is greener on the other side A lot of times isn't isn't the case so um no I I've I've learned that right it's different difference not better different is different not saying different can't be better right God only knows I'm going to tell you as as someone who runs a production operation when I onboard someone I'm onboarding them thinking it's going to be better I'm going to support them better I'm going to offer them better programs better products better systems right so you definitely on board for that but in reality there are some onwards that work that way and there's other onboards I have friends that have onboarded at new places and I call them like Hey how do you like it yeah it's like oh I love it I'm like oh is it better oh no it's not better yeah like but they're literally saying I like the people I work with I like the company I represent it is not better from where from where I left um it's different but it's not better yeah um and that would be another learning point for me like getting started in the business I didn't even consider relationships within the industry as something as part of my job almost you know and and something that is gonna play an important factor in how you um you know grow and learning new ideas and being able to consult people and and um so I think that it's okay especially as a as a new originator again to you know make friends with other peers in the industry is something that advice I'd have I love that like that's that is probably the one piece of advice we can always close on because there's value to working at different companies because you end up getting to learn other people's best practices but the counter to that would be what you have to move companies if you're happy the company you are if you're better connected maybe you need to not be disruptive in terms of moving companies and you seem to be more involved in your industry attend more more trainings or more more industry functions right whether it's a dunk in a van it's a mortgage Mastermind event core event a tilap event like what have you yeah or sometimes by the way you have to move whether you're forced to move whether you're in a position in life where it's like this is the best thing for me even if where I end up isn't Greener it's different but it's still good yeah but your point of as a rookie loan originator you wish you valued networking Within your industry I think that's where I'd want people to maybe uh end on but I'm going to ask you where do you want to end on this like we're going to wrap it up right now any any parting words any great words of wisdom right coming from I mean what you have achieved very yet you've achieved income that people will will not see in a Lifetime right you look at the millions of dollars that you have earned in Commissions in the past five years that is more money than most people will earn in a lifetime right you look at the seven rental properties that you've been able to accumulate before 30 right that is more real estate than most people will ever be able to to to achieve although you are young in life you are old and experienced what is what is a good Andrew Wagner Parting Shot for the tilap community that they can take with them embrace it and maybe even share it yeah I think you know for for me and I think this goes for people getting into the business is that um you know what you've always got to be doing is trying to increase my capacity in some ways you know like getting started was like doing three loans a month maybe felt like I was tapped out at that point in terms of just that's the maxim I can do but it's like no like I can get to 10. I'm capable of doing 10 like that's that's where I deserve to be and then constantly increasing your capacity and in production um and being intentional on trying to figure out ways to to continue to grow that number in terms of what you personally can handle me because you can hire a team and and have people do stuff but even even then you know you personally still have to have that mental capacity and wherewithal and desire to keep doing more so you have got to be I think constantly reviewing that thinking about that and working on ways that just personally to grow your your production I love it no that that Sage advice for all not just mortgage related right that's every entrepreneur salesperson business owner I mean out there Realtors financial advisors life insurance sales people like this is all of us in life it's that capacity Andrew if people want to get a hold of you what what's are you an IG guy are you a tick tock guy are you LinkedIn like what's the best way to get a hold of Andrew Wagner with Churchill Mortgage out of Baltimore Maryland yeah LinkedIn it's a great way to get a hold of me Andrew Wagner on there um w-a-h-e-n-e-r that's right yes yep not Wagoneer no this is this is short and simple and to the point yes yeah I love it so Andrew Wagner on LinkedIn yeah yeah we can connect with you message with you yeah yeah and find me online pretty easily um but yeah you know I think that's a great way to get a hold me nice well dude I appreciate you making the time uh especially you know coming down I mean I know it's sunny Florida in January and you're leaving cold ass Maryland but uh nonetheless I do appreciate your time I appreciate her friendship congrats on all your success if you guys want to hook up with Andrew find him on LinkedIn he is Andrew Wagner I'm Dustin no one that's all the time we have for you today but we'll catch you on the next episode [Music]