- 4 weeks ago
In Part 2, Abdel Khawatmi moves beyond the technology and explains what he’s ultimately building with it: a business that creates more room for relationships.
From more than 700 YouTube videos and 250 podcast episodes to hyper-local market updates, Abdel explains how consistency became a competitive advantage. He also breaks down what he refuses to delegate, his PROF framework for originators and why direct communication with clients and referral partners remains firmly in his hands.
The conversation ultimately becomes less about AI and more about scale: building teams, developing other producers and creating a culture where technology handles more of the work without removing the human relationships that actually drive the business.
Related to the episode:
Zeb Lowe’s LinkedIn
https://www.linkedin.com/in/zebulon-lowe-a02353a4/
Abdel Khawatmi’s LinkedIn
https://www.linkedin.com/in/abdel-khawatmi-79a511144/
PRMG Got Mortgages
https://gotmortgages.com/
Want more from Zeb? Don’t forget to subscribe to LendingLife.
The Power House podcast brings the biggest names in housing to answer hard-hitting questions about industry trends, operational and growth strategy, and leadership. Join HousingWire’s Zeb Lowe every Thursday morning for candid conversations with industry leaders to learn how they’re differentiating themselves from the competition. Hosted and produced by the HousingWire Content Studio.
From more than 700 YouTube videos and 250 podcast episodes to hyper-local market updates, Abdel explains how consistency became a competitive advantage. He also breaks down what he refuses to delegate, his PROF framework for originators and why direct communication with clients and referral partners remains firmly in his hands.
The conversation ultimately becomes less about AI and more about scale: building teams, developing other producers and creating a culture where technology handles more of the work without removing the human relationships that actually drive the business.
Related to the episode:
Zeb Lowe’s LinkedIn
https://www.linkedin.com/in/zebulon-lowe-a02353a4/
Abdel Khawatmi’s LinkedIn
https://www.linkedin.com/in/abdel-khawatmi-79a511144/
PRMG Got Mortgages
https://gotmortgages.com/
Want more from Zeb? Don’t forget to subscribe to LendingLife.
The Power House podcast brings the biggest names in housing to answer hard-hitting questions about industry trends, operational and growth strategy, and leadership. Join HousingWire’s Zeb Lowe every Thursday morning for candid conversations with industry leaders to learn how they’re differentiating themselves from the competition. Hosted and produced by the HousingWire Content Studio.
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NewsTranscript
00:00This week on Powerhouse, we're sitting down with Abdel Khawatmi to get under the hood of what actually drives production
00:05in today's mortgage market.
00:07From his six C's of conversion tracking to the AI-driven systems behind his daily content and seven-day clear
00:13-to-close stories,
00:14Abdel shares the moves leadership, LOs, and agents need to be making in order to win in the next cycle.
00:31Right. Well, so, okay, this is what I was going to ask you this, because this doesn't mean you're just,
00:34you're doing so much across the board, but you're also saying we, right?
00:37So I'm curious as to know, what do you, at first it was with you, well, let's just start with
00:43content, right?
00:43I was curious about what your content system looks like behind the scenes.
00:48And I want to know what is, who does what, what's automated, and what other, do you have like no
00:55-goes that you refuse to delegate?
00:57Because it seems like, I mean, you have a team, you have all these systems in place, but you're still,
01:02you also have your hands in the, in the, in the dirt, which in a good way, I think is
01:07a very good thing.
01:08But like, where are your lines on, this is delegation, this is something I'll never delegate, I'm going to own
01:13this entirely, and then this is like, it kind of comes and goes.
01:16I will never delegate client communication and referral partner communication, right?
01:22So our processes, right, my, my operations manager and process has been with me since my career, almost eight years.
01:31So, so I will never have like her update the realtor, right?
01:37For example, that's me, dude.
01:40Like, like the number one complaint that I get from real estate agents is I can't hear from the loan
01:45officer, right?
01:46Or I don't know what's happening or something like that, right?
01:49Now, when a file gets approved and a client comes to me and says, hey, what docs am I missing?
01:57I'm going to say, honestly, I would, I know what you're missing, but I need Pam to be able to
02:03have that conversation with you, right?
02:05Because that's her world, right?
02:07She is the one that is responsible to get the documents.
02:10She is the one that is like, we're, we're big, like jump on Zoom, right?
02:14Oh, you sent the statements, you sent it wrong just once.
02:17Hey, do me a favor, jump on Zoom, go to lomentor.com.
02:20It reroutes immediately to our office Zoom.
02:22Our team is on from 9 a.m. to 8 p.m.
02:24There's always at least three admins on there, three virtual assistants, a business development manager, a growth strategy manager, sales
02:31manager, and ops.
02:33There's four managers that we have, and my job is to just speak, right?
02:39Speak, come up with various different ideas, right?
02:41Like we ran into Notion the other day.
02:43Something came up, right?
02:44And I saw it, and I'm like, this is cool.
02:46I'm not going to make the mistake of falling down the rabbit hole.
02:49I'm going to send it to the growth strategy team, and they're the ones that are going to come, articulate
02:54it, and then send me back the pros and cons as to what we have in place now in terms
02:58of data, in terms of summary, and does it make sense to introduce this into our ecosystem now?
03:03One of the things that I wanted to ask you that I really appreciate, that's one of the big, not
03:10necessarily the challenges, but one of the obstacles that we try to solve for at Housing Wire is the struggle
03:17of macro versus micro when it comes to market analysis.
03:22And helping our audience, helping professionals bridge that gap between knowing your local – the relevance of knowing national data
03:33and the importance of knowing your local data.
03:37And then being able to translate from one to the other because I was – the national data is not
03:42that hyper – as hyper-important to a local buyer, but that's what the – the local news doesn't do
03:50stories about the local housing market.
03:52So they're reading or they're watching information about the market at large, and then they go in with expectations to
03:59either a realtor or an LO, and you know how well those don't necessarily correlate.
04:05And so – but you lead with this hyper-local data and analysis on a very regular basis.
04:11You were just speaking to that a few minutes ago.
04:12So one, like, did you start that all along?
04:17Did you start your business doing like that?
04:19Or – and if not, did you notice a shift in your conversion, your relationships, and everything once you started
04:26doing hyper-local data?
04:28100% the shift once I started doing the data.
04:31I did not start like that, right?
04:32If you see some of my videos in the beginning, it's freaking hilarious.
04:36One, I'm in a suit.
04:37You can't pay me now a million dollars to be in a suit unless we're in D.C., right?
04:41I was going to say, you look good, man.
04:43You look sharp.
04:43Yeah.
04:44I'm saying, unless we're in D.C., but I'm normally in a cool – it's funny.
04:48I actually wore this same jersey on the T-Lop pod, so it's funny that you brought it up.
04:53But I have, like, freaking nine jerseys like these from football, basketball, baseball.
05:01So the brand always was something that you unapologetically couldn't get away from it, right?
05:08It was there.
05:08The data side, I think, was just the key part that I wanted to make sure that it was put
05:15in front of you.
05:17And, you know, I've got, again, my bachelor's in political science.
05:20I've got my master's in risk and compliance, right, from Montclair State.
05:23So I was always kind of like a data geek, but it also depended on the consumer, too, right?
05:28Like, did they understand what we're looking for?
05:31Did they get an idea of what it is?
05:34And sometimes it's too much, right?
05:36I'll be honest.
05:37Like, sometimes I got to understand my audience from the initial conversation.
05:41Within a good 15 seconds, I can understand, is this somebody that needs guidance?
05:46If it is, then go to gotmortagesuniversity.com.
05:49That's a website that we built and coded, and the consumer logs on.
05:54And there is a plethora of resources, documents, explanations on closing costs, appraisal, title, different mortgage programs that I control.
06:05I don't want to push you to chat, especially now.
06:09I don't know if you heard.
06:11Chat now is going to start doing ads internally, right?
06:15And it looks like financial services is still not approved yet, or you have to go through a little bit
06:22of a regimented process, from my understanding, which sucks, too, because, like, Google LSA, Google Local Service Ads, right?
06:30We can't do for mortgages.
06:32But my team builds it for real estate agents.
06:34So we will actually build your Google Local Service Ads and stuff.
06:37So this is my thought, and you tell me what you think, right?
06:41The traditional marketing company, you're kind of screwed, right?
06:46Like, if you're only thinking about SEO, or you're only building, like, your websites, and your crawlability is not there,
06:54where AI can't pull you from written blogs daily to this stuff, to that stuff, you're screwed, dude.
06:59And I have that conversation all the time with my marketing partners, right, who own hyper-local marketing partners, and
07:06I'm teaching them about AEO, GEO, and SEO, right?
07:11I'm teaching them, hey, AEO, it's to answer questions.
07:15GEO is to get found.
07:18SEO is to search, right?
07:21But the data part was huge, because now we're taking that same stuff, we pull it, I'll be completely honest,
07:28you know me, I'm an open playbook, we go to MBS Highways newsletter, Barry and his team post it every
07:34Monday, right?
07:35So we take it, we brand it, right, to us, we pull the data, there's a cheesy little cover photo,
07:41I'll have to send you one off record, because I'd love your insight.
07:45We drop it, then we do our video, right, where I talk about it, the team will then create, again,
07:53going back to Notebook LM, they'll create the slide deck, they'll create an infograph, and then they'll simultaneously do that
07:58video overview market summary.
08:01The best part about it is they're doing it by themselves, I'm not involved in anything, the only time I'm
08:06involved is when I shoot my quick four or five minute market update.
08:10And sometimes I'll be like, dude, I'm slammed, I can't, do me a favor and just take out the part
08:15where I speak and just put the AI video summary in place, done, it's there.
08:19And, and, yeah, I feel like there's a, there's this, this kind of shift between like old school marketing, where
08:27it was white label stuff.
08:28And then over the last, I don't know, eight years, eight or 10 years or so, there was a shift
08:31to like digital, but it was basically like digital white labeling to where it's not like the quote unquote personalization
08:37was there, but it really, but it really was, it was just a few like data boxes to put your
08:41new, you know, put your headshot and maybe a couple extra bullet points and compliance or clear something.
08:45But now you don't really have, like you, you either, you have to, you really need to embrace, which is,
08:50it's like this juxtaposition to where there is so, so much automation available.
08:56And, and, and at the same time, it forces you to be unique, which is what, ultimately that's what your
09:02value prop is anyway, assuming that your skills are the same as, you know, your competitor down the road.
09:07It's like, what is, what is, what is, you know, what is unique about you?
09:11What differentiates you from your competitors?
09:12It's if you have the same level of skills and the same competency, same rate, same products, it's you.
09:17And you have to really, you have to, you, now you are for the, if you're going to exist in
09:23the next five or 10 years, you're going to have to learn how to use the tools that will, that
09:28will, that will best showcase and platform your unique, your uniqueness to, to the market.
09:35Yeah, so I always say, you want loan officer, you want to show me how good you are, show me
09:41the proof, P-R-O-O-F, right?
09:44And you know me, I'm an acronym guy.
09:46So P is prospecting, show me your prospecting strategy.
09:50R is resilience, show me how good are you and get kicked in the teeth.
09:54And are you one to scour away or are you one to just not be reactive, but proactive, right?
10:00The O is operational efficiency, right?
10:03The other O is omnipresence.
10:05So can people find you everywhere?
10:08And the last one, and I think the most important one, F, is just fundings, like tell me your closings,
10:14right?
10:14And if you really break it down that way in any way, you know, prospect, resilience, operations, omnipresence, and then
10:23the F being the fundings, right?
10:25You can answer that to me very quickly and confidently.
10:29And it really, in my opinion, it translates into any business, right?
10:32You mentioned the mastermind that we want.
10:34I want it every other Thursday, the same videographer, and it's the same day as the podcast, too.
10:39So people are coming to shoot the pod in one side of the office, and then we have a whole
10:42other side.
10:43But I always, whenever we get office space, I always get two massive suites, and they have to be adjacent
10:48to each other's because I always like to open everything out.
10:51So then now it's, and I do it like Wolf of Wall Street, open layout, no cheesy bullpen, high gray
10:59old stuff that makes you want to sleep.
11:01Nobody has their own little private office, right?
11:05It's all open.
11:06If you want to meet with a client, go to the conference room.
11:08If you want somewhere quiet, there's one small office, but it's also got all the chotskis and stuff, right, where
11:13we have so much crap going on.
11:16And then we kind of just take it from there.
11:18So you had mentioned a couple times about just you do so much for your, for partners, and specifically your
11:26agents.
11:26And I'm curious to know what, I got a couple questions around that.
11:29What does that partnership look like with you on a month-to-month basis?
11:34Are you at a point where you're the one that's actually kind of calling or deciding what agent you're going
11:44to take on versus not take on?
11:47How do you think through that?
11:48Talk to me about those relationships.
11:50Such a great question, right?
11:5133% of my business last year came from realtors, which is actually pretty low in our industry, right?
11:58When I say came, obviously every deal had a realtor on the purchase side, but we also generate our own
12:04lead flow and all that stuff, right?
12:06But I still prospect myself too, right?
12:09Like I'm still sitting there traditionally old school printing out a list of real estate agents and then basically working
12:16my magic from there, right?
12:17And I always say, are they, are they adaptable, right?
12:22Or are they doing the same cheesy old stuff that they've been doing for quite some time?
12:25And social media.
12:26Let me ask you a question.
12:27Can you feel that?
12:27Can you feel, so I'm assuming it's like it starts with a phone call or, I mean, the old school,
12:31right?
12:31Phone calls, office visit or whatever.
12:33Can you suss that out through the course of one conversation on whether or not this person is going to
12:40be worth taking the next step with?
12:43Just from how you answer your phone, the reality of it, right?
12:47Like when we place an offer out, right?
12:49With my partners, right?
12:52It's kind of like mandatory.
12:53You have to CC me.
12:54And the ones that don't, the fucking offer doesn't get accepted.
12:57The ones that do, I'm a shock.
12:59I'm like, dude, put me on the offer.
13:00So immediately if I call you and I'm like, it's, all right, Zeb's the listing agent.
13:04Cool.
13:04All right.
13:05Let me do my research.
13:06Before I call Zeb, I'm going to model match him and I'm going to find out, right?
13:10Is he a stranger to the area the house is being listed in?
13:14Or is he a beast in the area?
13:16And now is he potentially a team leader that I can have the conversation and articulate the conversation now?
13:22Because Zeb being a beast listing agent also likely has a team under him who take buyers.
13:28Or also does a bunch of open houses and needs loan officers, which I actually still sometimes go to open
13:34houses, right?
13:35I stopped for a while because I thought I was too good for it.
13:37Fuck that.
13:38I'm the greatest relationships with agents when I'm actually going to the open houses, right?
13:44But we certainly, just from, like I said, how you answer your phone, right?
13:48Where I pick up my phone and it's good afternoon.
13:50This is a doubt, right?
13:52Some people go pick up the phone.
13:53Hello?
13:54Oh, Jesus.
13:55Or just I ask, hey, is this Zeb?
13:58Yes.
13:58Who is this?
13:59And you're like, oh, man.
14:00I got to be like, you know what I mean?
14:02Like rather than conversational or, hey, you know, my client just placed an offer for 123 Main Street.
14:06So congratulations on your listing, man.
14:08I also saw you just closed one about two miles away at 456 Main Street.
14:12Dude, you're an absolute beast.
14:13Hey, listen, I want to put just a voice and just let you know clients' income, assets, and employment has
14:21all been verified.
14:21We've got a DU automated approval.
14:23If you have any questions, please feel free to give me a call.
14:25I absolutely look forward to working with you.
14:27And nevertheless, whether you take our offer or not, I wish you the best of luck.
14:31Let me ask you something.
14:32That makes total sense.
14:33And you're right.
14:35You said 33% came from your referral partners.
14:38Initiated from a realtor, yep.
14:40Yeah, which is pretty – that is – I mean, for this industry, that is relatively low.
14:46How do you – I've seen – there are two answers, but I've seen it in practice really work out
14:52in three ways.
14:52When you talk – when you ask originators who their customer is, most people will say that it's the customer,
15:00the home buyer,
15:01which makes sense.
15:05Others in practice will say it's the home buyer, but they act like it, so they treat it like the
15:10realtor is their customer.
15:12And then there's a third who I've gotten to know him over the years.
15:15I like him a lot, Matt Weaver.
15:16He's one of the top producers of the country.
15:19He's top in Florida for I don't know how many years in a row.
15:21And he's open – real estate agents.
15:24Agents are my customer.
15:25And it's kind of a trickle-down effect of me treating the agent so well that the customer gets this
15:31great experience.
15:33Where do you land?
15:35Are you – are realtors – do you see them as your primary customer?
15:39Do you see the home buyer as your primary customer?
15:40I always say I have three partners that I need to commit myself to, right, which is my loan officers,
15:48my real estate agents, and my consumers, right?
15:52And frankly, it's in that order, right?
15:55My loan officers, right?
15:56My sole role is to build you a streamlined, move-in, key-ready process for you to work on.
16:04And it's constantly going to be innovated and evolved, right?
16:09Of course, real estate agents because I keep building out, right, SOPs for them, our admins making phone calls for
16:16them, our AIs diving in and following up for them with text messaging, building in all those metrics, helping them
16:22train, doing consistent stuff like that, right?
16:25That's my role because – you said it earlier, right?
16:28Everybody's got the same product, right?
16:29Everybody's got FHA, VA, USDA, conventional, non-QM, investors, whatever.
16:34The only difference maker is how consistent am I going to be in actually giving a shit about your business,
16:41right?
16:41Am I going to truly show you that I'm not just looking at you as a dollar figure?
16:46I actually have a vested interest, and we always build this culture around that referral partner, right?
16:52We do an event.
16:54I call it Glow Glam.
16:55Glow Glam and got mortgages.
16:56We did one for one of my loan officers.
16:58Was it Glow?
16:59Is it Glow?
17:00Glow Glam and got mortgages.
17:02So it's actually where we rent out a nail salon, and we're inviting – tomorrow, I think, my loan's got
17:08like 35 realtors.
17:10So 35 realtors come, and they get free mani-pedis, right?
17:1535 agents is a pretty strong turnout in the middle of the damn day on a Tuesday, right?
17:22And you have six of my LO sponsors, right?
17:26Title, insurance, prospector, all that stuff, right?
17:29But you build that cool culture, right?
17:31Now on the East Coast, it's hot as shit right now, right?
17:34So we work in the office until roughly about 1 o'clock, 2 o'clock, and then everybody comes to
17:39my house, right?
17:40And we all work from the backyard.
17:41I've got a pretty sweet setup.
17:43We've got a nice outdoor kitchen, frankly, beer on tap, and we're all working.
17:48And so now realtors want to come because they're like, yeah, I heard you guys are all calling.
17:53And it's great because you've got people basically – I've got a pretty big backyard where people are like –
17:58when I'm on the phone, I walk, right?
18:01I don't know if you're like me, right?
18:04Every single time I talk to a client, and then if they're like – we're talking about, oh, what's my
18:07month of pay?
18:08I'm like, fuck, hold on one second.
18:09Let me get back by because I'm walking.
18:13But then truly, obviously, the consumer experience, right?
18:16Same thing.
18:16And when we issue a pre-approval, I was going to share earlier, we issue a pre-approval.
18:20We're using Housing Link, right?
18:22Scott and his team got a pretty dope – I call it boarding pass, but basically a buyer pass where
18:28you could download your pre-approval onto your Apple Wallet, which has been super, super cool because I think it's
18:33the coolest thing ever.
18:34Because how many people ask you, oh, I can't find my pre-approval?
18:36Oh, yeah, you can.
18:37It's in your Apple Wallet or Google Wallet, right?
18:41And then when we're calling the agent, too, on behalf of the consumer, when we finish – and I don't
18:46do this every time.
18:47I'd be lying.
18:48But a good majority of the time, maybe like 90% of the times, we're doing a custom video after
18:52with the housing link.
18:54And my team is actually putting all the contracts in there with the addendums, the contract, the pre-approval.
19:01We actually run a real estate report card, right, from MBS Highway.
19:07And then we do a cost of waiting, and that's like my favorite one, where, hey, if you don't buy
19:11this house right now, it's going to cost you X.
19:13So whether interest rate is a conversation or something is a conversation, and then we kind of take it from
19:17there.
19:18Right.
19:19Interesting.
19:20Okay, so I'm in a tough spot right now.
19:21We only got a few minutes left, and I've got – we haven't even touched on half of what I
19:26wanted to talk to you about.
19:29So I'm going to have to get you back on to talk about the other stuff.
19:34I had some questions on the relationship between originators and corporate and leadership and insights from where you kind of
19:40sit at this crossroads.
19:42But that's going to be our next conversation.
19:45Let me leave you with this.
19:46You're hyper local, but you're so engaged and helping so many people.
19:53You're growing so many L's.
19:53Where do you see yourself in the next 5, 10 years?
19:56Are you looking to expand your blueprint, open up more branches, get out of the tri-state area?
20:04Yeah, absolutely.
20:05So we're also invested in several other branches too, internally within PRMG, helping them out from a coaching standpoint, mentorship
20:12standpoint, and stuff like that.
20:14Actually, two of our – the owner's son and then the student price president's son are under our ecosystem in
20:20terms of systems and automations and stuff.
20:21But, yeah, truly, it's continuing to build a system, as I said earlier, if you're a producing branch manager and
20:31you just run solo, right?
20:34Instead of you going to, frankly, the broker shop, which you might get paid more, right?
20:40But you relinquish all of the potential systems, right, which for some people works, for some people doesn't, right?
20:47For me, I'm not greedy.
20:48So I'm willing to only take two slices of the pie, right?
20:52And you keep six.
20:53But I want to see you grow.
20:55And then just like on the flip side, if you're a producing branch manager but you're stuck, right, because you
21:01don't know if you have to get back in the field or if you are in the field and you
21:05don't want to have to train your team.
21:06We do weekly sales huddles with our team, 9 a.m. every single time.
21:10And, you know, training that and building those people into that ecosystem and, frankly, not have to be stuck having
21:16to constantly put those things together, right?
21:18Those are all the important things that, you know, we look to put together and then just kind of take
21:23it from there.
21:24One more question from you.
21:25Being a Jersey guy, how do you feel about the Knicks right now?
21:27Bro, you have – I was going to wear my Knick jersey too.
21:30I made – I got to send you a picture.
21:31We made like a cool – got Mortage's Gorilla and then it's in a Knick thing.
21:37But, man, if we win today –
21:40So you're a primary Knicks fan or you're a default Knicks fan?
21:43A hundred percent.
21:45If we win today, dude, this city – the city is going to blow up.
21:50I've said this before.
21:52I was – go ahead.
21:53I'm sorry.
21:54Two more games, right?
21:55But if – I think if we win today, it's a pretty lock and they just got to – they
22:01got to keep the ball fast-paced, right?
22:02And if they do, they'll have that opportunity to do it.
22:05I had a – I'm default Spurs because I'm Texas.
22:09But I'm an hour from Houston, so I'm a Rockets fan.
22:11And then by default, they got to be Spurs just to – it's a state.
22:15But I was in – I was in New York whenever they went into overtime, that overtime victory to get
22:21into the finals.
22:21And I did not know this.
22:24I'd met up with a group of people that wanted to watch the game, and it was – didn't know
22:28it was a Knicks bar specifically.
22:30And that was the wildest thing I've seen in my life.
22:35I left right as the buzzer rang, and I don't know, about five minutes after the game was over, everyone
22:43just came pouring.
22:44It was like a horde of – it was like World War Z, like the zombies that just come pouring
22:48out.
22:48But it was – it was intense.
22:52It was intense.
22:53So we got to see them in the last series – or two series ago when they played Philly.
23:00And listen, I'm a diehard Knick fan, but I don't want to be sitting all the way at the top.
23:06And I also think my financial advisor will kick my ass if he sees me buying a $7,000 ticket.
23:11He's going to be like, dude, what's the fuck?
23:14But we have – same thing to that point too, dude.
23:16We have our realtors come to my house, and we're all watching the game.
23:20We're all watching the game.
23:21We're all having a good time.
23:23Like I said, especially now because it gets warmer.
23:27I've literally right now – we took out my shed.
23:29We're putting a shed bar.
23:31So now it's going to be a 10 by 8 shed, and then there's going to be a whole other
23:37extension tied to it.
23:39I don't know if you've ever seen those like where it's a shed and a bar basically built together.
23:43Now we can also go and plug and play, right?
23:47We'll just sit on top, sit at the bar, watch the game.
23:50And I like doing that, and we network like crazy.
23:54But come to my freaking house, dude.
23:56Like we have actually clients, some of my tight, tight clients I actually do a day in the summer where
24:02some clients bring their kids, right?
24:03And then they get to meet my kids, and then obviously the referral partners bring their kids.
24:07And please bring your significant other, especially my lone officers.
24:10Like please bring your significant other because I don't want them to just see the Abdel side where I'm screaming
24:16at you and saying you're a freaking idiot because you didn't lock and you knew that pricing was going to
24:20change.
24:20So I'm like because they're hearing us on Zoom.
24:22I'm like bring your significant other, man.
24:24Let them get to know each other, let them talk to my wife, right?
24:26She's dealt with my crap for 18 years.
24:29Let her let them know that, you know, it's typical that Abdel is going to, you know, bust your chops
24:36and he's going to be extremely regimented and no support.
24:39And we do that, and it really kind of helps everybody just, you know, again, have that camaraderie and that
24:44love.
24:44Dude, my LOs are helping each other too, and I even have to ask, and there's no vested interest, right?
24:48Like one guy's a stud on social, so the LOs go to him.
24:51And I always tell him, I'm like, hey, man, I appreciate you and everything you put together, but let's remember
24:57you're an originator and I want you to produce, right?
25:00We will eventually talk about future positions and future growth models, but I need you to originate, right?
25:06And if somebody wants, you know, stuff, they're going to have to give a rip, right, off of their stuff,
25:11right?
25:11Lose five basis points, give it to the LO.
25:13I don't care, but, and we try to keep that focus, right?
25:16Try to keep them focused on that mission.
25:18Know that, hey, this is, right, you obviously know the SWOT analysis, right?
25:22What's your strength, your weakness, your opportunities, and your threats?
25:24My job is to constantly go through it, right?
25:27We do monthly, the six Cs that we went over, and then just kind of really take it from there.
25:32All right.
25:33Well, Ben, I really appreciate you taking the time to speak with me, and we have to do this again
25:38very soon.
25:39There's a whole other topic that I wanted to dive in with you now.
25:43But I think what you're doing is fantastic and really inspiring and a perfect model for what, you know, a
25:49modern loan originator should be leaning into.
25:53So I look forward to talking to you again soon.
25:54Thanks, man.
25:55Appreciate you.
25:56All right.
25:57All right.