All right. So I'm sitting here in my kitchen. It's 8.40 p.m. at night. And I'm recording a podcast. You go, Carl, why are you recording a podcast at 8.40 at night? So I had never, ever done this. This is the first time ever, but I was just sitting here in the quiet of the evening and just kind of doing a little bit of pondering. And I thought about a urgent phone call that I got yesterday. And I thought, you know what? I want to get this on tape before I forget it. Because this problem could solve you like a ton of, could cost you a lot of, a ton of money if you don't fix it. And this has probably been the number one thing that has caused me the most amount of grief my entire career by far as this subject we're going to talk about. So, so I get a call from a loan officer. He's in a group we call the Alliance. So the Alliance is just a small, a very small group of loan officers that I work with personally, where we have a small little group meeting and, man, just getting great results. It's worked out like really, really, really, really well. But anyway, so he, he shoots me a text, say, Carl, man, I need to ask you something.

You know, you got time for a quick call. And he's in the alliance. So I said, of course.

So we get on the horn. And he said, I said, what's up? He said, hey, I got a caller that's calling for me, like an appointment setter. We call him freedom callers,

whatever you want to call them. And they're calling the referral partners for him,

setting him up appointments to meet with. And we all know this works, right? I mean,

it's, it's, you know, the, what's that stat for top producing loan officers? They get 68 percent of their leads they close.

They get from referral partners.

I think it's, I don't have it in front of me.

I think it was like 20, what is it, 22 percent, something like that from their past database.

And it was 0.2% consumer direct.

And so, look, we, so again, we all know that the referral partner model is by far the method of the top producers.

So setting the appointment is totally cool.

Having somebody set them for you is totally cool perhaps. Here is the issue. He said, so I've got this caller and I don't know how well, you know, in this case, it was a she, how well she's doing. And I said, well, how many appointments did she set? That's an easy thing to measure. How many appointments did she set? He said, two. And I said, in what period of time? He said, six days.

I said, brother, that's a problem. Like, that's a serious problem. So that person is not being very

effective in doing it. He said, well, she's making a lot of calls. And effective they are making the calls. Right. So for instance, I'll give you an example, Ryan Pope, a super cool guy. He set 23 appointments with top producing real estate agents just last week. Him, him personally. So him calling referral partners, or potential referral partners,

these are top producers, and he set 23 appointments with him. Ryan Whitfield, another super

cool guy. He said, he messaged the other day was in a thing we call stars, but he messaged

and said, dude dude i just set my

third appointment in 20 minutes right so now let's go back to this other guy he said my caller

has only set two appointments in the last 60 days so i think you can see the problem here if ryan

pope did 23 in a week ryan whitfield did three and 20 minutes. And obviously,

you know, they're not just, they got the right scripts, of course. You know, you have to know what to say

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