Hey, gang, this is Carl White broadcasting here in the studios today in the secret headquarters for the mortgage marketing animals.

You're listening to Loan Officer Freedom number one podcast in the world today because we find a cool way to get all the best guest on here.

And your job, Mike, for the next half hour or so, give or take, is to make me look smart.

So your job is cut out for you.

So Mike McLaugh out of Sacramento, California.

How you doing, my man?

I'm doing great, Carl.

And making you look bright is not difficult because you're that bright and handsome guy that

happens to be married to the lovely Mrs. White, as I recall.

My man.

You can always tell you can always tell a good salesman or good salesperson by looking at their spouse.

Isn't that the truth?

Yeah, those of us that, what do they say, out kicked our coverage.

It just means we're great at sales.

So, good to see, brother.

Hey, so you and I were both, where were we at? We were at NAMB, I believe it was, in

Las Vegas here, I don't know, month or so ago, something like that. And the NAMB 50th Convention.

That's right. So NAM, National Association of Mortgage Brokers in Las Vegas, awesome group. They were kind enough to invite me out and share a couple things.

And anyway, you hit it out of the park, Carl, because you drove home some basics that I think our industry forgets. And that is, this is a relational

business. You emphasize that. You also highlighted the fact that the vast majority of our business

comes from client retention and staying in, you know, people can't really know like and trust you

if you don't stay engaged with them and have a conversation or a relationship. And you pointed

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