Hey, getting Carl White here, broadcasting from the communications room here at the headquarters of the mortgage marketing animals.

And I'm your host here, flying solo today on the number one podcast in America today for loan

officers. Thanks to you guys. All right. Hey, so I'm flying solo here. This is going to be a little bit

of a quickie. I was in the grocery store a little earlier today. And I was at the checkout counter and this poor young mother was in front of me with this

five-year-old little boy and this five-year-old little boy was relentlessly asking, I'm going to say

asking for the business, right? And what I mean by that is what is that,

what's, what's that one section that's always right there at the checkout, right? It's the,

the candy and the, you know, the gum is all always sitting there right there at the checkout, right?

And this, this, I don't know, probably it looked like he was about five years old little boy was, you know, mama, give me this, give me this, give me, give me. And she was like, no, no, no, no. And he said, mama, I want to get this. I want to get this. I want to get this. And I mean, I was at the point saying, look, I'll get it for him. Right. So he was being so persistent.

And finally, she gave in and she said, okay, and it got me thinking about something.

So, all right, so let me circle back around that here in just a second.

And I'll close this loop.

The biggest thing, I'm convinced, you probably heard me talk about this before. But the biggest thing that holds loan officers back is simply not asking for the business.

Simply not asking for the business.

And I started thinking about that because let me tell you something.

If at the end of every conversation you simply ask for the business, you would literally, literally close another three, four, five loans each and every month within the next 90 days or so, right?

And we probably all know this at some level. So then why don't we? Why don't we ask for the business? Well, they know what I do. I don't want to bug them. Like,

that's just all crap the center of head, right? Trust me, we all know what McDonald's does.

We all know what Walmart does. We all know what Nike does. We all know what Ford does. Yet they

advertise to me, right? Zero people on Earth don't know what McDonald's do, yet McDonald's still advertises to me.

They're still asking me for the business. And they don't even have a good hamburger, right? It's just okay, right?

But they're relentless. They McDonald's asked more people to buy their hamburgers than any other entity on earth.

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