Hey, everybody. This is Carl White, broadcasting actually from the library here in the secret

headquarters of the mortgage marketing animals slash freedom club. You're listening to Loan Officer

Freedom number one podcast in the world today for loan officers. So, man, it is great to, great to be here. This is going to be a

quickie, I think. Sometimes I say that may end up being a little bit longer than I thought. But

on this one, I just want to address an issue. It's kind of the elephant in the room, I think,

about getting new purchase deals. So look, the last couple of years, and we've been

saying this, and that's not what I'm really talking about today, last couple years, we've been,

we've been coasting downhill with a 50 mile an hour tailwind, right? Like it's been really, really, really easy to get

business. And this year, we're back into more of what we would call a normal sales market.

Things aren't just falling out of the sky. We actually have to use salesmanship or salespersonship

to make things happen. That's just the way that it works. We make really, really, really good

money doing what we do. And it, and it takes work, right? It takes work. And somebody, like, I have

never found a better way. And I've been doing this a long time. And I've gotten paid on, I don't know,

at this point, tens of thousands of loans, like a lot, like a whole lot.

Tens of thousands?

Sure, absolutely.

It's been a lot.

And I have yet to find anything.

I found things that would supplement referral partner business.

I haven't found anything that works better than it.

So we do other things,

but if you look to say, hey, what's the one thing that really is a source of most of our

...