Coffeez with Joe Shalaby - Breaking the Mortgage Mold: Jonathon Haddad's Journey | Coffeez for Closers with Joe Shalaby Ep. 29

Episode Date: July 26, 2024

Jonathon Haddad is the Chairman and CEO of AIME (Association of Independent Mortgage Experts), a leading organization dedicated to supporting independent mortgage professionals.Under his leadership, AIME has grown to serve thousands of independent mortgage brokers across the country, advocating for the broker community and providing essential resources.Haddad's leadership earned him recognition as one of the top influencers in the mortgage industry.AIME has thrived under Haddad's guidance, significantly impacting the mortgage landscape and setting new standards for industry advocacy.With a background in mortgage lending and industry advocacy, Haddad has championed AIME's mission to empower independent mortgage professionals.His commitment to innovation and excellence has solidified AIME's reputation as a crucial advocate and resource in the mortgage industry.For More Check Out our Playlist: https://music.youtube.com/playlist?list=PLgPwyhl8CkXiM0cBtuY8A_6JS60FueLz3&si=0_2dnoPkYV6jcSGw Coffeez and Closers Socials & WebsiteWebsite: https://coffeezforclosers.com/ Instagram: https://www.instagram.com/coffeezpod/ TikTok: https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqbnU0T3RrLXdPbC1BR2NLc2lWcExqWklQaHlQUXxBQ3Jtc0tudi1GV2Zod3hRYzRhTkhONFBuMlptblNGSlJ1QzhpV0tzbHh5YThNR0R3Y2RnNnU5NV9ER3E5ZUhxMjdUUWp1UWo4MVl6Q2szeXo1cFh1OHNkYkxDR1F0MXZtMTZ6QnZoakdzSnJpVl9PcWZBOU9zZw&q=https%3A%2F%2Fwww.tiktok.com%2F%40coffeezforclosers&v=uXvk6LY9lS8 Facebook: https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa2pLZ2pMaUxmSTh4dy1qazMtdlBjX2pVN1AxQXxBQ3Jtc0tua2RUTUNsRmJob0RKWlVqeDhNaUN4US1rdlRvUG9Fdm5SNk1jU1pQNzNLQnVmUmtGMGTMYUViZ2pLMXJkOVJUci1kMk9DN2poTThVV2NFd0tISWdDMzNwOEZ2c3pVb09lbEhjemJHblRsS1RKdHZqbw&q=https%3A%2F%2Fwww.facebook.com%2Fpeople%2FCoffeez-for-Closers-with-Joe-Shalaby%2F61556355642488%2F&v=uXvk6LY9lS8 Joe Shalaby SocialsInstagram: https://www.instagram.com/josephshalaby/ TikTok: https://www.youtube.com/redirect?event=video_description&redir_token=QUFFLUhqa3p6VlRzR1BWMkJQM1ZIaUdVZHhYVTYyak43QXxBQ3Jtc0tuUXVBOE1oZUJYTmZIZnNENUgxQkhjamk4RXJHb09MWU9OczJhLWpnX0JwN2pENzRhaV9NajJROW5nek1tQ1VvVE40ZFJuUUI2cnI0ajNKLXE4d1VMUUpkTGFHR0tGY0o5NUhnWnZnaXJoZXdEM0piaw&q=https%3A%2F%2Fwww.tiktok.com%2F%40josephshalaby&v=uXvk6LY9lS8 Facebook: https://www.facebook.com/josephshalaby E Mortgage Capital Socials & WebsiteInstagram: https://www.instagram.com/emortgagecapital/ Website: https://www.emortgagecapital.com/ Twitter: https://twitter.com/Emortgagecap #1 Mortgage Company on Social on 🌎 #1 Non Delegated Lender in the Country🌟#1 Broker in CANMLS #1416824"Mortgages Are What We Do Not Who We Are"™https://finance.yahoo.com/news/learn-why-e-mortgage-capital-192000740.htmlAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

What's up, everybody. Welcome to another episode of Poffies for Closers. I'm excited to introduce the visionary behind Next Door Lending, a top-tier mortgage broker with over a billion dollars in closed mortgage volume. This leader not only spearheads a thriving business, but he also serves as the CEO and chairman of AIM, the Association of Independent Mortgage Experts, who's helping shape the future of the mortgage industry. With a decade of expertise, he drives Next Door Lending to excel in guiding clients through the intricacies of mortgage acquisition, turning homeownership dreams into a reality.

His commitment to mastering market trends and regulations ensures that his team offers strategic informed advice. Join me in welcoming the president of Next Door Lending, the CEO and chairman of AIM, Mr. Jonathan Haddad. Hey, thank you. If I'm ever introduced, you know, somewhere, you're the guy introducing me. I'll tell you right now. I'll be your hype man. Yeah, 100%, man. You brought the energy.

Thank you for doing that. Absolutely. Absolutely. Thank you, brother. Thank you for coming. We're in the whoop. I like that. All right.

So we're going to get right into it. Thanks for following the show. Thanks for, you know, everything that you're doing for the mortgage community. You're a pillar of strength and resilience for all of us mortgage experts. And you continue to kind of, you know, drive the industry to another level of a achievement and innovation and and most importantly inspiration. So we're going to kick it off. I like to start this podcast off with the standard question, just a quick icebreaker.

And that is, how do you like to start your morning routine? So it's different now. I have twins now. They're seven months old. And then I got another one on the way in November. Congratulations on being a new father and a father of three in like a year. I met you when you had none. You knew me prior to that.

So I'll walk you through it. I think for those with children, it's a little bit different. My day start very early. I'm a 4 a.m. kind of guy. The mornings for me are some of the only times I get quiet. And I think you can relate a lot to that. Our days are a lot of chaos. Tons of chaos throughout the day, putting out fires, meeting with people,

loan origination. I mean, hell, we're in the real estate business. So we already know how that goes. And so that morning from about 4 to 6 a.m. is me time. It's very important that I start my day, whether it's my workout, out how I get it going. I have a steam shower, whether it's just getting acclimated to the steam shower. I have the same thing for breakfast all the time. And that was the way I like to be. After kids, I've had to adjust a lot more. Definitely went off the deep end for a little bit,

not feeling the way I want to feel. So making sure that that morning routine is the same allows you to have a lot of focus. So you're not really thinking about what's next. And for us, the days go so ballistic that for me, I like to start the same and I like to end the same every single. day, it just gives me that consistency that I really believe I need. I love that. I love that. And, you know, what I love about what you do, Jonathan, is like, I think, and I would have to say this, you're one of the most passionate people. Thank you. I've ever met. You know, you're, when we were on a committee together, you're super passionate about that. Then they appointed you as the AIM president. You're very

passionate about that. You know, what is it that, what is it that you feel drives your passion? I love that question a lot and I might get emotional answering you know everybody always asks like what your why is and I think that's very similar to what you're asking for me I didn't go to college I've been helping my family you know for for quite some time since I was young and so it's the people that believe in me and I'll give you know my mentor he died six years ago the most beautiful human being you'll ever meet and somebody asked me this question and I said you know the what gets me? me going is thinking about him every day because he poured so much into me, it would be a waste of everything he gave me to not live up to what I believe is my full potential. And I still have days that I miss. I can't sit here and pretend I look the way I want. I can't tell you I'm in the shape that I want to be in. That'd be all a lie because each day I'm really trying to improve and some days I veer off. But the most important thing to me is these people that have poured into me, they give me this information for free. I don't have a college degree. They said, here you go. Here's this. Here's this.

here's how you handle this and they just kept giving and giving and giving so for me not to wake up with amount of energy and passion that i have what a waste of time this guy spent and i will not let that guy down there's just a zero percent chance i ever let him down i love that so you have that mentor just speaking to you from heaven every day every day he looks down man and i always think about him smiling and he's like you're an idiot or hey that's a good idea but i just i see a smile it's so it was so infectious i just see it every day who was your mentor his name was stephen luigi piazza sLP is what we called him like this guy man, if you would have met him, the second he hugs you, you ever hug like a, like a grandparent? And they're just like, oh, man, that feels good.

He was that kind of energy all the time. Like, he just made you feel so good in that you being you is the best way to approach life, is to continue to be yourself and not change and, you know, reform to what everybody's trying to tell you to do. He was amazing at that. You know, I was, I did TV show the other day. And we interviewed Marcus Callis, and he said on the show, and he talked, about this all the time the power of hugging and if you hug someone for when you hit the

eight second mark you actually release oxytosis oxytosis and it's like it's like an infectious hug and I have a feeling like so I I'm assuming just listening to that that like he hugged you for a long time and he would uh when he would greet you he was just a warm loving guy and he wouldn't you know what everyone said about him was so true When you were talking to him, you felt like you were the only person he was talking to. He would take the time like, you know, you know how we get, man. There's sometimes we're like, don't talk to me, don't look at me, get away from me. He never would let that slide.

Like if I ever had that mode because I wear my emotions on my sleeve sometimes, he'd pull me. He'd literally 60 year old man, 5 foot eight, maybe 160 pounds. I'm 6-2, 250, 260, you know? Not a small guy. But he would never walk away from my desk if he knew I was in a bad mood without pulling me with him. No, no, I can't. I'm busy. I got to do this.

Nope. grab me by the arm, rip me to the side. And he just sit there and he refused to go to his next meet, whatever it was. And it's like, what are you doing? You're busy. So to have that kind of individual pour into you, man, I hope to God everybody gets that chance. I really do. I really do.

That's awesome. What an inspiration. You know, one of the things that really sparked, you know, what I noticed about you, when I first met you and we were on the community together is like your willingness to be such a giver, you know, and your abundance. mentality coming from a guy and we come from the same culture. And, you know, I know that you didn't grow up in an abundance life. Right. So what do you think drives that abundance mentality for you? So it's, it's him. And I'll tell you, I'll tell you the story. So one day, so I was, I was working on this project. I worked for retail for a long time. And I was working on something forever. And years of it, years, sales scripts. And I built it all from soup to nuts and was

doing everything in the trainings and in early weekends. I mean, 100 plus hours a week. I had so much pride into what I was doing. Well, the division I was leading had a leader above me, right? I guess is the way to put it. And they said, hey, somebody knew is coming in to take this roll over. So I'm like, man, this new person's coming. Like, I have all this information. I know they're going to ask for it. Like, I don't, I'm not going to give it to him. I'm not doing it. So anyway, I call him. And at the time, he was actually literally going through his cancer and dealing with a lot. And he still checked on me weekly, always calling me checking in. So he calls me, he tells me, he tells me, he's what's on your mind? And he always wanted me to talk about work, even though he was dealing

with his cancer and everything he was dealing with. And I tell him. So I'm like, man, I, you know, I built all this and I don't want to share it. And he, and he stops and he goes, why? Why don't you want to share it? And I tell him, I give whatever BS reasonings that everybody gives and I share something. He goes, can you do me a favor? I said, sure. What's the favor? He said, share everything with him. I said, what are you talking about? He said, John, when you share everything you have, he goes, one of two things happens. He goes, it happens every time you can look this up he said either a you give them everything and they can't do it as good as you which means you're the outlier which makes you more valuable or b they're better than you

and they do it better than you which means you have to work harder to be better than what you already gave him he said so i'm not sure do you see any losses in that situation and i said on the and i'm getting goosebumps even telling it now because man i just sorry he's just i miss him so much man you know it's crazy but after he said that i just stopped it was on the phone it's probably 25 and i said no, you're right. I give them everything. I gave him everything. And this new person became a huge mentor to me and helped me elevate myself to literally the next level. And I look up and I thank him every day. And I'm like, okay, that's why now whenever I share, it's because of that story every single time, even when I don't want to share. I love that. I absolutely love that. You know, you continue

to give and God continues to give you more and you just continue to give back even more. So, you know, that circle just shows. And it resonates. And, you know, you know, you're continuing to be blessed beyond words. So, you know, what year did you start the mortgage is your? How old were you when you started in the space? I'm 32 now. I started at 21, April 1st, 2013 was my first official day. I was a bartender prior to that and kind of took off very quickly. What inspired you to enter the mortgage space? So I'll tell you the story. I worked at Buffalo Wild Wings. All right. Shout out to B-dubs, Westland, Michigan. All right? And so I was in there doing my thing and and always loved it. I always enjoyed people. I always enjoyed connecting.

Was actually going to go back to college. I had signed up for my, my spring classes to go back to college, was helping the family out, had some time now, and had a little bit of money safe. So I was like, let me go back. Let me, let me go figure out what I want to do with my life. So one day, this guy comes in to my bar, and as a 20-year-old man at the time, just turning 21, you'd notice certain things. So he was wearing a Rolex, you know, he had the Burberry on, He had things on that as a 20 year old. I was very, okay, that's kind of cool.

Like, what is that? Anyway, I took great care of him. I still remember his order to this day. I actually still stay in touch with him to this day. Still checking on him, he checks it on me every once in a while. And after I finish taking care of him, he looks at me, he goes, how much money do you make? That's a weird question to ask somebody. So he's like, he asked me again, how much money you make.

And I tell him, he goes, you want to make triple. I'm like, who do I, what do I got to do? You know, what is this? You know, is this a Ponzi scheme? So he's like, no, no. here's my card, come down, come meet me. So no problem. I go down, I meet him right away. I was like, okay, this is kind of cool. All the colors, the popcorn, the bread bowls, all this stuff. I'm seeing what people are making. It's a different environment. I'm like, this is an

environment. I feel like I'd really do well in. So I go home. I was going to go back to college. My mom and dad, you know, in our culture, it's a big deal. And so they were like, you know, college, college, college. I go to my grandma. And I said, look, I got a job opportunity. What do you want me to do? She said, God put this in front of you for a reason. She said, college is always going to there you might as well try this and see what happens my grandma said that to me who by the way like old school as can be my mom was even like what did you just say to my son you know thankfully our grandparents don't have much of an education so they don't really it's like my my grandma has an elementary maybe elementary school yeah speaks four languages

fourth grade education you know just that she's the smartest one amongst all of us yeah and then i took it and all of a sudden i exploded they were like i was like i can work how many hours i want Yeah, I make commission. Yeah. So you're not going to kick me out. I got pulled into HR the first three weeks because I was literally working 100 hours. They called me to check on me. And they were like, we want to make sure you're okay. I said, hey, am I, did I do anything wrong? They're like, no, we just haven't seen this before. I was like, well, am I good? They're like, yeah, I said, great. I got to get back to it and take care of some things. And that was it. And that journey's just been going ever since. That's awesome. Now, recent father of two twins running a massive mortgage company, probably 100 people plus. I don't even know. You're you guys. are one of the top 20 mortgage companies in the country. And now you're the chairman and CEO of AIM. Given all of this, how are you maintaining a good work life, fatherhood balance? Yeah, I just posted about it. So one thing about me, I don't believe in work-life balance.

I just believe in life balance. My life just happens to have a lot of work in it is really the best way to look at it from a mindset perspective. It's brutal, first and foremost. Like, people think it's like rainbows and butterflies. It's not. It's a lot of communication, a lot of conversations with my wife, who's been a huge, huge support through all of this. And then it's just being honest with each other.

Like when I get frustrated, I need to be able to tell her that. Building my calendar around her is very important right now as well. And the kids is a really big deal. You know, at first, it's like meeting after meeting. I'm doing dinners. I'm doing networking. I took a toll on not just her, but on me too, right? And now it's impacting that relationship and mine.

So your time management and your time blocking is super important. And the biggest thing I tell people is you don't like if no matter how good you think you are, just know you're not as good as you think you are. Like you have to stop lying to yourself. You got to look in the mirror. Be very honest with yourself. Was I capitalizing on every minute of my day? The answer is no.

I would procrastinate on occasions. So now really diving into that. I got a really good business coach as well that holds me super accountable. My team holds me accountable. I stick to my calendar. I don't miss meetings. I can't. I can't afford to do that anymore.

So I've had to really elevate my time management and just accept that this is my role. This is what I do. And I'm just going to get a lot less downtime. I love that. So you got a business coach. Often you meet with them. Once a week. Every Monday.

8.45 to 9.45 a.m. every Monday like clockwork. One hour. You have an agenda put together? So we focus on, believe it or not. So he actually was a psychologist for Rikers Island. Like he was working at Rikers Island prison. York. So there's not much this guy hasn't heard or seen. And that's why, you know, we're a bit, we have a couple screws loose being in the space that we're in. You're in that mix. I would put you in

that mix. I call it business coach or therapist like, or both like. He's both. He's both. Yeah. He's absolutely both. Mine and I meet with every other two. I don't meet every every week. I probably should. It's helped me. My wife thinks I should. No, that's mine too, man. She's like, does it help you? I'm like, yeah, she could keep going. Absolutely. I take my notebook. I'm like dialed. It helps a lot because we have our own idea of ourselves and own perception of ourselves. It's totally skewed. Always skewed. We're very biased, especially, listen, when we, at least for me, I won't speak for you,

but whenever we catch some success, that inflates the ego a lot. And so it's very important. You have people in your corner that know how to address that ego and know how to make sure it's, you're not nearly as good as you think you are. My wife always brings me back to reality every time. Well, sometimes you're not always listening to your significant. other right sometimes you're like what do you know my siblings and my mom do a good job too yeah yeah my mom's always roasting me messing me up my wife my brother my sister but he's been

really breaking down all the different facets and how I focus and what I work on and how to pull things out and what not to do yeah I recommend a business coach business therapist you know they call them business coaches so they could charge more per hour by the way yeah I'm not covered by insurance yeah they take it off insurance how long you've been seeing yours About a year, a year and a half. What made you start if you don't let me ask? Initially it was like, for me, balancing, balance was a big thing because, you know, growing the company, four kids, wife also, I have to build my calendar around her. So it basically, it was just to improve my whole marriage and my business life.

That's really what drove it. And it did, you know, because every time I come out with like action items for work and for my relationship. with my wife every single time. And I execute on them. I'm like, this is what I'm going to do today. Oh, date night. Boom. Call the babysitter. After that meeting, you know, I have action items. I execute on them on after that meeting every single time. And you know what Joe, like with you, too, because we've always done this. You've always been so damn honest about it all. Like, that's what people don't do. It's like, I know someone else is dealing with what I'm dealing with. Like, I'd be ignorant to think that somebody else out there hasn't dealt with what I dealt with. And for you, we've always had these

talks where it's like, yeah, I wanted to make sure my marriage was healthy. I want to make sure my business is healthy. Like some other people put on this facade and like, yeah, no, everything's perfect. Yeah, no. We all need help. And, dude, I'll be the first tell you. I need a lot of help. 100%. We're in Holy Week right now for the Orthodox Church. And this is the time where you really kind of like reflect on your life and you just realize like how wretched, right, of a sinner you are and whatever it is, you know, like how you need to really like come closer to God and just. just fix all the issues you've had in you. Thankfully, this Lenton season has been a,

I've made the biggest strides in my life spiritually with my marriage, with my kids. So it's been like, it's a great Lenton. How has your journey with God been, if you don't want to ask you. Yeah. I mean,

I love that the reverse pod here. I forgot you have a podcast. No, I love, I love this. No, it's actually gotten a lot better. This Lenton season,

you know, I was just telling someone earlier today, like, I think I've rid myself of all my personal vices. like any vices you know like now i can really like one of the things that have helped me back from like being a a speaker or going out you know doing sermons or teaching sunday school or whatever it is is like oh i have this sin and i'm not good enough to you know so like now i feel like okay now my calling to god can can really elevate you know because i've i've gotten i'm i'm you know

no more alcohol no more this no more that i'm not going to go through my sins on a podcast with thousands of viewers right now, but, you know, but this is, listen, you gave me goosebumps. You know why? Like, I told my, my therapist slash coach the same thing. I said, you know, I've always wanted to be in the public eye, okay, quote unquote, and I made every excuse in the book for years. And you know why I made those excuses? And he says this.

He says, people, there's only two emotions that you actually have. All the other emotions on top are just part of these two emotions. A lot of science behind it. Fear and love. If you're fearful, you run away from it. If you love it, you run towards it. And so he said, okay, what are you afraid of? I'm not afraid of anything. He's like, no, it has to be or else you would have done this. It's been 10 years.

I was fearful of exactly what you said. I'm not a perfect person. I haven't had a perfect life. I haven't. I didn't grow up with like a silver spoon or I've had to learn this journey my way. And it's not always the right thing to do. And that's okay. Like it is what it is. But now that I'm in this position, I'll use quotations, because I still feel like in the grand scheme of things, it's such a small bubble. You know, there's a lot more outside of the mortgage industry. Yeah. But now that I'm here, like that fear I looked at my wife three days in of this nude role I looked at her I said hey so what's up I go I'm not dead and I was like that's gonna be a problem for other people because I'm not dead and if I'm not dying that means I'm learning and everybody else you gotta get out of now you're screwed yeah get out of

my way now now this is it I now have the confidence to know hey this isn't that bad I can handle this so that's just a huge portion for me and I appreciate you sharing that yeah I like that you know come your journey as a father you know, as a, you know, someone who's kind of lived a crazier life and then now you're in a position of leadership and you're on stage all the time. Like, we share the same issues, right? It's like, it's very similar problems that we're going to face. But, you know, that's what, that's why like your relationship with, with God has to be so much stronger and keep always working on that, especially now, like with this world that we live in, raising a bunch of kids.

Like, that's the most important thing is just raise them as close as. possible to God. So they live good, righteous lives and they know how to navigate the crazy world. I want to dive into the politics of what you've been dealing with because, you know, a lot of a lot of spotlight recently on AIM, the backpack movement, and the recent journey out to Washington, D.C. So we'll just talk about some of the highlights. I talk to some of the people there. I talked to the CEO Bonzo. I talked to CEO, Floafi, I talked to the CEO, you know, MMI. I talked to all the folks that were out there and just to get some perspective.

So why don't we highlight, you know, the top two issues, how they were addressed and some of the initiatives behind it and, you know, what aim plans to do about it? Yeah. So I can start wherever you want from that perspective. Start from what you think is the most important. Yeah. Most important piece is like understanding the advocacy side of it for mortgage. is what people don't understand on the mortgage side is there's different regulation for mortgage brokers than there are retail lenders.

I don't think a lot of people can like grasp that. The fact that we do the same thing for consumers, but we have different rules. So having the context as to why we have different rules, 2008, I was in high school, wasn't even two in mortgages. But first of all, understanding the context. Number two is you need advocacy from our perspective because it's going to get more restrictive. I really believe that CFPB increased there by 50% employees. That's just not always the best light for us in the mortgage space.

That means they're going to be cracking down on things. And so we need to really break the barrier because a lot of these congressional leaders have no idea about the mortgage space and what actually happens. They just don't. And that's not a bad thing. It's just how do we educate them? So when they're putting bills together, it's beneficial for the entire community. mortgage brokers are the cheapest for consumers.

That is a fact. There's data all about it. We are lower interest rates. We're lower closing costs across the board. But that's not the way it's perceived on DC. A lot of it is the mortgage banker association that's done a very good job from the advocacy piece. But a lot of people in that space are from the retail side of it. So that's the first piece people have to understand.

And you saw some of that when you were at the event. I had a lot of meetings, wasn't in everything. But then there's two, there's a couple big topics. Number one, veteran home ownership is a very big deal. The other one is the credit trigger things that are going on, which is basically when a consumer is shopping for a mortgage as the credit pull occurs, then they're get inundated with phone calls from people that are buying that information from the credit bureaus directly and then calling that consumer to get back in front of them and to potentially give them a different

opportunity or give them lower rates, lower costs, whatever the case may be. What's your sentiment on that bill? On the bill specifically, there's a couple of things to dial into the bill. So if you read the bill, it's not the banning of credit triggers. It's the reform of the way credit triggers are actually being sold off. So the bureaus, for my understanding, Brendan McKay, he's somebody on the leading that charge, the credit bureaus, there's one bureau that's pushing back against it. The other two are kind of like kind of going with the flow.

I think there's a lot of what ifs that are not, that are not answered right now. Number one, what's it going to do to the cost of credit reports for us on the mortgage side? If they're losing that potential business, what happens to the cost of that's going to 10x? I mean, how much has it gone up the last two years? Yeah, 200%. To legitimately. Like, that's not, for those listening, that's not an exaggeration. My cost to operate a business, his cost to operate a business has increased literally because credit reports have increased by 200%.

And some is, and it's going up again, we're here. In some instances, you're paying $100 to pull a credit report. So that's the number one. Number two, the actual structure of it, how can we understand it? You know, what's actually going to happen? The way it's written right now is if a loan is closed by, let's just say I close a loan for a consumer, then if that client goes to pull their credit report to do another loan later, a refinance of the home I help put them in, then it's saying that the only people that can sell that information or that can have,

it is the person who services the loan. So if you're serviced by an entity like there's a bunch out there, obviously servicing. A lot of servicers don't even offer loans. Bingo. And that's the whole idea behind it is it's going to go back to the mortgage professional, the originator, that did the most recent transaction. Probably not in the business anymore. Who might not. Bingo. And then, and then the servicer, which means where does that loan go? And I think that's a real what if that we have to figure out and understand. I just don't think, you know, the CFPB is. going to allow something like that because what is the CFBBB's sole objective is to protect the consumer regulation yeah and and the regulation um is always for the consumer so i know that

a credit trigger is for the consumer because what does that give them it gives them the power of choice the consumer can pick which option and they get even if they're working with a mortgage broker that broker to drive down their commission even more they win everything is for the consumer. Well, a lot of them. I mean, the annoyance is one thing. Maybe we can mitigate the annoyance of the credit trigger. But if you want to protect the consumer, there's really the facts are the facts like credit triggers are for the consumer. And listen, and to your point, the inundation of the calls are what is frustrating because there are, it is crazy that I agree with. The part of it that's very frustrating that needs to be shut down by the CFPB is these bait and switch situation. Like you see it.

I hate to say that, but like you get some of them and they're, they're like pretending to be the loan, like the, the, uh, the lender. They're offering stuff that's not available. That's the stuff to me where like I, I absolutely have an issue with it. Yeah. You know, the same way. But to your point, the, the reason these were put in place to begin with, it wasn't just mortgages. It was everything across the board. And it was to protect the consumer because of all the, the BS that did happen pre. Oh, 9.08. I think you're a hundred percent spot on with that. So what was the outcome? Like you, you're there. And the other thing, and I mentioned this to you is, you have a lot of brokers saying, oh, we're for it, we want it to end. And these brokers, they're mad. They get most brokers, about 95% of them.

They do about one transaction a quarter, sadly. So I understand their frustration for their one client that quarter getting called 100 times. And I understand their frustration that you get to folks like here at our company where we have loan officers do eight, 10 loans a month. You know, they do 20x what a normal mortgage broker does. So they're not at they don't they're not they don't care as much right. So what's the set was the sentiment like when you were down there? I know that the the association you know was for the bill as a whole. But then once they understand and read the bill and you chat with them about that them are they looking to reform or they look into and that's the point. So the event actually was very very nice. It was very well put together. They did a great job. I met a lot of really great people and some very high level people like in our space. And to your point, most of them. honestly, a majority of them, it wasn't about like the banning of it. It's it is the reform because it's not being banned. There's just no way the credit peers, like it's not going to happen.

There's way too much money in lobbying to just completely ban it. So I think the biggest thing to your point, I understand the frustration too on the same page like you are, but to your point, would you have the same mindset and philosophy if your business was, you know, COVID years in terms of like the way people were operating and making all this money and all this stuff. Yeah. And so for me, it's like, you know, this has been around forever. And is it the hot topic now for like, is it just your business?

Is that why it's the hot topic now because it's impacting your business? Or is it a hot topic because you're truly passionate about it? Like, why is it such a hot topic now as opposed to two, three, four years ago? And it boils down to for everybody and it's not a bad thing. I get it. Money helps makes a lot of people move forward in the right direction and what they want to do. So I think a lot of it has to do. to do to your point with the frustrations and people not getting paid and not making money,

not closing loans. So how do we help you close more loans? How do we get you focusing on putting more dollars in your pocket, helping more consumers, showing consumers that mortgage brokers are the best place to be? That to me is where you're going to win and move your stuff forward. Yeah, the, uh, the, uh, a lot, and we see this a lot with aim, uh, where aim has turned into a big venting area. You know, you get hundreds of people venting in that space. And sadly, the venting could be used as positive energy towards generating more business, right? Or figuring out something to build your tech stack or figuring out some automation cadence or figuring out where to buy data or resources. And how do we relay that message, you know, and kind of reverse the mindset that many have within the association of like, oh, we're just going to, it's a, it's a victim mentality.

A lot of brokers have a victim mentality. Not Victor mentality. They have victim mentality. Oh, I like that. I've never heard that. Victor versus Victum. Yeah, that's great. That's a mental note that I'm keeping.

I'm sorry, I'm going to steal that. To your point, okay? Number one, it's looking in the mirror, all right? You have to look in the mirror. You have to stop thinking that you're better than you actually are. All of us, by the way, this isn't like me telling somebody, you're not as good as you are, but I'm great. I'm not.

I'm very well aware. I need to do more, even listening to you right now. Like you're talking about your journey with God and giving up like the drinking and all. I'm like, man, that's, this is, that's great. Like he's a step. That's, I got to get, that's my next step. I'm even constantly thinking about that being cerebral. You have to do the best to take the emotion out of the situation.

First and foremost. If you can do that to take the emotion out, like you've got to put yourself into position to where you have perspective, not perception. Perception is how is the world impacting me right now? How is it impacting John and dad? You have to have perspective. perspective is a bird's eye view you're looking over everything and you're saying okay forget that it's john haddad in this situation how would this impact anybody in this situation outside of the fact that it's

just me and you've got to logically start getting your mindset into that and the last piece is no one's going to do this shit for you nobody is and if you think that venting complaining whatever it is that you're doing is going to help you do more show me in history show me anywhere in history where that's how somebody got something done. Show me one time. And I'll take it. I'll, I'll accept your argument. If you can show me one example in history where somebody complains so much that they finally got what they wanted. So are you starting to address that message now? Oh yeah. You're actually seeing the positivity. You know, I know you, you like to, you stay so focused and you're so laser focused on you and what you're doing. And I love that. But go look at

it now already in terms of what we're doing, what we're focusing on. We're doing a lot more Facebook lives. We're really giving them content back. We're getting so much. more engagement, even though what we post about lenders, I'm fixing that and declining and sending them back messages and hey, please have an unbiased view of this and change the way you're wording it so we can really help you. This is how you change it. And you can force that change by doing what? Being in the trenches, doing it on the ground. I still write loans. I'm all self-generated business. I still work with real estate agents, tons of them that I work with. And so we have to change that mindset by what? To your point, give everything that we have that works. And all you have

to do, you know, Piazza taught me this too. I don't need to change a thousand people. I would be ignorant to think that a thousand people want to listen to me. That's ignorance. But I can get one person. I can get two. I can get one a day. And one a day adds up. And that's what Piazza said, focus on one impact a day. And by the time you're my age, he would say you'd have a lot, you're going to have a lot of supporters of John and dad. So that's that same message. That's that same mantra. And on top of that, like even with the criticism, go look at how I handled it. Did I want to rip some heads off? Of course I did. I'm a human man. Like I read those comments. It sucks. It hurts. I'm with my wife.

Like damn, like they don't even know me like that. But at the end of the day, watch how I replied. Grace, you reply with humble and you do what? You put your head down and you show people this is how things are done. And now I'm seeing so much more love and I'm getting people. It's amazing. I got people following me now. I got my message. My inboxes are flooded with people asking me questions. Just so happy that I'm helping and staying in front. You'd be surprised how many people want to see you win. And that's what I tell Mike. team all the time. Don't focus on those that want to see you fail. You don't owe it to them to be successful. You know who you owe it to? The ones that want to see you win. And so that's what I work towards every single day. I love that. You know, I know that being in the limelight in a in a

community that is sadly in a bad place right now with the way in the rate environment is, the housing inventory is. So you are going to be, you know, the one who's kind of crucified often, you know, for whatever reason. And you're just, you're not claiming to be there. the mortgage industry savior, but you're doing what you can to offer your piece of wisdom, of being in the trenches, of being in the weeds as a top producer. Because Jonathan is a top producer. You outproduced 99.999% of the community, which says a lot. And you still manage all these other things that we're talking about.

So, you know, kudos to you and God bless you. And, you know, continue to give you that wisdom to discern that humility. because I know, you know, it sucks being roasted. The more that, you know, we become biggerheads, the more that just we get roasted all the time. It's just part of it. Part of it. And, you know, to me, I look at every time I get roasted as like a blessing. Oh, look at that.

That's an opportunity for me to get blessed. Like, it's one person like just tearing me down, but just God's lifting me up. You know, like I get lifted up during that. Because even though the people are seeing, oh, look, he's getting roasted. like it's it I look at it as you know an opportunity for grace and an opportunity for strength and opportunity for growth and Joe and Joe like the reason I love that is like I don't know about you but uh are you the Dalai Lama are you mother Teresa because I don't are you perfect if you are I can't where are you at even Dalai Lama and Mother Teresa you know exactly my point and they

they're the epitome of what people can perceive to be what greatness and just goodness and humility and yeah you know what helps me a lot like I really love this psychology of it. And so first thing I did, you know what I started doing? I went online and I started researching psychology of social media. First thing I did. And there's a really good paper written and they explained it. And the best way they explained it is, you know, growing up played a lot of video games. I was in that like culture grew up in the 90s. And so like the N64, all this. Well, you know what you do to a video game when you're when you're mad? You throw your controller. Because you know why? There's not a, you don't feel like there's another human on the other end. So there's a lot of studies,

tons of studies, by this is real data that you can look up on. social media, it's the exact same philosophy people have. They don't think there's a human on the other side because a lot of what people type is not what they'll tell you in person. Because I've called tons of people, tons, just to see. And it's not the same energy. And why isn't it the same? Because I don't feel like a person to them. I feel like a robot. And so for me, the psychology helps because now I can put myself in their shoes. I'm like, okay, they're not mad at me, right? They're mad at the situation. And so I have to basically just read between the lines, not take it too much and just move on.

That makes sense. They just lost that level. Exactly. That's what I'm saying. They just lost that level. You keep losing. You keep restarting. The game keeps resetting.

You're starting back at your save point. It's the most frustrating thing. So like, man, whenever there's an issue, I just go online. There's so much research done on a lot of this stuff from a psychology standpoint. And that really helps me grasp somebody else's like their feelings. Yeah, that that actually makes sense. That makes sense. You're getting roasted.

But if you start a new level, the next day, look, they're going to give you kudos. 100%. They're going to give you kudos. Oh, but the next day, they're mad at you again. That's okay. And so I'm learning to, I told you, it's new. I've never had it in my life, like, you know how our culture. The culture is very welcoming, the Middle Eastern culture.

You come in. My friends had a place to stay. They had food to eat. They had a drink. Whatever they needed, you weren't at my house, the head head household. They wanted to be at my house because of how welcoming. That's how I was my whole life. So this is the first time being in the public light.

I've never had people not like me that don't know me. Now, I have people in my life that have met me and for one reason or another. They don't like me. Fine. At least you met me. Okay. But for me, it's very difficult to, I didn't realize that, wait, you've never talked to me before. How can you feel this way about someone you've never talked to?

So I had to really learn to adjust. Well, you have actually, maybe your parents, but there's a reason why, you know, they came to the USA for that exact. reason. You're right. Oh, you're right. You're very right, actually. So, um, so anyway, we'll talk about some business, uh, stuff here. And, um, what, what when you, and because we got already, we talked about your mentor and it's amazing to always hear someone's mentor, because whenever I have someone here who's a leader, they always have a mentor, you know, I have like so many mentors. So I love that you shared the story about your mentor. Um, what do you think some of the

biggest challenges were for you when you started next door lending? I love that. question and the as an this is just as an entrepreneur like forget next door lending this is just for any entrepreneur i i feel like for me i have a vision you know for a lot of things that i do and that's just always how i've been since i was a kid i'm a dreamer i have visions like i feel like i can see things and for me it's like i saw if you were to look at life and what you accomplish as letters you know a through Z. I'm very good at seeing Z. All right. I know where I start, which is A. I'm great at seeing A. I'm great at seeing Z. All the letters in between, I suck at. And so starting the company, you want to be the quote unquote man or woman that's like running everything and doing everything

and negotiating contracts and don't have me negotiate a contract. I suck at it. Okay. Give that somebody else. So like learning your role and accepting your role, I think was the absolutely continues to be, by the way, the most challenging thing for me ever. I need people that I can count on to get all the letters in between figure it out for me. I'll tell you what Z I want Z to look like, but somebody else, for the love of God, get me through everything else. So that's by far the biggest challenge that I have with anything outside of, not even just next to our lending. Nice.

And when, like right now, if you had like some of the biggest hurdles starting the company, what do you think, like the biggest one was? specific to the mortgage side. Yeah, the mortgage side. Not knowing the compliance side of it, not knowing all the intricacies to actually get it off the ground, not realizing when you're building out compensation plans, you know, how important margins are, payroll taxes, health insurance, the cost of doing business, you know, you don't realize that. And then you, the more you grow, the more people don't like you, the more potential lawsuits, the more people like are now out to get you per se. That's a whole other ball game that just like you are not prepared for when you're starting any kind of business. So that for me with next door lending was for sure that and then understanding, you know, what what is the focus of my company?

Where do I want to take it? And then how do I, how do I get to those steps? But getting it off the ground and finding the right people, good Lord, you know how that that goes. That's brutal. Yeah. Yeah. I mean, and that's something that's always just ongoing, you know, so given the success of next door lending in a very short period, you started that what, 2020? 2019, yep, 2019. Awesome. You guys are licensed in how many states now?

26. 26 states. Wow. And you're the president of that company. You're still scaling that company like crazy. You have how many LOs now? 100. 100, 100, 100. Yep. Nice. So you're in your and you're still what right? Where do you rank as a L.O there number at our company? Yeah. I'm top. I'm top five 100%. Yeah. Top five. Easy with with our people. Yeah. And your guys are actually producing. producers, most of them. They're not like the average mortgage company where they do one loan for every low a year. We got some hitters. A majority of our business is the self-gen side. We have our direct-to-consumer. Yeah. Which is what we talked about, the trigger side of it. And then we have branches as well. So we're kind of threefold. But our biggest focus, we were 78% purchase last year. We did 832 million. We did 2,700 total units. And of that 78% were purchase-specific opportunities.

So like that's a big focus for me. I love the purchase game. I love the networking. I love the agents. I love that. And then how many in the consumer direct site at headquarters? Not a lot now. We've, we're really, honestly, we're really are peeling that back quite a bit.

I think about 1820. 1820. So you're trying to scale branches and. Yeah, I love the outside sales model. It really is just like it's a, I enjoy it. You know what I'm doing? Listen, man. Honestly, yeah, 100%.

Like the way you've grown the social media side and what you're doing. and I know we'll talk about that briefly too, but I did the direct to consumer for a very long time. You know, when I was in the retail space forever, I was very good at it. But it's not like it's not the same path. I don't have the passion anymore that I used to have for it. I really am enjoying the networking, the social media side, like meeting high level people, focusing on more. I just enjoy this side of the the fence more than I did the other side, a lot more. Yeah, I'm with you. I'm with you. You know, setting up other independent

mortgage companies is where it's at, you know, for us because I've never been good at consumer direct myself. Never. I've never been able to scale like a sales floor. You're a relationship guy. I'm a relationship guy. Establishing relationships, building our value that way. I feel that that's a better fit for both of us. Yep. Now, what do you think's in store for aim in the next, like, What can the mortgage brokers expect in the next year? So it's all about helping brokers close more loans. So the biggest focus that we're having right now is the streaming community has exploded since COVID. Specifically companies, you see like Twitch really popping off, kick, really popping off.

Companies like a Rumble. We're on Twitch and kick right now. Shut up. And you've seen billions of dollars being invested. And you can see all this. Like I'm a data guy. So when I see very wealthy people that are way smarter than I am pouring money into something like this, my brain starts to go off. And so for me, help brokers close more loans means what?

Let them see that I'm about my business. So things that I'm doing now are I'm going live with my realtor meetings. So here, here's what I do in realtor meetings. Come take a look. I've taken in this, I'm posting over the next couple weeks. So whatever, I'll share it now. But I've been recording a bunch of my phone calls with clients, how I put out fires. Give me some of those phone calls

and give them some of these guys. I'll send you your way. I don't care at all. That's what I love about you. He's got an abundance mentality, guys. An abundance mentality means freely give. Freely give. You've received for free?

Give for free. 100% man. And I think Joe, the community is seeing that where they're like, wait, he's actually, he's doing it right now. What are we talking about? That's going to give somebody else. Piazza would always say,

he would always say, give somebody permission to smile because you don't know what they're dealing with. And so, like, that's why I have a lot of things I deal with, you know, personally, mental health things that I've dealt with. And I don't say struggle with, because I don't struggle with anything. I deal with them and I learn how to navigate my life through them. But that's why I smile so much now because why somebody else might talk to me because I'm smiling and I can tell them my story and they might be dealing with the same thing. And so I'm now, my job is to give others permission to do it, to do the thing they think

isn't doable. And whether that's realtor meetings, great, here, have it. How do I, how do I, how do I deny a loan out? It happens. How do I do it? How do I cold call eight? agents here have it. How do I build a business plan? Here have it. But if I start doing all that live and I'm in it and I'm in the trenches, you can't even say that I'm not in it. That, oh, he's in his ivory tower. What are you going to say? I'm doing it with you either I went live. You saw this. Either do it with me or go to something else. But don't make excuses. Don't complain for no reason unless you're doing everything. But here's what I've learned. And you know this. Everybody that says, I've tried all of that. No, you haven't. If you do

if you actually build a plan and you stay consistent you the same things every day you have you ever found somebody that does that and isn't a winner have you ever found no it's the people that do it for one day and go this doesn't work that's not how the shit works and the other thing for the community is focusing on small wins get out of the mindset get out of it that like people owe you a business opportunity that's that's gone everybody thinks a win right now in the mortgage spaces i fund it alone that's that's the main goal that's the main objective but in order to get there you need small wins pulling a credit report great job that's a win doing a realtor meeting great job that's a win posting on facebook great job that's a win you got to post on facebook instagram tictock linked in concurrently joe these are small wins

and then they get you to what, your end result. But for you to think that you can just get to the end result without you having to put in the work for the small wins, you're delusional. You're delusional. The fruit right now is no longer low, low hanging fruit. There is no low hanging fruit.

Now you've got to jump for that fruit. Go up and jump for that fruit. Let me show you how to climb a tree. 100%, man. That's why I said every platform, not just one. Not just one. You got me fired up. Look at what you did.

Got me on every platform. I like to say, and this is after a movie, I like to be everywhere all the time, all at once. That means Twitch, Facebook, kick, LinkedIn, Snapchat. You know, we're on three Instagram lives right now, three different channels, three different Facebook pages, three different Facebook pages, two different Facebook pages, two different LinkedIn pages. You know, so draw, and this is one thing I'm telling the community, like drive as many eyeballs,

as many impressions. They call it, LinkedIn calls it impressions, Google calls it impressions, I call it. that eyeballs, drive as many eyeballs as possible on you and your brand. That's the only way you're going to win right now. Like if you're just sitting there going, I'm going to sit back, relax, and wait for my phone to ring, you just may as well just sit there and pray. Just sit there and pray. Like, God will send you something.

He'll throw you a bone, but just sit there and pray because that's not how you're not going to succeed. You might survive, you know, like and get food on the table, but you're not going to thrive. It's, you know, and it's funny, I was just talking to somebody about, like, they were saying God's will. You know, inshallah, we say that, you obviously, God's will, God's will. But I, you know what I told them? I said, listen, I do agree. But if you listen, God's already telling you what to do.

You're doing the opposite. It's like what I tell people, the story of Adam and Eve, okay? Take the story of Adam and Eve and get rid of, like, get rid of the religious side of it for a second. Just take it out. What's the story about? The story is, and somebody came, a snake came. and said, hey, here's an apple. I need you to bite it. All right. God said, don't bite the apple. It's going to be terrible for all of humanity. Okay. That's what that's what God said. But instead,

right, what happened? She bit the apple. And so what I tell people is I said, take the religion out. You know what that story is? That's that story of your brain every single morning that tells you to hit the snooze button. Okay. That's the story. The same story that says, don't send that email. Don't go to that networking event. I'm too tired to do this. Oh, I shouldn't take a risk. this that's the same story the difference is you know who i listen to now god i don't lose that battle anymore to the devil's side of it and that's the procrastination piece i have my days where i lose right and that those days suck but take out the actual religious side of it for a second and just know the same story has been told for thousands of years before you before you got here so stop

being ignorant to the fact that things are going to be put on your plate so it might be god's will but guess what you have to do you got to listen and execute on what he's telling you to do to execute god's god's god gives you the will to execute yeah and you have to do it he's not going to do it for you he says i'm telling you what to do you know you should post on facebook you know you should wake up early you know you shouldn't have that drink and you're saying yeah but today i will yeah but no not today and then you're complaining and saying i'm not where i want to be that's because you're not listening you're not listening yeah i love that you know and i love that you're you're uh You're taking action.

You're taking action on that voice in your head. I've got a couple last questions. What would you say right now for newcomers coming into the mortgage industry? Because you've got a lot of newcomers coming into the mortgage industry. A lot of old people leaving. We've got a lot of fresh blood coming in, which is great for visionary leaders like yourself. What are you telling the newcomers coming in right now into the space? I'll tell you exactly because I tell it to new people that join me all the time.

Are you willing to sacrifice the next six months to do anything? everything that I tell you to do. Okay? And I'm not saying it needs to be me, but I'm looking directly at the camera right now, because you need to go find winners. There's winners all over the place. Your job is to find them, and I promise you they're easy to find. And when you find that winner, ask yourself, are you willing to sacrifice for six months? And what I mean by that is when they say jump, you say how high. I really mean that at the bottom of my heart. And you would be surprised, the ones, and I have a bunch of people on my team now. I can call them right now. And they will

answer the phone and tell you that's exactly what I did. You have to be willing to submit. I have to be willing to submit to somebody that's willing to teach me that knows more than me. That's more skilled than I am. And I do that every single day. So ask yourself, are you really comfortable doing it? And whenever they tell me yes, I always stop them and I say, hold on, why would you say yes? You don't know what that actually means to me. Why would you just submit six months of your life to me, but you don't know what I need from you? And I'm trying to change that mindset right away in their head. This is not like some gimmick. This isn't some joke. Are you truly ready to give me your six months? I mean everything. I tell you what time to show up.

I tell you what time you leave. I tell you every event that you go to. I tell you what to post on social media. Are you going to do it? And if that answer is no, go find something else to do. Boom. Boom. I mean it. You know what? And that message in that exact cadence and that exact passion, that's what needs to be related to the broker community. That's really the new message for aim. You know, like, take action. Do everything that I'm telling you because I'm doing it. I'm a living, breathing example of how to be successful in an industry that's, quote, unquote,

deprived. I can honestly say, we are continually month over month this year doing better than we, we did last year every single month did 800 million dollars Q1 are we going to do a billion dollars congratulations you two you know um and we're not making excuses i'm not going oh this is going to be a bad month this month uh oh man this is going to be a rough rough quarter we better buckle up and let go with some people i'm going let's dominate right now we are going to continue to grow in this contracting environment we're going to continue to gain market share but most importantly, we're going to continue to empower people who thought that they couldn't have ever succeeded.

Joe, and you know with you too, and I won't share too much of this because it's your business to share, not mine. But let me tell you some about you. That was really cool to see. And I really, we were on a call. And this is when we were doing the committee calls. But first and foremost, for people out there, I'm not saying that person has to be me, right? That person can be Joe. I don't care what that person is.

You need to find that person. You might not like what I'm saying. Great. Don't have to be me. Go find someone else, right? that can help propel you. But to what your point is, do you executing? I remember a couple, like a year and a half ago, you were talking about having to a new strategy and recruiting. And I'll never forget. Like you were going back, I saw your mind racing at a thousand miles an hour

trying to figure it out, figure it out, figure it out. And then, and then 12 to 18 months later, I'm now watching what you've done in terms of how you scaled and what you've done. And why did it happen? Because you found the right people, you found the right team, whether it's your social media or everything else that you're doing. And what did you do? I'm going to do this. And then look what's happening to your business because of that in a down market. So that's a testament to you. And I want to make sure people know that because you weren't sitting here, just rainbows and butterflies. I literally was watching you in your car as you're driving. You finished your workout. And you're literally, your mind is racing talking about recruiting and a new strategy and how you have

to reshape the company and what you have to focus on to reshape it. And then 18 months later, look where you're at. So I want to make sure people know you're not, you don't just talk about it. You're about it. Oh, man, I'm in the weeds. And I'm still, I was just on the front page of NMP magazine. I'm still a producer. I'm still, I'll producing, I would say 97% of my company. 97% I got 850 LOs. I'm in the top 3% every single one. And that's not even my job.

That's not even my job. Like I, you know, I've learned to delegate. I have a system in place. So on top of being a CEO, on top of being this podcast, now I'm technically now on top of being an influencer. I did 30 pieces of content yesterday. On top of all that, I'm still one of the top Virginians, the whole company, which, you know, is for us.

frustrating sometimes because when you talk to loan officers going, I just can't get a loan. Like we have 900 loan officer, 850 loan officers and my partner told me 400 of them didn't submit a loan last quarter. 400 didn't submit a loan like what do they do? Like why are they here? Why are they with e-mortg? Guys, if you're listening to this and you're one of those 400, please resign. Please resign.

Like I don't want to fire you, but just just exit the space. Go find go drive Uber. They need Uber drivers money. Go do something else. Like I'm telling you with 100% my full heart and I love you guys, but this isn't for you. No, and you don't want to be for you longer you stay. If you're not finding a success, the more resentment and miserable you become you're going to be just you're going to hate me. And I keep trying to throw initiatives at you. Keep trying to throw ideas at you. You try to throw

marketing at you. You're trying to build you up. You know, like we have coaching calls. I have 900 people, 40 people on have a coaching call. Lead lead calls, marketing calls. 50 people show up like 900 people, 400 of them did No loans. Obviously, you know, yeah, there's a huge disconnect, right? So so you can and I can only do so much and I berate them with messages to show up, but whatever. No, and that's a that's a whole different conversation. But yeah, you're spot on man. Yeah. So hey, but hopefully they listen to this and they take that to heart and they go, I'm going to find my next career because I'm doing them a disservice by keeping them in the industry, you know. Um, now, a couple last questions and we'll adjourn here. Um, this is a three prong question, three prong question. Okay. What is a personal goal that you have? What is a business goal that you have? What's a family goal that you have? And you can answer them in any order.

Yeah, personal goal. So I used to body build. I used to be like 260 pounds, about 12% body fat, just a monster. So personally quite large. I need to really dial it in. For me to, especially with my third on the way, I owe it to them. Like I want them to literally look at dad as a superhero. Like I really, it has been.

I mean, you do kind of look like Mr. Incredible, like an Arab Mr. Incredible. I appreciate that. No, but listen, like I really, I think about it drives me crazy, the fact that I'm not in the shape I want to be in. So a personal goal for me is I want to get back to about 16% body fat is a really big, big, big goal for me. No, I know I can. Trust me. It'll take me about, if I stay consistent, it'll take me three months of very consistent dieting. And I already know what to do because I did it for so long.

That's a personal goal I want to have. before my kids first birthday, which is September 12th, which happens to be also the first day of fuse. So sorry to my wife. I love you. We'll take the kids or something. We'll figure it out. That's a personal goal. A family goal, honestly, a family goal.

And this is going to sound crazy as simple as it is. But we need a vacation. I mean, just flat out. We need a real family vacation. I want to bring a like a nanny with us on that vacation. So she can watch the kids or he can watch the kids. it might be that comes with us because my wife needs that some of that she really does she's been on fire that's a family goal 100% and then a business goal for me I have a bunch of business goals but I mean from

a personal production standpoint my goal is to hit 100 units this year all self-generated I'm on pace to do that which is a really big goal from the company standpoint I really want to scale outside sales so I want to get to 50 outside sales loan officers by the end of this year for next door lending And then for for aim specifically, the biggest thing that I really want from aim is the live streaming. I want to have at least before the end of the year 50 live streams through AIM directly about actually your business facilitation or your business realtor meeting. Whatever it is, I want to do 50 live streams minimum inside of the Facebook group that we have. I also brought this up to them. I think we need to start for AIM and X spaces channel as well.

That's where all the eyeballs are. And that's the easiest to scale because Musk is just giving away viewership. He really is right now. You know, I've been, we've been dialing into it a little bit. You're spot on. I brought that up in the last committee meeting, and I'm hoping that they kicked it off already because it would get market share immediately. Yeah, I think you're spot on.

No, that's somebody brought it to me. Yeah, I don't know if it. Because I brought it up to you. Yeah, it was a Romney Jamil. Yeah, because he was on the meeting covering for you that day. Yeah, we got to kick that off. That's going to be, of all the streaming platforms, that needs to be number one. And it's going, they're going to roll out video on it soon.

I love that. I didn't know that. Actually, the guy I know who introduced me, AJ Sabah, he's also Lebanese. I'm going to introduce him. He's a space is genius. He dominates. He's the host of the most popular show on Spaces. That would be great, man.

Whatever I can do to learn, man, please, thank you. I know you're crushing it right now. So, yeah, the whole influencer community, being on different shows and meeting all these like different entrepreneur influencers has been just such an enlightening community to be around. You know, I went on, I was on this TV show and here I am thinking I'm a CEO and I got podcasts. And so I go to this group of there also there was Hall of Famers of NFL and MBA. They were also entrepreneurs. They had multiple businesses. They were also published authors and they also had a podcast and here I'm going in my head, you know, like talk about like really like being brought down to where you realize that now I really am nothing.

Like I just like just going into like here I'm I'm a big dog here like no no actually you're nothing you did exactly the shit we're talking about what did you do you put yourself in a room where people are better than you yeah that's okay because guess what you're gonna figure it out like that's what people don't get put me in the room I'm not gonna stop until I figure this shit out and that's like what people don't get like that's why you're doing what you're doing and it's just it just it blows my mind man it blows my mind so I got to add a couple more accolades to even be in the room next time with these guys Yeah.

I'll give you an award or something. No, no. I got to get a bestselling book. Good luck. That's not easy. It's doable. Yeah, yeah. These guys were all authors, too.

They're all pushing their book on the show. I'm like, book podcast. Like, I'm missing a few elements here. Yeah. They're doing book sightings. You're like, damn. Yeah. Where am I?

Like, I'm really a loser. I love that mindset, man. And then the last question I have for you, when you're in front of the pearly gates, what do you think God's going to tell you? I, what I hope he tells me, you know, what I pray tells me is, hey, I want you to know that you definitely got it wrong a lot of times, but I know where your heart was.

And I'm very proud of the man, damn, you got me. And I'm very proud of the human being that you became. And I really hope that's his only words to me. And I will be very happy. That's awesome. Sorry to get you choked up. No, it's okay. Thank you.

God bless you. And keep winning, keep inspiring the community. Keep doing what you can. Keep doing what's right. Keep empowering the broker community to get better to know that they can achieve much greater things. To know that they're being led by a spirit-filled man and keep doing greatness. Keep doing great things. I appreciate you. We appreciate you for coming on to the show. We appreciate you as a human being. We appreciate your passion and down there. Thank you, brother. All right. Coffees for closers, guys. Mr. Jonathan Haddad.