Coffeez with Joe Shalaby - Continuing the Mortgage Legacy with CEO Lisa Lund | Coffeez for Closers with Joe Shalaby Ep. 11

Episode Date: March 22, 2024

In honor of Women's Appreciation Month, "Coffeez for Closers" is proud to highlight a standout figure in the mortgage industry, Lisa Lund, whose leadership and vision at Lund Mortgage Team, Inc. exemplify the remarkable contributions of women to the field.This month, we're delighted to feature Lisa Lund, President of Lund Mortgage Team, Inc. Under her guidance, the company has achieved unparalleled success by prioritizing exceptional client service and a deep comprehension of the mortgage process, thereby revolutionizing the home financing experience. Lisa's influence extends beyond her business, making a profound impact on the community and setting new standards in mortgage brokerage.🌟 Stellar Achievements 🌟:Embarking on a lifelong commitment to the mortgage industry, Lisa has dedicated herself to enhancing and demystifying the loan process for homeowners.Her remarkable leadership has been instrumental in guiding numerous families toward their homeownership dreams, establishing her as a standout figure in the competitive mortgage landscape.Leading with heart, Lisa places a strong emphasis on personal connections, community engagement, and the dissemination of knowledge, ensuring her clients are well-supported and informed every step of the way.Join us in this episode as we explore Lisa's motivational journey through the mortgage industry, the obstacles she's tackled, and her unique leadership style that sets her apart as a leading light in the sector.🎙️ Tailored for mortgage professionals, burgeoning leaders, and anyone moved by stories of influential success, this is an episode you'll surely not want to miss!✅ Be sure to subscribe for more "Coffeez for Closers" content, introducing you to the visionaries transforming today's mortgage landscape.#CoffeezForClosers #CoffeezOnTour #LisaLund #LundMortgageTeam #HomeOwnershipDreams #MortgageLeadership #WomenInLeadership #Podcast #InspiringWomen #WomensAppreciationMonthAdvertising Inquiries: https://redcircle.com/brandsPrivacy & Opt-Out: https://redcircle.com/privacy

What's up everybody? Welcome to Coffees for Closers, a show about visionaries, entrepreneurs, and of course, closers. Here we talk about their wins, their failures, and ultimately the story of their success. What's up everybody? Welcome to another episode of Coffees for Closers. Today we're sitting down with Lisa Lund. Lisa Lund is a champion in the mortgage industry. She's the president and CEO of Lunders. on mortgage, which is an absolute powerhouse in the state of Arizona. She's very, very well known, very, very well respected. She herself has been a top originator for years, one of the biggest producers in the country, very, very admired in the industry, a 40 under 40 winner, woman of the year winner, Women's Network winner. This woman is an inspiration to all women.

We welcome Lisa Lund herself. Thank you, Lisa for being on the show today. Thank you. Wow. What an introduction. I appreciate it. You know, I could only begin to start, you know, the admiration and how well-respected you are in the industry and how many people really aspire to be like you. So you continue to inspire so many women across the industry. You've been a leader for years. I remember, you know, when I started attending AIM and you were doing the speaking engagements, I'm like, wow, this woman's got it going on. You know, so I can't imagine how many people you've touched and you continue to help. So God bless you.

God bless your service for the community as a whole. And I always like to learn from you myself. So this is going to be, this is exciting for me to sit down with you. And, you know, and I'm going to mention on the podcast that, you know, the show is called coffees for closers. Lisa actually had a show called coffees with closers before I even thought to have this show, which is crazy. I mean, it's crazy.

Like I thought he's not going to be. believe me right now when I tell them this because I was like, this is strange that we thought of the same name, but I love it. I love it. And I said great minds think alike. So yeah, it's definitely. And it was all women. And it was a good time. It was my dear friends who are realtors. And we just had a blast with it. It was almost set up kind of like a view talk show. And we just talked about things and problems in the industry and how we would handle things. And it was a lot of fun. What year did you do that? I want to say probably four years ago. Wow. You know, the coffees for closers mantras from that movie, Glenn Gary, Glenn Ross. Did you ever watch it?

No. How did you come up with that mantra? I don't even know. It was just like something that sounded catchy, coffee with closers, and we thought women, we'd have our coffee cups and who knows what's in them. No, I'm just kidding. So we just thought of it. And I just did. And then we made it happen. It was a lot of fun. That's awesome. That's awesome. Well, we're going to dive into it. You know, you're a really high achiever. And what I like to start off this show with, especially with really high achievers, is how do really high achievers start their day? So what's your morning routine look like? Well, I have kids.

So my household's a little crazy in the morning. How many kids do you have? Three at home, but I have four total. Four total. So three at home right now, third grader, fifth grader, and a seventh grader. So morning's a little chaotic. Sometimes I'll go to the gym first. I have to go when everyone's sleeping in the house.

because that's my only time. So I'll come home, make lunches, get the kids ready, make sure they get up. My oldest, I have to wake her up about 12 times. And then Matt actually takes the kids to school, why I get ready and get ready for my day at work. Nice, nice. And I know, were you a professional, like, what was dancer? Yes. And what kind of dancing was it?

So ballroom dancing. Yeah. I remember you told me you were like competitive. Yes. And it was so fun. Does Matt also compete with ballroom dancing? Absolutely not. Absolutely not. No, he didn't want any part of that. But it was actually a really cool story.

You want to hear how I got into it? Absolutely. So one of my girlfriends was the co-chair of the Arizona Kidney Foundation. Her son had battled kidney issues since he was born. And she was looking, they do something, a big charity event every year called Dancing with the Stars. So they work with local business owners who are the stars. And they set you over the professional dance instructor. And you get like 10 free dance lessons. And at the same, event, you're going to compete against the other business owners and people that there have to vote who wins. Wow. So you want to raise at least $20,000, but you sell tables and then the tables you sell, they have your

number. Of course, hopefully they vote for you if they like you. But then whoever has the most votes wins, but it raises money for the Arizona Kidney Foundation. How many years have you been doing it? I started probably 2019, and I fell in love. I've always been a dancer, but just the stress relief and the art of it was just, something that I fell in love with again. Me and my wife actually, believe it or not, she can, she actually asked me, she's like, we need to take ballroom dancing lessons. But she was a ballroom,

she was a dancer. So, and I've taken lessons before, like, which I've done ballroom dancing, which seems really, really cool to do. Yeah. You really like it. It's a really cool art. I do all nine. Yes. So I do smooth and rhythm. So I do everything from the waltz, viny's waltz, to tango, to fox trot to cha cha cha, you name it, I can do them all. So I love it. It gives me something to like do for myself because I feel like sometimes as a mom and a business owner, you're always doing working for others. And I feel like this is my release and it's something that I can be proud of.

That's so cool. Yeah. What a unique hobby. Yes. That's a really unique hobby. Now, I like, I always like to ask people how. how they got started in the mortgage industry. And I know, I kind of know a little bit about your story, but how did you get started in

the mortgage industry? So it's kind of a funny story. Well, not funny, but my dad has been, was in the industry since 81. So everyone always assumed, oh, your dad just gave it to you, you know, you're his daughter, whatever. But my dad never pushed it on anyone. I was younger and I said I was the only eight year old who asked for a tank key calculator and a typewriter to play bank when I was eight years old.

So I felt that this was something. something I had a passion for. Back in the 80s, they started this thing called Take Your Daughter to Work Day to really push women to get into the workforce. And so it was something that I remember. And he would take myself to work and my little sister, but she would just mess around. And I would sit there and I remember when they did loan docs on the carbon paper back in the day. And I would watch the ladies like type the loan docs and I would go pretend and sit in my dad's office chair. And it was something that was interesting to me at a young age. And then as I got older, I kept asking, what can I do? You know, how can I make money in high school? My dad's like,

okay, you want to stack these files from me? I'm getting audited. How about you start as a, you know, receptionist? I need someone to answer phones. Then I went to junior processor, then processor, then processing manager, loan officer, and then I ended up opening my own company in 09. Wow. So Lund Mortgage was your company from the get-go? 99. My dad started Lund Mortgage, and in 2009, I started Lund Mortgage team. Yes. my own played off of it and then he consulted with me until he passed away about it'll be 10 years ago in april yeah i know your dad was a legend and that god repose his soul and rest his soul and you know

you're carrying on the torch of the lund brand and not only you carrying on that torch but you're really you know shining a light on just your journey and your success and uh i think you're again i'm gonna go back to how much of an inspiration you are but you know that lund brand carries a lot of weight now Yes. And I have to give a lot of credit to my dad because being a woman in the mortgage industry, I was always shy. I was like, oh, I don't think I can be an originator. Women are supposed to be in the office, you know, or I don't think I can have this role and be an owner. I look too young or people are going to judge me or they're not going to take me seriously. And my dad said, Lisa, you know more than any other loan officer here. You can run circles around them. What are you afraid of? Just go take it. And so if I could tell other women in this industry just to not worry about that and not worrying about being a woman and have that voice, like, you can do it all. You can be the owner. It doesn't matter. And I just, you know, I was always so scared and he's the one who really pushed me and gave me that passion to do what I do. So I love that. Did you start ever in retail or you went straight into wholesale? Only been a broker. My whole career

since 99. That's awesome. And as an entrepreneur, you just went from working for your dad to starting your own company yeah I just wanted more in life right I was always that person that when given a task what else can I do like I was excited I always wanted to learn more and I took it upon myself like how can I be better what can I do how can we grow and so it was just exciting for me I never wanted to stop so what do you think was that inspiration that that made you an entrepreneur you know I always think that to be able to work hard and establish something for yourself, it feels good. You know, I always say, like, when someone gives you money, it doesn't feel as good as when you can earn something yourself.

And you just feel so much better about that. And I try to teach that with my kids now, right? If you just hand your kids $100, okay, they're just going to go blow it at the mall. But if you show them what it takes to earn $100, and then they're going to look at that $100 differently, and they're going to be proud that they were able to earn that, and they're going to talk about their journey to earn that and then they're going to think about how they're going to spend that in a different way. Actually, that's funny that you mentioned your kids because I was going to ask you because you've got four kids. Yeah.

You know, we struggle with, you know, doing too much for our kids and we grew up differently than our kids, right? And you have an incredible work ethic. You're very, very successful, very, very prominent in the industry. How are you teaching your kids your grit? Leading by example. I mean, it's hard, right? We all want to give our kids what we didn't have.

So, I mean, I'm not perfect yet. but they've seen myself and my husband working. I mean, they come to the office. They see what we do. They're a part of our day to day. They see how we help clients. We take them to events. They know what we put into and work,

and we show them the value of that. So they're with us every step of the way. I mean, we've spent many nights together in the office or they're seeing us working on Saturdays in our home office, and they've been on trips with us. So I think by them seeing how we are and what we do and what we're passionate about, It's just going to, I mean, they've already started three of their own businesses.

Your kids have? Yeah. Which ones? Slime, cup of D. And they want dance clothes, which are expensive. So they put it on themselves and they started their own resale of dance clothes to all the dance other dance moms. And they make money and they did a slime and they literally put it out there. And we had people like buying it online.

And Matt and I are having to go to the store and like ship it for them. I'm like, did you guys even know? Like, now we're having to ship everything for you guys. Like it's crazy. But yeah, so they understand, you know, they want that passion. They want to make money on their own and they want to work hard for it. You're instilling that entrepreneurial spirit at a very young age and your kids. And that's really admirable.

And I ask people who have kids and not a lot of guests I've had on the show, have four kids. Like you got four kids. I'm crazy. You know, I'm a father of four as well. And I'm always looking at, you know, hacks to make my kids better. Yeah. You know, how can I get them? working harder. What do I got to do to get them, you know, to be good students and to be, you know,

high achievers and to excel at whatever sport and academically. So, you know, it's like us parents of four have to stick together on that. Yes. Yes, because you do want the best for them. And, you know, and school's so important. And I think it's just staying involved too in their lives. I'm constantly checking, you know, I get emails of their grades. And if I see something, maybe they had a bad day on a test, hey, are you able to retake this? Or do you need us to help you study? And I think just being an involved parent in understanding that kids go through just as much as emotions as adults, and you have to just work with them and encourage them. I love that.

Now, you're such as powerful female figure, right? But such a powerful voice. And you've been so resilient through all the different tumultuous times in the mortgage industry. You've been through ups and downs and way down. Yes. Like, how have you been able to overcome all these tribulations and these obstacles? You know, so my husband Matt and I, funny story, we got married in 08, the worst time in the mortgage industry, and I had stolen over from retail at Chase in 07.

So told him how great the broker world is, right? It comes over from Chase, 07, we get engaged, we're getting married in 08, and the mortgage hits, you know, the fan, right? Especially for the broker world. I mean, we went from like 50% share down to like nothing. And especially in Arizona, like a lot of the brokers were gone. And so we figured, instead of fighting the market, instead of worrying about it, what can we do to we're not afraid of change, right?

What do we need to do to get through this time in the market? And I think the same thing within the last year, instead of being fearful of it or saying, you know, we're just going to sit here and, you know, rates are up and this stinks. Like, what can we do to take advantage of this? How can we shift? How can we change? You know, we're going to do helix now. We're going to push this.

Where is there here? How can we help people? Instead of worrying about it, you know, we're not afraid to shift and change. That's what we're always doing is changing. Yeah, you're malleable to whatever the market circumstances are. Because you can't control it. You know, people don't know who Matt is, your husband. Yeah.

But I think it's notable to mention that he's one of the top originators of all time. Yes. And he's an absolute stud, as are you. And it's like, I love to see a powerhouse. couple like you guys because two people that dominate is just a huge inspiration to many. And, you know, I always, you always want to have a great partner like that. So what a blessing it was. And I never heard the story that, you know, he worked at Chase.

And, you know, how did, how did he, you guys become so great at origination? Like, you guys are legends, right? Yeah. Funny story about when we met, by the way, he asked me what I did. And I said, I'm a mortgage broker. And he's like, who would go to you for a loan? But he did not mean me personally. He just met the broker world, right?

We were 24 at the time. And everyone had the mentality of like, I just go to the bank to get a mortgage. He didn't even understand, you know, what a mortgage broker was. So that was a funny story. And I think really when it comes to origination, it's not about selling something. I always say that, you know, especially with women, women don't sell. They relate. people want to work with you because they want to know that you are looking out for their best needs.

And it's not a transaction. It's not, you know, we don't treat people. We want people to come to us. And then come to us again. Send us their kids. Send us their grandkids one day. We want to be around forever. So I think it's the passion and how we come through to our clients. So again, yes, Matt is an absolute stud, top originator. But it's his care for people and what he shows them. He gets to know who they are. I mean, he's still, has clients that like text him he's a chiefs fan i know we'll forgive him but he's a raiders fan right we have a client that texts every game like just remembering those things about them and building the relationship and understanding like you're not selling something you're putting yourself in their shoes you're relating with them you're understanding that a mortgage is the largest purchase of their life

and you have to put yourself in their shoes love that now you started lund mortgage team yes What made you start your own company? Why did you just, you know, work for your dad's company? So after the crash, right, there was a lot of stuff going on in the industry as far as my dad had a bunch of loan officers back in the day. And right as the crash happened, one of the best things that we ever did for our business. And so when times are bad, people always tend to pull back with money, right? They don't really invest in the sales. And my dad taught me this also. He said, we are going to get a mortgage coach.

we're going to spend the money and I said, oh, times are tough. You know, why are we going to do this? He goes, because it's the right thing to do. So it always taught me, like, when times are down, like, that's the time to jump all in. That's the time to invest in yourself. So we got this mortgage coach who came in. And we've been on the radio now for 23 years. So back in the day, my dad had 40 loan officers that I managed and ran them.

And we would just hand leads out. And we weren't tracking them, you know, loan officers at the time. They were out of the office and like what they had their own schedules, right? And so we would just hand out leads and give them a split. But we weren't really understanding how to track those leads and understand, like, are they calling in back? Or what's our turnover? So this mortgage coach came in and said, here's what you're going to do. You are doing this the wrong way.

You're going to hand out no more leads. And you're going to have inside salespeople. And you're going to pay them a salary. And then you can have a profit sharing or a bonus structure. But those are your leads. You are creating all the, you're bringing the clients. you're bringing the clients in, you're building a brand. Why do you want to just hand those leads out to anyone who doesn't stand for your brand?

You need to create a culture and you need to have inside sales for reps and who believe the same things you believe. So honestly, that's what saved us. And so we did that and I offered that to all the 40 loan officers and everyone wanted it, of course. And so we just changed how everything is. And so when that happened, my dad was like, you know what, just it's probably be easier to start your own company. rather than worry about all the loan officers that I had, all of their deals, lenders were coming back on deals and stuff like that. He's like, it's better for you just to start on your own with a clean slate. You know what you're doing and do it that way.

And you were the broker. Yes. So you got your broker's license and you did it all? I actually got my broker's license in 2007. And then my dad was like, I don't think I'm going to retire yet. Just stay here with me, blah, blah, blah. And then I had to get it again. And I was like, you're making me go through this all again.

So I actually got it twice. Wow. You know, it's fascinating to hear your story. And how many loan officers work for you now? This is what's crazy also. So going to our model, we only have four. Wow. Which is insane.

Yeah. That's crazy. Because we do volume that people do with 100 loan officers. Yeah. And what's your volume a month right now? I mean, of course, it's down like everything else. I would say about 50 right now a month. 50 units with four.

That's crazy. That's a lot. I mean, we were doing it. and 250 with the same. And so it's all about process, though. And we have a lot of support. So, you know, one thing that we want our loan officers to do because they're constantly on the phone is, and again, my husband said this the best. He's the doctor, right? You've got to look at it this way. So when you're, you have four kids. So when your wife has a baby, you find out you're pregnant, you go in, you meet with the doctor. Then over the nine months, you don't see that doctor again,

right? You're meeting with the nurse practitioner. They help you along the way. And at the very end, the doctor comes in, delivers the baby, is the hero. So we kind of have that same way with our loan officers, because we want them to connect with the clients. We don't want them to worry about the back-in step. So we created a process that's quite different than other people and broke that down. So our loan officers are basically on the phones, getting the clients in, working the numbers, knowing what kind of loan product they're going to put in, and then they're done with it until the very end. They get to call and be the hero. And what I created is client service concierge during COVID. And so, So hired young kids to learn the business and getting them on the phones, right?

A lot of young kids these days are afraid to get on the phones. And so I taught them to sell you to learn the mortgage business. You're going to answer the calls when the loan officers are busy with another person. I don't want calls to go to messages. I want them to take the calls. And so if you don't know the answer, it's okay. Clients are going to be okay with that. You say, you know, man, it's on the other line.

I'm on his team, but let me figure this out and I'll get back to you. Or I'll have Mac. Instead of just taking messages because our loan officers were so crazy busy, I wanted them to have the support. Also, I don't want them chasing documents. I don't want them worrying about that. So we have teams, like setup team, that's going to make sure that disclosures are signed. The documents are in, everything's in.

And then it goes to our submission team. And our submission team scrubs the file, right? They're checking income, making sure titles in, ordering payoffs, doing all of that, and submitting the file. Then it goes to our processors. So by the time the processor gets it, it's already approved. And they have assistance to help order VOEs, uh, in general. whatever they need to get, right? If there's bankruptcy or chase things down with the IRS or whatever it must be.

And then the processors get it to closing. They finalize everything, get the docs out. And then we have a closing call. And we do a closing call with every single client to make sure that we go over all the terms, what they're coming in with when their first closing date is, and make sure there's no questions or anything because we can't make every closing, obviously. And then it funds, and our loan officer comes in and looks like the hero. That's amazing. What a great process you have in place. And you're doing lean and mean and with like great margins for you guys because you're lean and mean. You've been always operating at a super high level with just, you know, bare bone skeleton just like champions. Yeah, it's crazy. So, you know, being a female owned mortgage company, like there's a lot of obstacles with that. Tell me some of your greatest obstacles in the beginning of sitting up your company.

that people would take me seriously, you know, coming into a room of all, you know, high-producing men and very successful men, having that voice or not being scared or intimidated, right, to feel that you have the right to sit at the same table as them, that are you have some input that they can actually learn from you. I think it was very intimidating. And so I think for me, especially back when I got into it, it was so long. long ago there was not that many women you know with that were owners you know there's a lot of processors and a lot of back end but they weren't going to these events they weren't standing out talking to people you know standing on stage talking to others and learning from them so um it was quite different I was always just worried about how people were going to perceive me and oh do they

think I'm a girlfriend or you know still to this day it's funny people walk up to my husband and like think he's the owner yeah and he's like no, she's Rick Ross, the boss right there. But people just assume because he's a guy. Yeah, they assume, you know, and it's crazy because I can't imagine the amount of assumptions that you've had to deal with. Oh, yes. You know, and being, and then, then they hear you're like, oh, my gosh.

Yeah. Because you just don't expect the words out of your mouth, you know, like you're like, they just see this pretty blonde or whatever and they're like, they're not expecting like this powerhouse. Yeah. So don't judge a book by its cover, right? That's what you've been dealing with your whole life. Yes.

I mean, you know, people, and that's what was really a big fear with me, especially meeting with clients sometimes. Like, are they going to take me seriously? And I've been told so many times the same thing that you said, which is a huge compliment. Like, I looked at you. You look very young. You know, I was not expecting that,

but you literally walked us through everything and helped us, and I'm going to trust you with everything. But it's just overcoming how people, first impressions, right? and overcoming that and believing in yourself and knowing that you can show them who you truly are. I love it. Now, you know, being who you are now and all the obstacles you've dealt with, like, who's been a big mentor, a big role model for you to become the way you are? I mean, gosh, I am so thankful for so many people.

Obviously, my dad, he really pushed me. But, you know, how I learned this business is, I was not afraid to call up underwriters. You know, I'm still good friends with so many people in the industry from account reps to underwriters to closers because I would call them up and say, listen, I'm new in this business. I want to learn. Can you tell me what this means or can you teach me where to go? Or, you know, I just want to understand how to clear these conditions. I'm new in the business or this lingo. And it's so many people that were from literally Don Palmer. I can't tell you. I've known her since SunTrust days now. She's at Plaza, but like, so many people that were willing to hold my hand in underwriters, in closers, and everyone who was like, Lisa, we're going to take you under our wing. I mean, I know people even in retail that I've sat on boards with Tina. She's over a company called VIP, and they've always looked out for me and protected me, and I appreciate that. I was never afraid to ask for help.

You've had many mentors on the way on long year journey. Now, are there any specific skills or like a mindset that a female has to have right now to survive and thrive in the mortgage industry? I secretly think that we have a leg up for whatever reason. I feel that a lot of women just have to overcome their own fears, right? Because I feel that a lot more people are wanting to work with women. They want to have that soft touch and not feel sold. Right? You know, some people feel like they get pressured into things and they want that relatability. So I secretly think we kind of have the leg up in the industry. Hear me women out

there? Yeah, they hear you. Stop up, right? So like, so after all these years of success and you wake up and you really don't have to grind that much anymore, you really don't. And I know, like, the amount of success you've had, how do you continue to find that, that, that, motivation? I don't like to lose. I mean, I don't, you know, for me, again, it's, it's not the money. It's, it's helping our clients and how many more people can we help? And we built a household brand. If you come to Arizona, like I said, we've been on the radio for 23 years. People know that name. People know the name outside of Arizona. Yeah, as well, yes, yes. So really, um, you just dominate Arizona. Yes. And I want to build something that,

So my, I said, I have four kids. My oldest is 25. He works with me. So technically third generation. And so for me, my passion and I want to keep going because I want to build something that's not just like, oh, I had a mortgage company back in the day. That was the day, you know. Now it's three generations of lunch.

Carrying it on. And I hope that maybe my other kids, my daughters will want to get into it. No pressure. Because I feel like if you don't have, like I have sisters, right, that are not in this industry because you have to want to be in this industry to be good at it you have to want to do this every day we're crazy a little bit right yeah we have a little bit yeah so it's not something like you're going to wake up one day and like oh I'm just going to take the easy road and just think I'm maybe a loan officer think I'm a start a mortgage company like you have to want to do it and you have to

want to wake up every day and you have to want to deal with a lot of things that other people don't want to so for me what keeps me going is I want this to continue and be a household name and carry it on for generations. I love that. Now, you have four people that work there at Lund Mortgage and you guys are all animals. How are you fostering such great talent within your organization? Just showing that you care, right? Being a normal person and I, you know, I'm in the weeds with them every day. It's not like, hey, I'm your boss or I'm Lisa and I own the company and I'm better than you all. You've never been like that. No, no, I'm in there every day and we're working together. We're coming up with solutions together, like, this is what I'm seeing, or here's what I'm up against. And, you know,

so we put our heads together. We're constantly always, how do we over, I always say there's no problems. There's only solutions, and we got to find the solutions, right? And so I'm very solution oriented, and it's not like dwell on, oh my gosh, your face with this. Okay, how do we fix it? Let's, or I messed up. Okay, but how are we going to fix this? Let's make this right. Let's, what do we got to do? And you only can learn from there. Now, do you consider Lund Mortgage? Do you guys take a lot of risks? Are you guys always, you know, operating on the, you know, cautious side? I would like to say that I'm kind of cautious, but I'm really not. I mean, we're still on the radio, right? That's not cheap, even in the down times.

And we're still investing in herself. And we're not afraid to take those risks, right? I did learn from my dad. And in 2008, it was really crazy. He said, we got to say, we got to say, stay on the radio. I'm going to take out a loan. And he actually owed $40,000 from my now husband and said, I have a property in Texas that's closing. I'm going to pay you back with interest. But Lisa, the most important thing is is stay on the radio. Stay and invest in yourself. Most people think when times are tough, the first thing they do is they cut marketing cost. That's a wrong thing to do. You need to keep on with your marketing because times are going to get better again and you don't want people to forget who you are, whatever you're doing for marketing. You know, whether it's

Facebook, whether it's Instagram, whether it's, you know, buying leads or working on realtors, the times that are down, that's when you need to put more in. That's when you need to jump full in, right? And it's just going to pay off down the road. People don't have that mindset, though. They go, oh, had a bad month. What do I got to cut? Yes. What do I got to do? And it's the first thing is usually marketing, right? Yeah, marketing. And then it's like operations costs. And someone was on a podcast going like that's the worst thing to do yeah is to cut someone's livelihood or you know these people are your people these are your soldiers yes and it's not easy to find good people right that believe in you and that are going to you know you work more time than you are at home

and these people are literally trusting in you and investing their time and energy in you and so i believe in the same thing i would not take a paycheck before i ever let my staff go because these are people that believe in my vision and show up every day for me and my family, I need to be there for them and their family. That's awesome. And I like to close the podcast for a couple questions. Okay. The first one is when you get in front of the pearly gates, what do you think God's going to say to you? I hope it's good. I would like to think so. Um, you know, my passion is to help others. I'm not perfect, you know, like anyone else, I have my own issues, but I would like to think that if it was based on how I treat others, he would smile. You know, I try and do my best every day.

I'm not perfect again, but hopefully he'll have open arms for me and that I can see all my loved ones too that I miss dearly. You know, and it's, I see this trend, you know, with, with leaders that are faithful people. It's like, they do their best. What can we do? Yeah. We're going to serve. We're going to help others. We're going to get better every single day. And that's it. You know, like, may God have mercy on us. I mean, you only have one life.

And I, you know, my dad told me a long time ago. He said, no one's ever going to remember what you said or did by how you made them feel. And I literally took that with me forever because my dad had over 500 people at his funeral. And it wasn't crazy. And I'm getting a little emotional, but it's kind of crazy because we still have clients to this day almost 10 years later. I was just at the Phoenix Open, right? This guy came out to me, oh, Lisa, La and Lawn La Mortgage. You know, I did my first mortgage with you.

Your dad came and sat in my kitchen. He was wearing a red shirt. He was the best guy ever. I'm like, he's been gone for 10 years and the guy still remembers what shirt he was wearing. It's crazy. You don't have to get us emotionally. I know, but I'm just like, if people could just understand that. Like, life would be more simple, right?

Yeah. Like, it's not about what you do or what you say. It's like, just make that person feel good and treat them right. And everything's fine. Yeah. And you carry that torch and you embody, you know, the legacy of your father. And you've done a great job. And, you know, I know he's praying for you up in heaven.

And I know that he's an angel on your shoulder. And I know for a fact that, you know, he's with you right now. Oh, yeah. He's talking for you. Like, it's his spirit, you know, because his spirit's living on and he's made it to the paradise of joy. And, you know, we're all going to be together there. one day. So it's like it's a tough question to ask and I and you know and forgive me for oh you know you get

emotional and I know it's and you got me emotional. So I haven't actually teared up yet on camera. So thank you for that. Oh, sorry about that. Sometimes I'm like I don't even know this is going to happen. Yeah. I guess that's the other part about being a girl. No, that's the that's the beauty honestly of this podcast is and I told you this like we will be a you know, better friends because of this. Yeah. Because I've never sat down with you and went deep into your life and what inspirations you have and what makes you such an incredible leader and what motivates you, what drives you.

And I'm thankful for this opportunity to learn from you because you've always been an inspiration. And the women watching this show today are going to be like, wow, Lisa is amazing. Like I want to be like Lisa when I grow up, you know. So this video will carry on. It'll carry on for years. And your passion, your drive, your enthusiasm, it's going to carry. on and it's carry on in your kids and the lung dynasty is going to carry on and how cool that your dad started that. Yes. It's really exciting to actually see my son involved in the hopes

I have. You know, I just, and when I see him learning new things or asking or, you know, putting in like when you own something and you care about it, no one is looking at like, oh, it's five o'clock, right? I'm going to pack up my things and get out. And I feel that's why our team is so great. It's not just my son, but everyone there. It's like they're not watching the time. It's, you know, when are we getting done with this client and who did we serve today? And then when we're done doing that, then we're leading, you know? So I think creating something like that is so important. That's awesome. And, you know, obviously I have four kids and I'm building a company or built a company and, you know, do I want my kids to be in it? I want some of them to be in. We just want to make

sure that our kids are just, they have our drive, our grit, our inspiration. No matter what they do, yes. Yeah, exactly. And we'll support them in any of those. One last question I have for you because I think the listeners are impacted by this and I myself for sure am impacted by this. A three-prong question. I close out every podcast with this question is, what's a personal goal for you this year?

What's a family goal for you this year? And what's a business goal for you this year? Okay, so personal goal I'm going to go back to is the dancing. I kind of let that go, and it was something that I needed for myself. And recently I was reminded of that running into someone who's like, I will go do it with you. And so sometimes I feel like as a mom or business owner, we find something that we love, but we're the first to drop that. So a personal goal would be to maintain and make sure that I am doing that because then I'm just happier person. So I would say that.

business goal is a tough one. So I've done a lot of things this past year that I said I would never do. So don't ever say that in business, right? When you say it's going to happen. So I would say I'm huge on education. And I want to do a lot more with that. I want to do more videos out there for the consumer.

I think education is huge, especially even at high school level, right? We're not taught finances. We're not taught. Financial literacy is just a non-existent. Yes, so I have a passion for that of educating others, right? Is I didn't know this stuff like how credit worked and, you know, you got to pay your bills on a certain time or how you build credit and why you need it and understanding how to save. You know, one thing I also teach my kids is, you know, when you make, it doesn't matter how much money you make. You need to put in three categories, you know, you need to pay your bills, right?

You need to pay yourself. And by that, whatever you choose to do, invest it in something. you know, people like crypto, people like stocks, people like this or that, invest in yourself. And then the rest is your free money. And you need to make sure that you're doing that. So education is huge for me. I want to do more videos. I want to get out there. I would love to speak at high schools. I actually just recently got asked to do that, teach kids that. And then the thing I said I would never do is get licensed in other states and now we're in five. So we're growing that. That's awesome. Yeah. So don't ever say you're never going to do anything.

You're going to your footprint and dying in other states. It's great. And then, so that was personal business. And the family goal. And family goal is to do more family vacations together. I feel like we, I will go here with the girls. Matt, we'll do this with our son. Like, it gets hard sometimes and life gets in the way.

And we really need to, I want to go on a cruise. We know everyone on a cruise. So my goal is to go on a family cruise. That's awesome. Lisa, you've been a huge inspiration. Thank you. excellent guests. I'm so thankful that I got to hang out with you. Yes.

Share a lot of emotions with you. Most importantly, you get to know you a lot better. You're a friend. You're a dear friend. You're much, much more of a dear friend now. And I'm thankful for this relationship. May it be bountiful, may be fruitful. God bless you. God bless your family. Thank you so much for coming on today's show. Lisa Lund, everybody. Lund Mortgage, the best female entrepreneur out there. Follow her. God bless guys. Thank you, Lisa, for attending. Thank you. I appreciate it. Thank you.