Coffeez with Joe Shalaby - LOAN GOAT CEO Milad Shamoun | Coffeez for Closers with Joe Shalaby Ep. 40

Episode Date: September 25, 2024

Milad Shamoun’s journey is nothing short of remarkable. After serving as a Sergeant in the United States Marine Corps for four years, he transitioned into the world of mortgages, applying the leadership, discipline, and determination he gained in the military to his new career. Today, Milad is the founder of Loan Goats Mortgage Brokerage, a trusted name in California’s competitive real estate market. His ability to connect with clients and provide expert guidance through the often-complicated world of mortgage lending has set him apart as one of the leading mortgage brokers in the state. Milad’s unwavering commitment to delivering exceptional customer service and being available 24/7 has helped countless individuals and families achieve their dream of homeownership.From his time in the Marines to building Loan Goats, Milad’s story is a testament to hard work, perseverance, and a relentless pursuit of excellenceFor More Check Out our Playlist: https://music.youtube.com/playlist?list=PLgPwyhl8CkXiM0cBtuY8A_6JS60FueLz3&si=0_2dnoPkYV6jcSGw Check Us Out on all Platforms!Apple: https://podcasts.apple.com/us/podcast/coffeez-for-closers-with-joe-shalaby/id1726674707Spotify: https://open.spotify.com/show/2KkQWRqHSHcCK3TVfsRKUK?si=hjTnUOjFS5eTDxBjgf4RwQ&preview=noneAmazon: https://www.amazon.com/Coffeez-Closers-Joe-Shalaby/dp/B0CRYLQRW6 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=uXvk6LY9lS8Facebook: 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=uXvk6LY9lS8Facebook: 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 coffees for closers. And today, I'm thrilled to announce our very own Milad Shamun, whose journey from a dedicated Marine sergeant to one of California's top mortgage brokers is nothing but a testament of resilience and excellence. After serving with the Marines, Milots shifted his battlefield to the competitive world of mortgages, bringing the same discipline and determination that marked his military service. As the founder of the long-goat mortgage brokerage, he quickly set a new standard for trust and reliability in the industry.

His deep understanding of mortgage options has not only made him a top broker in the Golden State, but also helped countless families achieve their dream of homeownership. Join us as we welcome, Milad and as he shares his journey, what he learned from the path of serving the country to serving the community. Please welcome our very own, our own Longoat founder and CEO, Mr. Midland Shammoon.

Welcome, Melad. That was fucking amazing. Thank you for having me, Joe. Thanks, thanks, bro. Thanks for coming. Thanks for coming down from San Diego and we're blessed to have you. We're blessed to have a partner like you. you with the eMortgage family.

It's been a huge blessing to have you. Join the community and show people a new way of doing business. You know, you've been dominating here. It's been a testament to how someone can quickly gain more resources, more insight, more production, extreme revenue within this ecosystem. So it's always awesome to have a great walking. billboard like you of success and, you know, also just a great human being. And I, and I, and I, and I, I like to gloat about you, um, to others who, who are, uh, within the organization

because, you know, being a top five, uh, partner with it, with, with eMortgage capital amongst 900 people and doing it in a quarter in 90 days or 120 days. Like, yeah, literally I don't think anyone's ever done it ever with with with our company or with with with any company so kudos you my brother god bless you and keep dominating god bless you um so i like to start every podcast everyone i do with just a little icebreaker just to let people know who you are and uh how you start your day so i like to talk about your morning routine okay what do you do every day when you wake up what time do you wake up what time you go to bed sure sure so i am a i'm a I go to bed usually around 1 a.m.

Wake up around, say, around 7.30. First thing that I do is I roll over and obviously I check my phone. That's how you know we're in the real estate industry. I go through my emails. And I recently just signed up with a personal trainer. I put on a lot of weight over the last couple years just building, building, building, building. Yeah. The business just focused on, you know, building the businesses and scaling.

And I forgot that, you know, health is important. Yeah. Because all that I focused on in the last couple of years was just investing back in the business and making the right decisions and scaling and hiring and everything that's related to business, right? Yeah. So recently I just hired a personal trainer, getting back in the gym. So I'm excited about that. You know, health was extremely important to me.

I mean, you were a Marine. Yeah, it's rain. Before you like ripped your whole life. So it's like, I was. You know, you, and me and you were talking about that, like money doesn't matter as much as hell, right? No, it doesn't. And Sharon, our first guest has a podcast. I listened to one of his podcasts and he said, there's two things that you want to have an infinite budget for.

It's education. It doesn't matter. Yeah. What you spend on your education. Spend it, spend. There's no price tag and health. Like, whatever the health, price tag. I guess, just cares.

Spend it. So it's like, you need this for your health, spend it. You need that for your education, spend it. So, you know. Money doesn't buy happiness. No, it doesn't. And I used to think that it did. Now that you got a lot of it, you know.

And now, I read like last year, I bought a two and a half million dollar house and mission house. I bought a G-wagon, brand new G-wagon. I got a day-date Rolex. I bought all the materialistic things, right? Yeah. And even after I bought that house, which I thought this was the pinnacle of success, I still wasn't happy.

Yeah. And I was like, what the hell? Like, I thought this was supposed to be happening. So I can attest money does not buy happiness. Yeah. Obviously it does not. It's, I feel like it's purpose. Yeah, that's right.

And, you know, it's good that you're recognizing this, this sort of wisdom at this age, because you're only 28. So for you to have that sort of insight, like the world's your oyster now. because it takes a lot for a man to realize that. Right now, really the journey of wisdom is beginning for you. And I think that you're going to be able to accomplish much greater things as a result of that, you know, that wisdom that you're attaining. So let's start with your journey. How old were you when you entered the mortgage space?

Well, I was, let's see, I'm 28 now. I was 20, in 2019, I got out of the Marine Corps. I got my real estate license in September. No, yeah, I got my real estate license in 2019 when I got out of the Marine Corps. So I did real estate for roughly, I want to say 10 months, almost a year. And that is right before COVID happened. I recall wanting to get into the mortgage industry because at the time I was, what, 20, 21, I was 24 years old.

So I told myself, let me try the other side of the industry. and if I love it more, then that's a side that I'll go with. And if I don't, then I'll just fall back on my DRE license. Yeah. And I think I sold like 10 homes in my first year. Really, it's pretty good. That's a top realtor actually, 10 homes in your first year. Like most realtors like do like one a year.

You're right. You're right. As I recall, my broker would say average, average realtors sells one or two homes a year. Yeah, yeah. You doing one a month is like that's a top realtor. So I knew that I wanted to lead a team because of the Marine Corps, it's all about, I think the Marine Corps has the best leadership experience, right? You learn leadership, right? And I got out as a sergeant.

When I got out, I didn't know what I wanted to do, you know, and like I was lost. They didn't give you any direction in the Marine Corps? I mean, when you get out, it's when you get out, you're on your own, right? and I was in school, you know, for a couple, like for six months. And I was, you know, my business degree, I've always liked business. You know, I grew up in a Middle Eastern household where my dad had a, you know, he would always talk about education. Exactly.

Yeah. Like my sister was the first one to graduate with the degree. She's a nurse now at Vanderbilt in Nashville. But I got out. I got in school. Didn't know what I wanted to do. I got my real estate license because my ex at the time, her family was all in real estate, right? And they have nice cars, nice houses.

And I knew that I could speak to people. I had the gift of connecting with people, right? I'm just very, I'm a natural when it comes to talking to people. I can approach anyone. Yeah. And I thought that that was easily taught. But I think either you have it or you don't. Yeah.

So got to real estate because of that, got my real estate license. And I'm looking for someone to join, right, a team to join. And I go on Zillow agent finder. And I pick the first person with a Marine Corps flag in his headshot, Jim Betrell. So I joined Jim's team. And I learned, you know, working for the guy, I disliked him a lot. I like, like, because I'm a high D. and he's in Hydea as well.

I don't know if you, this personality assessment, both drivers. I disagree with a lot of stuff that he, you know, he did, but now looking back at it, it all makes sense, right?

Worked there for about 10 months. I told myself, I want to lead a team just like Jim leads a team, but I want to do it in mortgages because you walk into your local bar, you tap on anyone's shoulders, and you ask them, do you know a realtor?

The answer is yes. Everyone knows a real estate agent. Yeah, of course. Not everyone knows a really good mortgage broker, right? Not everyone knows a really good loan officer. So I have to think about that for a second, but everyone knows a realtor. Their cousin, their wife, their ex-girlfriend, their dad, their mom, their sister, their neighbor, they know a realtor. So if I can master loans, right, and I can set myself apart, that's a path of success with least resistance.

That's how I looked at it. And that's why I chose loans. I got into loans in 20, 2021. In 2021, I got into loans. 2021, three years, man. So let's, let's, I'm going to talk about twofold question. One, you're an immigrant. You came to the United States at what age?

I was, uh, five years old. Five years old, you immigrated. Now, then you go, as an immigrant, you know, and I face this as well as an immigrant, like, what was it like telling your parents, you know what? I'm not going to go to school. I'm going to go. start a business. Not only am I going to start a mortgage company.

What was it like telling your parents you're going to go into the mortgage space? I'll one-up you. What was it like telling my parents, I'm going to join the Marine Corps and leave? That was a talk that I had to have. That's something that they don't really approve of to be in with you. No, no, because my, I didn't even tell them that I was, I've been on my own for 10 years now. I left when I was 19 years old, 18 years old.

Yeah, I left Nashville, Nashville, Tennessee. I grew up. Left when I was 18 years old. And I came home one day when I was, right after high school, I got out and I tried cause for a little. It just wasn't for me. Like it didn't fuel me. I didn't like it.

It's, I value education. And kudos to anyone that has a degree, but it just wasn't for me. One day I came home and I told my mom, mom, I walked into a Marine Corps recruiting station and I shipped out in four months. And she was like, you're out of your mind. She thought I was joking until I actually brought the recruiter to the house. Jonathan Lazada. Still remember the guy's name. Wow.

Yeah. So, so then they were good then with you entering the mortgage space. Oh, yeah. Well, I mean, like, so going back to I've all, I've been alone for. 10 years, they didn't really know what I was doing. Like, I'm not updating them on everything, right? Yeah. Because, I mean, they're in Nashville.

I'm here. You know, I speak to them, you know, a couple times a week. To them, it was like overnight success. Like, what the hell? What happened? Yeah, you went from like, you know, dead broke Marine to find a multi-million dollar house in San Diego, like, in a couple phone calls. It was, yeah.

And I saw that picture of you, your mom giving you a kiss in front of the Lone goat headquarters. Yep. That's awesome. And that touched me. I was like, you know, that that's a proud Middle Eastern mom right there. Yeah. It filled your mom's heart.

Yeah, that was the best feeling. You bring realtors to the office and you show them what you build. You bring, you know, clients or employees. But bringing your mom, that was the first time she's ever seen it. Like that, like, I was so excited. You know, it's like, look, Mom. Shoefia mama. Look.

Yeah, Shufia mama. Look what I did. You know? it's it's like I I want to give back to them you know they they my dad and my father and all my uncles were you know under the dictatorship of Saddam Hussein yeah they all served the war they all they were all at war my dad spent his youth in war he'd always told me that like I didn't enjoy my youth it was spent at war and Iran and Kuwait he was a prisoner of war and I ran you know he's got stories for days I'm like dad I got to write a book about you well you know I have to

document this stuff crazy stories i mean they're forced because we're catholic catholic chaldeans and iraq and you got to do it and you know they migrated they they fled the country um after they just persecution is a real thing that's where we came to us yep they fled the country and they brought my you know me and my um younger sisters to america with a dollar in their pocket you know we we don't come from money yeah also like i i took my family out of section eight and eBT food stamps i bought my parents a home at 23 years old, you know, so, and I owe that to them. Yeah, everything we've done. A lot of people listening to this don't understand persecution.

You know, they're like, America is like, there's no persecution here. And people are talking about, you know, random rights, right? Here, we're talking about getting killed for our faith. Yep. And that's a real thing. It is. And that's why we came to the U.S., you know, it's like fleeing for, you know, just to wear the blood of price on our wrists, right?

Yep. So let's talk about your journey into, so you started, you started as a loan officer. Let's talk about your first job. How much did your first job pay you as an L.O? $13 an hour. $13 an hour. And then what was your tax return in 2020, what, one?

Is $20,000? It's like $40,000. Your tax return in 2021 was $40,000. What was your tax return in 2022? 1.25 million? 1.225 million? Yeah, so those that are listening right now, there's a 3,000% increase in revenue in this mortgage space.

3,000%. God bless you, brother. That's an amazing testament of success. I've never actually seen someone jump that much in revenue in one calendar a year. That's crazy. And I'm hoping, what do you think this year is going to be with EMC? What's the trajectory look like? Two million.

Two million. Hey, I would love to see a 3,000 percent increase, but, you know, I'll take double. I'll take 100%. You know, I want to note not to shoot my own horn, but 2022 also is one rates went up. Yeah. So a lot of people who are getting out. and I'm going all in. I'm all in.

Yeah. Oh, that's another thing. Yeah. You entered the mortgage space at the worst time ever in the mortgage industry. And arguably, people say arguably, that was worse than 08, 2022. It was worse than 08. But I love that. Relentless drive.

Bring it on. So let's talk about your drive. Like, what do you think is it that drives you so much? It's, you know, I love to solve problems. There's nothing more that I love when, than when someone says, you can't do this. It's impossible, right?

When I move to San Diego, there's a lot of flash in San Diego, right? Like, I'm, in the Marine Corps, I'm an ocean side, right? Yeah. I'm not, I don't know what a Rolex watch is. I don't know what a nice big house is. And Nashville, it's very small. It's not like Southern California, right?

So I moved to San Diego in 2020 and I get exposed to all this stuff. Like, wow, you know what I mean? It's kind of like why I joined you mortgage capital. You get exposed to more things, right? Yeah. You're around success. So when I moved to San Diego, I was surrounded by success, right? And I saw all this, you know, all these nice things.

And I was like, I want this, right? Why can't I have it? And, you know, I had a lot of friends that, you know, I made, I would ask them, hey, you know, let me help me out with your business. You know, I'm a very smart guy. I don't have a degree anything. Let me help you. I'm going to said, no, no, no, no, it's okay.

You know, no, no, no, it's okay. So I said, fuck this. I'm going to create my own opportunity, right? And I went all in, all in on what I had, my loan officer's license. And I leveraged every single, which is one of our core values at loan go, leverage. leverage not only loans, but leverage relationships and every single person that you know, right? So I went through my database of my contacts. I opened up my iPhone and I'm going through my contacts.

Who do I know that can help me, right? And who do I know that's successful? I just sat down with everyone. And I didn't say, hey, how can you help me? It's how can I help you? A lot of people have it twisted. Like I interviewed someone the other day and she came in, won't mention any names. she was like, how can you help me?

I was like, interview is done. And I said, let me help you with your next interview. And I coach her, I was like, if you have nothing to offer someone that's successful, then why would they help you? You have to offer your help, right? So I went through my contact with. I sat down with a couple of big people that I knew in the industry. And I offered my help.

Hey, how can I help you? Can I drive you around? Can I, um, Can I record? Can I manage your social media just to get my feet wet? And all went up from now. You know, Malad, do you remind me like, you have a servant mentality? The first thing you did, I introduced you to somebody here at the office like, hey, listen, come stay with me.

You know, like, you just immediately just want to be of service. You just want to help. Yeah. You know, like you. And that's what's making you so successful is that giving mentality, servitude mentality, the mentality, the mentality of abundance. Like, you know, and it just, just God just keeps blessing that. And that's what you have to, hopefully the listeners realize, like, it's not a me, me, me mentality. It's a you, you, you, you.

Yeah. I'm going to do it for you, you know, like, it's not me. I'm going to do it for you. And then the rest, God takes care of the rest, right, every single time. I love to create opportunity. That's right. Because no one gave me opportunity. You know, I can, I can save that.

And I'm kind of proud of saying this is I was never given the silver platter. And no one said like, hey, here's what you do first. And then you do this. Don't do this. I tried it out. Do this instead. I had to, I had to figure it all out. You know, I didn't even know what a brand was in 2020 when I started logo.

Yeah. I just chose a logo. And then I remembered trademark. I've heard of trademarking logos. What's a trademark? Let me look at a trademark attorney. And I found Andy Nelson, who's in Orange County, filed my trademark. And you got the best brand out.

out there, one of the best brands I've ever seen. What inspired that brand? Lone goat. Greatest of all time. Being the best. Number one, elite, ruthless, Marine Corps. That's what it's all about. And, you know, I wanted to, I wanted to create a brand that was exclusive that portrayed the best of the best.

When working with us, it's like work, it's like working with a, how do I put this? you walk into Ross, that feeling you get. Then you walk into Louis Vuitton, that feeling you get. We're the Louis Vuitton of mortgages. That's how I put it. Best, we're not the most expensive, but we aren't the cheapest. You get what you pay for. But with us, you get the best service, 24-7 availability.

We'll close your loan. And if we can't do it, no one can. Love it. And you like to coin yourself as doing the really difficult stuff. Talk to me about the difficult stuff. Sure. Set yourself apart, right? So I made the majority of my money and my success, all from non-QM, non-QM, non-qualified

mortgages, right? That's the difficult stuff, right? When I got in this industry, rates went up, right? So if I'm advertising just as your normal Joe Schmoe mortgage broker doing conventional VA and FHA loans, no one's going to use me because there's thousands of those around. Now they would because everyone knows who loan go it is. But in 2022, they didn't. So I went after the hard loans.

I would call these real estate agents and I'd say, hey, pass me the loans that no one else can do. I don't want to take your preferred lenders spot. I know who he is. He's great. Pass me the ones that he can't do. Go through your CRM and I promise you, look, go to your CRM. I tell them, go to your CRM and go to the, uh, the back to the pond. They call them back to the pond list. And let me call those. And I promise you, I would say this with confidence. If I can't approve, if I can't approve one of them, I will wire you $10,000. I don't even have $10,000. But they love that. They're like, wow, you're confident. I love this. Okay.

And I started getting lists, right? And the first ever non-QM loan that I funded, amazing. We'll change wholesale. Tan, big shout out to Tan. Tan's a big mentor for me. He taught me non-QM. I call Greg Whitney. This is an amazing story.

Greg Whitney broker-owner of Billionaires Row in La Jolla. And I'm after this guy because my first office was in La Jolla. I had a small little 600 square foot retail space. I say, Greg, this is who I am. I've done a bunch of loans. I'm one of the top non-QM mortgage broker. Mind you, I haven't funded any non-QM. But I'm just, because this guy's a big guy,

he's not going to work with someone that just got in the industry. So he finally, after like a few phone calls and text messages and follow-ups, he's like, hey, man, I'm walking on the beach right now. But here's actually, call this guy. won't say his name, but is a Persian very successful dentist in San Diego. He's got like three dental practice. He's like, call this guy. He wants me to list his home in La Jolla and he just won't qualify for the upgrade, right?

And he wanted to list his home for like 2.3, I believe. And he wanted to approve him for $3.7 million. And I was like, I'll take care of it. Let me try. Okay. Nice. So I get on the phone with Armin. and, oops, just said his name, whatever.

I get on the phone with him, and this guy's very, you know, he's very successful. So anytime I smell opportunity, like big opportunity like this, I invite them to the office for a face-to-face because when you're face-to-face, closing ratio goes up. Absolutely. So bring the dentist to the office. And I'm looking over his bank statements, right? because his tax returns, he's written the majority of his income off, right? The majority of his incomes right now, he's not going to qualify for $4 million house. Right.

So I'm going through his bank statements. I'm like, listen, I can qualify you for a bank statement loan. And he's been to all these different banks that couldn't qualify him. And it's been over a year that he's been wanting to do this. Right. So we qualify him for a bank statement loan. And because of our approval, I'm able to pre-approved the guy. Because of our approval, Greg Whitney.

True story. Greg Whitney is able to sell his house on Cattington Row in La Jolla. Don't quote me on the numbers, but it's somewhere between $2.5 million. And we're able to approve him and fund the loan within three weeks on his replacement home on Via Valverde for $3.62 million. You add those commissions up. They're over $170,000. Over $170,000 that Greg Whitney made.

because Malad relentlessly followed up and told him this is an option to your client. And from there, I was like, wow, this is so powerful. Greg loved you. Greg loved me. And the client loved me. And now the client's on it's like fourth loan with us. We did an e-log for him. Now we're doing a commercial loan for his dental office.

And he's become actually one of my really good friends. That's what relationships are all about. Now you built relationships with both parties. 100%. Realtor, the buyer. Yep. And it just continues to snowball for you. I love non-QM.

It's, it's, uh, it's your niche. It's, uh, you think about the wealthiest people, right? The wealthiest people, business owners, they write their income off. You write your income off. Eventually, you're not going to qualify for a Fannie Freddie loan. Yeah, that's right. That's right. Let's talk about like your transition when you decided to join eMortgage capital.

Sure. Um, as, as a division. How much success have you seen and how has the ability to scale and learn and and in additional resources been? Tremendous. The best move I made in the mortgage industry is joining you mortgage capital. You guys have a amazing platform, amazing people, amazing human beings. That's number one. They're so rare to come across people that just give and help.

And that's what I think attracted me to you guys because I spoke to a couple different. brokerages, you know, when I came and met you and Sam and, you know, the rest of the management team. Everyone that works, you guys are just nice people. And that's so hard to find nowadays. Just nice, kind human beings. And also, you guys are very, your high level at what you do. When I joined eMorgas capital, speaking to Brandon Martinez, who's also, you know, an L.O. here with, uh, with eMorgas capital. He's one of my-West post-funding team.

It was most funny. Yep. He told me, Malad, you know, I see a lot of myself and you. You are not going to get to where you want to go unless you go somewhere where you're not number one. Because I've always been the top producer anywhere that I was, right?

It's humbling for them even here. Yeah. Like, never, they were never went everywhere they went. Like, so he told me about you guys. And I was like,

you know what I mean, you're right. I need to be around an environment of killers, sharks. around other people that I can't be the smartest in the room. Yeah. I don't want to be the smartest in a room anywhere. It's always been the smartest in a room anywhere that I let.

And I want to be around people that are smarter than me. And that's why I joined you guys. And you guys are very, very, very good at what you do. You, Sam, the entire mortgage community. I mean, I've made more. I've made more and I've learned more in Q1 here than I did in the last two years. Love it. We love having you.

We love having someone, you know, of your character, you know, so character says a lot in this community and just you being willing to help other people being open about what you're doing, always being of service to other people here. It's just that's the way to win. You know, one of your pillars that your company is leverage. One of our core pillars, number two pillar is community. You know, our number one pillar is service. So, you know, like you don't get anything without community collaboration, you know, and being of service. each other. And that's something we just try to instill on everybody here. And that's something that you're embracing. And before you even came here, that was one of, you know, leverage community.

We've been doing it. So, you know, we're all of the same mindset. So let me ask you this. What advice would you give to a brand new loan officer to attain success like you? I mean, you killed it in three years, making millions and a lot of LOs in the worst market in history. So what advice would you give to a brand new loan officer starting? Game over when the race drop. You're not going to see me anymore. I don't know if you on the phone. But the best advice I can give a loan officer if they're just entering the industry is learn.

Learn from everyone that you meet. Learn from everyone that you meet. Learning and education is so important. Two, think outside. the box. Think outside the box with everything that you do. Number three is pick a home that that picking some, I mean, picking some like a team that the, picking the right team is the most important part of it. Because there are so many people that I meet, not just loan officers, but realtors too, where they're just discouraged because they, you know, they entered the industry. someone sold them the dream and they didn't make any money. They couldn't make ends me and they had to go back to, you know, waiting tables or whatever.

Picking the right team is everything. So when you enter the industry, are you going to know, you know, how to pick the right team? No, but pick someone that has good. Go through your phone and find someone that you trust and ask them, you know, ask them, you know, hey, what are some good team third party validation exactly get some third party validation um because the the right team needs everything i mean it's it's i don't know i i did it when i look back and i just kind of just i put my head down i worked and i just went but you know picking the right team and someone laying out a roadmap for you um to ensure success and having the right mentor

mentorship is everything as well and just work work hard like nothing comes easy like you have to understand that nothing in this life is fucking easy, right? You have to take L's. You have to take losses. You have to feel pain. You have to suffer. You have to. Otherwise, the great moments aren't great. If everything was sunshines and rainbows in this life, what the fuck would be the point? Like, you have to suffer else. You got to take the losses. I mean, last year was one of the hardest, hardest years of my life because I, you know, I bought the house. I bought the house. I bought the, you know, the nice car. And I wasn't thinking from, I wasn't thinking from an accounting standpoint. Like, what am I'm investing all this money. I also built a that our office in North North Park that I

dumped a couple hundred thousand in. And I just did too much at once, right? And it was very hard for me. I, you know, out of nowhere, I get a, you know, $17,000, 500 mortgage payment. I had a leak in my house, right? And I had to battle the insurance companies for about like last 10.000. And, you know, last 10 months. I had to battle my insurance company for 10 months just to get paid. I finally just got paid. But I'm paying for my mortgage. I'm also, and I can't live there because it's inhabitable because they demoed the drywall and the bathroom by the master and all this good stuff. And I'm paying for my house in La Mesa and my office and all just all, you know, it rains? Snow when it rains, it pours. And I was like, oh, my God, this is crazy. I, um, someone really

close to me, stole my first Rolex that I ever bought $25,000 watch. I don't know who it was to this day. Hopefully, you know, what goes around comes around. But that was hard. So I just, all these little things happened to me. And like, you could take away my entire company now. You can take away everyone that I know. And I would, and it wouldn't face me at all.

Why? Because I experienced so much pain last year. right and the years before too you know so you have to be thankful for the ls because no one that is great and successful has had a path of straight winning yeah straight winning it's not all once never never it can't be no it can't because you never win you never learn from your wins you only learn from your losses yes so you it's just the the people were successful you know what makes them successful they get up faster Yes.

You got to fasten anybody else because guess what? Last year, that's when you started talking to me at the end of last year. Look how fast you were able to get back on your feet and dominate in 24. Yeah. Yeah. It's all. How bad do you want it? That's it.

You know, you got to, you know, the tough part of being a CEO, I'm sure you can attest it as Joe, is your whole life could be just burning down and you show up the next day with a smile on your face. Every day. We've got to do this podcast today. Every day, guys, it's not all smiles. Like, got 900 loan officers that work at eMortgage. It's not smiling all day. I'll tell you that much. It's not easy.

It's not easy. And it's not meant for everybody. But this is the path that we chose. And, you know. Hey, I love it. I love it. You know, it's, I say this all the time. I'm really good at taking a beating.

Just beat me up and I'll just smile at you. It's like, keep hitting me. Keep hitting. Yeah. What more can you? How much more can you take? Yeah. So, like, if you think you're going to take me down, like, you got something coming for you.

You know, nothing's going to take me down. Only God can break me. Yeah. Only God can break me. Yeah, only God can break me. So, who do you think has been your greatest motivation? What mentor have you had that's really mentored you and helped you become who you are? That's a really good question.

I know a few of the top of my head probably that. And mentored you. Say 10. Yeah? Tan, yeah. Tan at a, you know, VP at Change Wholesale. He's the one that taught me, you know, non-Q, I funded my first ever loan with him, actually. Yeah, yeah.

He was an FHA loan back in 2020. I'm going to have Tan listen to this podcast so he can hear. He's going to love, he already looks to like a little brother. Yeah, it sounds like a bigger brother. I don't have a brother, you know, two younger sisters. So he's like a bigger brother to me. You know, he's the one that, you know, taught me the game. You know, here's what this is.

Here's what this is. You can have fun. You can have fun while doing it. Yeah. I remember he came to San Diego, took my team out. So I always pick up from people, you know,

always take a thing here. So he came, took my team out. I really valued that. I'm like, okay, so I should take realtors out. Yeah.

You know what I mean? But yeah, Tan at Change Wholesale is definitely one of my biggest mentors. But I don't have like a, like a mentor that I pay or like, you know, a coach that I pay for that I look up to. Yeah.

You know, I, it's because me and Tanner in a industry, like, how do I put this? Relationships are everything in this business, right? That's right. We're in a relationship business. It's a relationship driven business. And because he has taken care of me and provided me value throughout the years and helped me grow, that is why I'm so faithful to sending all my non-QM loans to change. wholesale.

Yeah. Right. And so I teach my loan officers, if you can help realtors grow, right, they will never forget that. There are loan off. There are realtors that, you know, I've contacted them the last couple of years and I've said, listen, you can be the greatest mortgage guru in the industry. Like, this is my guy.

He took me from here to here. You know, he believed in me when no one else did. Right. and if you can pick a realtor that's doing five deals a year and help them grow to 20 and help them grow a team if they want to grow a team that's everything yeah that's awesome that's awesome and it's great that you've really embraced that ideology already so early so young in your in your venture because there's there's so much more success coming your way with that mindset. That mindset's just huge. So what's one of like your best practices that you

implement in your business? Is it the relationship building? What's your, what's your best practice you think? Relationships? Relationships. Leverage. So for example, when I say leverage, it's not just leverage in loans, but leverage anyone that you know, right? If I say, if I tell my assistant, Hey, go do the, go, go, go, go, go, go, uh, go, uh, go, uh, go, go, uh, go, uh, go, if he doesn't know anyone that, if he goes through his whole contact base or at anyone at the company that, if he doesn't know how to do it, right? And he contacts people from the company and they don't know how to do it. Then you contact people that you know, right?

You get where I'm going with this, Joe? Like, figure it out. Yeah. Right. Leverage anyone that you know to leverage all the resources. Reverage all your resources, right? Number three, Fitfo. You know what Fitfo is?

No. Marine Corps term. Figure it the fuck out. Figure it the fuck out. And no one cares. Solution oriented. I don't care about the problem. Give me the solution.

Right? We are solution oriented. Number four is follow up. Follow up is so key. You'd be surprised at how many more loans you can. could win if you simply sent a text or a phone call. Hey, Joe, how are you doing today? Just checking in on you, man. Let me know if there's anything I can do for you. They just heard Joe call, right? Or if I call you, now you remember Malad, right? I'm top of mind. And let's say you're a real estate agent.

Now, any lead that you get, you're thinking about me because I just called you. So follow up, just touch, touch your database. It's not hard. And be organized, right? Like on Mondays, do one thing. On Tuesdays do another thing. On Tuesdays do another thing. On Thursday and Friday, go to open houses. You know, go to open houses.

Go stay at open houses. Or go around in your car on the weekend, drive around, take your video logger for with you and pay him $500 for the whole day. Say, hey, here's $500. I want you all day with me. And map out 50 open houses and see how much business you'll get out of that. And show up and say, hey, we just want to make a quick highlight video of your house to a real estate agent. That one, who's doing that?

Number two, that's, that's, you're differentiating yourself from everybody else. Number three, how many agents are you going to pick up from that? So it's always you got to think outside the box because when you think outside the box, that's where the money is. That's right. You can't think about these, what, look at what everyone's doing and do something even better outside the box. that's how I built my business being different. Everything about me is different. And you're not going to win everyone's business being different.

But if you attract the masses, you're a fake motherfucker, in my opinion. You know, that's where we really connect is because we're both pretty crazy. Yeah. And we both think really outside the box. Yeah. Just a younger version. Yeah, I'm, I'd say, some people say I'm like insane for my ideas. Yeah.

Like, Elon Musk is fucking insane. Yeah. You know, you got to be insane to think that you can. I hear insanity daily. Yeah. Daily. It's part of, you just got to embrace it. I love it.

Yeah, me too. I love being crazy. Me too. A couple of last questions and we'll wrap it up is, I know you're not married yet, but, you know, I always like to ask this because I know you got, you're rooted with your family. So it's a three-prong question. What's a personal goal that you have for yourself?

What's a goal that you have for loan goat this year? And what's a family goal that you have this year? Can you repeat the first one? Personal goal for myself? Yeah. See? No, you don't care about yourself. It's all about other people.

That's what I love about you. Personal goal for myself is slimming down, getting in better shape. I want to get back down to 180. I'm at 210 right now. Okay. Which I think I can. I think I helped by not taking your lunch today. We got meal prep today.

You did. Thank you. Like, let's go to lunch. You know, no, no, no,

we're going to eat meal prep. Oh, man. Yeah, getting back in shape, just feeling good again. You know, I've been so focused on business and business.

Because I, I'm like in love with what I do. Yeah. I truly am. Like, I'm in the office. Well, I know.

You're at the office till 1 a.m. And then you go home and sleep five, six hours, then you go back to the office. It's fun. I love helping people. I love helping people and have problems. So it doesn't feel like a job to me at all.

I'm sure like this. Do you feel like you're at work? No, I mean, I love this. This is just lifestyle. And that's where, that's where you become the best. Yeah. Is you have to fall in love with what you do. Like how you're in love with your wife, you'll love with the job.

It doesn't feel like a job. Number two, you said, is a goal for loan goat. Yeah. That's a good one. By the end of the year, I want, I want everyone else. So I've got a team of like, I want to say six or seven loan officers, I believe under me right now. I want them to collectively do $100 million together. Let's go.

Without my production because I found that my purpose is actually helping others, showing others the way. That's really my purpose. And I want to help you guys do that. So that's where the real success is. It's like, so I brought on Jimmy, you know, from another mortgage company. And he didn't understand non-QM and he wasn't closing any business there. And I showed him the way and, you know, how you structure the deal and, you know, what a bank statement loan is versus a profit and loss loan.

And here's what a DSCR loan is. And here's what this is asset depletion. Here's which lender you should send it to. And he's closed like five or six loans in the last. let's go that's awesome and like being able like seeing his face

and having no money I know he was struggling financially you know and like that makes my heart discouraged now he's pumped and he make a ton of money too like I heard I saw something like about him making

he had at one point or something in last month and he makes him crazy yep yep yeah he's never seen the money like that so I'm like man like like making money for myself is cool but like making someone

else money? Oh man, that's perfect. That's like passion. Like I was, I'm like, that pumped me to fuck up. I was like, oh my God, I have to create more jimmies. So that's when I was, all right. That's superman officers. People always say like, you know, I've had a, the, my greatest joy is when I can interview my competitor, even though they go start their own company. Like, come over. I'll interview on the show. Like, let's talk about your journey and your success. Like, I have no greater joy than to make others more successful than me. I would love to see you more successful in me. It's like, that's just like my goal in life. Like, I don't care about, you know, competition or, you know, is this guy a threat to me?

Like, no, I want to see people thrive. Yeah. You know, that's that. So you have such an open and, you know, giving, you know, personality and heart, not a lot of people. There's more people like you in this world, you know, like. Yeah, the mission of this podcast is to make more people at least understand that mindset. That's, that's an abundance mindset that's going to help others thrive, you know. Yeah. The third one was a goal for my family.

For your family. Family goal. Family goal. I'm moving my family here in the next couple months. So buying them just having my family all in one city. You know, buying them a house in East County, San Diego. And just having my family, my mom, my dad, my two younger sisters here. Now, I've been alone for the last 10 years, and that's made me. me very, very strong.

I mean, you can't break me at all. Yeah. You know, I learned it all. Now with your family, you're going to be undefeatable. Yeah, yeah. And I just can't wait for some home cooked Middle Eastern food. Yeah, the best of the best food. Yeah.

Mama's cooking is the best. Yep. I'll be coming over. My house is your house. Yeah. And then the last question I have, and I love to end this podcast with this question is, when you're in front of the pearly gates, what's God going to tell you? Never heard of that one.

Well, that's a good one. What's God going to tell me when I'm in front of the pearly gates? I wish there was more of you. I love going back. You know, I'll say, Joe, there's a lot of people that say, you know, I'm the best person. I'm the best person. I'm the best person. You go ask about my name anywhere.

And I couldn't fuck you if I tried. You know, I just, I can't. I'm too nice for a person. All right. There you go, bro. We love you. We love having you. Thanks for coming on the show, man.

Thank you for having. Keep winning. Keep dominating. I love to see your success. I love to see you keep thriving. I love your spirit. What you're doing for the EMC community as a whole, what you're doing for your LOs, keep driving.

Make sure that each and every one of those guys, it's that goal that you have in mind because when they accomplish that success and you accomplish another level of new heights and new success and new abundance. God bless you, Beau. God bless your journey. and we love having you. This is just the beginning, my boy. Let's go.

Coffees for closers, Malad Shamun, Donor, CEO of Longo. Make sure to follow him. Thank you guys for watching. Thank you guys.