Shant Banosian on the tactics that keep him a top originator

HousingWire

On today’s episode, Editor Sarah Wheeler talks with Shant Banosian, president of Rate, about the tactics that keep him a top originator, including on the newly launched HousingWire Mortgage Rankings.  Related to this episode:  Mortgage Rankings - HousingWire https://www.housingwire.com/mortgage-rankings/  HousingWire | YouTube⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ https://www.youtube.com/channel/UCXDD_3y3LvU60vac7eki-6Q  More info about HousingWire https://lnk.bio/housingwire  To learn more about Total Expert click here. https://www.totalexpert.com/  The HousingWire Daily podcast brings the full picture of the most compelling stories in the housing market reported across HousingWire. Each morning, listen to editor in chief Sarah Wheeler talk to leading industry voices and get a deeper look behind the scenes of the top mortgage and real estate.

Transcript

00:09Welcome, everyone. My guest today is Sean Benossian, President of Rate and one of the

00:13top originators in the country for six years running, including on the newly launched Housing

00:18Wire Mortgage Rankings. Before we get started, I want to thank our sponsor, Total Expert,

00:23for making this episode possible. Sean, welcome back to the podcast.

00:27Sarah, great to see you. Always good to be back. It's been a bunch of years now.

00:31I know. I feel like we, I remember the very first time I interviewed you after you hit

00:36your production of $1 billion. That was just such a crazy amount. And we were so impressed. And then

00:43you went on to do more than that. So pretty crazy. It's been a really good run.

00:48It's been a great run. And, you know, so today we launched the Housing Wire Mortgage Rankings,

00:54a new product for us. We're pretty excited about it.

00:57Congratulations.

00:58Thank you. Just a little bit of background here. So it's powered by InGenius Data.

01:04And it's providing a comprehensive standardized view of origination activity across the country,

01:09a little bit different than the way other people do rankings. And that's one of the reasons I wanted

01:14to have you on here, right? Talk about that and your rank on here. So we're using recorded mortgage

01:19transactions rather than submissions. So really interesting way to do it. And still, you come out

01:25in the top of producers by volume, by all sorts of measurements. But this year, you didn't hit the

01:35billion mark according to our rankings. I want to talk about that because it's really the way that

01:40we do it versus other people. But it doesn't mean that you've lost any business or actually,

01:45it seems like you're doing more business than ever.

01:47Yeah, yeah. I'm actually really proud to say, you know, we had an incredible year.

01:50We did a billion dollars again. Now it's like, I think it's the fourth time we've eclipsed that

01:55number in our career. And there's been two other times where we were pretty close as well. So

02:01we had a great year. I'm incredibly proud of me and my team. And so I think that's probably the

02:07reason that the numbers don't capture it completely. You know, I do have, I'm only one person. So it's

02:13really, really hard to do all of that all by myself. And so I'm fortunate and blessed to be

02:18surrounded by incredible team members who especially have stepped up a lot more over the

02:24course of the last year as a part of our team, because, you know, I took on the added responsibility

02:28of being president of right last year, which has been amazing. But so the way we do things here is

02:35if

02:35one of my team members runs as a point person for the application of the client, we just recognize

02:43them as the loan officer on the transaction. And it's just a, we feel like it's a really great way

02:49to do things and a clean, compliant way to do things as well. So we did do over a billion

02:53dollars

02:53again. We did do it as a team. I do not do all the work by myself. I have some

02:57incredible people

02:58that help me and my clients and my realtor partners. And so I'm excited about what we did in 2025

03:04and

03:04really more excited about what we're going to do in 2026. Well, let me ask you the question that I

03:08have been asking you now for six years is like, how do you continue to grow, especially with,

03:13you know, the challenges, of course, of course, it's better than than what we saw in 2022.

03:17Everybody, you know, that was a tough year for everybody. But like, it's not like anybody's

03:20doing gangbusters, except you guys are doing all of this volume. And one of the things because I

03:26follow you on social media is you're like, it's not about mortgage rates. And you're always

03:30talking about like, stop talking about mortgage rates in some ways. So tell us, you know,

03:33what is the quote unquote secret? Yeah, the secret is, is service level and how you differentiate

03:38yourself from all the hundreds, if not thousands of loan originators in your market across the

03:44country. You know, everybody has, has rates, has access to great product. But it's, you know,

03:51how do you differentiate yourself? You know, and what we've always tried to do is we look at the

03:56obstacles and challenges that our clients and our partners are facing, you know, specifically our

04:01realtor partners and obviously our end user consumers, whether they be homebuyers or homeowners.

04:06And then how can we be the solution for them? How can we differentiate ourselves? You know,

04:11of course, everybody talks about, hey, what's your rate? But we talk about like, hey, here's how we can

04:15help you win, right in this market. Here's how we can have you prepared and empowered and confident

04:21navigating the housing market. Here's how we can deliver with speed and certainty to make you stand

04:26out. Here's the level of accessibility that you have to us. Here's the relationships that we have

04:35in the market. Here's the information that we're constantly going to provide to you to help you

04:40understand what the nuances in the market. And then, and then like, actually being a professional

04:46and understanding all the variety of different products that we offer and making sure we can offer

04:51them to everyone. Like I want to be everything to everyone that wants to buy or currently owns a

04:58residential mortgage, right? And so I spend a lot of time educating myself on the market, on our products,

05:05and then figure out a way in which I can communicate that simply to all the different people that need

05:11that advice or information. And I find that if I do enough educating, right, it tends to attract the

05:17right kind of clients, the right kind of partners. And if I find that I provide enough information, it motivates

05:23people into action. And so I think that's how I continue to evolve my team, continue to evolve and adapt

05:29to what

05:30the market's doing is by staying keenly aware of what's going on in the market, the dynamics and how it

05:35impacts the

05:35people that we're working with, versus a lot of people allow themselves to be commoditized. They just, you know,

05:42they're saying things like, well, here's your pre-approval, call me when you find a house, or here's what your

05:45rates are. Rates are just information, right? Like millions upon millions of homes are going to be

05:49sold. We've proven that over the course of the last couple of years, like rates, you know, went up from

05:54in the twos to the eights, and lots of business happened. Our goal is to do business in every kind

06:01of market and really show up for people as they need us. Let's talk about what it looks like on

06:07the

06:07lead gen side, or like, you know, if you want to talk about it being a nurture campaign or having

06:14relationships with your clients, and then what that looks like for retention, right? Because

06:19from my perspective, of course, we interview a lot of people on the real estate side. And,

06:23you know, in some ways, those people put mortgage lenders to shame as far as the way that they

06:28nurture relationships and keep up. On the other hand, you know, they their pay structure is different,

06:33they're getting paid a whole lot more, they they maybe their volume is is a different, it looks

06:38different, right for them. So how do you doing all this volume, how do you keep up that relationship on

06:43the front and the back end? Yeah, I mean, you know, there's so many, you can't automate

06:49relationships, you can't just like set it and forget it. I think the best loan officers that

06:54that have success, they do a bunch of things really consistently. They pick up the phone,

07:00still the greatest, still the greatest marketing tool ever invented. You know, they text and email

07:07regularly, but they do, they don't do just like the boring texts, they do like time relevant.

07:12I'm sorry, time relevant emails, like emails, not dead, just boring emails are dead. But you send

07:17out good email, you still have well over a 50% opening. They build a social media presence in a

07:23brand. They track life events. You know, there's so much great technology out there that lets helps

07:29you understand what's going on in your client lives. Proactively, you know, marriages, babies,

07:34job changes, moves, there's reactive events, like credit triggers, listings, equity opportunities in

07:42homes that you can utilize data sources to get that information. They run proactive campaigns,

07:48you know, and then they set the expectation that I'm your mortgage advisor for life, right? It's not,

07:55and if you don't establish that relationship, somebody else is going to.

07:59So it's, I think that's what I'm doing. So it sounds very kind of basic, if you will,

08:07but like the basics work, right? So, you know, I looked at my clients, bottom line is like a lifetime

08:14asset. And, you know, it's all about like, how can I pour into that asset? How can I, you know,

08:21gain equity in that, in that asset? And so that consistent work is what gains that equity. And,

08:29you know, so simply put, like, that's how I do it.

08:31I also think like, it's the one thing that, like you said, you don't make yourself

08:35commoditized or commoditizable, like you, that cannot be replicated by anybody else. And if you

08:41don't do that, if you don't have the relationship, who is going to, I mean, someone's, someone's going to

08:45come in and have that relationship.

08:46Totally. I mean, there's never been more, there's never been more attention given to,

08:52to the clients, you know, and here's what, here's what I think is important. Here's what I talk to

08:56the loan officers at rate about all the time. You know, the, the average consumer, I believe,

09:01once they enter their home ownership journey, will take out 11 or 12 mortgages throughout the course

09:06of their lifetime. Most loan officers are lucky if they capture one or two of those, right? They're

09:11really, really happy if they capture two, right? My mission is to capture 10, 11, or 12 of those.

09:18Like, I truly want to be somebody who's loan officer for life, but it takes a lot of work,

09:21right? And, you know, the amount of information that's being sent out to our clients, like, you

09:26know, I think, I probably, I think I heard it at one of your events last year, it was like

09:32the amount

09:32of like pieces of information a client gets every single day is like in the tens of thousands,

09:38right? Whereas like, so like everybody's fighting for their attention. So we have to do a really,

09:42really good job of when somebody thinks mortgage, they think of us, right? And so that client retention

09:47strategy is top of mind for me at all times. How do you measure that? So with your kind of

09:51volume,

09:52with the volume that your team does, how do you measure how much of your, your repeat business,

09:58you know, how much of it is repeat business from your retention efforts versus like your referral

10:02sources, things like that. Yeah. We track it. I mean, like, you know, we have accountability

10:06metrics that we measure our success with, like, it doesn't, it doesn't matter if you don't track

10:10it, right? So like, we were keenly aware of like, how much of our business is coming in from

10:14referral partners, how much of it is coming in from social media, how much of it is coming in

10:21from, from database interaction. So it's, it's, we have goals around all that kind of stuff.

10:27We're certainly trying to always come up with new ways to figure out ways to get new clients,

10:32consumer direct, but you know, there's nothing more valuable that a loan officer has in their

10:36database. And unfortunately, most people are so interested in working on like finding the new

10:42client, but like, there's just gold sitting there, you know, those, those people that already trust

10:47you, that are already familiar with you, that already like you, they want to work with you over

10:52and over and over again. But, you know, we have to do a really good job. It's our job to

10:56communicate

10:57with them, not their job to communicate with us. Right. And so we just have to be very,

11:01very strategic as to how to do it. And you can't just, like I said earlier, you can't just set

11:06it

11:06and forget it and automate it. It has to be time relevant, needs to be authentic. The cool part is,

11:11is that with all the tools out there, it's easier to do that kind of stuff. You know, we're utilizing

11:15AI

11:16in ways to curate content and to do it at a faster pace. We're doing great stuff here, specifically,

11:24like the reason we rolled out rate app and the way our clients can interact with us

11:28to do so many things is, is a game changer. So we're always coming up with ways in which we

11:34can

11:35help people. There's, there's other financial tools, by the way, that we're offering to our

11:38clients outside of mortgage. Cause we know, for example, they're only going to get, you know,

11:42they're not going to get a mortgage every single year, but we're able to offer them things like home

11:45insurance and car loans and title services. And, you know, we're adding the whole suite of products

11:51every single day, you know, home equity lines, like all these different things that we can do

11:55and that we can offer them. And that, by the way, is something we're dramatically going to increase.

12:00So that way we can just, anytime they need anything financially, they can come to us and

12:05we can help them so we can keep them interact, keep interacting with them in between mortgage

12:09transactions. I just did a podcast with Bill Dallas, who, you know, has been in this business

12:14forever, seen all these different cycles. And he was exactly talking about what you're just

12:19talking about. I was like, you know, if you, if you want to win right now and there's plenty to

12:22be one, then it's that combination of relationship and products and being, you know, offering more

12:27than just the vanilla. He's right. Bill's a really smart guy. I don't personally know Bill, but I've

12:33followed him over the course of years. And he's, he's had a ton of experience. So I'd listen to what

12:38he's saying. Cause he's onto something. He is. So when back to retention, what do you, when you measure

12:44stuff, what do you consider successful for your team? Like what, what level, if you feel comfortable

12:48saying it, like, what level are you like, this is what success means. So, I mean, right now the

12:53ultimate, like, you know, we have the ability to track, like, you know so we have a percentage

12:59number, like, for example, like the gold standard right now, in my opinion is like 80% retention of

13:06your previous clients. Like when they go to get another mortgage. So we're tracking like the

13:10life cycle of our clients. And, you know, when they buy another house, when they refinance,

13:14you know, who they use, hopefully it's us, both people that we service and then don't

13:18service as well. Um, so we have, you know, like the gold standard is to get that 80% number

13:23of most loan officers living, um, like really good loan officers living in like the 20 to

13:2830% cycle. Right. Um, so I mean, ultimately we'll go right from 20 to 30 to, to 80 overnight.

13:37So it takes a lot of work. Right. And so, um, we're doing all sorts of things like, you know,

13:42like I said earlier, establishing that tone with the client from the very beginning, from

13:47the first transaction that we want to be your lender for life. So we're talking to them about

13:51the refinance when we're doing the purchase, right. Uh, we're talking to them, but other

13:56product offerings that we're offering at the time of the first purchase, or at the time of

14:00the refinance, we're talking about their next refinance, or we're talking about other properties

14:04they have. Right. So it's amazing that, you know, like, it's amazing that if you don't

14:10communicate clearly the assumptions people will make. So for example, if somebody comes

14:14to you to refinance, sometimes you'll be blown away by the amount of people that are like,

14:18well, I thought you only did refinances. I didn't call you for my purchase. Right. Or

14:21if you did their purchase, they don't know that you did refinances or they think they

14:24have to work with their servicer, uh, in order to refinance a loan if we transfer servicing

14:28rights as an example. So we're establishing that like, no, we're your person, no matter what

14:33you're doing. And we're also making agreements with them as to like, when we're going to be

14:37in touch proactively, but when also they'd like us to be in touch reactively, if the

14:41market changes, um, we're doing things like the annual reviews where technology allows

14:47us to, like I said, monitor certain activities. We have this great new, uh, feature we rolled

14:52out to our, uh, sales forces here called rate alerts, where the client can literally tell

14:57us like, I want, this is the rate that I want to refinance out. As soon as that rate

15:01hits, call me and we'll start the process. And like, we already have their information pre

15:05filled out and ready to go. And if there's anything that needs to be updated, they can

15:08do it seamlessly. Um, so there's just so many things we're investing in that make

15:12that process, uh, easier, but bottom line, it all comes down to communication, right?

15:17And, and, um, you have to communicate in a way in which it works for everyone. So, and

15:24we're, and certainly we're using AI too, right? Like there's AI texting and there's AI calling

15:28that we can do, uh, that allows us to just offer a premium mobile service. Like there's

15:32only a certain amount of people that I can physically call in a day. Uh, whereas, you

15:36know, AI can do things for us, uh, in which they can communicate that it allows me to do

15:40what I do best is have those like really impactful calls, uh, have, have those, uh, you know,

15:46the, the, um, high revenue generating, uh, and high impact, you know, cause like I care

15:51about doing business and I care about making an impact. The client only cares about impact,

15:54right? To them, they're singular, right? So like, I need to make sure that every single

15:58time I'm on with a client, like I'm really on, but what's really cool is you can use

16:03these, uh, automations and technologies to do the hard work for you behind the scenes,

16:07which is like generating the next call, setting up the next appointment and doing the marketing

16:11for you while you're busy doing business.

16:13Which, you know, you're, you're taking the things out of the system that like, you don't

16:17need to do and leaving in the things that like, what the client cares about is your voice

16:21and your advice and like taking all of the things that it's our, you know, maybe AI has already

16:26set up all these things or, or alerting you, but like, they want to hear you. They want that

16:29human touch still.

16:30This stuff's complicated, right? Like, you know, um, people want advice, people want guidance.

16:36This is generally always, always their most, uh, important asset, their most expensive

16:41obligation, right? So they want guidance as to like how to structure it. They want ways to navigate

16:46the market, you know? Yeah, sure. Some people just want to pick off a menu, but I find that that's

16:52a much smaller percentage of people, uh, than it is people that really, uh, value guidance

16:58and advice. And I actually feel like the more complicated things get, the more we matter,

17:03right? So like, you know, right now, all of a sudden, you know, rates have gone up a half

17:06percent in just the last, uh, couple of weeks. And by the way, thank you to you and Logan and

17:11everybody over there at housing wire that's continued to provide us guidance through this.

17:14I'm always paying attention, listening to the podcasts and, uh, on social, just trying to get an

17:19understanding of what's going on in the market. It's valuable advice, but like, you know, the,

17:23the, the more noisy it gets, right? The more I tune in to the experts, right? Cause I want to

17:28know

17:28what the experts are saying. We have to be doing the same thing, right? So I'm tuning into you guys

17:33so I can get more information so I can provide those to my clients, right? Cause they're, they're,

17:37they want to know for me, like what's going on in the market. Why is this happening? And what does

17:41it

17:41mean for me and how, what's the impact of what should I do? Right. And so, um, we have to

17:47be

17:47louder because we become more important in the face of the consumer when things get choppy like

17:53this. Uh, but it also creates massive opportunity. If you provide clients information and they know

17:58how to act instead of freezing and stressing out and removing themselves from the system,

18:02those are the people that take advantage of the opportunities in these markets and win,

18:06right? I don't have a lot of clients that are unhappy over the course of the last couple of years

18:10that bought houses when rates were seven and 8%, right? They've all since refinanced most of them,

18:14right? But they're not, they're didn't, they're not, they're not saying, I wish I didn't buy this

18:19house because my rate was seven or 8%. No, they had a life need. They had stuff going on in

18:22their

18:22lives, right? Something was going on in their family, occupationally, uh, recreationally, uh,

18:29they're accomplishing dreams or goals, right? That's why they moved rates are just information,

18:33but we have to provide, like, we have to provide context as to why things are happening. People still

18:38value that. And that's the way we differentiate ourselves.

18:40That's amazing. Um, you know, in our rankings, we, we broke out like top originators by loan amount

18:45by, you know, volume and, and, and we have purchase, we have purchase originators because that is a very

18:50particular kind of, of originator, maybe the hardest thing, whatever, but also, uh, on the one that's not

18:56purchased to your point, like you see somebody who I think it's a HELOC shop and they are just like

19:01hitting that thing. And I'm like, who, who lost out on those loans that I think that's all they do

19:06from,

19:06from the volume, from the amount. I, I mean, it's clear that that's probably what they do. And I'm

19:10like, that's sort of, uh, an indictment of other people on that purchases that should have been

19:15capturing it all the way down.

19:17Totally. Yeah. I mean, it really is. I mean, there's, there's, um, there's so much opportunity

19:23out there in every kind of, you know, there's, there's opportunity and certainly we're not

19:27perfect, right? Like, you know, we're just trying to learn and figure it out. But like last year,

19:31over the last couple of years, there's been opportunity to purchase. There's been opportunity to

19:33refinances. There's been opportunity to cash out refinances and have people utilize their home

19:38equity. There's been, um, you know, uh, HELOCs. There's so much opportunity for reverse mortgage,

19:44right? And HECM's and those types of products. Uh, the amount of VA loans that are being done across

19:48the country is like skyrocketing, right? Uh, and we have some incredible VA producers here that are

19:53building unbelievable businesses, serving, you know, an amazing, uh, community of people, right? So,

19:59um, there's just infinite amounts of opportunity. If somebody really becomes an itchy in a product and

20:04go out and communicate that to an audience of people that's interested in the way to communicate

20:08and to, uh, you know, manufacture an audience through social media, through email, through

20:16all the different new ways of marketing. You know, I personally believe if you want to be a successful

20:21loan officer, you got to be good at three things. You got to be good at marketing and branding yourself.

20:25You've got to be good at building relationships. Hopefully that marketing, the branding leads to

20:29relationships. And then hopefully your marketing and branding and your relationships leads to

20:33business that comes in. And then you've got to get really good at converting. So marketing,

20:37branding, relationships, and lead conversion. If you can just get good at those three things,

20:42you'll be a really successful loan originator, realtor, or anything by the way, in sales. Like if,

20:48if, if, you know, and so I try to use those as my foundation or my pillars of my business.

20:52And, um, I try not to get too fancy. And as long as I'm doing those three things really well,

20:57uh, life is good. And it's been good for a long time now we've done over proud to say,

21:01uh, since I've been at rate, which was in 2012, done over $10 billion in mortgages,

21:06you know? Um, and it's, uh, you know, it's, uh, learned a lot, but we're always still learning.

21:12We're always trying to figure out ways to get better.

21:13I think that's what's striking about you. One of the reasons I continue to interview you every

21:18year. You've been the billion dollar man. You've been the $2 billion originator before. And it's

21:23like, that doesn't, the next year you're not like, Oh, you know what? I'm going to coast or,

21:26you know, I got, I mean, it seems like that the fire in you does not go out based on

21:31what that number

21:32is. No, it doesn't. Uh, you know, it doesn't because, uh, I'm competitive. Um, I like helping

21:39people truthfully. I've got, um, you know, we've got, it's a big responsibility, you know,

21:44like when you have all these relationships that we built that count on us, the clients,

21:50the partners, my team members, right? Like that's a big responsibility. We got to continue.

21:55It's not like you can just kind of decide like, Hey, you know, we've had success in the past by,

21:58you know, like that's a, that's a responsibility I take very, very seriously. So I feel like with that

22:04commitment that they've made to us, we have to make a commitment back that says we're going to

22:08keep getting better and keep delivering value to everybody in return for their trust in us.

22:13And so like, I'm not just saying that, like, I mean, it's like a pressure that comes with like

22:16building this business is that you got to keep figuring out ways to deliver. So I'm going to

22:20keep doing that. Um, and you know, it's fun, you know, there's a lot harder things to do out there.

22:25You know, I'm so grateful that I found this business, you know, um, it's, it's a lot of fun.

22:30It's very rewarding. It's changed my life. It's created an amazing life for myself and my family.

22:35Uh, I've met incredible people and I'm constantly learning and I just try to surround myself

22:40with, uh, with people that make me better. Um, and then I try to make sure that I'm, um, looking

22:46at,

22:46you know, my perspective is full of gratitude because, you know, it is hard to, by the way,

22:49you know, you know, we are fortunate. We are sitting in this like nice office and,

22:53you know, it's not a lot of physical labor going on, but like it is taxing and challenging and

22:57competitive, but, uh, it's super rewarding, fulfilling, and it's provided an amazing opportunity

23:03for, for me and those around us. Well, and in the last year, when you've taken over

23:06then leadership role at rate, we see more people coming in, um, on this list from rate. So pretty,

23:13pretty exciting to see that. Um, how did you keep up volume on your team while still taking on some

23:18of those corporate duties? Yeah. You know, uh, I would say that it was, um, incredibly fun,

23:25challenging, but also something that I prepared for in advance. Right. So I certainly haven't had all

23:30this success by myself. There's been a lot of team members with me for the ride along the way.

23:35And so I just counted on some of those people to really step up this year, uh, more than ever.

23:40And they did, you know, um, I have, you know, an incredible team that truly cares about, uh,

23:46our clients and our relationships and the service and what we stand for just as much as I do.

23:52And they work extremely hard. So I just really relied on them to step up just like any good team

23:56does.

23:57And, uh, and then, you know, I, I had incredible opportunity to meet, you know, hundreds, if not

24:01thousands of people across the country in my new role, did a lot of traveling last year, uh, across

24:07our offices and, and, you know, figured out ways in which we can add value, figured out which ways

24:11in which we can get better. You know, I really took it as an opportunity to, um, just like I

24:16said,

24:16my business on the loan officer side was built off relationships, you know, same thing here at rate,

24:21you know, I don't think the title of president gives me, uh, authority. I think my relationships

24:26give me authority. Right. And so I just wanted to pour into all those relationships. And I really

24:30kind of look at the loan officers and other team members here at rate. It's like my board of advisors

24:34or my board of directors, if you will, like they can give us all the feedback that we need as

24:39to how

24:39we can better serve them and we can better serve our partners and how we can help them, uh, better

24:44serve

24:44our clients. And so we're always asking for feedback and they deliver it. And that's what helps us get

24:50better. I think what I'm proud of is like, we're really, really great at taking feedback and

24:55implementation and execution right away. And that will always be the secret sauce to this company

24:59is like, uh, is listening to what everybody needs and wants and then implementing the stuff very,

25:05very quickly. And so, uh, it's been an awesome run. It's been a great, I've never been more challenged,

25:10um, than I have over the course of last year. I knew that coming into it, I didn't certainly think

25:15it was going to be easy, but I've had a lot of fun doing it as well. Amazing. Well, I

25:18appreciate you

25:19taking the time to sit down with me, talk with me once again about being one of the top originators

25:24in the entire country. Um, so appreciate you, Sean. Thank you. Yeah, I appreciate you guys. Congrats

25:28on, on this new endeavor. I know you guys are going to do great. You guys have always been great

25:32advocates for the entire housing industry, especially in mortgage. So, um, you know,

25:36thank you for what you're doing. Thank you.

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