And I, I don't know if that's what you're doing or not, but what, what is your avatar?

So really, kind of what...

Uh, I put a lot of thought into this.

Uh, when we first started, we were kind of going after a lot of the stuff that was hard to do at banks.

But, but really af- after a while, I've kind of identified what our ideal client profile is or our avatar.

So if you think about, like, even on a, on a, on a Boston Consulting matrix, right? Y- your, your top right quadrant.

So on your vertical axis, if you have complexity, and on your, your horizontal axis, if you have loan amount or dollar sign.

Yeah.

Like, what does the outlook look like regarding mortgage rates? Anything that you can guess

upon? Yeah, that's that's a great question.

I get it a lot.

So obviously, you know, with the Fed changeover, what is the new person going to do? What kind of thumbprint is he going to put on it? How is gas prices and the war affecting things? So kind of unlike banks and credit unions who really are kind of rigid in their rate changes, where we are on the wholesale market and on the private market, our rates can change every day.

In fact, they'll change multiple times in one day, right? So I think rates have held steady and there's like little ticks up, little ticks down, but on the grand scheme of things, you know, there can, they're uniformly down than they have been the prior two years.

Right.

So 2004, we were doing investment properties.

Like, could you talk a little bit about that mindset and what caused you to embrace that as part of your leadership methodology?

From your experience, what are people missing out about how lending actually works?

Great question.

So really when it kind of dovetails into the topic in terms of looking beyond banks.

So just like as we described, there might be someone who's looking to do an investment property and they're going to take their credit score and their bank statement and their W-2s and they're going to go to the bank and they're going to try and get a loan, right? Well, when you get to the bank, the bank typically has depending on what bank or credit union you go to, they have like three or four, maybe even up to five different kind of programs that are all kind of part and parcel the same.

And they'll do their best to try and fit whatever you're trying to do.

So when you think about it, it's you as the investor, but it's also the property that you're trying to acquire.

And then if it is like something like, let's say it's a retail shopping center or it's an office building or it's multifamily, then there's tenants that are involved with that too.

earlier you were talking about kind of something similar you mentioned you know you interview people like you mentioned you look at the different categories and you create this unique product for them the loan product that we're talking about right and I think loan is the leverage it's one of the biggest wealth building strategy that we're talking about today you know how you can grow exponentially when you're leveraging other resources beyond your own means whatever you want so What I want you to understand from you is when someone comes to you and what things you look for beyond the numbers, what makes you say that, okay, I want you to back this person? If I come to you with my portfolio, what would make you say, okay, I want you to back her?

But don't you think it's just not something that a lot of newer investors or even seasoned investors really know that there's a, there's a few different products out there that you can figure out that work for different types of properties?

properties?Right.

And that's part of the, of our process is, like, the discovery call.

So we'll get in, m- let's say you're the client, you pick up the phone, you heard about us, or your broker referred you to us, or a friend or someone else, and then we'll start that initial conversation.

How are you? You know, what are you trying to do? Tell me about your goals.

What is the end game that you want with this property? Because all of those things matter.

Then we go back to our team later that day.

Yeah.