So pivoting a little bit to realtor relationships, I'm assuming that's where you get, uh, uh, uh, bunch of your referrals from yep yep what does that look like are you constantly adding new realtors to your referral base yeah okay what does that look like you

have i mean the realtors come and go especially in california so people you know they start out really gangbusters and then the business gets tough and they get out or they retire for whatever reason so Yeah, I do try to contact a lot of different realtors, but I think that again, having that personality and the personal touch with my clients, they relay that to their realtors and then their realtors want to work with me.

My goal is to make the realtor look good, right? Like this is like my new saying, because the business is really tough right now.

shit rolls downhill and I'm at the bottom, right? So the realtor, the escrow, the appraiser, the underwriter, like it all falls on my shoulder.

So I have to be able to take that information and relay it to the clients and the realtors in a way that they are going to understand it, not lose their mind and not freak out and make them not sleep at night.

So I really take a conscious effort of making sure that I speak kindly to them and don't freak people out.

I'm very good at keeping people off the ledges.

So, Phoebe, with your experience and knowing the market so well, like what's next? What do you think is the future of the mortgage industry? What are you focused on to build your business over the next 12 months?