Welcome to the June episode of Learn With A Lender with Joel Schaub of Guaranteed Rate!
In this episode Joel describes that there so much more to lending than rates and payments! Joel and D.J. discuss renting vs buying a property and Joel gives three topics to discuss with clients when making this decision. Joel discusses refinancing and how to add value to your clients through taking care of them even years after their purchase. Last, Joel discusses the importance of having a trusted partner in lending in order to help you offer better services to your clients.
If you’d prefer to watch this interview, click here to view on YouTube!
Joel can be reached at joel@rate.com and 773.654.2049.
Transcript
D.J. Paris 0:00
On this episode of Keeping it real is brought to you by Joel Schaub at guaranteed rate. As a realtor it’s important to partner with only the most trusted name in mortgage lending. Joel has 1000s of satisfied clients and gives $1,500 of his commission. Back to your buyers on every closing. He is known for his ability to close even complex deals start to finish in only 14 days to learn what 1000s of others already know. Make a note to call Joel at 773-654-2049 or email joel@rate.com Guaranteed Rate is an equal housing lender licensed in all 50 States Consumer Access Number 2611 And now on with the show.
Hey, welcome to another episode of Keeping it real the largest podcast made by real estate agents and for real estate agents. My name is DJ Parris, I am your guide and host through the show. And today once again, is our monthly series our monthly series that is extremely popular called Learn with a lender with Joel shop from guaranteed rate. Now Joel is the vice president of lending at guaranteed rate. And he has been doing loans at a high level since 2003. And it’s gotten to that level because of what he does specifically for agents, which is he gives back part of his commission to the buyer on every transaction. Last year alone, Joe gave back almost $300,000 in closing costs to buyers who worked with them. And that put Joe’s volume in the top 1/10 of 1% of all lenders nationwide. And that’s out of 400,000 loan officers, right. He’s actually currently ranked number 137 out of that 400,000 in production. Last year alone, he closed 535 sales. This was his highest amount ever, or 535 transactions, we should say highest amount ever for for one year. And already this year. So we are in almost the end of June. At this point he has closed 329 transactions for 133 million, it looks like he will even exceed what he did last year which is beyond incredible. So if you are looking for a loan officer, we cannot highly more highly recommend Joel he is the very best we’ve ever worked with. He can be reached at a couple of different ways. Number one is to email him, you can email him at Joel at Jay oel@rate.com. Again, joel@rate.com. Or you can shoot him a text or call him at 773-654-2049 Let’s say hello to the biggest Cubs fan. I know and they are playing again and you go visit them. So you have probably been very busy. But welcome Joel.
Joel Schaub 2:49
Hey, thanks so much for having me, DJ and all the numbers in the accolades. That’s all fantastic. It even surprises me hearing them sometimes where we’re at. But this is what’s really great is coming back on each and every single month. I love it because we get to give back. And you know me even off the show, this is kind of what I live for is the givers gain mentality where I can help share knowledge, some of the things that I’ve been doing and what I see with other really successful real estate agents. So by tuning in, you’re going to get something out of today’s show. I know that for sure.
D.J. Paris 3:26
Yeah. And I will say, knowing you on and off the air and also having worked with you professionally, you helped me with my loan. And I will tell you that one thing, and I’ve had other loan officers work with me in the past too. So this wasn’t my first experience purchasing a home. But I will say and this is a huge feather in your cap is that Joel was the only and again, us being friends. I almost didn’t expect this to happen because he treated me as if he almost put the friendship aside a little bit and said, Hey, we’re gonna have an education session, I want you to fully understand every step of this process. And I was kind of like Yeah, yeah. And he goes, No, no, it’s really important that you understand this. And it was like and then I took it in and was like wow, no one has ever done that for me before. So I really do appreciate the amount of time you put in to my loan in particular and I know you do that for other people as well because you know obviously other people have have said the exact same thing and it’s why you’re so successful. But so this givers get mentality is just absolutely what you live in. And probably is the secret to your success if there if there if you had to distill it down to one thing, at least it’s certainly one of the top qualities I think anybody in this industry can have. So I am I’m a huge fan of what you do and then coming on this podcast as an extension of that is just always trying to help our listeners and as a result people reach out to you and say hey, I want to work with you. But what since you are so busy and you’re looking to even best your numbers from last year which is incredible. What are you seeing out there are things is as much of The frenzy as they were a few months ago.
Joel Schaub 5:03
I’m glad that you brought that up. And before I get into the frenzy, you’re exactly right. I remember back to our transaction where I literally said, Let’s be educated for a moment, okay? And most lenders are going to go through a couple of the basic same things, rates and payments, okay? But there’s so much more to it. You can afford the payment you can you like the rate, but you actually don’t know a lot of the steps until you’ve done it and had somebody explain these types of things to you. So taking the step back is the last thing I want, as a borrower several months from now just like cursing me out as they write their monthly payment, like, Oh, what did I do, I didn’t understand this. And so if you could just take the extra time, which most people don’t do, which is setting time aside when you’re speaking. And this works the same for agents as well, understanding what the process is going to be. And never assuming that a buyer knows, this happens, when this happens, taking the time to actually educate is what’s going to differentiate you, from everybody who’s just getting into the market, who thinks oh, I can be a realtor, too. Okay, and even if you are brand new, taking the education piece, and being an educator and in the clients corner first is so much more important than selling anything, because people want to buy, but they never want to be sold. And they can feel if you’re just trying to pressure them into something. So taking a step back, going through the education piece, and that’s what we did for you for sure. Yeah, and,
D.J. Paris 6:31
and it really is so important, because anyone can look up rates, anyone can can just get that information. It’s basically public information. And so many websites, you know, talk about rates, and you know, the different conditions associated with that. But the education piece is really hard to find on your own. And even though I had bought a home in the past, I was I’d forgotten what the process was. And even if I were to buy another home in two months, I would have forgotten what we just went through. And I would probably need that education again. So I think that’s a good point, to always, you know, as agents, or if there are lenders, who are also listening to really think about remembering that we know how it all works, because we’re used to it, but our clients likely do need that education. And that reassurance that and there were times actually two that I had to contact Joel because I was freaking out about things. And what had nothing to do with Joel, Joel’s you know, but he was the one who said, You’re, you’re doing great, everything’s fine, you don’t have to worry. And that was really awesome that I could pick up the phone and get that answer because I was freaking out about a couple things that was happening that had nothing to do with with with Joel and his team, but just things I didn’t know. And so that’s it really is important to have a good partner there. So what’s going on in the market is is are things as busy as they used as they were earlier this year. They’re definitely busy.
Joel Schaub 7:53
They really, truly are for both buyers and sellers. But what we’re not seeing is this frenzy of offers on places where a buyer hasn’t even seen the damn house yet. Okay. And I saw a lot of this. And to people’s credit, they were kind of sick of getting outbid. And so there were some very justified offers that came in over asking price. And then DJ, there were a slew of unjustified offers where I would never in a million years have advised my client to come in that far over asking without seeing the home. And in and I saw it when my buyers put in a good offer, and they were just wildly out bid. And they said we lost the home. And I rephrase that I say, well, the person who won also lost, they think they won because they have the contract. But that isn’t necessarily winning. And that’s not the way we want to buy real estate. So now we’re getting back to a point where there’s not too much happening under asking price. But I’m starting to see DJ a lot of offers now come in, where they don’t feel as though they need to come in 25 grand above asking on the very first offer. And in the last couple of weeks alone, I’m starting to see just under asking price accepted on certain deals in certain markets and many different states.
D.J. Paris 9:16
Yeah, that’s encouraging. And I know at at at our firm, the our brokers that are working with buyers, that’s the big frustration, or it has been this year as oh my gosh, there’s so many offers, how do I get noticed? And what do I offer and sometimes the agents would get creative and offer certain concessions. But now you’re seeing things going back, swinging a little bit back more towards the normal side, which is very exciting.
Joel Schaub 9:41
I don’t know if it’s normal, it’s still crazy, but you’re exactly right with the terminology that it’s not over the top. Now in certain pockets. We’re still definitely seeing properties that have multiple offers. The winning offer is considerably over asking price, but at the same time there’s certain air Here’s where the sellers are expecting this. And then they’re coming back to the agent and saying, Hey, where are all my offers, you promised that I was gonna have 10 offers in the first hour on this. And it’s not necessarily happening because there is more inventory. Finally, hitting the market. We’re past COVID, for a lot of restrictions, especially here in Chicago, where properties had a major cap on the number of people that could be in a building at any given time, they weren’t allowing open houses. And it would be kind of a hindrance to list a place in some of these buildings, where you just weren’t going to be able to get people in the door. So now there is some more inventory. Finally, hitting the market, I just think people are a little bit overwhelmed as well, summers here, if they didn’t find the home, they’re gonna give it a little bit of a rest. And it means there’s just a few less buyers, because rates have come up a little bit. A few buyers that say, I’m just gonna wait and more inventory hitting the market. So I’m seeing this coming together. And it’s actually good for both sides, it wasn’t necessarily good that there were so many crazy offers, because you’ve seen that top offer sometimes still never makes it to the table, those people who get cold feet and know is out or Yeah, even with an appraisal waiver, you have buyers right now being asked and your agents listening to us know this for a fact, they can sign all the pages they want saying that they’re not going to come back and have a problem with an appraisal. But anecdotally, I’ve seen a lot of people come back and say even though they signed this and the appraisal came in low, you got a buyer trying to have my seller, lower the price, not willing to do it. You your your word is as good as you know, what you put on paper. And typically some people are willing to break that. You just gotta negotiate in good faith. That’s the way I’ve always operated.
D.J. Paris 11:54
Yeah, I think that’s true. We, you know, I was thinking about rentals, because obviously, the rental market is is really unusual right now. And there’s a tremendous amount of inventory on the rental side. But I think to what I would encourage agents is there’s probably a lot of renters right now that are hearing the news, that is very difficult to get offers accepted, which Joel is now saying he’s seeing things returning slightly more back towards the more normal side, and we’re not there yet, maybe. But now is a great time, I would think to have a conversation with a renter for two reasons. One is, hey, finally, the frenzy has slowed at least a little bit. So there’s more opportunity with inventory has gone up a little bit. And in a lot of areas, thankfully. But also a great time to lock in at a rate that we’ve never seen before. And I understand, you know, we say this on the show a lot. The rate isn’t that important. But reminding that to your clients who especially the ones that are renting, that they could lock into a pretty amazing situation for the next 30 years or you know, there’s obviously other products available. But that is a real attractive thing. And it I’ll tell you for me, I’d be willing to pay more. And maybe even above what my place is worth today to lock in at a at a at a rate right now that isn’t going to change for 30 years. That’s an incredible opportunity. And I think maybe that’s something people look at the prices of homes, and maybe they rate itself but they don’t necessarily think about how that translates. So I thought maybe we could talk about that for a moment.
Joel Schaub 13:33
I had a young couple last week that really kind of explained it to me, I’m inside of it. And I see it but once once I tell you the story of how they came to the decision to buy and actually close last week versus renting and go well, that definitely makes sense. So young couple in Chicago and their rent was $3,000 in the Gold Coast and $3,000 Anywhere isn’t a lot of money to rent, but they can easily afford it. And we just did the math on it in the next three years, it’s going to be $100,000 that they spent. And they went under contract 10 grand above listing. And they they kind of justified it in a way where they realized, I don’t know where property values are going to go. I don’t think they’re going to skyrocket much higher. But I sure as heck don’t think they’re going to plumb it like we saw before. So let’s just say that I did have a downturn and the value went down for some period of time of 50 grand. I’ve still thrown away $100,000 Over the next three years renting and they go down. That’s even me I didn’t really think about it that way until they walked me through and they said, I know I’m going to be in this home for a long time. And if I wait for prices to come down a little bit, when rates go back up to on average four, four and a half percent. The amortization of how much they pay there is so much more than the below 3% rate that they locked in. So hearing some of these things will help you as an agent. When buyers ask, why would I buy at the top of the market DJ? Right? Why I hear everybody’s buying? Should I wait for things to come down? And there’s no real answer for that. But one of the things on financially speaking, that I can talk to is that, with all the money that we’re printing, with all of the stimulus that’s happening in this country, rates will be higher, next year, the year after. And it only takes a moment where it really spikes. And we’ve seen that many times where we think everything is good, and then it goes away. And you don’t know what you got till it’s gone. There’s the song like that, right? There is. Yeah, so rents are not going to be going down anytime soon. See, these markets continue. So if you’re in the position, and you have even a small downpayment, the rates that you can lock into today are going to be a lot better than just continuing to rent. So if I’m an agent, and I’m helping a first time buyer decide should I continue to rent the place, or buy, let me give you three things that I think really would be helpful for you to discuss with the buyer. Okay. The first one is that most first time buyers don’t put 20% down, they just don’t, most of the first time buyers, no matter what banks, they call can get approved for 3% 5% or 10%. Down? Do they get a rate of 2.75 on that? No, they get a rate in the low threes,
D.J. Paris 16:33
which is just incredible, which is that in and of itself,
Joel Schaub 16:37
for 30 years, the rates are in the low threes. It’s not the one that you go brag about. But you’re getting something like that with a lower downpayment. So maybe I don’t have 120 grand to put down, should I have 15, or 20, or $25,000, that will get you into all including closing costs and everything. Okay? The second thing is rents aren’t going to continue, or the rents, I don’t see any markets where rents are dropping, okay. Which means you just do some simple math on what you’re going to pay over the next three or four years in rent. And where rates are going to be at in a couple of years, you’ll realize that if you have the wherewithal to buy something, now, you’re in pretty good shape. Okay. And then number three about being at the top of the market, what if things dropped like they did during the subprime mortgage crisis? Well, I would tell you, it’s completely different. Because on this side of things, what happened to lead up to that drop is nothing like the increase that we’re seeing here today. And here’s why. It takes a lot of documentation to get a mortgage done today, okay? Before, all you had to do is just wave at the camera or come in and fog up a mirror. If you’re alive, you were getting a mortgage. And that meant a lot of people shouldn’t have borrowed that kind of money. Today, it’s different. There’s downpayment requirements, we double and triple check the income deejay, which means there won’t be a massive wave of foreclosures where people don’t have equity in the home. And that’s the difference. Bottom line, I’ll tell you now, we won’t see a massive number of foreclosures, because there’s equity in the homes Unlike before, no money down, couldn’t make the payments. It’s easy to foreclose when there’s no equity in the home. Now we’ve seen an increase in value, everybody had a down payment, it’s really hard to foreclose, when there’s equity in the home, you just won’t do it, you’ll be able to catch up or sell the home for a profit probably before you would foreclose. And that’s the top three things that you can help a potential buyer who’s on the edge, and just give them knowledge. And that’s what they want. Right DJ?
D.J. Paris 18:51
For sure it and I think you know, like you always say that you don’t write the rate on the cheque. And if you’re talking to somebody and say you can lock in, you know, a pretty attractive rate right now. And they go well, that’s fine. But what does that actually mean? having a conversation with a trusted partner, a lender who can say, Okay, so basically, you’re going to be writing this amount on your check every month for the rest, you know, the remaining 30 years. And if they are first time or thinking about becoming a first time homebuyer, do we really think your rents not going to change over that time? Of course, it will. And it would have to it’s just going to just to keep up with inflation, of course, it’s going to and and so you know, to think that they could lock into that and then of course, you know, some some additional possible tax benefits for you know, for the interest on on those those loans is another huge thing. So I think having that conversation with renters in particular is this is the time to do it. You know, especially right now if if inventory is even a little bit, you know, tight in your area, talking to people about hey, let’s talk about what your monthly rent check is. And let’s talk about what you can lock into is Gosh, Oh my gosh, that that’s a conversation that you as an agent could initiate, uh, you don’t facilitate. You don’t have to have all the information, but you have to have a trusted partner that you can bring in that to have that education piece. And Joel is exactly that kind of loan officer, which, of course, is why he’s so valuable on our show. And I think that’s just a good reminder to everyone into, you know, not a terrible time to refinance as well, for people that are locked into, you know, older rates and older sort of conditions. Another good opportunity to talk to everyone who currently owns and find out what their plans are, you know, this, this is not a terrible time to sell a home. This is a good opportunity. And you might say, Well, yeah, but then you’re paying a premium on your next home. Well, sure, but maybe that evens out, and maybe that and again, just to lock in a new rate or to refinance your existing rate, whether you’re moving or not, is just have these conversations, even for people that are like, I’m good. I’m not going anywhere for another seven years. Great. Let’s talk about refinancing. Have you explored that? Is that a good option right now for you? And then you can talk about it.
Joel Schaub 21:04
If I was a realtor right now, DJ, I’d be calling back everybody who bought over the last three years. Yeah. And there’s so many of them who did not put 20% down. And this is the number one refinance I’m seeing right now is refinancing, not just to get a lower interest rate, but to get rid of the private mortgage insurance, okay? People could lock into the same rate, but drop their payment 100 or $200. So if I’m a realtor, I’m just making that extra phone call back to my database. If I know you guys have all the time in the world right now, okay, I’m sure I know, we’re busy. But if I was an agent, instead of doing any kind of dollar piece marketing, what I would be doing is touching the people that I’ve already helped. These are people that know like and trust you. And the conversation is, Hey, Jim, I know you and Susie bought in the last couple of years, I hope places well, if I recall, we bought that property, and we didn’t put 20% down, you should call Scott, remember your mortgage guy. I’m just making up that name, right. But you’re calling back the person who helped you on the mortgage, and asking him, What can I get for a no cost refinance. And that’s what’s important. Most of the banks, they want to charge your origination fees and appraisal fees and all these different costs, that can add up to 1000s of dollars. But you could probably get a lower rate, that’s probably not the rock bottom rate. But within an eighth or a quarter point, it’s still a lot lower than you’re paying now. And you don’t pay anything. So that’s a big thing that all banks do, they just don’t advertise it, they want you to pay in the fees. But if you’re willing to take just a little bit above the market rate, like if the best rate is 3%, you should be able to for no money at all lock in 3.1 or 3.2. And if your rate right now is four, that sounds pretty appealing. Okay? They won’t advertise that. But that’s what you ask for is a no cost rate. What would be the rate? Have you Mr. Banker paid all the fees, and I mean, everything. And that could be a really good move as an agent, just add that little piece of value. And you’ll be surprised, they’ll say, Oh, my sister’s getting ready to buy a home, let me connect you. And that’s what we want here is adding value so that you guys can close more transactions?
D.J. Paris 23:22
Yeah, so it’s a great opportunity for agents. Thank you, that is such a good idea. So it really would be smart for everyone listening, if you don’t have a trusted ello that you’re working with, to tell them say, Hey, this is the campaign I’m going to be doing right? I’m going to be contacting everybody I know who owns a home and who purchased. And here are the sorts of conditions that I’m calling them about? And could I get some data, some talking points, some data points from you? Or do you want to jump on some of these calls with me and have these conversations, that’s a great thing to do to stay busy and to also just learn what’s going on in your clients lives, making sure that you’re staying in touch with them after a sale, so that they don’t forget about you when it’s time either to refinance or to move to a new property. So Joel, thank you that that’s really really great, amazing tip tidbits there and tactics right now in the, in the middle of summer when I think it’s easy to take your foot off the gas, because it’s warm, and it’s exciting. And it’s, we’re out and we most of us are massless at this point, which is very, you know, very fun freeing, but let’s let’s not forget to to contact our clients and staying in touch is the best way to do it waiting for deals to just come to you is is is is I would say almost a fool’s errand. I mean, it happens from time to time, which is incredible. Like, every so often someone just calls me and says, Hey, I want to join your company as a realtor, which, which would be great if that happened all day long, but it very rarely happens. And we have almost 800 realtors in our company. We have to proactively go out and find business just like agents have to go out and find clients. So give find a reason to contact people. And I would say look beyond just the traditional Joel Joel would say this, I think, too is, hey, do you need a mortgage right now, because that may or may not be something that they want to that that call they want, but checking in with them finding out what’s going on with their lives, and then having some reason to talk to them is like, Hey, I was just thinking about you, like Joel said, you know, I know that we purchased before and maybe we didn’t put the full 20% down. Let’s talk about, you know, what we can do right now to to, you know, upgrade the loan, so to speak. So Joel thing
Joel Schaub 25:26
one more thing, though, before we go, I gotta tell you this. Can I add one thing that I would wait right now, if I’m an agent, I challenge you to do this because this is key. Okay, if we’re a real estate agent right now, don’t we know a ton of loan officers that are always calling us saying send me your business? Right? Okay. A lot of these loan officers are saying send me deals. But so you know, certain loan officers think of how valuable it could be to flip it on its head and go back to one or two of these loan officers that, you know, say I’m going to be sending you some refinance people, okay, I have a plethora of past clients, I’m going to be doing a phone call campaign or an email campaign. What can you do in terms of marketing budget to help me a good loan officer, I always say this, you should find somebody that’s not just asking for business but wants to write a check for you RESPA compliant, something that you guys can do together. And this is how you form a relationship, make these loan officers and they won’t like hearing this, but put their money where their mouth is, yeah, I spend money for my agents in RESPA compliant activities such as leads, open houses, things that you know, that they’d be willing to write a check for. So find the people that are really actually in your corner that want to build a relationship, because this is what it’s about right now, getting your deals approved really does take a good lending partner, okay, so find those people that you know, and say, I’m going to scratch your back if you scratch mine. And there’s some good ways to do that. Okay.
D.J. Paris 26:59
And we should mention that Joel is headquartered here in Chicago with guaranteed rates headquartered here. However, they do loans in all 50 states, of course, and Joel can assist as well. So whether you’re a local Chicago agent, or you’re an agent, we have a listeners from all over a lot multiple countries, but certainly in every state here in the United States. And if you’re looking if you don’t have a trusted loan officer that you’re working with, again, I’ve said it a few times already on the show, but it is just the truest thing I could say is highly encourage you to reach out to Joel because every one I’ve ever sent to him. Even people who are peripherally related to me friends of friends kind of thing, have all reported that he was the best that they worked with. And I had the same experience. And he also is, as he said, a partner that helps other agents with their endeavors as well. So definitely reach out to Joel in to see if his team and you have, you know, a mutual sort of interest that you guys can support each other. Joel, what’s the best way that an either a somebody who’s looking for a loan directly or once as an agent who wants to work with a loan officer, like yourself and partner together? What’s the best way they should reach out to you?
Joel Schaub 28:06
You’re listening, you can reach out to Joel JO el@rate.com. That’s short for guaranteed rate and so much easier to get the short email address than the long one. So joel@rate.com Or a simple phone call 773-654-2049. And test me, we really do answer the phone. We are licensed in all 50 states, I have a little more than a dozen states that I actively participate in. And if it’s in another state, we absolutely have loan officers on my team that are licensed in all states to help. And even if we’re not getting business from you, we’re absolutely happy to take a phone call. It’s literally this givers gain mentality. Okay, we want to help out. So I’ve been on the other end of many phone calls from people from this show. And say, I have a loan officer, I really liked what you were doing. Can I just ask you this question about how you’ve done this. And I love it. And they can’t believe that I’ve actually taken the time to return the phone calls and do it. So we’re, we’re just blessed. And I’m always happy to be on the show. And I really hope somebody that was listening here really got something from today’s podcast.
D.J. Paris 29:21
Well, I know they did and and I will tell you to I’ll pull back the curtain a little bit on our show and how we operate because I think this would be pretty interesting. So we get pitched our show gets pitched every single day by publicists, typically, realtors that have something to promote, maybe they have a book they’ve written or they’re on a TV show or there’s some sort of celebrity of sorts. And they asked to be on our show. So we get those all the time and those that we’re very honored to, you know, to get those kinds of emails and phone calls. We also get a lot of emails and and phone calls from loan officers who would love to be on our show because of our reach and how many people look Grace the country that that we that listen to our show. And I will tell you that we have, we absolutely just say no to all of those loan officers, because we already have somebody who provides incredible value on our show. And obviously, you know, Joel, and I don’t have a business relationship with the show, he’s just somebody who is so kind to come on our show once a month, and talk about what’s going on in the lending world and help agents. And so we have to, we turned out all of those requests. And so I’m honored that other loan officers would like to be on our show, but we really have no need to have anyone because Joel satisfies everything we’re looking for, and he can do the same for you. So please reach out to him if you don’t have a great relationship with a loan officer or looking to see what other loan officers can do for you. Or if you’re a buyer, and just looking to explore what guaranteed rate can offer you directly drawls your guy, so just call Joel. That’s his slogan. And there’s a good reason for it. Because that’s the only call you need to make. It’s the only call we had to make on the show to get somebody in fact, Joel Joel reached out to us that that’s who he is. He is a giver. And and that is we’re big, big fan. So everyone out there. We want to thank you for being a part of our show. Whether you’re a listener or whether you’re guests like Joel comes on every month. You’re all considered part of our little a podcast family here. We’re super honored to have you. And we will see everybody on our next episode. And we’ll see Joel we’ll see you again next month.
Joel Schaub 31:23
Well, you failed to mention the biggest thing is I’m on here because I love seeing your beautiful face. It’s really good every time I get to see you. Thanks again for having me on. It was truly a pleasure.
D.J. Paris 31:34
Awesome. Thanks, Joel. And thanks, everybody, for listening. Please real quickly before you sign off, tell one friend about our show. Tell them about this particular episode, and send a link to our podcast easiest way just send them over to our website keeping it real pod.com and they can stream every episode we’ve ever done, including all of our Learn with a lender series with Joel shop. So reach out to Joel he’s great. And we will see everybody on the next episode. Thanks y’all. Bye bye.
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