Why Real Estate Agents Should Be Building A Team Right Now • Learning With A Lender • Joel Schaub

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Welcome to the August episode of Learn With A Lender with Joel Schaub of Guaranteed Rate!

In this episode Joel talks how his daily disciplines have evolved over time but he believes his consistent actions could be adopted by any real estate agent. Joel points out how important it is for agents to stop selling and start educating. He discusses rates and how the 30 year fixed are currently the lowest in history. Joel also talks about team-building and how agents should plan for the future.

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.


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.

Welcome everyone to another episode of Keeping it real the largest podcast in the country made by real estate agents and for real estate agents. My name as always is DJ Paris. I am your guide. I’m your host through the show. And today once again is our monthly series learn with a lender with Joel Schaub from guaranteed rate. Now, let me tell you about Joel, if you’re new to our show, Joel is the vice president of lending at guaranteed rate. And he’s been doing loans at a high level since 2003. And he’s got to that level because of specifically what he does for agents and buyers, which is that he gives back part of his commission to the buyer on every transaction. Now last year alone Joe gate Joe gave back over $291,000 in closing costs to buyers who worked with him and that puts Joe’s volume in the top 1/10 of 1% of all loan officers nationwide. There’s over 400,000 loan officers in the country. Joel is ranked number 137. This year to date, he has done 306 transactions. That is this highest amount he’s ever done in his entire career year to date. And that is put him just under 111 million in production for the year he’s on pace to close out 2020 at over 500 transactions. Now if you’re looking for a loan officer, we could not more highly recommend Joel he’s the very, very best we’ve ever worked with Joel can be reached. And by the way, no matter what state you’re in, Joel would love to talk to you. So anywhere in the United States have reached out to him. If you’re looking for a lender he can be reached at joel@rate.com Again, joel@rates.com. Or you can shoot him a text message or call him directly at 773-654-2049. Let’s say hello to the biggest Cubs fan. I know Joel Schaub

Joel Schaub 2:49
a thanks so much DJ hitting all those numbers. None of it means anything. I really love this where we can give back. We can teach agents and actually have a conversation. So it was cool to hear all the numbers. And sometimes when I hear him like 500 transactions in a year, years ago, I would never think that I could actually get there. And that’s what we’re going to talk about

D.J. Paris 3:09
today. It I know you’ve been doing this for 17 years now. And I’m just curious, because we didn’t talk about this ahead of time. But I’m curious, are you basically doing the same activity today? I know you’re doing a lot more activity, but is it the same daily discipline that you’ve been doing for the previous since you started? Is it the same? You know, reaching out and staying in touch and providing great customer service? Or is are things changed at all?

Joel Schaub 3:34
It’s changed some Yeah, it certainly has over the years. The core fundamentals really that actually get me excited to wake up is that conversation with the borrowers. It’s like a puzzle, right? And it’s learning and teaching and going through because every scenario is different. And that’s what makes the challenge fun. Just like real estate agents, no two borrowers are the exact same and no two sellers are the exact same. So on a day to day basis, the thing that actually keeps me going is that I’m going to speak with somebody and actually help them. It’s not just pushing papers. And it’s not just numbers. But at the end of the day, we’re getting them into homes, and that’s where they’re going to raise kids and have a family and those are the things that as cheesy as it sounds like I just sent a message to my staff last week saying this, I got like a great review. And I said guys look at this means something this is important. What you guys all do, actually is providing value. So be proud of what you’re doing. So yeah, it’s changed some when you get to this number of transactions, but I speak to every single borrower, there’s nobody that just gets passed off to my team.

D.J. Paris 4:44
Yeah, and I can tell you I am actually working with Joel myself right now because I’m in the process of buying a property and I have worked with other lenders in the past many years ago. And I had I thought you know, reasonably good experiences with them, but I don’t know that I really ever talked to them on the phone. As I’m starting to think about it, like maybe I had a quick phone conversation, but I don’t remember. And when I was working with Joel and so I can actually vouch for how great Joel is not only have I sent people to Joel and he’s done a great job, because Mike, my agents and clients who we work with have told me that however I have personally experienced it. And so were when I was in the process of it, Joe called me and said, Okay, we’re gonna have an education session, I want to explain to you exactly how everything works. And and it was really cool, because I was able to take it in. And I was like, and I thought, has anyone ever had that conversation with me? And I thought, no, they really haven’t. So if you’re, you don’t have a great lender, I put my money where my mouth is. And I, I trust in Joel as well. So I just wanted to make that point to the listeners.

Joel Schaub 5:44
And we take the time to actually go through that. And as agents, that’s what you should be doing as well, if I’m a real estate agent, I’m not so excited, just to get the transaction signed, what I want to do is, we’re never too busy to take the time. So the borrower, the seller, whoever that you are working with, understands everything. And that requires that you understand everything. Okay? We’re professionals, we get paid like surgeons, right, and so you can’t just half acid, if you’re going to make it to the next level, you really need to understand it so well that you can teach it. And that’s how your business will grow. And you don’t have to be an expert, but you can’t not know the steps in the process. So that’s the one thing, if you want to take it to the next level, is really stop selling, and start educating. And those people that you’re working with, they’re gonna start referring your business, there’s no mistake, they see good service. Because it’s very rare that a buyer or a seller or speaks to one agent, they’re probably speaking to other people. Sure. And if you can differentiate yourself, you’re going to get those referrals. And that’s it. That’s the one thing. And I

D.J. Paris 6:59
will say it I’ll say this as well is that I got a few backup offers myself for only if Guaranteed Rate decided that, you know, maybe I wasn’t a good fit. So I was like, I better get a backup offer, just in case. And I will tell you, I actually got two because I thought just in case that second one doesn’t go there. But our third, and I reached out to to know I reached out randomly, I didn’t pick a specific loan officer, I just went to a couple financial institutions that have great reputations. And I said, just in case I better have a backup plan. So So I did that. And I will tell you, I did get a call from both of the loan officers, the sort of backup plans, I got one phone call, I sent them everything. And both have completely disappeared. And I did not tell them, Oh, I ended up going with guaranteed rate. They wouldn’t know that. And this was a healthy sized loan, I’m guessing a loan, they would want to close and absolutely disappeared. I was completely shocked. So this is what I work with Joel.

Joel Schaub 7:53
Well, let’s dive in. Guys. I want to provide some value here today. So you guys have me on because we talk about mortgages. And so the number one thing that people talk about with mortgages is rates. All right, where are rates? We hear that they’re low, but we’ve heard they’ve come up some. So let’s have a conversation right now, just so that we can be if we’re an agent, listening to this knowing where the market is, and what does that actually mean for buying power? Right? So 50 year lows are what we see about three or four weeks ago, we literally saw 30 year fixed rates, get into the upper mid two range for 30 years, which let me see if we can do this. Like it’s the explosion, right? It’s the holy cow, somebody. It’s not 0% Right. But almost, it quite literally is almost free. I would have lost a pretty sizable sizable bar bet a couple of years ago, if I would have said 30 year fixed rates would ever have to point anything. We’d only seen one time in history where they were three point anything. And then here we are. So 30 year fixed rates. If you have 740 credit 20% down, you’re getting a rate in the twos, okay? Even low downpayment, folks, if you’re utilizing FHA as first time homebuyer benefit, a 30 year fixed rate, there’s 2.75%. If you are planning to only be in the home for a short period of time, or you’re older, and you want to do a 15 year fixed rate, those rates literally are between 2.25% and two and a half percent. And that’s a fixed rate for life. 15 years the properties paid off, and you’re paying rates at two and a half percent or below. We’ve seen these all tick up a little bit. And here’s the takeaway. They’re still crazy low. Okay, so here’s the next thing as agents don’t get in this trap of working with lenders that scare your buyers into Oh, you better hurry up and buy because rates are gonna go All right, buyers are going to buy. And if you scare them, and you use these like high pressure sales tactics, you’re going to never get referrals from these people. So they lenders will say, rates are gonna go up because of insert whatever reason the election, sure care for COVID these types of things. But the fact of the matter is, we have months and months and months of low rates ahead, for sure. You can will look back a year from now. And I’ll tell you, the feds are not raising rates. They literally said this DJ, and I quote, they said, We’re not even thinking about thinking about raising rates and grow. Okay, that’s great. So that means for the most part, most buyers are going to see those 30 year fixed rates hover either just below 3%, or just above 3% For at least 18 months.

D.J. Paris 10:55
And so recently in the news, we’ve also saw that refinance rates have have ticked up a tiny bit as well. And I’m just wondering, I was asking Joel ahead of time, because I saw this in a news article, because I believe, I believe way too much of what I read, and I said, Oh, it must be that they’re looking to slow the Fed is looking to slow down the number of applications for refinance so that these lending institutions can can can handle all the volume.

Joel Schaub 11:23
And I came in and said, DJ, I love you, but you’re dead wrong. Right. And that’s okay. Because a lot of people think that. And so then I made this with my hands. I did like the dollar felt like it was a money grab. Okay, and so let’s talk about that. And the fact of the matter is, rates didn’t go higher for refinances the cost to get the rate went up for refinances, okay, so what they said was, there’s going to be a 50 basis points increase in the cost to refinance loans for a short period of time. And that’s what they said a short period, we don’t know when that will ever get rolled back. But what we find is, once they find a way to pass along a fee, it’s pretty hard for them to roll it back. So we’ll see. So this is the way it works a 50 basis points increase in the cost to refinance loans, means on a $300,000 transaction, the cost just went up by $1,500. When that’s not sizable, it’s a lot. And so what are most banks do, they’re gonna pass that through, they pass it through, my company is not exempt for the first nine days we ate it. Okay, so we covered the cost of that. And going forward, because all of the loans that will be delivered after September 1 are subject to that 50 basis points cost. So the Feds didn’t do that, to help us slow down the drinking out of the firehose of the refinance, they did it because there’s more money coming in to the tunes of literally hundreds of millions of dollars. Now, in the Fed. Right now for Fannie Mae and Freddie Mac, they’re both in conservatorship, which means the funnel of the money that comes in is actually going directly to the Treasury. So they’re not in a way. They’re publicly traded. But none of the profits are going back to the shareholders.

D.J. Paris 13:13
Oh, interesting. So as an agent, and as a listener, we might be saying, well, I don’t really care about refinances. I’m an agent, I want to help people buy and sell homes. And I would say that is absolutely true. And what a great opportunity, still, because rates are still low for refinance, to reach out to everyone, you know, and, and Joel said, at the very beginning, be an educator, be a consultant, be the one that brings ideas to the table, call every client you’ve ever had, who you believe still has a mortgage and say, I don’t know when the last time you’ve explored, you know, checking rates and seeing what your payment is. But it’s still a great time and opportunity to you know, talk to your lender and see if a refinance makes sense. Because in my experience, as as being a homeowner in the past, as lenders do not call me to do that, it has to come from me either seeing it on the news, when I was outside of real estate, or now that I’m in real estate, I see it more and more easily. But I never got that phone call, and I would have appreciated and love that phone call. And so as agents, our listeners, you can be that hero and say, you know, I don’t know if you’d even save any money. But we should take a look at that. And let me see if I can help you with that.

Joel Schaub 14:18
I love that as an agent. If I was an agent right now, it’d be taking my database for the last two years. And quite literally just making the phone calls on a Saturday or Sunday and say I was just thinking of you. I just wanted to connect because you know in the news that the rates are low, but let me actually help you on how to do that. Remember, when Jim helped you with the mortgage and everything went great, I want you to call him back right now. And I want to see if you can get a time on his books so that he can run the payments to see what you would save because it probably does make sense to refinance the mortgage. And even though right now there are a cost to do so. You’re probably going to keep that home for a while we talked about it. So let’s see if we can get that payment down. So go as An agent, this isn’t a sales pitch for me go have them call the lender that they worked with. And the lender right now is not calling them, right, they’re not they’re too busy. So you got to make sure that you’re proactive and say, Jim helped you out, you know, Jim, mortgage man at the bank that really got us to the table, let’s make sure that you work with him. Because he already has most of your Doc’s, it’ll be very easy for him to finance, or do a refinance for you. But he should run the numbers, and then you can make an educated decision. Now what you’re doing as an agent is you’re providing value. And you’re not just calling them and saying, Hey, do you have any friends or family that want my services? That’s the best referral? No, provide the value? And actually, you’re gonna save 1000s of dollars right now. So it’s a great opportunity. And it just sounds like this, that here’s the scrip. Whoever you’re calling, you’re saying I hope you’re doing well. You know, in the news rates are low. Did you think about connecting back with the mortgage man who helped you or woman to make sure that you get on their books to do a refinance review? The rates truly are low? I know, we got a great rate. The rates are lower than that now.

D.J. Paris 16:08
Yeah, it’s that simple. And And again, you’re you are, you have this opportunity to almost be a bit of a hero to somebody who is maybe they know rates are low, we just assume they know rate. So they’re gonna call their mortgage person, they are busy. They are they have their own professional lives, they have their own families, they have their own, you know, they’re busy with their own lives, they’re probably not realizing to do this. And again, if they’ve already done it, you say, Great. Next time, I have another idea, I’ll give you a call as well. That’s simple.

Joel Schaub 16:35
And also, it’s not as hard as a purchase, right? So sometimes you’re hesitant, because all it was it was a little bit of a pain in the ass, right? There’s, you’re borrowing a couple of 100 grand, they’re asking you for documentation, right? So unless you have a perfectly smooth transaction, sometimes you’re hesitant to call, don’t hesitate. You’re providing value. Most homeowners don’t even understand what a refinance is. And it’s very simple for them to actually get on the books, schedule the paperwork, and do an analysis because if you’ve already own the house, you don’t need an attorney, you can typically close in 30 to 45 days even in this market.

D.J. Paris 17:12
Yeah. Well, I know you also wanted to talk about team building. So let’s let’s dive into that.

Joel Schaub 17:18
Well, as agents right now, you know, we’ve had kind of a strange couple of months, right? And so people like Well, some people let people go, depending on what market they’re in, some people are hiring. So my focus is not hiring for what you need. Now it’s planning for the future, right? What are we going to be doing 12 months from now and 18 months from now. And if you can hire good people put them in place, that’s how you’re going to grow. So in the last two weeks, I’ve hired three new staff members for my team, specifically, knowing where I want to go. And we’re going to have about 500 transactions closed year to date, from January to December. And that’s mind blowing in my own world thinking how 500 deals, that’s a closing and a half every single day, even on Saturdays and Sundays, which nobody’s closing. And that’s not good enough, I want to take it to the next level, right? And I want to provide the value. And so looking ahead, I’m thinking that we’re going to have somewhere between six and 700 transactions the following year, and staffing and getting people in place for that. DJ, you understand that all too? Well.

D.J. Paris 18:27
I do I remember 10 years ago, when when you started here with my with our company, we only had three realtors, today we have over 700. And, you know, I never in a million years thought we’d get to 700. And it doesn’t make us special. We’re not. But we just I just kept keep my head down, kept my head down, did the same thing. Every single day, reached out tried to provide value just like Joel and and here we are. So what a nice way, but it doesn’t happen overnight. And if you can just find those daily disciplines, whether it’s connecting to people in your database, going out and meeting some new people, adding them to your database, staying in touch being a consultant, you know, really being gracious, grateful for to talk to anyone, you will build a fantastic business as a real estate. But let’s talk about teams. So I know this is this is a big passion of yours because you’re in the process of expanding your own team.

Joel Schaub 19:17
So I speak to every single buyer or seller in a transaction if I’m working on the transaction, but I have a staff. So I’ve created a system. We have the mortgage down. We can close deals in two weeks I have that. Now I want to build the front end, where I’m actually helping and actually doing the refinances that we talked about, because my focus for this period of time right now was helping real estate agents get their deals done, because they don’t care about refinances, right, and most banks have taken the time and just cluttered their pipeline with refinance transactions, which what happened? It took longer for buyers to close, right if you’ve unless you’ve been under a rock it’s taken longer since March 17 to get a deal through the pipeline. So I made sure that I had two different paths, I made sure that our purchase business still stayed on that two week turn time so that when I get a contract, two weeks later, we have a clear to close, and we can close in three weeks. But I let the refinance business go, I literally wasn’t taking on as many clients because I wanted to gain that market share. So whatever it is that you’re doing that you want to start to gain market share, figure out how to delegate, figure out who would be great in those roles and always hire good people. I know it’s hard because you got to spend money, but you’ll never take it to the next level without spending. And we spent, like crazy, we we don’t do 500 transactions by just sitting back and keeping all the money you got to reinvest in your business. And the number one thing you can do is hire good people and figure out where they’re gonna go.

D.J. Paris 20:55
Yeah, I think that’s very true. I mean, we do that as well, I started out and I was, I started calling agents cold calling agents 10 years ago saying, Please join our company, we’d love to have you. And I got to the point where I was too busy to make those calls. And now I have a team of five cold callers, who who do that for me and call agents and say, Hey, if you’re thinking about switching firms, we’d love to chat with you. And it’s it’s that and I have gone through probably 20 people over the years. And now I have the best five people ever for that particular role. But you have to invest in your business, you have to think about where do you want to grow? And what do you need to be able to get to that level, because you probably can’t do it all yourself.

Joel Schaub 21:36
And I know you read the books, and you think you hear the things like dream big, but you really have to you got to think about that next level. And even if you’re brand new to the business, and it’s not about hiring, okay, I fully get that. You might be listening to me, and I want to get to 12 transactions for the year. And so it’s in one ear out the other, I’m not higher, I’m just trying to survive, right. So for those agents, what can you do just to get one more referral from the people that you’re working with? Okay, one extra referral? What are you doing to actually ask for that business, okay. And it comes from actually being confident in yourself that you’re teaching, you’re helping and you’re educating. And you’re not just selling, if you can take the time and actually know that you’ve done a good job that you’re providing value, it’s really easy than to say, if you know somebody that needs my service, please refer me. But so many people kind of bumble through the transaction, they don’t take the time to learn. They’re just looking for the next paycheck. And those are the agents. I’ve seen a big dichotomy right now, who’s taking it to the next level, and who’s still struggling, it’s the people that are actually teaching, helping and educating are taking it to the next level. And the ones that weren’t doing that aren’t getting the referrals right now. And

D.J. Paris 22:54
I have I have a little script people can use to ask for a referral in a way. In fact, you can even do this before the transaction closes, to set yourself up for a referral. And it would be something along the lines of Hey, Mr. or Mrs. Client, just so you know, I try to spend 100% of my day helping my existing clients like yourself. Because of that, I try to spend almost none of my day marketing to find new business. And I rely upon my existing clients to help spread the word. So only if I do a good job for you, would I ever expect you to do that. But my intention is to do such a great job for you that you can’t help but tell everybody about what I offer. And I just want you to keep that in mind as as we go through this. I love

Joel Schaub 23:37
that. And it’s probably people here that I could never say that. Well take the extra steps to make sure you’re actually doing what you should be doing as a professional. And then it’ll become easier. And maybe you don’t do that for every single transaction. But if you can start doing that on a couple of transactions, your business definitely will grow. And that’s the reason we do these podcasts. We really want the agents on here, learning something and getting something out of this because you’ve grown it okay. And you didn’t know I was gonna do this. But congratulations. You’ve really grown the viewership. There’s so many people that tuned into this and I see people email me they go I know I’ve seen you somewhere. I think it was that podcast and so you’ve done a really good job. And what DJ does is he stays consistent. Anybody can start doing something, but you do it on a regular basis. You just got out of the gym. I took

D.J. Paris 24:30
it off right now I’m completely covered in sweat. I ran from the gym just to do this podcast, which probably means I need better time management but it goes to Joe’s point of consistency. Joel is the same way when Joel when I see Joel at an event, a real realtor event everybody knows drawl and it’s not because he’s so personable that everyone I mean he is very personable but the reality but as he does the work, he goes around he talks he’s there he’s there for me in my in my in my own transaction and, and you know, I suspect, you know, the fact that we’re friends is a good thing. But at the end of the day, it felt very much like, oh, Joel is going to educate me on this transaction. And this is what you need in the professionals that you surround yourself with. And what’s also what you need to do in your own business. Because if you can be a consultant, if you can actually provide value, you will have so much business, you won’t know what to do with it.

Joel Schaub 25:23
You’re exactly right. It’s that giving back and leading when I go around the room, it’s never Hey, send me your people. It’s not what can you do for me, I’m literally, I make notes. And at the end of it, I see how I can help those agents in specific areas. Do they have a new listing that I could go help promote? Do they have an open house coming up where I could provide food and drink from my company? Do they have a buyer that had a mortgage guy who dropped the ball, where I could pick it up and close that transaction and make their day? Those are the types of things and as an agent, what can you do to provide value your will grow, it’s not about what you get. It’s about what you give. And so it wouldn’t be a keepin it real podcast without talking about giving back. So before we go, I always want to recap what I have done to grow the business. And it was simple, like, I’m not brilliant, far from it. I just took something that I was passionate about, and marketed around that. So I live in Chicago, I live really close to where the Cubs play baseball at Wrigley Field. And I’ve marketed that area. And I’ve just stayed consistent within a few block radius so that you can’t drive down a street without seeing my silly face on a billboard. You can’t go past a lot of listings without seeing financing signs up. And so and I do all my social media around the Chicago Cubs. So find out what it is for you. Whether it may be a mommy daddy group online, maybe it’s a you have a dog group, maybe it is a neighborhood, what can you do that’s authentic to you that you can talk about, and grow your business organically. Don’t be fake about any of it, just find something that you actually like, and build your brand around that. And then figure out who you can give back to so givers gain.

D.J. Paris 27:15
Yeah, and for everyone who’s listening, if you’re a realtor, and you’re like, Well, I’m not part of an organization. I’m not really involved. Okay, understood, you can learn to get involved. But you know what you can do right now go to your local restaurant walk in to your favorite local restaurant and say, Hey, I bet you guys are still struggling a bit right now. They will say yes, we every restaurant is struggling say it, would it be okay. If I do if I donate? You know, $50? Or you don’t have to donate any. But can I do a little giveaway? For my my my viewers? Are my contact list? And is it would it be okay to to to give a little gift certificate? And can we promote that. And if I send that to you do you mind sharing it with your social media followers, they will be absolutely honored and thrilled it cost you $50. And if you don’t have that, no big deal, but think about ways you can give back to your community, like Joel was saying. And if you can do that, boy, you will make a name for yourself. As you know, anyone, anyone that’s going out and trying to help make things better is going to win.

Joel Schaub 28:10
Yeah, you’re giving back and you’re being seen as being charitable. Okay. And that’s important, you need to be seen as being charitable, but it has to come from the heart. You can’t just do it and hope to get business from it. If you do it and you actually care. If you give in the universe, it does come back to you. It really does. So in those first couple of weeks of COVID we donated 1000s of dollars, I was doing $100 a day to restaurants and we did it for 30 straight days. And then at the end, we did another big $1,000 donation. So we did this in our local area to the restaurants. And people saw it and it was consistent. And that’s the thing that you can do is you don’t need to do it for 30 Damn days. If you do it once or twice people see, and the next time it looks as though you really have your act together. And the next time somebody you know when it’s they go Jim and Susie we’re really giving things away when times were tough. Now that I want to list my house, they’re the people I want to go to. So it means something. So give back, find ways that it can come from you as being genuine, and you’ll grow the business. And the next time when I’m on we’re gonna go through some of the things that I’ve been doing this summer, so that you guys can literally steal real ideas like I’m an open playbook. I’ll give you all the tips that I’ve been doing to get to these number of transactions. So that’s a little teaser for next time that I’m on. Perfect well

D.J. Paris 29:33
what a great what a great teaser for more next time great place to wrap up. What we want to do is always remind ever all of our listeners if you are not working with a lender that really takes great care of you educates you helps give back to the client gives back to the community and as their most importantly doesn’t drop the ball like the other two lenders I needed backup plans with both dropped the ball. Joel does not drop the ball so I could not more highly recommend Joel to Do every one of our listeners for any of their clients or for their own needs, because he is he is truly excellent. And if you are looking to work with a lender, like Joel, whether it’s you want to partner with them as an agent or you’re a buyer or seller and you just need help with your own purchase or refinance, Joel, what’s the best way one of our listeners should reach out to you

Joel Schaub 30:18
can literally give a phone call I’m literally be, you’d be shocked that the number of phone calls that I’ve gotten, and I’ve just taken some time, and actually replied and got them on the phone. They just wanted to know questions, and I just helped them, even if it wasn’t us getting business. So I give up my direct office line that’s been the same for over 15 years. And it’s 773-654-2049 You can leave a voicemail. Let him know, Joel, I have a question for you, Joel, I have a buyer, I have a scenario. And let’s just see if I can help you no matter what state you’re in. We’re less licensed in all 50 states.

D.J. Paris 30:53
Or you can email Joel directly at joel@rates.com. It’s an easy email to remember joel@radio.com So well, it’s this perfect time to wrap up this Joel once again. Thank you. You’ve been on our show for years and years providing value for all of our listeners and viewers as we continue to grow work and we’ll continue to love to have you on the show. So on behalf of the audience who want to say as always, thank you to Joel on behalf of Joel and myself to the audience we want to say thank you for listening, we ask all of our viewers and listeners to do two quick things. Number one, tell a friend think of one other agent that could benefit from hearing from wonderful guests we have like Joel and send them a link to our podcast, send them over to our website keeping it real pod.com Keeping it real pod.com And the second thing is follow us on Facebook we post every single episode we we have we we record right there on Facebook. We also every day find an article online specifically for agents to grow their business and we post it that’s all we post nothing but good content. So find us on Facebook facebook.com forward slash keeping it real pod and Joel once again. Thank you. Thank you and we will see you next month.

Joel Schaub 32:02
Thank you so much for having me

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