Stop Letting Mortgage Rates Scare Your Buyers

Transcript

[00:00:00] Rates are back over 7% and your buyers want to wait.

[00:00:04] One loan officer says when rates drop, the house they'd be competing for with only 5 buyers,

[00:00:09] now they're competing with 20 or 30 buyers.

[00:00:12] So we're going to talk about that today. Stay tuned.

[00:00:14] This episode of Keeping It Real is brought to you by Real Geeks.

[00:00:18] How many homes are you going to sell this year? Do you have the right tools?

[00:00:22] Is your website turning soft leads in interested buyers?

[00:00:25] Are you spending money on leads that aren't converting?

[00:00:28] Well, Real Geeks is your solution. Find out why agents across the country

[00:00:32] choose Real Geeks as their technology partner.

[00:00:35] Real Geeks was created by an agent for agents.

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[00:00:43] generate more business. Their agent websites are fast and built for lead conversion

[00:00:48] with a smooth search experience for your visitors.

[00:00:52] Real Geeks also includes an easy to use agent CRM.

[00:00:55] So once a lead signs up on your website, you can track their interest and have great follow-up

[00:01:01] conversations. Real Geeks is loaded with a ton of marketing tools to nurture your leads and

[00:01:06] increase brand awareness. Visit RealGeeks.com forward slash Keeping It Real Pod and find out why

[00:01:13] REALTORS come to Real Geeks to generate more business. Again, visit RealGeeks.com forward slash

[00:01:19] Keeping It Real Pod. And now onto our show.

[00:01:22] Today's episode is brought to you by corded.io.

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[00:02:37] tool out there. Visit corded.io to schedule a demo again. That's corded.io. And now, onto the show.

[00:02:59] Welcome to Keeping It Real, the largest podcast made by real estate agents and for real estate agents.

[00:03:06] My name is DJ Paris. I am your guide and host through the show. And in just a moment,

[00:03:10] we are going to be speaking with Anna Cara. Before we get to Anna, I want to tell you,

[00:03:17] sorry, fair with me one second, everybody. I don't know why I'm hearing some,

[00:03:23] I'm hearing some back hang on one second. I don't know why that's happening. Okay, there we go.

[00:03:30] Sorry about that guys. We're going to do a take-to on that. My apologies if anyone's watching live.

[00:03:36] Welcome to Keeping It Real, the largest podcast made by real estate agents and for real estate agents.

[00:03:42] My name is DJ Paris. I'm your guide and host through the show. And in just a moment, we're going to

[00:03:46] talk to my guest Anna Cara. And before we get to Anna, just a quick reminder for everyone who

[00:03:53] is listening the best way that you can help our show is by telling a friend. Think of another

[00:03:57] agent either in your office or just somebody you know in the industry and send them a link to this

[00:04:02] episode. Today's a really fun episode. We're going a little bit off our normal beaten path,

[00:04:07] but I think I know this is going to be super useful and fun for you because I want to talk about

[00:04:12] what's going on with with our guest with not only just rates, but what she's seeing as far as

[00:04:18] working with buyers and deals closing and just products and things. So this will be a lot of fun.

[00:04:23] Let me tell you about Anna. She is a loan officer. She was born in Armenia, raised in Los Angeles,

[00:04:28] and her story is proof that hustle beats all. She moved to America when she was just 12 years old

[00:04:35] and learned early that success favors the relentless. What a great phrase success favors the

[00:04:40] relentless. So true. Starting as a receptionist and a quickly rose through the ranks building her

[00:04:45] own boutique mortgage company by the age of 20. That's incredible. Today, recognize as a top 1%

[00:04:52] mortgage producer by Scott's been guide. She brings over 26 years of experience and deep expertise

[00:04:58] in lending law and real estate known for her authenticity, integrity and unwavering commitment to

[00:05:04] her clients. She believes every client deserves a mortgage strategy tailored to their life,

[00:05:09] their goals, and their future beyond mortgages. Anna is a dedicated real estate investor herself,

[00:05:14] which is really great because she can also talk that language. She's also a philanthropist and a

[00:05:19] mother of three together where their husband Ron. She pursues real estate investments and also gives

[00:05:24] back to her Armenian community through the Anna Kara Foundation. When everybody to follow Anna

[00:05:31] at Anna Kara Loans, which is on Instagram, ANNA, K-A-R-A-L-O-A-N-S, we'll have a link to that in

[00:05:38] the show notes. Please do follow her on Instagram. She does amazing content, like truly amazing.

[00:05:46] Like I would like to match her level of content. So check her out. She's really fun to watch and

[00:05:52] has lots of great information. Anna, welcome to the show. Oh wow. Thank you so much, DJ. That was a

[00:05:57] very intense bio. I gotta say thank you so much. I appreciate that. Well, no thank you. We are

[00:06:04] honored to have you and we should stay right off the bat that before we get into all the questions

[00:06:09] that I have, we should tell everybody that Anna is able to work and her company works in all 50 states.

[00:06:16] So what we ask our audience is to give her a chance on your next loan or your client's next

[00:06:23] loan rather. Whether it's a real estate investment or whether it's just a traditional primary residence,

[00:06:28] let's reach out to her. Even if you already have a great loan officer you work with, you need more.

[00:06:34] You need another one. You need a backup. Anna wants to be your backup. So Anna, before we get

[00:06:38] started, what's the best way one of our audience can list or sorry, can reach out to you to talk about

[00:06:45] a client situation. Best ways is either social media, Instagram because I get DMs, a lot of DMs

[00:06:52] or just calling the office. That'll be the best option to do just contacting, calling the office

[00:06:57] directly. And what's the website? It's anacaralones.com. Yeah. Annacaralones.com. It's Anna Caralones on

[00:07:05] Instagram. Reach out to her slide into her DMs in a non creepy way and reach out to her. Okay,

[00:07:11] here is I always forget that slide into DMs also sometimes means a bad thing for women. As a guy,

[00:07:18] never happens. No, I never get anything from women that way, which is good because I'm married,

[00:07:23] but women get it all the time. All right. So let's, speaking of your website, I thought your website

[00:07:31] has a line on there that I loved and it's really something I want all of our listeners to hear,

[00:07:36] which is your bank's answer is one answer. It's not the answer. So out of every 10 buyers who come

[00:07:44] to you after a lender says no or bank says no, how many do you end up closing? I'm always curious.

[00:07:52] I don't want to be, you know, think and say 100% of the time. The ones that I did not close on

[00:07:57] the one that were in them down because sometimes people are just not ready to purchase even though

[00:08:01] they want to. They're just not ready, but we close 99% of the time on the transactions. So I'm

[00:08:08] very proud of that. And we put a lot of effort into that to make that happen. So

[00:08:12] and you're able to shop across a lot of different institutions. So you have over 178 different

[00:08:19] investors. We're a group of over 178 different investors. Yeah. It's, it's so funny. I,

[00:08:25] my mother-in-law is an insurance agent and she doesn't work for any one insurance company.

[00:08:33] And she has the same option where she can, you know, shop things around and it's awesome. I love

[00:08:39] it. So I'm glad that you can do that. That's a big deal and most of the L.O.'s in your space

[00:08:44] can't do that. So I love that you're doing that. Okay. So let's give an example of something that

[00:08:48] is maybe one that you might end up with after maybe a, you know, a different lender says,

[00:08:55] no, which is like maybe a self-employed buyer writes off everything. So the tax return looks tiny,

[00:09:01] but the bank account says they're doing great. Like I'm an S corp. So I have this issue whenever I go

[00:09:07] to get alone, they're like, you can't afford this. And I was like, no, actually I own the company.

[00:09:10] And I, you know, but, but it doesn't look good on paper. And once they look at all the,

[00:09:15] you know, all the stuff that makes sense. But what do you actually do with a file like that when

[00:09:20] on, you know, the tax return looks tiny, but, but the bank account says they're, they're okay. They're

[00:09:25] all right. Well, be a, being a self-employed person my whole life at very, very young age. And

[00:09:33] understanding how taxes work is extremely, extremely crucial for people in our space,

[00:09:38] which sometimes I don't understand I meet loan officers and they don't know how to

[00:09:41] tax returns. And it's, it's, it's very surprising to me because that's your better

[00:09:46] and better if you don't understand how to read them, how are you supposed to solve a problem.

[00:09:50] So one of the biggest things that with my clients, because we have a lot of returning clients,

[00:09:55] especially investors, we always structure with their CPAs, depending on what they want to work

[00:09:59] on and so on. So we make sure taxes are filed properly because majority of the time with

[00:10:05] self-employed borrowers, the biggest problem is their accountant did not file things correctly.

[00:10:10] Because there are certain guidelines, certain expenses that we could add back, give the

[00:10:14] borrow more income and so on. But just because the CPA makes a mistake on it, then they

[00:10:18] kills the borrowers income, like number of years of corporation is open and so on. So we guide

[00:10:23] the CPA, they count and to make sure that they don't kill the borrowers income completely.

[00:10:27] And if, whatever reason the taxes are not there, obviously we have bank statement program,

[00:10:32] we have acid depletion program, there's so many programs out there, there's a state,

[00:10:35] there's the profit and loss. And when they ask me what kind of loans do you do, I say what you want,

[00:10:41] what kind of a loan do you want, because there's nothing out there that we cannot do, it's just

[00:10:46] matter of what is right for you at that given moment. I just interviewed an agent from Los Angeles,

[00:10:53] I should actually connect you to because you'd love this guy. He is a first time home buyer specialist

[00:10:59] and he often finds that his clients when they're ready to buy for the first time,

[00:11:05] they've got the down payment saved, but they don't have the closing costs saved. And so he's got

[00:11:09] some really creative ways that he gets the closing costs oftentimes coordinated with the lender

[00:11:16] and the other agent and he writes it into the contract. And it's really interesting. So do you

[00:11:22] see that from time to time where it's like I've got one thing I didn't know I needed the other.

[00:11:26] I do because a lot of people think it's just a down payment and that's it, like they don't

[00:11:30] need to bring in anything else. And I always give an average as far as percentage wise what they're

[00:11:35] looking at at their closing costs, 99% of the time is much less than whatever I give out, but I always

[00:11:41] prepare them to be ready for a higher number versus a lower number and then get a surprise last minute.

[00:11:47] So but yeah, that definitely happens and it all comes down to especially nowadays with real estate

[00:11:52] agents, it all comes down to negotiation at the end of the day. Like you can just be writing

[00:11:57] contracts. This is not COVID times that properties are just flying off of the shelves. You really

[00:12:02] need to know how to negotiate. Yeah, yeah, agreed. I want to sort of get your take on this because you

[00:12:09] see this probably more than anybody, which is a lot of owners are locked into their speaking of COVID

[00:12:17] time. They're 3% or less re-fi that they did or purchased at that time, I guess. And their homes

[00:12:24] increased in value because homes typically do overtime. And they don't want to give up that 30

[00:12:29] year, 3% fixed who I want to give it up. Unless you had to, I gave mine up voluntarily. That makes

[00:12:37] me sound like I know I didn't I had to give it up, but I did it voluntarily because I the reason

[00:12:43] why I did and I thought I hopefully never have to give it up, but I wasn't able to rent in the

[00:12:49] condo building. I was able to rent out my unit. It just wasn't a possibility. So I needed that money

[00:12:54] for down payment anyway, but I gave it up, which was a little hard of a hurdle for me to mentally

[00:12:59] get over. But the reason why it made sense for me is because at the time, this was last November,

[00:13:05] there just weren't a lot of buyers because people were just they didn't like where rates were,

[00:13:10] even though rates are technically even higher now. But they didn't want to give up, sellers didn't

[00:13:16] want to give up rate to then buy something at twice the rate. And I did and it actually saved me

[00:13:21] money, even though my rates higher, I got like, you know, 80% or $80,000 discount because there weren't

[00:13:28] as many there wasn't as much competition for buyers. So I imagine we're running into similar

[00:13:34] situations now, certainly with the news the last week or so that, you know, the Fed didn't cut and

[00:13:40] rates went up a little bit, but historically rates still aren't that high. They're just probably

[00:13:46] people are still remembering the 3% date. So what do you say to somebody who's locked into that 3%?

[00:13:52] They don't have to move, but they do want to move at some point. And I feel that real tours don't

[00:13:58] usually have a great sort of conversation piece around this. So I really was curious like,

[00:14:03] what do you, what would you not that you would ever encourage somebody to sell when it didn't make

[00:14:07] sense? But what is that conversation like when the person's like, well, I don't want to sell and then

[00:14:12] buy something new at, you know, twice the rate. Well, it all comes down to sitting down with the

[00:14:18] client and doing all the numbers and understanding the pros and cons and why are they making the move?

[00:14:23] Like in your situation, you had to make a move because otherwise I'm going to lose this.

[00:14:27] I was getting married too. So I had to. Yeah. So there's something in your life that happens

[00:14:32] that you have to make the move. So it needs to make sense. It's not just about just wanting to do

[00:14:38] it and because we want to know in numbers need to make sense. At the end of the day, we could we could

[00:14:42] talk about a lot of things when you actually do the numbers. And if they make sense, they make sense.

[00:14:46] Numbers don't lie at the end of the day. So the way typical of the conversation that I have that

[00:14:51] takes place in my office is I sit down with the client with the pros and cons, what their goals are,

[00:14:56] what they're looking for next five years or so or three years, what the plans are, what is the

[00:15:02] reason why they're doing this? Majority of the time, you'll be surprised that we end up getting

[00:15:06] a home equity line. If they're able to rent it out, they rent it out. The rent covers for their

[00:15:11] mortgage plus the home equity line. They take the money and they invest in something else.

[00:15:15] I would never encourage anybody to sell unless they have to because the whole point of investing,

[00:15:20] it's a long-term process of being an investor, myself with my husband. I understand how the

[00:15:26] process works. And I always say, you know, get a when you get an opinion from somebody or, you know,

[00:15:31] you get an advice from somebody, make sure that they, you know, walk the talk and they're actually

[00:15:36] in it and they're doing it and they know what's happening. So yeah, if you're not, if you need to

[00:15:41] sell it, there's absolutely no need to sell it. We can work out the numbers. That's what we usually do.

[00:15:46] And then if you have to sell it, then you have to sell it. If you're like, I had a client that

[00:15:51] they sold their condo, bought a single family. And on top of that, if you're a buy, if you're,

[00:16:01] three escrows in the last two weeks. Wow. Because nobody, because everybody gets scared. The whole

[00:16:08] media scared the buyers. Don't buy, don't buy, don't buy. And what happens with investors? They're like,

[00:16:12] oh my god, this is heaven. Because if the seller is selling it, because they want to sell it, they

[00:16:17] need to sell it, right? So that's when the negotiation starts. And this is an ideal time to buy. And

[00:16:22] it's usually ideal time to buy in November, December, because everybody does it with holidays. And

[00:16:27] that's when negotiation comes in. And this is why it's so important to have the right agent,

[00:16:32] the right REALTOR, buy your side. And I cannot stand the fact that the buyers go with the listing

[00:16:37] agent. I hate that because I ended up being, because in the transaction, I end up being the

[00:16:43] REALTOR and the loan officer, because I understand what's happening. And I cannot just stay quiet and

[00:16:49] not advise anything to the buyer if they're not being, and represent it properly and correctly.

[00:16:57] So I would encourage all my buyers to always have their own insurance and for them to, you know,

[00:17:02] somebody in a corner to fight for them. And so again, it all comes down to numbers and

[00:17:07] and what the life brings you in that moment and what you need to make the changes for.

[00:17:13] Yeah, and people don't really like, we know what our rate is, but what we really care about is what's

[00:17:19] the check that we're writing every month to, to the bank, right? So it ends up being like, the rates

[00:17:24] not as important as the actual, you know, as the actual amount coming out of your checking account,

[00:17:32] right? I'm sorry, I'm interrupting you. Also, there's something else I want to point out is,

[00:17:38] a lot of people visually, when I give it, when I lock a rate, I give them six, seven different

[00:17:44] options as far as pricing goes, or donation fee and rates and the mortgage payments and so on.

[00:17:49] When they actually break down the numbers and they see like, if they need to pay $12,000 to save

[00:17:55] $3,300 a month, they realize that it doesn't make any sense for them to do it.

[00:18:01] But if I didn't include that in there and I just showed them the interest rate, obviously,

[00:18:05] they're going to go to the lowest interest rate and pay that $12,000.

[00:18:08] Sure.

[00:18:09] Because visually we were taught that oh, 6.875, it looks much better than 7.5 for example.

[00:18:16] But the monthly payment difference is only $300.

[00:18:21] Who's winning at this point? Somebody that paid $4,000 that has that rate or the person that

[00:18:26] didn't pay anything out of pocket and is paying extra $300 a month, but then you're two,

[00:18:32] they don't need to break even, they don't need to do anything.

[00:18:35] Well, yeah, and also too, we date the rate and we marry the house and I think most agents know

[00:18:40] that expression. It's a great expression because it really is the best metaphor I've heard

[00:18:44] because we can all wrap our mind around, oh yeah, we're just, it's a temporary thing.

[00:18:49] Rates are always, I mean, unless you lock into the, you're locked into the 3%, 30, which so

[00:18:54] much of so many of us did. But even that is really a temporary rate because at some point,

[00:18:58] you're going to move, like you're just going to move and you're probably not getting that

[00:19:01] rate again. But also, you know, and so I want to shift gears and I just want to talk about

[00:19:06] rates for two seconds. I don't want to talk about where we think they're going. I mean, nobody

[00:19:11] knows it's a crystal ball. The lenders usually have it figured out before the Fed has it figured out,

[00:19:16] which is why when the Fed makes a move, it doesn't usually affect rates that quickly or at all,

[00:19:22] these days. But people do complain about the number because they've seen the numbers higher than

[00:19:27] it should be. We've seen it go over 7% as of September. I think it could even be as high as 7.5%

[00:19:35] these days. But certainly, you know, it's higher than, of course, it's always going to be higher

[00:19:41] than people want. But historically, it's not that high, really. But I have a financial advisor,

[00:19:49] one of my best friends. And whenever I see the market, I don't even ask him this anymore,

[00:19:53] but I used to ask him all the time. I'd see like, oh, the Dow Jones is down, you know, 200 points

[00:20:00] today or 300 points. Like some big thing happened. And I'll call him and go. And he has

[00:20:05] high net worth clients. And I say, how many calls did you get today? And he goes, yeah, zero. I

[00:20:10] didn't get any call. Like, nobody, nobody's really watching that to that degree. And also,

[00:20:15] they're not looking to pull their money out today. So it doesn't matter really what happened.

[00:20:19] But I'm curious, when you do see rates go up a bit, do you get calls from borrowers? Or are they

[00:20:25] sort of, is that more of a thing that we think as agents is happening more than it really is?

[00:20:30] Or are you just not really getting those calls? Well, I get more calls when the rates go down

[00:20:36] that actually go up. And people that have worked with me past, you know, 20 plus years,

[00:20:43] the, my clients really, they all know and understand how the rates in general work. And what they do

[00:20:50] is they already know. So they don't even bother me with phone calls. They just, hey,

[00:20:54] on, you know, the rates went up again, a little like, yeah, it's fine. But it's only like on your

[00:20:58] particular loan, it's only $60 difference on your monthly payment. So it's not a mill breaker.

[00:21:03] It's not a $1,000, $500 difference that it's going to be a huge deal breaker. So I educate them

[00:21:09] very well, especially the first time when they walk into, to my office. I wonder like, I'm sorry,

[00:21:14] we're asking too many questions. I'm like, no, please ask away because you're going to make my

[00:21:18] life easier once we get in a process of actually going through the fiscal process. So I educate

[00:21:22] them very well. And for them not to react with the media says in general, because it doesn't matter

[00:21:27] what the rates are, a buyer is going to buy seller is going to sell. It's just you just have to be smart

[00:21:33] about it and want to do it and how to do it at the end of the day. So an if an agent is hearing

[00:21:38] from buyers, I'm going to wait until rates drop. Certainly we know REALTORS hear that from their

[00:21:43] clients. What would you, and again, I know there's no magic answer to this, but what would be the

[00:21:49] way you would approach that if someone, I'm sure you hear it too from from from borrowers. What do

[00:21:54] you say in those situations? Well, the biggest thing is the fact that if you're waiting until the

[00:22:03] rates drop, if you have five people competing with you on the phone house right now, but when the

[00:22:07] rates drop, then a house is going to have 20, 30 people. I've personally single handedly seen it

[00:22:12] in our space in California and LA, especially there's 30, 40, 50. I had one transaction,

[00:22:17] I was 61 offers on one transaction. So you're creating competition. So that if it's a 1% higher rate

[00:22:25] right now, that property, when the rates drop, you're going to pay $150,000 more on the purchase price.

[00:22:31] The rate you could always change, but the purchase price that you're debt, you're not going to be able

[00:22:35] to finish that. But it's there is no wrong time to purchase. That's that again, that's another thing

[00:22:40] that I've played. And yet, I always tell people, I haven't met a single person that regrets buying

[00:22:47] a property five years ago, three years ago, 10 years ago, 20 years ago, it says, damn it, I should

[00:22:51] have never bought that property. I have yet to be a person with that. And if anybody knows, please

[00:22:56] bring them to my attention. I would love to talk to them and figure out as to why they're feeling that way.

[00:23:01] Yeah, the only people I could think of would be, and this is not trying to make a joke, but

[00:23:05] but maybe the people in Malibu just before the wildfires, they probably wish they had to buy,

[00:23:10] but that's because they can't rebuild easily. Yeah, that's a different one.

[00:23:14] Other than that, everybody else, you're absolutely right. And I should even say, because it was a

[00:23:19] devastating, horrible thing. But yeah, short of that happening, yes, 100% agree. So I wanted to,

[00:23:28] I want to talk about branding because this is something that you do extremely well. And I want

[00:23:35] everybody to, we'll say, give a link to your Instagram again, which is Anna Carol Lones,

[00:23:42] and then that's two ends, one R and K, and K, a, Lones link in the show notes. And I am really

[00:23:49] super impressed by some of your content. And I know that that's something you take a lot of pride

[00:23:56] in. You put a lot of intention behind it and a lot of thought. And so tell us a little bit about

[00:24:02] what is your brand on social and how do you think about making content?

[00:24:07] Well, I started social media over 10 years ago at this point. At the time when I started,

[00:24:12] I knew I had to be on it, but I didn't know as to why, what, what, how, but I knew that we're going

[00:24:19] that route. We're going to, you know, we're going to need that presence basically. And since I started

[00:24:25] in the mortgage space, I've always questioned as to how things are done. I really think real estate

[00:24:31] and mortgage is really, you know, it's not up to date with the modern world altogether. And

[00:24:39] while all the loan officers out there focused on REALTORS, my main focus has always been my clients.

[00:24:47] And, you know, everybody thought I'm crazy. Like, what are you doing? You have to focus on real

[00:24:51] real estate agents. You have to do this. You have to do it. I'm like, listen, both the REALTOR and

[00:24:57] myself have to serve the client. Are both number one goal should be declined. So our focus needs

[00:25:04] to be declined to not the real estate agent needs to be declined. Because if the client is happy with

[00:25:10] the service that I provided, the REALTOR provided, that's going to give us an automatic referral.

[00:25:15] Either we like it or we don't like it. That's going to give us an automatic referral. And

[00:25:19] sure enough, that's exactly how I build my company. And I focused on the clients, making sure that

[00:25:25] we're providing, we're working with integrity, providing with them with every knowledge, experience,

[00:25:33] information they need. And I only work with REALTORS who are honest and work with integrity. And

[00:25:39] they're not just they're closing a transaction for purpose of a commission. I refuse to work with

[00:25:44] people like that. And yeah, I only connect with that. So that's how the whole branding started

[00:25:54] all together. And then also on top of that, I didn't want it to be just another loan officer or

[00:25:59] real estate agent that says, Hey, we close this many loans this month. If you look at my Instagram,

[00:26:04] you'll never find that. Or did we close this many? This is the property. I just this is the house.

[00:26:09] I just don't do that. I really don't care about it because if you're in a space and you really

[00:26:14] understand how mortgage and real estate works, well, real estate is a little bit different, but with

[00:26:18] mortgage, it doesn't matter how much you close. I could have closed half of that and made more money

[00:26:23] than you did. So it's completely irrelevant and completely irrelevant what the number is. So

[00:26:32] and also with the branding, I approached it not as a mortgage company, but like an actual brand

[00:26:38] itself, like a fashion brand, like a, you know, you know, you know how Apple, like it's a completely

[00:26:43] different brand. Sure. Lifestyle brand. Yeah. Exactly. That that's how I approached it. And

[00:26:48] even though I share very little of my personal life, people I share enough that people get to know

[00:26:55] who I am. And I never sell mortgage to anybody. I always just give information. And people get to

[00:27:03] know the person that I am on who I am. And maybe not today, maybe not a year from now or two

[00:27:10] years from now, I once they're ready to purchase. Guess who they're going to remember? They're going

[00:27:15] to remember me because they build a relationship with me throughout the years with my social media.

[00:27:19] They feel like they know me, which they do because I show a certain part of me. They know that. So

[00:27:26] I think there's a lot of noise when it comes down to the social media altogether and branding.

[00:27:32] And everybody gets lost in it because they're trying to copy, paste someone else. And they're really

[00:27:38] losing their identity in between and they just become another loan officer or another real estate agent.

[00:27:45] I love that you said that you keep your privacy. A lot of it off social media, your private life.

[00:27:52] And I think, you know, from again, it's a judgment that everybody needs to make. But to me,

[00:27:58] that makes sense. I think it's good from privacy and also, you know, REALTORS and loan officers too.

[00:28:06] I think there's a little, there's quite a bit of oversharing that happens, which is fine if

[00:28:10] agent wants to do that. But for the rest of us that don't want to show us working out in the gym

[00:28:17] in the morning or, you know, us with our kids doing, you know, something, you're able to still build

[00:28:25] a huge following on social and not do the, hey, let me tell you all about my private life,

[00:28:31] which is really, really speaks to how good your content is because we know that showing some

[00:28:39] of the vulnerable moments of, you know, working throughout the day, a lot of agents do that. And it does

[00:28:45] work to an extent, but not everybody wants to do that. And I don't want to do that personally with

[00:28:50] my content. So tell us about you add a lot of humor into your content, which I love.

[00:28:57] Tell us how you think about like what kind of content. I know you do a lot of educational, hey,

[00:29:02] here's, let me explain this, but you also do a lot of funny stuff. So tell us about how you think

[00:29:07] about creating content. Are you, do you have like a calendar? Are you trying to put out a certain

[00:29:12] number of pieces or videos a week? Tell us kind of how that works. I'm going to tell you something

[00:29:18] that you're going to, it's going to shock you. You know, I haven't created a single content in

[00:29:22] over a year. Really? Yes. That's remarkable. Because I had, I was, I had some health issues that

[00:29:30] just happened out of nowhere one day. I woke up and I just couldn't walk. I had an autoimmune issue.

[00:29:36] And just a few months back recently, I'm slowly starting going back to being me, obviously,

[00:29:42] but then it's not the same Anna anymore because of the stuff that I've been through. It's a completely

[00:29:46] brand new Anna. But because of the content and what is the word that I'm looking for, that the

[00:29:56] branding that I have created, I was able to sustain it. And you know, a lot of people had no idea

[00:30:02] what's going on in any shape. Incredible. Yeah, till today, they don't know what's going on.

[00:30:08] But, but go ahead. No, I'm just saying that was something you didn't want to share. And I totally

[00:30:15] understand that. That's that's for a lot of us, that would not be for social media. And you were

[00:30:21] still able to maintain your following, which is incredible, if you think about it. Yeah, it is. And

[00:30:27] that's all thanks to the older branding and everything else that I've done. And my number one rule,

[00:30:31] when it comes down to content is everything needs to be real. Whatever I'm sharing needs to be real.

[00:30:38] I don't do stuff just for the social media. If there's a funny content that we're doing, that means

[00:30:44] it's very spontaneous at that moment. We felt like it. We've done it. And there's a lot of stuff

[00:30:50] that I've shot that I didn't feel right about it. There was something was not right. I never

[00:30:55] seen a there light. There's absolutely no way it's not it's getting posted. Because I truly believe

[00:31:01] on the fact that, you know, people might not understand what you're saying, you know, but they feel

[00:31:08] it. It's the way you're going to make it feel. And then nowadays people are a lot of they're very

[00:31:12] intuitive and they're going to get they're going to get that feeling. Regardless of how much you

[00:31:16] try to lie to them or how much stage it looks and all that stuff. So just authenticity is the number one

[00:31:22] thing and consistency. Even though I've been in post for over a year. You had a good you had a good

[00:31:29] reason for not posting you. Yeah, because you have to because it doesn't need to be perfect. It

[00:31:35] doesn't need to be any of that stuff. There's a lot of imperfection that nobody sees besides me

[00:31:40] obviously. But, you know, people just want to see consistency at the end of the day.

[00:31:46] I have a story that I'd love you to share with our audience, which was about a deal you were working

[00:31:51] on where a government agency froze your borrowers money in the middle of the deal, the middle of

[00:31:57] escrow, actually. And you you ended up having to spend six weeks waiting on federal clearance.

[00:32:03] When it finally closed, the borrower blamed you for how long it took because, you know, they

[00:32:10] have I guess they have to blame somebody so they might as well blame you even though you've

[00:32:13] sat your fault. So tell us that story. What happened? Well, this is a recent transaction actually

[00:32:19] closed beginning of September. And it was quite an interesting process. We started the process.

[00:32:24] Everything was great. Everything is good. And the borrower was in the medical space that has a lot of

[00:32:31] scrutiny right now happening with all the fraud and everything else going on. And sure enough,

[00:32:36] the underwriter was questioning making sure that the borrower's business is still active,

[00:32:39] has no issues. There's no red flags on it because, you know, there being all those types of

[00:32:44] businesses are being closed down left and right. So they're lending you. They need to make sure

[00:32:48] that everything is okay. So while we're trying to prove this different websites and so on,

[00:32:53] they have their own government websites showing the legitimate sea of the business and everything

[00:32:58] else. And then 20 while I'm collecting all these documentation, prepping the letter of

[00:33:03] explanation that their business is thriving. They've been in the space for over the 10 years and so

[00:33:08] on and so on. In the morning, I get a text message from the borrower that their bank has closed

[00:33:14] down all their accounts and they shut down their accounts and all their business account, everything

[00:33:20] basically. The business as of that moment didn't exist kind of a deal because they can build,

[00:33:25] they can get paid and they don't have an account and I can't show any assets, I can't show any bank

[00:33:30] accounts, I can't show where the funds are coming from. Nothing. I'm like, oh my god, we're trying to

[00:33:37] prove here that the business is active and thriving and yet all your accounts are shut down.

[00:33:41] If they found out they're going to give us an issue, they're going to say something is wrong,

[00:33:44] that's why they shut it down. They're going to deny the transaction. So I was like, you know what,

[00:33:50] because and they have a, I didn't know about this, but they have a special process. If they get a

[00:33:53] new account, they have to submit all the paperwork to the government. The government takes about

[00:33:57] 30 plus days to remove a proof. Once they approve, then they give you whatever building you had

[00:34:03] previous month, they start paying you basically. So May 21st, they count was shut down. July 3rd was

[00:34:09] the count reopened basically. They got an approval from the government and they got the funding.

[00:34:13] So for over a month, I'm sitting there waiting. It's a 90 day escover month. I'm sitting there waiting.

[00:34:18] We can't do anything. We can't do anything. And I told on the writing that the bar will change

[00:34:23] the counts. And this is the situation. This is what we have to do. So we're just waiting for

[00:34:27] government to approve the new account in order for them to proceed. I didn't tell them that the

[00:34:31] bank shut it down because they would have denied the file in a second. Right. Sure. Yeah. And then

[00:34:37] all this stuff while everything is happening and then the blame game starts, they start blaming me

[00:34:42] for delaying the loan. I'm like, are you guys kidding me? Are we like in some, I felt like I was in

[00:34:48] a hunger game. I swear to God, everything that was thrown at me, I had to come up, overcome it

[00:34:52] and all that stuff. And I'm glad that it's closed. And I'm glad that it's done with. But it's,

[00:34:58] it's crazy how you're willing to take the blame for your borrower and to show good face in front

[00:35:05] of the listing agent and in front of the underwriter trying to protect your borrower. But at the end,

[00:35:09] your bar is the one that turns on you and says, Hey, it's your fault. We're in this basically. So. Yeah.

[00:35:16] Yeah. That's that often happens for to real tears as well and all sorts of, you know, service

[00:35:23] professionals. So that's that's that's tough. But I know a lesson you learned from that was

[00:35:27] you used to say a lot, I'll fix this because of course, who everybody would want to fix that.

[00:35:34] And now you've changed it to, and I think this is a much stronger answer, which is, here's the

[00:35:39] reality of your situation. So instead of I'll fix this, here's the reality, which really

[00:35:45] takes the takes the heat off of you to pull off a miracle that isn't even possible, right? Yeah.

[00:35:51] Yeah, for sure. And one thing I and another thing that I realize is me trying to fix it for not

[00:35:58] to worry the bar or they think that everything is fine on their end and the problem is me.

[00:36:05] So instead of me, you know, just giving the reality of the situation and say,

[00:36:10] this is what I can do to fix your problem. That's not my problem. That's your problem.

[00:36:16] So that's it. That was a good lesson for me after all these years trying to take care of

[00:36:20] everybody and everything. That was a good lesson for me that you know what? This is not my problem.

[00:36:24] This is your problem. And guess what? Because of my experience and what I do and the knowledge that

[00:36:29] I have, I could fix this with this. You go figure out it's a yes or a no. And then you tell me if

[00:36:35] you're willing to go that route. Right. I like it. Your website also mentions that when the lender,

[00:36:42] when a lender goes quiet for three days during escrow, you lose real money. And so what should an

[00:36:49] agent expect to hear from their lender? You know, what's your sort of communication policy during escrow?

[00:36:57] We have with new REALTORS, they get nervous. I get it. I understand a lot of them there, you know,

[00:37:03] because again, with the real estate space, they're taught that you need to call your loan officer every

[00:37:08] you want every day, push them, push them. And I always tell them, listen, I don't need anybody pushing

[00:37:13] me. I know what I do. I just because you called me that doesn't mean I'm going to work on your

[00:37:18] file right now. That's not how it works in my space. Everything has a timeline. Everything is

[00:37:23] timestamp. Everything is automated. I have a special app that gives a live update to the borrowers

[00:37:29] when things change on the transaction. And once you work with me, once you close one transaction

[00:37:34] with me, we barely get any phone calls from the agents. Nobody even calls it. They're

[00:37:40] like, we want to do real. Yeah, we want the REALTOR to go focus on the next deal. We don't want

[00:37:45] them to worry about this transaction. And then if there's something wrong, I'll reach out to you,

[00:37:50] be the first person for me to I'm not the type that's going to hold it back and then try to figure it out.

[00:37:55] No, if we have a problem, I'm calling you. I'm calling you telling, hey, this is the problem and

[00:37:59] this is the solution. I always give a solution. I don't, I don't just call give you a problem with

[00:38:03] no solution. We should mention and reiterate, we talked about this, I talked about this at the

[00:38:08] beginning is you came to the US from Armenia at age 12. You started as a receptionist, but you

[00:38:15] ended up having your own mortgage company at 20 years old. And that is in, I mean, I can't even

[00:38:22] imagine doing that today, knowing everything I know about even this business and the loan

[00:38:28] officer business, but your best advice was hearing, don't wait for the perfect opportunity,

[00:38:33] create it. So my question is, how does a 20 year old get her first borrower? I don't know if it

[00:38:39] was through a real estate agent or just somebody that you know borrower directly. How did you get them

[00:38:44] to trust you with that loan? So with me when I started as a real estate and receptionist at the

[00:38:52] real estate and a mortgage company, they used to do call calls back in the days. There was no Google,

[00:38:56] there was no such a thing. And they used to do call calls. And then I used to keep track of the

[00:39:01] older leads that the Abou would give out to the real estate agent and the loan officers. And they

[00:39:05] would give it back, let's say we called this time, no answer, it's a dead lead and so on. So I

[00:39:10] would give those back to to my boss. And then one thing I am keeping mine, I had to leave law school

[00:39:16] to work because my mom lost everything and I had to help to support. So the observer that I've

[00:39:23] been, it's always been like every every loan transaction is like a puzzle to me. It's like a case

[00:39:27] to me. I love it. It has a start and a finish. So I absolutely fell in love with the process of it.

[00:39:31] And somebody that absolutely loves like digging into laws and trying to figure out and solving

[00:39:35] problems. So I noticed the pattern because back in the days, again, no cell phones, not a lot of

[00:39:41] cell phones out there. Back in the days, so these people used to call them at 10 a.m. in the morning

[00:39:46] and at 7 6 p.m. at night. 10 a.m. nobody's home, everybody's the work. And 6, 7 they just got

[00:39:52] by call. Nobody's going to talk to you in any shape. So I asked my boss, I'm like, hey,

[00:39:56] listen, the dead leads that are giving back to you. Can I call them? They're like, he's like,

[00:40:00] you know, license, you can't quote rates. I'm like, I'm not going to quote rates. Let me just talk

[00:40:03] to them. If they want, we could just turn it up into, I'll just give it to them and then I'll

[00:40:07] get my commission out of it. He said, okay, fine. So I started calling him like 839 o'clock

[00:40:12] and some at 10. And then six months down the line, I had more transactions at the office than any

[00:40:17] of the loan offices in real estate agent in that office. So it all comes down to observing

[00:40:23] and not following what they teach you because everybody, again, every loan officer you see out there

[00:40:28] it says, oh, won't take a real estate agent out to lunch. As a REALTOR, if I was a REALTOR,

[00:40:34] if another loan officer called me and said, I want to take you out to lunch, that's so,

[00:40:38] it's so old. Like you can't do that. It's old. You can't do that. I want a real estate. I want

[00:40:45] a loan officer to solve problems. I want a loan officer to take care of my clients. I want a

[00:40:49] loan officer that I could trust. I want a loan officer that when my client goes, these calls me

[00:40:53] and says, oh, my God, he or she is amazing. Thank you so much for introducing me. I want a loan

[00:40:57] officer to make my life easier so I can go and focus on doing everything else that I need to do.

[00:41:03] So that was my main thing. And I needed to be the smartest person in the room. That was my next

[00:41:10] thing that I did because I was like 18, 19 years old at the time. And back in the days, it was

[00:41:15] mainly male dominated industry. You didn't have youngsters my age going in there. So everybody

[00:41:21] over 30 men in suits basically. And I was like, if I walk into a room, I know they're how they're

[00:41:27] going to look at me. But when I walk out, I'm going to make sure that they think, damn, she's

[00:41:32] a smart one. And that's exactly it. Yeah. Yeah, you up to your skill set so that you were able to

[00:41:39] be of more service. And obviously being of service is something that's really important to you

[00:41:44] with your even with your philanthropic work, of course. Okay, I've interviewed hundreds of

[00:41:51] different real estate professionals, most of them and agents in particular, so real estate agents,

[00:41:57] most of them send buyers to the same lender for years without really ever asking that lender

[00:42:03] any tough questions. But you have written nine questions for vetting a lender, which I love.

[00:42:11] Now we can provide that, of course, to our audience. But if an agent could only ask one hard

[00:42:18] question, what do you think is one that a lot of agents don't think to ask the lender?

[00:42:25] We're one thing. First of all, I think all the lenders, all the borrowers should interview their

[00:42:31] lenders and real estate agents. They should literally interview as if like they're applying for

[00:42:36] that the REALTOR, the loan office is applying for a job. They should interview them, which is

[00:42:40] completely their right to do so. And one of the biggest thing I think they need to ask is do you

[00:42:47] close transactions for the purpose of making a number or do you close transactions because you

[00:42:52] love making a difference in someone's life? Because that plays a huge role if your buyer is going to

[00:43:00] be cared for or there's just another number or there's just another commission that they're going to

[00:43:05] get. Yeah, I like that. That makes a lot of sense. And then, and then watching their behavior,

[00:43:12] I guess after that, seeing if that behavior matches up with the answer of, oh, no, I do this to

[00:43:18] really help people. And so I love that. I think that is a great, great question. And I wanted to

[00:43:26] also ask, by the way, if anyone wants a list of those nine questions, can they reach out to you

[00:43:32] and you can send that to them? Of course. Yes.

[00:43:36] Love that. Now, what do you think being that lenders, I think oftentimes get more behind the scenes

[00:43:45] glance of what's happening with the financial part of these transactions? And are you seeing any

[00:43:55] borrowers less likely to borrow because they don't like the fact that rates have ticked up a little bit?

[00:44:02] Or have you not really seen that change anything? I'm just curious of what you're currently seeing out

[00:44:07] there. The biggest issue that I'm seeing out there, I'll tell you the good side and the bad side

[00:44:14] of it. The biggest issue that I'm seeing right now out there is the lack of knowledge.

[00:44:20] I don't think borrowers are knowledgeable enough when it comes down to the space, which they

[00:44:25] shouldn't be because it's not what they do. It's like you and I, we can't be knowledgeable in

[00:44:29] neuroscience because that's not what we specialize in. Same goes with borrowers. So it is extremely

[00:44:34] important for the borrowers to do the research. I understand chat GBT is great, it's wonderful,

[00:44:39] but you have to understand, you know, it's not a human at the end of the day. So I have a lot of

[00:44:44] people come into my office with like question here from chat GBT and saying, oh, but chat told me this,

[00:44:49] but chat told me that. I'm like, yes, those are bullet points, but those bullet points have other

[00:44:53] points at the bottom that goes in there. So that's where we come in as professionals in the space to

[00:44:58] explain to them. Understanding what products you want to get, what different types of loans you

[00:45:04] want to get into, because that's another very important one. And understanding that rates, you

[00:45:11] should not be focusing on the rates, you should be focusing on your payment and how much you're

[00:45:15] paying for it. And what you need at this time in your life, it's not just, and then if two or three

[00:45:21] hundred dollars a month, it's going to break or make you purchasing a home. I tell people,

[00:45:27] that means you're not ready to purchase a home because once you buy a home, there's a lot of things

[00:45:31] that could happen, there's a lot of unexpected surprises that could happen that you need to take

[00:45:36] care of. If you're not going to be able to afford that, then there's absolutely no point for you to

[00:45:40] waste your time, waste your money trying to get a home right now. Yeah, that's, and again,

[00:45:46] sometimes the best advice, specifically, the best kind of referrals come from telling somebody

[00:45:54] something that they weren't expecting, especially this is not a good time to buy. I have so many

[00:46:01] examples of REALTORS who tell their clients, don't buy this condo, it's not what you want, or don't

[00:46:06] buy this home, or don't buy this investment. And lenders who do the same thing, and they always

[00:46:12] benefit, it always works to their favor to say that because then the person is again,

[00:46:18] back to your point of not just wanting the sale, but really wanting that person to be a client for

[00:46:23] life. But then they end up becoming referral machines for the professional. And I've story after

[00:46:30] story after story of an agent saying to somebody who wanted to buy a property who is dead

[00:46:36] set on it, I really don't think this is the right move for you. And then then getting them benefiting

[00:46:41] from that person sending them all sorts of referrals. So I imagine that obviously works well for

[00:46:48] you. Oh, I do have a question. So one last question. And I think this applies to REALTORS,

[00:46:54] to, in fact, I know it applies to REALTORS, we're just going to talk about it from your perspective

[00:46:57] as a loan officer. People aren't moving usually every year, but I don't know if it's every seven

[00:47:04] to 11 years depending on the market, maybe, maybe last maybe more. But there's a long time often

[00:47:09] in between purchase and my parents have lived in the same house now for 42 years. You know,

[00:47:14] they'll eventually move. But I don't know if they're the person who did their mortgage all those

[00:47:18] years ago is even still in the business, probably not. But what are you doing in between the transactions

[00:47:25] to just to stay front of mind, you know, for those people that are going to take a while before

[00:47:30] they make their next move? Just focus on social media and your branding. Yeah. And when I mean

[00:47:37] branding, don't be another loan officer out there. Don't be like mortgage student tie, hey,

[00:47:41] you know, come close with me. Here's how much I close like, don't be that person. Be the person that

[00:47:47] provides knowledge, provides value, just brings in value to the table. Everything else will come in.

[00:47:53] Because with my experience, the, all the stories that I see, the reals that I look at, everybody's

[00:47:59] you could tell that they're doing, you know, that little hooks and stuff that they put in there,

[00:48:04] they tell a story, but they don't tell it all the way for the client to say, oh my god, it's

[00:48:08] this is free. Oh my god, this is that. And they click on it because I get a lot of shares when it

[00:48:12] comes down to certain information. But then they don't tell the whole story. And it's like click

[00:48:17] and bait situation. And it's very, very discouraging to watch. And I think over time, you're just

[00:48:23] building that, ah, this is just another to get the client basically. And then at the end, it's not

[00:48:28] the same. Just be authentic. Be real. Just give without asking anything in return. It will

[00:48:33] automatically come back to you. Just have faith in it. And that's it. And you do a lot of original

[00:48:39] content. And I, you know, again, it's, it's well shot. It's well edited. It's, it looks awesome.

[00:48:45] And it's funny. A lot of it. Um, I am curious how often, and again, I know you haven't posted a

[00:48:51] near. So maybe the last year is an interesting example. But, um, how often people find you that you

[00:48:56] weren't connected with just because you're real. Get shared or shows up in their feed. And

[00:49:03] are you getting those DMs from people once in a while that literally don't know you. And it's like,

[00:49:08] you know what, I need your help. I need to, I mean, that's, that's an amazing thing. And I imagine

[00:49:13] that does happen. Yes, it does. And I'm very, very, I cherish that a lot. That's why I'm very

[00:49:19] specific. What gets posted, what doesn't get posted. If information is not, is misleading. It's

[00:49:26] my audience comes to me for the purpose of knowing the truth. And, and they know me that

[00:49:31] Oana is going to tell us, I have a lot of situations when people DM me, they're like, hey, Anna,

[00:49:36] we close the transaction. My husband used their friend, but can you look at my final closing

[00:49:39] statement to see if we were not, we were screwed or not, basically. And to me, I will do that

[00:49:44] any question. I would not even ask a question. I'll be sure. No problem. I will look at it.

[00:49:48] I will explain things to them. I'll explain what they have done, what they have not done. But to

[00:49:53] me, the fact that they trust this complete stranger versus their old friend, that shows you

[00:49:58] what kind of a, you know, a branding you have created, what kind of an image you have created

[00:50:03] with people. So it's very, very important to me that we stick to the integrity of the brand itself.

[00:50:09] It's very important to me. I literally fired a loan officer because he didn't know how to complete

[00:50:14] a loan application. And he was advertising himself as a loan officer. And I said, you do not have a

[00:50:19] right to advertise yourself as a loan officer when you don't even know how to complete a loan

[00:50:23] application. Just because you have a license, there's a mean anything. Yeah, that's a great point.

[00:50:30] Well, I am so glad to have you on the show. You've given a lot of great advice for agents.

[00:50:37] And we should make sure that everyone listening, who is looking for a backup loan officer or a new

[00:50:44] loan officer, maybe you're not getting the, your clients aren't getting the experience that you

[00:50:50] want them to have with the loan officer. And Anna would love the opportunity to chat with you and

[00:50:55] see if she cannot kind of assist your business. So Anna Cara loans is where you find her on

[00:51:00] Instagram. Anna Cara loans.com is also where you go to find all about her contact information and

[00:51:07] her website and her team and everything that she does. And again, she writes in all 50 states. So

[00:51:12] definitely reach out and even just to compare opportunities because she has 175 lenders that she

[00:51:19] gets to check from. And you know, for those loan officers who work for just one institution,

[00:51:25] they're obviously more limited. So she has this really unique opportunity to find the very best

[00:51:30] product and shop it around. So and here's what I want everybody to is listening to do before the

[00:51:35] next episode. So I have some homework. So I want you to go through your database and I want everybody

[00:51:39] listening to find three buyers from the last year who told you that their bank said no or maybe

[00:51:45] they just went quiet after pre-approval. Maybe they inventory was really tight and they just wasn't

[00:51:51] enough to buy and they just kind of disappeared. So I want you to text each one, hey quick question,

[00:51:57] just updating my files. You know, how's the home search going or are you still, you know,

[00:52:04] looking to do that in the next 12 months come up with with some reason. I would make it as a phone

[00:52:09] call personally, but you could text them as well. But this would be something that people really do

[00:52:15] want to know how much you care. And I wouldn't even just ask for business or ask about their business.

[00:52:20] I would ask about their family and how they're doing, of course. But but do that. Let's go with people

[00:52:25] that we know could either couldn't find something due to inventory shortages or they just disappeared

[00:52:31] or they didn't like rates or whatever and reach back out to them and see what you can do to have

[00:52:37] a conversation and reach out to Anna and see what she can do to maybe find them something that is

[00:52:43] some is what they want and then everybody wins. So let's do that. I want you guys to send three texts

[00:52:49] or make three phone calls not next month this week and also follow Anna and Anna Carol loans.

[00:52:56] On Instagram, we'll have a link to that in the show notes along with a link to her website

[00:53:00] Anna Carol loans.com where you can reach out to her. Please do. We on behalf of our audience,

[00:53:06] Anna, we thank you for taking time. We know how busy you are. You are an incredibly busy

[00:53:11] mortgage professional and you took time out of your day to do this. And also on behalf of Anna

[00:53:16] myself, we want to thank the audience for sticking around making it to the end. We appreciate you.

[00:53:20] Remember the best way you can help us is by telling a friend. So tell another show another agent

[00:53:25] this episode and we would appreciate that that helps us out a lot. And thanks to our sponsors

[00:53:30] for helping keep us funded so we can continue to make these episodes. And we will see everybody

[00:53:36] on the next episode. Thanks Anna. Awesome. Thank you so much. Thank you.

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