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Michael I want to talk about a mortgage commercial mortgage broker's ability to make big money when I say big money a couple hundred grand a year so how much do you think the average broker charges on points on deals that we're closing two three points and what's average deals about 400 Grand I was gonna say yeah okay so let's just stick with two points which is fair it's not obscene okay if they charge two points on a four hundred thousand dollar deal that's eight grand okay I believe and tell me if I'm wrong that a good broker who hustles can do one deal a week they can make eight grand a week now to do one deal a week you need a pipeline of three or four deals a week because a lot of deals die that's you know people aren't making videos about deals dying but the reality is deals die all the time so if you want or want to close one deal a week and one deal a week is your goal and that's a good goal it's not an unattainable goal it's a very good it's a very I don't say monoscope but it's a fair medium goal it's not a crazy goal you have to have a pipeline of three or four or five deals a week so maybe 20 deals a month in the pipeline and focus on Closing one so what you need to do is first of all I don't think you need to spend big money on Advertising you can get a ton of referrals Michael if you're a broker where would you go to get referrals so for me I like to look at my local area I mean I try looking at the local markets that I go to local advertising what about local communities what about like in today's market and we're making this in May of 2023 banks are being really tight so I would focus on I apologize I have to switch my hand I should have used a stand my arm hurts already I would focus on going after Bank referrals doesn't cost anything you can do this by the way way working from home make a couple hundred grand close one deal a week make easy eight grand a week net keep your expenses low you don't need any expenses go from referrals Banks attorneys I'd be working banks for Bank turndowns attorneys foreclosed foreclosure and divorce cases and in today's foreclosure bail we do a ton this guy does encryption attorneys we get I mean try to find every bankruptcy attorney you know because they're the ones who have deals they call us directly but there's nothing wrong with you going to that bankruptcy attorney and say hey I got a private lender that can close quick because a lot of times they don't know us so and we love those deals and we're able to help and move quickly on those deals the bankruptcy exited yeah if you get a good referral Network going you can get a ton of referrals remember I would start off with the number you need 20 deals in the pipeline to close four or five deals that's a realistic number so figure out how many people you need to speak to you need to speak to a lot of people and you need to have hundreds of people referring you deals and every homeowners association we love lending on the homeowners association I forgot about that I forgot about that yeah yeah yeah so we love that everyone knows a homeowners association or a manager of a home condo association of Association yeah I forgot about the money they have to have a certain amount of reserves there's buildings everywhere in every state and that's a loan that we love to do as well so if I was a mortgage broker I keep my expenses low and it worked the referral Network get tons of leads in and look at our website look at what we offer and get ideas of loans we're closing so you know how how and what we can do you can make it easy a couple hundred grand a year without killing yourself right yes okay think of us check us out at gelfinancial.com remember when your bank says no we say yes uh like our YouTubes our tick tocks our Facebook wherever you're saying this thing and call us at 561-221-0900 take care and have a good day okay