How the Right Realtor & Lender Save Transactions and Build Trust

If you’re serious about winning more deals and building unstoppable partnerships in real estate and lending.

On this episode of Loan Officer Success Live, we’re diving deep with Mortgage Loan Officer from Lending Path Mortgage, Kelly Taylor and Real Estate Agent + Director of Operations John Worling with Purpose Realty… and they are dropping REAL, unfiltered game.

💥 What you’ll learn:

• How the RIGHT lender + realtor combo SAVES deals when everything goes sideways
• Why communication is the #1 deal-saving superpower
• What most buyers NEVER see happening behind the scenes
• The exact mindset shift that turns problems into closings
• How trust + partnership creates raving fans for LIFE

This isn’t theory… this is real-world, in-the-trenches experience from pros who are out there making it happen every single day.

⚡ If you’ve ever had a deal fall apart…
⚡ If you want smoother closings…
⚡ If you want to level up your business and your relationships…

You NEED this episode.

🎧 Tap in now and take notes… because THIS is how top producers think.

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📲 Connect with the Dream Team:

👉 Kelly Taylor
Facebook: @Loans with Kelly Taylor
Serving: Tennessee, Alabama, Mississippi, Florida

👉 John Worling
Instagram: @johnsellstnhomes
Facebook: @John.Worling.779
Serving: Middle Tennessee

Creators and Guests

Host

Devin Dubuc

Coach. Dreamer. Dad. Helping you own your worth and go after what sets your soul on fire🔥

Designer

Jennifer Rodriguez

Jennifer Rodriguez is the engine behind LOS.Live and The Mortgage Giants, leading everything from graphic thumbnails and episode descriptions to cross-platform distribution. With years of experience as an Office Manager and Executive Assistant, she brings organization, strategy, and innovation to every production. Mentored by Growth Leader Devin Dubuc for the past six years, Jennifer collaborates on branding and podcast strategies that help loan officers nationwide elevate their business. Known for her positive energy, adaptability, and commitment to growth, she is the trusted voice guests connect with throughout the podcast experience.

What is Loan Officer Success Live?

This isn’t another sales tips podcast.
This is Loan Officer Success Live - where mortgage and real estate pros come to master modern growth without the burnout.

Hosted by Devin Dubuc, Loan Officer Success Live is a deep dive into the psychology, strategy, and systems that build legacy-driven businesses in today’s market. Whether you're a high-performing loan officer, a rising agent, or an entrepreneur scaling fast, you’ll learn how to attract clients, grow income, and lead with brand, not brute force.

Real conversations. Tactical playbooks. No cold-call bro-hype. Just clarity, confidence, and creative firepower.

You don’t need a script. You need a strategy. Welcome to Loan Officer Success Live

Social Media Links:
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Facebook: www.facebook.com/loanofficersuccess.live
YouTube: www.youtube.com/@loanofficersuccesslive

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Disclaimer: The information is intended to be viewed for informational purposes only. The content contained herein is not guaranteed or endorsed by the company, or any company mentioned, nor is this content meant to be an offer of credit. The information contained in this video may not be wholly or at all applicable to every situation or jurisdiction. You are strongly encouraged to consult your professional mortgage advisor before acting upon any information in this video. The information provided is for use as a training tool only. The information is not intended, nor should it be relied upon for any other purpose.

welcome back hey and welcome to the show uh today we've got john whirling and kelly taylor out of the great state of tennessee and super excited to have you guys on here today Thank you so much. Yeah, what an opportunity. Thanks for having us on. Oh, a hundred percent. Well, you know, I think we got a pretty cool show today. You know, we're talking about how the right realtor and lender can save transactions. Right. And, you know, I was going to ask you this question. What's the first thing when something goes sideways as a realtor that actually matters? I'd say communication. That's just such a big thing, not only for some going sideways, just throughout the whole process. You've got to have good communication because when it does go south, you've got to be able to explain things. You've got to have a great lender that can get with the buyer and say, hey, you know what? These things are looking a little off. Let's work on that. Tell your realtor about it. We're going to work through this. No biggie. love that uh kelly what's your thoughts on that so something's going sideways what's the thing that actually matters stop take a breath this is not the end of the world we gotta stop take a breath um i think staying calm throughout it is very important um definitely the communication you know when something goes south it's better to deliver the bad news quickly. Like get it over with, eat the frog. Hey, this is where we're at. Get everybody on the right page, on the same page. And that includes, you know, the borrower needs to know. Absolutely. The realtor needs to know. As soon as the lender finds out something didn't happen or if there's something wrong with the house and something happens that way, realtor needs to let everybody know. So communication and keep calm. This will work out. Well, I love that you said that. And, you know, it's crazy how this works because I've been doing this for, I don't know, twenty four years, twenty five years. And it never ceases to amaze me that the first response for some loan officers, not you, Kelly, and I know that's not the case, is to hide behind a rock and not tell anybody. No, I think what most want to do is they want to fix the problem before they even make the reach out call to tell people what's going on. And I think that that is exactly opposite for the reasons that you just mentioned. But what's your thought process on that? So if I know that something has gone wrong and we're not progressing right now, we get a stumbling block. The first thing I need to do is talk to my borrower about it, realtor about it. Okay, let's get our heads together. What's the solution? Come up with a solution. It may not even be something, if I talk to them, it may not even be a problem, right? So why sit back and worry about something when it may not even be anything to worry about? Yeah, let's put our problem-solving hat on, get everybody together so we can talk through, see if there's a solution. And obviously, you know, the other thing that you mentioned there is when you're all talking together, you may be able to find the solution you didn't know was there because something may be introduced in that conversation that says, aha, I know exactly how we're going to fix this problem. Yep, brainstorm. It happens all the time with any lender, any buyer. These things are going to pop up where something's happened. As I can tell you, working with Kelly, it's amazing because she's going to call and say, hey, you know what? This situation is coming up. Hold off. Let's not panic. I've got an idea. And that's what I love with Lender and with Kelly. Love that. Well, so the title is How the Right Realtor and Lender Save Transactions and Build Trust. My question is, what does that phrase mean to each of you? Okay. So in the green room before you got on, we were having problems. We had a discussion about just that thing, you know, like you have to have that relationship, you have to have that trust. And when you get to that, that part in your relationship, in your business relationship where you can trust and it's easier to send that referral over. If I get somebody that comes pre-qualified, and they don't have a realtor, I don't hesitate to send them to John because I know that we're gonna communicate throughout the process. I know that he's gonna take them to the closing table. I believe we just did that in January. closing in January that I was able to send over to him. Great buyer, called me up and got him approved, pre-qualified very easily and sent him over to John and John took him shopping and it didn't take long at all and he was in contract. He was a first time home buyer, young, had a great career. It was just a good, smooth transaction. He was really happy his mom moved in with him so it was like i don't know if i told you no i didn't know about that but it was it was great because the mom was there the whole time and she's going through this process with us it's they both were just so happy and it was just a good experience yeah well so do you think most people outside the business realize how often a deal gets saved behind the scenes probably not Probably not. It's only brought up when there's something that the buyer's got to have addressed. Like, we got to fix this problem. There's so many other little problems that come up that we're like, we can figure that out ourselves. We got it. Those aren't problems. Those are like speed bumps. Yeah. Yeah, well, I think that's why we talk about having the right lender and the right realtor, because at the end of the day, when there's a symmetry there, little things can be solved that ultimately the client doesn't always have to see. And that's how great teams work together. You want to put as little stress on the buyer as possible. They're already having to take on a lot. They're stressed just at the thought of buying a home. And so managing that, minimizing that is really important. I agree. I agree. So, John, I want you to tell us about the first deal where Kelly stepped in after another lender dropped the ball. Yeah. What was happening right in real time? Gee, what, two years ago now? Yeah. I had a buyer. It was, we were probably a week out from closing, if that. Got a notification from the lender, loan's been denied. Oh, okay. Lender, not Kelly, by the way. No, not Kelly. Not Kelly. That's how I met Kelly. And so my buyer, they're freaking out, of course. They love this house, wanted that house. And so I'm like, okay, well, let's work through this. Let's figure out what's going on. Let's look at our options. The buyer calls me a little while later and he's like, hey, I talked with somebody at my job and they recommended Kelly. Cool, call her. And sure enough, we started working together. Closed that in three weeks. Yeah, it was, I think, three weeks. So we're talking about Just Call Kelly. Just Call Kelly. And Kelly, from your side, what did the file look like when it landed on your desk? So I couldn't find out why they denied it. The lender... had a reason, but that reason didn't stick. So I felt like I was concerned because is there something else maybe that they're just not telling me and then I'm going to get in this process and then I'm going to be the same in the same boat. I mean, really thoroughly went over everything. And what the reason that they denied it for was not, it may have been an overlay on their part for that lender, but it was not a VA reason. It wasn't a VA condition. So we went ahead and closed it. So we got a veteran into a home where somebody else had a barrier. And I think what you're trying to say is not all lenders are created equal. That's very true. That's very true. Yeah. Yeah. Well, that's stressful for a consumer because how do they know? And, John, I'm going to ask you this question. How do they know which lender that they can trust? That's where, you know, as an agent, you come in. In Tennessee, I can't just say, you know, if a buyer comes to me and says, hey, I need a lender, I can't just say, okay, well, just call Kelly. That's it. I've got to have multiple agents. lenders to provide them. And I slide the list over. I say, Hey, call these lenders. Kelly's at the top of this list for a reason though. Talk to her. Yeah. The reason I want you to talk to her is because what's really important for me and that as the buyer will find out as we go on this process is communication. I know without a doubt, there's something, if I need something, if I got question, if my client's got questions, Kelly's going to answer. Yeah. Well, what I hear you saying there is that there's a reason why your agent is providing you with contacts. And at the end of the day, if you listen to what's what you're being told or not told. Right. But provided. Right. Essentially, you could potentially avoid costly mistakes, stress or frustration in the transaction. So what was the deal that made you both realize that you could really work well together? Was this the deal? Was this it? Or was there another transaction where you're like, no, for me, that was, I was like, yeah, for me, that. Right out the gate. Well, you know, I talk with so many lenders all the time and what I look for, I keep going back to this communication, but to me, that is the most important thing. And from day one, I was like, Kelly Kelly's there. Yeah. She's ready. Well, let me ask you this. When something starts to go sideways, what do you guys think the client's going through emotionally? They're not sleeping at night. I can tell you that. They're not sleeping. It isn't. I mean, this is their biggest investment. Yeah. for most, I guess not everybody, but you know, for most of ours, the biggest investment is buying their home, whether it is for an investment purchase that they are actually gonna be using as an investment or their own primary residence, which still that's an investment. So when they're spending this kind of money and investing this kind of money, it's kind of stressful. We need to keep them calm and hold their hand all the way through. There's a lot of emotion behind it. Buyers on the phone crying because they feel like they just lost the house of their dreams. You get every once in a while, you get that little problem that comes up and the buyer goes, I've lost hope. I'm not getting this house. I'm like, hold on. Let Kelly do her thing. I don't know. We've never had one not close. I don't think so. If we have, I don't remember. We forgot about it. If you were watching this and you did not close when working with John, just drop it in the comments. We'd love to hear what happened. I don't think, I think the comments are going to be pretty crickets on this one because I'm pretty sure you guys have put them all together. Yeah. And we've had some that maybe, um, the first introduction or so that, you know, they just weren't able to find the house and then they've came back around later. And we've, we've closed a couple like that where they just weren't, you know, wasn't the right timing for them. They were pre-qualified or whatever, but just couldn't find the house. And it took a little while, but John is really good about staying in touch with his past client database. And that's awesome. And so I think that the follow up and just always be in there as a friend. And I mean, as much as you communicate with a client, when you get a new client, they're part of your family. They're in your friends group, you know, so you can develop that relationship. Well, I think what you're saying is, is that when the transaction is over, it's not over, right? That's just the beginning of a long-term relationship. And, you know, I feel like if you're in this industry and we treat our clients, you know, like friends or family, which a lot of the times they become, you know, it's rewarding for everybody involved. Yep. Well, let me ask you this. So what does good communication look like when a transaction is in trouble? That last part is where it gets tricky. How much do I want to communicate this? That's just one of my things. I keep going back to this. Communication is just so important. You got to know what's wrong and how to fix it. And you got to be able to... I'm sure Kelly will touch on this, but to communicate those things of, hey, this is what's come up. These are the steps you need to do to get this fixed. I like something that we do. when, not even just when they're in trouble, but throughout the entire process, from the time that John gets a client that he wants to introduce to me, or I get a client that I'm gonna introduce to John, we just started off with a, you know, not together for, you know, hey, I'm gonna introduce you to Kelly, or hey, I'm gonna introduce you to John. And then we put it together in a group text message. So it's a three-way text, and then we follow that process all the way through to closing. So there's never like if they have a question and they don't know who to ask, they ask there. And if John answers, then I'm learning a little bit of the realtor side and, you know, oh, OK, I didn't know that. And then if I answer, you know, if it's something that he didn't know. But I think that that is really good part of our communication and some really great feedback on that as well. Yeah. Well, you know what it makes me think of is, and I, you know, I don't know if you guys ever had this experience, but I've been on some experiences where I've gotten, you know, together with other families, other couples or other coworkers. Kelly, actually you were, I know this has happened because you've been involved in one of these and you get it, you're going on this event and all of a sudden you'd create a three-way text or a multi-way text, right? Where everybody's engaged and everybody's communicating. And throughout that trip, You know, everybody kind of knows where everybody's at. They know what's going on. And you guys have an even better time because it becomes more of almost like a little party line. Right. To get everybody to the end of this trip. And then even after the trip is done, there's still communication on that party line because you guys have grown so connected. Is that kind of what you're talking about? Exactly. Exactly. Yeah. Um, so what, uh, what, what built the partnership? Like where did it come together to where, you know, you guys, you know, start building a real partnership together. What does that look like? And what does it feel like to work with one another, uh, you know, as a client, right. When they're working with you, tell me how that, how that works. As like from the client's perspective. To the best of your ability to talk about what the client sees as they work with the two of you throughout a transaction. Friendship. Professionalism. We both are like fun and prank stuff, but we can tone it down when we have to. I mean, we had some fun stuff that we wanted to do on this, but we decided we'd better not do it. No, but for real, it is. It's the professionalism and the It is a family. We end up being so close throughout the whole process. The experience. Kelly's very experienced and very skilled at what she does. And that comes across to the buyers. I love that. Well, and, and John, so, you know, at what point in time did you, you know, did you go, man, this, this girl's, she got it. She knows what she's doing. I actually thought about this this morning on the way in, I'll sit in there and I was like, you know what, there is one, there there's a, it was last year. It was just like a random Tuesday. Kelly calls me and I'm like, Hey, what's going on? And she was like, Hey, I learned some great stuff the other day. You want to do some coaching? Oh yeah. Yeah, why not? And we're on the phone for about an hour just talking about how we can do better. And that really stuck with me. Well, you know, that kind of leads into this next question. And, you know, we may have some loan officers that are listening in here trying to figure out how they create great value for their agents. John, what would you say, you know, you know, when you're looking for your partner in this case, you know, Kelly, but when you're looking for the partner that you want to work with, what do you look for in a great loan officer? There's a few things. Most important, again, communication, but personality. You've got to have someone that can talk, that can cut up when need be. A lot of lenders, they have a lot of the I may be stepping too far out of here. No, step over the line, man. Make those... Yeah, we want to hear it. Go ahead. The dirty details. As a real estate agent, lenders, they all have similar products, similar interest rates, similar closing costs. They're all pretty competitive. Right. And so when I'm talking with a lender, I'm not really necessarily interested in what their interest rates are. That's, you know, the buyer needs to discover that for what's going to work for them. Right. What I want is... If I pick up the phone and I got to call Kelly on a Saturday, is she going to answer? Is my buyer, they call on a Saturday. Hey, you know, I'm going to write an offer on this house. What's my month of payments going to be? Is that lender going to answer? And I know without a doubt, Kelly's going to answer. So for me, she's with her grand babies. I call her before and she's like, I'm on my way to Florida. I got my laptop right here. Same here. I might've been on that same call just maybe a few minutes before or after. For my aspect from the real estate agent aspect, it's just communication and having someone that's there when you need them. A partner. Yep. Yeah. Kelly, same question for you. What are you looking for? You know, when you're trying to partner up with an agent that you want to work with, do you have a selection there? You just work with anybody. I am not going to work with anybody. Most, most realtors, um, they do care and they, you know, I want to work with somebody that really cares about what they're doing. My passion is for people that otherwise probably wouldn't get the help. I'm sometimes i feel like the veterans get left aside because there's this incorrect notion incorrect notion that a va loan is hard to do and um so sometimes they just don't get the attention and the help that they need um i also love my heart is for um the mamas that have young kids that, you know, they're, they're really trying, they're really trying. And it is so hard right now sometimes to, to, um, be able to afford a home and they just need somebody to help hold them, hold their hand, get on the financing. So if I've got a realtor that cares like I do, I mean, how that's, that's where it's at. You know, you, you gotta share that. I'm the favorite by the way. I love it. I love it. Well, what's funny, Kelly, is, you know, you recently joined our team here at Premier, your lending path, but you're here with us at Premier and our number one core or our core values are literally built on care. So it tells a lot about why you aligned with us, because that's exactly what you're giving back. And that's what you're looking for, not just in your real estate partners, but obviously in your lending partners as well. So. By the way, Zeddy just jumped on. So hi, Zeddy. Great to see you out there. So, John, I've got a great question for you. You shared a story about a buyer who had worked with you for years just to rebuild their credit and then cried at the closing table. Why do moments like that stay with you? Because of the emotional aspect to it. When you got a grown man, big dude, he's big. that gets overwhelmed with emotion because he's finally able to give his family a home. To see him tear up. I mean, I talked to him a little bit. I was like, dang, dude. And so seeing him work so hard to achieve that goal and to be so proud to help his family was great. I actually talked to him the other day. I still talk to him all the time. That's awesome, man. And how long ago was that? We closed probably five or six years ago. We had to work on some things, and he was probably almost two years working on being able to buy that home. You know, what's cool there, though, is you just said five or six years ago is when you first started talking to him. And you're still talking to him today, just last week, you know, and that story stood out. And what that tells me is that, you know, you do care, which explains why you two align, right? And it leads into my next question, which is, you know, in regards to, you know, this business and moments like this are more than just contracts and commissions, right? What's your thoughts on that? Oh, yeah. A lot more. It's the relationship that goes on and on and on. The friendship. That's it. Well, Kelly, I want to ask you a question. I asked John in the green room the other day. I want to ask you the question. So if you had to take a time machine back to when you were first getting started in the industry and you had this moment that occurred, right? And it could have been a moment. It could have been somebody you helped. It just could have been. And you took a step back and you're like, this is my industry. This is where I need to be. Like, what was that moment for you where you just knew you were in the right space? So when I first started, I was just went in to help my sister owned her own mortgage company at that time. And I just went in to help her, you know, answer phones and keep up. And when I saw the, how it is and got to witness her and she's very big personality and loves to help people as well. and saw what she was doing i was like i want some of that you know i want that and then um i just couldn't stop and i just it was supposed to just be part-time and then i just loved it and over the years one of my very very first closings that i had at at that office was um i didn't know this couple They were heading out of town, going north past the building to go out of town for about an hour. It was like an hour drive to go to a different mortgage company. And they saw our sign pulled in. And I was the first person when they come in the door. So I got them and started talking to them and asking them the questions. I actually did the application, got them pre-qualified right there. They went shopping, found a house. We closed it. And I am actually still friends with them today. You know, one of them lives, they've separated, but one of them lives in Georgia. And anytime he comes back to Tennessee, the whole family comes, they stay at our place. Like we're still friends. And that's how I met him was doing the mortgage form when they bought their first house. So, you know, that's once again, friendships. More than a transaction, more than a contract. Yes. Yes. You really get close. I mean, I do. I'm, I've got that heart for people and you get close with them. So when you can do something like that to help somebody, it's just, it feels good. Yeah, well, you know, I think what that shows, and that's one of the things that we wanted to really tackle on this call today is why working with the right partners makes sense, right? Like why it's really important to find the right agent and the right loan officer and why the symmetry between the two is so important because this is how transactions get done, but this is also how relationships get made. And more importantly, it's how the client experience becomes more than just a stressful experience. transaction, it actually becomes a true experience that they can remember. Because as you mentioned earlier on in the show, this is going to be where they spend their memories. This is going to be where they break bread. This is going to be where they have their Christmases and their good times and their bad times. And we want for that experience to start off as a memorable, magical experience. And I think That's what you two create together because you both have that confidence in believing that it's about caring for your clients. It's so funny how both of your stories are so similar because here's this reason that you love being in the industry. It's also what bonds the two of you together. We go back to that first transaction. I don't know if we addressed this, but you guys didn't even know each other. No. I think we did. Yeah, you mentioned that the client had a friend who said, just call Kelly. And here we are now with this dream team that you guys have created together. Yep. I love that. I love that. Well, let's do this. For the realtors that are listening, what should they be looking for? I know we covered some of this. What should they be looking for in a lender if they want to have a smoother transaction? Or I think a real partnership, John. the willingness and ability to do what it takes to work weekends. Uh, I don't punch time clock. Uh, if, if, if weekends, you know, that's when a lot of the buyers, you know, they got to work Monday through Friday. So come Saturday and Sunday, that's the only time they have available. Uh, so we're, if we got to shop on a Saturday or Sunday, let's go look at houses. And if they say, you know, I love this house. I don't know what the month of payment is going to be. Like, hey, let's call Kelly real quick. We can figure that out right now. Just call Kelly. Just call Kelly. And I want to throw this out there, too, because you said the willingness to work weekends. That doesn't mean that you have to just replan your entire weekend as a loan originator as well. The one thing you mentioned, John, and I've seen Kelly do this often, traveling to Florida on her way for a quick getaway. She's got a laptop in the car so that if something does pop up, she can jump on and solve a few problems. But then she's right back to her family and her life and enjoying the things that she enjoys. And I think that's something that's magical about this industry, especially where we are in twenty twenty six is a lot of what can be do we can do on the go. So it doesn't mean that you've got to be grinding every hour of the day, but you've got to be there for your clients. And to your point, John, the clients are there on the weekends. And so if we want to help make sure that people secure the home that they love, the one that they want to be in, we've got to be present and we've got to be available. So, um, so Kelly, I'm going to ask you a similar question, uh, uh, for loan officers listing, what should they understand about earning an agent's trust? Communication. We've, I mean, that's just number one. You've got to, how can you have a relationship with somebody if you're not communicating with them? I mean, that's basic. So having that communication, visiting with them, you know, I mean, we don't, we're not really live that close to each other. It's a couple hours, a couple hours drive. Yeah. It's a rare occasion that you two are actually in the same room. We got to make that happen. Yeah. So I think being there for them, answering their questions. One of the things that John brought up is, you know, when I come up with a cool idea or I see something, I learn something. I want to share it with my realtors. I want you to do better because if you're doing better, you can help me do better. So and I love, you know, Coaching, I guess you'd say coaching and providing that extra extra help where needed. John's going to start doing more social media and videos. That's right. We're doing it right now, John. We're doing it. And let's call it collaborating. Right. It's collaborating because I'm sure John brings stuff to your your table as well. Right. To help you in building your your attraction. So you're here in real estate and lending to everybody's always saying you got to get out of your comfort zone, get out of your comfort zone. Social media is not my comfort zone. And then I hear my brother, I've got a wonderful broker here, and she's always, you know, she calls it a secret agent. Every time she says that, I hear bomb music in the back of my head. I'm like, I'm staying in my comfy lane. No, no. She's always telling us, hey, you know, get out of your comfort zone, do more, be social, be in the community. Yeah. And I think with Kelly helping me here, Well, that's huge. And let's talk about this too, Ben, because I'm going to correct you real quick here, right? So it wasn't your comfort zone. It's becoming your comfort zone. And that's the language that we have to use when we talk to ourselves, right? More importantly, here you are. And by the way, we are live, my man. We are live and you are super comfortable right now. I think what needs to happen is, is that you're getting into your comfort zone that you didn't realize was your comfort zone all along. Right. And, you know, to stay present. Go ahead. I'm comfortable with people. You know, some people walk in my office right now. I'll talk to them about anything. Absolutely. Put a camera in front of me. I knew. Well, we want you to get comfortable because at the end of the day, more people need to find you guys, right? More people need to know that you're out there and need to have an understanding that there's teams out there that actually care about the people that they do business with. And this is how people see you, right? You already have a great big list of people that know, like, and trust you. Those are already there. But when somebody is referring somebody to you, and I say this all the time, in twenty twenty six, social media is your business card. right uh websites are you know they're there but that's not what people really look at anymore they look at who you are what you're doing socially and what what they can trust is is the things that you're putting out there and if there's a consistency between who you're showing up as on on the the screen and who you're showing up as in person uh now all of a sudden trust is automatically built they may be able to listen to this podcast hear you guys share some stories and go man you know what i i like these two like these are my people you know Yeah. So, all right. So we're at the very end. So if each of you can give me one piece of advice for buyers in choosing the right team, what would that be? Just call Kelly. Just call Kelly. She's going to call me. I'd like that advice. I think that's right on the money. You know, if you're in Tennessee, what other States you in Kelly? Tennessee, Alabama, Mississippi, and Florida. There it is. And if you want to find Kelly, get over to Facebook. If you don't know her already, you should. And you can find her at Loans with Kelly Taylor. Loans with Kelly Taylor. And she can help you in a few different states. John, now it's your turn. And let's do this, man. So where are you at? You're in the great state of Tennessee. Is that right? Yes, sir. And where specifically are you operating out of? I am just north of Nashville, but I serve all of Middle Tennessee. There it is. And you can find John on Instagram at John sells homes. John sells homes or go to Facebook and you can find him at John dot whirling dot seven, seven, nine, or just look up John learning orally and look for this handsome guy. I'm pretty sure you can find him there really easily. And maybe he doesn't have the strongest social media presence yet. But if you watch this podcast, you know who he is and what he's about. And he cares. You know, who knows? Six years later, you guys may be having phone calls talking about how you guys got him in the house. And maybe you'll have one of those crying moments of closing because you didn't know you could get there. But with this dream team, you can certainly make that happen. So, well, guys, anything that you want to say? Any last words before we jump off today? Thank you very much for the opportunity to get us out of our comfort zone, into our new comfort zone. That's right. Into our new comfort zone. I love it. I love it. Good stuff. John, anything from you? Thank you for this opportunity. It's fun. I love it. Yeah, well, good stuff. Well, maybe we started a spark in you. And, hey, to all our viewers out there, too, hey, start your own spark. If you guys need help with a transaction, don't hesitate to reach out to these two. They are a wealth of knowledge, and they're going to help you make the right decision for you. But, hey, if you love leveling up and learning more, keep coming back to the show. You're going to find me here all the time. on a network close to you. If you know which platform you're on now, just subscribe to that one. And until the next time, we will see you guys then. Take care.