LOS.Live Presents: Complex Loans and Clear Wins - The Shane Valente Way of Doing Business

In this no-fluff episode, host Devin Dubuc connects with mortgage powerhouse Shane Valente, a California based loan strategist with deep roots in Dallas, Texas. From scrappy beginnings in side-by-side cubicles to dominating high-dollar West Coast markets, Shane shares how mastering complex loans, delivering real and consistent value built his reputation as the go-to fixer in the mortgage space.

💡 What You’ll Learn:

• How to turn “dead deals” into closed loans (and raving fans)
• Why being a technician, not just a rate-pusher, makes you recession proof
• The mindset shift that separates surviving LOs from thriving ones
• Why honesty, consistency, and service after the sale build lifelong clients

This episode is packed with wisdom, and winning strategies from a loan officer who never left the game and never stopped leveling up.

#LOS.Live #LoanOfficerSuccessLive #PremierLending #ComplexLoansMadeSimple #MortgagePro #MortgageMindset #ShaneValenteWay  #LevelUpLO #MortgageStrategy 

Creators and Guests

Host

Devin Dubuc

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

What is Loan Officer Success Live?

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

Hosted by Devin Dubuc, LOS.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 LOS.LIVE.

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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 to Loan Officer Success Live, sponsored by Premier Lending.The show where the mortgage industry's top players pull back the curtain.Your host, Devon Dubuque, sits down with industry leaders, top producers, and game-changing mortgage tech innovators, all sharing their unfiltered strategies, bold ideas, and proven secrets for success.Get ready to take notes, think bigger, and play to win, because this is Loan Officer Success Live.All right, guys.We're live and, uh, man, we're in, uh, 2 places at one time.I got my great friend, uh, and somebody I've known for quite some time, uh, Shane Valente, uh, from Cali, but, uh, man, you're not from Cali, are you?No sir.Dallas, Texas.Born, born and raised.Just a, just a, a lost guy out here on the West Coast.Well, you're born and raised, and I'm born in Kansas and I'm the one that's still in Dallas.And you'reWhere are you now, man?What, what part of California are you in?Uh, I'm in northern California.Uh, if you hug the coast, I kind of bounce between a beach town outside of San Francisco calledor outside of Silicon Valley called Santa Cruz.Okay.You head down further on, uh, the Highway 1, you get into kind of Monterey, Carmel, uh, where I have an office down there in Carmel, which is kind of famous for, like, the golf scene.Uh, actually a lot of Dal- a lot of Texans love their Carmel by the sea.Uh, like Pebble Beach is there, so a lot of retirees.So kind of 2 different, completely different markets.You got Silicon Valley spillover of tech into the beach town of Santa Cruz, and then you got pretty much the whole world that wants to either have a second home or retire in Carmel.There it is, man.Yeah.Good stuff, good stuff.So what you guys don't know is Shane and I go way back.Like, we cut our teeth in the industry together.Uh, you know, I started 23 years ago.And about a year after I started, uh, this, this amazing gentleman came to start where I was at Dallas Home Loans.Uh, you know, our CEO at the time was David Melrose.Wow, yeah.And, uh, Shane and I were teammates, man.We worked on the same team, uh, for what, man?Probably 2 years?Maybe 2 years, 3 years?S- something like that.I think, you know, Melrose and his team were kinda imploding, and we just felt like there was probably some better opportunities to, you know, stay afloat and do better business.Yeah, yeah.And I think for a while there, you had gone over with a good friend of ours, Kevin Malloney, and then, uh, and then you guys branched onto us for, for a short period of time.I think that'd have been around 2005, 2006.Does that sound about right?Yeah, yeah.There was, there was a lot of kinda in and outs and trying to find a home and the, the industry was just kept turning.You know, every day it was kind of somethingyeah, that was- Yeah.there was, there was a lot of in and outs at that point.And then you ran out to Seattle, right?And thatI did.Yeah, that was, uhI thought that was gonna be the end-all, be-all.I was gonna be a Pacific Northwest guy and went and got licensed out there and was trying to set up roots to be a broker of record.And then before I knew it, I was, you know, packing up my stuff and headed south to California.That, that could be, that could be a great cloud thing of Seattle.I, I think I kinda missed the sun after but uhMy man, my man.Yeah, so then out to California.And, you know, we kind of lost touch here and there throughout the years.And, uh, you know, it's kinda cool because, uh, you know, I got remarried back in 2020, and you and I connected.I came out there for my bachelor party, right?Yeah.That's right.And we hit up, uh, San Diego, or just outside of, and, uh, had a great big great reunion with all of our good buddies.And Shane showed up, uh, to support it, man.We got to connect and, you know, I got to hear about all the cool things that, uh, he'd been doing.Uh, and, you know, he got to hear about some of the stuff that I was doing.It was great, man.Just to see people that we dove into the industry with, uh, you know, cutting our teeth, uh, you know, transitioning and turning into the great success stories that they are today, man.And, and you're one of those success stories, brother.And that's why I wanted to bring you over here and just kinda share your stint in the industry and some of the things that you've done and, and, you know, how you've gotten where you are today.Well, I appreciate that.Yeah, it's, uh, it's been a long road.I thinkQuite honestly, I think you're the only person other than myself that, that kept contact with it still in the industry.Like, we never left.I mean, you always had the stories.I'm sure you hear about it every day.It's almost, almost every single real estate agent here in California at some point had their real, uh, had their loan officer license.Yeah.If they don'tAnd, uh, they'd tell me the stories and, "Oh, look at"You know, after '08, '09, yeah, we, we, we stopped.And I was like, "I didn't."I kept strong.And, you know, that's, that's the thing.I was just having a conversation with one of my, uh, business partners today, and he was just like, "I had the most success of my entire career in 2010 and 2011, you know, real estate wise.When everybody else was running away, I ran toward it."And I think, you know, there's, there's some, you know, some gold in that thought process that, you know, if you, if you don't stay the course, it doesn't make it easier to get out and come back in.That's right.That's right.Well, and you know, at the end of the day, you know, what I found is people that create great success are the ones that just dive in and go headfe- you know, head first and just stay consistent, right?And there are times in everybody's career where things may get a little scary, but that's when the good stuff happens, man.You know, like, when things get scary, that's because you're moving on to that next level.And sometimes you gotta go to that extreme to be able to get there, right?Exactly.You know, sometimes it does get scary.So yeah, 2010, that was a weird time in the industry.Uh, I think everything leading up to that was, uh, an interesting time.But right after that, man, '11, '12, '13, we got back into some great markets.And, uh, I think that's where a lot of your building really started, right?Like, you started not n- not just being an originator, but you started building a team and, and really doing some stuff.Yes.Yeah, itWell, when I got to California, I was, was basically gonna do what everybody else was doing.I was gonna forgo doing loans.And, uh, the first people I were meeting were in real estate and doing pretty, you knowA, uhA good amount of business, having some success and I was like, "Whoa, I could do that job as well."And I talked to one of my mentors and he was like, "Why would you do that?"He's like, "If you got this great craft," he's like, "stay in the loan side of things, come work for us, you know, or with us."Um, and he kinda knew right off the bat that, you know, I was a good technician and so I just stayed theStayed in the game.And when I got here, I was pretty intimidated because I thought, "Wow, like these guys have"It was everything that we heard about in Texas.Massive loan amounts, oh, you know, so much success.Tons of competition.Yeah.And- and it- Yep.turned out, really, once you peel back the onion, that it was a lot of lazy own- lazy loan officers that were entitled because they only had to do a half the business that we were doing and make twice as much money.Yeah.They didn't know how to get through adversity with a tough file.Yeah.And when adversity hit, they were nowhere to be found.They didn't pick up the phone.So I basically started picking up business just by being- Where'd they go?you know, the, the Superman of bad loan officers.And I'd just come in, I'd clean up a file, get it closed andAnd then that basically became my spiel is, "Hey, I know you don't know me, I've only been here for X, I've been in the business a long time, but if I do what I say I'm gonna do, I get the job done, I follow up, I communicate, will you have coffee with me after we close?"And everything was on."Absolutely."And that's just, slow but surely, I just started picking off good accounts and, umAnd then, uh, you know, it kind of spread like wildfire.AndAnd I wasn't technically doing anything differently.I think just, you know, and it's, uhIt's kudos to you that I've been educated enough to dig into a file, figure out what's wrong with it, you know, scrub a credit report, look atLook at it and then, like, "What are the things that could prevent this file from happening?"Yeah.Versus already trying to get to the sale that it's done.Like, if you look at it as it's kind of ugly and you'reAnd you're preaching that to somebody that thinks it's always perfect, you're actually a different voice in the back of theirAnd, umAnd when you say, "Hey, look, like, thank God you're talking to me."You know, 'cause if you weren't, this could be an issue.Is it going to be an issue?I don't think so, but if it is, we got plan A, B, C, D, E here- Amen.to help you get where you need to get going.Amen.So just a few of those, just, you know, rap sheets and then, you know, being coached really well and partnering with people that, you know, knew that there were people doing more production and smarter than they were, that, uh, kind of helped me get out of a tunnel vision and actually start, you know, spreading, you know, what I know.Well, man, I love that you took it back to the grassroots 'cause I remember, you know, back when we were teammates, you know, years ago, I mean, that was it.I think that's what we were known for, is taking files that other partsThat even eth- other teams in our own company couldn't get done, right?Yeah.And we dissected those down to a science and then we not only figured out how to get them done.I'llI'll never forget, man.I can't remember who loan officer was, but I remember they were on, uhAndAnd sorry, Grant Branoff, if you're listening in, uh, they were on your team andYou know, basically, uh, what, what happened was the file was not working the way it was, the processor handed it back and said, "This client's dead!"And they came to me 'cause they heard that our team was doing some cool things, right?And they were like, "Hey, man, this file's dead and I don't know what to do with it."And, you know, what was really amazing was that I was able to take that file, transition it over to an FHA loan at the time, right?Uh, they were putting them on a subprime loan, so this client- Right.didn't qualify subprime, but somehow could qualify FHA, right?So we transitioned over to FHA and not only did we get the client qualified for the loan, we got him a better interest rate because it wasn't subprime anymore and the loan officer made more money, uhIn hindsight, it doesn't work the same now.We make the same money on every file, right?But back then, you controlled the pricing and the loan officer made more money, client got qualified, we got them to the closing table.And that'sI mean, I, I think that's one of the things that makes, you knowMakes this industry so great, is that we can take people that have been told, "No, I can't."and we can show them how they can.And Shane, you turned that into your business practice of going out and finding agents and showing them that you were that loan doctor, right?That, that, that surgeon that could get in there and take somebody else's no, turn it into a yes, and help those clients get home, and give the agent a better experience.Yeah, absolutely.I mean, it's just what it is.Um, you gotta separate yourself from the pack.Like you got your low rate leaders and that's all they know.They really haven't figured out anything else, but that's what I do.I sell low rate and if I'm not the lowest, then I can't help you.You got like a client of mine or a colleague of mine that was in business for a long time.Like I taught him how to do VA loans and they're great, fantastic loans.And he ran with it.Like he's got like American flags behind him and-boy, he's, he's not a military guy.I mean he- Oh, okay.He sure, he sure looks like it.And he'll, he'll salute you and he's the number one, you know, VA guy in Monterey CountyYeah.And, you know, like I said, that's fine.Like get your angle, you know, follow that angle and, and hopefully build fromAnd that's really all I did in a market where I did not have the relationships.You didn't know anybody, man.I mean, you were from Texas and then Seattle and then California, and you were starting fresh.I love what you said about the VA guy.You know, I was recently at a conference, uh, shout out to Neil Dhingra and the Forward Mastermind.Those guys are doing some great things over there, and they brought in some amazing speakers.And, you know, I remember one of the speakers stepped up on stage, and I'm gonna quote him, so, you know, maybe ear muff moment, but he said, "Look, at the end of the day, we keep getting told that we've got to know everything and do it all the best.But the reality situation is, we don't have to.We can be a one-trick pony, right?But if we're gonna be a one-trick pony, make sure that pony's a fucking unicorn."Right?Right.And that's what you're talking about here is your buddy went so all in on understanding VA that he became the one-trick VA pony, and he's built a great market out of that, right?Right, absolutely.And, uh, you know, that's the thing, guys.You know, if you're tuning in and you're wondering like, "How do I set myself apart from the competition?"Zone in on the things you're great at and that's what you need to be talking about, right?Those are the thingsYou did the same thing, Shane.You said, "Look, here's how I operate and this is how I get things done.And at the end of the day, I'd love to build a relationship with you and have coffee with me.Let me prove it to you by closing your loan," right?Yeah.Yeah.That wasThere just wasn't a lot of ask, and that's just what you gotta do sometimes.You gotta ask-and you gotta ask for the business.And whether that's taking somebody to dinner or coffee or follow-up conversation, I think loan officers getthey get so, I guess, you know, narrow-minded in just the basics.Like they, they can't wait to get a client off the phone during pre-approval.They really haven't asked them anything or even listened to them and digest it, because the whole time they're just trying to pre-underwrite it, set the rate, get it going, hit pre-approval, issue the letter, and then call me back once it's, you know, in contract.And the problem is, is that, I mean, AI is gonna take that job.Mm.I mean, you really have to be a fiduciary.You gotta separate yourself from the pack, whether it's being a technician or a VA guy or I am a low rate lead, whatever your, your thing is, you know, you're gonna have to do more.And I think that's just really what it is and that's like building the team.And now you're, now you're a, a service product.I was on was on a deal yesterday with like Barry Habib and, you know, it's just good refreshers for loan officers and teams like to bring value.And he made the very good point about like, do you want, you knowDo you think that people staying at the Ritz-Carlton in Hawaii paying $5,000 a night, they know they're paying that, or they can pay 350 at night and get a very great room, but they're paying the 5 grand and they know they are for the service and the amenities- That's it.that come with it.And not that we're, you know, a, a 10x more expensive commodity than the next- Right.bank or what have you, but there has to be, "Hey, we're not transactional.We're not transactional."The boutique service."We're gonna follow up with you.We're gonna rate strike.We're gonna do an equity review with you a couple times a year.You know, we're gonna hook you up with the trust attorneys, the tax advisors, the CPAs if you need it.If you don't, let's have that discussion."So I think if you start building yourself as a fiduciary and not just a salesperson, I think it's justit's worth its weight in gold.And, and, and of course, you gotta be good and you gotta communicate.Yeah.You gotta have decently low rates.You can't be a high rate leader.But, you know, that's all being part of a good team and a biga good company where your margins are correct- Absolutely.for, for whatever your market is.My market is a is a whole different story probably It is a different story.You're, you're in that area where, you know, pricing is pretty lean, you know, and it has to be.And, you know, if you're gonna compete, you gotta be there, but at the same time, how do you compete and keep a good P&L to where you can stay profitable and keep yourself in a good financial position, but at the same time, you know, uh, provide a great service?And I think that's what you're talking about, Shane, is when you said to start apart from the competition by giving more value to the end user, and value isn't here's the best interest rate, uh, here's the best.Value is what are your needs, how can I meet those needs, but how can I meet those needs throughout the loan process?And then what does that look like after the process too?Because we're creating clients for life, right?I'm sure with you, just like, you know, any great LO that I know or branch manager, uh, that I know out there, you're keeping in communication with the people you're doing business with and you're letting them know that your services don't stop-at the closing table, right?They continue after the fact.And I love that you talked about the hotel thing.I use that one all the time, so I don't know, I might have to call Barry.Yeah.I don't know who, who started it first, but I always talk about that, you know, because when we take a vacation every single year, we only get one of those, right?Or 2, maybe 3.Depends on the family, right?Right.And where are we staying?Are we staying at the, you know, the, the, the Best Western?You know, the, the, the, the, uh, Motel 6, right?We don't necessarily have to stay at The Carlton, but man, I'd like to at least stay at a Marriott, you know, if I'm taking the family out.And wouldn't I expect a little nicer service there, right?You know- You want that middle ground.You want good value, you know, with service, and, and what you consider a, a fairly competitive price.That's it.You know, whether that's you doing your own homework to find that price or the person that's setting your, your, uh, your vacation for you.That's it.Well then- So yeah, I think, I think there's definitely, you know, some, some lost value in there.And I think it's also, you know, loan officer mindset, you know, 'cause I mean, so, I mean, I don'tEvery loan officer there is for, I don't care who you are unless you're lying, you know, looked at the COVID business and just loved it, writing checks, get, break their necks runn- uh, cashing checks, buying stuff.And then, you know, the 2023, 2024 60, 70% drop in business and they're just- Yeah.they're floored.They're depressed, they're post-COVID, you're drinking too much, you're, you're, you hate the business.It's harder to do it.But it's like, I actually kind of flipped the mindset a little bit and I was like- Amen.I'm excited about interest rates going up because I'm looking at it as like, yes, I might have less purchased business, but I'm gonna get 3 or 4 repeat business clients out of every single purchase transaction that I do- That's it.That's it.as we tick back down the refi game.Mm-hmm.My COVID clients, unless they move or we're pulling equity, and I'm, I'm talking to them too, that's not really my home base anymore.It's everybody that I just wrote a deal for over the last couple years.That's it.And guess what?That's gonna pay me 2, 3, 4 times in the next 2 or 3 years.So- A hundred percent.I think that's just the mindset that you kinda have to change versus like, "Oh my God, my volume's down," versus like, "Well, I'm gonna do more with the deals that I just did."I love it, man.I love it.Well, and I think another thing you gotta put out there too is not only did the market shift 70%, we lost 70% of loan officers.There's only 30% that were here during COVID that are left.And that's a great thing.That's a great thing for clients, 'cause what does that tell you, right?It's a great thing for your agents.The 30% that are left are at the top of their game.Yeah.And that means that you're starting to be able to work with the best of the best of the best.And that's what you deserve, right?You deserve to be working.Now, I'm not saying that there's not still some desk jockeys out there and some folks that are, you know, not at the top of it.They're, they're, they're still gonna exist, but man, the majority of the people that are left standing right now and having success, you can see them, right?You can see who's doing well in this industry.Uh, these are people that you can know, like, and trust.And, you know, again, Shane, you know, I, I love that you jumped on here with me, man, because this is the kind of education that people need.Consumers need to hear that, so do other loan originators, right?Like, they need to know that we've gotta be the best versions of ourselves.And before we jumped on here, we were talking in the green room and, you know, one of the things that we were talking about is, you know, uh, basically getting prepared for, you know, what's to come, right?And, and I, and that's, that, that's 100% where you said, you were just like, "Man, honestly, I'm excited for the future."Uh, you can talk about that, man.Like, what gets you excited?you know, that'sI think it's just a mindset thing.I don't know if it's, you know, call them 44 andBut I, I actually enjoy this business more.And as tight- Yeah.as it is and as skinny as the margins are, is I, I think 'cause I can appreciate the education that I'm, getting on.Mm-hmm.I don't just look at it as a, a paycheck.You know, there is help.And, and I'm in small markets, and so every time I do somebody, like that person knows somebody that I know, and it's like, it just the, you know, the tree roots.They just kind of weave and, and even though you can't meet every single person, it just kind, the referral network grows 'cause when you're in a mass market like Dallas, Texas or Austin, Texas or Chicago, like, you're never gonna meet e- you know, you're, you're not one degree to separation from one another.Here we are.And so that's been kinda cool as you, you're like, "Oh, I w- I went to a party the other day and there was like 3 or 4 of my clients I've never actually physically met."Oh man, that's great.but they were just from the neighborhood that I do a lot of business in.So that, that's nice, seeing the fruits of the labor, being a little bit more, you knowhaving a little bit more years underneath my belt.But also excited about the future.Like I don't know you know, the stock market's gonna do.We know the housing market should do its normal clip if you look at history.You know, the world is not ending.You know, we've been through turmoil before and so I think if you just click off the news or, or at least turn the volume down- Yeah.on the day-to-day stressors, it can actually make, you know, what used to be a really stressful and ugly situation aI love that, man.Yeah, I had a, uh, a call earlier today with our secretary mark- marketing and, and my CEO, uh, Fadi Farag, and you were talking a little bit about the state of the market.And, you know, yeah, I think you're right.There is some doom and gloom out there and there's some folks that are struggling and frustrated, and they should be.You know, average, uh, savings is down to the lowest point pre-COVID.Uh, but at the same time, and I think this is what f- a lot of people forget, is that pre bro- COVID was normal.That was a normal market, right?Like that was aAnd not just a mortgage market, a normal market for our country, right?Like that was a normal place to be.And so, you know, I think a lot of people, uh, are, are, are struggling with the patience because we got used to being able to like, overspend.Yeah, yep.Totally.And it created this inflation bubble, right?And at the end of the day, we've gotta control that, right?So I think what's happening in the market, and I'm an unpopular opinion here, I think we do need to wait to fully drop rates, right?Like I'd love to see it.You know, the business side of me says, man, that'd be great, right?Like I'd love to see it happen.But at the same time, I also have to think about our country and I think a lot of people stomp on that and, and, and make sure that we're ready to drop those rates so that we don't just go right back into the same problem that we had before.What, what's your take on that?UmI mean, of course you're gonna say we need to make money cheaper to get out of a recession.Whether we're in one or we've been in one is, you knowIt's hard to argue one way or the other.Um, I wouldn't mind if, if, if the cost of money got a little bit cheaper.I think we should be sitting about a point less than where we're at right now.Um, I think it can stimulate the economy in different ways if it's not done too quickly and too recklessly.And over time, um, I thinkLike in last September when we dropped the federal funds rate, you know, a point, like mortgage rates went up a point, you know, we weren't as healthy 0 and doing as well on inflation.We weren't doing as well- Right.with employment.Take away the whole tariff conversation and, you know, we're in a different, we're in a different market.So I, uh, I think that, you know, we're, we're going down a pretty good roll ofroad.Yeah.I mean, at least in California, I think the real estate market here should be pretty steady.I mean, we have the AI companies that have pretty much said, "Hey, we're, we're, we're into Silicon Valley," which helps, you know, facilitate my markets that, you know, I work in, I think.And just the rest of the nation is kind of a spilloverYeah.And so I think that, umI think we're doing pretty good.Uh- Definitely.I'm not a doom and gloomer.I don't have the, the news channels flashing by me in my office.Um, I love data.I love reports.You know, more accurate reports than not.But umAnd I love history.Like all we can do is look at what's, what is going on today and give me another time in history that the same kinda things happened.And what was the outcome?SoMy man, my man.Well, I'd love to keep you here all day but I know you've got things to do.What's something we didn't touch on today or a closing message you'd like to leave out there for anybody that's viewing in?Ah, something we didn't touch on today?I mean, a- from a, from a loan offer standpoint or for growing the business or for the consumer?What do you mean?Anything that's important to you, brother, right?Anything that's important to you.My audience is typically other loan officers or agents that are looking for success tips, or even borrowers that wanna know who they can connect with, right?People that they, they can know, like and trust.Like you, brother, and that's why I'm running your, your ats down here at the bottom.Yeah.If you guys wanna get to know Shane, and you should, hey, go over there and, and like his page and, and you know, DM him, right?If you got a question.Go ahead, brother.I think, I think, um, honesty and, and, and being upfront and, and being truthful in a sales relationship is so important nowadays.And I think like the moreThe relationships that I establish now don't have dollar signs behindYeah.If somebody isn't like-minded in the fact that they're truly a good person, like take out the business, like would you go hang out with them?Yeah.I'm probably not, you know, doing that.Like I, I love positivity.I don't need to be in a yoga studio and namaste type of deal but likeLike I just love, you know, people that, that truly feel like their, their glass i- is full and it's not- Yeah, yeah.half empty and it's not sinking, it's not cracking.And those that are, I love to be a positive spin offYeah.And so now I, I definitely practice what I preach.Um, I enjoy what I do, and I giveAnd like that's the one thing I truly love about our business is that our knowledge and our history is all free.Like we don't charge by the minute.So everything that I tell people when I have conversations is truly what I'm probably doing in my own practice or I'm telling to my own clients as I would tell to all my friendsAnd so I think that honest approach is justUnfortunately, it's like an afterthought in today's society.So that's what I truly do, and I don't know if that answers your question, but- 100% it does, man.Yeah.that's what, uh, we pride ourselves on here in my office.That's what it's all about, man, and that's why I wanted to have you on here.You know, I know your values, I know who you are, I know what you represent, I know the service you provide your consumers.And dude, like, you know, it's- it's awesome, and it's awesome to see where you took this thing, Shane, right?Because again, man, I literally remember 2023.2 cubicles, right?2003.Yeah, 2 2003, sorry.2 cubicles, right, side by side.Yeah.2 young guys jumping into this industry, you know, wanting to change the world, and, uh, man, we had a whole lot of fun, don't get it wrong, man.But, uh, you know, at the same time, we were not anywhere near where we are today.And to see what you've done with it, man, it's super impressive, and, uh, that's why I wanted to spotlight you today.And, uh, you know, just show other people that there's great people out there that's, uh, in this industry that wanna give back.We wanna pour into you and help you become successful with what you're doing too.So guys, make sure you go over to Shane's page and, you know, get to know him.Appreciate that.You know, if you are looking for business, uh, in, uhAre you just California?What other states do you service, brother?Most of California.I mean, I can do other states, but this is, this is my bread and butter.Yeah.And- and, you know, you can tell, Shane's a straight-up guy, man.You know, he wants to take care of people, and he knows he can take care of you in that state because he knows financing in that area inside and out, he knows the agents, he's got relationships that he can provide to you, and that's really what this industry is all about, man.So again, brother, super proud of you and super proud to see what you've done.Thank you.And, uh, guys, thank you all for tuning in.We appreciate your support every single week.And, uh, we will see you on the next one.So thanks for stopping by today.You've been watching Loan Officer Success Live.Where real strategies meet real success.Don't forget to subscribe now and share it with your teammates.And keep leveling up, because your next breakthrough starts here.If this fired you up, don't just watch success, go out there and build it.