Loan Officer Success Live

From Outback Steakhouse to top-producing mortgage leader, Kristin Jamieson’s journey is proof that grit, vision, and heart can rewrite any story. In this episode, Kristin shares how she went from processing files in Kansas to building a powerhouse team in Florida all while redefining what it means to serve clients with excellence.

We break down how she created opportunity in tough markets, built her brand through niche strategies, and empowered her team to scale without losing the personal touch.

✨ Episode Highlights:

Turning obstacles into opportunities (and why Kristen never takes no for an answer)
The strategy behind her “Trojan horse” approach to agent relationships
Why building trust always comes before business
How to empower your team and get out of your own way
A fresh take on leadership that’s changing the mortgage game

If you’re ready to learn how to create your own market, elevate your brand, and win at any level, this is an episode you can’t afford to miss.

🎧 Tune in now and get inspired by Your Mortgage Mentor, Kristin Jamieson!

Connect with Kristin:
(352) 242-1535
kjamieson@premierlending.com
FB: www.facebook.com/KristinJamiesonMortgageTeam
IG: www.instagram.com/kristinjamiesonmortgageteam

#LOS.Live #LoanOfficerSuccessLive #MortgageMentor #KristinJamieson #PremierLending #LoanOfficerSuccess #LevelUpYourBusiness #MortgageLeadership #strategies #sales #mortgage

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.

Social Media Links:
Instagram: www.instagram.com/los.live.hub/
Facebook: www.facebook.com/los.live.hub
YouTube: www.youtube.com/@los_live

Premier Lending, Inc.
13850 Ballantyne Corporate Place Ste #380
Charlotte, NC 28277
NMLS #238143

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, Devin Dubuc, 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. Proven Secrets for Success is right today because we've got rock star Kristen Jamieson here on the podcast. And man, I am super excited to tell the tale. Welcome to the show, Kristen. Thanks for having me, Devin. Absolutely. Absolutely. So where are you hailing from today? I am in Claremont, Florida, about twenty five miles west of Orlando. Wow. Very cool. Very, you know, I get out there from time to time. We'll have to catch up next time I'm out there in your neck of the woods. Um, but, uh, yeah, I'd love that too. And you know, what's, what's crazy is, uh, you know, I found out recently, uh, we share a, a, a home state in common cause I'm from Kansas originally. Where are you from originally? Overland park, Kansas. There it is. There it is. One of the coolest places on the planet. I'm telling you, I love Kansas city, love the barbecue, love the people. And, uh, man, I'll tell you, I think just there's some prodigies that come out of that state because we're a hardworking, uh, individuals out there in Kansas. Right. Hardworking, educated. I believe the education system in Kansas, I mean, having my children in a public education system in Florida versus the public education system in Kansas I grew up with are night and day. And I always, I mean, I get people that talk to me. I mean, we talk to people from all over the world, right? Especially in Florida, it's a melting pot. I have more people tell me, they're like, I can tell you're from the Midwest because of how well-spoken you are. Amen. I love that. I absolutely love that. And I should have caught on to that earlier. But when you said it was like, oh, ding, ding, ding makes so much sense. So how'd you get from, well, let's start with this. So you're from Kansas. How'd you get in the industry? How'd you get to mortgage in the first place? Well, I mean, if we're getting like, we're going way back to like, yeah, let's go back. Teen years old. So I was, I worked at Outback Steakhouse while I was going to college. Okay. And my sister at the time, I mean, was twenty one. I wasn't. But after work, everybody would go over to Applebee's to have a drink. Right. You worked in the restaurant industry. You had a drink. I'm familiar. And anyways, whether I was twenty one or not, regardless, I was sitting at a bar at Applebee's and this lady was like, She was just like, man, she's like, I really think you would be a great mortgage loan processor. And I was like, what's a mortgage? And she's like, what? My parents had never owned a house. I owned my first house before my parents ever owned a house. So I was like, what's a mortgage? And she's like, okay. She's like, I can teach anybody about mortgages, but it's how you get money to buy a house. She's like, I just, something about you just tells me you would be a great processor. Why don't you come in and interview? Like, and at this point, I mean, I was going to college, working it out, but like thinking I was doing pretty good. Like it wasn't bad. I wasn't doing anything wrong, but I went ahead and went and ended up started working as a processor. So that's how I initially got into the industry. And young, right? You kickstart as a processor in the industry. So you're going from restaurant to processing, which are both very high paced customer service oriented businesses, right? If you're doing them right, if you're doing them right. So we jump over into that space and how'd that go, right? I mean, learning to process loans from the ground up. Did you start somewhere before jumping in or were you just, here's some files, let's go. Well, I mean, obviously they had a lady there that was kind of trained me, but you got to think so. Eighteen. This is back in two thousand one. So twenty four years ago. And I'm not that old, but that is really like how long ago that that was. So this is working with paper files and no doc imaging. I remember having to even pull out the typewriter and typing, investing on deeds and mortgages like typewriters in two thousand one. That's crazy. That's cause you were in Kansas. I'm sorry. I'm from, cause I was in Texas by then and I was typing in computers when I started in the business, but go ahead. So you're typing up vesting on computers, but in the same sense, and I was great. I was actually kind of lucky. So the company that I first started with, they were a broker shop and the processors actually did the processing and closings in doc magic. Yep. Yep. Remember that program? Well, I was able to see both sides of that process, right? It wasn't just, this is how you get a loan to close. It was what happens in closing. And then obviously your post-closing issues, your funding issues, your servicing issues, all of those. Yeah. Everything that goes into really getting the loans closed. Correct. Super, super well-rounded in the industry. And I stayed in processing and eventually moved into underwriting for thirteen years before I decided, well, really, it took me doing a loan officer for a loan for a loan officer that was an employee of the company that I worked for to see how much loan officers actually could make. um and he was one of the better ones right like i'm saying he was average or like he was definitely top tier yeah top of the game and so i looked at my salary at thirty seven thousand five hundred versus i think at this time he was probably making a hundred and ninety two hundred thousand or something yeah but i mean you gotta date back to that's good money at that point in time right like it's yeah And, um, still good money for a lot of people today. I want to clarify that, right. I'm not saying, but yeah, but you know, when you get to a certain level in your life, right. You know, that it's not as good as it once was. Right. Right. And more money were problems. Like it is what it is. I mean, fight me on that one. All you want, like more money, more problems. So, um, I just, I didn't understand why I did all the work and he made all the money and he wasn't any smarter than I was actually, I'd go toe to toe to him. in any sort of conversation and probably annihilate him to this day. So I'm not saying I'm better. We're just different. And so that was the starting point of, okay, if he can do this, I can do this, right? That's it. The company I was working for, I got an email for the processor that used to be there. And it was a Mortgage Marketing Animals email inviting me to a boot camp in Tampa, Florida. And I had just moved to Central Florida area, like legit just October. And I think the event I went to was in January. Got it. And so I went to that event and I met some, I mean, Clearwater Beach. Yeah. Clearwater Beach. And this was like the beginning studios, right? We were whiteboarding in one big room, not in hotels with three hundred people or anything like that. Like, yep. the real deal. What I feel when I think of the mortgage marketing animals. Yeah. Yeah. Makes sense. And so I went there and I wasn't an originator yet. I was still processing, but I knew I needed a job. So I'm like, if I'm going to find a job, because the guys I worked for, they wouldn't let me be an originator. They told me over and over again, how processors make terrible originators that they, I would struggle to make what I was making, and my children might suffer because of my decisions. You throw kids into a mama's face, it's not going to end well for you, I promise. I will work at McDonald's pushing carts before my children don't have food to eat. That's it. So I was lucky enough to set across from one of our colleagues, Scott Hudspeth, at that event. And kind of just we connected, at least I thought we did, until he didn't call me back. I know. And you're talking about Scotty. We know Scotty calls everybody. She was just a little peon processor, though. But he eventually did call me back. And when he did call, or actually, I probably, I think I got through to him because I don't stop. Yeah. I think the first thing I said to him was like, call me maybe. And he's like, ah, ha, ha. So I did get invited to a seat at the table with the company that he worked for at the time. And I truly believe I was a sympathy hire for, as far as an originator is concerned, because they're like, if she doesn't succeed, then we'll just make her a processor. Yeah. We'll just throw her over here. Yeah. Let her, let her fail. Hey, we're just going to throw her to the wolves and let her, this girl fail. And if she fails, who's we know she will, you know, and she's already a great processor. So we just picked up a great processor, right? Yeah. Yeah. Okay. How'd that work out for him? It didn't. I was the number ten loan officer in their company that, that year. Let's go. I was the number ten loan officer for that company. Yeah. Never originated a mortgage in my life. Yeah. Well, I know you, so it's no surprise to me that you did that. And, you know, it kind of goes back to don't put anything in front of me and my kids because my kids are always going to, they're always going to eat and I'm going to do what it takes. And I love that mentality, right? So you take this, you know, and again, guys, when I say S&C, we're talking about the disc profile. And a lot of the times when we look at what typically, typically makes up a great processor versus a great loan officer, it's if you're an src which means you're very organized right and you like to follow structure uh uh you're typically not great at the loan officer role but when you are uh high d and high high you're great at interactions you're very decisive you make quick decisions uh but kristen is on the right side of that scale she's the s and the c uh but at the same time uh she's a bulldog so that's I'm a mama. I'm not a bulldog. She's a mama bear. Yeah. I love it. I love it. So you get in and you say, we're not taking no for an answer. We're going to, we're going to kill it at this market. Drop in number ten spot. I don't know how to market. I have never taken a sale. I mean, honestly, if you look at my resume and what I did in college, I went to nursing school. Okay. So I, Restaurants, loan processor, nursing school. No sales. Perfect loan officer formula. No, nothing. But I have a brain. So I really sat down because at this point I wasn't processing files all day every day. I'm like, I've got some hours. I had to look at what my community needed or what I felt I could bring and help my community that would get me in front of enough people but I was also looking for friends as well. And so one thing I noticed was we had went through several years of, I mean, reverse mortgages having a terrible stigma. They weren't as protected as they are now. And so I can understand how they got a little bit of the stigma that they got. But there was such a stigma around reverse mortgages. And I had processed reverse mortgages and reverse mortgage purchase. So I knew about them. But I noticed there were no loan officers in my area that were marketing or talking about them. Yeah. And let's talk about that area real quick because you're outside of Orlando. And last time that I looked, some of the largest adult living communities, right, for seniors in the world are right there in your backyard, right? Yeah. So, I mean, if you go to the villages, yes, you're going to find a loan officer in the villages that's bought and paid for by the villages that does reverse mortgages. But the villages isn't the only fifty five plus community. There are several and I mean, almost sixty percent of the population of the county that I live in is sixty two or older. So I saw a need. I saw an avenue. as far as I knew I could speak of them. I knew I could make myself the expert in them. And I also found a low touch way of getting in front of a lot of agents for very little money. Nobody wants to know that secret. Well, that's the secret. And I'm probably going to ruffle some feathers with this one, but yeah, I, how could I get in front of a bunch of agents for very little money? And I solved that problem by finding the big real estate companies of the world in my area, the Keller Williams, the Watsons, the EXP, the EXPs, I don't think was there, maybe LPT. I don't remember all of them at the time, but the ones that had in-house loan officers and a bunch of agents. Okay. Instead of going to the agents, because everybody goes to the agents, right? Yeah. Yeah. And then what do they tell them? I have an in-house loan officer. I can't talk to you. I just went to the loan officer and said, why would you go to the one officer? Well, because I knew that they weren't marketing reverse purchases, nor did most companies at that time do reverses. But they were heavy in purchase business, right? Because they're in the real estate office. And I know every loan officer is racking their brain all day, every day of how can we provide more value to our realtor referral partners? How can we educate them, keep top of mind, be in front of them, all that kind of stuff. So at that point in time, I could go in as a reverse mortgage loan officer, something they didn't provide. They knew nothing about. They didn't want to know about it. They didn't want to know about it. And I was able to provide value to their agents with them sitting right next to me. Trojan horse. They just wheeled you right into the room. And out comes the army and you just take over. And all of a sudden, because of your relentlessness and your attention to detail and how focused you are, when they started doing transactions with you, you won them all over. Correct. Well, so, I mean, obviously it takes a little bit of time to build rapport. No question. But so at the end of every presentation, I did learn from the marketing animals that you always have a realtor scorecard. You always have something tangible that you have your audience fill out that you can take with you. That's right. So one, you know how to follow up. And two, you know what they think they need. Yeah. So we can come again with more value. So I knew that if I could continue to provide value, I was still showing myself at that point as Kristen Jamison with First Financial Reverse. If people start to know you, like you and trust you, they're going to find out what you do. So at that point, it was those conversations, they're like, Kristen, you know, I really like you, but it seems like, you know, my older adult clients, they have cash or their kids or whatever. But we really want to work with you. Like, do you do regular mortgages too? Well, actually, here's Kristen Jamison's forward mortgage business card. And yes, I do. I love it. So what you did was you gained their trust. You gained their like. You built a relationship. And we talk about this all the time, right? This is a relationship business. And ultimately, you did the Trojan horse. You came in with something that nobody was thinking about. And you introduced yourself as that person. But then they liked you so much, they wanted to know what else you had to offer. Right. It's kind of like, you know, I'm at McDonald's, which I'm not because I don't go there or eat there. But at the end of the day, and it's like, hey, do you want some fries with that shake? Right. Little did you know, the fries were the burger. Like that was actually the main meal. They just didn't know it yet. You know, they didn't know it. And I love that. I love that you found a niche because, you know, again, I think that's a lot of the problem that, you know, originators have in today's world is how do I approach the agent? What is my selling proposition? And what you did is you created a proposition, but more importantly, you didn't lead in with, I want your business. You let in with, hey, when you know somebody that needs this, I'm available to you. And then you build a damn relationship. Like you actually just build a relationship. When the relationship comes first and people like you and they know you and they trust you, that's where the business starts to follow. It will always follow. That's it. So now we know how you got the business. So now let's flash forward to today because now you have a team, but you didn't always have a team. So how did you get to that point where, A, you needed additional support staff, and then, B, you could afford to pay it, right? Because we know it costs money to bring people on. Well, so, yeah, of course. It amplified super fast for me. So in that first year, I think from – Well, because I started March. I don't think my first loan closed until like May or June. But within three months after that, I was closing sixteen to twenty loans a month. Like it amplified ridiculously stupid fast. What year is this? Twenty thirteen. Ooh, twenty thirteen. And that's an itch. By the way, if you don't know, twenty thirteen is an interesting year because we just came out for two thousand eight, two thousand nine. Nobody knew how to lend for quite some time. Twenty twelve, twenty thirteen is where we started to get some comfort level of, oh, we can actually lend. We know how to lend. But it was still a tricky year for a lot of people because they were there were a lot of people who had gotten out of the industry. Some people were coming back into the industry and you're having a banner year in twenty thirteen. Killer. I love it. Well, so, but we still had some affordability, right? So it made it a little bit easier. Like we can compare then to now all we want and it's apples to oranges, the markets that we're in. Yes, it was difficult. But the coolest thing was having the background that I had. I knew what loans would work and what loans wouldn't work. And we didn't have to reduce all LTVs by five percent anymore at that time. So like you didn't need that much or you didn't need as much money. Right. And we're all coming off of nobody really had money during that time because the great financial crisis that we were in. I also live in a county at the time where my entire county was USDA eligible. I mean, unfair advantage, probably, but it is what it is. And I mean, I took full advantage of that. So we had affordability, rates were in the fours. And then I had, you know, any loan, almost I could do a hundred percent financing. What? Oh. Yeah, sorry about that. I've been having some connectivity issues over here. This is the second time this has happened to me today. So sorry to leave it hanging. But I want to talk about this too, because your background was processing. So I don't want people to forget that, right? So the background's processing. So what you know is what more than a lot of, there's a lot of investors that don't get to know their products. They just don't. They should. They should know, they should know them inside and out. They should know, understand how to explain them and how to sell them. Right. But you did the cheat code. You worked it backwards. You learned on the backside of how to put a loan together and how to put together an airtight loan. That's going to flow and process and get to the finish line with no problems. Now, when the market shifts and USDA is a product that a lot of us, I can tell you this from experience because I've been in branch management, leadership management for years. They don't want to get to know because it scares them. It's different than their standard loan transactions. It's a conventional loan with FHA appraisal requirements. Until I can get that in every loan officer's head, I don't know what to do. You and I are on the same page. I'm, I'm a product guy. I've always been a product guy. It's what I was known for in the industry. And at the end of the day, you know, understanding USDA, it was literally just pick it. Why don't you just pick up the guidelines and read them, you know, and get to know it because when you could offer somebody a hundred percent financing loan, uh, that doesn't have, uh, a monthly amount, I mean, it's, it's, it's there, but it's not there. Right. You know, it's pennies exactly. Uh, and you know, yeah, there's a guarantee fee up front, but there is on the FHA and the USDA as well, but it's a hundred percent loan. Right. Yeah. that you can get clients qualified for with no money out of pocket. You're offering something that people need. You can get into a house cheaper than renting. Amen. Amen. And now you've got a product that people actually need and you took the time to understand it. So you're killing it in the market while other people are not because you understood, right? It wasn't just the cheat code. The fact was you took the time to get to know it. And that could have come from partially having that processing background, right? Which is why I think your team works so well together because you know what goes into contract to close better than most loan officers ever will yeah yeah so twenty thirteen knowledge there too so not only was I have that like little strategy with the reverses right banks and credit unions because we opened our guidelines up much quicker than the banks and the credit unions did Whether we want to believe it or not, banks have always had portfolio loans. Yes, I'm not talking about portfolio loans. We opened up the agency guidelines on the banker broker level well before the banks did. So not only did I become friends with loan officers at the real estate companies, I became friends with all the loan officers at my local banks and credit unions. Why would you do that? But they do loans. I just walked in and asked. What was the question? Why did you ask them? Well, it was what is your minimum credit score requirement for an FHA loan? Most of them at that time were six forty as to where we had opened up back down to five eighty. And it was OK. So what do you do when somebody comes in and you pull that credit score and you see it's a five ninety six hundred? What do you do with them? And they're like, well, we just tell them we can't help them. And I said, do you want them to go to Bank of America right next door? and see if Bank of America can do it and then potentially risk losing all of your depository accounts with that client. And they're like, no, no, we don't want to do that. Well, I have a solution for you because I only do mortgages. I have the ability to lend down to this on this program and this on this program. And you can speak loan officer, speak to other loan officers. Absolutely. I could speak in the language. And I said, but you don't risk losing anything else that that client has. No CDs, no checking, savings, investment. Like you don't lose anything by referring them to me. Yeah. So, you know, the other thing that you did, which is super smart, is you painted the picture of pain, right? Like you literally made it, because I see things in pictures. And what you did is you, when you told them that story, they could literally see the customer frustrated, walking out of their office, across the street to Bank of America and sitting down and getting an approval. Granted, Bank of America probably couldn't have done the loan anyways, but what a great pitch, right? And then going, you know what? Why am I banking over here? When I could just move my stuff and just have it all in one place. Right. And they're going, well, we don't want that. Right. So now you may not want you. Right. If you open your checking account with us, we'll give you an eight through a quarter percent off your interest rate. That's it. So, I mean, there was a financial incentive as well for them to move all of those accounts. Yeah. Well, that, I mean, it makes so much sense. And what you're doing is you're showing them the pain and then you're giving them an alternative option because you don't own a depository bank. So that's not going to happen. You're just going to help their customer. And then you'll probably tell the customer, Hey, you know, by the way, great, you know, great choice with that credit union. Those guys are awesome over there. Love that team. Right. So you're just giving them more business, right? Yeah. I absolutely love it. I absolutely love it. So now we figured out how to infiltrate the real estate agents by using their own loan officer to get your foot in the door and build a community of agents that want to work with you, not on a project product that you brought to the table. In fact, I know this, but the rest of the folks don't know this yet. You've never done a reverse mortgage. Not that you don't know how you just haven't done one because the need has never come up. Uh, and then you enter this USDA to the market when it's needed because you knew you understood it. You knew how to use it. You knew how to sell it. And now all of a sudden we're transitioning and shifting over to, uh, credit unions, uh, in a time where there were a lot of customers that were coming into pain point of my credit has dropped because the last several years have been a very difficult year, uh, and we don't want these credit unions to lose out on opportunities. So I'm going to go in there and convince these credit unions that they should do business with you, which they should, right? Which is brilliant. So you don't, here's the deal. You don't wait for the market You create the market. You create the market. That's what you've done. You've done it three different times now, right? Just in this one conversation, talking back through your path, three different times you've created your own market. And again, guys, if you're wondering, how do you have success in any market? You find a need. You confirm that you have a niche that can cover that need. And then you go out and you promote it the right way. And if you don't know how to do that, you might want to call Kristen because I'm pretty sure she's going to be able to show you how you can actually promote that to do something successful. So let's flash forward back to now we're building a team, right? So you've got volume, you've got business. And this is where I think a lot of loan officers have trouble is they get busy and they go, oh, I can't do more. Because it's just me and I can't trust anybody because they're not going to do it as good as me. Right. So how did you get past that? Cause I know your standards are very high, right? Yeah. Which is great for the consumer because they deserve that. And the agent, cause they deserve that. But talk about that. Well, so, I mean, I do believe that loan officers have a huge place in the loan process. I think the loan officers need to be doing their own pre-approvals, their own refinance strategies. When contracts come in, I think they need to be relooking at the loan to make sure that they still work. We need to be the one calculating income, little things like that. And I mean, call me crazy. It is what it is. I mean, that's how I've run my business. So I do believe that a loan officer has way more need and the transaction, but when you realize that everybody else can do everything else. So like my Nikki is my loan partner. She's also my sister. So you'll probably hear me refer to her interchangeably as my sister and Nikki. But so like Nikki, so she, helps me with all of like the online applications or getting the start of the applications and getting the documents in. So I always tell people it's like, she's basically getting everything set up on the tee for me, scheduling a call, a strategy call with the client so I can come in with a baseball bat, take my three swings and then get the F out again. So it's one, I mean, obviously I trained all of my people. I didn't have my corporate office training my processor. I trained my processor. Now, did they help me with, you know, this is where encompass forms are and this is how, whatever, this is where our evidence of insurance request, like my pay grade. So, but I taught my processor how to process. I taught my loan partner what I expected in a loan partner. um and also for the first eight years in my business i sat in one big room with all of my employees i did not sit behind a closed door doing my work i wanted to hear every phone call that i was on yeah you know i mean the girls that work for me can i mean what's your interest rate i'm sorry mr bar the only interest rate that matters is the day you're under contract and ready to lock in do you have a contractor on a home No. Great. Okay. So when you do, let's talk. But until then, where do you want your payment to be? Like, let's, let's work the math backwards. So we're really focusing on payment because payment and cash to close is what you're worried about. Not interest rate. Yeah. And so having my team hear me say those things over and over again, it ingrained it into them so that I didn't have to have those conversations anymore. They would call and like, I want to know what the interest rate is. My sister's licensed. I do believe all loan partners need to be licensed. We need to have somebody else that can talk about interest rates other than yourself. But she can jump on the phone and be like, I need to talk to Kristen about rates. Well, Mr. Borrower, the only interest rate that matters is the day you're under contract and ready to lock in. Are you under contract? No. Okay, great. Well, I know Kristen's really going to want to talk to you about payment. Yeah. Yeah. I love it. I love it. You know, it's funny. You and I have a lot in common. You know, my previous business that I built, I literally sat on the floor with, I think there were twenty or thirty law officers around me, even though it was my branch. Right. And I did that specifically, A, because I wanted to make sure that people knew that was approachable. But B, because of exactly what you just said. Right. When they hear it consistently over time and they go, OK, well, that I got to start using that. That's really good. That's really good. And, you know, this is how you get to train people because effectively they're hearing you do it. They're seeing you do it. And they're, they're, they're around the action all the time. But the other thing that it does is it helps set the standard because they see the standards that you have. And when you pick the right people, they want to work on that level with you, right? Like they want to set that standard alongside you. Well, and as your volume grows and your team grows, I mean, do I really want to start over training somebody from the beginning every time? No, but if they're sitting in a room with everybody and they hear Nikki ask me a question about something, everybody else hears the answer too. So even if it wasn't them who asked the question, they're getting the information. I'm not saying they won't fully resonate with them and I might not ever hear that question again, but rarely do I ever get the same question twice. And then they also got to hear that if they ever came to me with a problem, my first response was, so what's your solution? Yeah. And if they didn't have a solution, okay, well, come back to me when you have a solution. They're like, well, that's kind of your job. No, no, no, no, no. Don't come to me with a problem. Come to me with a solution. And then I'll tell you that I like your solution because it's eighty percent as good as anything I'd come up with. And then I'll tell you to do that. And then when that doesn't work, then maybe we'll reconvene. But it's going to work. It always does. Empower your people. Empower your people. Let them make the decision because ninety percent of the times people know the right answer, but they want verification. And that's what you're going to give. You're going to give them the verification that they're making the right decision. And that's how you create a great leadership, right? Is that ultimately you let them make the decision, trust their decision, and they trust in you because you believe in them. And that's so huge. It's so powerful. You know, some of the other things you talked about, you know, you and I've had this conversation before. A lot of the stuff that you talk about is straight out of the book traction, right? And you've got to have somebody that's a visionary. And that's you, Kristen, right? You understand what you want, what you're looking for, and then you have to have integrators. And those are the people that actually go out and put that stuff to work for you, right? And so effectively you defined your process. Okay. And what you did is you said, this is how we do business here, period. You made sure that everybody knows how we do business here because you had them sitting around you listening to how we do business here. Right. And that's one way to get fired in my office is to tell me that you did something different at a different company. I give no sense whatsoever what you did anywhere else. Yeah. Well, because it's your, it's, it's, it's the Jamison team way, right? Like that's the, you have to do that. You have to establish what the way is and everybody has to follow that. They have to, they have to follow it because if they do, you have inconsistency and the customer experience is not going to be the same. That's it. A hundred percent. So, and you've defined it. You've defined what your vision is. People understand it. They know what it is. And if it's clear, then a business can run very successfully. And that's exactly what you're doing. Well, like you said, it creates the best experience, a referable experience. And then also, I mean, I'm somebody that the industry looks up to. I mean, I'm doing something right. Oh, you know, there's no doubt about that. There's no doubt. I mean, like I told you before, your name precedes yourself because, you know, we were involved in a lot of the same circles, but I'd never met you before, but I knew who you were. Right. And why did I know who you were? Well, because other people are talking about you. And let me tell you something. Sometimes when people are talking about you, that's not a good thing. In your case, that's a great thing, right? Well, I know you have places to be. And at the end of the day, we could probably talk all day and people would probably love to hear what comes out because there's some fire there. But what have we not tackled today? Well, so one thing is the self-fulfilling prophecy. I think you kind of, what I call the self-fulfilling prophecy, you kind of touched on it a little bit at the beginning of the loan officer that has to do everything. Only I can do it. I'm the best. I can only do it. Well, that's self-fulfilling. And quite frankly, if we want a more normal term, highly narcissistic way of thinking. It is. So get out of your own way, empower people and watch your life change for the better. Well, what you're describing is the person that never gets past a certain level because they don't give up the control. And then they complain about the fact that they can't get the next level, but the reason they can't get there is themselves. And now what you're transitioning that to is find the right people, teach them how to do it, take the time. And sometimes that takes a little bit of time, right? To get them up to speed and where you're comfortable, but that's okay because eventually it's not easy. It's not. It's easy for everybody to do it. Exactly. what's a closing note what's a closing note before we jump off closing note is i want everybody watching this to succeed and do amazing things in life amen Amen. I love it. I love it. Well, guys, when you want to find Kristen Jameson, go over to Instagram and it's Kristen Jameson Mortgage, just like it sounds. Mortgage team, sorry. Just like it sounds. That's Kristen Jameson Mortgage Team. And if you're viewing in, you can see it running right across the bottom of the screen. Go jot that down and make sure you follow her. And if you need something, if you have questions, how many states are we in? What all states do we do business in? So right now I'm Kansas, Michigan, and Florida, adding Texas and North and South Carolina for next year. And then we'll see where it goes from there. But again, I don't want to be all things to all people. Yeah. Amen. Amen. So, you know, if you're in any of those states, you know, and have questions, I'm sure Chris will get you in the right place. If you're in a different state, we're not going to exclude you. But, you know, to her point, we want to make sure that we're helping people in places that we specialize in. And that's what she's talking about. Right. So go find her on Instagram. Follow her. Uh, and you know, like I said, DM or comment, if you, you need anything from her, she's going to be there, her team. And they respond very quickly, uh, and, uh, almost to a flaw in a good way, right? Like you're going to hear from them fast. Uh, and then, you know, go check her on the web at Kristen Jamison, fl.com. I have a feeling that FL stands for Florida. That's Kristen Jamison, fl.com. Go find her over there and. look out because you're going to have an amazing experience, right? You're going to have a great experience. And I know that I've seen her reviews. I've seen the way her team works. It's insanely efficient. And man, just proud to have you here today. Proud to be able to call your friend, Kristen. Thank you so much for joining us today. Oh, no question. We're bringing her back. Trust me. She's going to come back. She may be starting a podcast. We'll look out for that. We've been talking about that, too, in the background. But, guys, thank you so much for tuning in, as always. Appreciate you. And, man, we're going to keep bringing the heat. People like Kristen Jameson, who are out there changing the world with great work ethic and just a fire inside of them. One loan at a time. That's it. That's it. Now you're still on my line. I just said that on my last podcast. I didn't even hear your podcast. I know you didn't. I think it's a Kansas thing. Y'all, you wouldn't get it. It's a Kansas thing. All right. Well, we will see you guys on the next one. Until then, have a great day. You've been watching Lawn 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. All right.

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