Your Mindset is the Problem - Your Breakthrough Starts Now

In this powerful episode of Loan Officer Success Live, host Devin Dubuc teams up with returning co-host Gretchen Shelton and Naples REALTOR® Daniel Ilie to unpack how mindset, not market conditions, drives real success.

Daniel’s story of going from restaurant server to real estate investor with just $15K down proves that wealth comes from belief, action, and relentless learning, not perfect timing. Together, they break down what buyers, sellers, and agents need to know heading into 2025–2026 and how motivation, discipline, and clarity can transform your entire financial future.

If you’re ready to stop waiting, think bigger, and finally take control of your next chapter, this episode gives you the mindset and strategy to start today.

⭐ Key Takeaways

• Your mindset is your most powerful asset
 • Opportunities appear when you’re willing to act
 • Buyers hold unexpected power in today’s market
 • Success grows from consistency, learning, and purpose
 • You can rewrite your path—starting now

Follow Daniel or Check Out His Books:
Facebook: https://www.facebook.com/daniel.ilie.14473
Instagram: https://www.instagram.com/real_naples
LinkTree: https://linktr.ee/Daniel_Ilie


#LoanOfficetps://linktr.ee/Daniel_IlierSuccessLive #PremierLending #SuccessMindset #MotivationDaily #RealEstateInvesting #MortgageTips #WealthBuilding #RealEstatePodcast #MindsetShift #HomeBuyingTips #LevelUpYourLife 

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.

I hit the button. 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 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 are back. And I hope you guys are ready to think bigger, you know, because we've got a giant here in the house today. And, man, what a great story. We've got returning guest Gretchen Shelton. Gretchen, thank you for joining us today. But we've brought on Daniel. And I'm not going to try to pronounce the last name. Daniel, maybe you can do better justice than I can. That's your cue in. Elie, thank you very much for having me. It's an honor. Elie, what is that? What's that background? Elie. Well, the heritage, I was born in Romania, so that's where the heritage is, basically. I love it, man. I love it. Well, I got the pleasure of talking to you not that long ago. And we were in the green room. We were having a conversation. And I think one thing that people always wonder is, how can you get wealthy in this industry and start to develop real estate wealth? and you know if i remember correctly you were were you uh you were working at a restaurant is that right yeah that's correct i worked in hospitality about ten years of course my profession like my where i went to school a bachelor degree in mechanical design engineer So, and then hospitality, they kind of go head to head, but that's something that I loved working with people. And during my serving years, I discovered real estate and how to basically do it. It was just a story, basically, the guy, a friend of mine came in, he's like, oh my God, I bought a house. uh and i'm like whoa wow how did you do it well i just put this much down which was like at that time was about fifteen thousand dollars that was in two thousand seventeen and i'm like you can buy a house with fifteen thousand dollars i'm like i want three just kidding i couldn't get three but that was the idea behind it you know so then i kind of googled the real estate agent found one what is it yeah where were you when you heard you know that you could buy for fifteen k I was at work. I was working as a server at the Capitol Grill. It was in Naples, Florida, yes. Yeah. Serving at Capitol Grill. Somebody that you're helping out says, hey, I just bought a house for fifteen thousand dollars. You said, wow, show me the money. Right. Like, how do we do that? exactly so then i start like you know getting more into it googling found a real estate agent and i went on this pursuit which took like six months believe it or not uh so i've seen because i didn't know you don't know anything at the beginning that's how i felt but um you know with the right professionals you get educated and uh when i bought the first home uh at that time you know it was about a hundred seventy five thousand dollars and you know three point five percent fha loan uh had to uh stay there for a little bit but uh then you know my station kind of changed and i rented it and then when i rented it out i saw an opportunity although just so you know at that time was two thousand seven two thousand eighteen so i had a friend he's like oh my god get ready the uh economy's gonna crash because it's cycle every ten years because two thousand eight was right around the corner and then expecting again another crash and i'm like oh my god what am i gonna do so uh i rented the place i was making i don't know a hundred eighty five dollars profit on it and uh did the math my math like my mind went straight to the numbers and i thought about it so um i put fifteen thousand about fifteen to seventeen thousand dollars was all my money and then i was making eight or hundred eighty five that's almost two thousand dollars it's actually yeah two thousand dollars a year and i'm like that's a good return so like i want to do this again so then you know i started on this path of you know uh gaining more properties and then i thought about it hey let me get my real estate license and uh from another story then a friend of mine heard me what i'm doing he's like can you teach me too i was like absolutely there's so many properties in that you can invest in is like why not i don't have all the money to buy all of them so That's when my path kind of changed in my vision. I was going to say, what was that point where you were like, you know what? This doesn't just have to be me making money. I can help other people build wealth too. What was that? What led you to that? mean like at that point i was feeling like because i was at the beginning i didn't know so i was feeling that i need to grab more knowledge so to learn more learn more even today that's what i do for me knowledge is power these things like it's never like i don't know everything ever you know but i make sure i'm updated to whatever's going on in today's market and whatever i need information i'm gonna go find it so at that point i was hungry to get knowledge knowledge knowledge and i had so much like so many opportunities everywhere i was looking everywhere and i saw up opportunity, opportunity, opportunity. So that was the moment where I was like, well, if I can create this kind of team, let's say, of investors, that would be amazing. after you know the first person came on board which he's still probably buying properties right now as we speak basically uh because he ended up like right now he has a passive income of about i don't know maybe fifty sixty thousand dollars a year just like from investment property which is amazing It's fantastic. Well, I got to ask you this, you know, because along the journey at some point you had to have some scares, right? Like what was that toughest season in your journey where most people might've just quit? What'd that look like for you? I mean, like every day, real estate is not the easiest one, but Listen, we just had a transaction with Gretchen, which she did amazing. I can tell you that. This team right here, and I'm not trying to brag myself, but I will. But we had a beautiful newlywed couple. We had to basically make everything possible to get them in that home. We negotiated a great deal. for them, we got them closing costs, we had repairs done for them, and the loan wasn't the easiest one, but after a few inventive ways and not giving up, Gretchen did it, which that's, I mean, you can say like, yeah, that can be a turning point because in ninety-five percent of the transactions, guess what? They're going to have a problem. yeah you know i want to be out of that five percent but ninety five percent of the transaction they have some kind of problem my promise to my clients is basically hey listen i'm gonna be there for you if you have a question i'll pick up the phone and dial my number and i'll be there and i'll be there it doesn't matter if it's sunday monday one a.m two a.m or seven a.m i'll be there you know because i understand what that means Yeah, I'm glad that you said that because, you know, what that makes me question is, you know, when someone says, Daniel helped me change my life, right? What do you want them to mean when they say that? I already believe. So this is one of I just had. And speaking of that, I just had a post on Instagram, a couple that I helped move about four years ago. They posted the video where they basically thank me. And that means a lot because you're part of the memories you're part of people's right like they're making the biggest transaction of their entire life doesn't matter if it's an investment property doesn't matter if it's a second home a primary resident or just a transition this is a huge transaction and you know it's not like you have all the knowledge you're in that field so you have to have somebody that's you can rely on that's where we come in like as experts in the field because that's what i want i want the person that comes to me to feel comfortable that they're gonna do they have the right person in this journey of theirs because and then that's very satisfying for me the fact that she mentioned and she stills like appreciates that it's just brings a lot of joy in that's something for example i didn't find working as a mechanical design engineer in front of a computer you know so there was no connection there right you didn't get to watch the smiles on the faces you're connected for sure but yeah I love that, man. You know, well, I would love to ask this question, you know, because I know that, you know, you would actually mention something the other day and you said, my only competition is myself. Where do you think that mindset came from? you remember that well that's the thing is you know uh sharing is caring and i learned that you know as on my journey as an investor because i shared that and the same right now i have a a lot of you know real estate agents from uh my area here that you know they ask questions they want to know exactly how you did what you did and i don't mind sharing exactly what i do because i know that my competition is myself because i want to become better than the guy that was i was yesterday and anything that i add up even if it's a quarter of percentage a quarter of percentage you know in four years i'll be a hundred percent more better and every day getting better every day that's the goal you know because first of all it's also for me you know i'm a family person and i want to be better a better father a better husband you know and in the same time a better asset for my clients and my friends amen amen Well, you know, you touched on something and I'd love to explore that. So you said, you know, there's a lot of agents that are looking for the right answer. And, you know, you know, the market that you're in and, you know, it's twenty twenty five or approaching twenty twenty six as we record live right now. You know, what is it that you would say in this current market that you should be doing this? And if you're an agent or a client, right, like what is happening right now that people should be focused on? I focus on, of course, my clients and the knowledge is power. So whenever, let's say, it's slower, it's not slow for me because I build up, I get more classes done. I just got the seller specialist designation, which... I never had time, but I somehow found the time because I need to be competitive. And right now, as a real estate agent, I say for other real estate agents to get as many listings as you can because Southwest Florida is about to go through, again, through something really great. You know, you got to... let's say the trifecta only I have two things like mortgage rates, they announced them, they're going to go down. That's the biggest thing. Secondly, we got season coming in Southwest Florida. Guess what happens? Historically, since they start keeping track of the data, March and April, they're the highest in sales all the time. That means a person starts to look for a home probably in December, January, February. That's when we're going to be. I expect for the sellers that have been waiting for the past months to sell it, for them to sell it right now. Let me ask you this. You said get more listings. And some people may be listening and going, but how, you know, what do you suggest if you're looking to, you know, find more clients? And of course, you know, you, you, you've got a blueprint for how you got here. You know, what does that look like? Is there just a faucet? You just turn it on. So, uh, one of them, I wish, where's that faucet? Devin, so my approach on this was like, I'm not sure if you're a believer or anybody's out there, but I can tell you this, you know, there's a saying that Jesus Christ has in the Bible and says, let the kids come to me. You know, it doesn't say, bring them over to the parents, doesn't make them come to me. So from that, I understand differently. I understand that what I do and by becoming better day by day, I will attract, they will come to me. You know, so that's what I focus on. I focus on providing results for my customers. And that's what I advise other real estate agents to do. Basically, focus like when I get a one on one with my client, depending buyer seller, this is my thing. I become an expert in their needs. okay so my focus number one it's them from that i create a strategy that will get us to that objective because that's what's important because when somebody's oh i want to sell a property i want to buy a property well okay that's easy to do but what you're going to do after that what's the plan why are you doing this what's the step because for me if i understand better then I can provide a better service. And that's what I believe, you know, the focus should be of any real estate agent out there. Well, what do you think the biggest myth that people believe about real estate is? Like, what would you say that is? The biggest myth? Yeah, yeah. Something, you know, that's not true. Let me take one of the speakers. well uh that you can make your own schedule that you can do whatever you want whatever you want yeah you know the blessing and the curse is that i'm blessed that i can work from my phone and i'm cursed that i can work from my phone you know Well, I'd love to hear that too. What does your schedule look like? I think a lot of people question that because again, when you're talking to somebody who's a top producer who's out there moving and shaking, you know, what does a typical workday look like, right? Like, is it just nonstop? You know, are you heading from property to property to meet people and you're on the phone all the time? What is that? What is that day to day? Well, you have to have, you know, you cannot, it's not the chaos. I know it sounds like it, but my thing was with the schedule, I'm available to my clients whenever they need me to. And I understand that people, yes, they have normal jobs. They have normal jobs or from nine to five, they need to work. So they're going to have to talk to me after five o'clock or in the weekends, you know, that's when they're going to pop on, you know, Realtor.com or Zillow and be like, hey, oh, I like this home. Daniel, what do you think about this home? And I'm sure Gretchen agrees with this because we had so many good conversations and they were the weekend or they were after hours. Yeah. But my schedule, it's... I would like to keep it obviously from about nine I start working because in the morning I wake up I just enjoy it. I go through the garden. For example, today I went and I saw my bananas are coming up, which is great. I'm going to post about that on my Instagram. So everybody follow so they can see my bananas. But that's something that gives me a peace of mind. And I actually connect. I like to walk barefoot because I like to connect with the earth because that's something that we're missing these days. like always asphalt on everything like that. And then, you know, I can show my schedule and my chart if you want. Yeah, no, no, no. I actually like what you just shared with us. Because at the end of the day, a lot of times people don't take time for themselves. And that self-meditation, that ability to sit down. And we actually have been talking a lot about this. We do a morning show called MLO Live. And one of the things we've been talking about is burnout, which can be a real thing in this industry. And I think what you just mentioned there, waking up every day, going out to the garden, walking out there barefoot, And just taking it all in and being there with, you know, your plants and the earth, you know, that allows you to stay grounded. And it allows for you to avoid burnout because you are taking time for yourself for meditation. Would you say that that's one of the things that helps you, you know, really, you know, stay productive and focused is taking that time for yourself? oh yeah absolutely i mean it's not a lot of time but it's enough time to keep me on the right line you know yeah yeah well what is the biggest i do like to end though i think we have a delay Yeah, I've noticed that too. Sorry about that. I'm not sure exactly what's going on. But I like to end when I can with a walk with my family around the neighborhood so we can do those ten thousand steps that we need to. So let me ask you this. What's the one habit that you would say really changed your trajectory for success? Wow. One habit that changed my trajectory for success. The fact that I actually start to this hunger of knowledge, it doesn't end. Once you get it, you're always hungry. Maybe some books, the books, that would be a good habit. Yes. Reading more books. Give me one. Give me the number one, the one that changed it all for you. The number one. I can't say it on TV, but there's a band. Well, because Mark Swanson has a kind of way of expressing himself, you know? I do have a sense of him. I can't. So the one that's good for somebody that's in a rut is Un-Fuck Yourself. Oh, sorry. I said it. I love that book. No, no, no. I love that. Yeah. But that's important. Yeah. That's a really good book. It changed your mindset. What was it about that book that just changed? What was it? What was it that just resonated with you and said, man, I got to do it? It wasn't about me having to do something. It's me realizing that I'm doing it already. And that basically put me on a perspective that, oh man, I'm doing a good thing. This guy agrees with me. Something like that resonated with me. I love that. Well, let me ask you this. Let's say we have somebody that's tuning in. They're working a nine to five. They hate it. They hate it. Right. And they're listening to us in their car. They're on a lunch break. What would you say to them? Don't be a hater. Yeah. I like to be a lover, you know, not the hater. Well, more what I'm looking for is, you know, they're in a nine to five, you were in a nine to five, you know, you did that at one point in time, you punched a clock, so to speak. I know, you know, you were, you were an engineer, but you were working in nine to five and you, you, you went all in over here. Right. So if they're kind of teetering and they're going, man, I don't love what I'm doing. and there may be something better and i don't care if it's real estate or what it is you know what would you say to them if they don't love what they're doing you know that would motivate them to get out there and and make a change So, yeah, first of all, if you're stuck into a job that you don't like what you're doing, you got to change that because you're going to spend forty hours a week in that job. You don't want to be hating forty hours, you know. But as far as, for example, in my jobs, I loved working on any position that I could. You know, I tried to see the positive part. For example, I worked as a Dairy Queen ice cream maker. You know what my favorite part of that? And I miss it. I miss turning those blizzards upside down in front of kids, man. How about the queue? Did you do the queue with Dairy Queen Q? Yeah, absolutely. With the soft serve. My man. Absolutely. I worked at Dairy Queen when I was six years old. Oh, wow. That's nice, man. I love the ending of the night when we had to clean the machines every night and we got all that ice cream. Oh, yeah. It's going to waste if you don't. For those of you that don't know, if you work for Dairy Queen, you got to tear down the machines literally every single night, sanitize them, and get them prepared for the morning crew that's going to set it up so that we're always providing great soft serve to our consumers. So maybe that's where your process driven came from, Daniel, is having to tear down those ice cream machines. Yeah. Yeah. absolutely it can be but uh to get back to the question like if you you're stuck in a job that you don't like you should set yourself a bad like at least a plan for five years or if not every year but where do you see yourself in five years or mostly most importantly where do you want to be in five years What's going to be important for you? Is family important for you? Is money important for you? Is more time important for you? You do that and then you find yourself the vehicle to get there. For example, I had the crazy idea that I want to retire at forty-seven. Then I read another thing that happened. I read the rich dad, poor dad, and he retired at forty-seven. I said, this is a sign. is a sign i have to do it right now you know i love that the reason why i chose this forty seven was actually pretty simple i started working at seventeen yeah average uh lifespan of an american is about seventy seven years you know seventy seven minus seventeen i said i want to work half of my life That's the thirty years and half of my other life to not depend financially to go to work and be stressed and stuff like that. So, God's on my side and I thank him for that. And hopefully I'll be retired in a few years. And say, where are you at on that journey? Are you halfway there? You know, halfway behind? Like, what's that look like for you right now? oh we lost the star yay i'm here yay so i'm a quarter in i'm a quarter in but uh now i have more knowledge that can make get me there faster you know that's it yeah and i have more experience as an entrepreneur as well so absolutely i'm still on track Well, you know, I want to ask you this question cause like, I think it goes hand in hand. Um, you know, would you rather a hundred thousand dollars right now or knowledge from your future self? Knowledge from my future self. Yeah. And why that's the most, I mean, well, imagine if I would have this mindset when I was. Yeah. You know, out of starting buying those properties, left and right. And then all my friends, I would have been like, you get a property, you get a property, you get a property. Let's do it. Yeah. Yeah. Well, I, and that's why I asked that question, you know, because again, you know, a lot of the times people are focused on what they can have right now, but that knowledge that you talk about, the books that you have behind you, right. Those are the things that have gotten you to where you are today. And, you know, thinking about the future and who you're becoming, um, And that person and what could they tell you now, the cheat codes, right, so to speak, that could just help you amplify it further. And, you know, again, I think I tell anybody that that I talk to, I say it's very important that you have a mentor and a coach and that you're constantly getting knowledge. Right. Because there's somebody else out there that's already done what you're trying to do. And you can either stumble through and find the mistakes and get the bumps and bruises, which is okay. We're all going to have that on our journey to success, right? But you can also go to somebody that's already had that same journey and learn from them so you can avoid those mistakes. And that's why I asked the question. That's good. No, absolutely. I agree with you. I love it. I love it. Well, your prediction for twenty twenty six. Right. We're twenty twenty five approaching twenty twenty six. What do you see happening to the real estate market if you had that crystal ball? Oh, let me get the crystal ball. I think I have it. I don't have that crystal ball. But what I have learned in real estate, you know, real estate, buying real estate and investing in real estate is a matter of decision. it's a matter of decision and what it's that gonna do for you think about it if you need to pay three thousand dollars rent that's thirty six thousand dollars a year right so in two years of rent you're spending seventy two thousand dollars if you put that towards your your down payment and you get you're gonna have the same uh kind of like the same payment for your house that's gonna be better because guess what that rent that you're paying a hundred percent interest is going bye-bye you know yeah so that's number one so if you have to make a move i think this is speak with somebody that knows what it's doing. Gretchen and I, we've been so successful in our... Successful, I mean, not about transactions, successful in the fact that we got what the people wanted. That's the most important thing. It's like when you sit down and you see exactly how you line up their lives, because you don't want to put a family into a home that they cannot afford. That's the big no-no from everybody because in two years, you're not part of the good memories you're going to be part of the bad memories and nobody wants that you know so as far as you invest no no go ahead no it's the delay i couldn't tell you no i want you to go on man it's not about me it's about you today daniel okay so basically as far as any investor what i learned again because i cannot predict what the market's gonna be i know the trends that are going but as an investor you have to focus on the only thing that an investor matters cash on cash return how much money you put in how much money you get out and if that sounds good for you that's what you gotta focus on because guess what Rentals go up, down, but mostly up, like in the actual real estate value of a property, the same. It goes up, down, but trending all the way up. And when you buy and rent, the value of the home doesn't matter. It goes back to how much money you put in and how much money you get back. So those are things that you have to be informed of as a buyer. As far as the real estate in our area in Southwest Florida, I think right now it's a good opportunity for buyers. If I would be a buyer right now, I would jump on and be aggressive in negotiating. A very good negotiator on your side, because after this drought that we had this summer, we had about six months that weren't fun. And now sellers, they tend to negotiate better. And when the interest rates, they're going to decrease. That's when all the buyers are going to wake up. And I've heard that there are about five million buyers just waiting, waiting. And guess what's going to happen when Five million is going to come on the market. Exactly. Yeah, they all come back at the same time. Yeah. Well, when you talk about good negotiators, I think two great negotiators right here, you know, Daniel and Gretchen, you know, if you want somebody to fight in your corner to make sure you get a great opportunity and take advantage of those low rates that are coming and know when the right time to strike is, right? Like when is the right time? How to how to make sure that you navigate through that market. These two are experts, by the way. That's what we you know, that's way up on the show. And Danny, I didn't mean to cut you off, but there was another point I wanted to put out there. You know, you were talking about, you know, how homes appreciate. And what a lot of people don't realize is that over the last eight years, eight decades, eight years, that's a long time, right? We've only had seven markets where homes have depreciated. That means the other seventy three years homes have appreciated. OK, and the average appreciation is five percent per year and it compounds. It compounds every single year. Right. So there's a reason why all the investors have been out there buying these homes right now and scooping up these properties while everybody is sleeping, because they're not looking at what the interest rates are doing. They're looking what the investment is going to perform over the long term. And this is how investors get wealthy, right? Flip through social and look at some of the biggest names out there like Grant Cardone, right? That guy went from being a car salesman who could barely pay his rent to being a billionaire close to it if he's not already, right? Through real estate. So you've got to pay attention to these market trends. What Daniel's talking about is a real thing. So I didn't mean to take the mic, man, but I wanted to cover that because I think it was hand-in-hand with what you were saying. No, absolutely. Definitely touched the right point right there. Because that's what it's all about. I mean, if you're waiting with the interest rate, you just said it. The interest rate in the seventies, they start climbing over seven percent. And do you know, they went down in the nineties. under seven percent all from the seventies to the nineties there were even eighteen percent so if you would have waited that twenty years you would have lost about they quadrupled in value the profits at that point and you know the when you ask somebody um like hey Would you have bought a property in nineteen eighty? They're going to say yes. Would you have bought a property in nineteen ninety? Yes. Would you have bought a property in two thousand? Yes. Would you have bought a property in two thousand eight? Right now you're going to say yes. And always answer is going to be yes. But when you live in that time, for example, if you would have went back. back in time in two thousand and eighteen interview people, they would be like, no, I wouldn't have bought it. But if you look at the whole picture, you'll see how it grows, the market grows instead of just looking in a small area. Like, for example, the market report for August, twenty twenty five for Southwest Florida, for the Naples area came in and guess the median price. How much was less than last year? One percent percent decrease. And now I'm like, oh, my God, the market's crashing and the inventories. The inventories is about forty nine hundred units. And I'm like, I'm wondering how much was in the two thousand nineteen. It was about the same forty nine hundred units. So inventory is the same. But if you compare it with two years ago, you're going to be like, oh, my goodness, inventory skyrocketed with forty percent. Yes, of course, because we had that decrease of inventory. So that's again, really good point that you made about the whole picture and not just a small little frame that's why you know sometimes it's good to read just the whole book not just one page you know that's good Make sure the information you're getting is qualified. You got to make sure that the source for that information is qualified. Let me tell you something, Daniel. You want to talk about having the right person in your corner. How about a guy that knows the market inside and out? Literally, he's rattling off statistics as to what's going on now, but also years ago because he's a student of success. He's a student of success. And that's what you get when you work with great agents and great lending partners like Gretchen, is people that are actually out there getting knowledgeable about what's going on in this industry so that they can provide you excellent service. And you open with this, and I love it, is asking great questions because at the end of the day, you want to make sure that you're finding the right house for that person, the one that actually matters to them, that meets their needs, and also doesn't put them in a budget that they can't afford. And we love you for that, brother. We love you for that. We need more great people out there like you doing amazing things. So guys, I know we're right here at wrap-up time. And Daniel, brother, any closing words before we sign off today? so it's something that i read one time i'm not sure exactly where but the most important thing is like in this market in all the markets to spend more time in the market and not try to time the market that's powerful that's powerful Well, Daniel, I've had your ticker running across the bottom. I think a lot of people already know where to find you, but if you're looking for Daniel, you can get him at real underscore Naples on Instagram, at real underscore Naples on Instagram. Over on Facebook, it's Daniel. And I'm not going to say it. . I told you I'm terrible. Uh, but, uh, yeah, thank you. Thank you. Go find him over on Facebook. Go find him on social, like, and follow him. He's going to keep you up forward on what's going on in the market. And if you need great advice, just DM him, right? Just to be sure you'll be able to find his contact information over on those pages as well. You know, that's what he's there for. So Daniel brother, man, great time today. I really enjoyed getting to pick your brain. and learn what's going on out there. Gretchen, I want to give you a moment of spotlight as well. Gretchen is a loan officer. You're serving South Florida, Florida market in general. And yeah, you're based out of Naples, right? Naples, Florida. I love it. So Daniel's the real Naples. And Gretchen is the loan officer of Naples. And you can find her at Gretchen Loan Officer on Instagram. And go check her out. You can also find her on Facebook. What's her name? Gretchen Shelton. Gretchen, any closing words from you? I'm excited to see how Daniel's bananas are doing. I love working with Dan because a lot of times when you think of investing in real estate, you're thinking that you're buying something to rent, but he even looks at those people that are getting their primary home as an investment. He really is cognizant of what their goals are and helping them to get into something that they're going to thrive with. It's great to work with him. I saw him on this last one and every deal I've worked with him, he's so good at negotiating. Not only to help the people with closing costs, but even on the price, like he is just, I call him the ninja negotiator. He's really good. I love it. Killer. I love it, man. Well, hey, again, Daniel, thanks so much. Guys, if you caught the end and didn't tune into the whole thing, what we were talking about is how Daniel heard that he could purchase a property for fifteen K and turn that into a career and a giant portfolio of investments. And then turn that into the ability to help others lead them to homeownership. So this was a really good one. And man, brother, I appreciate you again so much for being here. We'll have to do it again sometime. And to those of you out there in the audience, thank you. Thanks for tuning in. And we look forward to catching you on the next one. We'll see you then. Thanks. Bye. 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. All right.