Loan Officer Success Live

It’s the holiday season and we’re dropping pure gold in this special Christmas episode of Loan Officer Success Live, hosted by Devin Dubuc and brought to you by Premier Lending! 🎙️✨

Joining Devin is none other than Dionne Bass, 30-year mortgage industry veteran, trainer, and the powerhouse behind Ask The Underwriter. From her roots running telemarketing rooms to building elite-level processors and LO teams, Dionne breaks down the real reasons your files are getting conditioned and what you can do about it starting right now.

From messy files to clean approvals, Dionne shares:

The 3 biggest mistakes causing conditions
Why AUS findings are your secret weapon
How to build files underwriters love
And what “Goldfish Mentality” has to do with your success

This is one of the most value-packed, relatable, and real convos we’ve had all year. Whether you're new to the game or a seasoned pro, Dionne's insights will have you rethinking how you build, train, and close with confidence.

🎧 Tune in now and get ready to laugh, learn, and level up.

Visit AskTheUnderwriter.net to connect with Dionne and take your team to the next level.

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. All right. I had it playing in my background and it was throwing me off. But you know what? It's the Christmas episode. I've got Dionne Bass here with me today. It is that time. We're going to ask you, and she's going to be giving gifts today, all kinds of amazing nuggets. So Merry Christmas, everybody. We're a week before Christmas. It's Friday the night before Christmas. And, man, Dion, I get to see you every single day on the MLM Live show. Now here we are spreading joy and cheer for everyone to hear. So... Welcome back to the show and welcome, Dionne, to LOS Live. I'm so excited. I just want to say that intro was like, wow. Those were some really big names in there. Thank you so much for having me here. I appreciate it. Well, like I said, I get to see you almost every day. We do go to the MLO Live show. In fact, I think I've got a banner I could run across for that. I think we changed the time, so this will have the wrong times on there. It's now nine a.m. Eastern and eight a.m. Central. But the ML Live show, we camp out on there every day and just level up. We get to hang out with really cool people and learn what's actually working in the industry. And that's how you and I got connected was through our good friend Scotty Hudspeth at the ML Live show. And, you know, I've heard you talk a lot on the show about how you're helping scale people and how you're helping teams learn how to win the market and provide better service for their consumers with quicker approvals, less conditioning. And, you know, the training of the processing teams just to get aligned with the underwriting staff. And I was like, man, we got to get you over here. In fact, I'm a firm believer of practice what you preach. And I know we're working on a deal right now where you're going to come in and actually work with our processing teams, you know, to help them learn more about how to scale and communicate with underwriting. Right. I'm so excited about that. Thank you for confirming that. I can't wait. You got it live right here on the show. I do want to say this originators too, because you know, my philosophy, it starts with the prospect. It starts with the prospect, which means that it starts with the originator. All of us need to learn how to communicate with the underwriter and more importantly with each other. Well, I love that you said that. And that's actually it's one of my first questions that I'm going to lead into is very close to that. But one of the things that I want to ask you and this is something I love to ask my guests, right? You know, if you took a time machine back to when you were first starting in our industry and, you know, this happen and you're like this is it like this is what i meant to do like and that could be because i know you know you you've underwritten but then you talked about this before there was a moment in your career where like no i need to be doing this instead right um but whatever that is for you what was that moment that you just you felt like this is the the industry i need to be in and this is why like so many moments just kind of like blasted through my mind right now um If I had to think about it, if I had to go back, it's been thirty years this year. First of all, we say that this is the thirtieth year right here that I've been in the mortgage industry. If I had to pick one moment, it probably would be when my the owner of the company that I was working with his I joke with him all the time. His name is Derek Covington. I want it to be in the room where the processors work. So I was in the marketing room where the telemarketers were, and I was running that room. Okay. I want it to be in the cool room where the processors were. He was like, I can't let you leave this room until you duplicate yourself. Um, I need you to find another you. Well, it just so happened. I was in college. I went to go find six of me. I filled that room up. with a whole process, with a whole telemarketing team. And then I went over the process. I scaled it. I created a training program. And then when I went over to the processing world, that's when I discovered that they needed training too when I got to a different office. And so for me, it was, this industry is not as complicated as we make it to be. So not only do I want to be in this industry, but I want to let people know that it's not that hard and it's a great way to make a wonderful living. Because I know that I look super young, but I'm fifty years old. So that would have put me at about nineteen, twenty years old when I got into the industry. Wow. Yeah, I would have never guessed fifty. I'm forty nine. I'm fifty years old. And I've been in the industry for twenty three years, so you've got seven on me. I can't imagine, you know, getting started at nineteen and then all the people that you've helped, you know, see their full potential over the years. And that leads me into the next question. And that's, you know, what's the one thing that you wish every loan officer knew about structuring a file? This is going to be really funny. Because I know what you think I'm going to say, the application, right? And it's not. What I'm going to say is it shouldn't be on the application if you don't have documentation for it. I come from a time, man, I'm going to date myself. I don't even know if you were around then, Devin. You know that the application used to be a triplicate, right? I do. Yeah, I do. I was not around, just full disclosure, but I'm very familiar because I've got some of my mentors that worked in the industry in that era, right? Yeah. And so those of you who don't know what a triplicate is, there was one document on top, this thing that you write on that duplicates it. I don't even know what you call that, Devin. I got to go do some research after I get off this call. And so it was handwritten. Here's the thing about the handwritten application, which what they ended up doing was taking the application and having them sign too. I know I'm probably getting people in trouble. Thank God there was no compliance back then, not like that. And so what you would do is you had a handwritten application and a typed application. We ended up rewriting those handwritten ones with the correct information. Why? Because what the borrower is thinking is not necessarily what is the truth. It's not what it is. So it's not about a full application. It is an application that you can document. So if I had to give a originator, which I have, advice, I would say, don't look at the application to complete it. Look at the application to verify it. I like that. I like that. Well, we've talked on other calls and one of the things you talk about as well is don't put too much there as well. Don't give more than you need. And I've heard you talk about that because a lot of the times, you know, we will put more in the file than the underwriter necessarily needs to see. And the way I always like to envision this is now we've opened up Pandora's box, right? And once it's been seen, It can't be unseen. And this doesn't mean don't document your files. We want to document the file. But if we know based off of the guidelines that this particular thing isn't necessarily required, don't put it there, right? Yeah. Look, let's go here and piggybacking off of that. It has nothing to do with hiding information. It has everything to do with going down a rabbit hole. Mm-hmm. that is going to cost you time is not going to leave anywhere. You still get the closing loan, but you, but now you're closing in five to six days late because you went somewhere that you shouldn't have never gone and had nothing to do with the loan or with the bars. You know what I'm saying? Path in which they were going. Yeah, I get it. Well, that, again, that leads me to another question, which are, what are the top three mistakes that you see originators and processors make that lead to more conditions? I'm not reading a credit report. Like I said, everybody always thinks the application. No, the application houses, the information makes sense. So no one's reading a credit report. I give great tips in my training on how to review a credit report. And I need you to look at the credit report from the router to the tutor, not just the first page and look at the scores. Um, The second mistake, they don't read the AUS findings. The AUS findings tell you everything. I just taught a USDA class yesterday and I taught an underwriter. It was a joy to teach her because number one, I love USDA loans. And two, her and I were in the industry almost as long as each other. And so we were able to identify so many really cool things. One thing about USDA is that they spell everything out on their findings. do oh excuse me and they also don't call them du and lp it's a whole different system believe it or not good old gus our buddy gus over there at the usda it is friendly it's so friendly it is um one more tip about aus findings i promise you can and i'll get to the third one um everybody's pulling dual now they pull lp and they pull du at the exact same time What I always tell people is that even if you're not going to use LPA, I said LP, I'm really dating myself. If you're not going to use LPA, not going to use Lone Prospector, Freddie Mac, still read Fannie because Fannie talks a lot. She's going to tell you everything that you didn't do right or that's wrong inside the file. The third thing that I think that people do or that one of their mistakes is, it's going to be a hard one to swallow. you will never be able to find the magic number as far as income calculation. You'll never listen. If you get it, it's because it was just a regular borrower that worked eight hours a week, forty hours a week. You know what I mean? Those are really simple. But when you're dealing with those kind of like hard ones, that's not going for an exact number. Go for a neighborhood, a conservative neighborhood. Yeah. And just make sure that you're reviewing those pay stubs. Because you touched on something right there. And that was the word conservative. Yeah. A lot of the times we try to just stretch that thing out. Right. And it's like, I need every penny of this. And man, I hope because I'm living on hopium that when my underwriter gets it, she doesn't change anything with this income. Right. And realistically, unless we're going to send it over for a pre underwrite before we qualify that client and put them out there in the marketplace, right. we need to take a little bit more conservative approach as to what we're going to utilize for that income. Because if they're not qualifying on the conservative approach and you need every penny, man, we need to make sure we put some stipulations on that file. We need to make sure that the real estate agent and the client knows where the thresholds are. And more importantly, and I think most importantly, it has to go in for that TBD approval. So the underwriter can put their eyes on the income and do a full evaluation and so that we're sending that client out there with a truly qualified file where they can stand behind it and know when they put that offer in and it goes back to underwriting now that we have a property, the income has already been reviewed and it's already been accepted. What's what's your thoughts on that? I agree totally, especially if you have someone that is actually pre-qualified alone before they send it to the underwriter. And let me explain why. As a past underwriter, you can imagine how many TBD files come through. Think about it. Not many lenders do those. Maybe on the retail side, but a lot of my people are from the wholesale side. And everybody doesn't do TBDs. And so what ends up happening is we flood them with all of these TBDs because we're just throwing it. If you're going to actually review your documentation and you're just getting a second look, that's fine. That's a quick underwrite. Everything's there. But if you're just like, here you go. No, they're going to stop doing TBDs on the wholesale side. You know what I'm saying? If you just keep throwing them garbage and throwing them garbage and throwing them garbage. Absolutely. Yeah. You have to learn how to prequalify your loans. There's really, there's no shortcut to that. You have to be able to talk to your referral partners. You need to be able to talk to your borrowers. And you need to be able to talk to your processor and your loan partners. But if you don't actually know how to pre-qualify the loan, then really and truly, are you guys talking or arguing and pointing fingers? Well, I think what you're talking about is communication, right? Communication is key and making sure that all parties are aware of how this process needs to work to get that client from point A to point B. And when you have that type of symmetry and everybody understands the role and how to communicate, not just with each other, but also with the consumer and with the agents involved, you're going to get that client to closing with confidence. And if there are red flags up front, everybody already knows and they're prepared for that as you go down that rabbit hole of approval, which leads me to another question. So how does an LO or a loan officer team, an origination team, right, build a file that moves through underwriting with fewer touches? Well, shameless plug. Use my workflow. I've got a workflow sheet for that. No, but seriously, the way that you do it is, oh, who says this? I can't remember. Was it Wade or was it, I don't know if it was Wade or if it was, I want to give people the proper credit. Irene Duford. Love Irene. Sweat. Sweat the process. Same way every time. Yep. Listen, one of the things that the lady that I talked to yesterday, the underwriter said, and we were just like having such a good time. We both agreed on one thing. You underwrite all loans the same. You apply different guidelines to them. The way you guys review files is the same every time. There is an application. There is a credit report. There are income documents, no matter what they are. The income documents can be bank statements. The income documents could be a P and L worksheet. The income documents could just be ten ninety nines. Do you see how I'm covering the non-QM side of it? Or the DSCR program, right? Maybe it's the equity position in the property, right? Yes. Same way every time. Look at the application. You look at the credit report. You look at whatever income choo-choo train that they're using to get to that doggone end of the station. And when you do that, it becomes second nature to you. Underwriters do not have a superpower. They are not genetically engineered to underwrite loans. The difference between them and you is that they've seen more situations than you think about the number of files I've seen in my lifetime. I mean, I've seen well over, I mean, I've seen thousands. Well, three decades worth of files is the best way to present that because you've been doing this for thirty years. You know, when you're talking about this, it reminds me of a story when I first got in the industry back in two thousand and two and I was brand new trying to figure this thing out. And I saw a lot of, you know, processor frustration with the loan staff. Right. We're not even talking about underwriting yet. We're talking about processing. And I was working with a broker shop back at that point in time. And I remember we had this processor. Her name was Nancy. I'm not going to throw her last name out there. We'll call her Nancy F, right? And she was a great processor, by the way. She was fantastic at what she did, but she was fed up with these crappy files that would come in from originators. And we had this guy running around the office, and he's like, where's my Bencomo file? Has anybody seen the Bencomo file, right? Well, finally, he opens the closet, and this file's sitting on the floor in the closet. and they just had enough because of how you know crappy his files were they literally just threw it in the closet on the floor which i would never condone this because obviously we've got clients attached to that file but it was just the funniest thing because he was putting the other these rotten files and i remember you know i had one in with nancy and she threw it back at me and she's just like this is garbage you know like don't and i said here's the deal nancy i said i'm new to the business And at the end of the day, there's not great training here, which surprisingly enough, which is why we have you on the call right now, because it's what you do. You train people how to get better, right? And I said, I can tell you this much right now. I know you're the best processor we have. I see the business that you do. And I said, if you just teach me one time, I promise you I will do it exactly that way every single time because I want to take care of my clients. More importantly, I want to take care of you so that you love my files, right? And she could tell I was serious about it. And she took the time to teach me how to put together clean files. And guess what? My files always moved to the top of the stack. They always got processed quicker. We had less conditions. Our clients went to the closing table faster. So I'm a firm believer in everything that you're telling me. In my entire career, I've been educating my team members the exact same thing, which is you never want the underwriter to pick up the red pen, right? We'll go back to grade school here, right? The teacher that picks up the green pen every time and puts the big smiley face at the top of it and hands you your paperback, you know, they're looking for less mistakes because you never gave them a reason to pick up the red pen. But if in that first walkthrough of the file, within the first couple of pages, they go, ooh. red pen. Now, all of a sudden we're opening up a can of worms. We're looking for more and more and more mistakes because we've already found them in the very basic fundamentals of the file. Right? So I always say, don't give your underwriter a reason to pick up a red pen. And by the way, Quentin Tarantino makes great movies, but make sure your file isn't a Quentin Tarantino movie because with the ends at the beginning and the middles at the end, guess what? That underwriter is not going to know how to work that file. I am going to use that. That was great. That's exactly what they are. I'm going to get in trouble for saying this, but please don't think that underwriters don't cherry pick just because they're digital. They know who you are. They know what your files look like and your files will be done at the end of the day. Look, and you'll get an email at five, no, at four fifty nine. telling you that your file is suspended on a Friday because you're just not going to deal with it. Like, don't even make us do that. Like, come on. Don't put yourself on the naughty list. There's so many ways that you can communicate now. They've got like note sections. Hey, listen, I know, I know that the, that I know that the income is a little bit squirrely. This is what we're trying to do. See, I don't want to start calling out lenders. Don't get yourself in trouble. Yeah, I don't want it to be like a favoritism thing. You know what I mean? But you know what? When we were underwriting at certain companies and the companies that I'm talking about, I don't know what I'm talking about. We had to do, we had to counter offer. So do you know what that means, Devlin? That means that there was no suspended files. Yeah, you were required to give them an alternative option that could get that file through. That's an underwriter. I'm just, I don't know. I'm sorry. I gave you, listen, I can't do this, but this is what I can do. Amen. Amen. You know, it's funny. This reminds me of a story. So everybody's heard of Grant Cardone, right? We all know who that guy is. He used to be a car salesman. And what a lot of people don't realize is that car salesman from Houston. And he said, you know, a lot of times he'd bring somebody in and they would have terrible credit. And, you know, the sales desk is saying, hey, this person doesn't qualify. And he's like, watch me. Right. And he'd go back out. And this is the difference because it was that he would present them an alternative option. Hey, great news. We got you ready to go. Here's your deal. We just need a check for thirty thousand dollars. Now, what's crazy about that is some people go, he doesn't have thirty thousand dollars. Right. You don't know. And more importantly, what do they have, right? So you're talking about the same thing here is a great underwriter is looking for an alternative that can work. And if they're presenting an option, even if it seems unrealistic, there's an option here, right? And you never know at the end of that rainbow what that client may or may not be able to do. And let me tell you something. If they want the house and there is a way to get there, wouldn't they be appreciative they knew how they could make that happen? wouldn't it be great if they didn't have to start from no, but start from what can I do? Because when you start them from it's suspended, your mind already shuts down. It's you already feel rejected. That's right. You already feel like no one's on your side. You are, you know what I mean? You already feel so you can't even think yourself out of that box. So that's why I like the counter offers now. Let's just be a hundred percent honest. Was it more work? Yes. There's definitely more work, but I understood what the company was doing and, you know, they did really good business. They did. Yeah. Well, that made big sense. I'd want to work with somebody that doesn't say no. You're saying there's a chance, and that's what I want, right? That's what I want. And so at the end of the day, we can't approve every file, but we can certainly look at opportunities that would allow for that to happen. Underwriters that are out there listening, hey, maybe rethink that. Yeah, it wasn't qualified this way, but can it qualify another way? And if it can, let's present that opportunity because we're here to help serve people. That's really what it's all about. And telling them no is not serving the people, right? Letting them know how, that's serving the people. So what are some of the small details that let you know as an underwriter, this LO team knows what they're doing? My favorite used to be, I used to call them love notes. My favorite was when the processors and listen, I am not technologically. You already know, you've heard me ask the question. I still, to this day, don't know how they do it. Devlin look how you would get, you would get a PDF document and the processor would leave these little comment boxes on the, so like you're, you're like, what is that? Your mouse, your, and then to pop up in the processor and say, I'm aware that this is a large deposit. This, this, this, and that. Like, you were just like, how cool is that? Or you get a pay stub and the person writes out, you know, what income that they came. How they calculated it. Yeah. What their method of calculation is. You know, you have to remember something. I don't know about you Devlin, but when I was growing up, there was like about maybe two or three thousand pay stubs. Now there's like one hundred and sixty five. That's it. And they've got all different types of stuff, all different types of deductions and all different types of labels and stuff on them. And so you processors and you originators and you loan partners are there in the very beginning with that borrower. Please ask questions. What in the heck is a subject seventy six five regular pay? What does that mean? We don't know what that means. Find out what that stuff means. And I'm telling you, there were processors that would have comments on these documents that explained what it was. Listen, I use this income because I talked to the employer and the employer said that this is those are the types of things that make the difference. Those are the types of processors and loan partners that you want to work with. Ones that ask the questions. Do not wait for the underwriter to ask and provide the instructions, you know, and provide the instruction that goes back to, you know, what we talked about before, which is, you know, how to structure the file. And you don't want to Quentin Tarantino book for, for, for, you know, a file to be underwritten, right? Like we love his movies, but for, you know, when you're trying to put a loan together, you need instruction. And, you know, again, if you do a great write-up that you can present to the underwriter or even, you know, Put it right there on the document with the highlight through PDF or through Word. You can do it through a number of different programs that give them the cliff notes as to how you came or derived to this or the red flags that you're already aware of and how you've overcome them. it's going to give the underwriter a better opportunity to make sure that they give you an approval. And, you know, I can tell you right now, I know this because I've seen it happen time and time again, where a lot of us are gets a file back. They're like, it was in the file, you know, where was it in the file? How was it documented? And how did they know that it tied to that thing? And that's what you're talking about with these love letters, because now it's, Hey, I know that you're looking at this and you're scratching your head and saying, this doesn't work. But here's what I provided to you to help you see how this actually does work. And instead of you having to play a scavenger hunt to figure out why that document's supposed to be linked to this explanation, let's just explain it and give it to the underwriter right away so they don't have to find it on their own. Absolutely. That was great. I wrote down Quentin Tarantino files and living off hopium. I love it. I love, well, we always learn together, right? We always learn together. So, you know, in our, our original call, and I don't know if you remember, you talked about processors following you around like a cult. What's the key to bridging the loan officer processor underwriter relationship and creating that synergy, right? It's funny because I created Ask the Underwriter. to bridge the gap between operations and sales. That's why it's called Ask the Underwriter, not so that we can ask questions, but because you can. We are open to communication. And the first thing that I believe is I believe that there has been a bridge that's been established between the lender and the underwriter and the salesperson and the processor. Because now you guys do have access to the underwriters. When we were coming up, we didn't have access to them. And if we did, then they were cursing us out, like you said. Two, I believe that everybody needs to go back to training and development. I posted a video today. I wasn't going to post it, Devlin. I wasn't. But I said, you know what? This is real. I can't get any realer than this. If you want to be on the same page as your processor, and your originator and your loan partner, if you want to be on the same page as your underwriter, if you want to close loans in a timely manner, you know what I mean? If you want to develop a great reputation, you have to stay in a training development, a learning state of mind. If there's anything that we know about this industry is that it's constantly changing. We just got through talking about how pay stubs have changed. So what that means is when you look at different pay stubs, you don't even know what you're looking at. Stay in a learning state of mind. That's how you bridge the gap. You bridge the gap because if you're in a willing state of mind, when we are communicating, you can be quiet and listen to see if either you just learned something or there's a misunderstanding. Well, I love that you said that, you know, because at the end of the day, I'm a firm believer that we've always got to be educating ourselves because the world is constantly evolving and the industry is constantly evolving. And effectively, we're either staying in the same place Or we're leveling up and getting better. And, you know, we always seek the training, seek the knowledge. And it's out there, whether it's a paid course or it's a podcast like the one that we're on right now. There are people out there right now that can give you more education that allows for you to perform better in whatever industry that you are in. I don't care if it's mortgage related or not. It's there so that you can level up, get better, offer more to your clients, and provide better service to all parties that are involved. And then you're building great synergy because you guys are, you know, I always follow, it's called Kaizen. And Kaizen is a Japanese philosophy for continuous improvement for the better. Always looking for ways to improve your business to avoid redundancies so that you can continue to scale and grow. right and that's what you're talking about live with the mentality of kaizen and we don't just change to change we change because we know it's avoiding redundancy and leveling us up yes absolutely okay so Couple more things here because you leaned right into it and I know we're close to wrapped up. I think we're actually there, but I want to get to this. You offer a service. Your company is called ask the underwriter and that's because you're not just an underwriter. You're actually a trainer now. Right? So first things first, if somebody wants to acquire you for their services, who do you train? What does that look like? So I train mortgage. loan originators. I train loan partners and I train processors. I train them all to properly pre-qualify loans. And I have a mentoring group that meets twice a week. And I have training material that trains you. So you can pair the two together, or you can meet in a mentoring group with us on a weekly basis. We meet on Tuesdays and Thursdays. Now processors, And this is where the, what Devlin and I were talking about last time about the processes like converging on me. Because at first I was kind of dealing with, you know, originators and loan partners and the processes were like, listen, enough is enough. We need to know. And so I created the P free program process and performance program. And that's where you guys get to junior underwriter status. That's what I'm training you to do. I want you to be like the processors of old. I want you to be able to think. I want you to be able to teach other people. And I want you to be able to communicate with their lenders, the whole lenders, the account executives and the owner. I want you to be able to communicate with them intelligently. I want you to be able to package your loans so that they make sense. Like I want you to be the processors of old. I'm not trying to go old school on you. I just want you to have that reputation. Well, I love it. And what you said to me last time is when you know better, you do better. So I had to throw that out there. Well, and folks, if you're trying to find Dion, you can check her out right here, right? So if you see scrolling right across the bottom of the screen, It's asktheunderwriter.net. You know, again, that's asktheunderwriter.net. And you can go check out Dionne, see what she offers. And you can schedule right there on the website. In fact, if you want to just go straight to schedule, like, you know what? I'm in. I need this service. I need to learn more. I need to teach and coach my teams. This is her Calendly. It's calendly.com slash Calendly. Ask the underwriter. It's literally that simple. And you can be live in person with Dion and scaling your business because, you know, as you develop and grow your business to provide the best possible service to your consumers and your agents, you've got to make sure that you get the most important part down and that's qualification. How do we qualify that client? Provide a pre-approval that we can stand out there and stand behind and And ultimately know that when it moves through the process, it's going to be a smooth and flawless experience. And we want to sweat that process. We want to do it the same way every time. So the experience that your consumers have is always just an amazing experience. And that's what Dion teaches. She teaches you how to build that process through smart underwriting and building synergy with your team. So everybody's on the same level. Love it. You describe it perfectly. Thank you. So the final thing, let's, let's leave a final note, right? So the folks out there that are tuning in or listening to the later date, what's the one thing that you want to leave us off with? Forgive yourself, give yourself some grace. There's so many moving parts to the mortgage industry. It moves fast. There's so many different documents. You're going to fall. You're going to make mistakes. If you don't learn how to forgive yourself, you'll get stuck in a moment. Don't get stuck. Um, I think I, my son plays basketball. He's going to kill me for this. My son plays basketball and someone told him to think like a goldfish. They said a goldfish only has a couple of seconds memory or something. And so like, if he misses a shot or something, I'll yell out goldfish mentality. Have goldfish mentality. I made a mistake. own up to it. I apologize. Keep going. Remember so that you don't repeat it, but you can't live in that. You don't, you are, you are not your mistake. Forgive yourself. Well, we learn from our mistakes. We learn from the mistakes, right? If we don't have the mistakes, we're never learning anything. If it's always a win, we're never leveling up. And you know, more importantly, and you said this, and I think it's so important when you have a mistake, Own up to it, but don't wait. Don't wait. So many times I see originators do this where they've made a mistake. They know it's going to lead to something that's very difficult to deal with. And instead of tackling it and addressing what their client and their agent right away, they try to find the solution first so that they can come in and save the day. And the problem is, is that every minute or every day that you wait to discover that with your agents and your borrowers is a day of frustration for them because what they're going to tell you in the end is, why didn't you tell me sooner? why did i not know this before and i know what you're looking for loan officers you want to have an answer first no i'm going to find an answer i'm looking into this i have everybody involved we're going to try to find a way to get this to happen but i wanted to give you an update so that you knew what was going on and we're going to get through this thing together right and then find the solution and then go out and find the solution so fall on the sword own up to your mistakes. We'll learn from those, get better. And if you want to get better without having to make the mistakes, jump on, ask the underwriter.net, get out there and get some training with the own. And you're going to love that you did because she's going to teach you how to put together those great files that perform and get closed with less conditions. smoother processes and happier clients. So guys, I think that's going to be it today. Thank you for stopping in the own. Would you come back again? Do a part two to this? Absolutely. Let's do it. I think we got a lot more. So if you want to hear more from Dionne, Hey, DM me, hit the messenger. Let me know what, let us know what topics you want to know. And we'll bring her back in. We'll tackle those topics and get you off to a great start in the new year. So Merry Christmas, everybody. I think this is our last episode before the holidays hit. And we will see you next year. Thank you guys for stopping in. 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.

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