It’s pretty fascinating how many times I have been asked the question: Why is it when a real estate agent tells me that they’re going to refer their next borrower to me, it doesn’t happen?

I think it’s a very interesting question to ask and to contemplate because I, I really truly believe that they don’t ever have the intention of giving you their next borrower. I think it’s interesting when we start and think about what happens in the marketplace when we’re in the lending business and we’re working with real estate agents and builders and we have a decent conversation and then however we might ask for business. And then we think that that is a successful sale when in fact, it’s not. And I think you all have, I know I did early on get these false hopes that you were going to get a deal from a real estate agent.

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