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Sean Murray: Some brokers
dropped out of the business,

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right? And it's my prediction
that they're going to come back.

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Okay. And the reason I say that
is because this industry, the

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small, the non bank, small
business finance industry has,

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has this way of keeping people
in its orbit. Yeah, it's like

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you can never leave. Yeah,
right. I know very few people

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that I've ever left the business
for good. It's kind of like one

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of those things where you kind
of get sucked into the system?

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Yeah.

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I think on the one hand, because
a lot of it is a commission

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driven opportunity. And there's
a lot of entrepreneurial type

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people who work in it. in sales,
right? Yeah. And the ability to

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reap the rewards of the work you
put in. Yeah. Is attractive to a

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lot of different people. Not
everyone wants to make a salary.

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There are people who would
rather have hot, you know,

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really good months, really low
months, and feel that that

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number reflected their
abilities. Yeah. Right. I know a

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lot of people like that. And,
you know, that's, that's

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awesome. Because you could be a
broker who could potentially if

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you have that mindset, you could
make, you know, well, well into

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the six figures. Yeah, versus if
you're on the other side of the

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business, maybe maybe not as
high. But there isn't, I say a

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lot of people gonna come back.
It's because, you know,

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obviously, obviously, everyone
seems to be drawn, you know,

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drawn to it, you can never
leave.

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Johny Fernandez: oAnd I know,
and I think the reason why a lot

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of people are drawn to it,
because I think 2020 showed a

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lot of people that if you stay
with a normal job, you have no

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control over what can happen.
And based, you know, on a sales

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commission job, or, you know,
very entrepreneurial spirit,

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people that have that, you know,
they kind of realized, wait a

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minute, instead of working for
someone, I can just kind of do

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my own thing, you know, build my
own business, and then, you

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know, not be like a regular
person working a regular job.

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Sean Murray: Yeah, well, the
other side of that is, you know,

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regular person, regular job is
that you can end up that person,

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in sales and in in a commission
driven business, by virtue of

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always doing the same thing. You
can end up what you thought you

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were trying to avoid. Yeah. And
I have spoken to people, not

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maybe not like, really recently,
but over the course of my, you

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know, career in this industry,
people who said that, that could

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have been me that done this. Oh,
I could have done that. When I

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was younger. Yeah, I could have
done that before I was married.

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And now it's too late. I hear a
lot. It's now it's honestly now

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it's too late. Yeah, type
things. Yeah. And I feel bad

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sometimes. And you know, I don't
think it's ever too late. First

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of all, it's never too late.
Those who are like, who are out

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there being like, it's too late,
you know, I have a family to

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support. I can't do anything.
You know, I missed my chance.

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That's the wrong mindset. Yeah,
there's always a way. You know,

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like, you're like, well, I
already I already only get five

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hours of sleep. But what happens
if we could maybe try getting

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three hours of sleep? It can be
really painful. Yeah. But you

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know, don't afraid to be bold.
Like, if you're, if you're, if

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you're if you're writing off the
opportunity from the from the

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outset, you're just gonna have
this regret, I see a lot of

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regret. Yeah. And I think people
need to ask themselves,

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especially after the after this
whole pandemic, is where do you

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want to be? With what you're
doing? Yeah. Right. Because if

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you're, if you're a sales driven
person, you're commissioned

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driven person. And that's,
that's your motivation to

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succeed, then you are probably
also the person who can think

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beyond that, possibly even more
than someone who is content to

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take a salary. Yeah. And you
should start to think about,

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what do I need to do to avoid
being the person that has

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regret? Yeah, because the things
are going to change? Yeah, a

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lot. And I think we've seen we
saw clearly last year,

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everything changed. And it's
just going to continue to

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change. And that's fine. Yeah.
And exactly, things are just

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gonna continue to change. And,
you know, when I first kind of

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stumbled upon this industry, 15
some odd years ago, people were

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still submitting applications by
fax machine. Right. And it's

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changed a lot since then. Right?

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You don't want to let tech now I
mean, this is kind of like, set

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all the time. Yeah. But you
don't want to let technology

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kind of erode your success yet,
right? where you're like, I'm

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just gonna keep doing the same
thing. It'll build up my

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business little by little by
little, and then all of a

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sudden, that killer app comes in
and just throws the whole thing.

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You know, you know, it just
ruins the whole thing. And

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you're like, Ah, that was
unfortunate. Yeah. And then, you

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know, and it's the young, the
new young, 20 year old. Yeah.

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And you start telling, you know,
I could, yeah, I could have done

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could have done

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Yeah, this could've been that.

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Sean Murray: And it's just, you
know, this, you don't want to be

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one of those people with regret.
So the broker lifestyle doesn't

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just have to be. I'm going to do
this for the next 50 years. In

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my life, yeah, if that's what
you want to do awesome, but I

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don't think it's going to be the
same for 15 years. That's part

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of the problem, right? And you
need to take the time to do

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something bold and big. While
you're hustling out there,

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right? If you're already the
person that's, that's a sales

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oriented, commission driven,
then you definitely have the

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potential to do something big
and bold, you're already doing

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something big and bold, not
having a salary, and just kind

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of like winging it, you know,
like, hoping to make money just

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based upon what you do. You
know, you're already you're

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already taking risk. And don't
be afraid to do one more big

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thing. And you don't want to be
that person in 20 years to now

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be like, Ah, yeah, I could. I'm
just telling you so as far as

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the broker lifestyle goes, look
at it as levels of advancement.

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The lifestyle should be not just
I made a little bit more

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commission I made a little bit
more commission, I made a little

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bit more commission, it should
be, you know, I was here now,

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possibly, I have a team now I
had my own shop. And now now I

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got the tech. And this is just
a, you know, yeah, just grow.

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Yeah, you know what I mean? But
start to think in increments of

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where you want to go, not just
how much, how can I get another

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customer this month, but really,
really think even bigger? There.

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There are people now who are
worth hundreds of millions of

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dollars, who I saw, were just
regular sales guys, sales women

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in the beginning 10-15 years
ago. Yeah. And they just took a

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few bold moves beyond the bold
stuff they already did. And now

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they're rich. And you know what?
I'm sure they have some regrets

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in life, but not taking the
chance to become a mega

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millionaire. wasn't one of them.
Yeah, I mean, so don't be afraid

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to be bold. Yeah.