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Peter Ribeiro: We really just
talked about culture and how it

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really applies to building a
broker shop. And or also you can

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build, be a lender and grow it.
And I think it what was

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interesting to me was we're all
kind of on the same page, right?

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To grow a shop or to be a
lender, the CEO needs to trickle

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down the culture, you have to
have a very high EQ, is what we

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kind of went over. And, and you
really don't want bad apples. I

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mean, that's, that was really
the thing I understood more than

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anything else, you know, you
can't have a bad apple. That's,

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that's, that's really, I think,
the consensus of all three

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folks.

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Johny Fernandez: So I mean, it's
been a big change from 2020, to

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where we're at now, kind of walk
us through, I guess, the big

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takeaway overall, from trying to
adjust to making everyone feel

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good, and making everyone you
know, understand the culture,

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making everyone fitting
everyone's needs, kind of walk

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us through that?

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Peter Ribeiro: Well, I think I
should have got a degree in

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being a psychologist. Because a
lot of people panicked, you

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know, and as a leader, you can't
panic. So I probably had more

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contact and talked to the admin
folks talked to sell reps more

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than than ever before. But also,
unfortunately, there was a lot

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of dislocation in the market.
And we've taken advantage of

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that. So there's a lot of a lot
of sales guys where the shops

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closed down, or the marketing
efforts were slowed down, and

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the numbers went down. So we
were able to actually acquire a

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lot of good sales reps because
of that, and that that really

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has benefited us long term. So I
mean, from being a lender being

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a funder, like just everyone
across the board, what's the

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pattern you've seen with people,
you know, in a leadership

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position? What's the pattern you
see that people need right now?

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Well, I think it's it's always
been very consistent. You know,

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consistency is the most
important thing about being a

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leader. But again, it always
goes really back to showing the

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employees love. And I always go
back to this, I think that no

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matter what happens in the
office, no matter how much money

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they make, if they don't feel
respected, or loved or cared,

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they will leave. There's always
other people giving offers to

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employees, there's always people
giving you more money, there's

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always more people giving more
incentives. So you really got to

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make it like a family
environment, a culture to really

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help you with getting less
attrition within the office.