In this recorded rehearsal, Toby from Global Integrity leads an interview with two account executives, Courtney Morris and Denzel, to practice on‑camera conversations that will later be used for webinars and client interviews. The discussion opens with a brief market overview, noting the disruptions of COVID‑19 (2020), the boom year of 2021, the Federal Reserve’s aggressive rate hikes in 2022, and a tentative stabilization in late 2023 with rumors of future rate cuts. The executives share what they hear from investors and brokers: confusion over market direction, fear of rising rates, and a need for clear, confidence‑building education. Both emphasize Global Integrity’s core value of integrity, positioning themselves as consultative partners rather than pushy lenders. Denzel describes his role as a “therapist” who provides honest, transparent guidance, while Courtney highlights her “hustle and heart” approach, rapid responsiveness, and comprehensive information gathering to assemble a complete loan‑approval puzzle. They discuss tactics for client education, relationship building, and differentiating themselves through honesty, communication, and tailored consulting. Finally, they outline personal 2024 goals: Courtney aims to expand locally in the Dallas‑Fort Worth market and grow her reputation; Denzel commits to a “hardline” strategy focused on flawless communication, high‑close rates, and eliminating catches to drive clients to the closing table. The session serves both as a training exercise and a blueprint for future client‑facing content.
Chapters
Ah, all right.
She wants to call me back now.
Of course she does. How it always works, is it not?
Yes, it is.
All right, all right, Nick.
It's started. Okay. Say that again.
I said we're recording.
We're recording. Yep. So I'm recording so that you guys can watch it back and see what you like, what you don't like. We're not going live yet, but I want to run through some of these test runs with you guys so you get comfortable in front of the camera and be able to do these on your own if need be, or we continue doing it this way. So basically, this is kind of the webinars that I want you guys posting and throwing out there. And then maybe you guys interviewing each other, maybe me interviewing you, and the goal would be for you then to start interviewing your clients. Get a broker, get a, uh, somebody who's doing rehab work and all that, and do an interview with them. Bring them into the office or do it on the computer, and we'll show you how to do those, uh, on the computer side by side. Okay, but that's the goal, so that you're getting more and more of these and that you're getting more and more comfortable with it. Okay, so we're going to run through this as a traditional interview deal that I've done in the past with all my other clients. I'm going to be asking you guys about Global Integrity Finance, the company, the products, the programs, what you're seeing. And we're just going to go through some conversations. Okay. All right. Hey everybody, this is Toby with Global Integrity, and I'm here meeting with Courtney and Denzel. And today we're going to talk about what's going on in the market. We're going to talk about state of the market. We know that there's been a tremendous amount of disruptions going on over the last couple of years. Um, first we had COVID in 2020, then we had an amazing year in 2021, and then of course in 2022 the Fed rate hike, uh, just kind of came out of nowhere, skyrocketed through. We're now seeing at the end of 2023 that kind of settling down. We're also hearing rumors that the Feds are looking at lowering rates, so this is a positive. But one of the things we'll talk today with Denzel and Courtney is, you know, what are they seeing as direct hard money lenders nationally lending out to investors. What are they seeing? What is the taste of the product and how are their clients working through all this disruption and what are the demands? And so we're going to visit with them today, kind of get a pulse on what's going on and just get some feedback. So welcome to the show, Denzel, Courtney. Glad you're here. But I just kind of wanted to first and foremost introduce yourself. Tell me what your role is here at Global Integrity and what you do day in and day out. I'll start with you, Denzel.
First and foremost, depending on how they name this, I want to apologize. Denzel Washington is not here today. You're stuck with me.
We could, hey, special guest Denzel and then just kind of leave it blank. Right, right, right.
We want to apologize just in case.
Yeah, if anybody gets let down, disappointed.
You're going to let down, but I'm going to let you down in the beginning and then we're going to pick it up. Build it back up.
I like it.
My name is Denzel. I'm here at Global Integrity. I'm an account exec. I look through accounts, I see how they're working, make sure that they're functioning properly, and our customer relationship department is building and it's not on a decline. Throughout this disruption, we want to make sure that we're tailoring our product to our clients, and that's what I'm here for, to make sure that we get people in, and once they start doing business with us, they continue to do business with us.
Outstanding. Courtney?
I'm Courtney Morris. I'm also an Account Executive here at Global Integrity. I'm not Denzel Washington. View ratings might go up if we said Denzel.
Yeah.
But Denzel and I, we share sort of the same role. We do things a little bit differently. He's more of a therapist. I'm more of a get all of the answers. No, I'm just kidding. Everyone loves Denzel. He does a great job. But we just— I'm just here to add value to my investors' business and my brokers' businesses and see how we can, you know, outrun the— whatever's coming next. Help them to get ahead and not fear the future.
Be more proactive than reactive.
Right.
Love it. Love it. So let's talk about that. So what is going on? We'll start with you, Courtney. What are you hearing that's going on in the streets? What are our clients and investors looking for? And what are they— What are their fears?
Well, they're looking for a lot of things. There's a lot of commercial properties building. It seems like there's tons of room for development and lots of brand new constructions that they're interested in knowing more about. So just educating them on what we can do and how we can do it and get to prepare them in case this is something that they want to step into. Keeping them up to date on what the Fed is saying. You know, just, I read the new articles every day just to stay up on my education so that I can educate them. So that if I know and I'm able to say, I'm confident that things are going to go this way, or I understand it in a certain way that I can explain to them that they might not understand or they're confused about. Because there can be a lot of confusion between—
There's a lot of—
Are we going this way or are we going that way? Are we going anywhere? What's going to happen?
A lot of noise out there that needs to be deciphered.
Right, exactly. So just kind of to bring more confidence in them and their business and what they're doing to go forward. I try to help do that so that they're not scared to invest in the future.
I understand. Denzel, what are you hearing out there in the streets?
It's definitely polarizing. You see these rates going up and people are more fearful of jumping in because because of the race, or they've become accustomed to getting these 2-point grades.
Getting money for free, right?
Basically getting money for free.
Yes, sir.
This is not the climate that we're entering in right now. Most definitely. It's definitely on the other spectrum of it. People are slowing down, but that's why we're trying to feed that confidence with, instead of missing information, trying to give them the best information we can to guide them, to not necessarily push them. Here at Global Integrity, we try not to push people to take loans. We're more into building relationships. So as Courtney said, I am a therapist.
I heard some of the calls, and trust me, you should be charging by the hour for some of that therapy you're giving your clients. Yes, yes, lay them down on the couch, you know. Please relax and tell me all your problems. And they do, right?
They do.
They unload on you.
This, this, this era, you know, it's stressful. It's stressful.
It's so inviting.
It's stressful. And, and the inflation of the dollar and the inflation of the properties. Um, but where can you get in to make sure that, that you are, you are holding these properties and you're, and you're being profitable? That's what they want to know. They want that reassurance.
Good.
And I'm doing whatever I can to make sure that I can reassure them that they're making the best financial move with investing in real estate right now.
What, uh, so what's going on over at Globe and Terry that is setting you apart from anybody else that your clients want to be calling on? What different angles, tools, resources are you guys utilizing that's really giving you that upper hand or that edge?
Um, it's right there in our name of the company. It's Integrity. Um, you have loan officers and realtors there, some of them are falling out of the business because they got accustomed to getting these high-dollar amounts, and, and now they're far in between. But here we, we base everything off integrity. I am upfront with my customers. Okay. Um, they get the good, the bad, the ugly, right? No matter what it is, they know that they're going to get the truth and they're not going to be fed along or stringed along until we get to processing and baited and switched. So they're getting the upfront truth and we're building a relationship based on honesty and integrity that they feel comfortable in doing business with me.
So do you feel that because you're having more of a consultive conversation that you're really educating yourself and your client on the project together? To ensure that it works versus just spitting out rates and terms?
Definitely. Um, as I would like to believe that I know everything, I don't, right? You know, so every day is a learning, learning experience between— whether it's between me and the customer or, or me and my co-workers, where we're learning how we can build these relationships so that, that they're fruitful. Because no one wants to just be on the phone talking to me and not make money, right, or being consulted correctly, and to make sure that they're, they're, um, they're, they're nurturing in a way that, that there's a sense of trust that they know once they give me their information that, that I'm going to tell them the right thing. I'm never going to put them in a deal that's going to have them wishing that they didn't do business with it 5 years from now, right? You know, my goal is to make sure that we get people in business and that they excel so they continue to work in this business, so they become— continue to be future clients and bring other people to us that want to be future clients.
Nice. Courtney, what different edge do you use? How do you separate yourself from, from the other, uh, account executives that your clients are calling on? What, what unique traits or skill sets are you bringing to the table?
Um, my quote that I always say is hustle and heart is what sets me apart.
Okay.
Um, I relate to people very well, and I hear what their concerns are with this client, because a lot of them come to us after they've already been worked. People can't do them, um, other companies can't do them, and they're concerned. Can we do this? Can I do this for my client? Um, I respond right away, um, and communicate through the whole thing. If there's something that I don't know the answer to, I try to get I get all of the information up front, but I do call them back and I do ask, and some of them know and some of them don't. They're like, "Oh, I didn't think about that." Right. So just keeping that, like, I don't want to give part of the puzzle. You can't turn in part of the puzzle for an approval. So the more pieces I have, the better chance we have to get the approval that they're looking for. Nice. So just, I put it all together. They can call me anytime, they can text me anytime. Anytime. I was working from home on Friday. They— I talked to a lady for 45 minutes twice on Friday that called me. She was a referral from another guy who I actually referred him to somebody that was in a state that we can't do. I just knew them by, you know, communicating, right? Calling, calling my pipeline. So he appreciated that, so he sent her to me because I had helped. Yeah, so I mean, just being who we say we are.
Good, good. All right, um, so, um, what do you, you know, what is your guys's direction, vision for 2024? Um, I think you guys, um, have got a great foundation here for 2023, but Courtney, what are you looking for in 2024 that's going to help skyrocket your goals, your dreams, your visions?
I would like to target more people locally here in Dallas-Fort Worth.
Good.
There's tons of opportunity here. I feel like that they don't really— a lot of people in our area, they don't know about us. So I want to reach the people here first.
Good.
And then, you know, just kind of keep branching out and grow my name in the business.
Build that network.
Build the network and know for people to know my reputation as integrity. Yeah, like that. That's when they see my name and, oh, I've heard of that, or, or so-and-so told me about her and her company.
So just having a legacy built, right? Preemptive.
Nice, right?
Denzel, 2024?
Um, 2024, I'm going straight hardline.
Hardline.
Hey, hardline. Um, um, I wanna, I wanna— exactly, no catches at all. No catches at all. I want to get people to the closing table Okay.
How do you plan on achieving that?
We achieve that by making sure that we get the correct information and we're delivering the correct information. And that we're making sure that we can stand on the expectations that we're getting. And that has to be a great line of communication between me, the broker, or me and the client, whichever, or— And that making sure that we are all on the same page and we all have the same goal. We figure out their why they're doing this business and we tailor our direction to, or our consulting towards that why. So I want to make sure that I'm tailoring to that why. And I want to make sure that these brokers who are out there that are maybe having 10 deals in a month and getting 3 to closing, I make sure that we close clean that up and that we're getting a 90% kill rate at the beginning of the year and then on into the year that we reach for that 100%. We don't stop until we reach success.
Outstanding. Great. That's it. It's that easy. This is all you need to do. And I guarantee we could publish this and you guys will get tons of phone calls. You know why? Because you're real. This wasn't scripted. This wasn't— you didn't have things that we were reading off. This was you being you, genuine and real, and people will relate to that. This is how easy these are. And this was— hey, Nick! Uh, this was, I don't know, 12, 15 minutes long. Go ahead and stop it. Go ahead and stop. Oh, okay. How long was this? And I know there was a lot of fluff in between. Uh, doesn't say on here.
