Logical Recruits

Let's talk about logical recruits. They're experienced in handling recruiting pressures. That's the renewed recruit today. Very experienced at that. I have heard this over and over again. Loan officers using this terminology, capital markets partner. What does that mean? It means that they could go anywhere to fund their deal. If a loan officer sees you as a capital markets partner, that is a problem because they see themselves as bringing all the value. We have got to shift the narrative. A lot of companies are actually using that language and saying, we We make a great capital markets partner. You do not want to be that. You want to be more than that. They want to get as much info as possible. They ask very detailed questions. That's where you start to get these emails with lots of questions, even 3 pages of questions. They're more logical in their approach. They require a lot more information.