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Show Summary
In this conversation, Jon Wilson shares insights into his personal and professional life, discussing his role in the mortgage industry, the importance of customer education, and the ethical considerations in lending. He emphasizes the need for building strong relationships with clients and builders, while also addressing the challenges faced in the industry. Jon’s approach to sales is rooted in honesty and transparency, aiming to provide the best solutions for home buyers. He also highlights the significance of networking and marketing in growing his business.
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Investor Fuel Show Transcript:
Speaker 2 (21:22.52)
Hi everyone, welcome to the Investor Fuel Podcast. I am your host, Quentin Edmonds, better known as Q Edmonds. And today I am joined by someone I’ve been looking forward to chatting with, my friend, Mr. John Wilson, man, who’s been making some serious moves with educating and helping people, helping lenders kind of build their.
you know, their relationships and different things like that. So I’m excited about that. And I think our listeners are really going to take something away from your approach when it comes to educating. I really think you’re going to help people out with that. So John, man, listen, let’s dive in. first of all, no, absolutely, man. Absolutely. I guess I should let you speak and say hello or something, right? So listen, man. So if, if people
Thank you.
Speaker 2 (22:18.646)
who are not familiar with you, right? I know you’re famous to me, right? So people who may not be familiar with you, are familiar with your world. I want you to give us a short version of what is it that is your main focus these days?
Sure. So my main focus right now is growing Fairways footprint in the mortgage industry, helping loan officers grow builder relationships and educating future home buyers in the mortgage process.
Yeah. Yeah.
No, I love it, man. Love it. Thank you so much for that concise answer there. And I love, again, how you talk about educating the consumer. think that is definitely what’s needed. And I really appreciate you for that. Now, things like in this market, in this climate, it’s not easy all the time to do what you do,
So what is it that keeps you running smoothly? When you, when you, when you’re focused and doing what you do, what keeps everything running smoothly for yourself?
Speaker 1 (23:35.598)
So having a process with every home buyer and making sure you take the time to educate them through the process. is, Google is one of the worst enemies for medical symptom, medical advice and mortgage advice. And one of the things that they’re trying to help a customer stay off of Google, educate them on the process of getting a mortgage, educating them on the way that the rates are designed.
A great example of this is I literally had three sisters from New York build houses next door to each other down here in Delaware. And every sister had a different interest rate based on down payment, credit scores, loan programs. And they’re coming back and they go, why does my sister have this rate? Why does my sister have that rate? Why is my rate this? Educating them on rates are not like
blanket statement, today’s rates or whatever they are, it is customized to the buyer and being able to educate them on how we got there and what’s best for them. And then, you know, I always use this thing, leading a horse to water, but you can’t make it drink. you give them every piece of information they need to make the best decision for them.
Got you. No, that’s good. That’s good. You ever kind of get any pushback when you’re trying to educate customers? they ever kind of push back at you?
All the time. It’s a very, you know, it’s a sales position. However, you know, they want to, they think I’m trying or, you know, loan officers are trying to get over on them. And some loan officers do or try. Other ones don’t. So like one of the biggest pushbacks is like, can you do any better? Like, no, this is the best rate I possibly can do for you. know you feel free to shop it around. You know, only I ask at the end of the process.
Speaker 1 (25:27.886)
is to allow me for a chance to earn your business, but know that the rates today is the rate today. It’s not the rate tomorrow. So if you’re talking to someone else, talk to them today. Don’t talk to them tomorrow and give them the same exact scenario and make sure you compare apples to apples.
Absolutely. Nope. hear it. I hear that for sure, man. Now listen, every app or radio I know, they get, they have this moment when things kind of get real, right? Maybe a deal goes sideways or a time that you kind of had to pivot fast. You might share one of those moments that maybe that happened to you.
Absolutely. This is just actually happened in June. there was a buyer under contract with one of my builder relationships. they w they had a non contingent offer on their new bills. So when the house was ready, they had to settle, they, their houses, house in Pennsylvania would not sell as fast as they wanted to sell. And in fact, they didn’t even sell prior to, the, June they had, so we, customer was not planning on taking a mortgage out.
So we offered, in order to close them, they needed money. So we ended up doing a bridge loan for them, which allowed them to eliminate the debt in Pennsylvania. Ironically though, the house actually got a contract the week of close or week or two before closing and ended up closing very quickly. So just being able to give that customer the peace of mind to be able to close on time without having to go through delays and know.
charges for missing closings or losing deposits, those kinds of things. So being able to have an arsenal of products to allow us to have something for everyone. And if you don’t have something for everyone, at least in where I’m at in Delaware, if I’m closing alone in Delaware or Maryland, I know people who have products that I don’t have. So being able to have those, the resources at your hand or…
Speaker 1 (27:23.188)
knowing someone who might have a product for somebody, you know, allows you to be able to help more customers.
Absolutely. See, that’s kind of stuff people don’t talk about enough, you know, really helping people with the products that they need, connecting them to the resources that they need. And honestly, like really that’s what separates folks like who who dabble from the ones that kind of stay in it long term. And so I can see that you’re very good at building relationships and I can see why you are staying power and what you do. So, yeah, I appreciate that, man. Let me ask you this. What are you focused on solving right now? Like, is there a problem you’re focused on solving? Is there
Kind like a ramp up or scale. Like what’s, what’s, what’s the next goal for you?
So for me, it’s growing relationships with national builders for Beezer or my apologies for fairway homes, fairway mortgage, meaning part of my role was to go talk to builders, show them what fairway can do and grow those relationships. So that way I can hand them off to other loan officers and help create more streams of referrals for loan officers. Yeah.
in terms of builder, like in my world, I call builder relationships, salaries for loan officers, because what they do is like, I, you know, I can plan closing six months from now. And then if a realtor sends a referral, that’s a monthly bonus. So, you know, that’s the way that I’ve structured my business, and what I’m trying to, you know, educate more loan officers with. And as far as, you know, complications in that it’s really trying to re educate or
Speaker 1 (29:03.928)
help more people stay away from transactional lenders or unethical lenders in terms of, here are points, here’s a lower interest rate, don’t talk to anybody else, then they’re not gonna tell you that they’re charging points. Part of my process is going over the official loan estimate. And if no one knows what official loan estimate looks like, it’s a three page document that’s regulated by the government that…
everybody has to, every lender has to provide to you. That document can be manipulated in some ways. Like I can say that you only pay a dollar a month for insurance when we all know insurance is going to cost probably a hundred, $200 a month depending on the house, but it can make your closing costs look lower when you’re ready to go to closing. So you may choose that lender who looks cheaper, but really they’re just not doing you any favors.
Yeah. No, thank you for that. That’s big, know, especially when you’re already good at educating and serving your client. But now you’re trying to educate other loan officers in the sense to, I’m going to say it to be as good as you, right? It’s like to have the same knowledge that you have and so that they can, you know, be as ethical as you are, especially in building these relationships. So that’s
That’s big, man. I thank you for sharing that.
the way you word it as good as me. I don’t think I’m better than anybody else. I just want everyone to be on the same plane. I want everyone to be in the same chapter of the book or on the same field. Because I could quote a 1 % interest rate and not tell a customer that I’m charging them $20,000. Customers who don’t buy houses every day don’t look at this small print on that stuff. It’s on us as loan officers to educate.
Speaker 2 (31:00.018)
Absolutely, Well, lucky for you, I’m the podcast host and I can call you good because I know you’re good. I get it. Listen, you be humble and I’ll go ahead and do the bragging. Is that okay?
I can’t take it. just, I don’t.
Speaker 1 (31:16.584)
That’s fine with me.
No, man, I totally hear what you’re saying. I know you’re humble at heart, but man, you’re giving us some really, really good information. So I just appreciate the information that you’re getting, man. I really do. I really do. Absolutely, man. So listen, the next move, it can either compound things or create a lot of chaos, depending on how you play it. Now, I know a lot of people, they’re listening and they’re either early in their journey or they’re looking to level up.
And I think it would benefit from them to hear when it comes to building relationships and growing your network, what’s made the biggest difference for you.
So my first job in the mortgage industry was at a retail bank and one of my leaders there hated me saying this.
You’re going to get no’s. No’s come around every day. If you’re doing your job, you don’t get a no. I tell potential referral partners or people I’m trying to earn business from, consistency is key and I show up weekly to do what I need to do. So you either make me a preferred lender or put a restraining order against me. Whatever, if less a cop’s knocking on my front door, you’re to see me every week and I’m going to bring
Speaker 1 (32:40.962)
I never show up empty handed. like, whether it’s like, you know, Gatorade bottles or marketing, a piece of marketing, like I’m going to be here every week. So, you know, you can, we can be partners or you can just shoot me away every week. But again, I’m going to be here until I end up I’m consistent. I’m going to be here until, you know, we work together or the cops show up my door. I’ve never had a cop show up my door yet for this. So, you know, it’s, working well for me, but again, it’s consistency and you know,
I want them to know, if I don’t show up on a Wednesday and I come every Wednesday, I want them to call me and say, are you okay? Because you’re not here, it’s four o’clock, I haven’t seen you all day, where are at, John? I want them to think of me like that.
Yeah. Nope. I hear you and you can’t, you can’t fake that like relationships or everything. It’s everything. And you’re showing like, listen, I’m going to be consistent. I’m going show you that I care. I’m going to, I’m going to show up and make you force me to go away.
And like I don’t show up and talk about, by the way, I have an amazing product in my car. I want to show it to you. How’s your kids? How’s your dogs? How are you doing? I remember you said your mom was sick. I don’t show up selling a product. I show up as a friend, try to be social and actually care about who I’m talking with and who I’m dealing with. If you’re a butt head, I’m…
I won’t show up and I don’t want to deal with you. That’s just the way that I’ve always worked.
Speaker 2 (34:18.702)
Nope, I get it. sound very similar. So I understand, sir. I get it, So listen, man, before we wrap, if someone wanted to reach out or connect with you or maybe collaborate with you, what are more ways that they can learn about you? Like, what’s the best way to actually reach out to you?
So I’m one of all social media, obviously. like, yeah, I think on TikTok I’m John approved and John JLN not JLHN. So John approved. think on Instagram, I’m also John approved or just underscore John. YouTube, same thing. I have a link tree. TikTok has a lot of educational videos. have John Wilson Facebook page.
I think the animal’s number is 913789 and do a fairway mortgage. We’re working on developing a website build with fairway.com. So, you know, that’s my website. It’s you know, I’m designing we’re designing it for fairway mortgage to help, you know, demonstrate provide reviews programs and everything else for fairway and the new construction space, particularly here on the East Coast for right now. So like Delaware, Maryland, Virginia, D.C., Pennsylvania, New Jersey. But with the effect that
webpage grows, that’s going to be, you know, hopefully nationwide through Fairway. Plus it’s an awesome domain name that I happily, you I got with it. Like this is awesome. So, you know, especially focusing on new construction space, you know, buildwithfairway.com just sounds great.
Yes, it does. It absolutely does. Absolutely does. Well, listen, I appreciate your time, I appreciate your story. I appreciate your perspective.
Speaker 1 (36:07.841)
I appreciate you, sir.
Appreciate it man. Listen, we need more people just like you doing things the right way and building things the right way so Again for all y’all that’s tuning in if you love this what I really need you to do is go ahead and subscribe We’ve got more conversations coming with people just like my man John Wilson who was out here educating building relationships and being consistent
So John, again, thank you. And to everyone else, will see you next time.
Speaker 2 (36:46.766)
And we out. We will let it sit there, man. How you feel, brother?
Good man, thank you, it was great.
No, no, absolutely, absolutely, man. Thank you. I appreciate you, bro. I appreciate you. I appreciate what you’re doing. I appreciate your integrity. I really do. I appreciate your integrity. And so my
lost more deals for being honest than I’ve gained. It all comes around. Like, karma is going to come around back to me. I’m not worried about telling a customer, hey, Suzy over here, XYZ company has a better rate for you or has a better program for you than I do. when you’re ready to refinance in the future, give me a call. You’re going to do better this way than I absolutely hate.
I have to sleep at night and I can’t put people in bad, bad spots where I know I’m in a worse off program than they would be someplace else. So I still do like a hundred million dollars, it’s, it is what it is. Like, know, I’m not turning people away because of, you know, I’m not upset by making some, someone in a better spot than they should be with me.
Speaker 2 (37:45.314)
Got you.
Speaker 2 (37:53.221)
That’s a good
Speaker 2 (38:03.47)
Yeah, yeah, no, absolutely, man. Absolutely, Well, listen, man, thank you for sharing, man. Thank you. I didn’t catch your daughter’s name. know they’re 10 and 7. Oh, didn’t catch your name.
My house is full of A’s, Aubrey, Avery, and Angela.
I love it. Aubrey, and Angela. love it, I love it, man. So man, thank you again for your time. So what’s probably going to happen, I think our turnaround is getting quicker. Normally it takes about two weeks for them to do the edits and then they’ll send a copy of this out to you. Of course, making sure everything is technically sound, but
I’ve heard that maybe sometimes they give them a five day turnaround. So, anywhere between five and two weeks, John. Unfortunately, I can’t narrow that down too much for you. But yeah, but look out for it, man. And you can take and put it on your social media. You know, anything you want to do with it, feel free,
I’m good.
Speaker 2 (39:07.889)
I think I think I see me. It’s like almost an animated face. Did I did I see it right?
looks like, yeah, glasses and pictures of the union. Are we, are we already friends? I don’t know. can’t, can’t add you.
I don’t know. Should I tell you one more time? We may be already… Yeah, it’s kind of hard to stop from the screen. That’s me! That is me! Yes, sir! Let me find out we already friends! Let me find out! Let me find out! Oh, man! That would be awesome, man!
Maybe we’re friends? I don’t know.
Speaker 1 (39:43.598)
I can’t add you, I can message you.
Okay, okay.
Maybe you have a pro- I think I have security stuff on mine because-
Yeah, and I know I think I do have my setup on private. So yeah, so I’ll you know, if you if you can message me we’ll get in contact. We’ll get in contact that way. We’ll work it out.
There you go. Her way. Anything I do, like, you know, especially I’ll do it. I’m big, uh, somehow I got like 20,000, almost 20,000 followers on tick tock from just random stuff and just putting, like I did some videos, my daughter, like I, now my daughter’s my chief marketing officers. So like, so like I, did it, we did a interview with one of the builders where they asked all the questions. I just recorded it. So
Speaker 1 (40:31.214)
And then we did, I’m editing one right now that’s an open house tour that they’re doing a tour. They get more views than I do. And it’s not, my face is not the moneymaker here.
Yeah, listen, listen, I hear you brother. We sound like we’re in the same boat. So man, if you don’t mind, so Avery, Aubrey, Avery and Angela, I say hello. And man, again, I appreciate your time, my brother. You have a great one. All right, man. All right, man. Thank you so much, brother. Oh, also, I don’t know what you got to do. If you can leave, maybe you can put it up for maybe like a minute or so just so the download. But I actually say upload complete on mine. Did it say upload complete on yours?
Thank you.
Speaker 1 (41:10.766)
is uploading 99 % online.
Okay, so yeah, so if you can make like one minute and that way we can make sure to upload go through that’d be perfect. I appreciate you my friend. You have a great one. man. All right. Thank you. No problem. Thank you.
Awesome.
Dude, thank you.
