Family, Faith & Financing: How Relationships Build a Lasting Mortgage Business

What does it take to build a business that lasts—not just in production, but in relationships?

In this episode of the Be The Solution Podcast, Maria Quattrone sits down with Terri Santiago-Parker, a seasoned mortgage professional with over 25 years of experience, to talk about building a business rooted in family, service, and trust.

Terri shares how working alongside her husband and sons has shaped not only her career—but her purpose—and how staying committed to relationships has allowed her to thrive in an ever-changing market.

This is a conversation about more than mortgages.

👉 It’s about legacy, consistency, and showing up for people at every stage of life.

🔑 Key Takeaways

👨‍👩‍👦 Family Is the Foundation

🤝 Relationships Over Transactions

🏡 Homeownership Is Emotional

📈 Longevity Comes from Consistency

🧠 Education Builds Confidence

💬 Communication Is Everything

💼 Service Creates Referrals

❤️ Purpose Beyond the Transaction

🔥 Best Quotes

Maria Quattrone:
“There has never been a closing that didn’t start with a conversation.”

Terri Santiago-Parker:
“It’s not just about the mortgage—it’s about helping families achieve their dreams.”

👤 Guest Contact

Terri Santiago-Parker
Loan Officer | CrossCountry Mortgage
25+ Years Experience

Real estate and mortgage aren’t just industries.

👉 They’re people businesses.

If you focus on:

•  Relationships 
•  Service 
•  Consistency 

You won’t just build transactions.

👉 You’ll build a legacy.

Connect with Maria Quattrone:
Facebook: Maria Quattrone
LinkedIn: Maria Quattrone
YouTube: Maria Quattrone
Instagram: @maria_quattrone
TikTok: mariaquattronerealestate
Website: MQrealesate.com
Office number: 215- 607-3535

Transcript

Maria Quattrone: 0:01

Friends, welcome back to the Be the Solution podcast. And I'm your host, Maria Quatrrone. And today I am excited to bring on Terri Santiago - Terri, welcome.

Terri Santiago - Parker: 0:12

Thank you. Thank you so much for having me this morning. I'm super grateful. You're a legend.

Maria Quattrone: 0:17

Oh, God, yeah. A legend in my own mind. No. So Terri runs her mortgage business out across mortgage. And today we're going to talk about gosh, there's so to really unpack, but what's going on in the world? And you know, working with buyers in this market. And one of the things that you know we know, and see it happening in real time because we're boots on the ground, right? We're the closest, we're the closest to the deal. We're the closest to what's happening. And what I've seen over the last since February, the of March. So we had our market breaks in our Philadelphia Market right after the Super Bowl. And we saw like three weeks of it's a spring market And then on February 28th, the war hit. We still got another week of like real good I call it. And then things shifted.

Terri Santiago - Parker: 1:21

Well, I think a big part of that was the right? Because everyone got really excited. Like, okay, we've been talking about rates going down for such a long time. It's been like years. We're like, rates are going to go down this Oh, never mind, they're going to go down next spring. And like everybody's waiting for that, you that low rate, which I don't personally the COVID rates are going to come back, but I do think rates are going to go down in the And right around that time that you're talking about, uh, rates went down, you know, we're rates with fives in front of it. So everybody was like really excited was a little bit of momentum. And then I saw like a halt because um right that time, interest rates skyrocketed right up to where they were. And if not, they went up a little bit higher they were. So it was a little like um, you know, pipeline shock, as we call it, which is, you know, are out, you know, showing buyers $300,000 and now they're back on the phone with their officer. And the loan officer's like, you know, your, you know, your payment's $100 more a And they're like, well, wait a minute, what, you know, why is that? And this and that. And so I think a lot of it is like, to your educating um clients on like the vital market that we're in right now, and um, and just kind of like, you know, explaining to, you know, them essentially on like, you know, so that they can make the right decisions um and buy an affordable house. And buy an affordable house. Yeah.

Maria Quattrone: 2:36

And I think right now I sense with both buyers and because uh they feel uncertain, and uncertainty nothing. It brings people standing still. Yeah, and I think it's an important message to get out there, you know, in our industry to our peers, to our colleagues, our associates, is that yes, it may we be in an uncertain time in the geopolitical state that we're in, but eventually that will dissipate.

Terri Santiago - Parker: 3:17

Yeah. Um, I'm so so a little bit about my team, quick, is my business, which I know you know, but my business is my husband, myself, my son is our branch manager. He's been doing it for about 14 years now. Our middle son is one of our head processors, and our youngest son, who graduates high this year, worked this past summer and is this summer. So, like everyone that I love the most in the entire world literally works with me every day. So it's like constant education on you know, but also what they're paying forward. Almost like you teach your child at home, it's no different, I feel like, honestly. But I say that because we made a shift about years ago and we kind of split. So, like I focus on a lot of minority lending, um, obviously being bilingual, and my of focuses on everyone else, like first-time buyer, um, you know, um, you know, grants and like all that stuff. And so um, we kind of like cover everything. But to your point, what I'm seeing the most in the last, you know, 18 months is a complete is Hispanics are just straight up a house. I'm getting an influx of walk-ins even every even yesterday, on should I sell my Um, you know, it's a lot of sad stuff that's on in our world right now. And so I've made it like our mission, which I know you you're you're the same, to kind of everyone, like not only now what the process buying a house is and how the mortgage is gonna go and how the buying process is gonna go, but also if and what this or that, this how you need to handle these things, which insane that that's like our job. But I kind of want to stress the the like I to remove that fear in any way that I can with the education that we've gotten from attorneys and real estate attorneys and and so forth, that you still should be a house because even if you're in another you can always make those payments and you always sell that property and you could always get that money wired back to you in the worst case scenario ever. So at the end of the day, you know this, but know, buying a house is building wealth. And I'm just really surprised, even till the amount of fear that I have. Like, Maria, you know this. We've always had like the single mom, the homebuyer that's like, can I do this? You know, or the first-time investor that's I'm doing this fix and flip, and I don't want to like lose my my ass basically on it. And you have to coach them on like you don't you know, we can only educate you so much, or you know, what have you, right? But now you add the layer of there's even more fear on, you know, just the, you know, I want to call it discrimination, but it is it is, on you know, people buying a house. And so it's a real shame. But I want to make it like my life's mission now to educate everyone to say you should real estate, period. And so that's kind of like on top of like to take care of myself, health-wise, family, I really have been trying to drive that home time, a lot.

Maria Quattrone: 6:26

it's what I see, and tell me what you see, but it's really one-on-one conversation.

Terri Santiago - Parker: 6:36

I'm doing more face-to-faces now, and I've like November, I've done this 30 years, done this all since I was like a 17-year-old and you know, and I work like you know, 80 a week. So I probably have done this like, you years, I feel like. Like you, you're the same, you're totally the same. But um, yeah, no, 100%. 100%. We actually bought a building, a commercial uh, three years ago in a strategic spot. Cost us a ton of money to renovate it, so that it was close to like New Jersey, right on 55, right off 295, right off 42. So anyone from Jersey or Philadelphia could get there. Like from South Philly, it's like less than 15 minutes. Um, parking lot, all that, super easy. But I'm telling you, like, I would honestly just me myself, I'm probably having four or face-to-face appointments every Like ripping, you know, ripping the pay back. And, you know, where's your ITIN number? Okay, let's get on the phone with the IRS and get the ITIN letter. And like, I mean, really old school lending. And personally, I'd love it, so it me because I like it. But for some people, like I would say, like younger generation of, you know, loan staff you know, business people, you know, they it's like insane. They're like, why don't you just zoom or why you just text or why don't you just and I'm because I can't feel what they're feeling, and I can't like, you know, like anything else, get on the phone with a Zoom with somebody and you know, they're getting ready to lose their job, they may not be as vulnerable if they're if they're you know, if they're not right in of you, I think, in my experience, being And so, yeah, I think, I think face-to-face I think education, I think having the to all the what's gonna happen and how-tos, um, I think you have to be prepared with that. And, you know, quite honestly, I think you to really give a shit because you got to, we to work harder right now.

Maria Quattrone: 8:34

And so you're working harder than you've ever

Terri Santiago - Parker: 8:38

Yes, a hundred million percent. 100%.

Maria Quattrone: 8:42

Yeah.

Terri Santiago - Parker: 8:43

Yes.

unknown: 8:44

Yeah.

Terri Santiago - Parker: 8:44

And keep in mind, like, we also have a brokerage, right? We opened that, my son and I opened that three years ago, um, which is awesome. I'll I'll explain that. And then, as you know, because we're on a together, um, you know, I'm an investor, So I have a ton of properties and all kinds of stuff going on. And so just like everybody else says, been doing real estate for a long time. I have a lot of businesses going on at the time, which is great. But mortgages is my heart. That's my life, that's my heart. That's what I do 80% of my day, 90% of my day. But yeah, I think that it's like buying a house is one of those things where most people, for the first time, and I mean this sincerely, I see, think they can't do it. Like, girl does my eyelashes, comes in with her boyfriend, they're getting engaged, she needs a grant, this, why, and there, credit's not it needs to be. First thing they say, I'm sitting here because I don't know if I can do it. I don't think I can. First thing that stims out of their mouth, I think I could buy a house. But rent is so expensive, and I don't want to live my mom. I'm getting married, blah, blah, blah. Um, you know, I don't think I can. Like that's the first thing that comes out. And now my first part of the consultation is that. Why do you think you can't? You know, let's go through your budget, let's go through your residual income, things that not mortgage real estate related, Um, but there's nothing more I love is that person or that couple 10 years from now, when they have a baby or two kids, and you're like, aren't you glad you bought that Because now you're refinancing it or selling it, and you got 20 grand to buy the house that you really want and that you really need. And if you didn't do that 10 years ago, you be in that position right now.

Maria Quattrone: 10:21

That's right. And it's sad actually that you know the average a home buyer went from 30 to 40 years old in a 10 year span. You see, people are a lot older now when they're buying their home, their first home, the average age, anyway. And that's interesting. It's not just about the 10 year, it's about the 10 years that they didn't get equity and they didn't build, know, generational wealth. People don't even really even know what that means. Like we say it, like it's it's a thing, it is a but the regular consumer that doesn't own home really understand.

Terri Santiago - Parker: 11:05

It's funny you say that, right? Because my kids, I have three boys, they're all really different, right? And my middle son is like very analytical, introverted person. And he's always like, Ma, I don't know why running around on the weekends, like making I pays their rent and this and that. You're not even making any money on some of the houses. Like, you know, the mortgage might be 2200, I might be making 2300, I'm making like three And he's like, I don't know why. Because when when you die, we're just gonna that shit. We don't want to manage all that crap that do. They see me working all hard and they're like, we don't want to work like that, right? And so I think to myself, and I say to him, that's gonna be like two or three, four or hundred thousand dollars for you when I'm And so I'm doing it for you. Like, I'm not doing it because I want to run around like a crazy person. And so I don't think I think you're a hundred percent right that they don't get it. I don't think anybody gets it. So NARUP, by the way, um, is an organization I think is like untapped. I'm not even part of it or anything or part the board or any of that stuff, but um, the National Hispanic Association of Professionals or something along Yes. Um, but they have like this data that they they put out all the time, and it shows like housing has grown and how it hasn't, and all stuff, and so um, I think people need to like look at that stuff more often, honestly.

Maria Quattrone: 12:29

Um well, and yes, I mean, education is everything, you know. I agree, and it's the data is really important. a driver personality than expressive, I am very analytical, which is a very weird combination, nonetheless, in our side of the business, Teresa, when I'm looking at uh working with a seller, and that's I do mainly 90% of my business's listings, or maybe 95, but anyway, I look at the market statistics. So yesterday I had a meeting with a client and I looked at for their house in their neighborhood at the price range that they're in, how many homes are selling in particular amount? And in this particular case, there was uh eight of inventory, nine months of inventory, almost nine. So the only way that house is going to sell, if it's most uh competitive one, it looks absolutely perfect, there's no weird things going on. Like every it's an eight hundred thousand dollar house, every light fixture is, you know, I went in and there was eight hi-hats not working, you know. Now the house is vacant and it's somewhat staged, but I had to share that it was already on the market for months, and the seller had no idea about this And I do it for every listing. I have a listing, I'm meeting with a seller, he has a lot of investment properties next week, and in the that he has them. When I pulled the data, like because I've been selling them slowly off for him. I pulled the data last year, it was 16 months of Then I looked at it about six weeks ago and it was 30 months. And then yesterday I was pulling some data from another property, and it happened to be in the same area, and it climbed to 40 months of inventory.

Terri Santiago - Parker: 14:37

So that's my question now, right? Like, it's like, okay, one, I'm just curious you know, you're the real estate expert, so I love to like know all this stuff, but um, do you see buying an $800,000 house? Like, obviously, for some home buyers are buying an $800,000 house, but like, who would be geared towards to a buyer? Like, how would you market that other than like you know, listing it, showing it open and stuff? Like, what's your strategy to sell a house that?

Maria Quattrone: 15:04

Would you say in this particular case? This property would be for possibly a move up buyer, we know that market is very difficult. But I think somebody coming from New York or Boston who's relocating here in Philadelphia probably a good um buyer for this particular home.

Terri Santiago - Parker: 15:28

So are you like doing a lot of like social for that type of stuff to get it like out and stuff?

Maria Quattrone: 15:33

Or social media, but we use every tool that's in the which most real estate uh listing agents do not So uh for example, every house should have uh floor If somebody is looking from out of state, they need understand the house, they need to understand the Every description is written for somebody that does live in Philadelphia. Right? You know, there's things like um Zillow Showcase, is a premier way to law to market a listing. There's tons of tools offering home warranties on listing. There's the depending on where the listing is, particular property, but if it's in an area for CRA, we use CRA program to sell the house because you get the you get the almost 1% under the current rate if you qualify at that, plus the 3% down that's and no MPMI. So that's huge savings. And if you just went straight direct FHA, it would you $400 more a month. So we use so many different tools in the toolbox for listing, but what's critical right now, I see, is that if your house has been renovated, that it needs to be there, can't be things come undone. Like I walked into a property yesterday where when they put the heater in the HVAC unit, the heater in the they crack the concrete, and now so I look at it, there's around the heater, there's like a gap all the way around, like this much, and I'm looking at dirt rest of the house, and then the basement smells. You know what it is is beautiful.

Terri Santiago - Parker: 17:33

I think it's HCTV has set up this precedent. I don't know if you see this because I I'm a realtor, but this is what my realtors that we work with on a daily basis tell us. HCTV um has has the things now where buyers will go into a property and be like, I really like this one, this one's great, but I'm gonna down this wall and that wall, I'm gonna blow wall back, I'm gonna do this and this and that. And so I think it's made it a lot more comp a lot more competitive for the investors and flippers in that they have to have their like you said, they can't miss a single which they shouldn't anyway, honestly. But I do think that people are more aware is the market forgive forgave small mistakes, even up until some point last year.

Maria Quattrone: 18:27

These small mistakes, there is no forgiving. Buyers are looking at tons of houses, they have a lot of choices, and they're not going to buy a house has what a first-time buyer. The rest of the house, by the way, was beautiful, for one other item the shower, the master shower, or primary sweet shower. Sorry, primary sweet shower. No glass enclosure.

Terri Santiago - Parker: 19:01

They just had it open, like totally open.

Maria Quattrone: 19:04

Yes, totally open. So how are you showering?

Terri Santiago - Parker: 19:09

Well, that, and I think you're gonna be freezing your butt off when you are done.

Maria Quattrone: 19:13

Freezing, water everywhere, and it's like a super shower, which they shouldn't have done, they should cut it off, and then this should have been like a closet for linens, right? Sure, they didn't do that, right? Yeah, so in investing and flipping, it's you're working with the right people. I see a lot of investors who purchase homes with agents, and that agent is doesn't necessarily do a of listings or hardly any. So their the way that they do it is they buy it with and they sell it with them, which is a huge, huge And they're getting the ARV from that person. That person probably isn't the most qualified give them the ARV.

Terri Santiago - Parker: 20:02

That's a really good point. a very good point. So, okay, I'm gonna talk about two really big things. One, um, for years, years and years, as you um, we'd have clients come in and say, I want to buy my mixed-use property, I want to, you buy multifamily, I want to get an all the things. Airbnbs were big, like it goes in like I think, right? Where it's like two years is like everybody to Airbnb, and then two years everybody wants to do fix and flips. And two years, it's just kind of how I feel it goes. But my point is that we started doing fix flips about three years ago, like as a lender. And so the way it works, which you probably is that you have to put 10% down of the price. We'll give you 100% of your budget with a 75% total loan cost, which essentially is 75% of after-improved value. Now, what we teach some of the investors is to pull money out of this transaction to it for the down payment for the second And in some cases, we um we can do 100% So if you have experience and you've done in the last two years, we'll give you 100% of the purchase, we'll give you 100% of the So think about that for a second. On a regular investment property, you of 15% down on an investment property. So in this case, you're buying an investment and you're also gonna get the money to fix it up with you know, little to no money down. But here's where the problem comes in. The problems come in, the two biggest I see, because everybody's like loving it. They're like, this is great. You know, I just bought a property and you know, I needed like $20,000 for closing. The closing costs were like $15,000, which by the way, most of that is the assignment fee the wholesaler, right? And so they have these gigantic reassignment So your point agent comes in, don't be mad me, wholesalers, and or wholesaler, they find the property, they sell the property, charge that investor, let's say $15,000 for. Assignment fee, which is like their commission essentially. And then they're giving them to your point after improved value. And you know what happens? Six months from now, when the property's done, they're like, Terry, I want to refinance it I can't sell it because I'm not making the that I thought I was going to make nine out of ten times. Nine times out of ten times. And then they're refinancing it and they're with it, which is great because they're their money to buy another one. However, the problem with that is they're up their financial freedom dollars that you they would have had otherwise to, you know, buy other properties and whatever. Like that was the name of the game. So I have probably five investors I work with right now that I work with every single day. They own like, you know, probably 75 or more. I have five of them. So I speak to them literally every single day, right? Because I kind of handle all the investors uh in my office. And so out of all of them, I would say in the last 12 months, um, they have had to hold, and hold instead of fix and flip 90% of their properties for that reason that you just gave advice on. 90%. And so they should be calling you, which I'm post this by the way, because I'm recording it over here, to um get a real ARV and then list it with someone else because ultimately, and I love you wholesalers, I can't live you, obviously, but um, you know, they made the money already on that. And that's, you know, I believe, honestly, this is just my opinion. I believe that, you know, focus on the things you can control, pay attention to details, do what you know. That's what I believe. I don't believe that like I should be real estate because I don't know real estate as an example. So I don't believe that, let's say wholesalers should be the listing agent on the back end as an example because that's not what they do. They find part, you know, uh, you know, sales with hardships and whatnot. And so that's that's the first thing. The second thing I want to circle back to is of the programs you mentioned about the 3% Um, a lot of clients don't know. Again, it's like this fear and this experience thing. don't know that, you know, they have a they a you have a 15% conventional deal with no MI. Um, it's called buy-bye PMI. So when you're doing a 3% down, no PMI, a cost associated with that. The customer is paying to either buy out mortgage insurance or go PHFA, which means gonna have a lien against their property for up to 15 years in some cases, but they're not a 3% down no MI loan without any um backdoor let's just say, which I know you know that you've been doing this forever, like me. But um there's ways to other to do other that sometimes you could do different. For example, you could do 5% no MI, you do 10% no my, you could do 15% no MI, you do here's another example on a loan that I did that I think was really cool. I just did a transaction for an 18-year-old lady, right? This is such an awesome story, and well, and horrible at the same time. And sadly, her parents passed away. They got in a car accident and they passed away when she was like eight years old. And so this girl has no job, she's in college and um was like, hey, I want to buy a house and had no credit score, no job, no income, But what she did have is she had a couple in her account from her parents that had passed away. So we put um her grandmother on the loan with her, who also had limited credit history she was like older and whatnot, minimal She was on social security, and the young lady became the occupant of that deal of that The grandmom was like the non-occupant property, and we were able to do that deal three and a half percent down. And now that young lady's gonna be able to in the house and she has no credit score, no nothing. Now she's a homeowner. What she does have is money from the parents left her money. So clearly we know she can afford the payment. And this is an FHA deal, by the way. This is not a like no dog. So I think a lot of it when we're talking about like, you know, different, you know, listings that are sitting on the market, you know, in some cases, or um, you know, all that is that I think a lot of it has to do with of the buyers not knowing that it is to buy a house and how to do that. And people are so quick because I feel like I don't know about you, but I feel like so many teenagers right now are like stressed and have anxiety and they're like negative. A lot, a lot of teenagers right now, um in their phones and like all this stuff and And so I think our mission as really real estate mortgage professionals should be everyone on their scenario and how it is to become an investor for the first time, a homeowner, buy that $800,000 Like, you know, um, some people might be it. Perfect example. Somebody could buy that property and take out the money in that purchase to fix that shower and reconfigure that bathroom. They may not even know that they could do Um, so I think a lot of it has to do with constant, constant education. So I'll share that on our social media for I want to say for maybe 10 years, my son and I do a thing called Mortgage Monday, and we go one product every single Monday, like without fail for like 10 years. It's like two minutes long, maybe even a long. And every week we go over like one product. And the purpose that we do that is to like ways of doing a loan. I'll give you another example. We have a loan called an escrow, we have a called an escrow holdback, right? So it's not a fix and flip, it's not a loan, it's not anything like that. It's a regular loan. So you can do it like conventional or FHA. So customer comes through and they're like, oh my God, Maria, I'd love this house. It's awesome, but I hate the shower. The contractor is like, you know what, I want to sell this house. So I'll give them $5,000 to redo the shower. I'll give them $10,000 to take the shower, or heck, I'll come in after they close and I'll the shower for them, right? But they don't want to take out a renovation because you know it's more expensive, rates are higher, et cetera. And so they can close as a regular loan. Everybody gets paid, the customer gets their the seller gets their money, everything's done. And we'll give the seller or contractor 30 to make the repairs after closing, and we will escrow from the seller's proceeds one and a half per one and a half times whatever his estimate of that repair is, and it's a regular loan. It's not anything fancy. Like I just have one another another deal where there was a big tree that fell over in the yard and it wouldn't pass the CO. And the tree, it was actually in Philly, the um was kind of like sticking out. So it was like a massive shipping hazard in yard. Like when you went to open the back door, you would literally fall outside. And so we held, we closed the deal, everything was great, all that. They got a quote of like, I think it was like $5,000 to like rip the tree out, do the over. And we just held $7,500 and we gave the seller, you know, 30 days to fix it. And so I think a lot of times people are out properties that they think they because they can't overcome that tree thing. The agent is saying, Well, you're gonna have do a renovation loan, or you know, or have to take out, you know, special or you're gonna have to pay for this in the of the sales. And oftentimes the seller's like, hey, willing to fix that tree, but I don't have the money right now. I need to sell the house to get the money. Um, and so I don't want to put out, you know, 7,500 bucks or whatever it is to fix that tree because I don't really have it. I've been paying the mortgage and the taxes four months or five months, however long it's been on the market. And so we can say to them, yeah, you can do You can sell that house and do all that, and can take it out of your proceeds on the back end and give you 30 days to fix it. It's a regular loan. The only caveat is that the rate lock has to extended through that 30-day period. So the buyer or the seller have to pay for 30-day rate lock because the lock has to be good through that period of time. But I feel like there's like so many solutions. And when you underline it with all the years therapy I feel like I've been through in my you're like, um, a lot of it is like A lot of it is like, I can't do this because of that, or I can't overcome this because of this. And they're really just afraid that they don't have the ability to do it. And so I feel like we should just try to just be like, you know, oftentimes they're like, what are you afraid of? I just say it, like, why not this house? What's the problem? Like, what are you afraid of? And they're like, I don't have the money to fix that. Or I love everything, but I don't love this. So, okay, so why don't you think that's Like, it's like, you know, we have a lot of we call it um si sipwede, which obviously no yes, you can. And so we're always like, what's your And let's overcome it. What's your hurdle and let's overcome it? Like, whatever your hurdle is, I'm like, I I try to listen really well. And then I'm like, okay, here's how we're come up with a solution for you.

Maria Quattrone: 30:54

That's what it's about. That's why we put be the solution podcast.

Terri Santiago - Parker: 30:59

Oh, right, that's right. That's hilarious. I didn't even realize that at first.

Maria Quattrone: 31:05

the solution. I have a big, huge be the solution on the wall in my It's on my sign outside of the office now. Be the solution. And that's what it's all about. It's about finding the solution. There's always a solution, and we need to figure it And so, um it you certainly have the solution. You have a lot of products, uh, Terry, a lot of and it's great to share that with you this morning. And I'm really excited. We're gonna be on a panel together next week. Um, so uh by the time this airs, it'll probably be week. But you it was great, your energy is fantastic, and know, and people should listen in on Monday morning. What time is the um mortgage updates?

Terri Santiago - Parker: 31:50

We usually post them around 11 o'clock. Um, but you could go through like our feed. We post them on our feed so they don't like You know what I mean? Um, but I have so many agents for so many that are like, girl, I learned X, Y, and Z of that mortgage Monday. Um, and and I have some people that are like, I really like watching them because of course with my lupus, I'm constantly changing my So they like make fun and say, like, your is this, your hair's that. And I'm like, Yeah, it's all not real.

Maria Quattrone: 32:19

It's fun, it's fun. Yes, it was it was great to have you today, Terry. Thank you so much for taking the time to share with us on the Be the Solution podcast. And let's go get 'em. We got lots of work to do.

Terri Santiago - Parker: 32:31

I'm excited. Thank you so much.

Maria Quattrone: 32:34

My pleasure.