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How Doctors & Attorneys Are Buying $1.5M Properties with 0% Down
25 Plays3 hours ago
The traditional real estate market will tell you that you need a massive down payment and years of aggressive saving to buy a luxury home, but the financial rules are completely different for professionals. In this episode, Stephanie Arcelay, a Senior Mortgage Loan Officer at Atlantic Union Bank, exposes the "Doctor Loan" blueprint, a highly underutilized lending product that grants 100% financing with absolutely ZERO PMI.
Host Matt Rhine sits down with Stephanie to break down how medical professionals, veterinarians, and even attorneys can bypass standard lending roadblocks to build massive wealth early in their careers. They discuss why putting 20% down might actually be a terrible financial strategy, how lenders look at massive student loan debt, and the mind-blowing guideline that allows you to secure a second home or investment property with just 5% down up to $1.5 Million. If you are a doctor, lawyer, or high-earning professional tired of being sidelined by traditional mortgage rules, this action plan will completely shift how you leverage real estate.
📍 Serving Baltimore, Towson, and surrounding Maryland areas
🏡 Matt Rhine Group | Real Estate Experts
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Transcript
Introduction and Sponsorship
00:00:02
Speaker
This episode is sponsored by First Home Mortgage.
00:00:08
Speaker
In a sense, it's 100% financing up to we just raised or increased our loan limits to $1.5 million with no PMI. We also offer 100% financing with no PMI to attorneys as well.
00:00:22
Speaker
So when you hear about, wait, 100% for attorneys too? it's like, what? I'm letting you new banks get me money.
Meet Stephanie Arsale
00:00:35
Speaker
Hello everybody and ah welcome to All Roads Lead to Real Estate. I'm your host, Matt Rhine. And today is someone that I've asked to to travel a little ways. Took the train on up and is joining me to talk about a loan product for folks that I think probably don't understand fully what it even is. And and certainly, you are someone that I look to because you have opened up this market to me and you've helped me educate some of our clients that are considering buying. buying And this is the medical professional community that um if you listen to the podcast, you might know I used to be in that that world. I worked for Eli Lilly and I did medical sales, well, really pharmaceutical sales out of college for many years. So I do serve quite a few doctors and and other medical professionals and and help them with their real estate needs. And and so my guest today specializes in the lending aspect of this. And I'm telling you, as someone who is familiar with it, and a lot of local banks offer a similar product, I don't know anybody that does what you do. yeah And so I had to drag you up here on the train to come and actually be in studio to go over this. And so Stephanie, um and I want to make sure I get your name correct.
Specialization in Physician Loans
00:01:47
Speaker
So it's Stephanie Arsale. Is that correct? Yes, I passed. So ah Stephanie is here. She has about 20 years experience. She's a senior mortgage loan officer. And so she just knows her stuff. And I've been impressed with you at the deals that we've done together. And so first off, thank you for joining me and making the journey.
00:02:05
Speaker
Thank you for having me. Glad to be here. So she's here and she's ah you've bounced around to a few companies. i think What was the previous bank that I first met you with? at TD. At TD Bank. And so TD Bank is where you were and now where are you today? I'm at Atlantic Union Bank.
00:02:20
Speaker
Got it. So she's with the Atlantic Union Bank. And so she's super thrilled there. So if you're listening to this and you're with the bank, she says nothing but wonderful things. And before I i start digging into all the things I've ah prepared to have a conversation with, she did say that her ah department over there at the bank wants her to at least read a very short disclaimer. The world of disclaimers, we love our lawyer friends, don't we? Yes. Everyone loves our lawyer friends. So go ahead, Stephanie, and and say your disclaimer so we don't get in trouble.
00:02:50
Speaker
Thank you so much, yes. This is for educational purposes only, not a commitment to lend or extend credit by Eleni Greening Bank. All loans are subject to credit approval.
00:03:00
Speaker
Other restrictions may apply. informational The information and data is subject to change without notice, and not all loans and products are available in all states. and Atlantic Union Bank, NMLS number 551889 equal housing lender and a member of number is one six six Well, there we go. Thank you. So we've done it. We've checked the box, everybody. Everyone's happy we've checked the box. But all right, so that's important. Get that out of the way. And so, Stephanie, i once again, i want to recognize the fact that you are a top producer. I say that because a lot of people say they are. It's like everyone's a vice president of a bank, if you didn't know. Everyone has that designation. Absolutely. But you actually do it, and you've done hundreds of millions of dollars of loans for these specific medical professionals. And I'm telling you, because I'm in the trenches, not a lot of people know what we're about to discuss in terms of what the options are and who you could potentially serve. And I want to also recognize the fact that you're a top woman originator designation for Scotsman Guide, as well as a top up producer um for for, I guess, the Latino community. Is that what you would Yes.
00:04:16
Speaker
So two really impressive things, I think. And so so let's get let's get down with it. So why did you start really specializing in the physician style loans and why you know why that, of all the things?
Benefits of Physician Loans
00:04:27
Speaker
Yeah. So back when I first start started in the mortgage business, there this is before the collapse and basically you got a bolt you you had a pulse, so you could get a mortgage. Well, that's obviously not the case today anymore. But when I first got into mortgages, um there was just so many loan programs and i so myself personally, I feel like I'd rather be more efficient in a smaller handful of programs than try to do everything. On myself, personal standards, when I look to a professional for information, if I ask a question and you have to go look it up, yeah yeah um that kind of impacts my confidence in your you know knowledge of what I'm asking for. So I just feel like
00:05:12
Speaker
specializing in something makes you more unique and able to help that specific clientele. So um I looked at the entire portfolio of lending products that the bank at the time, that was Bank of America, um offered. And I you know like i came across the the physician loan and I was...
00:05:31
Speaker
just wowed by it I was like, wait a second, what's the catch? This sounds like it's too good to be true. And the more i you know researched it, I thought this is incredible. This is more than just a loan. It's a benefit in in my view to to this specific group of of clients. And so I just did work.
00:05:51
Speaker
everything I could to just tell everybody, because at the time it just wasn't well known. And I think that's where I've built my name you know as as a specialist, because nowadays everybody's a specialist, but you know the numbers have followed me for 20 plus years. But um I just did everything in my power to get in front of you know this community, just to let them know, hey, you know Make your decision, but be well informed of what's available to you specifically before you make a decision. Right? I refer it as understand your buffet of options before you decide what you're going eat. Absolutely.
00:06:26
Speaker
Absolutely. And I want to highlight as we get into this, because you're touching on it, but I want to make it super clear. why like Explain to people why people care about a physician loan, or now I want to more broadly speak, write a medical professional loan. Right. So the the physician loan, and almost every bank now has some sort of physician loan, right? um So this is why I feel like we, Atlantic Union Bank, is a little unique because they've intentionally broadened their their offering to the clinical medical professionals. So in a sense, it's 100% financing up to, we just raised our increase our loan limits to 1.5 million with no PMI.
00:07:09
Speaker
What is PMI? Private mortgage insurance. so um Most traditional um loans, if you don't put 20% down, um the they have to be insured up to 80%. These are typically loans that are sold on the secondary market to Fannie and Freddie. so Most banks package these loans to be able to be sold on the secondary market. What makes the Visition Loan unique is that most lenders who offer this, most banks who offer this loan, are using their own funds, their own deposits to back these loans. right um Therefore, not requiring the PMI, but also that's what I think make puts their money where their mouth is. right they're They're literally investing in their communities because they're using their deposits to fund these. these are not if the of a loan goes south,
00:07:59
Speaker
you know They can't just write it off or send it off to someone else. They're really putting you know they're really standing in. Now, explain to me why banks do that. This is a question I have. so As a physician or a medical professional, oftentimes you might have student debt. Many of them do. right some but Sometimes it's quite staggering yes what the debt could be. and so This allows someone in that... because you know From my understanding, these are high income producing individuals that are very likely to... This is what I call like recession proof. jobs, at least for now. AI hasn't taken over everything, right? We still need our positions. This is something that the banks see as a as a credible way to lend, yeah and they want these type of folks to have accounts and to be in their ecosystem, correct?
Why Banks Favor Physician Loans
00:08:42
Speaker
Yes, absolutely. and you know they First of all, they have a very, very low to almost no default rate. um Why is that?
00:08:51
Speaker
Well, i just don't I just don't think... I think maybe because of the profession, they just you know it's not something that most people go back on, right? Most people who who who go through the process to become a physician, it's not something that, like oh, if this isn't working out for me. I'm just going to be an artist now or do something else. they're really They're really committed. I mean, you think about all of the the schooling that goes into becoming... um a physician Not only that, it's one of the... you know And attorneys do too. um it's it's ah It's a profession that you take an oath in as well, right? yeah do First do no harm. so um
00:09:27
Speaker
And so I think i think that is... the the The banks feel that it's a comfortable investment for them. They've invested... And so we're investing. So it's it's kind of like a mutual thing where you know they feel confident in that. And you know as this program, you know it started out with the bigger banks and it even in that was a select um group of banks. I think the reason why these guidelines are so, you know they keep on expanding and just you know going going further and deeper is because
00:10:02
Speaker
Even though i can't tell you how many conversations I have with a doctor and they're like, i have a unique situation. I'm finishing my residency in this city and moving to that city. And it's unique to them because they're experiencing that and that can feel chaotic. But literally that's every single client that they speak to. I say what's not unique and um in that's in that sense. but And especially myself, having had to help so many physicians move from all over the country, um it helps us be able to tell them, we've got you. you know We understand. And you know it seems crazy and it seems scary, but we're here to help you navigate this. And they're like, well, you know, I'm not going to finish until, you know, this date. I won't have my diploma here. I'm applying for my license. there They have so many balls in the air, um especially with the newer physicians transitioning, that it it could be overwhelming. And on top of that, you know, a lot of times I talk about you know talk to them and it's like, oh, my wife's about to give birth. So that's just another layer to it. And they they want to move to the new city, get settled in you know, to receive the baby and start the new job. It's just, it could be it could be overwhelming. Yeah. And this is such a
Comparing Physician and VA Loans
00:11:16
Speaker
great option. Like I said, oftentimes they can come with debt related to so to student debt. And I mean, a lot of us have debt these days. That's the American way. But this is a specific category where they've oftentimes been in school for a very long period of time. yeah
00:11:30
Speaker
And my experience with physicians in general, right having worked with them since I was literally 21 years old, is that they're very specialized as well. And so they know their particular ah you know expertise realm exceptionally well, and then beyond that, sometimes they need help. And it's it can be challenging yeah um sometimes because they're so knowledgeable and they have such strong opinions about one select area. And then to go into uncharted territory, so to speak.
00:11:57
Speaker
And so you almost have to learn how to express yourself in a way that that that they understand and they appreciate. And that it's just ah it is unique. Until you've done it a bunch of times, it is it's a different type of conversation, which is why I think when someone like yourself specializes in it, they might gravitate towards you because they don't have you already understand the rhythm of that conversation. And I and i understand where they are. yeah um We had a client that we just worked with recently, and it it's it's it was really amazing because
00:12:31
Speaker
she compliment She was basically so... She was kind of between two worlds, right? She was going through this path that I'm very familiar with, um going from being a you know newly graduated resident and going into her first attending job.
00:12:47
Speaker
And frankly, from a financial standpoint, she's basically going from... I'm generalizing here because everybody's different, but like let's say $80,000, $70,000, $80,000 a year income to now $250,000, $300,000. That in itself, regardless of where you are in life, is huge. Regardless of what the debt is, it's it's a big step. So you're like, you know there's a lot of question marks floating around in the air. sure And so she has this path that she was you know going on for herself buying her first property and seeing what fit for what the fit was for her you know for her needs in that moment, but she also had her parents.
00:13:27
Speaker
in her ear saying, well, i don't know about this and about you know like an arm versus a fix, because they're giving... And they're giving their best advice based on their experience, right? Yeah. um But you know it was interesting because ah I would have a conversation with her, we would discuss you know a plan Then she would have a conversation with her parents and she'd call me back she'd and was kind of freaking out like, oh, I don't know if if an adjustable rate mortgage is right for me because my parents are you know telling me that you know that's very risky. And I'm like, I get that. I get that. And that's great advice from a as a parent. I get that, right? We're trying to you know sit you on a path. But we have to think about your path right now. And that's not saying anything negative about your parents. It's just that it's a different path. So you have to think about you. You're starting out. This is your first place.
00:14:17
Speaker
This is your first job. You may or may not like Baltimore, right? You may be here two three years. Oh, everyone loves Baltimore. We're a top five place to live in the world, I think. Top five. And even maybe just the neighborhood. But said, so, and right now with the great environment that we're in, this makes sense for you. Now, we offer both a fix and an arm, so you're not forced into one option or another, but this makes sense because even if you like this place and you stay there longer, you're not committed to this loan because you can always refinance. And so, her parents had lived in the same house for 30 years. Yeah, I got to meet the parents, so I had some understanding as to why they said what they said. But parents always... Not always, but most of the time they mean well. And so it's just, they add a different perspective. It's very challenging for some of our younger buyers to ever go against the advice of your parents because you have respect usually. It's all this tied in, and then our job is the other side, the professional side. We have to cut through all of that. Because I don't serve your parents, I serve your needs. Exactly. I want to respect what they're telling you, but at the same time give you better advice. Yes. In that case, the adjustable rate made sense because they saved a bunch of money. The likelihood they live there past the seven-year mark is extremely low, given their situation. Right.
00:15:35
Speaker
It made sense and we got through it. but I want to get back to physician loans at large here. so I want to reiterate, you do not need 20% or more down to be eligible for a physician loan. Correct. it's How would you compare it to a VA loan, a veteran's loan? The VA loan has been used for years by folks. It's one of the best perks, one of the nicest perks when you are or if you had military service, if you're eligible, to be able to put nothing down. The government insures that loan, and you can then be able to purchase home with nothing down, right? Correct. so How does this compare to that program? Well, very much similar to the VA a loan, you have to qualify, right? You have to have um served in order to be to have that benefit. Well, very similar to that is the physician loan. You have to be a physician. You have to be a licensed practicing... you in school still? Can you be in medical school? Yes. So, you have to you have to be on that path, right? So... What about that path? Could I be my first year? Can I be a freshman? Yes. Starting starting as PGY-1, first year of residency, you can go straight into medical school, out of medical school, going into your first residency, your first year of residency, you qualify. naturally
00:16:47
Speaker
you know your you know what you qualify for would be based on your income. A lot of times we have a dual, like husband and wife, and so both incomes could be used. And and you know only one applicant has to meet the criteria. So you don't have to have dual you know physicians on the application. And so, can I now use this? So, I want to... It's going to be a lengthier question, but let's rattle off some people because if you're listening to this, you I'm not technically a physician, explain the specialties that this could be could be qualified for. And this is one of the reasons why you're on because this is seemingly unique to you and your bank. So, explain to me all the different professionals that could be eligible. Sure. So like I said, most banks offer a physician loan and they call it a doctor loan, physician loan. Why? Because they cater just to physicians and dentists.
00:17:37
Speaker
Where Atlantic Union Bank is unique is that, of course, we offer to doctors and dentists, but already we had already been offering it to um pharmacists, chiropractors, autometrists, and veterinarians.
00:17:51
Speaker
And then just recently, and I'm so proud of our you know our leadership for for having for for looking into this and purposely making these updates to include now um nurse practitioners, physician assistants, and CRNAs. because they they've also made ah personal and financial commitment to their community. So I'm proud to be able to to offer this program to them and to show that we're standing behind our you know our medical community. i mean that
00:18:25
Speaker
I don't know if everyone understands how incredible that is for an opportunity for a lot of people because yes, most physicians do have high incomes. Not all, but many do. right and But others in the medical community might not have as much income producing capacity in their profession. Still good, but and maybe not as much. But to have this as an option where you're not paying insurance if you're not putting down the 20% in the PMI we just discussed, to be able to waive that, get the eligibility, and be able to start the path if you're renting, for example, if you're a young professional, to start the path of ownership is really, really empowering.
Leveraging Loans for Wealth
00:19:00
Speaker
yeah And it's something that I'm, of course, passionate about. It's one of the reasons I do this silly podcast is because I want to reach people that don't necessarily think about it. And it's it's one of the amazing benefits. We hear a lot of negativity about the United States these days. I feel like there's a lot of craziness that we read about and listen about every minute of the day. But one of the most amazing features is our ability to access the the markets outside of the you know the debt markets. and And this is a way to get leverage and to grow your net worth. and It's certainly the the way that I was first introduced to real estate as an investor, but you have to have access to capital at markets. right and This is such an incredible way to do it.
00:19:42
Speaker
There's no way, there's no money out there that's cheaper than the money we're discussing now for your primary residency. That's right. Residents. Here I am talking in the medical world. but in primary yeah yeah like Where you live, which where you where you live, your primary residence. so It's such an incredible opportunity. I want to shake people and be like, hey, if you're not aware of this, become aware of it and and at least have a conversation to see what your options are.
00:20:05
Speaker
Absolutely. And the thing is, like you said, the the physician loan is a very well known already because so many banks offer it, but there's this new group of of of individuals are now welcome to this party, if you will.
00:20:17
Speaker
And um it's a huge opportunity for them because we still see CRNAs and nurse practitioners and physician assistants thinking that they have to wait and save and so or pay PMI. So that impacts part of their budget. Right. Because if you have to budget for another $150 or $200 a month in PMI, that impacts your buying power. by know That $200,000 payment per month means you're buying a little bit less of a house because you have to make room for the PMI payment. So this oh maybe allows them to buy more of something that...
00:20:53
Speaker
It's not as much as a starter home. It's more of something that it can be in for a longer period of time because it's within their budget. Even if you said, I want to spend X amount of dollars per month, all of those dollars could be going towards the purchase price of a home, ah maybe a nicer neighborhood or whatever. It's ah it's a better, I think, more... ah like Your money is going towards an appreciating asset that has the potential to appreciate, should I say, versus insurance.
00:21:17
Speaker
Right. Absolutely. Because that's just... I mean, insurance is necessary. It's a way of life. It if you can avoid it or reduce it, that's what you should be doing. Absolutely. feel the same way about taxes. They're necessary, but I think if you listen to the tax code, it incentivizes us to follow a set of rules to minimize the amount of taxes we pay. Absolutely. Thank God for real estate because that does the same thing. Yes. Absolutely. um And it's just as exciting as well just as to expand on the investment real estate portfolio.
00:21:44
Speaker
Another new part of the program that we've extended is we are offering all of these designations that I mentioned earlier, also the opportunity to buy a second home for um as little as 5% down up to 1.5 million so and no PMI. So you could buy a second home with only 5% down and no PMI up to 1.5 million with the same qualifying you know guidelines. So that that's unheard of.
00:22:16
Speaker
like I don't even know That's pretty remarkable. Until you said it, I had never heard of that before. but you know it's just it's It's a great opportunity for people to consider. If you can avoid doing the PMI, I know some people are very reserved in their thought process. Well, if I can afford to put 20% down, I'm just going to wait.
00:22:33
Speaker
That's the conservative approach. If you talk to your grandma, grandpa, that's probably what they might tell you to do. How do you describe to people different way to think about it? Because shouldn't I be putting 30% down? would I ever choose put 0% down? That sounds risky. Well, this is my point of view when I'm thinking about this myself, because at the end of the day, I'm a consumer as well, right? I'm making financial decisions for myself. But the way I look at it is you have to pay to live somewhere.
00:23:03
Speaker
even while you're saving that 20%. So you're either going to make that investment in your own property, or you're going to make that investment in your landlord's property. But a you're paying to live somewhere. right So the sooner that you invest in yourself, I think the better off you'll be. um So i I just much rather do... And you know they owe that that good old saving, don't leave for tomorrow, which you can do today. yeah um You know, it it applies. and And again, that makes sense for, you know, everybody has a different path, but that's what makes this program unique because it's giving this special this this group an opportunity that most don't.
00:23:47
Speaker
um get. Unfortunately, you know and like get what we wish we could offer everybody that, but you know yeah for right now, these are these this is ah the designated group, and our party just is a little bit bigger. you know Again, outside of doctors and dentists, these other designations are now offered this. It's it's pretty huge. And and i you know I'm so proud of, like I said, of our leadership making taking the sleep and and and really truly investing in in the community, because when I brought this to them,
00:24:16
Speaker
um earlier this year, i you know my question was simple. The last time you had you had a personal need and you went to the doctor, you know you made an appointment, whether it be been in a walk-in clinic or or your own doctor, who did you see?
00:24:32
Speaker
yeah You saw a nurse practitioner or a physician assistant. Yeah, most of the time. and Most of the time. And then of course they assess you and then if if you need you know further diagnosis or you know you need to go... Whatever you know your issue is, then you get assigned to a doctor referred to a doctor and whatnot. But if you really think about it...
00:24:51
Speaker
these are frontline people. yep These are the people that are being coughed on and sneezed on and and you know you're dealing with the frontline illness or you know whatever is availing you to to come in for for for treatment. So why wouldn't we? I mean, these are truly very frontline people. So I think you know I asked them to look at it and they said, we'll take a look at it. And they looked at the data And they're like, yeah, we agree. And thats you know when they you know when they said, we're going to do this, I thought this is huge. I'm like so proud of of of an organization that would take you know to take this step because so many of the big giant banks that have the deep pockets to be able to do it, they're like, yeah, we're not doing it.
00:25:35
Speaker
Well, and i and i want to I want to not only acknowledge that that is ah ah that is the reality. I think that's amazing. I also think I'm a capitalist. I also hear that it's a fantastic ah group of individuals to get in front of and have accounts with. right that is It's a fantastic group of earning folks that have very low delinquency. So I'm a capitalist and a realist all at the same time. However, what I see, and what I wanted to at least highlight is that if you have the capacity to borrow other people's money inexpensively, and maintain the cash. so Even if you had the cash reserves, I would encourage people to invest the cash reserves, borrow someone else's money with no additional primary mortgage insurance. and I think the the dollar, if you look over, it let's say 10 years, like just look at the amount of erosion our dollar is going to have over the next 10 years with inflation. and everything else that's happening right now, I would rather borrow at a fixed rate from you guys at a nice... Because it's not really a premium on top of a traditional mortgage. It's very comparable to a traditional rate. Correct. And if I have no other insurance payments attached to it, even if I had the money sitting there, As long as I could stomach the payment of borrowing the extra 10% or 20% I was going to put down, I think it's an absolute no-brainer and then repurpose that money to other savings vehicles that outpace it. and Even if you're super conservative, you could keep it in a very conservative asset class that if you needed to, you could pay down your mortgage because there's no prepayment penalties. None. so you could always choose to
00:26:59
Speaker
put some more down if life changes and your income goes down or one of the you know if you have a two person income and one of you decides not to work full time or whatever. like great You have the flexibility, right but you have the capacity to to take advantage of it. so i I would encourage everyone, if you haven't reviewed this and you're eligible, you need to review it as an option. and I hate to say it, not all banks offer this. i have Local professionals, I love them. They're great. Their teams are great.
00:27:25
Speaker
Some of their products aren't ah similar to yours. And so you have to be, at least I, I work for for my actual buyers and sellers. right I work for them. I don't work for anybody else. So I have to be aware of what's around me to make sure I produce and you know put this in front of the right folks. Right. and so i just i'm i'm a big I'm just a big proponent of understanding what this is as an option for people that might not have ever thought about it.
00:27:51
Speaker
and If you're listening to this and you are a real estate agent, you need to become familiar with the different loan products because we all have our favorite people. right They're the ones that you might have a relationship with, and I have those too, but you also have to know the different options because ah you sometimes you have to have it you know kind conversations with people outside of your local market. Yeah. And I can't tell you how many times I've spoken to an agent within a lending footprint that you know they have their go-to person. And i listen, I appreciate loyalty. I'm a loyal person myself, so I get it. And sometimes they'll say to me, well, my lender said that they can do an 80-20 or like a first and second and this, this, and that. And that's nothing against it' that lender. What does that mean? you Because i don't want to brush that over. Some people don't know what that means. First and second mortgage, a combination so that you can attain 100% financing with two different mortgages to avoid the PMI. But a lot of times, the second mortgage ends up being a higher interest rate.
00:28:51
Speaker
um Because it's a riskier loan. It's riskier Because it takes a second position in the event of a default. Absolutely. And then also you know from a financial standpoint, it's a shorter investment of time, right? So it's kind of an in and out kind of situation. So you know obviously, finally let's let's just you know be honest. Banks are in it to make money. And if you're going to keep a 20% loan mortgage for a shorter minute amount of time,
00:29:15
Speaker
you know, they need to they need to make income on that as well. So to be fair, right? Let's be honest about like why they're there. but um And that's not nothing against the the the mortgage professional that these realtors are going to with with secondary options. They're giving you the best that they have, right? right And that's all we're all trying to do that. So um that doesn't necessarily mean it's bad. It's just not the best yeah option. So it's really good to have, you know just to just be familiar with different loan programs for for for many different reasons. I can't tell you, I probably get as many referrals from other loan officers at other banks that offer a physician loan program.
00:29:56
Speaker
as much as I get from agents and just my general marketing. Why? Because i have purposely reached out and I know i pretty much know a loan officer at every bank that offers a physician loan because even within our own banks, we have you know everybody has their own guidelines.
00:30:14
Speaker
And everybody has that kind of like red line that they won't pass. We can't do this, we can't do that. And um sometimes we just hit a wall. You know, there's there's something, every relationships every every client is different and has different needs and has different challenges. And so you know I get calls all the time from different loan officers, hey, you know i have a this doctor, this is a situation, we can't do it for XYZ reason, can you take a look at it? yeah And a lot of times outside of the box situations is if it doesn't fit in the cre you know in within the guidelines, we'll look at it. And if it if it makes sense, if we can get comfortable behind certain documentation or whatever,
00:30:51
Speaker
We'll say yes when others say no. yeah And we won't always say yes, of course. has to make sense for for us as well. but but um and And I do the same thing. you know In order to service your client, that doesn't always necessarily mean getting that deal. To me, servicing a client, I can't tell you how many times I said, you know what, I can't do this, but I'm going introduce you to so-and-so at bank A, B, and C.
00:31:15
Speaker
And they'll come back to me for the refinance, or they'll come back to me for their next home. Why? Because they I did the right thing for them in the moment. And they and they understand and appreciate that because the advice that they gave that I gave to them, is is it still helped them. And so it it's it's it's amazing. and And I love that. And I love that I can interact with other loan officers at other banks too, because it just shows that at the end of the day, you're working with people that really care about their clients. um
00:31:46
Speaker
Yeah, there's a few good ones out there still. They're not all, you know, not so ah not so great. I mean, I've dealt with a few of them. We all have, but ah yeah but most of them are are pretty solid. And so what I i think is is unique about um what at least I've been able to to deal with your company and with you specifically, it's that you typically offer rates in terms that others have a challenge to to compete with. And I want to ask specific specifically, why do you think that is? do you just get leaner on your spreads that that's how you can offer a rate? Or is it because you don't have to buy? Is it because you're not selling it on a secondary market? Explain why other loan officers, I don't know how to say this gently, um sometimes don't love it when your name's brought up um because they think they're it's going challenging to compete.
00:32:34
Speaker
So why is that in reality? Well, I mean, it could be guideline. It it could be rate. It could be sometimes it's guideline. For example, um just like little nuances, for example, um a lot of banks, yeah they have they allow you to start to you to qualify for the loan with your new income within 90 days of your start day, right?
00:32:55
Speaker
And that's that's pretty much the standard. We allow you to... We qualify you based on your new income, and we allow you to um close within 120 days.
00:33:05
Speaker
of your start date. That gives you more flexibility. So it gives you more flexibility. And sometimes when I have these conversations with people, they're like, well, I'm not ready to move until maybe 60 days out, but I'm flying four months before. And I said, there's different things that I always recommend for them to work with their realtor and see, but sometimes to not miss out on the house, you may want to close 60 days early and maybe do a rent back to the existing owner.
00:33:33
Speaker
Because you know that house, might that may be the one, right? And it in the timeline works for you. So having that flexibility to meet people's needs yeah um is is is part of it too. Because you know you know obviously we're all looking for the lowest rate, but you know and and sometimes when I get people with a challenging situation, i'm like, I could offer you 1% rate. That's not going to help you. Right? yeah um If you don't qualify, at you know you're not going to qualify at any rate.
00:34:02
Speaker
So let's let's work on the on the on the challenge. And of course, rate's important. I'm not just you yeah writing that off. So there's not a specific reason in your mind why you typically are a little bit lower than others for this exact program? um I can't really say because I think i don't know. i don't know how other banks kind of you know measure the price know their price. you know And you have some you have some lenders that... We all kind of have this bucket, right this allocation of funds that the bank gives per year. We're going to spend this amount amount of money. And sometimes some lenders fill their bucket faster. you know They may be done by like July. and then...
00:34:44
Speaker
then their rates kind of go up because they're like, hey, we're we're out of portfolio money for this year. We kind of have to slow it down. Got it. And and sometimes they pump they they press the gas and pump the brakes at different times of the year. So that might be the difference. So sometimes you'll call... you know A lot of times people start shopping around six months before yeah they're going to move. And I say, i would i wouldn't commit to anything just yet. Just take notes of who is the most aggressive at this point, if you know if you're generally rate focused. And then revisit, because you may put this person on the top of the list because they have the lower rate when you call, up but six months later, that might not be the case. I try to encourage people, let's have a pre-approval discussion, let's get a general budget, let's do all this, but rates change, right? And in general, the market changes.
00:35:31
Speaker
And once you go under contract, you still are eligible to continue shopping for a period of days. Here in Maryland, typically five days. So you keep everybody honest, I say, but there's no reason to shop 30 lenders i three months, six months in advance of even finding it a house. Right. Yeah. Because it all changes. It all changes. But we do need a framework to get a budget and create a safe search and all the rest. Yeah, and the other thing that I would say too is that don't don't always let a rate lead you. um Yes, again, it's super important, but let's say you've called three banks and the bank that gave you the lowest rate took three days to call you back. You can't reach the guy. you know he won't respond to your emails. MIA the weekend, you know all that stuff, and you're... you are you
00:36:20
Speaker
Is that really the best option for you just because of the rate? I would talk to the the lender that you feel comfortable with, that you've had the best connection with and say, hey, listen, I really like you, but bank A, B, and C is giving me this rate. Is there anything that you can do? They may be able to match it. They may they may not match a dollar for dollar, they may come close, but at the end of the day, again, rate has... has It's important, but service does too. And you don't know what you need until you need it. right And you know i can tell you I've had personal experiences with you know insurance claims on my house and things like that, and these dot-com banks, They're great. you know They're very responsive initially right to get your business. But then if you have a claim on your house and you need a check signed in person, because most of the time when you have a ah an insurance claim, the check has to be signed by you and the lender.
00:37:17
Speaker
So getting a dot com to physically sign a check sometimes- They have their challenge. yeah So it's in it and you want to do business where where you are. even you have, you know, something comes up, you want to be able to walk into a branch and speak to someone face to face, especially when you're nervous, you're anxious, you're scared, you're frustrated, you know, you just don't know. and you know, that has value you too.
00:37:37
Speaker
Yeah, i don't I don't disagree. I keep ah the local folks honest sometimes with the national brands, but ah my preference, if you have two so competing similar overall offerings, I always choose the local. That's been my preference forever. yeah Specifically, if I were to buy in a different market I wasn't familiar with or licensed in, which is honestly everywhere but Maryland, I would absolutely find a realtor first. I would make sure I interviewed them. They better have the people, and they because you are leveraging their experience. Right.
00:38:05
Speaker
and And I always say the reason why you should choose a lender that I might refer you to ah is simply because I have leverage in that relationship because they want more business. And so they're going to ensure, even if they're nice, I always say they're going to typically make sure to treat my people well. They want my continued business. You might have one house to buy.
00:38:24
Speaker
right Right. I'm helping a lot of people, hundreds of people over the next two, three. like it's You have a much greater desire to continue the relationship. And if you don't think you're going to need anything from these people, occasionally you do. Weird things happen or the job gets postponed or things happen and exceptions need to be made. yeah And so that's my ah PSA for that. but But I want to get back to another point. We discussed attorney loans. Mm-hmm.
00:38:48
Speaker
First I've ever heard of it. So I know the physician loans, it makes sense. You're opening up the umbrella to other medical professionals. Awesome. That's amazing opportunity for those folks. What about attorney loans? Explain how it's similar. When are you first eligible to have this discussion if you're going to, let's say, go to law school? And how how long has this been around? this Has this been around for a long time and I'm just unaware of it? No. this Again, this I think this is one of the things that makes Atlantic Union Bank unique and them really showing their commitment to their local communities.
00:39:22
Speaker
So the doctor loan is very popular. A lot of people know about it. But we offer we also offer 100% financing with NOAA PMI to attorneys as well. They have to be practicing JDs. Even if they're going into their first contract, um their contract you know their contract has, you know of course, state their salary and things like that. And we have to qualify them based on ah salary, a base salary.
00:39:46
Speaker
But you know again, freshly coming out of law school, you know you've been in law school. you haven't You don't have a lot of capital to start your career or just you know to buy a home. So this opportunity to attorneys is huge. And then so when you hear about, wait, 100% for attorneys too? It's like, what?
00:40:06
Speaker
Atlantic Union Bank's just giving money. Well, to me, I have to say it, and listen, I i have many attorney friends. However, i just know it's almost similar in a weird... i mean, of course, I consider them a little more sophisticated than my fellow friends that are real estate professionals, but still, it's the the gap in in real estate agents, for example. The top five or 10% of real estate agents make all the money.
00:40:28
Speaker
They are with without question, it's so top heavy, it's normally 80-20 is the rule, 20% make majority of the in income. Not the case in in real estate agents, it's probably the top 10%. They do the vast majority of the business. Everybody else, there's like a revolving door. 70% are not in the career roughly three years from now. Wow. didn't realize that. it's it's it's It's crazy, because it's very easy to get a license. It's two weeks in Maryland. it's That's why the gap between the folks that really understand what they're doing and those that are newly into the business... And I was the new person at one point, too. Sure. Everybody starts somewhere. Everybody starts somewhere, but the the knowledge gap and the resource gap and the experience gap is wide in our profession, so it's very top heavy.
00:41:10
Speaker
I assume, and maybe I'm wrong here, but the attorney gap is probably pretty large as well. I assume the top 10 or 20% of attorneys make the vast majority of the money in that business. Yeah. I don't know if that's true. It's my perception. think I mean, but like like you said, everybody has a starting point, right?
00:41:24
Speaker
Nobody comes out of of of law school being the top attorney in their firm, right? Everybody starts as a junior. Everybody starts somewhere. And I go back to the same point I said before, you have to live somewhere. Sure. You have to live somewhere. And so you're going either be paying a mortgage or you're going paying rent.
00:41:45
Speaker
And the sooner you can start paying mortgage versus rent, the better. Oh, I'm not disagreeing with the advantage for for a young attorney or any attorney, quite frankly, to take advantage of this opportunity. I just think it's very... bold of a lending institution to add them simply because I think i think most medical...
Income Distribution in Professions
00:42:05
Speaker
like The medical community has a more clearly defined structure for typical pay ranges given certain hospitals and certain areas. Attorneys, I think, are it's like the Wawa West still. I think the gap is massive all over the place. yeah
00:42:17
Speaker
Super high income, super average income. you know It could be anywhere. yeah and so That's why I think it's pretty incredible it's to have that opportunity. opened up to them in general is really great. I don't see anybody doing that for realtors.
00:42:30
Speaker
And mark my word, i know right I will eat this piece of paper if someone offers us that. i mean I sit here and rent loans all day long for people at 100% financing and I still have to put Twitter. you're 100% commission, so they're not giving us any. in fact I had bought ah investment property last year and they I had to document every single piece of income I had all year. and I'm like, that's called realtor commission. Well, it's not structured. it's not by I said, of course it's not structured. It's when settlements happen. right and This is a lender, a local... like It blew my mind that I had to justify my entire existence. right and it It was horrible. i mean No offense. That's always the toughest part. it's like Yeah, self-employment. I mean, and real estate falls under that, right? Because ah anytime you don't have just a base salary, like XYZ guaranteed this time, everything has to be... Because they look at the ups and the downs, oh especially now after coming out of COVID. I mean, everybody was sidelined. i don't you know yeah in Even some doctors, you know they were still on salary, thankfully, yeah but you know a plastic surgeon didn't get priority over and ah an emergency
00:43:37
Speaker
physicians So judges, i mean, it was kind of eye opening to see how interesting you could be. And this is when I have the conversation of 30 versus 15 with people. Sometimes people want to get a 15 year mortgage and you know they're weighing that the the the pros and the cons between a 30 and a 15. And i said, like listen, I'm i'm a a huge fan of you know paying off your debt as soon as possible.
00:44:03
Speaker
But you know let's look at both. And I like breaking down the 30 versus a 15 because you could pay down 30-year mortgage in 15 years. Sure. Right? you can And I think you beat the bank you beat the bank at their game in the sense that you're making direct principal payments versus... you know I use the cone theory, you know most of the time you're paying mostly interest upfront. so But doing a 30 versus 15 with a 15 schedule, you'll get to the same place, but you'll have the flexibility. So if you decide over the summer yeah that you want to spend 10 grand to go you know on a cruise or something, you don't have to readjust your whole salary. I mean, your your you know your finances, you could just take a break from that extra payment. You could, and I'll tell you as an investor, someone who has to go to you banks for approval sometimes to buy the next thing, i like to know that the flexibility, you only hold against us whatever the minimum commitment is. Right. so If a 30-year mortgage is substantially less expensive as a required payment each month, You can qualify me on the 30-year payment as opposed to if I lock in at the 15 and next year I want to buy another property. You now have to hold me to the standard. Even though I've made the same payment, for example, I could pay extra every month. right You don't hold me to that standard. You only hold me to the minimum, right which is a really nice piece of flexibility if you intend to explore your opportunities financially. Yeah, and you could be just as aggressive you know with your payments and things like that but and you're making direct principal payments versus principal and interest payments on a and an amortization schedule. So I personally like the 30-year better and amortize it over 15. Does it end up dollar for dollar or the same at the end? No, but you also have to account for the flexibility yeah of having that option. Yeah. And so now that I have it, you're not from our local market. I would have to ask you, how does everything, it's the number one question. You go to a cocktail party or a dinner party, anybody you don't see all the time, but they can't help, right? We all talk about what do you do for a living, blah, blah, blah. They all want to know how's the market.
Real Estate Strategies for Professionals
00:46:03
Speaker
right And so as someone who's not local to the Baltimore metro market here, how do you perceive the market to be doing? I know you specialize in a group of individuals that have very high job security typically, but how do you feel, how would you answer that if you were out and out and about tonight and you bumped into somebody?
00:46:19
Speaker
How do I feel about- The market. The market general. The general question everyone loves to give us. I think right now, every market is impacted with everything that's going on, the challenges. And some markets are a little bit softer in the sense that the properties stay on- And we're recording this essentially the last week of May, 2026. ahead.
00:46:39
Speaker
um You know, the summer markets are markets are going to be more competitive than the winter markets. um And, you know, yeah, some markets are just a lot more competitive. Are you just seeing multiple offers standard? Are you seeing very competitive bids or is it slowed down at all? In some markets, it's still very competitive. I had i had a conversation with people with a client that the property that they were interested in went $300,000 over asking, and they're like, yeah, we're not doing that.
00:47:09
Speaker
um So there's so just some markets that just are just crazy competitive. and there's other Right now, every market's competitive. It's just that some markets are are are better than... You're more aggressive than others. And to that, I you know i bring up another advantage that that Atlantic Union Bank offers. and we offer two options. You can either get pre-qualified, and that's basically where you fill out your loan application, and we look at your credit. We look at... you know like I, myself, look at your your financials. and give you my best you know advice based on 20 plus years of experience and knowing what will work and what won't. And that you know that's fine. That'll work because you know I'm not going to send you out there to shop if I don't have confidence in your ability to qualify for this.
00:47:56
Speaker
But then we also we also offer one step further to get you fully pre-approved, which means you're going to submit all of your documentation. It's going to go in front of an underwriter, and the underwriter is going to say, yes, we back this loan.
00:48:07
Speaker
So by doing that, now you have a full certified pre-approval. When you go out in the market and put an offer in, you can close as quickly as 10 days, 10, 15 business days. um Even though we could close in 10, I always say it's probably best to ask for 15 just because you just never know what you don't know, right?
00:48:26
Speaker
um And if you know I would say on or before, so we can close faster, we will. But um I think that gives a competitive edge because now you're, you know, if you're going up against three or four other offers that need to close in 30 or 45 days and you're coming in at 10, you can all be offering the same dollar amount, but just right off the top, you're more competitive. a point of differentiation. Now, because your average client is probably very... educated and and certainly knows at least their profession very well. Do you get a lot of pushback in that regard? Is that something where people go, I didn't find the house yet. I'm not doing that. that why do I'm not giving you all my stuff. I'm waiting until I find the house. Do you still get that same pushback? um No, I don't as much. And if I do feel like it's leaning in that direction, i ask them, have you spoken to your agent?
00:49:13
Speaker
What does your agent recommend? Because I'm very thoughtful to make sure that um that the agent's part of the conversation as well, because at the end of the day, we're all working for the same goal. yeah you know And we need to work together to get you to where you need to be. Because sometimes, you know let's be honest, a lot of times right out of med school, they don't have a lot of money to put down. yeah So, where we allow for the seller to contribute up to 3% of the sales price in seller concessions to cover your closing costs, that can be huge. And it can be everything you need for this to actually work. right So, a lot of times i i'll I'll hear from an agent, you know, my agent said that there's just no way I'm getting closing costs in this market. And I'm like, well, you know...
00:50:00
Speaker
Let's have a conversation about that because my advice is always like, you know what? Let's not even talk about closing cost assistance upfront. Let's talk numbers first sure and get them agreed to a number and then back into- Well, and in Maryland, if they're starting this journey and they're younger right out of school, there are grant options. There are other options they could be eligible for, not just standard seller credit. so But I think it's so important to have this whole conversation in advance.
00:50:27
Speaker
And and i i love to tell the medical folks that I still help because it's still ah a large portion of my business, especially, it's like anything else. if The earlier I can get them in their career and their in their life, the more the larger the impact could technically be. I could still help someone in their 60s create wealth. It's a lot easier to help them in their twenty s And then they're 30. It just is. We have more time, right? The value of of the power of time and compound interest is just remarkable. And virtually, i don't care what your income is as and as a as a professional in the medical community. I can outpace you and in real estate. Anybody can with very limited knowledge. It's not a joke. It's the truth. You can get more passive income in real estate than you will ever earn from someone else paying you a salary 99% the time. Yeah. And so I think you have such a distinct advantage because you have a high income. it's People are basically giving you the cheapest form of money they could possibly offer you given your status of your day job or your evening job, however that works. But it's just like, God, I want to just make sure they understand the value of that opportunity. And you could have choices 10 15, 20 years. But when you're still young, yeah that nobody has access to because of the decision you've made and the career choice you made. But you have to create that lever early, as early as you can, as soon as you're aware of it.
00:51:45
Speaker
right That's the old adage, when's the best time to plant a tree 20 years ago? Exactly. Next best time is today. Yes. So it's just such an opportunity that you have, and I'm so passionate about it, because I could help anybody early enough to develop not just wealth for themselves, but generational wealth. Sure. But if you can start that path with with the opportunity like your bank can offer, Holy smokes, because you can leverage this and move again, continue to own the previous asset, rent it out. You do it have to do it with purpose and buy in the right spots. But boy, you can do this multiple times and you can create all this income stream so effectively with minimal risk, minimum tax implications.
00:52:23
Speaker
It's crazy. It's just like something I wish ah more and more people had the access to. And now attorneys even have access to it when they're- And it's if a financial investor a financial advisor is a really- good person to leverage in this in this circle as well, because let's say you have the 5% or 10% to put down, yeah right?
00:52:43
Speaker
At that point, it's an option. What makes more sense for this extra $50,000, let's say? Does it make more sense for me to put it down and save an eighth of a percent in interest because I'm financing less?
00:52:55
Speaker
Or would that money be better served starting my retirement account in my early 30s and letting that money grow over time?
00:53:07
Speaker
So that's a really perfect segment to have a conversation with a financial advisor because that money could... $50,000 could be a million by the time you go to retire, which...
00:53:18
Speaker
you know Because it keeps on compounding like you said. So this is this also one gives us an opportunity to... you know Between ah a loan officer and a real estate agent like yourself, and then ah bring a financial advisor into the mix, because then we're really helping you nowt you know putting all the choices in front of you yeah and seeing you know not just what's a good decision today, but for the future.
00:53:42
Speaker
had you only invested that $10,000 your retirement account now versus you thinking saving a month. yeah Yeah.
00:53:55
Speaker
I think everyone's financial education is relatively low. I've complained endless amounts of times on this on on this podcast about how I have a degree in finance and I think my financial education was pathetic relative to what it should have been after graduation. And it's just being educated on this. I think we all know how much an iPhone cost or how much those sunglasses that everyone likes. that We all have, as consumers, know a lot about value ah when it comes to being a consumer. But we are woefully ignorant when it comes time to make financial decisions. And as a high, like the whole point of this particular episode is helping people that are high income earners or have the potential for high income to make choices as early as they can to give themselves maximum opportunities later to make decisions and and to have the life. because the physicians i've helped over the years, some of them get into it, spend all these years, and then ultimately decide they want to do something else at some other point. Because it's a grind.
00:54:49
Speaker
It can be tough. yeah right And sometimes the passion can eventually wane. right So you want options, and that's the key. I think that, to me, is the ultimate deciding factor of why I pursue wealth.
00:55:00
Speaker
I want options.
Wealth and Flexibility
00:55:01
Speaker
I'm not someone who's going to sit on the couch all day and stare at the wall. My wife would kill me. right It's like, I've got to be busy, but I like to choose what I do. right And I'm so grateful I still do something every day I choose to do.
00:55:11
Speaker
Even if I was independently wealthy tomorrow, I'd still do this. right But I want the option to say, I'm all done, or I want to change, or I want to do... I coach my kids in all their sports, and I love doing that, but it's because I've worked my tail off to have options.
00:55:25
Speaker
No one dictates my time except for me. and That's a powerful statement that I think more people wish they could say. yeah and What we're offering and discussing today is one of the ways to develop that and to have more funds, for example, to invest, to start the journey, to have the decision of your own time.
Unique U.S. Lending Options
00:55:43
Speaker
yeah yeah so it's pretty It's pretty incredible, the stuff we talk about, in my opinion, as to the opportunities that exist. and we're yeah We're unique. I don't think... Are there other countries that offer anything like this? hi I don't know of any. No. To my knowledge, there is not. Because the lending markets, we talked about some of the ah other markets, especially some of the Spanish-speaking countries, right? I just spoke to someone about this, I think, on a recent podcast, and we just discussed how they are used to saving up all the money to buy the house. it's not it The lending system doesn't work this way. No.
00:56:15
Speaker
And certainly 100% financing would completely blow their mind. That doesn't exist. yeah that is i mean ah you know Outside of loan, it's just it doesn't exist. And there's you know a lot of times,
00:56:29
Speaker
but you have agents, especially newer agents that come in and they're like 100% financing and automatically there's a stigma attached. Oh, they don't qualify, they're borderline, there must be a catch, something's wrong, and they might not be a strong buyer. And so I always say, please reach out and speak to the lender because um Just because they choose to to exercise an option, a huge benefit to them, does not make them a weak buyer by any stretch. um Because if you think about it, it in in my view, it makes them a stronger buyer. that The a bank's willing to give them like all of this for nothing. I mean, i mean in for a little down payment. To me, it's very strong. I like the pre-approvals that state where it is. It's physician loan. It it speaks to the the the capacity of your buyer in terms of their profession. I think it's a very smart thing and it doesn't have the stigma necessarily. Unfortunately, with VA inspections during the loan process, they have an appraisal and oftentimes they're pretty strict.
00:57:27
Speaker
yeah and so that's If you're given two or three options, one's a VA, some sellers take that into consideration because that makes me nervous. Right, because they have much more stringent yes um appraisals. yes There are certain fees um that you know you may or may not have to to pay in addition to you know all the other things. So those are the things to weigh as well. But yeah, at the same time, you're giving a veteran. you know So I mean, there's there's there's checks and balances of everything, but but outside of the VA a loan,
00:57:58
Speaker
You know, there isn't a lot at 100% financing, especially in this price range, right? There's a lot of first-time home buyer programs. This is a million and half. 1.5 million. That's crazy. Yeah. Even for a second home. Yeah. it Well, a second home, it's 5% down to up to 1.5 million. Got it.
00:58:11
Speaker
Which, again, it's it's huge. And the number one question I get is, well, you know, what if I want to rent it out? Okay, so second home, you have to occupy it as your primary... You know, you have to occupy it for at least two weeks out of the year for your personal use. So, yeah, that's going to be okay for you to Airbnb this bad boy. But but you know yeah we really want you to to use it for yourself. I personally have a second home in Florida, and we probably use it more than two weeks a year, but um because it's it's our second home. and yeah we know We go and we have our traditions. We spend Christmas at the beach. And so and it's it's really nice to have that, be able to create those traditions as well, and still make some income to help offset it but yes.
00:58:51
Speaker
Well, I think we've done a good job. I've ran my mouth for an hour with you. I can't believe i we spent that much time talking about this, but I was passionate about it, and I'm so grateful that you took the time um to to come up here to good old Baltimore to at least go over this in greater detail. i think I'm hoping right that people understand and and can appreciate the number of folks that are able to, the specialties that are eligible for this, start to learn about it as another option, even if you're not looking to move tomorrow.
00:59:18
Speaker
Wouldn't it be nice to know what this is? Or if you have a loved one that's in in this medical profession that might not know, yeah and to have this conversation, and then you can have it in your back pocket when it is time. Absolutely. And I think just because of the additional designations, everybody... You have these people in your sphere, right? Everybody either has a friend or or a family member or a colleague that is nurse practitioner, a physician assistant, or a tRNA. So you may, you know like the seven degrees of Kevin Bacon, you probably have a
00:59:53
Speaker
three degrees of of somebody in this this other designation. And um you know just let them know about it because again, it's just another option that they can weigh when when the time's right for them. That's right. Well, I'm going to end it on that. So once again, thank you so much, Stephanie, for joining. I'll make sure to have all your information so folks can reach out to you and you do serve... Which state specifically? I don't want to broadcast it without... Sure, sure, sure. We serve in Indiana, okay Pennsylvania, Delaware, bals excuse me Maryland, Virginia, D.C., North Carolina, South Carolina, Georgia, West Virginia, and Tennessee.
01:00:31
Speaker
Well, there we go. Hopefully didn't forget any states. That's a pretty good list there. Yeah, it's 11 states. 11 states. Check it out. So, all right. Well, once again, thank you once once again for joining me. And all your information will be online.
01:00:41
Speaker
Until next time, everybody. Thank you.
01:00:45
Speaker
And big thank you to our sponsor, First Home Mortgage. You can check them out at firsthome.com.