Taking the Mortgage World by Storm: Dustin Indermuehle

All right. Welcome back to Mortgage Daddies. Today’s episode is gonna be probably not suited for children- That’s-because we have one here. That should make it kid friendly. I don’t know about that, until you opened your mouth. Oh. Dustin from Green Bay, Wisconsin. Did you just say I’m from Green Bay? Oh, see we already, we already went off PG. I’m Vernon. I run the top mortgage brokerage in Massachusetts with over 20 years of experience. I’m Craig. I’ve done $100 million consistently since my second full year in the business, and I’m Massachusetts’s top mortgage broker. We’re the Mortgage Daddies with real advice, real stories, and real results. Let’s get going. Where are you from exactly? I’m from that shithole podunk town of Wisconsin Rapids, the mill town. There’s literally nothing there except my bar. Born and raised? No. Texas. You were born in Texas? Sulfur Springs. You would know this story, but you didn’t come to dinner last night. Yeah, I had things to do. About my dad and Country Kitchen. Remember we talked about this? It was very deep. It was a very sad conversation. Yeah. Mostly just how funny my dad is. I actually booked a, an appointment with my therapist after hearing his story last night-just to make sure we’re on a good, good, good page with dad. I mean, knowing you, I’m not surprised. R- Rachel sent me like a, “Just wanna let you know, we really appreciate you” text, and I was like, “Gross. “So I just wrote back to her. So Dustin’s the one guy in the office that every single time he calls it’s always on FaceTime, which other than my daughter is the only person who’s ever FaceTimed me. And I vowed that I was never gonna answer a FaceTime call from you, and you’ve broken me down to the point now I answer your phone calls on FaceTime. It’s, it’sI, I looked at Craig, I’m like, “You take him on FaceTime? “He’s like, “Yep. “Just leave it there in the corner, let it run. ‘Cause when, when he calls you, it’s, it’s 20 minutes of him just rambling about something that has nothing to do with about the phone call. So you just leave that going, you keep working, and then eventually you pick it up on the back side of the conversation. At least he’s having a conversation with you. When I’m talking to him, he’s talking to 3 other people and then he comes back, yells about his rabbit, which we heard about last night, is no longer with us. Don’t bring up the rabbit. The rabbit’s awful. I, I, I’m still baffled by how you even close more than, like, one loan a month with how much you talk to everybody. It’s amazing. it’s a gift. You know, what did I say yesterday was that general productivity drops 26% when I come into a place? Oh, yeah. Like j- 100%. Like- It’s dropped to almost 0 since you showed up yesterday in my office. Oh, yeah. It wasI think it’s gonna be worse today. He came in my office, I just don’t even look at him, just keep working. No, he keeps working, and I go, “What are you doing? “He’s just working. Oh, yeah. Eventually, he’ll leave. I’m like, “Oh, what are you working on? “And then I’m like sitting there on my phone. I, I don’t even know why I was in his office. I was just like, “I’m just gonna sit here. “I, I feel like Craig’s office is like the office that everybody goes into just to hang out. But like, I’ll go in there and just lay on his couch, and he’s like, “Hey, what’s up, man? “I’m like, “Yeah, just, just gonna relax here and just clear my head for like 5 minutes. “‘Cause if I’m in there with Craig working and then other people walk by, they won’t come in for whatever reason. They think we’re in like this deep conversation. I’m just trying to get like 15 minutes of like clear my head- Just napping. laying down on the couch. Just like take a quick nap. I just keep working, and then you just lays down. Like, I don’t even talk to him. It’s wild. But in all seriousness, Dustin, I mean, you’ve been with us for like 6, 7 months now. Mm-hmm. You’re a, you’re a, you’re a t- top producer here at Milestone. It’s actually amazing, you know, that we talk about you the first couple minutes of this episode, about, you know, how much you call and annoy and just talk and ramble on. You put up some serious numbers. I mean, you’re, you’reFrom a unit count, I think you’re probably, you know, right behind Craig in unit count for the company. Uh, it’s unfortunate you are from that podunk town in, you know- Middle of nowhere Wisconsin. middle of nowhere Wisconsin, with the average loan amount’s about $145,000. Loan size is a little, loan size is a little rough. Yeah. Loan size gets rough. But it’s, it’s impressive. Um, you know, tell us a little bit about, um, you know, your background. I know you, you, you have a, an amazing background. You were in the military, you do a lot of stuff with the veterans, you care for those veterans. Uh, you know, a lot of your business is VA purchase, refinance, and helping veterans out throughout the country. Yeah. So yeah, I mean, when I got in, I actually didn’t use that a whole lot, and like I don’t know why I didn’t. Like I just never pushed for it, and then I was like, “Oh shit, there’s a huge need for this. “Right? Like, and there is. Like once you start realizing that like every big box lenderAnd I’m just gonna leave them nameless for right now. Um, VU, uh, they just suck. They don’t take care of people. So I was like, “Oh, well there’s a niche. “Like we can, we can fix this, right? We can help people. SoAnd to you guys’ point, like yeah, I call everybody. I think it’s genuinely I just like talking to people. Yeah. I think, uh, you know, I came here 7 months ago and IYou know, why I came here is ’cause, you know, Cambre’s got this charming personality-and he just drags me in. Like when he deadpan stares at me, I know he loves me. Even though he’s probably mad. Um, right? But really what they, you know, kind of kept me here is, you know, that you guys are all justEveryone’s the same. I think one of our first conversations was like, I said to you, I was like, “Yeah, I don’t wanna be anywhere that’s n- I’m not having fun. “Yeah. And you’re like, “That’s perfect. “And it’s worked out ever since. And so, you know, I think my business has increased since being here, um, not just ’cause of like the support you guys give, because you guys give a lot of support. Like you really do. Um, there’s not many brokerages, going from owning a brokerage, like I know that. Um, but I think you guys give a lot of support. But the other thing is you guys give people a lot of flexibility to kind of skin the chicken in the way they want, right? They can do it their way, um, and you guys provide the resources, you provide the, you know, kind of an open atmosphere to come in and ask questions and not feel stupid. And I think that’s big for a lot of LOs. I mean, nobody’s taking on brand new LOs. You love it. Yeah, I love it. I mean, listen. I, I get harassed about this in the office by, uh, our entire senior management team here all the way from Craig to Rachel. And at the end of the day, I kind of can control the, the narrative when I’m like, “Craig, you were brand new 6 years ago, man. “Like- Everybody’s new at some point. Right? Like you never know, that diamond in the rough. And listen, I’m not trying to find the next Craig Snell. Everybody’s like, “You’re just looking for the next Craig Snell. “No. I’m looking for somebody who’s gonna commit, hold themselves accountable, come to work, work 40 plus hours a week like they would at any other job, and be successful. And most ab- most importantly, and you, you are the epitome of this, you fit the culture, right? As much as we tease you about annoying and calling, or harassing people. Like at the end of the day, we know that you have a big heart, you care about people, you care about the people you work with. And that comes through just when you talk too, like, uh, you know, I’m impressed with the amount of technology that you bring, the background that you bring on that piece. Um, I mean, dude, you’re- you’re a all-around all-star and I hope that doesn’t get to your head. You’re still 5 foot nothing, so. Uh, you know, he is- he is the smallest man at Milestone. Man, he is very- Let’s just debate while I still think Adrian is, like, necking. Like, and he puts lifts in his shoes. Don’t they have, like, a height requirement for the military? How’d you even get in? Dude, they do. I got a waiver. Did you? No. They sent- Are you kidding? They sent you into the foxholes. No. It’s like 52 first off, no foxholes, okay? No. No. Let’s talk about that a little bit though. What, the military? The military. Yeah. Because the other day, I’m on the phone with him and I don’t know how we get on this subject. In a f- 100,000 years, I would never have guessed that this man did what he did in the military. Never in my life. Somehow jumping out of an airplane or a helicopter came up, and I was like, “I don’t do anything, dude. If I won’t get on a ladder that if I can’t fall or jump off of and land on my 2 feet without breaking something, I’m not doing it. “Like heights- Yeah. don’t do it for me. I get paranoid. Can’t do it. This guy’s jumping out of helicopters. Go ahead, tell us the story about-like what you did in the military. He’s so small he doesn’t need to shoot. Yeah. He just holds on to somebody else. Just comes inIt- I’m aerodynamic, thank you, all right. Um, it’s also why I have no facial hair, okay? So I can be fast and wind resistant. Um, so yeah. So you go to Air Assault school when you’re at the 101st Airborne division, and so part of that, the end result is you have to fast rope or rappel out of a helicopter. Um, so I got to fast rope. Now, anyone who knows me knows that I am terrified of 3 things in the world. Um, one is my daughter. The other 2 things are sharks and heights. I will not go in the ocean. The fact that you guys are by this bay absolutely the fuck not. Is Ben just worried you’re gonna fall in? I’m soDude, I’m so terrified of getting eaten by a shark, it, literally, I won’t go step a foot in the ocean. No way. So anyways, scared of heights. And I’m- I know what we’re doing tonight. Oh, yeah. We’re going in. Yeah. We’re gonna fight. Let’s go for a walk. About to see whatI can’t say what I was gonna say, but we’re about to see something-just mostly ’cause Wendy said I couldn’t use that word beforehand. Um, so anyways, you know, I’m up in this helicopter. It’s kind of the final piece of that school. It’s like an 11-day school, you know. So we’re up in this helicopter, and I am terrified. I have a buddy behind me, and he’s like, “Yeah, you gotta go next. “”No, I’m not going. “He’s like, “You have to go. “And I didn’t think he was gonna do this, and he’s like, “I’m just gonna push you. “And I was like, “Don’t do that. “By the way, the fast rope is like 3 feet, so it’s like here, right? So it’s not that far out. But when someone shoves you at your back and you just kind of fall forward and you blast- While you’re in the helicopter. while you’re in the helicopter, yeah. Yeah. I was shitting my pants when I fucking went down that thing. It’s like a 30-foot drop, okay? Terrified, right? He lands, it is an immediate dog fight, like immediate. I was so upset. He’s like, “Hey, but you passed. “”Yeah, thanks, buddy. “Like, “cool, got a cool badge, shit my pants, and now I’m having a heart attack. “So still scared . How did you- how did you repay that good friend from the military, how did you repay him back for pushing you out of that helicopter? Are you talking about my friend that I ran over? Yeah. Like, in a car. Go ahead. D- wait, I mean, this is Boy Geesh Caddies. We can- we can have some fun on this show. Aretimeout. It wasn’tOh, he’s gonna kill us. It’s gonna be hard to drive when he can’t see over the wheel. All right, so- I mean, he’s probably got a booster. Yeah. Yeah, there’s a couple- Do you have the things on the extender on the pedals? No, I put books to my shoes. I just borrow Adrian’s lifts. So he’s gonna kill us. This is gonna have so much fun. Uh, so my best friend in the military, all right, we used to, uh, maybe throw a few cocktails back. And, uh, in the army, you live in, they call them barracks, but they’re basically dorms, right? So dorm is across the street from the parking lot to the car and up the stairs. We’d come down. drinking and driving is bad, everybody. Just FYI, don’t do it, okay? At all, ever. Uh, but anyways, drinking and driving’s bad. Anyways, we had a couple beers. We were gonna go down to the bars. So we go down to the car, and obviously it’s a longer walk. We’re up 3 flights of stairs, all the way down, across the street. My buddy is like, “I have to piss. “And I was like, “We’re in a parking lot. Just, just piss right over there, dude. Toilet’s are right there. Like, who cares? “He gets out and I’m like, “All right, cool. “I’m sitting here in the driver’s seat and I’m like, “Be so fucking funny if I bumper tap him right now and he pisses his pants. “Like in a golf cart when you see the guys like hit each other-like they’re going to hit, you just drive up on him and whack him. So I was like, “Oh, it’ll be super fucking funny. “I’m 21, 22 at this time. He’s, 21. Um, so anyways, I go, “I’m just gonna bumper tap him. “And that’s what I was gonna do. I literally was just gonna ease off the brake, just kind of hit him. He’d pee on himself, but it’s not that far away. It’d be funny. He’s gonna go upstairs and change, not a big deal. Well, I went a little too far, and I ran him over. But being 20- Just the buck slipped off his foot. The lifts. Um, so yeah. So being 21, what did I do? I then panicked. So you backed up. So I backed up over him. So I ran him over twice. Um, he got in the car, I got hit. We didn’t talk for about 2 days. Now, afterwards I was like, “So are we still going out? “Apparently that was a no at that point. Uh, he was pissed, real pissed. Didn’t think we were gonna get past this moment. And that was the start of a beautiful, beautiful friendship. And it ended with, uh, yeah, we’re still friends to this day. And he still complains about his knee. But I bet he gets medical disability from it. Yeah. So- You’re welcome. you’re welcome. Motherfucker. Dude’s like a First Sergeant now, and he’s gonna get to like 80 Gs a year. Check. Yeah. Check, check. Get ran over by Dustin- Yeah. after a couple beers, a little bumper tap- Yeah, it doesn’t-turns into getting run over. It doesn’t matter that his knee pops every single time he does a squat or a deadlift. Literally, I’ve been in the gym with him and he’ll, like, squat, and I’ll be like, “That doesn’t sound good. “He goes, “That’s my knees. “And I’m like,Wonder how that happened? “Or actually, I ran over a car when you were 21. Um, but yeah. So military was fun. And then, uh, you know, I got out of the military and, uh, went to school. That was a no. That was terrible, honestly. What- what did you go to school for? So, what I went to school for was to find my hot wife. Um, found her week one. So, check. Done with that. Wi- withdraw. So then the rest of it was, “Shit. Well, what do I do now? “Right? So I triple majored in, like, econ, political science, and history, ’cause I was like, “Yeah, let me get a job doing nothing. That’s what I’m gonna get. I got a fucking, a triple major for a degree that I need to teach. No one’s let me teach their kids. 0 chance. You guys- 0 chance. You guys, you guys hardly let me train the other LOs. You’re like, “Uh, hold on, let’s time out here really quick. “Um- We do give you the toughest people on your- in our team. As a team leader, we look at it and we’re like, “No one else wants to deal with these guys. Let’s send them to Dustin. “Like, they’re the hardest ones to deal with. They’re great people, great LOs. But, you know, they’ll- Everyone’s got unique-they’ll push you. They’ll push, push the team to- to- to limits they haven’t been to before. Yeah, unique personalities, that’s what I like to call it. Yeah. Just a unique personality. It just needs a, it just needs to be molded a little differently. And my brand of molding works just fine. Yeah, it does. It just involves a lot of, “Fuck, don’t do that. “So how’d you get into mortgages? Uh, pure luck. Like, pure luck. I was working at Bank of America. I was, uh, in their financial advisor training program for Merrill Lynch, and I fucking hated it. Right around COVID, you weren’t allowed to prospect. We literally role-played like 2 or 3 times a day. That’s all we did 12 months. So I got bored. So I was gonna quit and go get a new job. And finished up my master’s in applied economics, and I was like, “Yeah, I’m gonna go get a job being, uh, investment analyst. That’s what I want to do. I’m gonna go do, you know, stock trading and other bullshit. “Right? Um, and as I’m leaving, my area manager at the time, his name is Mike Greenberg, super great guy, and he goes, “No, no, no. You can’t leave. You’re great. perfect role for you, buddy. It’s fantastic. Super analytical. You’ll get to review a shitload of documents and financial readiness. It’ll be great. It’s called a credit solutions advisor. “In my head I’m like, “Hey, sounds pretty good. “And then he showed me a bonus and I was like, probably do this for a little bit. Yeah, that sounds good. “Um, so turns out it was a loan officer-and that’s just Bank of America’s fancy-ass fucking name. So I went through 3 months of training. And this is not to knock B of A. I had no idea what I was doing, 0 idea. I came into the refi boom, ’21, right? May of ’21 I’m closing my first loan. And I’m like, “Oh,” and then they show up and they’re like, “Yeah. “I’m like, “So what do I do? “And they’re like, “Oh, you just take applications. “I’m like, “But what do I do? “Like, don’t get me wrong. They gave training. I was possibly one of those people that we now train. Right. Right? And I’m like, “What do you want me to do? Like, what’s a credit”I don’t even know what credit is. Like, I don’t even know what myScore is. Um, right? So anyways, kind of lucked into it, and I had a n- okay mentor at the time, and he was just like, “Hey, man. Don’t do any purchas- or don’t do any refis. “That’s what he told me. It was day one. He said, “Don’t do a single refi. “And I was like, “Don’t do any refis? “I was, “That’s all you motherfuckers do. “Like, why would I not do a refi? And he goes, “Everyone like me will be out of a job in 3 years after this refi boom. “He’s like, “So what you need to do is go get as many realtors as you can, as many purchases as you can. “He’s like, “I don’t care. “He’s like, “I’m like 55. I don’t care. “He’s like, “I’ll just do these and bankrupt. “He’s like, “But you, if you want to stay doing this, do X. “Well, it turned out I was pretty good in the first 9 months, or I thought I was pretty good,very easy when you’re getting leads right from a bank, by the way. Um, super easy, just so everyone knows. So anyways. I start doing it, doing pretty well, and then as with all loan officers, you learn, “Holy crap, I don’t make that much working at a bank. “And that’s really what it comes down to, right? Yeah. You don’t- you don’t make a whole lot. You’re working a lot of hours. You don’t get overtime. You know, you’re getting 40 hours a week plus a small bonus. Um, and at the time, I had upgradedLike, all of our financial centers in that area wereWe had tiers. It was like A through E, E being the best, A being the lowest. And in, like, the 6 months I was there, I took that from an A to a D, likeSo it was likeBut what happened, they kept changing my production goals. So I had to get 400%, 800% month over month, quarter over quarter, and I was like, “This is dumb. “Then someone told me I could make more money. So I was like- Yeah. “Fuck it. I got a lot of business. I’m gonna switch. “5 days after I switch, I go to a company that is, I now know and most people know, is not very well known for having low rates and very high margins. Didn’t know this. And, uh, 5 days later, it is right at the, “Let’s flip rates from 3 to five and a half. “That was my 5day span. And 2022 was a struggle. Uh, I think I did-8, I mean, I did like 15 million my first 9 months. I went down to like seven and a half, 8000000. I mean, there was like months where I was doing like one loan, like in a 60-day span. But you just keep kinda grinding and keep bothering people and keep hounding people. As you guys know, I FaceTime a lot. Works fantastic on realtors. Um, they hate it so much. I don’t even give- But it’s not about, it’s not about what they want. It’s about me just breaking their will. All right? My- Welcome to Dustin. He’s a psychopath. Yeah, I’m a psychopath. Once you break down that will, they’ll do it, so- He’s already broken me. I answer his FaceTime, like- That’s how I got married. All right? Makes sense. My wife literally ghosted me day one and was like, “No. “Like, “Absolutely not. “Thank God for FaceTime. Yeah, gotta re- He’s persistent. Yeah. Oh, yeah. I don’t give up. I’m like a dog with a bone. And by a dog, I mean like a Chihuahua. So likeYou know what I’m saying? Like not a real dog. We didn’t, we didn’t think you were a Rottweiler. We would’ve got a pit bull. Hobby thinks I’m a pit bull, right, Hobby? at him laughing back there. Um, so yeah, so then, uh, yeah. And then the rest is history. You know, opened my own brokerage and met you guys here, yeah, about, what, 6 months ago now? So- So what made you wanna open your own brokerage? I hate- That’s a wild move. I hate myself. Yeah. Yeah. That’s, that’s why you’re doing it. Um, yeah. So opened my own brokerage because I couldn’t find a mentor. That was the biggest piece. Like, they, uh, you don’t know what you don’t know. kind of pieced it together and learned it. Like, my first mentor only kinda taught me like, go get deals. “But nobody ever taught me, like, how to calculate income or what’s an MCR, or- So, so you opened up your own brokerage- To learn all the hard way. And you don’t know how to calculate income. We know some people like that. I, I learned this on a- Oh my god. on the fly. Like legitimately, I can tell you right now, I did not know how to calculate a self-employed borrower’s income the first 60 days I owned a brokerage. Guaranteed, I did not. I had always dealt with W2 and everything else. And somebody was self-employed, I was like, “I hate self-employed. “Now I do it all the time. But like- I mean, out where you live, a self-employed borrower, I’m assuming, just pays cash for the houses when they’re $87,000. Well, I, I, I wish that was the case. Maybe you’re low to mid, not that high. Hey, what was the price point- What was the case? when you first started? ‘Cause I had to be like before COVID hit. 25,000. Dude, it was, yeah, s- it’s low, man. Because wh- when I, when, when I first started with him, I remember doing multi-families in New Bedford for like 200,000. Mm-hmm. 300,000 was like high, like, “Oh, wow, you’re buying a multi for 3? “Mm-hmm. Those things are 6, 7, 6Self-sufficiency test at 375. Sometimes 800,000- Yeah. in this area now. Like, that’s just in 6 years, six and a half years. Mm-hmm. W- where were you at? Yeah, honestly, we’re still right around the same. So we’re not at like 25. Has it like changed here too much? No, we’re stillLike, average appreciation in Twin Cities market has gone upAnd that’s the difference, like, right? ‘Cause the other 2 guys are southern Minnesota. Mm-hmm. They get houses, like I told you by one buddy who’s a realtor, he has like 15 houses that are like grand a pop. I’m like, “Shut up, man. “Like, “How the hell do you get so many houses? “Um, but the average Twin Cities is around like 330 to 360, right? Like, I think the average sits around 360. Um, so yeah, so y- That’s not terrible. No, it’s not. But when you compare it to like, let’s say, Adrian down in Washington, or like even here what you guys have, likeMan, I literally popped in, I think I was talking to, um, Jake Ashworth, super new, right? And I’m talking to him just now, I’m looking at a file for him, I’m like, “Where did you get this loan? “Like, I was like, “Man, I didn’t see a loan this size for like 12 months man. “Like, “And you’ve been here for like 60 days. “He’s like, “I know, it’s pretty great, right? “I was like, “Shut up. “I was likeGot mad at him. I’m over here helping some old woman with a 50K loan the other week. That was not mine, that was Gabe’s. Hate that guy. Poor Gabe. Yeah, Gabby. You should bring him on one time. Just, just so you can hear- Why didn’t he come with you? ‘Cause I hate him. Oh. He knows this. I say this out loud. This is not a shy thing. I hope he sees this part of the interview. Dustin actually hates everybody other than like 6 people. Uh, w- I still don’t think that he likes us. I think he just tolerates us and he likes to torture us at this point. Oh, I love Wendy, Cambra. That’s about it. That runs the line. Pretty much. Wendy and Cambra. It’s mostly I can’t hate Cambra, ’cause honestly I don’t think I’d survive if he didn’t do all the things- No, that’s the that’s the biggest thing is the ops here, so helpful. Yeah. Oh, and Blair. Yeah, I don’t hate Blair, honestly. Our, our ops team is by farI mean, everybody talks about ops, like in the sales or whatever you do, even if it’s not mortgages. Anybody in sales, like, “I have the best back rat- back room. “Like, our, our operations, I’ll put up against just about anybody. I mean, it’s insane. Cambra is a savant. I mean, he had, he learned under Craig. Can you imagine working under this guy during the COVID? He was in my office. Craig would fire me. He made Cambra- If I had to work for Nick, I’m sitting next to him. So Kevin sat in my office with me for, I don’t know, close to a year. Are you serious? Oh, yeah. He was right next to you? And I was likePeople think I’m, like, a littleI don’t know. How do you put it? High energy. Hot-headed. Aggressive, mean, scary. You should’ve seen me back then. Because, like, how I am right now today, being a little, like, lot going on, it was 10 times that every single day over and over again with, like, not the operations staff that we have now. And Kevin just- Not the support that we have now, not the help. And I had Kevin, and he’d be like, “Oh, yeah, I gotta ask you a question, but watch out for where you are right now. “”I gotta deliver on something. “He’s like, “Well, uh, you sent me this deal and, like, there’s nothing. “I’m like, “All right, fine. Jesus. “”I, I’m a little too busy right now. “Wild, wild. His documents would be everywhere, no system in place. Ugh. Like, we were debating if, like- It was rough. Cambra was an abused wife for a long time. Like, and then he just learned everything. Like, he is- He’s always been very, like-quite soon. So he’s, he’s been my, one of m-He’s been my best friend since probably first grade. Yeah. And I’ve always, like, got him to, like, do whatever I’m doing. But he’s always so resistant at doing it in the beginning. Like, he went to, outta high school, I went to EMT school right away. And then, like, he eventually went, and then I was gonna go to medic school. Mm-hmm. And I’m like, “Dude, you need to just come to medic school. “And he’s, “Oh, no. “I’m like, “What else are you doing? “Like, I have this, like, little bootleg landscaping company. We’re both working as, like, EMTs. I’m like, “We’re not, we gotta do something else here. “We’re like 18 years old. So I’m like, “We’re gonna just go to medic school, get it done. Like, it sucks, but we just gotta go do it. “And he’s, like, so on the fence. Finally, he does it. He, he, he becameHe knew more about all that than I did by the end of it, and, like, got way more into it than I did. But he’s always just, like, once he’s into something, he’s like I-Like, you’re just obsessive with it, so you wanna know and he retains it. And he’s perfect for that role ’cause he’s not, like, a huge, like, talker to other people. Kevin? Personality-wise. He’s not really like a lot of people. Weird. You get a couple of, uh, Gray Gooses in him, you know, he’ll chat you up. But if not- Might bumper tap you later. Just test that out. first off, I’m not gonna bumper tap Kevin, mostly ’cause I think he might stab me. We might bumper tap you into the ocean with full of sharks, but I- I swear to God, guys, if we go anywhere near the water, I will fight. I kinda really wanna throw you in the water. Dude, I swear to God, I’ll fight. I, we will fight. You know how many views we’ll get if we do that? I don’t care how many views you get. I think th- I think- If a shark eats me, all right? There’s no sharks in the harbor. How do you know? That often. How do you know? Just a couple times a year, you see the fins. Can’t bull sharks go in freshwater? Bull sharks like saltwater. Well, that’s gonna touch you. What do you mean they’re not gonna touch me? You’re fine. You’re just like a, likeYou think they chase around those little minnow fish? If I jump in there with you, you’ll be safe. Motherfucker- There’s, there’s shark that’s gonna come after you. if you jump in with meNo, no, no. first up, sharks are by nature fucking sketchy, skeptical fucking creatures. So you jump in the water and they’re like, “Ain’t fucking with that thing. “I jump in the water like, “Oh, it’s like a baby seal. “All right? Baby seal. Yeah, who’s gonna look atAll right? That shark’s eyeing me up like I’m a fucking date at 5 o’clock, all right? God damn, that thing’s nice. Okay? Not happening. A little hairless snack. Poor Dustin. Really good. Yeah, soNo, we’ll be avoiding the water. Yeah, soPlanes, heights, yeah, that’s all it. Do you like going pools or is it just an ocean thing? I hate water. Just in general? Yeah, in general. Like, 1, can’t touch the bottom in h- 95% of pools. Okay? All right? Kiddie pools. Two, and back to just depressing stories, all right? Like, I don’t know how you guys were raised. My 65 year old grandfather at that time when I was like, s- 5, 6A lot of things happen when I’m 5 or 6, but- Yeah, I know. they’re traumatizing in your life. They’re, they’re very traumatizing. I don’t really remember a lot of things from when I was five and six. Oh, it’s ’cause it’s that traumatizing. So my grandfather knew I didn’t know how to swim, and so he was a firm believer of in, like, “You’ll figure it out. “And he just threw me, and then he said, “You’ll figure it out. “I didn’t figure it out. He had to get in the pool and get me out of the water. Like, I wouldn’t get out, man. And he was like, “You feel better? “”No. “He’s like, “All right. “Floonk, right back. Like, shoved me in, like, m- uh, 5 seconds later. You know how to swim now? Yes. Yeah, of course. Out of fear. I think I’ve only been in this harbor, in the ocean, in the harbor itself, ’cause like- The sharks. in my opinion, a little gross. No, I like, I’ll go swimming out there but, in here you got like all the boats and you got fishing boats, gas, oil. Like, it’s not the cleanest water in the world. But when I was, I don’t know if I was 5 or 6, but maybe a little older, I, my grandfather has a boat on the other side of the harbor in Fairhaven. And he used to go fishing, so, um, with him. And I’m like a little kid at the time, you know, still had the life jacket on. I’m sitting in a chair on the dock at the time and he was, like, cleaning the boat up, I think after we went fishing. And there’s like all these, like, little minnows. And I’m like want to catch the minnows with a net. reach, reach. Eventually I reached a little too far and I went in. No, my grandfather, you think he like, you know, tried to get me out quickly? No. No, he wanted to save his chair ’cause I had a life jacket on. The chair doesn’t, isn’t gonna, isn’t gonna float. So I’m sitting there freaking out. And he’s pulling out the, the chair first and leaving me in there. It’s a $40 chair. ‘Cause he goes, “Why am I gonna get you first? You have a life jacket. My chair is sinking. “Smart guy. I mean, that’s just being economically sound. Yeah. No, I mean, totally get it. Uh- Come on, man. This is, this is, what, the ’90s? Yeah. Yeah. All right, that’s aHey, man, that’s an expensive ass chair. Oh, yeah, yeah. Come on, dude. I wouldn’t let you drown. He’s probably still had it. And you’re a big guy. You’re probably a little buoyant. I wasn’t at the time. I was tiny. I was, I was 5 feet tall going into high school. So the same size I am now. No, actually 8th, 8th grade. I was 5 feet tall going into 8th grade, and then I grew like 10 inches in one year. Wow. and then another 2 the next year. Oh, I miss- I was always, like, tiny growing up. Yeah, me too. So, I, I feel your pain. Me too. Same. Yeah, same. Shut up. Same. I mean, I was like 5 feet, and that’s, I don’t know, probably-when you were in third grade. Yeah. I was gonna say when you were in 4th. 4th grade, maybe? 9. Oh my gosh. Where do you, uh, where do you see your career going in the next 5 years? What are some of the goals you set for yourself? I know you’re a goal-oriented guy. Yeah. You write this stuff down, you- Yeah, I’m pretty-preach it. Whiteboard man. Whiteboard. I always tell you guys, I get on the woo-woo stuff, and, uh, I, I’m a firm believer if you don’t, you’re not in the woo-woo, and what I mean by woo-woo is, like, if you’re not self-motivated, you don’t have goals, and you’re not constantly saying, like, “Here’s the standard, here’s what I want to be, here’s where I want to be,” well, you’re never gonna get there. So I just firmly believe in it. So, uh, 5 years? I would say, uh, Milestone’s gonna be so big you’re gonna need me to run about 10 states for you. So- Yeah. I mean, that’s, that’s truly what’s gonna end up happening. Probably, I mean, at the rate that I like to hire brand new people and people with a lot of issues, you’ll probably have about 1,000 people underneath you that you’re gonna have to whip into shape. Gonna create a new role, it’s just gonna be hello tree- How, how old are you now? 34. forget every time, but yeah, 34. I know, I look 12. How old are your kids? Four and two. Fuck, why did that take me so long to think about? They just kinda- Boy and a girl, right? No, I got a girl and a girl. I ain’t have no boys in my house, mm-mm. Though my daughter is already obsessed with boys. So we’re the same age. No, we’re not. I thought you were 32. No, 34. Just turned 34 in July. Motherfucker, you look 50. Yeah. Well, I got 4 kids. Yeah, that’s right. That’s why you have 4. I got 4, you got 2. You gotta get on it, Dustin. Come on, pop out another 2. No. If the wife is watching this, Dustin wants another 2 children. He doesn’t, he already has another one. We got a third one on the way. Yeah. Oh yeah. we’re good. Go with 4. Yeah. We’ll get another one, Dustin. Come on. Listen. Honestly, 3 to 4 was like, ’cause then they get older at that point so now you start, like, right now when they’re young it’s easy. They’re all home. Yeah. But once they start getting into, like, sports and stuff, now you’re running around with a baby. That’s a lot harder. Yeah, no. We’re gonna pass, all right? 2 Yeah, stop at 3. 2, I’m giving the third one up. Oh, okay. If it’s a boy, it’s going somewhere else, like I’ve got a few really good homes for it. Um- Do you know you don’t know what you’re having yet? No. Are you, do you wait til the birth or- You like the surprise? I don’t like any surprises, hell no. So you guys find out when it moves. You guys better be able to find out soon with blood tests and- Yeah, they won’t let us do it till, like, 12 weeks, so I think she’s got another- Oh, that’s little-2 or 3 till we can look at them. So yeah. Congrats, man. So we’ll find out, and just knowing my luck, it’ll be girls. Yeah. And I can deal with that. Girls are easy. Boys, nah. Like I see my neighbor boy, and, like, he’s a little stud, and he comes out- I can’t imagine how much of a terror your son would be. Oh, dude, could you imagine? I- Can you imagine his son comes out, like God willing, he’s like 6’2″ by 14 years old just towering- Yeah. over Dad just beating the hell out of him. There’s, there’s a reason my dad- He’s got big ears, yeah. Chasing a whale with a shark. What’d you do, did you visit Minnesota? Dude, there’s a reason my dad has more fuck trophies, man. It’s because, like, he literally showed up and he was like, “Hey, I’m gonna have 2 or 3 more kids because, like, you suck. “Like, my dad when we were grow, when I was growing up, my dad would just like look over at me and be like, “Do you ever shut up? “And I’d be like, “No. “Hasn’t, hasn’t stopped. Hasn’t stopped from day one. That’s wild. 30 years later, she’s still talking. I, I stop at our bar all the time, and I just obviously do very off the cuff and annoying things just to irritate him when I’m at the bar, um, ’cause we own that bar, and he just, every time I come in, he’s like, “Can you just stop? “I’m like, “Never gonna happen. “He’s like, “Just grow up one day. “I was like, “It’s never gonna happen, bud. “So you and your dad own a bar together? Yes, yes. My dad’s- So that must be interesting based on- Umyour personality, doing business with a relative in that type of, uh, business, owning a bar. My dad is super cool. He’s gotta be. He is. And patient. Nope. Mm-mm. Dad is not the worst idea. So he, does he still hit you or did that stop? No, no. I’ve gotten faster. He just, he can’t catch you anymore? So no, I canHe can’t catch me anymore, but if he gets ahold of you with those fucking bear paw hands of his, like, you’re done. Um, yeah, no, so I’m sporadic as I am very analytical, um, I think you guys have noticed I like my spreadsheets and my Excel sheet. I like, I like my numbers. Uh, my dad is the opposite of that. My dad’s like a, he’s like a Bern. think of Bern running a bar. Send it. Awesome. Send it. Like, my dad’s like, my dad’ll stop and they’re like, “Hey, we want to do this big ass event. We’re not gonna tell you anything about the cost, we’re not gonna tell you a single thing about it, but this is what we’re gonna do. “And he’ll be like, “Yeah. “And then my account- Sounds great. then my accountant will call me a week later and be like, “Hey, do you know what your dad did last week? “And I’m like,I sure don’t, but I’m sure you’re gonna fucking tell me. “Oh yeah. He’s had a few gaffes. The one day, and this is still the funniest thing to this day, and I love my dad. I do. He’s a very intelligent person, he just doesn’t understand business or taxes. Just doesn’t. Which is why he has me. And my accountant calls me and she goes, “Hey, he, uh, he, he, uh, he hasn’t, you know, held any money back for the sales tax. “I’m like, “What do you mean he hasn’t held any money for the sales tax, like, on all this stuff? “So I call him up and I said, “Hey, you haven’t held any money at all in these accounts for sales tax like I’ve been telling you to do every single month? “And he goes, “Well yeah, I did for payroll taxes. “I’m like, “Cool, that’s not sales tax. What about the sales tax? “And he was like, he said to me, he goes, “You don’t charge sales tax on alcohol. “And I stopped and I went, “What do you mean you don’t charge sales tax on alcohol? “He goes, “Well, when I go to Crowbar,” which is another bar he goes to, he goes, “Austin doesn’t charge me $3. 27. “And I was like, “Dad, that’s because the cost is factored into the price. “I was like, “So he is. “And he was like, “Well, why does he make it nice, even numbers? “I was like, “You motherfucker. “So that was an $11,000 bill I was not ready for one day. I remember I was on the phone with Russell and I was just like, “I gotta call you back. “He goes, “What happened? “I was like, “My dad forgot how sales tax works. “He just legitimately didn’t think it was. And I was like, “Okay. “no, still can’t justify it. Still been trying to figure a way to Is this like a dive bar or is this like a- No, it is-restaurant? It is. That’s a, yeah, it’s a, it’s a, it’s a restaurant/event center. It’s got like 18 volleyball courts on 8 acres. Damn. Yeah, it’s huge. Um. That’s cool. The event center’s like the largest in like, um, like the central part of Wisconsin. Like it’s pretty big. Like the only other big ones are obviously like closer to like Green Bay where the Packers play and then down towards like Madison, Milwaukee. So it’s pretty large. The goal is to turn that into a big wedding venue. Um, but we want to redo the outside in like solid black with like big wood cedar and call it the Dog House so then we can say they got married in the Dog House. Only works in like rural, rural Wisconsin. Right? You’re not gonna do it in like, you know- Newport, Rhode Island. the boujee-est of New Bedford. Yeah, the yuppies aren’t gonna be signing up to get married there. Yeah. “Make you guys get married at the Dog House. “Which is pretty funny though when you say it. Like people love it. Yeah, that’s awesome. How long you going now? Um, I think we’re going on 2 years now. 2 years? Yeah, I think so. Post-COVID? when did we buy it? Purchase. 2Sounds like right out of- Yeah, right around, yeah-right out of COVID. it’s something like that. I don’t remember. That’s awesome though. You say that. How far away is it from your house? It’s like an hour you said, right? Yeah, like hour, hour and a half. Trying to throw the next company soiree there. And I call it a soiree ’cause we’re fancy. We’re probably- We’re busy that day. I think we’re’Cause we have-we have to go up to Wisconsin to visit Dustin, go check out this bar, um- Only if we can go to a Packers game. We’re only gonna be able to do it like in about a 3month period of time where it’s not freezing cold out there, so. That’s the best time to go. The alcohol will keep you warm. The freezing cold. I want to go to a Packers game. Uh, that is worth it, I would say. Do that for sure. How far away is Green Bay from where all this rest of this? Green Bay? Green Bay from my house, ’cause I’m in western Wisconsin, would be like 3 hours from- We’ll stay there and you meet us. Yeah. We’ll, we’ll fly you to Green Bay. Actually should. Green Bay’s got its own- That’s like driving from here to New Jersey to watch a football game. That’s rough. Plus a flight. Yeah, but it’s the Packers. Like, it’s not the Giants. Okay. Or the Jets. I’m not a Giants fan. I would never go to a Giants game. Yes, ’cause- I’ve always liked the Packers. I would definitely go to a Packer game. Yeah, I get what youYou have to go for the view. My brother-in-law went to the Packers, Giants, was it the NFC Championship? Like 5, 6 years ago. Feel like that was- It was out in Lambeau. Feel like that was a longer time ago. 5, 6, wasn’t it? I don’t, I don’t remember. I don’t have a very good memory of 2011-ish, yeah. It’sTime flies. He said Green Bay fans were the best fans he’s ever been around. Like it was an awesome trip, he said. They’re super great. They’re just- You have one of those cheesehead things? I don’t, honestly. Yeah, no, I never- Not a real fan? Ne- Yeah, not really. No. Not a real fan? Not a real fan, no. Do your, do your daughters have one? Yes. They have Packer dresses. They don’t have the cheesehead? No. I don’t know. My kids aren’t weird. And I mean that with all dueNo, I don’t actually. You’re weird when you wear that cheesehead. I just think like, you know, we, if we get enough views on this, we gotta set like a number, he’s gotta jump in the ocean. Yeah, I think the next time he comes out- That’sit’s gonnaWe’re actually gonna take the boat out this afternoon. Wow. Javier has been so gracious. He made sure he takes his camera, his, uh, his drone. I heard he, I heard you were a little white-knuckling on, uh, on Mungeon’s boat. You know? I seen the videos. Like- Oh, yeah. For anyone who doesn’t know, Chris Mungeon has one speed when he drives his boat and it is full throttle. He has only one speed in his life. Uh, Javier is not too keen on the swimming either, so he-he thought he was gonna die the entire time. Yeah, no. Pass, man. I don’t, I don’t blame you on this. I love it. Yeah, I can tell you right now, even if this gets a million views, I will not be going anywhere near water. And the second I hear you get enough views, you can guarantee this will be my last trip ever to New Bedford. . And every time you guys are like- The one who lives in Green Bay. He’s going back to Bank of America. Yeah. Wisconsin. Last, last little side note here, speaking of you coming to Wisconsin. does Vern ever call you with just like a random task that you’re kind of like, “Why is he calling me about this? “So when Vern calls me, I’ve made the joke now and everyone has laughed at this. I actually don’t know where this is going. Oh yeah, it’s okay. So I make a joke about this to everyone. I said, “Any time Vern calls, you have a new job. You just don’t know that that’s your new job yet. “Oh yeah. Okay, I do this, and get mad scrubby. He calls me, he gives me an idea, and like I’ll go back and forth and I’m like a dog. You know, a chihuahua with a bone. And I’m like, “Yeah, let me bite into this thing. “And, uh, then I’m like, “Yeah, I’ll do it,” and somehow it becomes my idea. But I’m like, “Really, Vern set the seed for it. “But anyways, this man calls me one day, all right? He goes, “Hey-“where do you live at again? He’s like, “Minnesota or Wisconsin. “I said, “Wisconsin. “He goes,How far away from, like, Minneapolis is that? “And I was like, “I don’t know, hour and a half at the maximum. It’s not that far. “I was like, “Oh, nothing. “”Well, what do you need? “He’s just like, “Well, if I wire you $50,000-can you drive somewhere and meet a guy for me? “”To pick some stuff up. “It was $18,000 for the, for the record. Yeah. It’s, I’m elaborating the number. But yes. My story’s funnier. It’s even worse. Um, so anyways, I’m like, “Huh? “And I’m like, “Uh, Vern”And then he stops and he pauses and he goes, “Yeah, justAnd then he goes, “Hey, can you do that thing where you look up if anyone’s got a record in the state? “And I was like, “You mean CCAP where I can, like, look up if they’ve, like, got a ticket or something, or if they’ve got a felony? “He goes, “Yeah, that thing. “And I was like, “Sure,” pull it up. And I’m like, “No, nothing. “He’s like, “Okay, cool. This guy’s gonna buy some cards. “I thought I was gonna do a drug mule deal. Like, straight up. I was like- His son is selling baseball cards and whatever. My son- His son’s selling baseball cards. And he’s like, “Yeah, we’re not gonna get on a plane and go fly, but Dustin will drive down there and see the guy. “Did you go? They ended up just- Which is wild that’s the same guy that sh- drove from Wisconsin or Minnesota to New Bedford, where we are, jumped on a plane, and flew home. To get the cards? Just to sell the cards toNo, my son was buying the cards and then he had to fly home. Wild. Like, that sports card collection and buying and selling of sports cards is a whole differentIt’s a whole different animal. Like, I thought mortgages were pretty intense. Go to a card show. Go to a card show. I’m gonna get Craig’s sons, uh, into cards. He just doesn’t know it yet. That’s gonna be my, my lasting gift to him. Once you’re in, it’s an addiction. He loves trying to rap me into all his crazy ideas. That’s ’cause he doesn’t want to go to bullshit by himself. Yeah, I know. That’s how it is. “Hey, you wanna do this? “That’s just a needy thing right there. That’s just like, “Hey. “Listen- “That’s why I FaceTime you guys. “Craig has taught me- “To rap you into my bullshit. “Craig has taught me a simple term. No. And I did not have no in my vocabulary and I’m, I’m starting to get used to it. So, this past weekend there was, there was some things going on and I said no a while back and then, like, when it came, I had that little, like, little FOMO going on. I’m like, “I should really go,” you know. And I’m like, “No,” said, “I’m not gonna go. “Then I didn’t go and it felt amazing to say no, and just not do something every single time somebody asks you to do it. I never say no. This man, when he says yes, I’m like, “That was way too easy. “Something else is going on. There’s an ulterior motive. Like, what’s he doing? It’s too much in life to do. Dustin, we appreciate it. Man, thanks for coming on. Mortgage daddy. Of course. Thanks for having me, guys. We will make it out to- It was a pleasure. uh, Wisconsin one of these days. No, and I’m not going in the water. Um- One million views, he’s going in shark-infested waters. Yeah, we’ll take you over to P-Town, throw you in. I’m bringing you- P-Town, Wellfleet. I’m bringing you as a buoy. That’s what’s happening. I’m not going in that water. No. Not over there. There’s several sharks? That’s a lot of sharks over there. Oh, that’s a lot of sharks. Yeah. That’s every day. That’s like shark heaven. Can’t say that 10 times. All right, guys. See you next time.