Keith Gasque: Realtor to $52M Mortgage Producer, Prospecting & Building a Team | Mortgage Daddies

00:00:00:01 – 00:00:13:03
Craig Snell
Welcome back to Mortgage Daddies. Today we have one of our killers here, Keith Gasque, someone who, uh, has my name written on his mirror. I will never forget that.

00:00:13:05 – 00:00:26:07
Vernon Miles
We’re gonna have to probably go in-depth on that. We’re gonna have to— oh, no. Yeah, we’ll touch on it. Trust me, it’s, it’s ingrained in the back of my head.

00:00:26:09 – 00:00:30:10
Vernon Miles
I’m Vernon. I run the top mortgage brokerage in Massachusetts with over 20 years of experience.

00:00:30:11 – 00:00:43:05
Craig Snell
I’m Craig. I’ve done $100 million consistently since my second full year in the business, and I’m Massachusetts’ top mortgage broker. We’re the Mortgage Daddies, with real advice, real stories, and real results. Let’s get going.

00:00:43:10 – 00:00:52:15
Craig Snell
Keith, happy to have you, my man. First of all, thank you for joining us. You joined Milestone back in September, right?

00:00:49:00 – 00:00:51:24
Keith Gasque
Yes, September. Thank you for having me. Absolutely.

00:00:51:24 – 00:00:53:19
Keith Gasque
Right at the end of the summer. Yep.

00:00:53:20 – 00:01:05:24
Craig Snell
Yeah. So just to kinda tell everybody a little bit of background about you, you know, how long have you been in the business? What did you do before? Yeah. How much you love working with me? You know, whatever. Just normal things. Lay it all in there. Just put it all in.

00:01:06:00 – 00:01:32:10
Keith Gasque
Yeah, so, uh, originally from South Carolina. Graduated college 2011, jumped right into the real estate industry. Um, was a realtor for 10 years. Uh, did that down in South Carolina. Moved here in 2020, which was the best year to move to Massachusetts. Um, my wife is from here, so played a lot into it. Um, loved the real estate industry. Always loved the mortgage side of things.

00:01:32:11 – 00:01:48:23
Keith Gasque
Was never able to fully get into it. Um, so when I moved here, I could fully jump right into it, and, um, yeah, jumped in at the worst time, but obviously that’s how business goes.

00:01:49:00 – 00:01:50:02
Vernon Miles
Worst time, best time.

00:01:50:04 – 00:02:08:09
Keith Gasque
Worst time, best time. Interest rates were low, you know, it was trying to— I didn’t have that refi business, you know, trying to meet realtors. I had a mask on. You, you know, if you go to an open house, you’re, no one knows your face. You’re putting booties on. I’ve had people have me put a hairnet on.

00:02:08:11 – 00:02:15:09
Keith Gasque
That’d be awesome. So it was a, it was a fun time, but I mean, it was, it, you know, those are the times that you, if you can make it on that side of things, you can make it anything.

00:02:15:11 – 00:02:41:00
Vernon Miles
Yeah. I mean, I got in the business the end of 2006, so by the time I even learned what I was doing, the crash was here. Yeah. And, uh, I feel like I learned more going through that, and you learned how to give good customer service. Yeah. And you had to learn products and pricing. And back then, I think I did more therapeutic, uh, coaching for everybody about not losing your house, is it best as short sale, foreclosure. It was a, it was a wild time back then.

00:02:41:00 – 00:02:51:17
Vernon Miles
So I, I always feel like it’s better to jump in— yeah— like when it’s a bad market. ‘Cause like you said, if you can make it in that, in any type of bad market, when the good market comes, you’re gonna thrive.

00:02:51:18 – 00:03:06:07
Keith Gasque
Jump into the fire. Yeah. You know, and I did join a company, um, they didn’t have the highest of technology, so on the weekends, I was given paper loan applications. So I’d have to do everything by hand and then bring it in to mon— on Monday morning and put it into our system.

00:03:06:08 – 00:03:08:09
Craig Snell
Oh, really? Couldn’t even do it on a computer?

00:03:08:09 – 00:03:14:07
Keith Gasque
So that, that taught me another— I think I, I can do a, a loan application just like that, just by myself. Just get me on the phone, give me 10 minutes, I handle it.

00:03:14:10 – 00:03:21:17
Craig Snell
That’s awesome. So you haven’t, you haven’t been originating for crazy long, but— yeah— had a lot of success in a short period of time.

00:03:21:18 – 00:03:23:10
Keith Gasque
Yep, this is my 4 going on my 4th year.

00:03:23:15 – 00:03:38:04
Craig Snell
What do you think kind of played into that? Your real estate background? I mean, you’re not even from here, man, so like, everybody wants to make excuses on, “Oh, you know, this market’s too saturated,” or, you know, they come and sit down with us and they’re like, “Well, you know, you already do so much business in the area. What’s left for me?”

00:03:38:04 – 00:03:39:05
Craig Snell
There’s plenty of business left.

00:03:39:05 – 00:03:58:09
Keith Gasque
There’s plenty of business. There’s plenty of business. I’m a competitive person, so going back to my mirror. Um, you know, I kind of found out who the hitters were in the area, and I’d write their names down on that mirror. And that’s who I’m, I’m coming after. I didn’t, I didn’t know you. I didn’t know you till September. Yeah. And, but I was coming for you.

00:03:58:09 – 00:04:14:10
Keith Gasque
I had knew your name. I saw your name. And he can do what I can do— those mornings you don’t want to wake up, I knew Craig was waking up. Yeah. So, you know, I’ve seen his name on the mirror, I got to go to work, you know, and, you know, it’s, it’s, it’s just you gotta work, everybody, you know?

00:04:14:11 – 00:04:24:05
Keith Gasque
Prospect, prospect, prospect. I’ve read— I don’t know if you’ve read Fanatical Prospecting— I’ve read it 15 times. You know, every couple of months I’ll just start reading it again.

00:04:24:06 – 00:04:25:22
Vernon Miles
Some fresh ideas.

00:04:25:23 – 00:04:53:12
Keith Gasque
Just fresh ideas. Also learning. You know, I’ve done it on the real estate side for so long— I don’t care how long you’ve learned it, I mean, how long have you done it— if you’re not trying to learn something new, you know, I’m not going to do everything that Craig does, but obviously his success, I’m going to listen to him, and I’m going to pick up— if I can take one thing, if I have a conversation with him, I tell you one thing back, turn it, bring it to what I’m doing.

00:04:53:14 – 00:04:57:24
Keith Gasque
And why would I not do that? Always learn. So that’s something I’ve always done.

00:04:58:01 – 00:05:09:13
Craig Snell
That’s awesome, man. Now, you kind of came here with a little bit of a team, right? When did you kind of make that shift to kind of put a team in place? That was your kind of vision with your team?

00:05:09:15 – 00:05:30:09
Keith Gasque
That was kinda, you know, I came together at the beginning of last summer. I noticed my business started, you know, catching fire where, you know, I needed help and I needed, you know, an LOA. I already had Laura, who’s my right hand. Like, she does everything for me, but I just needed a little bit of help on the other side of—

00:05:30:09 – 00:05:31:17
Craig Snell
The processor.

00:05:31:18 – 00:05:31:24
Keith Gasque
Yeah.

00:05:32:00 – 00:05:33:08
Keith Gasque
So she’s everybody.

00:05:33:10 – 00:05:47:10
Keith Gasque
And she runs my entire life. She does. But I needed that help on, as an LOA, so met with Joey, worked at the last company I was with, brought him over.

00:05:47:12 – 00:05:56:06
Keith Gasque
Met Amelia right when I started Dovetail, brought her, brought her over. So I’d really, I’d brought them to my previous company a month before I made the transition to Milestone.

00:05:56:07 – 00:05:57:11
Craig Snell
Sorry, guys, we’re leaving.

00:05:57:12 – 00:06:10:11
Keith Gasque
It was literally like they signed the paperwork, we went to one meeting, met with Vernon. I had, I had told myself I was not going to sign the paperwork that day. Didn’t. Decided the next day.

00:06:10:13 – 00:06:24:00
Vernon Miles
For, for everybody that’s watching, I always talk about, like, a baseball analogy, like getting to first base or just hitting a home run if you don’t swing for the fences. He says it all the time, you, you miss all the shots you don’t take. And I, I remember the first time— and I remember how we got connected.

00:06:24:01 – 00:06:43:08
Vernon Miles
We get connected, he calls and I’m like, “Hey, listen, all, all I have to say is I’ll meet with you, but you have to talk to the broker owner,” ’cause in the broker business— yep— you don’t ever wanna take somebody from another, another brokerage. But then I met you over at, uh, The Cove— yep— in Fall River, and, uh, you’re not from the South Coast. I mean, you’ve only lived in Massachusetts for 5 years at the time. Yeah.

00:06:43:09 – 00:06:54:08
Vernon Miles
And, uh, I would say about 10 minutes into this, this meeting, I was like, “There’s no way he’s walking out of here wearing the same shirt he came in on. He’s wearing Milestone blue on the way out of here,” so.

00:06:54:09 – 00:07:14:19
Keith Gasque
I mean, I mean, honestly, we sat at the meeting and I asked all the hard questions. I’m not gonna, you know, I asked everything, and then it was everything you kinda wanted to hear, you know? And then, you know, I’ve bounced around in this business a little bit, uh, trying to find that niche of what I was looking for. Um, and Milestone just really ch— checked every box that I was looking for.

00:07:14:20 – 00:07:28:12
Keith Gasque
Just, you know, it’s frustrating when you sit down, you’re like, “Oh, well, what about this?” “I got it.” “What about this?” “Oh, we got that, too.” “What about this?” I was, I was never on a level playing field. You know? And then coming over here and then seeing it, it’s just been—

00:07:28:13 – 00:07:45:14
Vernon Miles
I think the, the big thing that helps me out when I’m talking to somebody that’s working at a lender or, or a broker, it doesn’t really matter, is I have Craig Snell. He’s written on your mirror. Yeah. Right? I remember using that, and I’m like, “You got him written on your mirror, like, you can’t go somewhere where you’re the top dog,” right?

00:07:45:14 – 00:08:07:24
Vernon Miles
You can become the top dog at a company and hold that, that placeholder for him, because he wakes up every day and you motivate him because he knows you’re coming for him, right? So you kinda feed off that. Somebody being in the business 3 years— yep— you need somebody— 1,000%— to chase nonstop. Because once you’re the top dog, and I, I’m just waiting for him to, “Hey, when am I gonna burn out?”

00:08:08:00 – 00:08:15:01
Vernon Miles
Like, I can take the foot off the gas a little bit, but my job is to make sure there’s the next— it, it, it doesn’t— the next 10 Keiths coming in to try to chase him down.

00:08:15:07 – 00:08:31:01
Keith Gasque
Absolutely. I mean, there’s no one that’s gonna pull more for me, for Craig than me. There’s no one that wants to beat Craig more than me. All right? You know, I mean, I think I texted you a few months ago, I’m like, “Don’t take a day off, but my goodness, man, let off the gas—

00:08:31:01 – 00:08:31:08
Craig Snell
It was a good start to the year.

00:08:31:09 – 00:08:47:19
Keith Gasque
Just a hair a little bit.” Like, you know, but I mean, that— it was a good start to the year. Yeah. But those, seeing that, you know, it, that’s what drives you every single day. You know what I mean? And you made a comment to me, um, ’cause there’s a couple people in my mirror that, you know, are from different companies and all over, and you said, “We don’t pay attention to that.

00:08:47:19 – 00:08:52:22
Keith Gasque
We pay attention to the Milestone leaderboard. That’s where, that’s where we win.” And it’s like, “Oh, that’s accurate.”

00:08:52:22 – 00:09:09:16
Vernon Miles
Because like you said, if you don’t pay attention to the company leaderboard that you’re in, you’re looking at a bigger leaderboard, a UWM leaderboard, is where you saw Craig’s name, that’s why you didn’t know him. You don’t know, like you said earlier, it’s not an equal playing field. No. Like, the last 2 or 3 places you were at compared to Milestone.

00:09:09:18 – 00:09:33:17
Vernon Miles
It’s not an equal playing field. That’s why we can only pay attention to what we have internally, because we’re consistently every single day, every month, we’re looking to grow and get better from where we are now. If we do that, then I know we’re gonna beat 95% of the competition that’s out there from no matter what angle it is, coaching, training, tech, whatever it is, Milestone wants to invest in that, right?

00:09:33:18 – 00:09:50:12
Vernon Miles
So I think that’s one of the secret sauces. Everybody’s like, “Hey, you know, what keeps everybody at Milestone?” It’s like, listen, you don’t think, you don’t think every single loan officer here— I’d be insane to think that every single loan officer here is not getting recruited on a daily basis, right? The numbers are out there. Like everybody knows that Keith’s a killer.

00:09:50:12 – 00:10:09:07
Vernon Miles
He’s out there, your phone’s ringing. I just wanna make it so awesome here that you don’t wanna leave, because you’ve worked other places. I love loan officers that have worked other places ’cause they’ve tasted other things. They’ve seen how management runs, how, you know, operations is treated. And it’s like, “Holy shit, I’m not leaving Milestone after this.

00:10:09:07 – 00:10:27:17
Vernon Miles
There’s no way. They care for their people. They’re up on the technology.” No matter what it is, we just— and you do this perfectly— we wanna give you the rope to run your own business, right? Grow. You wanna, you wanna grow a team of 15 people underneath you, loan officers, you wanna bring in your assistant, like, let’s go. Let’s build this thing out together.

00:10:27:19 – 00:10:44:16
Keith Gasque
I’ve, I’ve never heard the word no here. That word doesn’t exist. We just, it’s, right. “What do you wanna do? All right, let’s do it.” “What do you wanna do this? Great, let’s do that. All right, you got a conversation with this? Let’s do that.” You know, when I first came over here, you know, obviously the transition period can be a little tricky as well.

00:10:44:17 – 00:11:01:02
Keith Gasque
You know, obviously when you— I’ve gotta learn your systems, I’ve gotta learn this, and I gotta get my s— there was never a beat missed. I mean, yeah, they, the— Wendy, Rachel, the whole back of the h— I mean, everyone, everything, and just taught us. Just, we just never missed a beat. And so, which was fantastic.

00:11:01:03 – 00:11:22:08
Vernon Miles
And kudos to you and your team to have the open mind to make that move and jump off that bridge, and trust that the other side’s not gonna let you down. So, kudos to you for taking that, that leap of faith, ’cause at the time you’re, you’re a $40, $50 million producer back then. You know, this year I know you’re going out to break some records and chase the big dog over here.

00:11:22:11 – 00:11:23:04
Keith Gasque
Doing my best.

00:11:23:07 – 00:11:24:08
Craig Snell
What’s your goal this year?

00:11:24:09 – 00:11:25:12
Keith Gasque
75. 75.

00:11:25:12 – 00:11:25:12
Craig Snell
75?

00:11:26:17 – 00:11:28:14
Craig Snell
What’d you do last year, 50?

00:11:28:15 – 00:11:31:12
Keith Gasque
52. 52 million.

00:11:31:14 – 00:11:35:24
Craig Snell
What are you changing— so, it’s grown— to try to hit that goal?

00:11:36:01 – 00:11:50:07
Keith Gasque
More prospecting. More prospecting. That’s just, I mean, that’s, that’s the whole nature of my business. I’m just gonna prospect till I— you know, and it’s different avenues now. So it’s, you know, realtors, where I’m doing attorneys, I’m reaching out to anyone who can help, help me in this business, I can help them, that’s what I wanna do. You know what I mean?

00:11:50:07 – 00:12:07:05
Keith Gasque
So just, again, getting as many faces as I possibly can, get as many phone calls as I possibly can, and just keep doing that. And obviously my having a team now kinda helps me take that next level, um, ’cause behind the scenes help— mm— which is huge.

00:12:07:07 – 00:12:28:11
Craig Snell
Yeah, I know we’ve sat down and talked about it. And I think here is, what, what’s nice about here is you got kinda different levels. Yeah. Different people are at different levels and, you know, you can learn a little bit from everybody, but there’s also, like, I spent time trying to figure out how to grow a team. Like, how to get a benefit from having a team because it’s not necessarily the easiest thing.

00:12:28:12 – 00:12:42:06
Craig Snell
No. I mean, you’ve, we’ve talked about it, like, trying to figure out whose role is what. Yeah. “Who’s gonna do this? Well, now I have 2 people trying to do the same thing. We gotta figure this out.” Yeah. And when you can kinda have somebody to, you know, and I’ve obviously learned a ton from him because he’s done that before.

00:12:42:09 – 00:12:58:15
Craig Snell
And I used to chase him on the leaderboard. We didn’t have an actual leaderboard, but I used to chase him, and that was my only goal, was I wanted to beat him. And at first it was one month, then it was yearly, and then he kinda got outta production, and then, you know, the, the numbers kinda changed.

00:12:58:15 – 00:13:19:02
Craig Snell
And then Adrian came in, and I’m like, that fired me up— yeah— because I’m like, and I had a bet with him last year, I was like, “You’re, no, you’re not gonna beat me, not the, for the year, one month. You’re not gonna beat me in a month.” And he beat me a couple of months. I mean, he does have massive loan sizes where he’s— he’s never beaten me units— it’s, his, his lo— but his loan size is out of control.

00:13:19:04 – 00:13:38:04
Craig Snell
Massive. He’ll do, like, 4 loans, I’ll do 20, and we’ll do the same amount of— he’s already in President’s Club, I believe, right? Yeah. It’s incredible. So, you know, but that stuff fires you up— yeah— and I think we have, like, a good mix where you don’t have— and we don’t. And what I, and I am one of the top producers here, but I don’t feel like it’s like, we see with some other companies, and you’ve to— you’ve told me this a lot, ’cause I didn’t work anywhere else.

00:13:38:04 – 00:14:01:11
Craig Snell
But like, you know, companies focus so much on just their top producers. I honestly think we focus mo— we, when you’re a top producer, you don’t need a ton. Like, we’re gonna talk to each other— sure— we’re gonna have conversations on how to get better and fix things. We don’t need, like, the daily coaching so much that some of the new— you focus more on the lower— yeah— you know, half the p— middle to bottom— middle to bottom, than you do the top.

00:14:01:11 – 00:14:23:09
Craig Snell
If the top people call and they need something, everyone’s gonna help obviously, but when you’re a top producer, you wanna kinda be left alone to a point to go— yeah— do what you wanna do, and grow your business, and not have somebody telling you no all the time— yeah— or saying, “No, you can’t do this,” or trying to change things. And I think that’s, like, a good piece of our culture here, that it’s always kinda been like that, is like, we wanna try to make, take everybody we have and build them up.

00:14:23:09 – 00:14:42:02
Craig Snell
But once you’re up and you wanna be left alone, that’s okay. Like, go ahead. Go focus on your business. You don’t need, like, you know, we want people to be at certain meetings, but it’s not like, “Hey— I think— you, you have to stick to this crazy schedule.” Like, if it’s working for you and you’re doing 50 million, I don’t care if you don’t wanna be on this call or not. I look at it this way.

00:14:42:03 – 00:14:57:03
Vernon Miles
Keith already said it. Top producers only want to not be told no. They want to have that flexibility. But you can have a conversation, you just said this, you can have a conversation with Craig, myself, Adrian, anybody else that you’re gonna listen to, and you need to take one nugget.

00:14:57:04 – 00:14:57:16
Keith Gasque
One nugget.

00:14:57:17 – 00:15:15:21
Vernon Miles
I’m concentrating on that middle to lower half. They need to learn how to open doors, have conversations with realtors and business partners, and build their business, right? I could have a conversation with you for an hour over 2 beers, and I say 2 or 3 things that help me get to 100 million, and you’re like, “Damn, I’m gonna go implement that tomorrow.”

00:15:15:21 – 00:15:29:21
Vernon Miles
I don’t have to coach you on how to implement that. 1,000%. You already know, it just comes natural, right? ‘Cause you’ve had so many reps, you’ve closed so much business, that now it’s just second nature. You can just take those little— yeah— pieces from a Craig, and you’re not gonna be like Craig. You said that earlier, right? You don’t wanna be like Vern.

00:15:29:23 – 00:16:04:20
Vernon Miles
Thank God he didn’t turn out like me, right? ‘Cause we’d have 2 disasters on our case. And back to that, I’ve never said this on camera, so I’m gonna just say this out loud. He said I was chasing Vern, you know, on a monthly basis, on a yearly basis. Thankfully, thankfully to the man upstairs and all the amazing operations staff and sales staff here at Milestone, I was able to exit and leave gracefully, and not be the top producer— and not get passed so terribly, because he definitely was beating me towards the mi— I said I wasn’t originating too often, I was still grinding like a bastard.

00:16:04:20 – 00:16:07:06
Vernon Miles
And I’m like, “This dude is past me.” I passed him before he came up.

00:16:07:07 – 00:16:09:15
Craig Snell
Let’s just set the record straight. Let’s make that, let’s make that known.

00:16:09:15 – 00:16:27:11
Vernon Miles
I’ll admit it. For the record, he was already smoking me before I even thought about getting out of production. And one of the things that I see that Craig does extraordinarily well, and like, I, I think I told you this when I first met you, we have a lot in common. I have a lot in common with him. Top producers have a lot in common.

00:16:27:12 – 00:16:50:03
Vernon Miles
But really, what separated the Craig Snells, maybe even the Adrians— he’s— I don’t get to see him every single day, so I don’t wanna say 100%, right, I don’t wanna speak for him— is he’s just that, he’s that much better, right? Like, the Michael Jordan to the next guy, the next guy after that. Like, Kobe to LeBron. It’s just a little bit of a difference in what they do.

00:16:50:03 – 00:17:12:17
Vernon Miles
And he is so methodical, organized, that even if I wanted to chase him again, I would have to work 3 times as hard as he does because I was never that organized, right? So I would say that to, to— yeah— to somebody like you. You know all, you, you know how to hit 50 or 75 million. Going from 75 to 125 or 150 million, you have to get so detailed and so organized where it’s a well-oiled machine.

00:17:12:18 – 00:17:33:19
Vernon Miles
And I had an assistant who was amazing. Great operations always surrounded me, right? I always surrounded myself with great operations, but I was a sloppy loan officer in comparison to Craig, as now, and probably even to you, right? Like, he jokes around with me even to this day. He’s like, “Dude, you throw more shit at the wall.” I live in the 80/20 rule. Everybody that knows me, I’m like 80% of the time I’m throwing it.

00:17:33:19 – 00:17:50:13
Vernon Miles
The more I’ve been listening to Craig on the phone, I’m like, he’s 100 out of 100. Yeah. He doesn’t have a deal that dies. He doesn’t have an income issue. He’s 100 out of 100. Yeah. He does everything up front, super organized, well-documented. I used to tell my assistant, “Ship the preapproval.” And he’d see me like, “Ship it.”

00:17:59:10 – 00:18:02:04
Craig Snell
I’d yell at her, “Do not do that.”

00:18:02:06 – 00:18:05:00
Vernon Miles
I mean, in the background I kinda already knew that it was gonna be fine, right?

00:18:05:01 – 00:18:07:02
Craig Snell
But like— but it wasn’t always. And that’s the 80/20 rule, right?

00:18:07:04 – 00:18:25:21
Vernon Miles
So I mean, like, if you have that many at bats, you start taking some chances. But looking back on it, I’m like, I kinda wish I would’ve met Craig and was able to learn from Craig where he is now back 4 years ago, 10 years ago, because if I would’ve just gotten that much better, could I beat him now?

00:18:25:23 – 00:18:59:07
Vernon Miles
I don’t know, probably not, but I would’ve had to work 2x— yeah— the way I was operating to just compete with him at this point. Because I just look at just the systems, and that’s the only advice I’d give you at this point, because you are, you’re hitting that plateau. Your growth is gonna be extraordinary over the next 12, 24, 36 months here at Milestone, is, you know, really just figure out what he’s doing in regards to, you know, the detail pieces inside the system, making sure crossing the T’s, dotting the I’s.

00:18:59:07 – 00:19:03:24
Vernon Miles
Too many times I see that’s where the hang-up is, right? And somebody will hit 50 or 75 million and then they don’t ever hit 100.

00:19:04:00 – 00:19:25:03
Craig Snell
I’ll tell you the reason behind it, and, uh, I’m a true believer that this is the reason why I’ve had the success because to be honest with you, you probably work harder than I do to try to get business. I work harder to make sure, and I’m not saying this— yeah— against you, just in general against most loan officers, I work harder to make sure that every deal is gonna close.

00:19:25:03 – 00:19:45:12
Craig Snell
So when you have that reputation— mm— and that is the reason why most agents call me that I don’t even call. Because they hear this from other agents, or they hear this from other buyers, and it’s legitimately a snowball effect. And then that’s how you can dominate an entire area, because when they know if this preapproval has my name on it, it’s going to close.

00:19:45:13 – 00:20:02:05
Craig Snell
Yeah. And that’s all agents want. They don’t care about if you take them to lunch or you take them to the Red Sox game. That’s great. Don’t, I’m not saying I don’t do that stuff, but I don’t do that stuff nearly as much as somebody would think I do that stuff. Bec— but I did it in the beginning. You have to do it to grow, right? To get that network.

00:20:02:05 – 00:20:21:00
Craig Snell
But then once you have it coming in, well, now you gotta get really, really organized so that it’s a smooth process, it’s detailed, those buyers get what they need to get, the agents get that communication they need to get. There’s no m— mess-ups, there’s no mistakes. Mm-hmm. Everything runs smooth, and before you know it, you’re at 100 million without even working any harder.

00:20:21:01 – 00:20:36:15
Vernon Miles
Yeah. You know, to his point, he’s never seen it. You, you too, you’ve been in the business going on 4 years. I’d be scared to go up against you or you in my prime, because you guys have never seen a refi market where the rates go down a full percentage point— no— in 60 days.

00:20:36:16 – 00:20:39:02
Craig Snell
Well, and everybody was j— was do— that. So honestly—

00:20:39:03 – 00:20:40:16
Keith Gasque
I did my first refi last year.

00:20:40:18 – 00:20:52:10
Craig Snell
I g— that’s why, that’s why I did that. I mean, I did refis, but when I got into the business, rates were dropping. I got in in 2019, right? So it was March 2019, rates were dropping. So every loan officer out there—

00:20:52:11 – 00:20:53:02
Keith Gasque
I already had a book of business too—

00:20:53:02 – 00:20:54:10
Craig Snell
got lazy.

00:20:54:11 – 00:20:55:01
Vernon Miles
Yeah.

00:20:55:03 – 00:21:15:01
Craig Snell
Because they had a book of business. So their phone was ringing. They couldn’t, they didn’t need to go to open houses. They didn’t need to go to networking events. They didn’t need to care as much about the purchases. Purchases are more work. Way more. You have way more involved. You’re dealing with multiple people. You’re dealing with multiple sides. There’s a clock on everything.

00:21:15:04 – 00:21:29:20
Craig Snell
Yep. You know, the, the offers need to go in a certain time. Like, you have to be available. Like, do you have to answer your phone at 8:00 on a Saturday on a refi? No. Probably not, right? That can wait till on Monday. But when there’s an offer that needs to go in, yeah, you need to answer your phone at 8:00. Yeah. And you do those things.

00:21:29:20 – 00:21:34:14
Craig Snell
So when everybody else was sitting back and doing refis, I was out—

00:21:34:16 – 00:21:35:22
Keith Gasque
I was out— you were grinding, you were grinding—

00:21:35:24 – 00:22:00:01
Craig Snell
putting the network in— yeah— to get those relationships. And then once I got them, by just— and, and we had a podcast with Deanna, and she kinda similar. It’s like, you do a good job, and it’s just gonna keep snowballing from there, and they’re just gonna keep calling you back— yeah— because you did a good job. You took care of them. Now, if you go and spend all your time going to network, network, network, and you get all these applications in, but you’re an 80/20 kinda guy, well, you just did, in my opinion, you did more work to really get less out of it.

00:22:00:03 – 00:22:04:16
Vernon Miles
Yeah. You guys hit that refi boom. Then it’s gonna be fun.

00:22:08:03 – 00:22:27:04
Vernon Miles
It’s gonna be 3 years, 4 years, 7 years if it happened tomorrow. What if it doesn’t happen for another year, 2 years? Yeah. You’re just— you’re stacking years of relationships, of people trusting you. The agents are gonna refer you every family member that they know— yep— for refis. 2020 hit, I looked at Craig, I’m like, we were working. We’d get into the office at like 7:30, 8:00 in the morning. It was like, just clock—

00:22:27:04 – 00:22:34:20
Vernon Miles
we didn’t have to tell each other. Like, we’re in the office and we’re working till 9, 10, 11:00 at night.

00:22:34:20 – 00:22:36:00
Vernon Miles
Just to catch up. There’d be— nonstop—

00:22:36:00 – 00:22:40:00
Vernon Miles
we, we would input 10, 15 loans a day. Boom, boom, boom, nonstop. It was just client after client meeting.

00:22:40:01 – 00:22:47:19
Vernon Miles
‘Cause I, I used to see everybody face-to-face on top of this, right? Like, you’re old school taking paper apps. I used to have my disclosure appointments in office. We signed them.

00:22:47:19 – 00:22:51:17
Craig Snell
So— like, they came in to sign them. We— oh— we didn’t even have— everyone—

00:22:51:17 – 00:22:59:17
Craig Snell
we didn’t have a system when we first started that you could send them electronically, automatically. So if you needed to, like, if the person wasn’t local— yeah— to come in, you had to sit there and drag and drop into a DocuSign into every single spot.

00:22:59:17 – 00:23:11:00
Craig Snell
Each one. Every single line and put the spot in it, put in the sign in it. That’s how we started. Like, we didn’t have all— this wasn’t all here. There wasn’t— yeah. We had one processor that we would literally, like, bribe to try to, like—

00:23:11:00 – 00:23:13:22
Craig Snell
work more, because we had so much that we had to try to get done.

00:23:13:22 – 00:23:24:00
Craig Snell
We bought Louis Vuitton bags. Oh, yeah. To bribe them. Like— whatever, whatever you need— whatever it took to try to— whatever it took— get them to look— do you have to go home at 7:00? We’ll buy you a bag if you work from home for the next 3 hours. Like, great.

00:23:24:01 – 00:23:41:10
Keith Gasque
To see what— but you guys are gonna crush— but yeah, seeing what, like, seeing how busy Craig is, I could pick up the phone and call Craig any time if I have a question, ’cause he’s done it. You know? He’s built a team. He’s built a functioning team. That’s where, what I’m trying to do. If you pick up the phone and call him, “I’m doing this.

00:23:41:10 – 00:23:52:20
Keith Gasque
Is this gonna work?” “No, it’s not gonna work. Or change this, or tweak that, or do that.” I have that outlet here, you know what I mean? And it’s like, a lot of the places you don’t have that outlet ’cause you’re stuck on an island. You’re just figuring it out yourself. You know what I mean? You don’t have those resources.

00:23:52:22 – 00:24:10:08
Craig Snell
I think, to your point, it took a lot for me to get out of production, right? Yeah. Because I’m very competitive. Yeah. I have all the same attributes that you guys speak of, and it’s like an— not comparing us to professional athletes— no, but yeah— but we’re just talking to somebody who was a professional athlete. Yeah. They get out and they’re like, “What do I do?”

00:24:10:08 – 00:24:26:00
Craig Snell
Right? They pick something else up that’s super competitive, no matter if it’s another sport, whatever it may be. Now, like, what drives me, my why, and it took me a long time to figure this out, is seeing a loan officer, and I think, I’m, I, I always end up going back to Craig, ’cause like, uh, we started the company together, right?

00:24:26:00 – 00:24:49:00
Craig Snell
So it’s easy for me to say, “Hey, look, it was because of this.” But there’s no better feeling than seeing a Rob Serpa, best year he’s ever had in his career— yeah— in the mortgage business. At a broker or lender, it doesn’t matter. Like, I don’t care where you came from. 7 million, 8 million, doing 25, 30 million in 2 years. Coaching them, showing them the way. Like, this is what we do. This is how you do it. Change their lives.

00:24:49:00 – 00:26:07:18
Craig Snell
You guys, people can go and tweak it. It’s life-changing for, for a lot of these, these, these loan officers or just the people that are here. That’s, like, now that gets me going, right? That’s the competitive juices sitting in there and, and you never wanna give up on somebody, right? Like, we have a team member, uh, Jacob. Like, I, I love using this story. Like, I will push that kid to no end. I will ride him, and I know he goes home and he probably sits in his bed crying— that I’m, I’m grinding on him, right? He’ll watch this and he’ll laugh, I hope. Or he’ll write my name on the mirror and smash it. You’re gonna go on the mirror. There you go. Maybe more on a dartboard— yeah— than a mirror. Um, but you know, it’s, it, it’s awesome watching him never originate loans, like really struggle at the beginning, and now he’s, you know, a $15, $20 million producer, and he, he’s gonna have another career. Sky’s the limit. Sky’s the limit, dude. And it just— yeah— keeps stacking days, stack— those turn into weeks, months, and years. And then they’ll turn around and they’re like, “Well, I closed $40, $50 million.” That’s life-changing money. Yes. When you can close 50 million— listen, we’re not doctors. I’m not saving the world. Not, I’m not curing any crazy diseases. We do pretty well— yeah— in this industry if you can just do the simple things that we should all do. Craig does them great.

00:26:07:18 – 00:26:15:11
Vernon Miles
I think that’s like, that’s the big thing for me at this point in my career. It’s like how many people can I bring with me and rise the tide, right? Like— yeah.

00:26:15:11 – 00:26:32:00
Vernon Miles
And it’s fun watching you, man. Like— yeah— just go out there, crushing it. I don’t know how you get around, and maybe we can talk about this for a minute. I grew up out in the central part of the state, Leominster, Fitchburg, Templeton, Phillipston, that area, and then all of a sudden, I think last week I saw you close a deal in Westminster or Winchendon. I’m like, “This guy.” You live in, like, Attleboro, correct?

00:26:34:20 – 00:26:36:03
Keith Gasque
North A— North Attleboro.

00:26:36:03 – 00:26:41:16
Craig Snell
Yeah. You do business all over. All over. He doesn’t care where it is.

00:26:39:08 – 00:26:41:16
Keith Gasque
All over. I was top 20 in New Hampshire.

00:26:41:17 – 00:27:00:09
Craig Snell
Yeah. See, that’s what’s awesome about here is like, there’s people that do think so differently. Like, I do 95% of my business in Massachusetts, maybe even in the South Coast, to be honest with you. But, you know, and I do things one way, but you can be successful doing things— 100%— in a different way, and there’s so many people that do that.

00:27:00:09 – 00:27:20:06
Craig Snell
Like, there is no doubt in my mind that I learn things every single day, or it pushes me to get better. He’s a better door opener than I am. Yeah. No doubt about in my mind. I can take it to the finish line and, and lock up that relationship because of how I do business, but he’s gonna get that door— yeah— to open, and he opens that door

00:27:20:06 – 00:27:32:15
Craig Snell
for a lot of people in this office. It’s not just myself, a lot of people, that opportunities. He comes to my office, like, every other day with some crazy opportunity that, like, I would’ve, just because I’m so focused on—

00:27:32:19 – 00:27:33:18
Keith Gasque
Hyper-focused on it, yeah.

00:27:33:19 – 00:27:50:11
Craig Snell
This, that my vision is not out here, that he comes in with these opportunities or these plans that, you know, pushes us to do them— yes— because he’s, he has that focus. So like, together, it works so well, and there’s so many other people you can kinda take things from here that do—

00:27:50:13 – 00:27:52:01
Keith Gasque
And we all benefit from him doing that.

00:27:52:01 – 00:27:53:00
Craig Snell
100%.

00:27:53:02 – 00:27:55:13
Keith Gasque
I mean, he’s— the license— like, he’s never—

00:27:55:13 – 00:28:20:11
Craig Snell
gonna say no— so, so many things. The investors we’re with, the options we have, like— yeah— we, we, we could be a broker that is licensed in 2 or 3 states like we were in the beginning if he didn’t take the risks and the jump and the opportunities— yeah— that were put in front of him. And if it was, and I, and I don’t think I’ve ever said this before, but if it was me making all of the choices, trying to do everything, I don’t think I would’ve done it, because I would’ve just had my head down.

00:28:20:11 – 00:28:39:22
Craig Snell
So it’s like you need a combination, and sometimes, like, certain companies, or who, what do you have at, at the head, right? Do you have one person that’s just this way one way, or do you have one person that’s just this way? Well, we, we have kinda like that, both of a combo that is kinda always gonna make sure that, you know, the loan production, the processing side, like we have great—

00:28:39:22 – 00:28:45:08
Craig Snell
I mean, Rachel’s amazing. Kevin’s an absolute beast. Like, we have great people.

00:28:45:08 – 00:28:46:12
Keith Gasque
Unreal, unreal what that man does.

00:28:46:14 – 00:28:53:00
Craig Snell
It’s crazy. You know, and, uh, and he learned, he, he started here not knowing anything about mortgages.

00:28:53:02 – 00:28:57:05
Keith Gasque
I truly, I truly— pressure— I always say that he, there’s not a thing that that man does not know. Oh, yeah.

00:28:57:07 – 00:28:58:06
Vernon Miles
He’s a rainman.

00:28:58:07 – 00:29:07:05
Keith Gasque
Exactly. Like, I have— that’s another resource. Like, if there’s something, like, that 80/20 rule, there’s a 20% I have a question about, call Kevin. He’s gonna tell you yes or no.

00:29:07:07 – 00:29:08:24
Vernon Miles
WWCD. What would Cambra do?

00:29:09:00 – 00:29:10:05
Keith Gasque
What would Cambra do?

00:29:10:08 – 00:29:32:21
Craig Snell
All the back end knowledge— yeah— all of, like, the structuring side that would make him a $100-plus million producer. But he doesn’t like doing— yeah— some of the things that we do. So, you know, he found a role that works great for him, and he’s a huge resource to all of us. Where other loan officers, you know, have that option, where it’s like, “If you didn’t, who, who are you gonna go to with these questions?”

00:29:32:22 – 00:29:35:10
Craig Snell
Trying to get ahold of an AE, trying to get an answer.

00:29:35:11 – 00:29:35:23
Keith Gasque
I’ve been there.

00:29:35:24 – 00:29:42:07
Craig Snell
And you know what it’s like calling some of the AEs. You get an answer that says yes, and then you—

00:29:40:04 – 00:29:41:13
Keith Gasque
You can call 3 AEs and you’re gonna get 3 different answers.

00:29:41:13 – 00:29:42:07
Craig Snell
You’re gonna get 3 different answers.

00:29:42:07 – 00:29:44:08
Vernon Miles
That’s the painful part in this business.

00:29:44:09 – 00:30:02:05
Craig Snell
You know, and we have a lot of, uh, experience here on the broker side, that people have done thousands of loans. So you know, depending on which investor, what the reason is— yeah— we’re able to get those answers or those workarounds very quickly so that you don’t have— I mean, we, we dealt with all the problems— yeah— for a while, right?

00:30:02:06 – 00:30:18:01
Keith Gasque
Like, I’ve said to my team, like, where, if I would’ve started at Milestone 4 years ago, where would I be now? You know what I mean? So starting with paper applications back then, you know, trying to do everything by hand. I didn’t have any training. No one ever taught me anything. I figured it out. You know, I had the real estate background.

00:30:18:01 – 00:30:39:04
Keith Gasque
I knew how to go get the business. That’s the relationships, like you said, New Hampshire, Winchendon, everywhere. I— it’s just relationships. That’s my referral partners. It’s my referral partners. It’s just having those relationships, that’s critical. You know what I mean? So I’m not driving to New Hampshire every other weekend, but my referral partners are there, and they trust me to bring that deal home, you know what I mean?

00:30:39:04 – 00:30:44:17
Keith Gasque
So, but, yeah, where would my career be if I’d been here 4 years ago?

00:30:44:20 – 00:30:59:22
Vernon Miles
We’ll find out in 4 years. There we go. We can only start from here going forward, right, baby? So, enough about work. What do you do for fun, man, to release? I know top producers, man— yeah— it’s hard to dial it back in, but you golf? Like, what do you do. You go f— golf.

00:30:59:24 – 00:31:11:07
Keith Gasque
Golf. I got 2 kids. I got a 5-year-old, and she’ll be 3 in July. Um, I golf on the weekends when I can. Um, we’re doing lacrosse, we’re doing golf lessons, we’re doing tennis lessons.

00:31:11:07 – 00:31:12:15
Craig Snell
We’re doing— just getting started, man—

00:31:12:17 – 00:31:16:16
Keith Gasque
we’re just getting started. So weekends are kinda, you know—

00:31:16:17 – 00:31:17:06
Vernon Miles
Stressful.

00:31:17:07 – 00:31:29:03
Keith Gasque
A little stressful. Yeah. You know, but, you know, those are all the, that’s the, that’s the fun. That’s my fun, you know what I mean? So, um, if I can get on a Wednesday or something like that, we’ll play golf. That’s, that’s, that’s about the fun I have.

00:31:29:05 – 00:31:54:13
Vernon Miles
One of the, one of the big things I see in most top producers is, and Deanna said it, uh, on our last, uh, last episode, is you need to have an amazing significant other at home. Oh my gosh. And you must have a, a great support staff. I know Craig does. We talk about it all the time, like, without our wives and our support staff at home, and being able to ta— pick up the kids or, or do this— my wife— something always comes up in, in, in our lives, right?

00:31:54:17 – 00:32:16:02
Keith Gasque
She, my wife is, she runs the show. You know, she gives me the flexibility to go do what I go do. And to go have those, you know, meetings in the mornings or events at night, or doing a, something on the weekends or, you know, whatever, you know, she’s at home taking care of everything, and she runs the show. And I, I mean, I would hands down not be close to where I am without her.

00:32:16:07 – 00:32:22:18
Vernon Miles
So for anybody out there, just striving, make sure you got a really good support system at home— yes— or just— especially if you have kids—

00:32:22:18 – 00:32:25:10
Craig Snell
stay single and enjoy it. Especially if you have kids.

00:32:25:12 – 00:32:26:17
Vernon Miles
Yeah, the kids thing are tough, man.

00:32:26:19 – 00:32:28:00
Keith Gasque
They throw a little wrench in sometimes.

00:32:28:04 – 00:32:29:02
Vernon Miles
Five and three, gonna be 3.

00:32:29:02 – 00:32:31:20
Keith Gasque
Five and three. My son starts kindergarten in the fall.

00:32:31:22 – 00:32:36:15
Vernon Miles
That’s a game changer for your wife ’cause it gives her like 5 or 6 hours to, with the kids at school.

00:32:36:17 – 00:32:37:15
Keith Gasque
Well, she—

00:32:37:15 – 00:32:38:05
Craig Snell
She works?

00:32:38:06 – 00:32:40:23
Keith Gasque
She works. She’s, uh, she’s in the biotech sector, so.

00:32:40:24 – 00:32:41:14
Vernon Miles
Oh, nice.

00:32:41:15 – 00:32:47:21
Keith Gasque
She’s, she puts in a full-time job as well. So yeah, we don’t, we don’t have a lot of time around the house.

00:32:47:23 – 00:32:50:00
Vernon Miles
You need to close 35 million, hire a nanny.

00:32:50:01 – 00:32:51:20
Keith Gasque
That’s what I need to do. That’s, that’s the goal.

00:32:51:21 – 00:32:55:14
Craig Snell
That’s the goal. That’s the goal. Now, are, are her par— you guys live near her parents?

00:32:55:15 – 00:33:13:08
Keith Gasque
Yeah. 15 minutes down the street. Yeah. So that— that’s good— having here— that helps— yeah, that support system. Yeah. Um, great friends in the town. You know, she grew up in the town, so where all her friends are still there as well, her family. Um, so moving here, I had that, that support system as well to help me. You know what I mean? So, and then just, you know, grind every day.

00:33:13:09 – 00:33:22:21
Keith Gasque
That’s what I’m gonna do. But I did, I will say, 2020, I wrote his name on the mirror. It’s been 3 houses later, but the mi— that, it still comes around. Still there. Still there.

00:33:22:22 – 00:33:25:17
Vernon Miles
Your wife must think that’s a little weird, no?

00:33:25:19 – 00:33:29:08
Keith Gasque
It’s, it, she does. She doesn’t get it. She doesn’t get it.

00:33:29:08 – 00:33:32:01
Vernon Miles
But it’s a— the first time she saw it though, it was like— “What is this guy’s—”

00:33:32:05 – 00:33:47:08
Keith Gasque
Yeah, she still doesn’t get it. You know. She still doesn’t get it. But it goes back to that competition thing. Like I said, anyone on that mirror, I might not have met, they’re probably the greatest people in the world. Coming for you. I’m coming for you. I know you’re working today, you know, because in this business you gotta drive yourself.

00:33:47:12 – 00:33:50:06
Keith Gasque
Like, I can take a Wednesday, Thursday off, you know what I mean? You can do that if you want.

00:33:50:07 – 00:34:16:08
Craig Snell
You have to have a drive and, uh, almost like a FOMO in a, in a way— mm-hmm— that you don’t wanna miss anything business-wise. Especially when you’re trying to really establish yourself and build your business, you have to have this mentality that you do not want to miss an opportunity. Because every opportunity that you miss, somebody else is gonna get it, and it’s gonna stop you from hitting your goals.

00:34:16:08 – 00:34:32:15
Craig Snell
And if you can have that drive in this business, plus the other factors, you’re, you know, easy to get along with, easy to talk to. Uh, you know, it’s easy for you to kinda have conversations. You have that on top of that drive, you’re gonna be doing 100-plus million and never look back.

00:34:32:15 – 00:34:33:24
Keith Gasque
That’s the goal.

00:34:34:01 – 00:34:37:24
Vernon Miles
That’ll be 200. That’s what I’m trying to talk him into. Like, “Come on, 125—” I remember— “less than 5 years from now.”

00:34:37:24 – 00:34:41:08
Keith Gasque
I remember last year when he said 200 million. I was like, “Wow, okay.”

00:34:41:09 – 00:34:42:03
Craig Snell
That’s the goal. That’s the 200, baby.

00:34:42:03 – 00:34:59:07
Vernon Miles
If you don’t write the goals down, and I know you do, you already knew your goal right off the top of your head, 75 million. You gotta, you gotta talk about them. I remember, you know, just to wrap this thing up, last year when I wrote down for 2025, Mike came out and like, “What do you think we can hit next year?” He’s like— Tom— “We’re gonna hit 600 million.”

00:34:59:08 – 00:35:20:05
Vernon Miles
And honestly, thank you for coming on in Q4, because I kinda needed that. We hit like 630-something million at the end of the year. But, you know, bringing in, you know, somebody like yourself, we have to keep doing that because it’s gonna— keep growing— push everybody else, right? Mm-hmm. It’s gonna keep it going. So, um, you know, this year, 1.1 billion, like, you know, if you look at the first quarter, it’s like, you know, we’re not gonna hit that.

00:35:20:05 – 00:35:40:04
Vernon Miles
Doesn’t look good. We’re already tracking ahead of where we were last year by double. Yeah. Right? So as long as those other months do the same exact thing, like, we’ll catch up, and, you know, we’re a fourth quarter company. And now this is the third podcast in a row we’re talking about competition and being super competitive. No one wants to lose in the 4th quarter. No.

00:35:40:05 – 00:35:54:10
Vernon Miles
You don’t wanna be Mariano Rivera going out there and blowing a save in the 9th inning. That’s where we win. The game is in that 4th quarter, and I think, you know, Craig’s that same way. You’re that same way. It’s like, oh, 4th quarter is here, we’re 300 million away. Let’s go. Let’s hit the goal.

00:35:54:10 – 00:36:11:10
Keith Gasque
4th quarter was my best quarter last year. You know, and— I mean, that, that’s your Milestone— and that was, that, that was with the transition as well. Yeah. Like, I had a lot thrown in there, and it was the best quarter. I mean, it was— that’s awesome— it, it was, it was a different mindset when you came here. You know, you have Thanksgiving, you have December, I mean, uh, Christmas, you can take your foot off the gas a little bit.

00:36:11:12 – 00:36:20:19
Keith Gasque
Oh, yeah. There was, there was no taking the foot off the gas. I mean, I come in— gotta go up against him. I got Adrian, I got Dustin, I’ve got— yeah— they’re not taking time off. It’s not gonna happen.

00:36:20:20 – 00:36:35:11
Vernon Miles
Nope, there’s no time off. No excuses. And you know what? I see you going on vacation, living your life. Go golfing, enjoy it, make sure you prioritize, and I know you do. Yeah. You know, the family, enjoy your kids. Five and two, I mean, he just keeps having the kids, so. Uh, you know, mine are now 15—

00:36:35:12 – 00:36:37:03
Craig Snell
It’s a competition. You’re losing again.

00:36:37:03 – 00:36:37:23
Craig Snell
You are losing again.

00:36:37:24 – 00:36:40:10
Craig Snell
You would lose it again.

00:36:40:12 – 00:36:43:16
Vernon Miles
Like, I’m at 15 and 12, and I’m still enjoying it, but it’s—

00:36:43:17 – 00:36:44:24
Keith Gasque
I’m done with that one.

00:36:45:01 – 00:36:46:04
Craig Snell
I don’t wanna play that game.

00:36:46:05 – 00:36:47:00
Keith Gasque
I’m done with that game.

00:36:47:01 – 00:36:48:17
Vernon Miles
Let him win that game.

00:36:48:19 – 00:36:56:11
Vernon Miles
There’s just something I’m like, “I don’t know how you’re doing this.” I mean, since you’ve been here, did you have 2 already? Or the second was on the way?

00:36:56:12 – 00:36:57:20
Craig Snell
No, I had 2 already.

00:36:57:22 – 00:36:58:11
Vernon Miles
You had 2, the third was on the way.

00:36:58:15 – 00:37:06:13
Craig Snell
And then had 2 more after being here. One was pretty close after. Yeah, right after. I was like, “Thank God I’m starting to make some money.”

00:37:06:15 – 00:37:08:07
Vernon Miles
Because 3— then when he’s making money he’s like, “Four’s a party.”

00:37:08:08 – 00:37:10:19
Keith Gasque
Four’s a— yeah. This is easy now.

00:37:10:19 – 00:37:16:21
Vernon Miles
And well, you don’t have to go to work anymore, just quit that job— can’t do it anymore. Cool.

00:37:16:23 – 00:37:20:09
Craig Snell
The 4 was, the 4 was a lot.

00:37:20:11 – 00:37:34:00
Vernon Miles
I feel like, though, when you’re in your head, you’re like, “This is the last one we’re gonna have,” that, like, they give you the, the best one out of all of them, right? The one that doesn’t sleep at night. His 4th is a hurricane. Like, his poor wife.

00:37:34:01 – 00:37:35:08
Keith Gasque
Same, man.

00:37:35:09 – 00:37:52:14
Craig Snell
Straight terror. Yeah. Like, will literally just— boy or girl? Boy. He would just pick that up, look at you in the eyes and just throw it on the floor and laugh. And then when you say something, he just goes, “No.” I’m like, “Cool.” And then he’ll just walk around and hit people. Like— yeah, my son, he won’t— what is happening?

00:37:52:16 – 00:37:54:13
Vernon Miles
My son’s a quiet one. And the other 2 are like saints.

00:37:54:19 – 00:38:03:24
Craig Snell
The, the other one, everyone knows Owen. He was on the show. He’s like the cutest little kid, the nicest little kid. He’s like, “Lincoln keeps hitting me.” And I’m like, “Hit him back.”

00:38:04:01 – 00:38:05:22
Keith Gasque
Is he the oldest?

00:38:05:24 – 00:38:09:17
Craig Snell
No, uh, it’s Lincoln’s the youngest, and then Owen, then Austin, and then Peyton.

00:38:09:19 – 00:38:11:03
Keith Gasque
Gotcha, gotcha.

00:38:11:04 – 00:38:16:10
Craig Snell
But yeah, I mean, that kid’s gonna have to get put in the basement or something.

00:38:16:12 – 00:38:22:03
Vernon Miles
We’ll cut that part out of it. Where’s Lincoln? He’s locked in the basement. We don’t let him out.

00:38:22:05 – 00:38:23:18
Craig Snell
At the top of the door.

00:38:23:20 – 00:38:25:22
Keith Gasque
Ask people, have you heard stuff in the basement?

00:38:25:24 – 00:38:30:01
Vernon Miles
That’s the pterodactyl, we like to call him Lincoln. We let him out for major holidays.

00:38:30:02 – 00:38:35:13
Craig Snell
He’s gotta be careful, he’ll bite your ankles. Awesome, man. But, man, thank you so much for coming on, man.

00:38:35:13 – 00:38:36:23
Keith Gasque
Yeah, I sure appreciate you guys having me on.

00:38:36:24 – 00:38:37:18
Vernon Miles
Thanks, brother.

00:38:37:19 – 00:38:38:23
Craig Snell
All right, guys, we’ll see ya.