WEBVTT 00:00:00.000 --> 00:00:03.819 all right all right season two baby technically 00:00:03.819 --> 00:00:06.419 kind of did we just make up our own seasons because 00:00:06.419 --> 00:00:09.060 we are back and we're calling in season two episode 00:00:09.060 --> 00:00:13.300 one very special episode what's up charlie what's 00:00:13.300 --> 00:00:16.440 up yes we did just you know we're calling it 00:00:16.440 --> 00:00:19.120 season two we're calling it season two like are 00:00:19.120 --> 00:00:21.359 there actual seasons with podcasts i don't even 00:00:21.359 --> 00:00:24.120 know if that's a thing it is but you know what 00:00:24.120 --> 00:00:27.179 we eclipsed the the 10 episode mark so we figured 00:00:27.179 --> 00:00:32.060 hey let's Let's start over in season two. We 00:00:32.060 --> 00:00:35.020 did take a little break. You know, no one likes 00:00:35.020 --> 00:00:39.179 us. We had some bails on interviews. And so things 00:00:39.179 --> 00:00:41.460 kept getting pushed back. So we do apologize 00:00:41.460 --> 00:00:45.679 for being away for a while. But this is Value 00:00:45.679 --> 00:00:53.799 Nation. Without further ado, we are here. Season 00:00:53.799 --> 00:00:57.219 two. We made it. Episode one. coming at you. 00:00:57.259 --> 00:01:00.340 We have a very special guest, and it's kind of 00:01:00.340 --> 00:01:02.320 perfect timing for everything that's going on 00:01:02.320 --> 00:01:04.819 in the business right now. Again, hey, Schwartz, 00:01:04.879 --> 00:01:06.939 again, you're outnumbered. We got another Ohio 00:01:06.939 --> 00:01:11.019 guy coming in. Stay tuned. Everybody, we got 00:01:11.019 --> 00:01:14.239 a certified appraiser, financial guru. You see 00:01:14.239 --> 00:01:16.859 him wearing a black belt every now and again, 00:01:17.019 --> 00:01:20.079 mixing it up on the mats. And bless his heart, 00:01:20.099 --> 00:01:22.400 he's a Bengals faithful. We have Michael Kirk, 00:01:22.599 --> 00:01:28.329 our chief innovative officer. Innovative? Innovation. 00:01:28.590 --> 00:01:32.010 Innovation. Anyways, hey, round of applause. 00:01:32.129 --> 00:01:34.549 Welcome. Welcome to the show. Thank you. Thanks 00:01:34.549 --> 00:01:37.150 for having me, guys. And yeah, I am a huge Bengals 00:01:37.150 --> 00:01:39.569 fan. Hey, listen, I feel your pain. I'm a Browns 00:01:39.569 --> 00:01:41.730 fan. We haven't gone down this path yet over 00:01:41.730 --> 00:01:44.569 a couple beers, but eventually we will. We'll 00:01:44.569 --> 00:01:46.329 talk about it. We'll have a therapy session. 00:01:46.670 --> 00:01:50.510 All right, so, Mr. Kirk, you are a little, let's 00:01:50.510 --> 00:01:52.370 give the fans a little bit about you, right? 00:01:52.859 --> 00:01:55.560 um like to do that get a little more to know 00:01:55.560 --> 00:01:58.420 you uh you have two kids is that correct yeah 00:01:58.420 --> 00:02:01.040 i i was actually surprised it sounds like you 00:02:01.040 --> 00:02:03.519 guys have done a little bit of homework um i 00:02:03.519 --> 00:02:05.799 don't we do deep dives yeah yeah i don't really 00:02:05.799 --> 00:02:09.340 put out that i um took karate for many years 00:02:09.340 --> 00:02:12.199 so i'm not sure if i have a feeling i know who 00:02:12.199 --> 00:02:14.819 may have mentioned that to you but So anyway, 00:02:14.960 --> 00:02:19.360 yeah, two kids, both in college and one out of 00:02:19.360 --> 00:02:21.139 the house and actually the other one moving out 00:02:21.139 --> 00:02:22.939 in August. They're going to be empty nesters 00:02:22.939 --> 00:02:25.000 here soon. Start throwing some travels and parties. 00:02:25.360 --> 00:02:28.199 Travel time. Yeah. Turn one of those bedrooms 00:02:28.199 --> 00:02:31.900 into a dojo. There you go. Are you really a black 00:02:31.900 --> 00:02:33.080 belt? How many years have you been a black belt? 00:02:33.180 --> 00:02:35.240 Yeah, I'm a second degree black belt in Shotokan 00:02:35.240 --> 00:02:37.759 karate. I can't believe I literally have kept 00:02:37.759 --> 00:02:41.879 this out of the industry for a long time. Breaking 00:02:41.879 --> 00:02:46.840 news. Thank you for that. Yeah, it's been, I 00:02:46.840 --> 00:02:48.719 actually started training when I was, I don't 00:02:48.719 --> 00:02:51.030 know, 10. years old and all the way through, 00:02:51.169 --> 00:02:54.229 really through college and got my first degree, 00:02:54.409 --> 00:02:57.490 I think when I was six, 16. And then actually 00:02:57.490 --> 00:03:00.310 got after college, got married, started an appraisal 00:03:00.310 --> 00:03:02.310 business, got busy, kind of got away from it. 00:03:02.370 --> 00:03:04.750 And then my son wanted to take it when he was 00:03:04.750 --> 00:03:07.490 around that same, you know, nine, 10 and kind 00:03:07.490 --> 00:03:09.430 of pulled me back in. And then I went for my 00:03:09.430 --> 00:03:11.830 second degree. So it hasn't been actually that 00:03:11.830 --> 00:03:15.090 long ago, but today could kick you still probably 00:03:15.090 --> 00:03:16.729 in the knees and it would hurt pretty bad. I'm 00:03:16.729 --> 00:03:18.189 not sure I could kick much higher right now, 00:03:18.210 --> 00:03:20.580 but it's all about. The discipline and the defense 00:03:20.580 --> 00:03:22.560 though. I mean, obviously to get to that point, 00:03:22.580 --> 00:03:24.520 you have to have a lot of discipline, body control. 00:03:24.680 --> 00:03:27.360 And I mean, it's kind of a defense first, more 00:03:27.360 --> 00:03:29.860 type skill that you learn anyways, correct? It 00:03:29.860 --> 00:03:33.500 really is. Yeah. Shotokan is actually like fighting 00:03:33.500 --> 00:03:36.240 is the last resort type of thing. And I'll tell 00:03:36.240 --> 00:03:38.460 you, it's really great for kids. I think I started 00:03:38.460 --> 00:03:43.370 six or seven, got to yellow belt. And then I 00:03:43.370 --> 00:03:46.289 had multiple other distractions, like other sports 00:03:46.289 --> 00:03:48.009 and other activities that kind of just took away 00:03:48.009 --> 00:03:50.389 from it. But from what I do remember, yeah, you 00:03:50.389 --> 00:03:52.009 know, talking about the discipline and that kind 00:03:52.009 --> 00:03:55.469 of thing. I mean, you can use that in every day 00:03:55.469 --> 00:03:58.250 life, right? Some of the way that they teach 00:03:58.250 --> 00:04:00.490 you to just, you know, you look inside or you 00:04:00.490 --> 00:04:03.009 take a step back and you're not so reactive, 00:04:03.250 --> 00:04:07.050 right? I mean, you're not jumping down someone's 00:04:07.050 --> 00:04:09.030 throat first. You're kind of, you're waiting 00:04:09.030 --> 00:04:11.500 it out. I'm trying to keep a level head, all 00:04:11.500 --> 00:04:13.219 those things. So, I mean, that's really awesome. 00:04:13.340 --> 00:04:15.159 I mean, you should share that. Put it out there. 00:04:15.240 --> 00:04:16.680 Makes you a little more intimidating. Gives you 00:04:16.680 --> 00:04:18.839 a little edge, too. I need a little bit of that 00:04:18.839 --> 00:04:21.079 in the appraisal business. Yeah, maybe. So you 00:04:21.079 --> 00:04:23.740 were a Cincinnati guy through and through. Went 00:04:23.740 --> 00:04:26.079 to school there. Still live there. You still 00:04:26.079 --> 00:04:28.040 cheering on your Bearcats, even when they lose 00:04:28.040 --> 00:04:30.560 to Xavier? Yeah, I figured Xavier would come 00:04:30.560 --> 00:04:34.060 up as well. But yeah, definitely a Bearcat fan. 00:04:34.800 --> 00:04:37.980 So, yeah, I went to actually my wife and I both. 00:04:38.509 --> 00:04:41.810 attended UC. Both of our kids have attended UC. 00:04:42.129 --> 00:04:44.790 My son's actually finished. He finished up his 00:04:44.790 --> 00:04:48.149 capstone project in IT today, just a few hours 00:04:48.149 --> 00:04:51.069 ago. So he's going to be graduating here shortly, 00:04:51.310 --> 00:04:53.930 hopefully finding a job soon. So if you know 00:04:53.930 --> 00:04:57.689 anybody, let me know. But yeah, my daughter's 00:04:57.689 --> 00:05:01.189 gone on to NKU now and in business. And yeah, 00:05:01.230 --> 00:05:04.889 things are going well. Can't complain since he's 00:05:04.889 --> 00:05:06.670 been good to us. That's great. All right, well, 00:05:06.689 --> 00:05:09.779 let's get down to To some of the nitty gritty, 00:05:09.800 --> 00:05:13.000 the juicy stuff. It's a business. Why everybody's 00:05:13.000 --> 00:05:15.319 here to listen to you and all your knowledge. 00:05:15.600 --> 00:05:17.740 So you were brought to Nationwide primarily because 00:05:17.740 --> 00:05:19.579 of your expertise in this, you know, the alternative 00:05:19.579 --> 00:05:22.819 valuation space. So with you and Chad Carroll, 00:05:23.000 --> 00:05:25.500 who's the head of operations for the Alt Vals, 00:05:25.560 --> 00:05:28.279 you guys have, you know, stood up this entire 00:05:28.279 --> 00:05:30.800 department for us and got it up and running, 00:05:30.939 --> 00:05:32.819 you know, worked through all the kinks on the 00:05:32.819 --> 00:05:36.360 backside to make sure that it's exactly what. 00:05:36.649 --> 00:05:38.589 we're going to need to be successful for the 00:05:38.589 --> 00:05:41.490 long -term, right? So without getting too in 00:05:41.490 --> 00:05:43.610 -depth from the jump, basically these products 00:05:43.610 --> 00:05:45.610 are there to separate out the data collection 00:05:45.610 --> 00:05:49.410 from the actual valuation process, right? And 00:05:49.410 --> 00:05:51.649 so can you give everybody just a little insight 00:05:51.649 --> 00:05:55.730 on how this works? Yeah, yeah, that's correct. 00:05:55.889 --> 00:05:59.970 So the new alternate valuation division was really 00:05:59.970 --> 00:06:03.689 built, you said the focus on... any product that 00:06:03.689 --> 00:06:06.389 falls outside the traditional space, right? So 00:06:06.389 --> 00:06:10.290 in fact, I think we're headed towards a time 00:06:10.290 --> 00:06:13.589 where traditional will kind of become the alternative 00:06:13.589 --> 00:06:15.149 valuation. It's going to take a while, right? 00:06:15.250 --> 00:06:20.410 But we're seeing that path kind of take shape, 00:06:20.430 --> 00:06:23.269 if you will. And so most of the products that 00:06:23.269 --> 00:06:25.810 we offer separate the data collection from the 00:06:25.810 --> 00:06:28.449 valuation piece. And so what do we mean by that? 00:06:29.129 --> 00:06:30.949 Again, without going too far in the weeds, but 00:06:30.949 --> 00:06:34.589 we're sending out a professional, well -trained. 00:06:34.670 --> 00:06:37.649 This is not just a pizza delivery person, right? 00:06:37.709 --> 00:06:40.990 This is a well -trained professional, typically 00:06:40.990 --> 00:06:43.819 holds a license. a real estate license of some 00:06:43.819 --> 00:06:46.480 type that we'll go out and collect that data. 00:06:46.579 --> 00:06:50.100 And then we allow the raiser to place the valuation 00:06:50.100 --> 00:06:52.899 on the back end on the products that need it. 00:06:52.959 --> 00:06:56.120 So that's kind of at a high level. And that's 00:06:56.120 --> 00:06:57.759 pretty much every product that we touch in our 00:06:57.759 --> 00:07:00.379 space has that bifurcation process built in. 00:07:00.459 --> 00:07:03.000 You're saying like an Uber driver couldn't moonlight 00:07:03.000 --> 00:07:06.839 as an inspector? They could, but not with us. 00:07:08.670 --> 00:07:12.430 Yeah, we are really trying to make sure, and 00:07:12.430 --> 00:07:14.329 we are making sure that we have professionals 00:07:14.329 --> 00:07:17.670 on that panel. And, you know, Chad and I have 00:07:17.670 --> 00:07:21.379 been doing this for a long time. hear me talk 00:07:21.379 --> 00:07:23.160 about these products being around for a while, 00:07:23.240 --> 00:07:25.240 but, you know, it's in the home equity space 00:07:25.240 --> 00:07:27.779 and the REO and some of the other areas we've 00:07:27.779 --> 00:07:29.639 been, you know, China, I've been working on these 00:07:29.639 --> 00:07:33.040 for almost 20 years and other areas. So it's 00:07:33.040 --> 00:07:34.699 funny that a lot of people are talking about 00:07:34.699 --> 00:07:37.540 this being something new and it is in the first 00:07:37.540 --> 00:07:39.980 mortgage space, relatively new, but we have a 00:07:39.980 --> 00:07:41.819 lot of experience that we're able to bring to 00:07:41.819 --> 00:07:44.040 the table. And we have a lot of folks that, you 00:07:44.040 --> 00:07:46.779 know, love doing this type of work. And so we're 00:07:46.779 --> 00:07:50.540 pretty excited about what we've built here. nationwide. 00:07:50.779 --> 00:07:52.759 So quick, quick side question on top of that. 00:07:52.839 --> 00:07:54.720 So you had said, you know, it separates the data 00:07:54.720 --> 00:07:58.139 collection from the valuation itself. And so 00:07:58.139 --> 00:08:00.600 then is there some valuations that are automated 00:08:00.600 --> 00:08:02.860 like an ABM or something along those lines as 00:08:02.860 --> 00:08:05.259 well that could be a product like this encompasses 00:08:05.259 --> 00:08:08.120 anything like that, correct? Yeah, that's correct. 00:08:08.279 --> 00:08:12.399 So you're exactly right. So we do have ABM products 00:08:12.399 --> 00:08:15.639 in our home equity lineup, for example, where 00:08:15.639 --> 00:08:18.740 we pair that ABM with a property data collection 00:08:18.740 --> 00:08:21.720 report. Sometimes they're known as PCRs, property 00:08:21.720 --> 00:08:24.120 condition reports. We call ours PDRs. And so 00:08:24.120 --> 00:08:26.680 we pair that together. We do a reconciliation 00:08:26.680 --> 00:08:29.279 on the back end of that. But again, it's a bifurcated 00:08:29.279 --> 00:08:31.680 process. Value on one side and data collection, 00:08:31.860 --> 00:08:34.700 then we merge that together. We have our own 00:08:34.700 --> 00:08:37.159 version of our desktop appraisal that we're using 00:08:37.159 --> 00:08:39.220 in those areas. And then it's really, if you 00:08:39.220 --> 00:08:41.799 think about it, it's that same process, no matter 00:08:41.799 --> 00:08:44.879 if we're doing one for a home equity loan or 00:08:44.879 --> 00:08:47.440 if we're putting it on one of the GSE forms, 00:08:47.600 --> 00:08:51.340 right? technology, the app that's used on the 00:08:51.340 --> 00:08:54.840 front end to collect the data. We put some guardrails 00:08:54.840 --> 00:08:56.679 around that to make sure that the data collector 00:08:56.679 --> 00:08:58.740 is getting the information they need. If they 00:08:58.740 --> 00:09:00.480 see something that, you know, if they put down 00:09:00.480 --> 00:09:02.559 that there's some damage that prompts for a photo, 00:09:02.639 --> 00:09:05.039 it really guides them through the whole time. 00:09:05.259 --> 00:09:07.000 The nice thing about it is when the data collection 00:09:07.000 --> 00:09:09.659 process is done, when they're walking back over 00:09:09.659 --> 00:09:11.840 that threshold of the house, they hit submit, 00:09:12.039 --> 00:09:14.940 it comes back. We're actually doing a QC process 00:09:14.940 --> 00:09:18.389 of that data. before we send it over to an appraiser 00:09:18.389 --> 00:09:21.289 in the case of a desktop, for example, or hybrid. 00:09:21.870 --> 00:09:23.990 And then when we get that back, we're going to 00:09:23.990 --> 00:09:26.629 second QC. So it's a, these products I've been, 00:09:26.669 --> 00:09:29.970 I'm kind of a nerd when it comes to these appraisal 00:09:29.970 --> 00:09:32.009 products. And I'm just going to say it now, but 00:09:32.009 --> 00:09:34.429 I've been waiting for this in the first mortgage 00:09:34.429 --> 00:09:35.889 space, because like I said, we've been using 00:09:35.889 --> 00:09:38.250 these, I've been using these as a lender. I've 00:09:38.250 --> 00:09:40.309 used them as an appraiser out in the field. I've 00:09:40.309 --> 00:09:43.870 just kind of been on all sides of this and it's. 00:09:44.240 --> 00:09:46.139 Pretty exciting to see it kind of take shape 00:09:46.139 --> 00:09:48.600 in the first mortgage space because we know they 00:09:48.600 --> 00:09:50.940 work. We know that there's tons of portfolios 00:09:50.940 --> 00:09:52.779 out there that lenders have been holding in home 00:09:52.779 --> 00:09:55.240 equity, for example, with these products with 00:09:55.240 --> 00:09:58.100 no greater risk. And so it's just exciting to 00:09:58.100 --> 00:10:00.419 kind of see some different products coming out 00:10:00.419 --> 00:10:03.080 in this first mortgage space that has really 00:10:03.080 --> 00:10:06.360 been lagging the market when it comes to modernization. 00:10:06.700 --> 00:10:09.639 So you had mentioned the term GSE. So as far 00:10:09.639 --> 00:10:12.299 as what could be used as just a straight alternative 00:10:12.299 --> 00:10:15.120 valuation product? and what the GSE forms, the 00:10:15.120 --> 00:10:18.120 GSE kind of program is, what's kind of the layman's 00:10:18.120 --> 00:10:20.460 terms on what those mean and what the kind of 00:10:20.460 --> 00:10:22.600 differences are there. Sure. So, you know, like 00:10:22.600 --> 00:10:24.240 I said, alternative valuations have been around 00:10:24.240 --> 00:10:26.960 for decades in home equity. And so just to kind 00:10:26.960 --> 00:10:29.259 of level set, you know, we've had the EVMs, we've 00:10:29.259 --> 00:10:31.639 had typically each vendor has their own proprietary 00:10:31.639 --> 00:10:34.899 desktop form that they've created for the handful 00:10:34.899 --> 00:10:38.320 of vendors that have really taken over some market 00:10:38.320 --> 00:10:40.940 share in that area. And then the GSEs come along 00:10:40.940 --> 00:10:43.779 and they obviously need to standardize the process, 00:10:43.919 --> 00:10:45.980 right, as much as possible. So even though there's 00:10:45.980 --> 00:10:47.740 a little bit of a difference between the data 00:10:47.740 --> 00:10:50.480 set currently that Fannie collects versus Freddie. 00:10:50.960 --> 00:10:53.980 it's very close to being standardized and quite 00:10:53.980 --> 00:10:56.899 frankly, will be standardized here soon. There's 00:10:56.899 --> 00:10:59.039 an initiative to make that happen. They have 00:10:59.039 --> 00:11:01.480 agreed to the same form. And so what we're seeing 00:11:01.480 --> 00:11:03.179 in the first mortgage space that's different 00:11:03.179 --> 00:11:06.159 is that Fannie and Freddie have come together 00:11:06.159 --> 00:11:09.340 with basically the same form, even though they 00:11:09.340 --> 00:11:11.220 get to it a little differently through the data 00:11:11.220 --> 00:11:14.220 set and some of the photos and things. And so 00:11:14.220 --> 00:11:16.460 in the first mortgage space, there have been 00:11:16.460 --> 00:11:19.200 programs that have come out, for example, with 00:11:19.200 --> 00:11:23.519 Freddie. It's the ACE plus PDR. And then with 00:11:23.519 --> 00:11:27.679 Fannie Mae, we're announcing here, I think today, 00:11:28.100 --> 00:11:31.419 what everybody's been talking about, which is 00:11:31.419 --> 00:11:34.059 value acceptance plus property data. So we're 00:11:34.059 --> 00:11:36.720 pretty excited about that. And I think it's really 00:11:36.720 --> 00:11:40.840 going to continue to kind of change the industry 00:11:40.840 --> 00:11:43.600 as we move forward. Talk about a segue for you 00:11:43.600 --> 00:11:46.549 there, Charlie. I know he just, it's a layup 00:11:46.549 --> 00:11:48.110 from there. I mean, it was like he knew what 00:11:48.110 --> 00:11:50.669 was coming. It's crazy. This guy is so, he's 00:11:50.669 --> 00:11:53.250 so dialed in. It's a lot of meditation, a lot 00:11:53.250 --> 00:11:55.710 of training at the dojo. It's the discipline. 00:11:55.950 --> 00:11:57.850 There it is. It's the discipline. So yeah, like 00:11:57.850 --> 00:11:59.769 you mentioned, you know, the big news this week 00:11:59.769 --> 00:12:01.909 is Fannie Mae announcing the value accepted and 00:12:01.909 --> 00:12:04.490 that finally going live to everybody. So, you 00:12:04.490 --> 00:12:06.309 know, lenders will be able to, they'll see a 00:12:06.309 --> 00:12:08.600 new prompt. when they're submitting new loans 00:12:08.600 --> 00:12:10.480 for approval and know whether it's going to qualify 00:12:10.480 --> 00:12:13.159 right so can you give like a you know brief overview 00:12:13.159 --> 00:12:16.220 of what that means and you know most importantly 00:12:16.220 --> 00:12:19.919 is reiterate nationwide is approved with Fannie 00:12:19.919 --> 00:12:23.019 Mae to be able to prepare some of these For the 00:12:23.019 --> 00:12:26.039 lender partners, correct? So, yes, we're absolutely 00:12:26.039 --> 00:12:30.519 an approved AMC to provide the product, which 00:12:30.519 --> 00:12:33.080 is called value acceptance. Our portion will 00:12:33.080 --> 00:12:35.100 be value acceptance plus property data, right? 00:12:35.179 --> 00:12:36.860 Because if it's just a regular value acceptance, 00:12:37.139 --> 00:12:40.019 there's really nothing else is needed and we 00:12:40.019 --> 00:12:42.240 can talk about that. But so it's value acceptance 00:12:42.240 --> 00:12:45.779 plus property data. And that program was really 00:12:45.779 --> 00:12:49.879 put in place. And let me back up and say. Also, 00:12:49.960 --> 00:12:52.879 the date again. You're right. April 15th is when 00:12:52.879 --> 00:12:55.500 it rolls out. I believe that's on a Sunday. That's 00:12:55.500 --> 00:12:59.000 typical to kind of start on Sunday. And then 00:12:59.000 --> 00:13:01.860 it usually will start seeing orders on that following 00:13:01.860 --> 00:13:06.139 Monday. So it goes into place. It allows for 00:13:06.139 --> 00:13:10.600 lenders that go into DU and get, you know, they 00:13:10.600 --> 00:13:13.139 will actually go in and see that they've got 00:13:13.139 --> 00:13:15.620 an offering of a value acceptance plus property 00:13:15.620 --> 00:13:18.110 data. They'll come to an approved vendor like 00:13:18.110 --> 00:13:21.690 Nationwide, order that property data. We obviously... 00:13:22.220 --> 00:13:24.279 have built out the technology. We have the app 00:13:24.279 --> 00:13:25.799 to go out and collect the data that's needed 00:13:25.799 --> 00:13:28.980 for that. We're going to be connected to Fannie 00:13:28.980 --> 00:13:31.860 Mae through an API to send that back to them, 00:13:31.879 --> 00:13:34.440 which is required. And then the lender will actually 00:13:34.440 --> 00:13:38.820 receive a copy of a PDF of the data that was 00:13:38.820 --> 00:13:41.919 sent to Fannie Mae. And so the nice thing about 00:13:41.919 --> 00:13:44.580 this program is that while the lender still has 00:13:44.580 --> 00:13:47.779 to make sure that the property is eligible, right? 00:13:47.860 --> 00:13:49.679 Just no different than they would if they had 00:13:49.679 --> 00:13:53.039 a 1004 for Fannie Mae. they have to make sure 00:13:53.039 --> 00:13:55.419 it meets eligibility requirements. But Fannie 00:13:55.419 --> 00:13:57.559 has come out and said that, you know, as long 00:13:57.559 --> 00:14:00.279 as the property is in decent condition, meaning 00:14:00.279 --> 00:14:04.279 that it's not in, you know, say C6, that lender 00:14:04.279 --> 00:14:07.179 can move forward with that. And so the exciting 00:14:07.179 --> 00:14:09.820 part about that piece, just to pause on that 00:14:09.820 --> 00:14:12.240 for a second, is that, you know, there have been 00:14:12.240 --> 00:14:14.179 programs in the past where the lender is required 00:14:14.179 --> 00:14:17.460 to do a lot more. And like I said, eligibility. 00:14:18.330 --> 00:14:21.309 check condition, the model is already built that 00:14:21.309 --> 00:14:24.970 as long as the property is not in C6, that it's 00:14:24.970 --> 00:14:28.200 pretty much like ready, ready to go. And so Even 00:14:28.200 --> 00:14:30.940 though there's a version of this where the lender 00:14:30.940 --> 00:14:34.059 could have to order a hybrid appraisal on the 00:14:34.059 --> 00:14:35.980 back end, I don't think it's going to happen. 00:14:36.059 --> 00:14:37.659 Fannie has suggested it's not going to happen 00:14:37.659 --> 00:14:40.019 very often. So this is like, if you get one of 00:14:40.019 --> 00:14:43.500 these, it's like a free pass almost. So you get 00:14:43.500 --> 00:14:46.419 the pass go with just the property data and move 00:14:46.419 --> 00:14:48.980 forward, right? With a large percentage of these. 00:14:49.019 --> 00:14:52.500 So that's going to be a game changer for a lot 00:14:52.500 --> 00:14:55.429 of our clients. So you mentioned with what you're 00:14:55.429 --> 00:14:57.669 talking about, value acceptance basically replacing 00:14:57.669 --> 00:15:00.049 appraisal waivers? Yeah, that's exactly right. 00:15:00.129 --> 00:15:03.909 So value acceptance itself is the waiver that 00:15:03.909 --> 00:15:06.690 Fannie has been offering. And so if you looked 00:15:06.690 --> 00:15:08.590 at it on a chart, it would start with value acceptance, 00:15:08.830 --> 00:15:11.309 which would be a full waiver, if you will. Nothing 00:15:11.309 --> 00:15:13.789 else is needed. And then there's another version 00:15:13.789 --> 00:15:16.210 where Fannie has looked at their models and said, 00:15:16.309 --> 00:15:18.809 you know what? We have enough from a credit standpoint. 00:15:19.250 --> 00:15:22.379 We feel pretty good about. that if the models 00:15:22.379 --> 00:15:24.200 are correct about the collateral that we know 00:15:24.200 --> 00:15:25.960 what the value is as long as we know what the 00:15:25.960 --> 00:15:28.039 condition is and so we're going to send it out 00:15:28.039 --> 00:15:31.100 as a value acceptance plus property data and 00:15:31.100 --> 00:15:34.700 that information then will come back to feed 00:15:34.700 --> 00:15:38.940 back in to to the data set if you will and they 00:15:38.940 --> 00:15:40.580 can move forward with that like i said a large 00:15:40.580 --> 00:15:42.710 percentage and then there's going to be a a very 00:15:42.710 --> 00:15:46.370 smaller subset from what we understand that if 00:15:46.370 --> 00:15:48.549 for some reason the condition is not what they 00:15:48.549 --> 00:15:50.970 think it is or there's an eligibility issue, 00:15:51.190 --> 00:15:56.049 then it could be upgraded to a hybrid appraisal. 00:15:56.110 --> 00:15:59.490 And by the way, we are absolutely able to provide 00:15:59.490 --> 00:16:01.970 those to our clients as well. So they start with 00:16:01.970 --> 00:16:04.049 the value acceptance plus property data. For 00:16:04.049 --> 00:16:07.429 some reason, it needs to get flipped to a hybrid. 00:16:07.549 --> 00:16:11.370 We can simply go back and send that. data over 00:16:11.370 --> 00:16:13.870 to the local appraiser, finish up the hybrid, 00:16:14.110 --> 00:16:17.110 and get it back to the client. So we have a seamless 00:16:17.110 --> 00:16:21.669 operation there. We're good to go there. The 00:16:21.669 --> 00:16:23.710 clients also have the ability to go back and 00:16:23.710 --> 00:16:25.990 order a 1004, but at that point you would kind 00:16:25.990 --> 00:16:28.950 of be starting over. So I recommend that they 00:16:28.950 --> 00:16:32.019 go to a hybrid and we can facilitate that. very 00:16:32.019 --> 00:16:35.539 easily through the workflows that we have built 00:16:35.539 --> 00:16:38.120 out today. Yeah, since the inspection already 00:16:38.120 --> 00:16:41.759 took place for the PDR, and then that gets sent 00:16:41.759 --> 00:16:43.419 over to the appraiser for the hybrid desktop. 00:16:43.720 --> 00:16:47.100 That's right. And another good thing is our ops 00:16:47.100 --> 00:16:49.860 team, like... We've been in, we've actually been 00:16:49.860 --> 00:16:52.799 involved in some of the pilots that are, you 00:16:52.799 --> 00:16:54.759 know, not so secret anymore at the beginning. 00:16:54.860 --> 00:16:56.879 It was kind of top secret stuff. The Fannie and 00:16:56.879 --> 00:16:59.059 Freddie were doing pilots with hybrid appraisals 00:16:59.059 --> 00:17:01.799 and other things. And, you know, that was the, 00:17:01.820 --> 00:17:04.200 that's been the joke recently. I've heard Freddie 00:17:04.200 --> 00:17:06.119 talk about it, that, you know, it's not, not 00:17:06.119 --> 00:17:07.960 so much a secret anymore that that had been going 00:17:07.960 --> 00:17:10.200 on for a few years. And, and so Chad, myself 00:17:10.200 --> 00:17:12.880 and others involved in this process, we have 00:17:12.880 --> 00:17:17.490 been involved in those pilots in the past. this 00:17:17.490 --> 00:17:20.250 is new to us. We have done every piece. We've 00:17:20.250 --> 00:17:22.230 done the data collection. We've done the hybrid 00:17:22.230 --> 00:17:25.369 appraisals. And so this is kind of just kind 00:17:25.369 --> 00:17:27.710 of getting back to what we've done in the past. 00:17:27.910 --> 00:17:30.369 And so we're very excited about it. Like I said, 00:17:30.390 --> 00:17:32.990 I've been waiting for the first mortgage side 00:17:32.990 --> 00:17:36.150 to catch up. I think that we are going to end 00:17:36.150 --> 00:17:40.690 up down the road and not too far distance where 00:17:40.690 --> 00:17:43.509 we have this value acceptance. We have the value 00:17:43.509 --> 00:17:45.980 acceptance list property data. And then we have 00:17:45.980 --> 00:17:48.160 just like that hybrid appraisal that gets ordered, 00:17:48.319 --> 00:17:51.400 not as an upgrade, but sometimes we just need 00:17:51.400 --> 00:17:54.220 a hybrid. And then we'll have the 1004 as kind 00:17:54.220 --> 00:17:57.680 of the cleanup. So I kind of see that. And then 00:17:57.680 --> 00:18:00.000 we got the desktop that fits in somewhere. Although 00:18:00.000 --> 00:18:03.279 I think once hybrid comes in, that desktop may 00:18:03.279 --> 00:18:05.859 not be needed as much. But if there's already 00:18:05.859 --> 00:18:08.640 a floor plan out there, then obviously the desktop, 00:18:08.759 --> 00:18:12.299 that's no inspection. No inspections needed on 00:18:12.299 --> 00:18:15.359 that. So I think you're seeing really what. Again, 00:18:15.619 --> 00:18:18.059 the secondary, Martin, what home equity lenders 00:18:18.059 --> 00:18:20.099 and other folks have been doing for a long time, 00:18:20.119 --> 00:18:22.019 I think you're starting to see that full breadth 00:18:22.019 --> 00:18:26.140 of products, depending on your credit risk and, 00:18:26.200 --> 00:18:28.740 quite frankly, your collateral risk, right, as 00:18:28.740 --> 00:18:30.460 well. What do they already have in their data 00:18:30.460 --> 00:18:32.900 set? And then what makes sense to move forward 00:18:32.900 --> 00:18:35.099 from there? Yeah, I've seen a lot of this, a 00:18:35.099 --> 00:18:37.420 lot of movement, actually, in the private money 00:18:37.420 --> 00:18:39.759 sector, too, with these kind of products, right? 00:18:39.859 --> 00:18:42.059 And it's from the standpoint of speed and efficiency. 00:18:42.759 --> 00:18:45.220 whether it's a one or two value report, these 00:18:45.220 --> 00:18:47.920 have been pretty attractive over the last couple 00:18:47.920 --> 00:18:50.000 of weeks. So it's awesome that we have them to 00:18:50.000 --> 00:18:52.940 provide. Yeah, you're right. That's a huge market. 00:18:53.220 --> 00:18:57.000 Another area that that area and I've played in 00:18:57.000 --> 00:18:59.460 the REO space, the full space where we've built 00:18:59.460 --> 00:19:01.819 products, you know, just for those areas with 00:19:01.819 --> 00:19:05.740 special addendums, you know, obviously. Sometimes 00:19:05.740 --> 00:19:08.259 you need rent rolls, you need, sometimes you 00:19:08.259 --> 00:19:10.720 need current condition and the budget to, you 00:19:10.720 --> 00:19:13.160 know, what that's going to look like after they 00:19:13.160 --> 00:19:15.839 do those repairs. So you got the as is and as 00:19:15.839 --> 00:19:18.140 repaired with the budget. And so we put together 00:19:18.140 --> 00:19:21.480 all those different things. And so the nice thing 00:19:21.480 --> 00:19:24.059 about this is that we're not just saying, you 00:19:24.059 --> 00:19:26.440 know, we would just say that Mike is alternate 00:19:26.440 --> 00:19:28.839 evaluation, whatever, but we're saying chief 00:19:28.839 --> 00:19:30.819 innovation officer, because I get the sandbox 00:19:30.819 --> 00:19:33.890 that. we get to build these cool tools in right 00:19:33.890 --> 00:19:36.690 and so we've built a lot of stuff already and 00:19:36.690 --> 00:19:39.619 we've already got I've already got several products 00:19:39.619 --> 00:19:41.819 kind of in the hopper that we're working on as 00:19:41.819 --> 00:19:43.859 well, including draw inspections and some other 00:19:43.859 --> 00:19:46.440 things. So it's pretty exciting for our clients 00:19:46.440 --> 00:19:50.039 to bring a problem to us and for us to take the 00:19:50.039 --> 00:19:52.380 tools that we have and be able to help solve 00:19:52.380 --> 00:19:54.619 those problems. And that's really what is the 00:19:54.619 --> 00:19:57.140 most exciting part, I think, about this new division 00:19:57.140 --> 00:19:59.559 and the focus that we have. Yeah, I'd say so. 00:19:59.740 --> 00:20:02.160 It's pretty sweet. I mean, anybody can come to 00:20:02.160 --> 00:20:04.140 us basically and say, hey, this is what we're 00:20:04.140 --> 00:20:06.329 lending on. This is kind of what we have in mind. 00:20:06.369 --> 00:20:09.329 It kind of fits outside the standard box of what 00:20:09.329 --> 00:20:11.430 other lenders are doing. You know, can you provide 00:20:11.430 --> 00:20:14.210 this for us? And we say, yeah, we don't have 00:20:14.210 --> 00:20:16.049 exactly what you're looking for right now, but 00:20:16.049 --> 00:20:18.089 I'm pretty sure we can tweak and build something 00:20:18.089 --> 00:20:20.190 around it. Yeah, that's huge. That's huge for 00:20:20.190 --> 00:20:22.130 us because we haven't to date. I mean, we haven't 00:20:22.130 --> 00:20:24.849 been able to really bring that kind of customization 00:20:24.849 --> 00:20:27.210 to a lot of the different lenders we've been 00:20:27.210 --> 00:20:28.930 working with over the years. So to have that 00:20:28.930 --> 00:20:30.970 now, sure as what I've been with Nationwide for 00:20:30.970 --> 00:20:33.009 five plus years, you've been right around the 00:20:33.009 --> 00:20:36.279 same, right? I can't remember this one. Yeah, 00:20:36.299 --> 00:20:39.359 so it's been a long time coming. Like innovation 00:20:39.359 --> 00:20:43.400 in our business, like it needs to happen, you 00:20:43.400 --> 00:20:45.759 know, from inside out. So yeah, without having 00:20:45.759 --> 00:20:50.039 to outsource to, you know. Yeah, exactly. Having 00:20:50.039 --> 00:20:52.160 tons of different third -party vendors that are 00:20:52.160 --> 00:20:54.680 coming in, you know, be able to do it in -house, 00:20:54.839 --> 00:20:57.640 have our name stamped on it. It means a lot and 00:20:57.640 --> 00:21:00.920 it's huge. Yeah, it's been fun and we're just 00:21:00.920 --> 00:21:03.500 getting started. That's the exciting part about 00:21:03.500 --> 00:21:06.210 this. you know, I ask our clients just to keep 00:21:06.210 --> 00:21:08.809 bringing those problems to us because that's 00:21:08.809 --> 00:21:10.990 what, that's what I enjoy going is working through 00:21:10.990 --> 00:21:13.869 those. And obviously we have Chad who is great 00:21:13.869 --> 00:21:15.930 on the operation side. He is, you know, he's 00:21:15.930 --> 00:21:18.269 managed probably a couple million alternative 00:21:18.269 --> 00:21:21.089 valuation products through his career, which 00:21:21.089 --> 00:21:23.869 is just mind blowing. So there's not much he 00:21:23.869 --> 00:21:26.990 hasn't seen. So it was, it's pretty wild, but 00:21:26.990 --> 00:21:30.230 yeah, there's not really anything that us as 00:21:30.230 --> 00:21:34.630 internal folks or our external clients you know 00:21:34.630 --> 00:21:37.349 can bring to him that he hasn't already seen 00:21:37.349 --> 00:21:39.849 or dealt with right and so that's a that's a 00:21:39.849 --> 00:21:42.690 big advantage for us as well so so basically 00:21:43.259 --> 00:21:45.259 To round it out, you're saying it doesn't matter 00:21:45.259 --> 00:21:47.640 if you're a credit union, private money lender, 00:21:47.920 --> 00:21:51.240 bank with portfolio loans, first mortgage -based, 00:21:51.319 --> 00:21:54.259 selling secondary. If you're looking to do something 00:21:54.259 --> 00:21:57.740 outside the norm of a standard 1004, 1073, we 00:21:57.740 --> 00:21:59.759 have the products to help you get it done. And 00:21:59.759 --> 00:22:01.559 if we don't have that exact product, I'm pretty 00:22:01.559 --> 00:22:04.400 sure the guru can help put one together for us. 00:22:04.480 --> 00:22:08.039 Yes, that's exactly what we're saying. We are 00:22:08.039 --> 00:22:10.640 excited to be in this space. We have so many 00:22:10.640 --> 00:22:12.940 products out there today that are... helping 00:22:12.940 --> 00:22:17.000 our clients, you know, cut costs, be more efficient, 00:22:17.240 --> 00:22:20.119 decrease return times, all while, you know, still 00:22:20.119 --> 00:22:22.579 managing the risk, not increasing the risk. So 00:22:22.579 --> 00:22:25.299 we're very excited about that. And yes, like 00:22:25.299 --> 00:22:28.400 I said, I literally have, I think there's three 00:22:28.400 --> 00:22:30.160 different projects I'm working on right now that 00:22:30.160 --> 00:22:31.740 clients have brought something and said, this 00:22:31.740 --> 00:22:35.059 isn't working well for us today. You know, we're 00:22:35.059 --> 00:22:37.490 using traditional, we're using... somebody else 00:22:37.490 --> 00:22:39.869 to do this and this would be helpful. And we're 00:22:39.869 --> 00:22:42.109 working through those problems and figuring out 00:22:42.109 --> 00:22:44.670 a solution to those. And so that's what we're 00:22:44.670 --> 00:22:47.730 here for. So just ask that folks reach out to 00:22:47.730 --> 00:22:50.569 their account executive and get a hold of us. 00:22:50.650 --> 00:22:52.710 And we'd love to do a demo for folks if they 00:22:52.710 --> 00:22:54.549 want to see more about our products as well. 00:22:54.609 --> 00:22:56.869 That's where I spend a lot of my time. It's just 00:22:56.869 --> 00:22:59.349 educating our clients as a subject matter expert 00:22:59.349 --> 00:23:02.309 on these products, as well as let's not forget 00:23:02.309 --> 00:23:05.250 the regulations right around using evaluations 00:23:05.250 --> 00:23:08.829 and appraisals. And so I've got a long history 00:23:08.829 --> 00:23:12.869 of making sure that we fit within the box and 00:23:12.869 --> 00:23:14.869 the guidelines on those as well. I keep up with 00:23:14.869 --> 00:23:17.269 all the appraisal regulations, which is not something 00:23:17.269 --> 00:23:19.829 that's fun to do, but it's needed for our clients 00:23:19.829 --> 00:23:22.470 as well. Awesome. Yeah. And if any of you listeners 00:23:22.470 --> 00:23:25.410 out there, if you haven't been in contact with 00:23:25.410 --> 00:23:28.490 any of your reps or AEs, you can always reach 00:23:28.490 --> 00:23:32.410 out to sales at nationwideamc .com and that'll 00:23:32.410 --> 00:23:35.619 get rounded to the correct person. to Kirk's 00:23:35.619 --> 00:23:39.279 team or anybody else that can help get that conversation 00:23:39.279 --> 00:23:42.039 rolling and, you know, talk about demo or whatever 00:23:42.039 --> 00:23:44.220 kind of information you may need. All right, 00:23:44.240 --> 00:23:47.099 Swiercy, want to do some rapid rush requests? 00:23:47.519 --> 00:23:51.299 Ooh, rapid rush requests. Starting you off with 00:23:51.299 --> 00:23:54.799 our standard questions, Apple or iPhone or Android. 00:23:55.099 --> 00:23:59.279 I'm an Apple guy and we're an Apple family here, 00:23:59.480 --> 00:24:02.660 the entire family. And Charlie is still the odd 00:24:02.660 --> 00:24:06.250 man out. Steady out number here. I will tell 00:24:06.250 --> 00:24:08.789 you that our technology, our app that we utilize, 00:24:09.049 --> 00:24:11.470 we'll work on both. So Charlie, you could do 00:24:11.470 --> 00:24:14.569 some data collection for us. Perfect. Ooh, a 00:24:14.569 --> 00:24:16.589 little side hustle. With the proper training, 00:24:16.650 --> 00:24:19.890 sir. That's true. I'm not saying we would hire 00:24:19.890 --> 00:24:21.609 him. I'm just saying he has the equipment that 00:24:21.609 --> 00:24:24.109 would work. He'd be capable of doing it. All 00:24:24.109 --> 00:24:27.069 right. So Cincinnati, we got to talk about Skyline 00:24:27.069 --> 00:24:31.109 Chili. Oh. I love that place. I miss it. So tell 00:24:31.109 --> 00:24:33.779 me, are you a... Do you go three ways, four or 00:24:33.779 --> 00:24:38.740 five? Three way. Three way. And get this, a little 00:24:38.740 --> 00:24:42.720 bit of mustard in my three way now. My daughter 00:24:42.720 --> 00:24:46.779 actually works at Skyline right now through a 00:24:46.779 --> 00:24:50.819 college job. And she turned me on. Some of her 00:24:50.819 --> 00:24:52.940 customers were asking for mustard. And you get 00:24:52.940 --> 00:24:54.920 mustard on the Coney's, right? That's standard. 00:24:55.740 --> 00:24:57.420 But I never thought about it on the three -way, 00:24:57.480 --> 00:24:59.519 and it actually adds a whole other dimension. 00:24:59.619 --> 00:25:02.180 It's not much. It's just a little dab in the 00:25:02.180 --> 00:25:05.400 spaghetti. It just adds a whole other flavor 00:25:05.400 --> 00:25:08.579 profile. So I highly encourage you to try that. 00:25:09.019 --> 00:25:11.339 I'm going to do it. I'm going to do it. I've 00:25:11.339 --> 00:25:13.319 got to provide an outsider's perspective here. 00:25:13.740 --> 00:25:17.980 No, I've never had it. I've never had it. But, 00:25:18.119 --> 00:25:19.839 you know, like listening to sports radio and 00:25:19.839 --> 00:25:22.000 stuff here, every time the Chiefs still play 00:25:22.000 --> 00:25:25.960 the Bengals, Skyline Chili always comes up. And 00:25:25.960 --> 00:25:29.279 it's about 90 % of the people who have tried 00:25:29.279 --> 00:25:32.619 it to talk on the radio, they don't understand 00:25:32.619 --> 00:25:35.700 it. Yeah, if you're not from here, you don't 00:25:35.700 --> 00:25:37.380 get it. I mean, there's a lot of local foods 00:25:37.380 --> 00:25:40.559 like that, right? I'm sure you guys can think 00:25:40.559 --> 00:25:44.279 of others. But I find that they either love it 00:25:44.279 --> 00:25:46.079 or hate it. Most of them hate it if they're not 00:25:46.079 --> 00:25:49.420 from here. But the ones that it's not like, oh, 00:25:49.480 --> 00:25:51.099 it was okay. Usually they're like, man, that's 00:25:51.099 --> 00:25:54.400 really, really good. for somehow they have a 00:25:54.400 --> 00:25:56.779 taste for that but if you didn't grow up around 00:25:56.779 --> 00:25:58.839 here you're probably quite frankly not gonna 00:25:58.839 --> 00:26:02.019 not gonna like it it's a it's a different taste 00:26:02.019 --> 00:26:06.059 nobody from texas is ever gonna like um skyline 00:26:06.059 --> 00:26:08.799 chili i don't think because they think of chili 00:26:08.799 --> 00:26:10.720 it's something completely different to them when 00:26:10.720 --> 00:26:14.000 you say the word chili um and then most people 00:26:14.000 --> 00:26:15.940 are like you put it over spaghetti it just doesn't 00:26:15.940 --> 00:26:18.279 make sense right but that's kind of the same 00:26:18.279 --> 00:26:20.039 thing here then yeah when i think chili i think 00:26:20.039 --> 00:26:24.279 big thick hearty you know full of meat beans 00:26:24.279 --> 00:26:26.279 and all kinds of stuff like it's not it couldn't 00:26:26.279 --> 00:26:28.660 be used as a sauce really you know yeah that's 00:26:28.660 --> 00:26:32.500 funny no it's it's gonna this is a fight that's 00:26:32.500 --> 00:26:35.339 gonna just keep happening the i think the thing 00:26:35.339 --> 00:26:39.079 that people get most grossed out about when they 00:26:39.079 --> 00:26:41.059 hear that they're not trying to just hear someone 00:26:41.059 --> 00:26:43.519 describing it is when you mentioned that there's 00:26:43.519 --> 00:26:46.960 some cinnamon in the recipe, right? That's what 00:26:46.960 --> 00:26:49.240 I've heard is that cinnamon taste. Yeah, so it 00:26:49.240 --> 00:26:52.660 kind of weirds people out as well. It all goes 00:26:52.660 --> 00:26:56.119 together somehow. Oh, my gosh, it works, and 00:26:56.119 --> 00:27:01.059 it really is. All right, and last but not least, 00:27:01.299 --> 00:27:06.440 will the Cincinnati Reds finish at or above .500 00:27:06.440 --> 00:27:12.609 this season? No. We both share the pain on that 00:27:12.609 --> 00:27:17.890 one. The Royals are pathetic. You guys can come 00:27:17.890 --> 00:27:20.250 like my guardians if you want for the season. 00:27:21.390 --> 00:27:24.170 You can just have fun beating up on us, what, 00:27:24.269 --> 00:27:27.089 like 14, 15 times this year? How many times do 00:27:27.089 --> 00:27:29.849 you play interdivision? But you're welcome for 00:27:29.849 --> 00:27:32.690 those wins. We need them all. We need every one 00:27:32.690 --> 00:27:35.410 of them. Appreciate it. Very helpful. Appreciate 00:27:35.410 --> 00:27:38.299 it, guys. Thanks, Michael. How about that, Mike 00:27:38.299 --> 00:27:42.519 Kirk? So much information. Oh, man, he's got 00:27:42.519 --> 00:27:45.140 just – I know he's got so much more he wants 00:27:45.140 --> 00:27:48.079 to talk about. No, it was good. But it was great, 00:27:48.160 --> 00:27:51.019 yeah. It was a lot of good information. And I 00:27:51.019 --> 00:27:54.039 hope everybody listening got to enjoy that and 00:27:54.039 --> 00:27:57.619 learned a little bit and is aware that we got 00:27:57.619 --> 00:28:01.079 it. We're ready. Nationwide. Whatever you need. 00:28:01.440 --> 00:28:04.740 We're right beside you. Right beside you. Oh, 00:28:04.859 --> 00:28:07.759 we need a banner. It's back for season two. It's 00:28:07.759 --> 00:28:13.640 back. So make sure to go like, subscribe on all 00:28:13.640 --> 00:28:16.440 of our social media channels per use. Really 00:28:16.440 --> 00:28:18.759 appreciate all the listeners out there. And if 00:28:18.759 --> 00:28:20.900 you do need some more information on the alternate 00:28:20.900 --> 00:28:26.299 evaluations, reach out to your AE rep or you 00:28:26.299 --> 00:28:32.559 can email us at sales, all of us, sales at nationwideamc 00:28:32.559 --> 00:28:36.730 .com. Value accepted. Peace.