How to Be a Successful Producer

In 2014 when we bought Hendricks and Partners, which was our first foray into investment sales, before that, Burkadia had just been mortgage banking and servicing. We had out of the top 10 producers that we had there, we let five of them go. And it wasn't because of their production. It was because they simply were not interested in nor capable of doing the kind of collaborative teamwork oriented approach to clients and to the business that we were. Those are strategy, our vision and our strategy. So you're absolutely right that some level, it's not the same.