September 12, 2024 • 36 mins
Ever wondered how military discipline translates to success in real estate? Join us as we sit down with Edward Jay, an Air Force veteran who now serves as the Director of the Commercial Division at Solid Rock Realtors. Edward's journey is a testament to the power of servant leadership and a customer-first approach. Hear about his dedication to educating clients on the ins and outs of both residential and commercial real estate. From fostering generational wealth to ensuring clients make confident real estate decisions, Edward's story is both inspiring and instructive.
Finding the perfect home is more than just a checklist of features; it's about envisioning a future filled with cherished memories. In our conversation, we delve into the emotional nuances of home buying, discussing the balance between tangible attributes and the intangible feelings that make a house a home. Edward shares his experiences on building genuine relationships with clients from all financial backgrounds and the importance of cautious communication, especially in a world where surveillance is everywhere. Listen as we explore how shared experiences, like military service, can deepen the client-realtor connection, making the home-buying journey more personal and fulfilling.
The real estate market has seen its ups and downs, and Edward has navigated it all with resilience and preparation. From the boom starting in 2018 to the challenges posed by COVID-19, his insights are invaluable for anyone considering a career in real estate. We discuss the necessity of having a solid game plan, the importance of financial safeguards, and the benefits of learning from seasoned professionals. Plus, you'll hear the inspiring story of a former combative tactics instructor who transitioned to real estate, bringing his disciplined mindset to a new field. Edward's wisdom and experiences offer a roadmap for success, no matter where your career path may lead.
Edward Jay - 918-232-2389 - ejayproperties@gmail.com
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Dr DeWayne Baugus (00:07):
Thank you for joining us on Balancing Life
and Medicine.
I'm Dr Dwayne Baugus and myguest today is Edward Jay from
Solid Rock Rent Realtors.
I'll get it out eventually.
Edward Jay (00:16):
Eventually.
Yeah, you know what it is.
Dr DeWayne Baugus (00:17):
I'll warm up to it.
So we're going to be divinginto Ed's life and how he got
into real estate, how he'saffecting the community around
him and how he's made an impacton my life as well as many
others that I network withbusiness owners, just educating
the community in what'srealistic as far as real estate,
what's realistic as far asmaybe moving a business or
(00:41):
changing office spaces.
Ed has so many answers and Iwant to dive into it with him,
so thank you for joining metoday.
Edward Jay (00:48):
No pressure, by the way.
No, thank you for that.
Dr DeWayne Baugus (00:50):
Yeah Well, let's get into it You're an Air
Force veteran, Correct?
So I just wanted to get thatout there being an Army veteran.
We're just going to start offno gloves or anything, it'll be
fine.
How long have we known eachother, ed?
It's been because we started anetworking group class together.
Edward Jay (01:08):
Yes, 2018, 17?
I think so.
Yeah, it's been a while.
Yeah, that's about right About18, about around 18.
Yeah, that was.
You know both of us.
You know you with your businessand me coming in as you know,
in real estate, learning thataspect now being the director of
the commercial division forSolid Rock.
It's blossomed, it's grown,it's been what we call the real
(01:34):
estate roller coaster.
There's ups and downs andyou're going sideways and you've
got that plateau and then itdrops again.
I think over time youunderstand the community better
as you learn real estate.
My my, with my background, I'vealways been a fan of you know
(01:54):
the customer first.
You know servant leadershipwith the military.
You know understanding thoserelationships are critical.
You know they're very important.
Whether it's you know militarywise, you know you're gathering
information.
You're you know out with thepublic or you're working with
team members.
You know, or you're in realestate.
We're trying to help.
That's the best thing to do isjust, I'm trying to help
(02:16):
somebody, whether it's aresidential property, specific
asset, it's a you know land, itcould be a commercial building
I'm helping them to betterthemselves, have a better life
with a new home.
Maybe they've got land they'renot using and let's take that
asset, liquidate it and increaseyour portfolio, increase maybe
(02:39):
an investment property for youand your family so you have some
residual income Explaining thefact that you can retire using
real estate.
And that's one of the things Iexplain to my clients and teach
to some of my clients if that'ssomething they want to do
towards generational wealth.
So that's one of the big things.
I love to do that, because it'snot just about finding the
(03:00):
right property but over time, tohave somebody say you know what
, I can actually quit my job orretire early because of the
income that's coming in from myproperties.
Dr DeWayne Baugus (03:10):
So that's, that's the amazing part about
getting to know you is, I was soafraid to ever own a home
before I met you, but becauseit's, it's a massive.
It's a massive thing to stepinto if you've never done it
before.
So if you don't know the checksand balances, if you don't know
the dangers, because that's a,that's a.
That's a place where a lot ofpeople make huge mistakes and
(03:31):
they're paying for them for therest of their life and they're
burned and they think, well, I'mnever going to do that again,
I'm just going to rent or I'mgoing to get into an apartment.
But what they're?
Long-term investment, thatgenerational wealth that you can
if you set it up right.
Edward Jay (03:44):
Correct.
That's the big thing.
Dr DeWayne Baugus (03:50):
Yeah, and that's where we need you,
because we just don't know.
We don't go into our careersand specialize in whatever we
may specialize in and then justknow real estate and how the
market's doing, how it'sprojected to look what we can
use along the way of buildingthat generational wealth.
There's so many tools that wedon't know about.
Edward Jay (04:06):
Correct.
Dr DeWayne Baugus (04:07):
And I know, like, as far as our business
here, we visited you a couple oftimes in the past as we were
looking for maybe we want toupgrade or go to a better.
So, in other words, it's notjust a home, it was business
locations.
It's how to expand, how to joinother businesses, how to
benefit not just yourself butthose around you, because there
(04:27):
is a big picture of wealth thatcomes with groups and with
benefiting who your neighbor iswith, and you bring a lot of
that safety that I feltconfident when my wife and I
were looking for a home.
When my wife and I were lookingfor a home, of course we had
this vast, like we went, allthese things and poor Ed was
(04:57):
like all right, well, if youwant to commute from Arkansas,
where are you willing to?
You know, because we're inTulsa, mogi.
I mean, there's so manydifferent areas, places I had
never heard of and you're likewe can go look at houses.
So many different areas, placesI had never heard of and you're
like we can go look at houses.
And your patience with us wasamazing because I think we went
to some areas that as soon as weseen it from a distance you
already knew this that my wifewas like, yeah, no.
And you're like, good, we canstart crossing these things off
(05:18):
our list.
But you also played mediator,Like the frustration that a
husband and wife can have inlooking for a home.
I like this, but I don't likethis.
We can make this work.
Do you have any idea whatyou're talking about?
All these kinds of things thatstart to build your mindset.
You have an MBA, right, Correct, but there's a lot of
(05:42):
psychology that comes from theyears of military service, that
experience that you roll up andunderstanding how a family
dynamic works and where breakingpoints are and where people
lose their mind.
As far as I want to get allthis real estate now and you're
like, let's set up a plan, Right.
Edward Jay (06:01):
And to your point, the planning prior to looking is
critical, because if we justwant to go look at stuff you
know and then it happens, youknow we I'll know it when I see
it.
I get that a lot it's okay itis.
But you know, and that's fine,because if, if you're, if we're
going to go that route, okay,I'm going to show you this
property and then maybe anotherone that's totally opposite,
(06:23):
twice as much more land, ormaybe something that's just a
residential lot.
So now we try to gauge fromboth ends.
And now we're coming to thecenter somewhere, center left,
center right, whatever it is,from one house to the other.
So it takes more time.
But if we don't know, and aftertalking to you and your wife,
(06:44):
to figure out what you want todo, you know a good example.
We went to, I think we went toMounds at one point, mounds or
Beggs, beggs To Beggs, yeah, andwent all the way out there and
I was like it's a drive, youknow, I know it's a drive, but I
need you guys to know it's adrive.
So we went, we walked, theproperty had a nice land,
(07:06):
everything was, you know, decent, and then at the end of the day
, can you do this every day,right, is this commute going to
be worth it and sleep on it?
We don't make rash decisions,you know, I don't ask you.
Hey, let's put in an offertoday, because that never works.
Think about it.
Let me get back to me.
You know you guys have a sidebar.
You guys talk about it.
(07:26):
Then bring me into theconversation.
Pros and cons, I'll mediate.
You know I'll have to separateyou two.
You know I'll sit in the middle.
You guys sit on the ends of thecouch and we'll hash it out,
you know, like a tea table.
You know pros and cons and thenat that point we decided no,
that's not it, you know.
And we move on to the next one.
And then to meet you at yourapartment, you know it's like,
yeah, you're gonna need morefurniture.
That was one of the biggest.
Dr DeWayne Baugus (07:47):
There was a whole lot more investment going
on, right it's not just aboutthe house too.
Edward Jay (07:50):
You have to fill up the rooms.
But when we found the righthome, one of the things and I
and I talked to a lot of myclients like this, and it's
rather it's residential,commercial, it doesn't matter
when you walk into that property, in that building, that house,
the home can.
If it's a home, can you seeyourself here during the
holidays?
You know, can you picture theChristmas tree here?
(08:12):
Can you picture Thanksgivingover here?
Is there an Easter egg hunt inthe backyard, family reunions?
Can you set it?
You know, is there?
Do you see a future in this home?
You know, yes, it's a beautifulhome.
Yes, it's brand new flooring.
You know the roof's been redone, all the new fixtures.
But is it your home?
You know, that's the other keypart of it.
You know there's plenty ofbeautiful houses out there, but
(08:33):
which one is yours?
Right, and that's kind of the.
It's the psychological aspectof future ownership, not just I
like it, let's buy it, becausethat's way too quick and buyer's
remorse can set in fairlyquickly, and then I'm gonna get
a phone call right, so I want tomake sure we're good.
It's not on my timeline, it'syours, so we want to make sure
that everything on, though, withall those aspects and
(08:55):
attributes in play, if it checksall those boxes, give it
another day.
We're good, let's make an offer.
Dr DeWayne Baugus (09:01):
Sleep on it yeah, yes, I remember just just
a side note.
I don't know if it was the placein Beggs.
I think it was like Winchesteror somewhere south it was.
Was it Peoria Way down?
I didn't even know that.
The street names were out there.
It was in the middle of thecountryside and we were talking
and you were discussing this.
I think it was a few acres.
My wife and I were talking overit really nice.
(09:23):
And we start to talk and thisis where ed's like intel comes
into play in military servicebecause he's like be real
careful what you say.
You're being videoed andlistened to camera in the corner
and I was like what?
there was cameras all over theplace in.
(09:44):
In other words, you had ourback and you're like don't say
anything out loud because theseindividuals are going to do
things based on thisconversation.
Just a funny side, I was like,wow, it happens.
Edward Jay (09:56):
It happens More so now, covid, post-covid, you know
, and as realtors, we do kind ofprep our clients prior to going
into a property.
You know, if you, if you cause,I've seen there's cameras, I've
seen them in plants, I've seenthem in the vents, this is
common.
I don't know if it's common,I've just I've seen it.
(10:18):
I mean not in every household,but you know there are.
It happens.
I mean it's just, it's just howit is.
You know, people protect theirproperty, especially when
they're still living there.
You know they just, you knowthey want to protect their
assets.
You know, and I don't blamethem, you know I would too, but
you know we want to make surethat it's our best face forward
assess the property.
You know, we we take our notesand we discuss it off property
(10:40):
because we want to make surethat we get into that moment.
You know, oh, that's, it's anawesome pool and oh, I love the
floors.
Or you know why is that wallthere?
You know why there's just socrowded in here.
It's, it's a galley kitchen.
I don't want to get us.
You know I hate the colors.
You know, and you'reverbalizing that in the home.
You know it could have anadverse effect on on any offer,
(11:00):
even if we made an offer so yeah, because they're.
Dr DeWayne Baugus (11:02):
they're saying I'm not going to sell my
house, they're going to ripeverything out.
I've spent years putting thistogether.
Edward Jay (11:07):
Why would I?
Dr DeWayne Baugus (11:08):
Yeah, so well .
There's another part that Iwant to dig into with you,
because it's your ability tostay at the basics.
Like, what is your strategy asfar as staying humble and
working with families?
Maybe that don't have a bigincome compared to those who do?
(11:30):
You're still, ed Right.
You don't put on a differentface.
There's not a facade.
It's you being the sameconsistent individual every day
in a world that's got a lot ofmoney involved and that can
persuade a lot of people tochange their attitudes or how
they feel, or maybe if they feellike they're empowered.
Edward Jay (11:56):
Or entitled, entitled, that's or entitled,
that's one and that's.
You know I take everyopportunity as it comes.
There's no cookie cutterdefining strategy, right?
There's no default statementlike with you and Ildi.
Well, first of all, you knowwe're we're veterans, so we had
(12:17):
that connection right.
So, and that that started thebasis, the ground, the ground
rules you know, of ourrelationship for being a client.
Then we became friends shortlyafter, Right, and that happens
with any client.
It's not a matter of you know,I'm the realtor, I know what's
best.
I'm going to show you what Ithink you need to have.
That doesn't work.
It never works Because it's allrelationship-based.
(12:38):
You know, it's whether you know,like I said, you know I've got
an MBA, lean Six Sigmacertification.
I've had business development20 years.
I've got all this stuff in theback of my head, right, but I
don't.
It's just all this other stuff,but I don't bring that to the
(12:59):
front.
You know that's in the back.
So, as I'm absorbing theinformation, I'm asking the
right questions, I'm listeningto understand better what your
needs are, or wants, wants andneeds.
You know, sometimes they're thesame, sometimes they're way
different and we got to adjust.
But when I hear that, then allthese other screens are being
(13:20):
filled in in the back of my head, going okay, these are boxes
that are being checked off, andmaybe there's some boxes that
they didn't even realize neededto be checked off.
So then I bring those questionsup to the front.
Oh, I didn't think about that.
Oh, it's a good question.
Oh, we didn't know.
So, thank you, because nowyou're giving me information,
(13:43):
computing it back here with allthe screens, and now I'm
responding with the answers, ormaybe more questions, and
everybody's going to bedifferent.
I have clients that areanalytically minded, more of the
marketing aspect.
They want to hurry up and makea quick decision.
Let's go, it's fun, it's youknow, I want something that's
you know it's a short termpurchase, right?
(14:03):
So we look at the best way topurchase a home and then maybe
later sell that property andmaybe goes into a 1031 exchange
because it's not their primaryresidence.
And now we're building abusiness for themselves, a
portfolio, or it's their home,their primary, can you?
And then we go back to thatsame thing.
Can you see yourself livinghere?
What about kids, pets, thingsof that nature, excuse me, so we
(14:27):
?
There's so many otherconversations I have based on
the client.
I'm not changing, I'm justadjusting to the conversation
with my client and having thatbackground and experience you
know, living in other countries,talking to other individuals
having different businessexperiences, the education
aspect, all of this stuff helpsme to change direction of the
(14:50):
conversation, based on theindividual and the family that
I'm working with.
Dr DeWayne Baugus (14:54):
So that you just unpacked a whole lot that
I'll probably be digesting for aweek or two, but you can play
this back later at home I'mgoing to kind of study and take
notes.
With all that being said, I meanyou're, you've got to see.
Since I've met you, 2018 salesstarted skyrocketing.
Things were going off thecharts as far as people buying.
(15:15):
Obviously, they had to beselling for people to be buying.
And then we hit COVID and thoseyears really got weird for the
buying and sales, and now we'regetting into a new era.
Through that process, you'vestayed busy, you've stayed
(15:36):
steady, you've thrown your hatin multiple different arenas.
With all that being said, I'veseen a lot of realtors come and
go, like the young ones.
There was a part of theingredient that they were
bringing that just wasn't makingit work, and that's your time
tested is what I'm trying to say.
That's your time tested is whatI'm trying to say, and if
there's anything that you couldsay to a young realtor as far as
(15:58):
the basics.
I mean, because you've probablytrained, you've tried to help
others succeed.
You're not just, you're ateacher too.
You're always teaching and justwatching realtors struggle.
I mean I got patients that theytook themselves out of that
world.
They're like I just I'm goingto go back, I can't you know,
and they find something they'recomfortable with less
(16:20):
interaction with people orwhatever the case may be,
because you really have to lovepeople.
Edward Jay (16:25):
It's a relationship business you need to love to
work with people.
Dr DeWayne Baugus (16:28):
So what kind of advice would you give a young
realtor?
I mean, is there any kind ofadvice or is it just jump in
there and we'll see if you?
Edward Jay (16:35):
No no.
Dr DeWayne Baugus (16:36):
Yeah, please don't do that.
Edward Jay (16:38):
You know it's the perspective of the potential
realtor, right.
What do they see?
Is it they see their friendsbeing successful?
Are they watching a TV show,you know, that shows the
(17:02):
lifestyles of a realtor that'smaking millions of dollars and
they're selling multi-milliondollar homes, and they're you
know?
Or are they looking at itbecause family members are
involved and they see that?
You know they see the winsright.
Somebody you know oh, my unclejust sold a half million dollar
home and he's doing really well.
Well, what happened before thathouse?
You know what happened betweenthat house and the next house?
How many deals did not happen?
A lot of people don't talk aboutthe roller coaster, the
downturn, and maybe it's a prideconcern.
(17:24):
I don't want to tell people I'mdoing poorly.
I've had my downtime, we allhave.
But what do you do to get outof that?
Do you keep pressing forward?
We talk about seasonal changes.
Most businesses have aboutseasonal changes.
Most businesses have a seasonalchange In real estate.
We figure there's a slight drop.
I think it's between Novemberand February and it could be 5%,
(17:46):
7%, somewhere in there.
It's not a big drop, but youdon't want to make it bigger
than it really is.
You lose a couple of clients oh, it's the market.
Well, some of that stuff isaffecting what you do, but don't
let it affect how you do yourjob.
You know so.
New agents that come in dependson what time of the.
You know what time of the yearthey come in.
They could come in and, and youknow, right out the gate.
(18:08):
You know they put the house onthe market on Thursday.
They're having to do a littlebit more.
They're having to explain alittle bit better, market the
property a little bit more.
And if they don't have thattraining ahead of time, it's
almost a detriment to theircareer because they don't know
(18:31):
how to promote themselves.
And if I back up a little bitmore, when they, even before
they get their license, is tohave a three to five year game
plan, okay, not just jump in andsay I'm gonna make this work,
I'm going to run with it, I'm,you know I'm aggressive, I'm
going to do no think of you knowit's, and then it's good, don't
(18:51):
get me wrong.
You should have that, you knowthat aggressiveness and be
positive about it.
But have a little bit ofsafeguard in the background.
Maybe some financials, you know.
Hold some money back.
Save some money for those slowtimes when you're starting.
Maybe get on a team.
You know if you don't have thatbacking, that following, what we
call.
You know your circle ofinfluence.
(19:12):
You know and you don't have abig following get on those teams
and learn some of that.
You know co-list with somebody,shadow somebody with a listing.
You know how are you marketingyourself.
Look at people their Facebookads, social media ads, their
postings and see what works forother people.
You know you're not trying toreinvent the wheel.
You know you just want to addyour own spokes to the wheel and
(19:34):
make that your own.
But learn from those otherpeople, because you've heard
this in the past to besuccessful, you hang around
successful people.
But prepare yourself for that.
Don't just jump in and say,okay, somebody here is going to
teach me how to be the bestrealtor ever, well, maybe, but
until then, be prepared, becausethat messes with your psyche so
(19:54):
bad it's a psychological game.
Dr DeWayne Baugus (19:56):
It is.
Edward Jay (19:56):
And if you don't, and if you're not prepared for
those downturns, those hardtimes, as it were, it affects
your job.
You could be on the phone andthey can feel the negativity,
they can feel the desperation ofyou wanting to help them.
Dr DeWayne Baugus (20:11):
You've taught classes on that Smile when
you're talking to your clientsor your customers or patients.
I did you remember that?
Edward Jay (20:17):
Oh yeah, Because I thought.
Dr DeWayne Baugus (20:18):
They can hear you smile.
Edward Jay (20:18):
Yeah, and that's what I was teaching.
I said you have to have thatpositive attitude.
You could have had a terribleday it's Thursday and Monday
through Wednesday was justterrible, right but you need to
be smiling on that phone becausethey can hear you smile.
You know that was a cycle.
That's just one very small partof the psychological aspect of
being that realtor for somebodyyou know.
(20:40):
And when you say that you know,just like you know, your face
lit up going.
Yeah, I remember that.
Well, now that we're smilingabout it, your tone changes,
your attitude changes and theycan hear that, they can feel
that over the phone.
So, and that's just one aspectof it, it's not like I haven't
cold called in years, but forthose that are starting, that's
(21:00):
one of the things.
It's something very simple.
But to teach that you have tobe accepting the way somebody's
teaching you.
Don't say, oh no, I'm going todo it this way because my uncle
did it or my brother's doing it.
Okay, well, that's their way ofdoing things.
Dr DeWayne Baugus (21:22):
Your personality may not be the same.
Well, it's interesting that yousay that, because, as we do see
those individuals that they doa certain thing or they've got
their way of succeeding, itseems like there's always a
common denominator there's ananswer for the bad times,
there's an answer when this is ano, but we have a yes here,
here, here, or this is not theend of the road.
(21:42):
I know this is what you had onyour heart and mind.
What if there was somethingeven better?
Or what if?
What if?
Correct?
And I know that's the same wayI handle patients in the clinic.
My wife, she's like I don't knowif this patient was happy when
they left, I don't know, becausepatients come in and they're
angry because they haven't sleptin days.
They're in pain, so they'regrouchy, and that's part of this
(22:06):
world.
You probably see more.
I don't know what you seedesperation or just this drive.
People need to get a home orthey need to get a business move
, whatever the case is.
But my wife is always like willyou call?
Because I don't know what theywere feeling when they left and
I'm afraid of the response.
I'm like what do you think I'mhurting people back here?
I mean.
So when I pick up that phoneand I call them, I hear your
(22:32):
words and I immediately, as thephone's ringing, I start to
smile.
As the phone's ringing, I startto smile because I know that
that individual, in some way,shape or form, is going to be
pleased by the end of theconversation.
I want them to be happy and Iwant them to have an answer and
a direction to go in, and Ithink that's in all aspects.
Edward Jay (22:51):
It is.
Dr DeWayne Baugus (22:52):
And before you pick the phone up, have an
answer but also have a smile.
Right, have an answer but alsohave a smile.
And the psychological game.
I know that's in just aboutevery industry where you've got
seasons, you've got lows, you'regetting started, you think you
know everything, just to findout that you're on the ground
(23:12):
looking up I mean you'reface-planted.
So with that in mind theexpectations to be a realtor, to
be successful in a communitythere is a lot there to set your
mind up before you ever step inthe ring.
Edward Jay (23:28):
And to prepare yourself.
Yeah, and to that point I jokeabout it at the office.
If I'm having a bad day, mydoor is closed.
Maybe he's on a conference call, maybe he's on a Zoom call.
I'm probably under my deskcrying, and it happens every now
and then.
I obviously don't say that toeverybody, of course, now that
everybody's going to see this,if you see me under my desk.
(23:49):
I'm just looking for my glasses.
I'm not crying, but I jokeabout that because it's
stressful.
It's a stressful industry.
New they're they're it'sstressful.
You know it's a it's astressful industry and you know
new regulations that have comeup.
We need to make adjustments forthat as well.
So you know new agents comingin.
They'll never understand thattransition period.
(24:10):
They're just going to learnwhat's new now.
What's there?
What's there Correct?
So you know, I in in in anyfield.
You know whether it's.
You know in real estate and, ofcourse, I was in the RV
business, I was a broadbandengineer, I was in.
You know different things.
It's all about consistency,right.
Consistency with what you do,how you promote your business,
how you treat your customers,how you treat your clients,
potential clients, investors.
(24:31):
For me, you know, or you knowwhatever it may be, but there's
a consistency in what you do tobe successful.
If you're not, you're all overthe place.
You know I could treat you acertain way, I could treat
somebody else a certain way andit could be totally different.
And we could talk, and thenyou're like well, ed didn't act
that way, ed didn't tell me this, ed didn't Ed, ed, ed, you know
, and there goes the fingerpointing Well, you know, if I'm
Ed really is.
And I think that's criticalbecause not only is it
(25:02):
consistent in how you treat yourclients, but in how your daily
operations, you know standardoperating procedures, right For
all of us that you know havegone through this, that terror
you know brainwashing.
Yes, you know every day, like mycalendars.
You know, monday I have certainthings.
Tuesday, every day there'scertain things at certain times
that I get reminders on 15, 30minutes prior to set up to do
(25:24):
something.
You know whether it's with aclient, social media meetings,
zoom calls, whatever it is, mycalendars are full.
So you know, I try to separatechange the hats right.
I go from here, you know we'reon a podcast, and from here I'm
going to go talk to a client,I'm doing doc review, I'm going
to go walk a property for aclient, I'm on a zoom call for
(25:45):
training or something you know.
So those, those are differenthats but as we progress in our
careers, we prepare ourselvesfor those, those, those times,
those differences, and haveprior experience to become
successful.
Wisdom, wisdom, wisdom andbeing consistent in that.
For me that's the biggest wordconsistency.
Whatever we're doing, beconsistent about it.
(26:05):
If it's wrong, change it andthen be consistent.
When it's positive, figure itout and that's, over time,
that's experience.
Dr DeWayne Baugus (26:15):
Now I want to dive back into a little bit of
Ed's history.
Edward Jay (26:18):
Sure, it's scary.
Sure, it's scary, I know it'sspooky.
Dr DeWayne Baugus (26:23):
I got to see a picture of you training a
little bitty girl Because you'vebeen in the ring before.
You're not talking aboutpsychological, just preparedness
.
Edward Jay (26:35):
The physical beating yeah.
Dr DeWayne Baugus (26:36):
Yeah, the physical part of it.
But I see this picture andyou're like she has a tiny
little thing.
I remember you saying thatlittle girl was vicious, Like
she would take out anybody.
Edward Jay (26:44):
Oh my gosh.
Yes, A sweetheart she was.
She was awesome.
Dr DeWayne Baugus (26:47):
So you've done like um the personal
training.
As far as the discipline, yes,and that's a big deal.
Edward Jay (26:53):
That comes into play a lot with what you do it does
I mean I'm not beating up myclients, but the mentality, that
mental strength.
You're verbally getting beatdown, you're mentally tired, you
get up and you brush yourselfoff.
Dr DeWayne Baugus (27:15):
Hopefully I was clear enough.
Edward Jay (27:17):
He doesn't beat my best students I was doing.
You know I was a combativetactics instructor for a long
time and I fought 10 years.
You know, off and on.
You know K-1, before it waspopular.
You know I fought overseas andyou know had to, you know, not
get too hurt because you knowyou're government property and
if you hurt yourself then youget in trouble.
So you know, bruises and beatup and busted lips, stuff like
(27:47):
that was a normal thing.
But you know, coming back tothe States was, you know, I had
this.
It was like a big bully program,like how to defend yourself
with these kids, and she was oneof maybe a couple of girls that
were in the class and she wasamazing, she, she, I mean, she
had her stance and she wasaggressive and she just, you
know, and she would hit the bagsand she'd throw knees and she'd
grab and she'd hit and I had iton Facebook for a while, I'd
posted it and it was years ago,okay.
So just everybody knows thiswas a long time ago.
I'm 53 now and that's allthat's.
(28:09):
You know my body hurts, right,too many surgeries and
everything else, and so it's allgood memory.
Whatever I have left, you know,whatever memories left there,
she was amazing.
She was very technical trained.
You know, if she would havestuck with it, they'd move, they
.
I think they moved to Houston.
You know her dad was in oil andgas and, uh, if they, if she
would have stayed another year,I would have actually had her
(28:31):
training some of the kids toshow that it's not just the boys
doing this.
This girl was she's going toteach these other boys how to do
this.
How old was she?
Do you remember?
I think she was like six, maybe.
Dr DeWayne Baugus (28:42):
Five or six.
Edward Jay (28:42):
I think you mentioned six at the time.
Wow, cool, she was a coollittle kid and it's funny.
Her older sister was there andshe did some of the calisthenics
stuff.
She really she got into some ofthe boxing stuff Nothing major
more for calisthenics kind ofthing and then I noticed her
little sister quit showing up.
I was like where's she at?
She's like she started likingboys.
(29:03):
So she didn't want to break hernails, she didn't want to get
missed, oh goodness.
Well, apparently, and her dad.
It's like one of my beststories with the kids.
Her dad calls me and said look,I just want to thank, because
they were moving right.
He said I want to thank you forteaching my daughter how to
defend herself and take care ofherself.
He says I'm going to go pick,I'm on my way to the school to
(29:23):
go pick her up.
She's getting suspended.
I was like what, what happened?
Well, I did.
I teach them, you know, todefend themselves, but
respectfully, you know likedon't just start swinging right.
(29:44):
Well, I guess she was with someof her friends and this little
boy had snuck up behind her andpulled her hair and she, you
know, did this.
She looked back, she stoppeddoing that and she wouldn't talk
to her friends.
And I guess him and his buddiesyou know, they just laugh, you
know and he pulled her hairagain.
She stopped doing that and andshe, he didn't stop.
So she just turned around, ithit him once and dropped him
crying on the floor and she'slike in her stance waiting for
him to get up.
So, oh my gosh, this is.
(30:04):
I'm so glad you brought this upbecause it's funny.
So she, uh, she goes to the umprincipal's office and her dad's
telling me he's laughing on thephone while he's telling me
this and he, so he's on, like Isaid he's on his way to go pick
her up and she's this is himtelling me this.
The principal's calling him,saying what's going on?
Well, she's in the office withthe principal and he said, well,
(30:26):
yeah, she was in a littlealtercation on the playground,
everything, nobody's really hurt, she's fine.
And he said he can hear her inthe background going dad, it was
the three strike rule, dad, itwas the three strike rule.
Dad, it was the three strikerule.
And I'm laughing, I'm like, ohmy gosh, really, she's like.
He's like, yeah, she gave himplenty of options to leave her
alone and that was the threestrike rule and she popped him
(30:50):
and I was like I'm so proud ofher and he's like me too.
So you know, I mean, I mean thekid wasn't hurt, it was just.
You know, it was anembarrassing thing for this kid
but because it was a physicalaltercation, they both got in
trouble.
He instigated, she finished, hetook her to Brahms, I think, to
go get ice cream.
You know something like that,and this has been so long ago.
(31:12):
I would love to know whereshe's at right now.
You know whoever, wherevershe's at, you know, but it was
just, it was one of those thingswhere the training that you
know, and adults too, you know,I talk to adults as well, but
just that, to hear that, that,that some of the training paid
off, you know it wasn't a bigdeal, Like it was a lot.
It wasn't a life or deathsituation, but it was something
(31:34):
that somebody retained to defendthemselves.
In that aspect of you know, Igave you plenty of options, a
three-strike rule, and now I'min the principal's office, right
.
So but yeah, so I, you know, butthat mentality for me to bring
that to the table for my clients, you know, not that I'm saying
I'm going to defend my clients.
You know, when we go to an openhouse, you know, stay out, I'm
(31:56):
going to go clear the rooms.
You know, no, it's not likethat open house.
You know, stay out, I'm goingto go clear the rooms.
You know, no, it's not likethat.
But having that mentality ofprotecting my clients, you know,
it's not.
I wouldn't say it's a fiduciaryresponsibility, but just for me
personally.
You know I take that personal.
You know, let me, I'mprotecting my client, I'm
protecting their assets, I'mprotecting their financial
wellbeing, their futures.
(32:17):
You know, with their properties, whether it's a portfolio,
their main property, it's acommercial building, whatever it
is, you know it's personal, forme it's personal.
Dr DeWayne Baugus (32:27):
And it shows because you're successful.
Thank you, yeah, it's just,it's been a pleasure.
Thank you for sharing all thatbecause there's a lot to unpack
there, because there's a lot tounpack there and I just have all
kinds of memories of the houseshowing that you did with the
house that we ended up buying.
I remember there was a realtorthere and she was about to show,
(32:48):
and I think you said somethingabout did the ghost leave in the
back?
Edward Jay (32:52):
The poor realtor was like I did.
Yeah.
There was a whole things gotweird for a second, I knew her,
I found out that we had worked acouple of deals together.
I said, I said, yeah, I thinkthe place is haunted, and I kind
of looked out there she justkind of shook her head, you know
.
But we, and that's how you know, a lot of us in the, in the
(33:15):
real estate community, you knowthey always say I mean, yeah,
there's a lot, but how many outthere can really take care of
their clients?
And then you go into thecommercial world, that's that
circle's even smaller.
So you know, and I do both, andso there's there's, there's not
a.
I wouldn't say it's a misnomer,but you know, when somebody says
I'm a, I'm an agent, I'm a realestate agent and I do
residential, you can still docommercial.
(33:37):
A lot of people don'tunderstand that they try to find
a commercial agent who's got acommercial license.
It's not a commercial license.
You just have to have theability to do both.
And I teach that to ourresidential agents that want to
learn commercial, because youcan get in trouble.
I mean that's a big problem,you know, because you're not
just dealing with somebody'shouse, you're dealing with
somebody's livelihood and theiremployees.
(33:59):
And just dealing withsomebody's house, you're dealing
with somebody's livelihood andtheir employees and nine times
out of 10, there's a lawyerthat's going to be contacting
you because you screwed up.
Dr DeWayne Baugus (34:06):
So you got to be very careful on those
aspects.
When it gets into that area itgets spooky.
We'll have to actually savethat one for another show.
We'll get you back in, becausethat's a discussion that there's
a lot of legal changes thathappen with the marijuana
industry, with property, withfarms.
But we'll save that for anotherdiscussion, because that's in
itself a big deal.
(34:27):
Well, thank you.
You're very welcome.
Thank you All the years thatwe've got to hang out and the
beautiful home I get to go hometo every day and the pool and
the pool.
And all the cool things thatwe've been able to upgrade.
We're going to have to have youand Don over, of course, but
thank you for joining us today.
This has been Edward Jay withSolid Rock Realtors, and if you
(34:49):
want to contact, how do youwhat's a good way?
Are you on Facebook?
Are?
Edward Jay (34:54):
you on Instagram, yeah, facebook, linkedin.
You can call me directly at918-232-2389, email me at
EJAYproperties at gmailcom.
Perfect, and you're on theradio too.
Yes, we actually have realestate talk with Solid Rock.
It's on 102.3 KRMG.
It's on Saturdays from 3 to4.
I'm on the first and the thirdSaturday of each month, and then
(35:18):
Michael Urie, who's owner ofSolid Rock.
He handles the other two days.
We do have our show on thefirst Saturday where we kind of
do a little banter back andforth with some residential and
commercial Resimersal is one ofthe things I do and we actually.
As far as Solid Rock goes, wejust opened up another office in
Grove, oklahoma.
So now we have nine offices inOklahoma, over 200 agents.
(35:40):
We are one of the biggestprivately owned real estate
brokerages in Oklahoma.
So it's you know he's done anawesome job.
He has grown this exponentially.
That's just amazing what he'sdone.
Dr DeWayne Baugus (35:52):
And that's that's good, honest work.
Edward Jay (35:53):
It is.
Dr DeWayne Baugus (35:54):
That's what.
That's how it shows, yeah, solook up Eddie, he'll be happy to
help you.
He's he's been great in in myfamily's life, um, as even
extended family down intowetumpka, oklahoma.
So, um, thank you for joiningus today and until next time,
take care of each other, enjoyyour community, and I look
(36:15):
forward to seeing you.
Thank you for joining us on Balancing Life
and Medicine.
I'm Dr Dwayne Baugus and myguest today is Edward Jay from
Solid Rock Rent Realtors.
I'll get it out eventually.
Edward Jay (00:16):
Eventually.
Yeah, you know what it is.
Dr DeWayne Baugus (00:17):
I'll warm up to it.
So we're going to be divinginto Ed's life and how he got
into real estate, how he'saffecting the community around
him and how he's made an impacton my life as well as many
others that I network withbusiness owners, just educating
the community in what'srealistic as far as real estate,
what's realistic as far asmaybe moving a business or
(00:41):
changing office spaces.
Ed has so many answers and Iwant to dive into it with him,
so thank you for joining metoday.
Edward Jay (00:48):
No pressure, by the way.
No, thank you for that.
Dr DeWayne Baugus (00:50):
Yeah Well, let's get into it You're an Air
Force veteran, Correct?
So I just wanted to get thatout there being an Army veteran.
We're just going to start offno gloves or anything, it'll be
fine.
How long have we known eachother, ed?
It's been because we started anetworking group class together.
Edward Jay (01:08):
Yes, 2018, 17?
I think so.
Yeah, it's been a while.
Yeah, that's about right About18, about around 18.
Yeah, that was.
You know both of us.
You know you with your businessand me coming in as you know,
in real estate, learning thataspect now being the director of
the commercial division forSolid Rock.
It's blossomed, it's grown,it's been what we call the real
(01:34):
estate roller coaster.
There's ups and downs andyou're going sideways and you've
got that plateau and then itdrops again.
I think over time youunderstand the community better
as you learn real estate.
My my, with my background, I'vealways been a fan of you know
(01:54):
the customer first.
You know servant leadershipwith the military.
You know understanding thoserelationships are critical.
You know they're very important.
Whether it's you know militarywise, you know you're gathering
information.
You're you know out with thepublic or you're working with
team members.
You know, or you're in realestate.
We're trying to help.
That's the best thing to do isjust, I'm trying to help
(02:16):
somebody, whether it's aresidential property, specific
asset, it's a you know land, itcould be a commercial building
I'm helping them to betterthemselves, have a better life
with a new home.
Maybe they've got land they'renot using and let's take that
asset, liquidate it and increaseyour portfolio, increase maybe
(02:39):
an investment property for youand your family so you have some
residual income Explaining thefact that you can retire using
real estate.
And that's one of the things Iexplain to my clients and teach
to some of my clients if that'ssomething they want to do
towards generational wealth.
So that's one of the big things.
I love to do that, because it'snot just about finding the
(03:00):
right property but over time, tohave somebody say you know what
, I can actually quit my job orretire early because of the
income that's coming in from myproperties.
Dr DeWayne Baugus (03:10):
So that's, that's the amazing part about
getting to know you is, I was soafraid to ever own a home
before I met you, but becauseit's, it's a massive.
It's a massive thing to stepinto if you've never done it
before.
So if you don't know the checksand balances, if you don't know
the dangers, because that's a,that's a.
That's a place where a lot ofpeople make huge mistakes and
(03:31):
they're paying for them for therest of their life and they're
burned and they think, well, I'mnever going to do that again,
I'm just going to rent or I'mgoing to get into an apartment.
But what they're?
Long-term investment, thatgenerational wealth that you can
if you set it up right.
Edward Jay (03:44):
Correct.
That's the big thing.
Dr DeWayne Baugus (03:50):
Yeah, and that's where we need you,
because we just don't know.
We don't go into our careersand specialize in whatever we
may specialize in and then justknow real estate and how the
market's doing, how it'sprojected to look what we can
use along the way of buildingthat generational wealth.
There's so many tools that wedon't know about.
Edward Jay (04:06):
Correct.
Dr DeWayne Baugus (04:07):
And I know, like, as far as our business
here, we visited you a couple oftimes in the past as we were
looking for maybe we want toupgrade or go to a better.
So, in other words, it's notjust a home, it was business
locations.
It's how to expand, how to joinother businesses, how to
benefit not just yourself butthose around you, because there
(04:27):
is a big picture of wealth thatcomes with groups and with
benefiting who your neighbor iswith, and you bring a lot of
that safety that I feltconfident when my wife and I
were looking for a home.
When my wife and I were lookingfor a home, of course we had
this vast, like we went, allthese things and poor Ed was
(04:57):
like all right, well, if youwant to commute from Arkansas,
where are you willing to?
You know, because we're inTulsa, mogi.
I mean, there's so manydifferent areas, places I had
never heard of and you're likewe can go look at houses.
So many different areas, placesI had never heard of and you're
like we can go look at houses.
And your patience with us wasamazing because I think we went
to some areas that as soon as weseen it from a distance you
already knew this that my wifewas like, yeah, no.
And you're like, good, we canstart crossing these things off
(05:18):
our list.
But you also played mediator,Like the frustration that a
husband and wife can have inlooking for a home.
I like this, but I don't likethis.
We can make this work.
Do you have any idea whatyou're talking about?
All these kinds of things thatstart to build your mindset.
You have an MBA, right, Correct, but there's a lot of
(05:42):
psychology that comes from theyears of military service, that
experience that you roll up andunderstanding how a family
dynamic works and where breakingpoints are and where people
lose their mind.
As far as I want to get allthis real estate now and you're
like, let's set up a plan, Right.
Edward Jay (06:01):
And to your point, the planning prior to looking is
critical, because if we justwant to go look at stuff you
know and then it happens, youknow we I'll know it when I see
it.
I get that a lot it's okay itis.
But you know, and that's fine,because if, if you're, if we're
going to go that route, okay,I'm going to show you this
property and then maybe anotherone that's totally opposite,
(06:23):
twice as much more land, ormaybe something that's just a
residential lot.
So now we try to gauge fromboth ends.
And now we're coming to thecenter somewhere, center left,
center right, whatever it is,from one house to the other.
So it takes more time.
But if we don't know, and aftertalking to you and your wife,
(06:44):
to figure out what you want todo, you know a good example.
We went to, I think we went toMounds at one point, mounds or
Beggs, beggs To Beggs, yeah, andwent all the way out there and
I was like it's a drive, youknow, I know it's a drive, but I
need you guys to know it's adrive.
So we went, we walked, theproperty had a nice land,
(07:06):
everything was, you know, decent, and then at the end of the day
, can you do this every day,right, is this commute going to
be worth it and sleep on it?
We don't make rash decisions,you know, I don't ask you.
Hey, let's put in an offertoday, because that never works.
Think about it.
Let me get back to me.
You know you guys have a sidebar.
You guys talk about it.
(07:26):
Then bring me into theconversation.
Pros and cons, I'll mediate.
You know I'll have to separateyou two.
You know I'll sit in the middle.
You guys sit on the ends of thecouch and we'll hash it out,
you know, like a tea table.
You know pros and cons and thenat that point we decided no,
that's not it, you know.
And we move on to the next one.
And then to meet you at yourapartment, you know it's like,
yeah, you're gonna need morefurniture.
That was one of the biggest.
Dr DeWayne Baugus (07:47):
There was a whole lot more investment going
on, right it's not just aboutthe house too.
Edward Jay (07:50):
You have to fill up the rooms.
But when we found the righthome, one of the things and I
and I talked to a lot of myclients like this, and it's
rather it's residential,commercial, it doesn't matter
when you walk into that property, in that building, that house,
the home can.
If it's a home, can you seeyourself here during the
holidays?
You know, can you picture theChristmas tree here?
(08:12):
Can you picture Thanksgivingover here?
Is there an Easter egg hunt inthe backyard, family reunions?
Can you set it?
You know, is there?
Do you see a future in this home?
You know, yes, it's a beautifulhome.
Yes, it's brand new flooring.
You know the roof's been redone, all the new fixtures.
But is it your home?
You know, that's the other keypart of it.
You know there's plenty ofbeautiful houses out there, but
(08:33):
which one is yours?
Right, and that's kind of the.
It's the psychological aspectof future ownership, not just I
like it, let's buy it, becausethat's way too quick and buyer's
remorse can set in fairlyquickly, and then I'm gonna get
a phone call right, so I want tomake sure we're good.
It's not on my timeline, it'syours, so we want to make sure
that everything on, though, withall those aspects and
(08:55):
attributes in play, if it checksall those boxes, give it
another day.
We're good, let's make an offer.
Dr DeWayne Baugus (09:01):
Sleep on it yeah, yes, I remember just just
a side note.
I don't know if it was the placein Beggs.
I think it was like Winchesteror somewhere south it was.
Was it Peoria Way down?
I didn't even know that.
The street names were out there.
It was in the middle of thecountryside and we were talking
and you were discussing this.
I think it was a few acres.
My wife and I were talking overit really nice.
(09:23):
And we start to talk and thisis where ed's like intel comes
into play in military servicebecause he's like be real
careful what you say.
You're being videoed andlistened to camera in the corner
and I was like what?
there was cameras all over theplace in.
(09:44):
In other words, you had ourback and you're like don't say
anything out loud because theseindividuals are going to do
things based on thisconversation.
Just a funny side, I was like,wow, it happens.
Edward Jay (09:56):
It happens More so now, covid, post-covid, you know
, and as realtors, we do kind ofprep our clients prior to going
into a property.
You know, if you, if you cause,I've seen there's cameras, I've
seen them in plants, I've seenthem in the vents, this is
common.
I don't know if it's common,I've just I've seen it.
(10:18):
I mean not in every household,but you know there are.
It happens.
I mean it's just, it's just howit is.
You know, people protect theirproperty, especially when
they're still living there.
You know they just, you knowthey want to protect their
assets.
You know, and I don't blamethem, you know I would too, but
you know we want to make surethat it's our best face forward
assess the property.
You know, we we take our notesand we discuss it off property
(10:40):
because we want to make surethat we get into that moment.
You know, oh, that's, it's anawesome pool and oh, I love the
floors.
Or you know why is that wallthere?
You know why there's just socrowded in here.
It's, it's a galley kitchen.
I don't want to get us.
You know I hate the colors.
You know, and you'reverbalizing that in the home.
You know it could have anadverse effect on on any offer,
(11:00):
even if we made an offer so yeah, because they're.
Dr DeWayne Baugus (11:02):
they're saying I'm not going to sell my
house, they're going to ripeverything out.
I've spent years putting thistogether.
Edward Jay (11:07):
Why would I?
Dr DeWayne Baugus (11:08):
Yeah, so well .
There's another part that Iwant to dig into with you,
because it's your ability tostay at the basics.
Like, what is your strategy asfar as staying humble and
working with families?
Maybe that don't have a bigincome compared to those who do?
(11:30):
You're still, ed Right.
You don't put on a differentface.
There's not a facade.
It's you being the sameconsistent individual every day
in a world that's got a lot ofmoney involved and that can
persuade a lot of people tochange their attitudes or how
they feel, or maybe if they feellike they're empowered.
Edward Jay (11:56):
Or entitled, entitled, that's or entitled,
that's one and that's.
You know I take everyopportunity as it comes.
There's no cookie cutterdefining strategy, right?
There's no default statementlike with you and Ildi.
Well, first of all, you knowwe're we're veterans, so we had
(12:17):
that connection right.
So, and that that started thebasis, the ground, the ground
rules you know, of ourrelationship for being a client.
Then we became friends shortlyafter, Right, and that happens
with any client.
It's not a matter of you know,I'm the realtor, I know what's
best.
I'm going to show you what Ithink you need to have.
That doesn't work.
It never works Because it's allrelationship-based.
(12:38):
You know, it's whether you know,like I said, you know I've got
an MBA, lean Six Sigmacertification.
I've had business development20 years.
I've got all this stuff in theback of my head, right, but I
don't.
It's just all this other stuff,but I don't bring that to the
(12:59):
front.
You know that's in the back.
So, as I'm absorbing theinformation, I'm asking the
right questions, I'm listeningto understand better what your
needs are, or wants, wants andneeds.
You know, sometimes they're thesame, sometimes they're way
different and we got to adjust.
But when I hear that, then allthese other screens are being
(13:20):
filled in in the back of my head, going okay, these are boxes
that are being checked off, andmaybe there's some boxes that
they didn't even realize neededto be checked off.
So then I bring those questionsup to the front.
Oh, I didn't think about that.
Oh, it's a good question.
Oh, we didn't know.
So, thank you, because nowyou're giving me information,
(13:43):
computing it back here with allthe screens, and now I'm
responding with the answers, ormaybe more questions, and
everybody's going to bedifferent.
I have clients that areanalytically minded, more of the
marketing aspect.
They want to hurry up and makea quick decision.
Let's go, it's fun, it's youknow, I want something that's
you know it's a short termpurchase, right?
(14:03):
So we look at the best way topurchase a home and then maybe
later sell that property andmaybe goes into a 1031 exchange
because it's not their primaryresidence.
And now we're building abusiness for themselves, a
portfolio, or it's their home,their primary, can you?
And then we go back to thatsame thing.
Can you see yourself livinghere?
What about kids, pets, thingsof that nature, excuse me, so we
(14:27):
?
There's so many otherconversations I have based on
the client.
I'm not changing, I'm justadjusting to the conversation
with my client and having thatbackground and experience you
know, living in other countries,talking to other individuals
having different businessexperiences, the education
aspect, all of this stuff helpsme to change direction of the
(14:50):
conversation, based on theindividual and the family that
I'm working with.
Dr DeWayne Baugus (14:54):
So that you just unpacked a whole lot that
I'll probably be digesting for aweek or two, but you can play
this back later at home I'mgoing to kind of study and take
notes.
With all that being said, I meanyou're, you've got to see.
Since I've met you, 2018 salesstarted skyrocketing.
Things were going off thecharts as far as people buying.
(15:15):
Obviously, they had to beselling for people to be buying.
And then we hit COVID and thoseyears really got weird for the
buying and sales, and now we'regetting into a new era.
Through that process, you'vestayed busy, you've stayed
(15:36):
steady, you've thrown your hatin multiple different arenas.
With all that being said, I'veseen a lot of realtors come and
go, like the young ones.
There was a part of theingredient that they were
bringing that just wasn't makingit work, and that's your time
tested is what I'm trying to say.
That's your time tested is whatI'm trying to say, and if
there's anything that you couldsay to a young realtor as far as
(15:58):
the basics.
I mean, because you've probablytrained, you've tried to help
others succeed.
You're not just, you're ateacher too.
You're always teaching and justwatching realtors struggle.
I mean I got patients that theytook themselves out of that
world.
They're like I just I'm goingto go back, I can't you know,
and they find something they'recomfortable with less
(16:20):
interaction with people orwhatever the case may be,
because you really have to lovepeople.
Edward Jay (16:25):
It's a relationship business you need to love to
work with people.
Dr DeWayne Baugus (16:28):
So what kind of advice would you give a young
realtor?
I mean, is there any kind ofadvice or is it just jump in
there and we'll see if you?
Edward Jay (16:35):
No no.
Dr DeWayne Baugus (16:36):
Yeah, please don't do that.
Edward Jay (16:38):
You know it's the perspective of the potential
realtor, right.
What do they see?
Is it they see their friendsbeing successful?
Are they watching a TV show,you know, that shows the
(17:02):
lifestyles of a realtor that'smaking millions of dollars and
they're selling multi-milliondollar homes, and they're you
know?
Or are they looking at itbecause family members are
involved and they see that?
You know they see the winsright.
Somebody you know oh, my unclejust sold a half million dollar
home and he's doing really well.
Well, what happened before thathouse?
You know what happened betweenthat house and the next house?
How many deals did not happen?
A lot of people don't talk aboutthe roller coaster, the
downturn, and maybe it's a prideconcern.
(17:24):
I don't want to tell people I'mdoing poorly.
I've had my downtime, we allhave.
But what do you do to get outof that?
Do you keep pressing forward?
We talk about seasonal changes.
Most businesses have aboutseasonal changes.
Most businesses have a seasonalchange In real estate.
We figure there's a slight drop.
I think it's between Novemberand February and it could be 5%,
(17:46):
7%, somewhere in there.
It's not a big drop, but youdon't want to make it bigger
than it really is.
You lose a couple of clients oh, it's the market.
Well, some of that stuff isaffecting what you do, but don't
let it affect how you do yourjob.
You know so.
New agents that come in dependson what time of the.
You know what time of the yearthey come in.
They could come in and, and youknow, right out the gate.
(18:08):
You know they put the house onthe market on Thursday.
They're having to do a littlebit more.
They're having to explain alittle bit better, market the
property a little bit more.
And if they don't have thattraining ahead of time, it's
almost a detriment to theircareer because they don't know
(18:31):
how to promote themselves.
And if I back up a little bitmore, when they, even before
they get their license, is tohave a three to five year game
plan, okay, not just jump in andsay I'm gonna make this work,
I'm going to run with it, I'm,you know I'm aggressive, I'm
going to do no think of you knowit's, and then it's good, don't
(18:51):
get me wrong.
You should have that, you knowthat aggressiveness and be
positive about it.
But have a little bit ofsafeguard in the background.
Maybe some financials, you know.
Hold some money back.
Save some money for those slowtimes when you're starting.
Maybe get on a team.
You know if you don't have thatbacking, that following, what we
call.
You know your circle ofinfluence.
(19:12):
You know and you don't have abig following get on those teams
and learn some of that.
You know co-list with somebody,shadow somebody with a listing.
You know how are you marketingyourself.
Look at people their Facebookads, social media ads, their
postings and see what works forother people.
You know you're not trying toreinvent the wheel.
You know you just want to addyour own spokes to the wheel and
(19:34):
make that your own.
But learn from those otherpeople, because you've heard
this in the past to besuccessful, you hang around
successful people.
But prepare yourself for that.
Don't just jump in and say,okay, somebody here is going to
teach me how to be the bestrealtor ever, well, maybe, but
until then, be prepared, becausethat messes with your psyche so
(19:54):
bad it's a psychological game.
Dr DeWayne Baugus (19:56):
It is.
Edward Jay (19:56):
And if you don't, and if you're not prepared for
those downturns, those hardtimes, as it were, it affects
your job.
You could be on the phone andthey can feel the negativity,
they can feel the desperation ofyou wanting to help them.
Dr DeWayne Baugus (20:11):
You've taught classes on that Smile when
you're talking to your clientsor your customers or patients.
I did you remember that?
Edward Jay (20:17):
Oh yeah, Because I thought.
Dr DeWayne Baugus (20:18):
They can hear you smile.
Edward Jay (20:18):
Yeah, and that's what I was teaching.
I said you have to have thatpositive attitude.
You could have had a terribleday it's Thursday and Monday
through Wednesday was justterrible, right but you need to
be smiling on that phone becausethey can hear you smile.
You know that was a cycle.
That's just one very small partof the psychological aspect of
being that realtor for somebodyyou know.
(20:40):
And when you say that you know,just like you know, your face
lit up going.
Yeah, I remember that.
Well, now that we're smilingabout it, your tone changes,
your attitude changes and theycan hear that, they can feel
that over the phone.
So, and that's just one aspectof it, it's not like I haven't
cold called in years, but forthose that are starting, that's
(21:00):
one of the things.
It's something very simple.
But to teach that you have tobe accepting the way somebody's
teaching you.
Don't say, oh no, I'm going todo it this way because my uncle
did it or my brother's doing it.
Okay, well, that's their way ofdoing things.
Dr DeWayne Baugus (21:22):
Your personality may not be the same.
Well, it's interesting that yousay that, because, as we do see
those individuals that they doa certain thing or they've got
their way of succeeding, itseems like there's always a
common denominator there's ananswer for the bad times,
there's an answer when this is ano, but we have a yes here,
here, here, or this is not theend of the road.
(21:42):
I know this is what you had onyour heart and mind.
What if there was somethingeven better?
Or what if?
What if?
Correct?
And I know that's the same wayI handle patients in the clinic.
My wife, she's like I don't knowif this patient was happy when
they left, I don't know, becausepatients come in and they're
angry because they haven't sleptin days.
They're in pain, so they'regrouchy, and that's part of this
(22:06):
world.
You probably see more.
I don't know what you seedesperation or just this drive.
People need to get a home orthey need to get a business move
, whatever the case is.
But my wife is always like willyou call?
Because I don't know what theywere feeling when they left and
I'm afraid of the response.
I'm like what do you think I'mhurting people back here?
I mean.
So when I pick up that phoneand I call them, I hear your
(22:32):
words and I immediately, as thephone's ringing, I start to
smile.
As the phone's ringing, I startto smile because I know that
that individual, in some way,shape or form, is going to be
pleased by the end of theconversation.
I want them to be happy and Iwant them to have an answer and
a direction to go in, and Ithink that's in all aspects.
Edward Jay (22:51):
It is.
Dr DeWayne Baugus (22:52):
And before you pick the phone up, have an
answer but also have a smile.
Right, have an answer but alsohave a smile.
And the psychological game.
I know that's in just aboutevery industry where you've got
seasons, you've got lows, you'regetting started, you think you
know everything, just to findout that you're on the ground
(23:12):
looking up I mean you'reface-planted.
So with that in mind theexpectations to be a realtor, to
be successful in a communitythere is a lot there to set your
mind up before you ever step inthe ring.
Edward Jay (23:28):
And to prepare yourself.
Yeah, and to that point I jokeabout it at the office.
If I'm having a bad day, mydoor is closed.
Maybe he's on a conference call, maybe he's on a Zoom call.
I'm probably under my deskcrying, and it happens every now
and then.
I obviously don't say that toeverybody, of course, now that
everybody's going to see this,if you see me under my desk.
(23:49):
I'm just looking for my glasses.
I'm not crying, but I jokeabout that because it's
stressful.
It's a stressful industry.
New they're they're it'sstressful.
You know it's a it's astressful industry and you know
new regulations that have comeup.
We need to make adjustments forthat as well.
So you know new agents comingin.
They'll never understand thattransition period.
(24:10):
They're just going to learnwhat's new now.
What's there?
What's there Correct?
So you know, I in in in anyfield.
You know whether it's.
You know in real estate and, ofcourse, I was in the RV
business, I was a broadbandengineer, I was in.
You know different things.
It's all about consistency,right.
Consistency with what you do,how you promote your business,
how you treat your customers,how you treat your clients,
potential clients, investors.
(24:31):
For me, you know, or you knowwhatever it may be, but there's
a consistency in what you do tobe successful.
If you're not, you're all overthe place.
You know I could treat you acertain way, I could treat
somebody else a certain way andit could be totally different.
And we could talk, and thenyou're like well, ed didn't act
that way, ed didn't tell me this, ed didn't Ed, ed, ed, you know
, and there goes the fingerpointing Well, you know, if I'm
Ed really is.
And I think that's criticalbecause not only is it
(25:02):
consistent in how you treat yourclients, but in how your daily
operations, you know standardoperating procedures, right For
all of us that you know havegone through this, that terror
you know brainwashing.
Yes, you know every day, like mycalendars.
You know, monday I have certainthings.
Tuesday, every day there'scertain things at certain times
that I get reminders on 15, 30minutes prior to set up to do
(25:24):
something.
You know whether it's with aclient, social media meetings,
zoom calls, whatever it is, mycalendars are full.
So you know, I try to separatechange the hats right.
I go from here, you know we'reon a podcast, and from here I'm
going to go talk to a client,I'm doing doc review, I'm going
to go walk a property for aclient, I'm on a zoom call for
(25:45):
training or something you know.
So those, those are differenthats but as we progress in our
careers, we prepare ourselvesfor those, those, those times,
those differences, and haveprior experience to become
successful.
Wisdom, wisdom, wisdom andbeing consistent in that.
For me that's the biggest wordconsistency.
Whatever we're doing, beconsistent about it.
(26:05):
If it's wrong, change it andthen be consistent.
When it's positive, figure itout and that's, over time,
that's experience.
Dr DeWayne Baugus (26:15):
Now I want to dive back into a little bit of
Ed's history.
Edward Jay (26:18):
Sure, it's scary.
Sure, it's scary, I know it'sspooky.
Dr DeWayne Baugus (26:23):
I got to see a picture of you training a
little bitty girl Because you'vebeen in the ring before.
You're not talking aboutpsychological, just preparedness
.
Edward Jay (26:35):
The physical beating yeah.
Dr DeWayne Baugus (26:36):
Yeah, the physical part of it.
But I see this picture andyou're like she has a tiny
little thing.
I remember you saying thatlittle girl was vicious, Like
she would take out anybody.
Edward Jay (26:44):
Oh my gosh.
Yes, A sweetheart she was.
She was awesome.
Dr DeWayne Baugus (26:47):
So you've done like um the personal
training.
As far as the discipline, yes,and that's a big deal.
Edward Jay (26:53):
That comes into play a lot with what you do it does
I mean I'm not beating up myclients, but the mentality, that
mental strength.
You're verbally getting beatdown, you're mentally tired, you
get up and you brush yourselfoff.
Dr DeWayne Baugus (27:15):
Hopefully I was clear enough.
Edward Jay (27:17):
He doesn't beat my best students I was doing.
You know I was a combativetactics instructor for a long
time and I fought 10 years.
You know, off and on.
You know K-1, before it waspopular.
You know I fought overseas andyou know had to, you know, not
get too hurt because you knowyou're government property and
if you hurt yourself then youget in trouble.
So you know, bruises and beatup and busted lips, stuff like
(27:47):
that was a normal thing.
But you know, coming back tothe States was, you know, I had
this.
It was like a big bully program,like how to defend yourself
with these kids, and she was oneof maybe a couple of girls that
were in the class and she wasamazing, she, she, I mean, she
had her stance and she wasaggressive and she just, you
know, and she would hit the bagsand she'd throw knees and she'd
grab and she'd hit and I had iton Facebook for a while, I'd
posted it and it was years ago,okay.
So just everybody knows thiswas a long time ago.
I'm 53 now and that's allthat's.
(28:09):
You know my body hurts, right,too many surgeries and
everything else, and so it's allgood memory.
Whatever I have left, you know,whatever memories left there,
she was amazing.
She was very technical trained.
You know, if she would havestuck with it, they'd move, they
.
I think they moved to Houston.
You know her dad was in oil andgas and, uh, if they, if she
would have stayed another year,I would have actually had her
(28:31):
training some of the kids toshow that it's not just the boys
doing this.
This girl was she's going toteach these other boys how to do
this.
How old was she?
Do you remember?
I think she was like six, maybe.
Dr DeWayne Baugus (28:42):
Five or six.
Edward Jay (28:42):
I think you mentioned six at the time.
Wow, cool, she was a coollittle kid and it's funny.
Her older sister was there andshe did some of the calisthenics
stuff.
She really she got into some ofthe boxing stuff Nothing major
more for calisthenics kind ofthing and then I noticed her
little sister quit showing up.
I was like where's she at?
She's like she started likingboys.
(29:03):
So she didn't want to break hernails, she didn't want to get
missed, oh goodness.
Well, apparently, and her dad.
It's like one of my beststories with the kids.
Her dad calls me and said look,I just want to thank, because
they were moving right.
He said I want to thank you forteaching my daughter how to
defend herself and take care ofherself.
He says I'm going to go pick,I'm on my way to the school to
(29:23):
go pick her up.
She's getting suspended.
I was like what, what happened?
Well, I did.
I teach them, you know, todefend themselves, but
respectfully, you know likedon't just start swinging right.
(29:44):
Well, I guess she was with someof her friends and this little
boy had snuck up behind her andpulled her hair and she, you
know, did this.
She looked back, she stoppeddoing that and she wouldn't talk
to her friends.
And I guess him and his buddiesyou know, they just laugh, you
know and he pulled her hairagain.
She stopped doing that and andshe, he didn't stop.
So she just turned around, ithit him once and dropped him
crying on the floor and she'slike in her stance waiting for
him to get up.
So, oh my gosh, this is.
(30:04):
I'm so glad you brought this upbecause it's funny.
So she, uh, she goes to the umprincipal's office and her dad's
telling me he's laughing on thephone while he's telling me
this and he, so he's on, like Isaid he's on his way to go pick
her up and she's this is himtelling me this.
The principal's calling him,saying what's going on?
Well, she's in the office withthe principal and he said, well,
(30:26):
yeah, she was in a littlealtercation on the playground,
everything, nobody's really hurt, she's fine.
And he said he can hear her inthe background going dad, it was
the three strike rule, dad, itwas the three strike rule.
Dad, it was the three strikerule.
And I'm laughing, I'm like, ohmy gosh, really, she's like.
He's like, yeah, she gave himplenty of options to leave her
alone and that was the threestrike rule and she popped him
(30:50):
and I was like I'm so proud ofher and he's like me too.
So you know, I mean, I mean thekid wasn't hurt, it was just.
You know, it was anembarrassing thing for this kid
but because it was a physicalaltercation, they both got in
trouble.
He instigated, she finished, hetook her to Brahms, I think, to
go get ice cream.
You know something like that,and this has been so long ago.
(31:12):
I would love to know whereshe's at right now.
You know whoever, wherevershe's at, you know, but it was
just, it was one of those thingswhere the training that you
know, and adults too, you know,I talk to adults as well, but
just that, to hear that, that,that some of the training paid
off, you know it wasn't a bigdeal, Like it was a lot.
It wasn't a life or deathsituation, but it was something
(31:34):
that somebody retained to defendthemselves.
In that aspect of you know, Igave you plenty of options, a
three-strike rule, and now I'min the principal's office, right
.
So but yeah, so I, you know, butthat mentality for me to bring
that to the table for my clients, you know, not that I'm saying
I'm going to defend my clients.
You know, when we go to an openhouse, you know, stay out, I'm
(31:56):
going to go clear the rooms.
You know, no, it's not likethat open house.
You know, stay out, I'm goingto go clear the rooms.
You know, no, it's not likethat.
But having that mentality ofprotecting my clients, you know,
it's not.
I wouldn't say it's a fiduciaryresponsibility, but just for me
personally.
You know I take that personal.
You know, let me, I'mprotecting my client, I'm
protecting their assets, I'mprotecting their financial
wellbeing, their futures.
(32:17):
You know, with their properties, whether it's a portfolio,
their main property, it's acommercial building, whatever it
is, you know it's personal, forme it's personal.
Dr DeWayne Baugus (32:27):
And it shows because you're successful.
Thank you, yeah, it's just,it's been a pleasure.
Thank you for sharing all thatbecause there's a lot to unpack
there, because there's a lot tounpack there and I just have all
kinds of memories of the houseshowing that you did with the
house that we ended up buying.
I remember there was a realtorthere and she was about to show,
(32:48):
and I think you said somethingabout did the ghost leave in the
back?
Edward Jay (32:52):
The poor realtor was like I did.
Yeah.
There was a whole things gotweird for a second, I knew her,
I found out that we had worked acouple of deals together.
I said, I said, yeah, I thinkthe place is haunted, and I kind
of looked out there she justkind of shook her head, you know
.
But we, and that's how you know, a lot of us in the, in the
(33:15):
real estate community, you knowthey always say I mean, yeah,
there's a lot, but how many outthere can really take care of
their clients?
And then you go into thecommercial world, that's that
circle's even smaller.
So you know, and I do both, andso there's there's, there's not
a.
I wouldn't say it's a misnomer,but you know, when somebody says
I'm a, I'm an agent, I'm a realestate agent and I do
residential, you can still docommercial.
(33:37):
A lot of people don'tunderstand that they try to find
a commercial agent who's got acommercial license.
It's not a commercial license.
You just have to have theability to do both.
And I teach that to ourresidential agents that want to
learn commercial, because youcan get in trouble.
I mean that's a big problem,you know, because you're not
just dealing with somebody'shouse, you're dealing with
somebody's livelihood and theiremployees.
(33:59):
And just dealing withsomebody's house, you're dealing
with somebody's livelihood andtheir employees and nine times
out of 10, there's a lawyerthat's going to be contacting
you because you screwed up.
Dr DeWayne Baugus (34:06):
So you got to be very careful on those
aspects.
When it gets into that area itgets spooky.
We'll have to actually savethat one for another show.
We'll get you back in, becausethat's a discussion that there's
a lot of legal changes thathappen with the marijuana
industry, with property, withfarms.
But we'll save that for anotherdiscussion, because that's in
itself a big deal.
(34:27):
Well, thank you.
You're very welcome.
Thank you All the years thatwe've got to hang out and the
beautiful home I get to go hometo every day and the pool and
the pool.
And all the cool things thatwe've been able to upgrade.
We're going to have to have youand Don over, of course, but
thank you for joining us today.
This has been Edward Jay withSolid Rock Realtors, and if you
(34:49):
want to contact, how do youwhat's a good way?
Are you on Facebook?
Are?
Edward Jay (34:54):
you on Instagram, yeah, facebook, linkedin.
You can call me directly at918-232-2389, email me at
EJAYproperties at gmailcom.
Perfect, and you're on theradio too.
Yes, we actually have realestate talk with Solid Rock.
It's on 102.3 KRMG.
It's on Saturdays from 3 to4.
I'm on the first and the thirdSaturday of each month, and then
(35:18):
Michael Urie, who's owner ofSolid Rock.
He handles the other two days.
We do have our show on thefirst Saturday where we kind of
do a little banter back andforth with some residential and
commercial Resimersal is one ofthe things I do and we actually.
As far as Solid Rock goes, wejust opened up another office in
Grove, oklahoma.
So now we have nine offices inOklahoma, over 200 agents.
(35:40):
We are one of the biggestprivately owned real estate
brokerages in Oklahoma.
So it's you know he's done anawesome job.
He has grown this exponentially.
That's just amazing what he'sdone.
Dr DeWayne Baugus (35:52):
And that's that's good, honest work.
Edward Jay (35:53):
It is.
Dr DeWayne Baugus (35:54):
That's what.
That's how it shows, yeah, solook up Eddie, he'll be happy to
help you.
He's he's been great in in myfamily's life, um, as even
extended family down intowetumpka, oklahoma.
So, um, thank you for joiningus today and until next time,
take care of each other, enjoyyour community, and I look
(36:15):
forward to seeing you.
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