Guru Sean Daniels with Daniels Real Estate

Episode Transcript
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Ian Arnold (00:00):
Hey, Rick, we had Shawn Daniels back on phenomenal

(00:03):
agent. So what did you get abouthaving back on what was your key
points?

Rick Ripma (00:09):
Well, he's, he's done so well in the last year.
You know, he's a he's a, he hasa big team has grown his team,
he has 22 people on his team.
You can tell he's a greatmentor. He knows real estate.
And he's a he believes heavilyin teaching. Yes, not only is
his agents, but his customers,you know, people he's working
with. And that's what I got. Ithink he really is a great

(00:29):
teacher and and make sure thatpeople are completely prepared
to buy a house. Yep.

Ian Arnold (00:36):
And I love that we went through, if you're looking
at selling your home, what doeshe do for you? And then what
does he do if you're just buyinga home? So there are different
processes and he goes throughit? And I think that's
phenomenal. Yeah,

Rick Ripma (00:48):
he's good for both buyers and sellers is really
good. So

Ian Arnold (00:52):
tune in and listen to Sean Daniels and his story.

Rick Ripma (00:57):
Welcome to India's real estate gurus, your ultimate
guide to the dynamic world ofreal estate in Indiana, and I'm
recruited by your hard work andmortgage guy and I've been in
real estate and mortgages forover 24 years.

Ian Arnold (01:09):
And I'm Ian Arnold, a loan officer on brakes hard
working mortgage.
We're both with advisorsMortgage Group together will
empower you with expert advicemarket trends is a festival
stories from Guru realtors andlocal experts. Whether you're a
homeowner, investor or pro, joinus as we navigate the thriving
indie real estate market.
Now get ready to unlock thedoors of success. One episode at

(01:34):
a time.

Rick Ripma (01:36):
All right, we got Shawn Daniels back Sean is a
nonsense he's been on the show.
You've been on TV? A little bit.
Yeah, a little bit. You've beenon all I mean, we made you
famous. Yes.

Ian Arnold (01:47):
We're taking the credit.

Sean Daniels (01:51):
Billy the Kid over here. Yeah.

Rick Ripma (01:53):
Well, we I people probably don't remember your
your basic story. So what didyou do before real estate? And
how did you get into realestate? And then we want to get
into more of how you run yourbusiness.

Okay, so What first got into real estate well,
before real estate, to startwith the original question there
was, I graduated high school isgoing to Kelley School of
Business, as we're going todiscount tire System Manager
Discount Tire was doing that endup leaving that field going into
the automotive industry serviceadvisor, the guy that gives you

(02:25):
all the bad news, your carbreaks, yeah. From that I sell
about 300 Some people a month,for 20 years, I also got into
management role while I wasdoing that, that career meant a
ton of people, which was verybeneficial. Didn't realize how
beneficial it was until I gotinto real estate, you know,
changing gears. But I kept thatcareer while I was transitioning

(02:48):
into real estate because our mywife and I have the goal of
becoming debt free. Because youknow, real estate just like
lending is like this. Yep. Soand what I did learn from Ray is
if you can live a life likethat, where you don't spend all
your money it's you're gonnaoutlast the other people. You're

(03:09):
going to outlast the otherindividuals in your in your
industry. I hate to say that,because you know, most people
start making more money. What dothey do that live shinier
things? Yes. We didn't do that.
We just kept paying everythingoff paying early and finally
paid everything off. I left thecareer and start my brokerage
didn't recruit, still don'trecruit. Had some wonderful
agents come on at the beginningof last year. They had a couple

(03:33):
come on here before that. Butlast year was like the explosive
year. Now I got 22 agents goingon my third year. We're finished
year last year around 200ranking for a boutique brokerage
brokerage up against all the bigwell known name brand brokers.
So we're pretty proud of that.

(03:54):
And as an individual, I finished49th Because I don't take credit
for my team. You know, when Isay that in this world, a lot of
people understand manybrokerages or brokers will make
the their team put their numberon a repurchase agreement, every
listing. So that splits thenumbers so that that person is
doing all that hard work. Butthe client doesn't get the

(04:17):
credit for all those numbers.
Right. And that's one thing acouple of the agents that came
on said that they really lovedbecause they thought that's just
how it is. But by doing so nowthey can toot their horns, Hey,
these are my numbers. This is myrankings. And that's our report
card. It's not it is braggingbut it's not you know, because
we don't have resumes. gent likethe we're going to get a job

(04:38):
right our resume is ourexperience and what we can show
them on paper. Yep. And thenwhat we're gonna show him in
person.

Ian Arnold (04:47):
So one thing when you're talking about when people
make more money, they spend moremoney Oh, I'm not gonna say what
company it was, but I work for acompany. And at the end of the
year, right for the new year,the boss comes in. He's like,
alright, I'll Want you to writedown what you plan on buying
this year? And oh, my, soeverybody's writing stuff down.
I'm a very frugal person. Oh,yeah, I wrote on there. Hey, I'm

(05:08):
trying to get closer to payingoff my house. So he pulled me in
his office. He goes, you're notplanning on buying anything. I
go besides food and stuff. I go,I'm not looking at that. I'm
looking at getting debt freelike you. Yeah, I mean,
basically, the only thing I haveis my house. And I'm like, Well,
if I can get that taken care of,then I'm golden. He's like, no,
no, you don't understand. You'llsell more. If you if you're

(05:28):
bored. I'm like, no, because I'moutselling all your people. And
I'm not buying more. Yeah. Soit's an interesting thought
process when when you weretalking about that just made
rethink about that.

I had no balls.
Joel, he told me a long timeago. He goes, I love employees
that are in debt. Becausethey're not gonna go anywhere,
right? They're gonna show upevery day they're gonna work.
It's a sad thing to say. Butit's true.

Rick Ripma (05:54):
Yeah, there's not much freedom in that

not much freedom.
But I preached by agents like,you know, you need to become
debt free. You don't knowfreedom until you're debt free.
Right. And you know, I'm stillin the same house. I was when I
was 23. And I built my house at23 years old, had three
roommates move in. And before Imet my wife, and I just recently
heard a story from DerrickChristie, which he's your
competitor, I apologize. But Igot to bring it up. And, you

(06:18):
know, as he was making it in theindustry, with his business, he
had a Durango. And this Durango,I think he drove like, 17 years.
Don't quote me on it. But Ithink it was a it was a long
time when he could have bought10 of my trucks. Right, right.
Like my house is kind of likethe Christie Durango to me. We
do we do want to buy a new houseor build a new house. But we

(06:40):
want to do it right. Right. Youknow what I mean? We want to pay
cash for it. We're almost there.
Yeah, we bought our first rentallast year. And I was fun and
exciting. My wife said we can'tdo anything else until we get
the new house.

Rick Ripma (06:56):
Well, I want to know how you have such a huge team,
when you don't recruit what whatis it that you do that has been
attracts these people to yourteam

culture. It's all about culture. So sadly, so many
have come on my team andexpressed the experience they
had before they came on my team.
And in what they love aboutDaniel's real estate. And I feel
like, once a year, they see it'sreal, you know, because I had
one recently just come on. Andfor she came on, like she had

(07:27):
some PTSD, I didn't realize fromher old broker. And she called
me back again, talk to me moreabout like, you know, how she
felt about changing the union.
And I said, Hey, I promise youlike, you know, talk to the
girls that came here, I promiseyou like, it's different here.
And that also comes from my pastcareer. You know, there's so

(07:48):
many so many people, that kindof crap on you in this industry.
And, you know, they're, they'redictators, right? They want you
to do something. They're gettingmad at you for doing it wrong,
but they're not going to showyou how to do it. Right. You
know, go watch this module. Godo this. My agents, they can
ride with me. They can get my Ijust had one comment away here.

(08:09):
Say I got six minutes, you know,and call me afterwards. What do
you got? You know, I'm readilyavailable in from what I find
from other brokerages. That'snot normal. And I want to keep
that going. You know, if it getsto the point where we grow to
enough, I want somebody else ofthe same magnitude to help step
in, right. So we have Hey, okay,this is your gonna be your

(08:30):
group, almost pulled off in thisgroup. And then then I could
probably focus more on likemonthly training in person
monthly training. And in personto me is huge, like Skype. All
that stuff looks great. But it'snot personable. I know it's hard
to scale on a larger level, bythe way, I'm thinking, but just
for instance, and one of myagents meet me before my Borbon

(08:53):
on the east side, Hancock. And Imet her at Tia's and I was there
early doing my work in thisofficer, officer Allen is there
and he walks over to me, he'slike, Hey, you probably don't
remember me. But I graduated acouple years behind you. I'm
Philip Allen. I love seeingeverything on your your Facebook
and how you're doing yourbusiness. And you know, I'm in a

(09:16):
rentals, I like buying rentalsand selling them and you know,
doing that for a side hustle.
And I was like, I think I'mgonna get a client right And
better yet, you know, he goesand I've got a friend of mine,
that's a real estate agent foranother brokerage and I won't
say which brokerage but it's abig box brokerage. And he's just
not getting the training therethat I think he probably needs
going through these deals, justseeing how he's what how he's

(09:39):
working, because he's a hardworker. So fast forward, he gets
him with me. And now he's on mybrokerage, but that never would
have happened. If I didn't meetmy agent at the coffee shop,
right? We can't be secretagents. Remember from last
podcast. You have to get out youhave to interact no differently.
interacting with my agents. Veryrarely, if it doesn't go by at

(10:02):
least one day that I don't senda group message with a video to
my agents about something. Imean, very rarely, in the in the
verb, we have just big grouptexts that we're all on. And it
could be annoying to somepeople, but the feedback I get
is, you know, they're learningfrom all of our troubles that
we're having, or successes bywhat we're sharing with each

(10:23):
other. You know, and also, hey,here's something that I just
experienced, you know, and forthe sake of names, like I would
like bark out and other agentsname or sudden say, Hey, this is
a transaction I'm on. Here'skind of how it's going, here's
how I worded things. Or here's,you know, situation with a
client, maybe, you know, we raninto this hurdle, this is how I
handled it, to give them reallife scenarios. You don't get

(10:47):
that I'm telling you right now,you don't get that like, my
first agency. I started with,God bless her. She was awesome.
But there was, you know, how doyou get your clients? I don't
know, they just come to me, youknow, that. That's just how it
is in this business. And like,when somebody asked me how I get
my clients, it's like, let's,let's have a meeting. Let's sit
down and we'll show you all thefree game and everything. Now,

(11:07):
if you're going to applyyourself Great. Most times
people don't. But I'm just gonnakeep pushing until until I can
break through somebodysomebody's going to break
through and that breakthroughperson is going to be the person
that like the other people werelike, wow, they did everything
Sean said and now they're theirwhole lives change financially,

(11:29):
they're their careers taken off.
That's my goal. My goal is thementor. My goal is to continue
my business personally and myclients personally but grow grow
many Sean's if I can.

Rick Ripma (11:43):
Amazing, though, how people want your advice, and
they want to be as successful asyou Oh, yeah. But they aren't
willing to work.

No, that's that's the effort for Gary Vee. If you
ever watch Gary Vee, he's hetalks about that, you know, he
was staying up from his bigaudience says, Hey, I'm gonna
show you everything I do, how Imade my money, how I grew, how I
scaled, but you won't do it. Iwas having a had a meeting with
another big box store for personthat I respect highly. And they

(12:10):
had a conference and everything.
And he kind of met with me tokind of pick my brain like, what
am I doing? Like, how am Igrowing so fast? What am I
doing? And I told her everythingI go, but just like your
conference, like how many timesyou guys come to that conference
every year? How many times havepeople actually do all the great
things that they shared thatconference? She goes not? Not
really. So if people don't, theydon't, they don't I will say
this, you know, we had ourJanuary meeting. And, you know,

(12:32):
I put together a really niceslideshow and we went to top not
top golf, but back nine and usersuite. And you know, I was
nervous, right? You know,because I haven't really had a
team like, and then a group likethis. And I want to make sure
that I'm giving them everythingthat they need, that I feel like
they need to be successful. AndI went over all the free,

(12:54):
shareable stuff that's outthere, like, Hey, if you don't
wanna go out there and createyour own content, here's all the
free stuff, right? So you haveno excuses. Every morning, you
can copy paste this stuff, orput it in chat GTP and make it
your own, or put it in Canva.
And, like, make the picture looklike you know, like, there's no
excuses not to share stuff onsocial media and social media is
where it's at. Right? Just likethis podcast, right? It's, it's

(13:17):
all about consistency. So afterthat meeting, we had a great
meeting. I don't know whathappened, but like they are by
start making videos, everybodystarted, like kind of not
everybody, I'd say at least 70%of them. And I'm just seeing
like, and now they're gettingdeals. Right now. Like one's got
two deals already. And otherones got three, vice is there to
scaling. And they're seeing theconsistency on a slow time of

(13:39):
year. Yep. And the rewards aregetting from it. And it makes me
feel really good. And I call himpersonally and say, Hey, you're
killing it. Keep doing whatyou're doing. Yeah, keep keep
keep that content going keepkeep the videos. And people just
don't want to hear about houseseither. We'll hear about you.
Who are you? You know, what areyou about your family guy? Do
you like sports? You work outyou know, what, what's, what

(14:04):
kind of what kind of things am Istruggling with? Right, right.
And a real person? Yep. We allhave struggles. You know, it's
yeah, we do. And here's what itis.

Rick Ripma (14:13):
We had a person on and they they would go to coffee
shops, and they would reviewcoffee shop. Yeah. And I do it
all time. They had over. Theyhad over a million people watch
one of them. He really a millioncrazy. Yes,

there's a gal right now. Gosh, I wish I
remember her name. She she doesreally well in real estate. And
she's kind of taken off andshe's on my Tiktok and I share,
I share a couple times my team.
And she just calls other agentskind of like this. She doesn't
hold our level and I do it likeI'll go and do videos on houses
and stuff. But like she has aton of content. And she did a
video on a clothing store likeBurlington or something in

(14:47):
Indiana and she got like 20,000views all these followers. And
she kind of she learned and shekind of took off and they're
like I need to keep doing thesevideos. And in one thing I've
told my team that came Fromanother meeting we had, you
know, DUNS better and perfect.
You know, I got that forsomebody else DUNS better
perfect. So make the video putthe content out there, you'll

(15:10):
get better at it. You know, Ijust posted a tax man video and
if you guys watched it or notthat my wife and I video a year
ago, and I had yet to post itbecause I was like, man, it's
gotta be perfect. It's gotta bethis and we just went and posted
it and it's been a huge successalready. But it's just doing it
in the phones these phones cando so much it can't can't oh my

(15:31):
god ematic mode. So I asked himone day I was like I was like
walking out back my coffee andlooking at the sun and maybe
saying something to your smilefor the day. It's some I said
what are you using the film thatit's like my phone? I literally
bought a brand new 15 by 12Because it's cinematic
kinematics awesome. You gottaknow how to use Zoom and all
that stuff when you're not usingcinematic but you know here not

(15:54):
long ago Am I had a meetinginviting a bunch of Realtors
there right to come in and Igrabbed two of my one on one
with my newer agent the otherone was agents been with me for
a little while, but just hervideos not the greatest. So like
let's go do video here. You knowlet's get there 30 minutes
early. I already talked to himso we get there 30 minutes early
and Bailey nobody's area. Likeit. We're gonna walk through I'm

(16:15):
gonna show exactly how to do myvideo. I'm gonna show you how I
cut it. Afterwards we leave. AndI did we got done with a coffee
shop runway 19 sat down, Iopened up my app. So here it is.
This is how I'm going to do it.
This I cut it is I cut that if Iput give it a sound add sound
music, no music. VoiceOver so Ichallenge myself to voiceover
because I've been telling myagents do the voiceovers do the

(16:38):
video do the voiceover later.
And I did I find that my firstvoiceover I think it was making
some eggs or something. And thenI did one for my house. And then
I learned I can I can make myvoice sound better. So you'll
hit the breathing in between.
Because I didn't use a mic. Ichoose the phone.

Rick Ripma (16:58):
And then amazing.
Well, you

Ian Arnold (16:59):
don't want to breathe in. There's one guy who
breathes into his all the time.
Yeah. And he and he's probablymore famous than anybody used to
start with Vader. Oh, yeah.

He's also dark Darth Vader. He's bad. Yeah, bad
guy.

Rick Ripma (17:16):
Bad Guy. Bad. I don't want to be a bad I think
not a bad guy. Oh,

no, I'm just just good at doing houses.

Ian Arnold (17:22):
Well, if you're so good at doing houses, how would
somebody get in touch and get ahold of you

know, you can reach me at 317-371-0060 also
get me on Daniels realestate.com You can find me on
Facebook, Instagram. I don't doTwitter. I am on LinkedIn and
I'm not too old for Tik Tok.

Ian Arnold (17:42):
So he still does the dances. Now is your turn, Rick.

Rick Ripma (17:45):
I know it's my turn.
You know. I wanted to make sureI remember the numbers. I just
wrote it down. All of a suddenit left my head. What isn't?
What is it? But to get a hold ofIan or I first go to
HardWorkingMortgageGuys.comThat's
HardWorkingMortgageGuys.com Oryou can give us a call at
317-672-1938 31767 to 1938.

Ian Arnold (18:09):
All right, so before we get in more of the real
estate, we're gonna take alittle sidestep. So Indiana, was
anybody's been lived here knowsthat. We got quite a bit
different restaurants. What'syour favorite one?

My favorite one right now. It'd be Gerald Dean's
downtown. Okay. Love Geraldine.

Ian Arnold (18:26):
And what was your favorite?

I like it because it's it's it's not a chain. You
know, it's a mom and pops. Likea piano guy in there. It's very
kind of 50s theme to me. Theyhave a valet every now and then
that's that's parking cars.
Which funny story last time Iwas there. I didn't use the
valet. And I didn't see him Ipulled by but he comes in and

(18:48):
gets the menu and he's like, youknow, he's young young guy. You
know, he's like, looking at me.
He's like, can I get thischicken on here and and you
know, we had a really great yearlast year and this year starting
off. Phenomenal. And I look athim I go you really want to
chicken? The chicken here is asteak restaurant. I go you like
flay he goes he's looking at mekind of like Like, he goes yeah,

(19:12):
I go get him get him an eightounce filet o me. And I learned
a lot about him just fromsitting there and it's just
stuff you don't hear from chainlike chain restaurants. Like
this guy's like he lived inLafayette dad came here from
Lebanon. His dad was Lebanese.
We couldn't tell like this kidjust look like URI right but had
a really cool name. I wish Icould remember it right now but

(19:33):
you probably had hair though.
Yeah, he had hair. Yeah. Longstory short, you know I like the
restaurant. It's very mom popsfield. It's got great food. I
mean the shrimp sir. When youget over like this when you go
downtown some of the restaurantsfor us. Although we're in like
good service to. It's not farfrom Fountain Square. I'm trying
to channel no the road. It's onit. Married

Rick Ripma (19:56):
Jack called Geraldine. Geraldine zero.
Geraldine do you need to

go there? Yeah, they're, they're going to
upstairs, downstairs. It's not ahuge place. But like a lot of
times we can get in there andsit at the bar. My wife and I
don't have the kids we like toeat no matter where we're at. We
like to go sit at the bar. We dolike to talk to people. I never
had an interaction with thatyoung man. He later when gave me
a five star review on my Google

Rick Ripma (20:19):
I mean really awesome. Yeah, I

said I met this guy. He's in real estate and you
know, it was great talk and I'mwe were talking about his what
he's wanting to do with hislife. You know, and I gave my
cards if decided real estateyour path but right oh, you
know, his dad came over here.
One of the says grandpa paid forhis dad's college. I would learn
I never learned any of that,right? Any of this license.
Life's about people. You know,my secret. It's all about

(20:42):
people. Yep. Here recently, Iwas just at tax man, visiting a
title guy. We walk outside thisguy pulls up this badass
Mustang. Like back in it in.
Like he was 67. And I made avideo on it. And it's rumble.
And the guy's got like ablackjack and he's prime age or
younger, his girlfriend in thecar wife. And he gets out. I was

(21:05):
like, Man, that's nice. That's anice nice vehicle. You care if I
do a video of it real quick. Ijust want to make a video posted
on my page. That learned heowned his own little car place
where he buys another Mustangs.
Get this one out through likethrough the country. Really?
Yeah, yeah. Yeah. So he's like,he's into it. And I did a video
I tagged him in it. And then heend up liking it sharing it got

(21:27):
over like 2000 views. The guyMichael from the title company.
He's like, man, that's what itis. That's your That's your
secret. Like that guy justbacked in you he let you do a
video you talked to him forever.
In and then now he's anotheryard but I'm sincere. Like I
sincerely like the car sincerelike the guy's business. Right?

(21:48):
I want to go and video some carsand his business later. You
know, it's not all about realestate. Right? Coffee shops?

Rick Ripma (21:56):
Yeah, coffee shop. I know. This is amazing. But it
doesn't. People kind of get overthe real estate or for us
mortgages. Nobody really caresabout mortgages. Right? Not
until they're ready to do you.
Yeah,

yeah. You're like the general your should be the
first person they call. Usuallyyou're the second person. Yeah,
it's a good agent. Yeah,

Ian Arnold (22:13):
but let's be honest.
People write checks to us. Yeah,that's a payment here. They're
they're dreaming. Ooh, I reallyliked that kitchen. What's now
in the style? double oven do youhave so that's a little
different have a wish list thanHey, I like having

Rick Ripma (22:30):
more reasons not to call Oxford What's wrong with
you? I

Ian Arnold (22:33):
just understand the psychic John just

Rick Ripma (22:36):
sad that they and he I couldn't agree with him more.
Yeah, first people you shouldcall if you're gonna buy and you
aren't paying cash as a mortgageperson, because you need to know
what you you need to know whatyou can afford. What's not
reading what you can qualifyfor?

Yeah, right. Yeah.
Yeah. And then and then fromthere. Do the budget. Yeah. You
know how many times I getclients that may be with another
brokerage and is usually notlike a brokerage. Like, like,
like yours is local. And, oh,yeah, I'm approved for 400,000
Great, you know, well, what doyou want your monthly payment to
be? Because I want to startlooking at 4000 Our house is

(23:12):
like that. Right? And okay,okay, you want you must pay me
this. So we should be 300 Didthey talk to you about what
their fees are? What do youmean? And especially if they're
a veteran, they just you know,they never bought a house
possibly. And they don'tunderstand they still have fees
on the lending side. And like Ididn't know that. So I learned
early on to make sure I askthese right questions, educate

(23:35):
my clients in educating theclients is another secret to
everybody's success. I went fromWaffle House to getting some on
a brand new house within 24hours they saw my sign Wow, they
called me That house was goingpending like an hour later. I go
Let's meet tomorrow morning andSaturday. I gotta get my break

(23:56):
bread somewhere you know whereyou want to go so well. Fine.
Awesome. Greenfield like cool isyoung couple two really nice
couple. We sit down I bring apurchase agreement I go over the
purchase agreement with them Igo over so just closer with them
like this is what you're gonnabe signing. This is what this is
about. Most people sign thesehave no idea what they're
signing because nobody goes overwith them telling you right now
right? It's very slim that a anagent takes the time to do a

(24:19):
proper consult and go over withthem. So from there they felt
comfortable so within hourswe're looking at three houses
hours after that and writing anoffer up on one you know I made
sure I talked to their lenderand you know make make because
they already got the lender andonline which was nice. And
everything worked out great. Andwe're going to reach out through

(24:41):
inspection we close in here inabout four days. Awesome. So
from Waffle House to Yeah, ownand a house.

Ian Arnold (24:47):
So let me ask you this. So what is let's start
here. If somebody's has theirhouse, and they're looking at
selling Yep. And I want toeducate these guys or I want you
to educate them because I wantyou to talk about me. So So what
what processes do you gothrough? If Little Timmy just
walked up and say, Hey, I got ahouse right here in Broad Ripple
that I'm looking to sell? Whatdo you do?

How soon can we go see it? So how soon can we go
see it. That way we can walkthrough the house, there's
anything that needs to be takencare of, before we list it, we
can kind of give you my adviceon it. Generally, like, that
doesn't happen like like that.
So usually you get to 24 hoursor whatever. So I'll go and do
some pre comps. I'll print outmy listing agreement, like
they're going to sign italready. Like I have everything

(25:30):
ready to roll. And I do my mycomps, like three different ways
I do it the hard way, which mostpeople don't know how to do in
our industry, where like youactually pull the houses up
around the house, and you can'tfind those go look further out.
And then I do couple algorithmswith our RPR. It's super easy,
just it's not always right.
That's why I like doing it thehard way. And I do it also with

(25:52):
the tax comparables. And it'snot always right, but it's
usually close. So like I show upwith this stuff all printed out.
And I walk through the house, Imake my notes, I sit down, I go
over really with them, I sitdown with my highlight sheet,
this is my, my credentials. Thisis what I'm going to offer you.
This is what you can hold meaccountable for. Here's how I'm

(26:13):
going to advertise your house.
unlike no other agent, you know,and here's my videos, I got to
prove it. Here's all my videos.
Right, right. That's what I do.
And 99% of the time they signthat day or maybe a week later
or whatever. But usually signright there.

Ian Arnold (26:31):
Well, you put all the work in. I mean, it's you
have to look at it like you doas a business. Hey, look, if I
put all these proposalstogether, but all these listings
aren't, here's the other onesthat sold in this neighborhood
with these, this and this, thisis what you have. You don't have
this, but they have this andshow him when all of that. That
speaks bold, because I mean,let's be honest, you're probably

(26:53):
walking into a stack of paperlike this, and other people are
walking in. Here's my businesscard. Yeah, seriously.

And that's what they say. If I'm if I'm not the
first one, they'll be like,Yeah, the other two people
didn't bring anything like this.
Like, I'm going over with them.
Like why I feel like the priceshould be this. And I always
like to ask like, what do youthink the price should be?
Because people look at Zillow,right? They look on Bing, or
they have some mom or dad orneighbor, whatever gave an idea.

(27:21):
So that's usually how I startoff when I get there. And I walk
through the house and I said,What do you think the price
should be? And that way I canwork myself down or up and give
them a better reason why I feellike it should be this price or
that price. And that's it'stough sometimes. Because
sometimes people think theirhouse is worth more, they get a
lot of emotional attachment toit. And the sad thing is, if you

(27:44):
list a house for more than it'sworth, you're most likely going
to take your sphere of pneusfear of people but your buying
power like the people out there,you're going to take it like
that, right? When really couldhave been like this, you might
have got a bidding war, youknow, you would have had more
exposure less time on themarket. But now we're like,
Alright, now we're waiting. Andwhat I tell them at that point,

(28:05):
if I don't just list it, I sayhey, let's make an agreement
here. I'll do yours. Your yourprice. After three weeks, maybe
four, we don't have 15 showingsand three offers are going to
drop the price. If they're notokay with that there's no
pointless in the house,especially if it's
astronomically too high. Becauseall I'm going to do is waste

(28:27):
their time. They're gonna wastemy time. Usually people get
upset at some point, right?
Because they were wrong. I'vebeen there. Yeah. But we don't
admit we're wrong. No, no, no,but it is what it is. But
usually that works. And there'sone of three things that will
affect the sale of your house,Condition, Location, and price.
So price is usually only thingyou can work with at that point,

(28:47):
because your locations what itis, conditions about as good as
they'll make it at that forpictures and everything. So
price is where you want to havethat, that conversation up
front. And in most time peopleremember that conversation.
Sometimes they don't. But thatway when it comes three to four
weeks in like, Hey, okay, we gotthis many views. Here's our
analytics. Here's what we gotfrom social media. Here's how

(29:09):
many showings we've had. Here'sthe feedback we've got on him.
You know, it's time to go aheadand drop the price. Yeah,

Rick Ripma (29:19):
obviously, price is a big, big piece of everything.
But especially, I mean, ifyou're not getting showings, you
know, there's two things to me,and I'm not a real estate agent.
But to me, it's like if nobodywants to come see your house,
there's a reason for it. Right?
There's probably price. And ifpeople come to your house and
nobody makes an offer, it'sprobably price. Unless unless
it's obvious that you know, yougot a hole in the floor. I mean,

(29:41):
you know, there could be otherthings, but pretty much it's
going to be

price price is the number one number one
denominator and all three ofthose and

Rick Ripma (29:49):
it's very difficult.
We know from appraisals. You cancall me and say Hey, Rick,
what's his house going to? Idon't know what's going to
praise for me.

I have no idea.
None. No idea. Like I gotta goright now. I'm selling his house
and we win her contract. And hegot an appraisal four months ago
for 540. And four months laternow I got one for 505. From
another buyer. Yeah. And I'mlike, how the hell does that
happen? Right as a bigdifference, right? Yeah. So
yeah. And that's why I alsoright, tell those people to is

(30:17):
okay, somebody does come in anda realtor doesn't do any comps
doesn't do the deal diligence tolet them know that we're paying
for the house. If the appraisalcomes in low, are you gonna
accept that? You know, as longas it's round the price? I was
saying that? If they don't sayyes, there's no point, right?
Because it's not going to sellbecause, especially depending on

(30:37):
the price of the house, mostpeople can't come for an extra
10 grand, right? Because it's afirst time homebuyers. It's all
they got their toughconversations, but they're
they're needed to have, ifyou're not having those
conversations with your clients,not educating them, because we
are professionals, we'reprofessionals, that we're not
doing our jobs. And a lot oftimes, I feel like, again, back

(30:58):
on the training, the one on onesand stuff like that is agents
don't purposely do that. Theyjust haven't been trained, like,
Hey, here's the conversationsyou need to have. And maybe they
weren't trained. They justhaven't done enough deals, or
like it just rolls off theirtongue. Right? Because how many
watts was a 4.3 houses a yearand average agent? So give or
take? That's hard to retain allthat knowledge that makes sure

(31:23):
it's flowing off your tongue?
Yeah, unless you're doing a lotof deals. Yep. So that's where
you're like having thoserefreshers, and having a active
managing broker in your life.
Yeah. Makes a big difference.

Ian Arnold (31:36):
I explained it to one salesperson, I was telling
him I'm like, Look, you'vebroken up a girl, right? It's
hard, right? It just is. Well,guess what? You give him bad
news. It's the same thing is youjust gotta go do it. Yeah, no,

absolutely. That was the hardest thing for
people. When I was in theautomotive industry, you know,
you come in, you need your carfixed. Right? Okay, we got to
order a party or leave your car,you left your car. Parked
supposed to be in the next day,from what we're told, will come
one o'clock report didn't showup. Instead of that advisor
doing their job and checking onthat and then calling you, you

(32:11):
end up showing up at four orfive o'clock your car's not
ready or pissed off. You know,like, there's so many steps to
be taken. And then I was verysuccessful in that industry. But
you know, I always put myclients first I always made
notes. People don't make enoughnotes. Can't remember
everything. You wrote yournumber down. Right? Right. You
can't remember everything likethe MRP thing. I had a brain
fart like no matter. What's MRPmilitary relocation specialists?

(32:35):
Alright, we'll get into thathere in a little bit. Yeah,
yeah. But it's you can'tremember everything. I got tons
of notes in the notes section onmy phone. I got copy paste in
there. Me too. You have to haveit. You have to have it in? I
don't know. It's it's helped meout. Tons.

Rick Ripma (32:51):
It saves you. Yeah, you said something, which you're
talking about long in the startabout the videos and making that
and how people have to just getstarted. And it's the same I
think with what you're sayingabout when they're making
presentations to a buyer or aseller is you have to you have
to do it. You got to do it. Andyou're not going to be good at

(33:13):
it. No, you know, suck. You'reright. You just know you're you
gotta have confidence withconfidence. Why you suck. And
who should you who should you doit in front of first a real
seller? Me?

Yes, exactly.
What's on the phone? Like roleplaying is huge. Yeah. And
that's that's another thing whenI was 20 years old at the
dealership like they we wouldroleplay certain scenarios,
phone calls this that. Iremember, like, I was selling
the most fuel system cleaningsthere, you know, and I wasn't
overselling, I saw him in theintervals that cars were
supposed to have them. And mymain my broke mom and broker was

(33:46):
100 times like, how are youselling some of those and I had,
I kept the box on my desk. Andthe box says what it does. So I
would just take the box andread. This is what it does. It's
gonna clean your combustionsystems, but they're do this
this this. You know, that's,it's simple. It's a script.
Anybody can read a script,right? But they choose not to

(34:08):
write. I mean, but practicemakes perfect. That's another
reason why I like it when myagents get to ride with me and
get to go to these these listingconsults with me, because they
get to hear how I'm talking.
Right? They get to hear want tolike firsthand, especially
riding with me, you know, it'skind of The Lincoln Lawyer like

(34:28):
you're gonna learn so muchyou're riding with somebody has
done it for years and are goodat what they do. Yes. lendings
that's the hardest part aboutyour industry. My industry is
like, not everybody can listento those phone calls all the
time, Riley handling. Like it'snot like your desk is right next
to each other and you'relistening to everything and
picking up on Oh, man, he saidthat and that worked. Or I

(34:49):
learned this. I didn't knowthat. It was important to be in
the office. It is it is moreimportant just to get together.
Yes. Every so often, even phonerecordings wouldn't be good
people to listen to we did adiscount tire. We got some phone
recordings like what to say whatnot to say, you know, and you
didn't want to be on some ofthose recordings. You know, we
have our major, big majormeeting with like all the stores

(35:11):
like Oh, Tammy

Ian Arnold (35:17):
it is I've gotten the recordings and everything.
Yeah, you can think you had thebest call ever. And, look, we've
all been on the phone enoughtimes we understand when we've
had one. But you can go back andlisten to it. You'd be like, did
I really just say that? Yeah.
What was I thinking? You couldtotally

improve yourself by listening to yourself talk?
Yeah. And just like you said, soyou don't have anybody to
roleplay with video it? Yep.
Video yourself, get comfortablebeing uncomfortable. Video
yourself, see your mannerisms?
See what you're doing? I used towalk up to my advisors was
manager and and they'd betalking on the phone and a
client with their freaking handor pocket. Like it was your hand

(35:55):
cold. Get your hands on yourpocket. You know, like, talk, I
talk with my hands all time Ilike talk, you know, walk around
if you can and can't really walkaround there. But like, I'm at
home. And I'm talking I'mwalking around talking like I
just don't I can't say this. Ihardly ever use my desk. But
it's it's just what we do. Andwe don't understand we're doing
until we hear ourselves or seeourselves doing it. But man

(36:16):
don't really sound like that.
You're talking

Ian Arnold (36:19):
about sound does it have pronounced out of those
things is you're actually toldto smile. Yeah, when you're on
the phone, which is

easy for you and I we smile all the time you smile.
But it's

Ian Arnold (36:29):
weird, because you're like, there's no way that
can make a difference.

It does it does.
It does it and those are skillsthat I still feel like are not
taught anymore. And that's onething like Discount Tire had
some amazing tire store. Right?
Right. Amazing. training that Iwas a sponge to. And then I left
that company which had amazingtraining to to Huber Chevy at

(36:54):
the time when Howard owned it.
And Joe Harding, God rest hissoul walks me up to my desk says
here you go and walks away isthe old DOS system. We use
Reynolds and Reynolds and RickLucien behind me I like learn,
like the keystrokes like to getfrom this point to this point,
because like bunch of keystrokesare crazy. But I still did find.
I still I managed to adapt andovercame.

Rick Ripma (37:17):
The car stores don't

get a lot of training. When I don't I think a
lot of businesses don't I reallydon't. I

Ian Arnold (37:22):
think Carmax when they first came out there match
does Yeah, you do it. And theydo more of a group thing. So
every Friday, they'll have allthe sales staff come in 30
minutes earlier, and they'll doit and what I liked about the
group one was you and I can haveroleplay the same time, though
after a month. It's gonna getold. I know what you're about to

(37:43):
say. Yeah, but, and you may nothave the same language I talk
with. Yeah, let's be honest. Butlittle Timmy over there in the
corner says, Hey, this is theway I do it. You're like, Wait,
that's more meat. Yeah. And youcan you can take did bits and
pieces of what somebody elsesays and make it your own?

(38:03):
Absolutely. Absolutely. That'sthe

script isn't meant to read word for word. The
script is meant to make yourown. You know, it just gives you
the foundation to make it yourown. And then when you make it
your own now you're comfortable.
Only

Ian Arnold (38:18):
if you don't work at a helpdesk. Yeah, help desk this
all script. Yeah, it's all AI.

Are you talking about? Like, I want to talk to a
real person. Yep. Data pauses. Iwill talk to my United States,
then it pauses Yeah. Then theyput you like, it's funny. You
can say that. They'll do that.
Yeah.

Ian Arnold (38:32):
All right. So we're gonna get into this, but work
our guys here. Yeah. So if youcould own any car,

what car would that be? I would love to have a
1970 Chevelle resto mod withlike a six two fuel injected GM
motor, like, new AC like prettymuch an old car and a new
chassis. Relative Ross restomods, yeah. Like, to me, that's

(39:02):
a unicorn. Like, you know, you Ican go buy a Corvette or Ferrari
or Porsche. But when I pull upin the resto mod, like that's,
yeah, that's gone in 60 seconds.
Yeah.

Ian Arnold (39:16):
I mean, I like somewhat older cars, but I agree
with you. They have to beupgraded for the newer stuff. So
yeah, yeah, I got an old truckthat yeah, that's a suspension
and an old truck. Yeah. Is notany fun. No. Yeah, at our age,
but

people come up though. ask you about that for
the ask you about your $80,000truck. Absolutely. Well, I got
this 82 Silverado is a littlebit of lift on it and it's got
some really cool patina and Idid drop a crate motor in it
stuff and I drive that thing outParker summers, my Mike, come on
whose truck is that? Yeah, Idropped my other truck. Like no,
I get it.

Rick Ripma (39:50):
I always find it funny because you could have a
Ferrari pull up. Yeah. And youhave a 69 Camaro and everybody's
gonna go to the command.
Absolutely.

Absolutely. Uh, I don't know, I just, I just
don't. I'm like y'all like thecorroboration like the sound.
Obviously a wrestler would havefuel injection, but it's just an
established sickness of thatcar. Yeah.

Rick Ripma (40:09):
But the rest of them I, I believe that's the only way
to go personally. Yeah, all myfriends have read on their cars
and I kept telling them, youknow, to make it a restaurant
mod. And you know what? Theydon't drive them very much. You
know why? Because they're hardto drink. They're hard to drive.

Yeah, absolutely.
Yeah. And then you don't want towork on it. And yeah, I could
sit there for a year now it'sleaking. Yeah, yeah.

Rick Ripma (40:32):
driven it. Yeah, I restaurant mod to me is that's
the way to go. Is the only wayto go? No, unless you're not
going to drive it or it's sounique that you don't Rathdrum
on it. No, yeah, you read thevalue

of it. But then then I wouldn't want it like I
don't I don't think I ever wanta car that. I don't want to
drive. Yeah, you know what Imean? Like, I know what you're
talking about, like, say you hadsome real rare Shelby or numbers
match. And then you don't wantto touch that. Like, that's more
of an investment. Yeah, I'd saylike, if my boss I had to be
like, alright, this isinvestment. Yep. I'm not going
to drive a mothball. It's gonnasit in a container somewhere,
whatever. But for me, I want tograb the car drive. Yeah, that's

(41:06):
like a day like today, if I hadthat Chevelle over here, sitting
in a container

Rick Ripma (41:10):
is not good for a car. Now I need to be dreaded
than a metal. No,

they didn't. I mean, it's not like we're not.
We're not good to sit and notmove. That's right. We're like,
Oh, that's right. Alright.

Ian Arnold (41:19):
So we went into the conversation about what you do
if somebody wants to sell theirhouse. So let's do this. If
somebody is already therewanting to buy a house, and
they're already pre approved theRick and I, because we're the
best out there. So what what'syour process? If somebody Little
Timmy walks up to you, Hey, Igot my pre approval through Ian

(41:41):
or Rick. I like to look athouses.

Okay. Well, I was like to sit back down with them
go over the purchase agreement,seller disclosure, the documents
they're going to see, you know,through their computer that
they're not going to read. So Ilike to do my due diligence. i
This one earnest money is,that's this is what it's about.
This is the inspection period,this is what it's about.
Appraisal period, this is whatit's about. And then we close,

(42:05):
you know, so and then thebudget, and then the criteria of
what they want. So for like,yeah, I want a three bedroom. No
more than half an acre. And onelevel. You know, I don't want to
get too tight on the criteria.
But I'll do that. Like, what doyou think about small big rooms
doesn't matter. If it's theydon't want like small rooms, I
might limit the size of thehouse, or the age of the house,

(42:26):
like maybe 85 or newer orsomething like that. Because
usually, with the house I grewup in for a mood, like 1970s
row, small rooms, small closets,too. But I get that criteria
down. I set my search engine up.
And then usually from there, myrecord is usually about one to

(42:48):
three houses, and they'rethey're locked in. Wow. They're
locked in, but I do my duediligence ahead of time. And
when they send me things likealright, you didn't like this,
you didn't like that. Like areyou sure? Okay, this is by a
railroad track. Or this is downthis just on a busy road. You
got kids, you know, like, Ipicked that apart and pointed
out to him because we'reprofessionals, they don't look

(43:09):
houses every day. Right? And I'dlove to learn that from driving
an hour somewhere. I'm like weget there like oh, I didn't know
railroad tracks right next tolike,

Ian Arnold (43:17):
yeah,

yeah, that's my phone. Did Ariel say you know,
railroad tracks right next tothis house? Or, hey, it's it's a
one car not a two car. Youreally wanted a two car? Yeah,
those are the things that we'resupposed to do to make sure but
yeah, once I got all that out ofthe way, and now we're on the
hunt, we start looking and ifI'm in a house and I start
seeing issues already, I pointthem out. I've been in houses

(43:41):
before like, where I just put myhead in. I just get in and I
turn around so you're not buyingthis house and we'll show you
why. Because like a DIYnightmare house. Okay, and we
walk through and alright, andwe're leaving. I had a log cabin
home first time homebuyers. Wego look at it and you already
see rot and all this stuff andlog cabins are maintenance,
maintenance, maintenance,maintenance. And I said Not that

(44:04):
you should buy this house ago Iwant you to talk to my inspector
before we even put an offer inwe're gonna walk that out. They
talked to my inspector on thephone he says all the things he
finds with log cabins and theydidn't buy it. I ended up not
selling them house they ended upbuying a house for grandma's
friend that was gonna be goinghome and going through our
lawyer. I wasn't mad at all.
They actually gave me a giftcard. Like then they told me

(44:27):
about and I was like hey, that'scool. I totally get it. That
sounds like a good deal do itright. They said we feel bad
like you drove all over like itis what it is give me a referral
or something they gave me like agift card like I think it was a
bellows or something they do 100But but yeah you know then once
we finally get to the pointwe're gonna buy the house. You
know I go over the numbers againlike okay, this is what we're

(44:50):
okay with on price. This iswe're okay with honors money.
Here's our inspection period.
Here's our closing date to makesure we're gonna be in town
that's important and agents payset a closing date. And now am I
gonna be a town that day? Idon't know that which can be
moved. But you know, it's easierto do to front. And then we
pinned it close. Awesome. And wecelebrate.

Rick Ripma (45:12):
And one of the problems we have is sometimes
when people will buy a house andthen go on vacation between
buying the house closing on thehouse, yeah. Which can create
some major issues withpaperwork, mortgage, but if I
figure that out

ahead of time, with the date, right, because
oh, I'll say this date, okay.
Now when you get a POA, or weneed to do a remote signing,
yeah, you go on vacation long asyou're in states. Yeah, you're
not in the states many of theremote signing. Yeah,

Rick Ripma (45:38):
it's even between, you know, it's you buy a house
like, oh, yeah, when it closed30 days later, and you have a
two week vacation in the middle.
And you can't get any documentsin a period like this, where
we're, you know, it's notslammed? We, you know, we can
get it done in 30 days, we havea two week vacation, right?
Yeah. And he can't get his pipepaperwork. But there are times
and that, that has become real achallenge. Oh, yeah,

I'd say. I'd say underwriters are probably
they're the nemesis of ourbusiness but but they're
necessary nemesis.

Rick Ripma (46:09):
The thing is, is it's not really we always blame
it on the underwriter. But thereality is, they're just the
policemen. They gotta have thepaperwork run. And I've

had I've had people before where like, some
my parent gives kid a gift.
parent doesn't want to show bankaccount. It's like you have to
it's the federal governmentrules right here super pissed
off. Like, we don't make therules. You don't make the rules.
Very seldom has that happened.
But like, people were prettyclose hard with their fake
stuff. I get it, I get it. Butlike, you're not gonna share

(46:40):
with anybody else. Like, this isfederal government stuff. So
make sure the money is comingfrom where it's coming from.
Yeah,

Ian Arnold (46:45):
it's one of those things that Rick and I did one
podcast on. It was like,interesting how much parents
don't want to talk about howmuch they make? Or how much how
much you need to make as grownup? Yeah, luckily, my dad
actually he goes, I don't knowif I should tell you this. And
I'm like, just in college. Andhe's like, Well, what do you
want to make? What do you want?
What do you want to? Becausehere's what's going to happen is

(47:06):
you're gonna have this, you'regonna have taxes. Yeah. And then
you're gonna have this, and itwas a nice sit down
conversation, but come to findout is I guess most people don't
have those conversations. You

know, I've had conversation, our oldest like,
we, we didn't grow up, like theydidn't grow up with how
successful I am now. It's aboutsix years, OR 653 or four years
ago. But that's like, Hey, youlike doing these things we're
doing and you'd like to theheaven these nice things, you're
gonna need to get a good job.
And my my dad already put moneyaside for college for him before

(47:38):
we got to where we're at. And Igo, go go to college, get a
business degree. She wants to bea lawyer. We'll see how that
works. Right? I hope she does.
It's a big commitment to atleast get a business degree as a
minor. Kelley School of Businesswas going I learned a lot,
right? A lot. Education is hugereading books are huge.

(47:58):
Experience is huge. So like,I've had those conversations
with her. And in, she says, Iwork too much. Sometimes I go,
but that's what it takes. I goif you want to grow, and you
will grow exponentially, youneed to outwork everybody else.
And then eventually, you can setyourself up to where you might

(48:19):
have some a portfolio thatsupports what you've been
making. So you can scale in adifferent direction. She's 18.
You know, the more I say it, themore she might realize it as she
gets older. And our youngest is12. So not much grooming to do
yet. And it'd be a good, goodperson. Yep. That age be a good

(48:40):
person. Alright,

Ian Arnold (48:41):
so we got two, two last ones. One I just, I'm just
kind of curious, because we allwatch this stuff on TV. And so
you were on the what? TheAmerican Dream TV, right? Yeah.
So one, how was that? And howrealistic is it?

So American Dream TV that came to town, they
picked 40 people out ofreferrals from like, maybe you
or other people like who's yourtop agents out here. And this
was their first time coming toIndia because India is a smaller
town. And they took 40 of us.
And we get there's like fourdifferent meetings with 10 of 10
each, and basically the mainspeaker, the owners talking

(49:20):
about what he's offering. And Iwas like, you know, we offered
all kinds of stuff. This isreal, not real. And I'm sitting
in this room before like, sixdeaths over six years before
like, wow, like literally peopleon the South Side don't know her
name. I know her name becauseshe's kind of a badass. But I
was like, This is real, youknow, and it is something you

(49:42):
had to pay into. It wasn't free,you know, is like 1500 bucks a
month. And the SEC, they woulderr, they give you a
videographer. You'd have to goahead and pick your segment like
everything you do on youryourself on the on your end
then, and then the videographermeet you and you go and shoot
different places, you've comefor all your own, you know what

(50:04):
you're gonna say, Okay? Likeyou're, you're, you're doing it
all. And then the air is thesecond month, which was like
three grand by the end, right?
So you get three grand in forone small video. And I was, you
know, it does help, it did helpbecause a lot of people saw it
and they still see it as likeman like Shawn got on TV like,

(50:25):
great. But in my mind is like Icould do this better. And I have
done it better on my own and ona different level. And it did
help me to figure that out. Likewe went and bought a Nikon Xenon
camera, we bought and boughtnice microphones, I got a drone.
My wife's an amazingvideographer and editor. But

(50:47):
even though she's amazing, she'sstill a nurse and still work. So
I hire videographers now. And goKumari, setting it all up,
right? So like for 900 bucks.
I'm doing a segment that wouldhave cost me three grand, right?
That's supposed to be on allthese sites. Right? It took you
forever to find it right now,like we can produce three times
what we would have been approvedfor them. I won't discredit

(51:08):
them. I think they have a greatthing. I think it's a good
program. I think Indiana is avery small, small state. And
what I realized right away islike to other people to do the
same stuff I did on the firstsegment. Like, like, there's
cars, and then my first segmentwas supposed to be with the
lighting of the tree coming up.

(51:28):
Like it was like camera, whatwas how many years it was in?
And so the marrying it thesecond month or to third month?
So you're off? That doesn'twork? Yeah, I was like, That
doesn't work. And I had somewords with the owner of the
company. So this isn't for meanymore. It's like now it's
been, you know, was $4,500 forfor one segment. See, I I left

(51:54):
that show and took what Ilearned from it. And I learned a
lot. And now I'm doing all myown stuff.

Ian Arnold (52:01):
Yeah. All right. So I know, Rick and I are huge with
the military. We appreciate himso much. But you do something
and we briefly mentioned itearlier. So let's go into this.

So MRP specialist is basically a military real
estate relocation specialist. Wego through training to learn
what aspects when they're movingfrom one state to another state
that we need to know about, youknow, how the the veterans get
their all their items paid forthe move, like the bill moving

(52:37):
company, which some don't evenuse a moving company. What it's
like for them to move to a statethat I don't know anything
about, which again, those videoshave helped me share different
aspects of Franklinbargersville, downtown
Annapolis, you know, I haven'tgot everything built yet. But
like, I can share a video withhim say, Hey, this is what
downtown's like, this is whatthis is like. So it's really

(52:59):
helped put us in connection withthem and in a whole different
level than what when you do 90hours real estate and take your
four hours test, like doesn'tteach you what the military go
through any move over threeyears. Right? So a lot of them
are pretty used to moving. Sowhat's really important to them
is how close they're gonna betheir base schools. And then you

(53:20):
know, making their spousecomfortable, right? I had one
she was used to live in on base.
And they will kind of wantsomething more of a compound
setup. Which is tough, right? Sowe found something to see more.
We then we found something tosee more and had a kind of a
courtyard in it when he drovein. It was Gonca. Yeah, cool.
And we found what they need it.

(53:42):
I picked him up. Not at theairport, they had a rental car
ready, but I picked them updrove around the whole time
children's town. I like to showhim as much as I can. It's tough
sometimes when they fly in, so Ihave like a, like a half a day
or something. Yeah, so it'sdifficult. So the more we can
share with them upfront aboutthe benefits of the different

(54:02):
towns and amenities of differenttowns, the easier it is for them
to make that decision and I'vehad a huge success with it. I
mean, huge, like lollies, peoplemy friends now. I did a march
with one of them not too longago from the POW camp, not POW
camp from one of the isn'tatterberry is one of the shelter
houses to the pow Memorial andthen back with his group and

(54:26):
these are they're like a modalmotorcycle group. I can't
remember right now Forgive meRoger. Shoot, it's a veteran
motorcycle group there it'swound wound it I think of it
later give you guys can just popit up there right. But it's
basically once a been an action.
And I love my veterans, notanybody. I love them. They've

(54:49):
been through a lot. They'veserved us it's time for us to
serve them. Yep. And just justgive a pay our respect. Okay,

Ian Arnold (54:59):
so Well, let's let you help them. What's the best
way they get ahold of, you know,

call me at 317-371-0060 also get me at
Daniels real estate.com You canget me on Facebook. I don't do
Twitter, even on Instagram andget me on LinkedIn because I'm
not too old. And one more. Ican't remember I MySpace, my I
don't do MySpace, even onMySpace.

Rick Ripma (55:25):
And to get a hold of her I go to
HardWorkingMortgageGuys.comThat's
HardWorkingMortgageGuys.com Oryou give us a call at
317-672-1938 31767 to 1938 andplease follow us for more indies
real estate gurus and reminder

Ian Arnold (55:40):
if you have any friends family and co workers
looking to buy sell refinance,let us know we are more than
happy to help you. Alright Sean,thank you for joining us. It was
a pleasure appreciate it. DejaVu was dude they

Unknown (55:53):
went crazy with with one. MLS NUMBER 66459 Arnold
NMLS number is 1995469 equalhousing opportunity some
restrictions apply

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