Today's Real Estate Industry with Ciné Wright

Your Resource For Success Presents

This SPECIAL EPISODE of "360 & Me" with Host Kimberly McLemore and Special Guests Realtor Ciné Wright and The Wright Home Team

Were going back in time, educating the customer/client, connecting the dots, chatting it up on lessons learned, and what the real estate industry looks like today.

Ciné Wright, 21 years in the business as a Virginia Realtor, owner of The Wright Home Team, Keller Williams Military Regional Ambassador and U.S. Army Veteran/Productivity Coach and Pre-License Education Instructor.

https://bit.ly/valiving4u
Email: [e-mail]
https://www.facebook.com/TheWrightHomeTeam7

Ciné Wright | 703-861-8017
Virginia Realtor® MRP, KW Military, SRES
KW Military Regional Ambassador
U.S. Army Veteran | Productivity Coach and
Pre-License Education Instructor
Buy, Sell or Invest in Real Estate | The "Wright" Key Begins With Us
Keller Williams Capital Properties Stafford-540-659-8633

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Episode Transcript

(00:00):
Good morning, and welcome to anotherepisode of three sixty and me. My
name is Kimberly Maclamore. I amyour host. As you can see,
we are back here in my home. We are having another new guest.
I'm so excited. Of course she'snot new to me, but this is
my best friend, my realtor,my girl. The whole nine yards.

(00:21):
People are gonna be like, well, who is she? This is miss
Sini, right, So today Senieand I are gonna be talking about the
world of real estate, what's beengoing on on her life personally, all
those great things. So I'm gonnalet Missini talk a little bit right now
and introduce herself with her business,her team, all those good things.

(00:41):
So welcome miss Cini. It's sogood to see you and have you back
here at the house. Thank youso much for having me. Absolutely absolutely
absolutely so Cini. Want't we talkabout what has been going on since the
last time we spoke. We didan interview in fins Tony earlier and we
were talking. I literally had togo back some years to figure out when

(01:03):
was the last time that I actuallyinterviewed you, and it was back in
twenty seventeen. The game has changedtremendously since twenty seventeen. Indeed, indeed,
right, So you know, let'stalk a little bit about what's been
going on with you personally the businessthe whole nine years, and I want
people to really understand what it takesto be in the world that you're in

(01:25):
of being a realator certainly, So, first and foremost, thank you so
much for having me here today.Hello, audience, it's a pleasure to
meet each of you. I ama realtor in the Northern Virginia area.
Been practicing real estate full time fortwenty one years this past January, yes,

(01:45):
twenty seventeen. Can you believe me? I know a lot has happened
since twenty seventeen to take it backand bringing in it. We've bought two
properties since then. We've bought andsold one and we purchased another one,
all since twenty seventeen. So withthat being said, let's start probably by

(02:08):
talking about your experience as a seller. So look, now's the interviewing me,
okay for the second time, becausewe've also done that before as well,
but it's the different dynamics because whenwe purchased the condo the first time
and we sold the condo to purchasethe next to do your next purchase.

(02:32):
So without really interviewing you, let'stalk about the dynamics of that market.
In selling the condo and buying thetownhome right and coming to Woodbridge from Fairfax
County. Yes, yes, you'retalking about a major change. So it
has been I've actually been out inthe Woodbridge area now what four years,

(02:53):
which I still can't believe. Iwas stayed in the Fairfax community for many
years, but when I bought mycondos actually there for those five years,
and you talking about a huge,huge change the condo, the communities as
a whole, and then just movingfrom one area to the next, and
one you know, community city tothe next county. Should I say as

(03:15):
well? So when I think aboutthat process, it was overwhelming, you
know, as you always tell me. You know, she was about ready
to kick me down the street,and then some because I was very emotional.
The process of buying was a lotdifferent from getting going from the condo
into the townhouse community and then justmoving from a whole county and a whole

(03:36):
new area. Was was a bigprocess for me. But your guidance is
what always, always always gets methrough everything that I've done, and just
even selling the way we did wasa whole different scenario from the condo coming
to a townhouse and then going toanother townhouse within a matter of two years

(03:58):
in between those townhouses. Right,So let me interject right there, because
that's huge and most people don't catchthat early on. So I'm about empowering
my clients first and foremost. Whenwe meet, we talk, I get
to know you, I get tolearn you. I get to learn about

(04:19):
what it is that you say youwant and what you don't say. My
body language, probing questions, takinga look at your current surroundings, understanding
who you are as a person,in order to be able to interject and

(04:43):
provide probing questions that you wouldn't havenormally thought of. To connect the dots.
It's like putting a puzzle together.We're gonna lay the puzzle out on
a table all those moving parts.Well, real estate is the same exactly.
It's a lot of moving parts,terminology, lingo that you have to
learn as we're going through the process. You can't assume any anybody knows the

(05:09):
lingo because we're learning as we go. Also, right, let's start.
Let's let's guide that. Let's startfrom when we first decided we were gonna
buy the condo, right, sowhen we decided to be the kind of
do the condo. Obviously when wemet, I was still pretty new to
the area, correct, I hadwas not used to actually renting until I

(05:30):
actually moved out to the DC areaand I was brought here for employment purposes
and reasons I was asked to comeout. I did didn't plan on staying
as many years as i've if I'vebeen, and so when it was time
for me to get out of thecommunity of being, you know, renting,
cause I actually hated it. Itwas not something I wanted to do.
But my mind and focus was alwayson getting a house, not realizing

(05:55):
of course that this community is awhole lot different than where I came from.
And I'm from the Midwest area,so financially everything is different, the
cost of living is different. Mywhole mindset had to be rechanged. It
had to be changed, it hadto be rebranded the whole nine years because
I was so stuck into the worldof what I used to have and be

(06:16):
in and because big part of peopledon't understand that back in the time,
the days. In the area thatI grew up in, being in an
apartment was considered hey like a no, no. Having house was the thing
that you did. You've arrived,so to speak. Right, not understanding
We didn't have a lot of townhomesas well. I mean we had a
handful, but it wasn't like thebig thing to do. So when you

(06:40):
come into another community and you thinkyour thought process is still the same,
I literally had to, like Isaid, rethink everything, real line your
way of thinking right right. Thedynamics of coming from the Midwest to the
East coach, Yes, that huge, huge change, huge, And so
let's touch on that right quick sothat we can give the audience an idea.

(07:05):
Those that do this, they travelall around the world and land in
one area or another coming from theMidwest to the East coast. The dynamics
of the shocked or shock of thatfirst and foremost the financial aspect of it.
You know, if you come hereand you get a significant increase in

(07:27):
your pay, trust you me,you're gonna need that in some in order
to survive and live here. Sowhen I first meet with people, I'm
asking about that, where'd you comefrom? Where was the last even if
you didn't, you didn't originate fromthere, What did that do for you?
What did that look like? Becausefor a person like yourself, you

(07:47):
went through all kinds of transitional changesof learning the area, right Fairfax County
to Prince William County, Maryland toFairfax County. All those dynamics played a
major role, yep. And whereyou decide to land, driving, commuting,

(08:09):
transportation, all those things that peoplereally don't think about. Right for
me, why I like to talkto out of state customers exactly before they
become my client. I need toeducate you on the processes of coming here
and what that looks like. Peoplethink that you can move from one county

(08:31):
to the other and it's the same. No, it is totally different.
It's different from the city of Alexandriato Alexandria proper meaning mailing address, so
understanding and having clearity just on renting. Yes, yes, it was huge

(08:54):
and just learning that. But Iwouldn't have known that if you didn't have
a Really you're like you and that'sthe key, Like you said, you
don't just you don't just go inand say, hey, I'm here to
sell your property and that's it.You truly connect with the individuals that you
are doing business with, and theydo become your clients. And but the

(09:16):
key to that is that successful connectioncontinues to move you forward with more continued
business. And that is part ofthe reason why we and how we've continued
to build our relationship. Even thoughwe have a good personal relationship, the
business side of the relationship has builtand has grown because of our connections and
because of the way that you knowhow to work with your clientele. I've

(09:41):
never met anybody like you, andI've gone and in fact, and you
know, my family has bought alot of property throughout the years, and
I understood the process, and asyou know, I'm a little closer involved
than most people would be because Ilike reality. I like understanding what I'm
getting into. But a lot ofpeople won't take that time to truly understand

(10:01):
who they're dealing with. And thatis the reason why you see somebody who
are flipping and flopping and constantly havingsomebody new when they're trying to purchase or
sell their property because there's no connectionthere. Let's touch on that right there.
So I met Kimberly. Let's see, this is twenty twenty three.
I met Kimberly back in twenty twothousand and Noine right, listen you all

(10:26):
two thousand and nine, this istwenty twenty three. You do the math.
Kimberly and I have bought and soldreal estate five times, five times,
four of her own and one withher son here recently last year,
last summer, we did a transactionin Maryland and I had an awesome just

(10:48):
an amazing referral partner that took extremelygood care of my son, who I
don't have any boy. I'm earlyon as my son as she has with
my dad. But more importantly itin growing my real estate business. Over

(11:13):
the years, I have learned topartner up with some amazing people all four
points of the universe, every cornerof the circle of the world. I
have business colleagues and I can reachout in touch and they have what I

(11:33):
call boots on the ground ready toreceive that client upon arrival. Right.
And the other thing that is greatabout your connection is that you work with
all of us vets, you know. And the thing that was even more
wonderful to know that you know,obviously I'm a veteran, but I never
utilized my benefits. Until I actuallymet Sini, nobody ever explained to me

(11:58):
how beneficial it is to be aveteran and what you can do using your
benefits when you're purchasing a home.I learned all of this when I met
you all those years ago. Yes, and have continued to utilize my benefits
in the proper way. But theseare some of the things that a lot
of people just don't know. Andif you don't ask us questions, you're
never gonna know, you know.But you've got to have somebody who's willing

(12:22):
to share that information. And youwere that person who is not afraid to
teach people what they need to knowbecause it's benefiting them as well as benefit
you. But it's also benefiting ourcommunity community as a whole, and as
a veteran. There's just so manythings that you know, we have,
but like I said, if we'renot being educated on it, you're never

(12:43):
gonna get past that. You're justgonna continue to go down that path of
not knowing and doing things that youcould have saved on or just you know,
could have grown a certain way.So that's something I want you to
touch. Yeah, I have options, and I want you to touch on
that because I think that's so importantabout being a veteran and how what you
do in this community for veterans.So I'm so glad that you touched on

(13:05):
that point in asking first and foremost. I am honored, I am humble
because I am a vet. I'mmarried to that, So it is for
it's a no brainer for me.I don't care who I meet. I
ask that pertinent question up front becauseI don't assume that people have the benefits,

(13:26):
and I don't assume that they don't. Go a step further, I
also ask, do you have anydisability of eligibility that is key in being
a veteran. If you have assmall as ten percent, that is a
huge financial savings for US veterans onour loan process. Again, if we

(13:48):
go back to the beginning of thisvideo, I am here to empower you,
educate you. Yes, sharing andswapping of knowledge all day every day,
because I don't assume my veterans know. Ninety percent of them do not
know what benefits they have or what'savailable to them. Like you said when

(14:11):
I first met you, we weretaught, we did rentals, we talked,
rental conversation, but Even with that, I said to you, I
said, I can believe have youever served our country? And you said,
yes, I was served in theNavy. Oh my god. It's
shifted immediately to a whole different conversationbecause not only in my honor to serve
you in this capacity, giving backto my community is what I am responsible

(14:35):
for doing. I serve in mycommunity, I work in my community.
I give back in my community.So I feel like any realtor in today's
environment, whether you're here, there, wherever, if you are not servicing
military, shame on you, yep. And educating and getting empowered yourself on

(15:00):
the benefits of what that veteran hasearned and being able to help service them.
To have clarity on this is thebest thing since slice exactly exactly it.
You do not want to have yourveteran exercise their benefit in the housing

(15:22):
arena that they've earned that benefit inthe right to be able to right and
feel proud about it. That's right, And that was the key that word
that you just said, proud.When I came here, I think I've
told you many times that I didn'tnever felt proud as being a veteran,
because we were never really recognized duringthe time that I came in and came
out back in the late eighties andearly nineties and Lati part of the nineties.

(15:46):
You know, it was where Icame from. Being a veteran was
no big deal. So it waslike, even on a job, I've
never even would bring up I wasa veteran. But coming back into communities
like this, people truly do appreciateand show you that, hey, you
have this opportunity to you know,and it's not about trying to use this
as a staple to get yourself everywherein life. But at the end of

(16:08):
the day, we did serve ourcountry. We did something that most people
wouldn't do. You know, fourteenyears people could shove up and say,
oh, that's no big deal.It's a lot of time to give to
somebody and not really know what you'reworth or what you're valued at. What
you did was teach me and makeme understand that I did have value and
then these are the benefits that youhave and that you need to start utilizing

(16:32):
them. Because I was looking atyou like I didn't know this. I
was like crazy, I like,are you kidding me? All this I
can do with my benefits and wehave grown because of all this information.
Like you said, five homes laterdown the road, even though my child
is not a veteran, but stillunderstanding the process of what it means to
buy a home. That is theother thing that I really want to talk

(16:53):
about. There's been times where I'veactually You've taught people becoming relatives, and
I've actually been to have the opportunity. I have had the great opportunity to
come in and talk to those individualsin your classroom about how important it is
to understand the process of dealing withyour clienteles being prepared to buy a house,
but then how your future is laidout. That this is really essentially

(17:15):
a business as well in a lotof ways. Even though people who don't
look at buying property as being business, it really can be essentially that way
because you're you're making money, youknow as well in the process you teach
people the understanding and that it's essentialto know why you're buying property. Because
can we kind of dive in thata little bit, yes, absolutely,

(17:37):
So let's take a step back fromjust a minute so we can move forward.
In my book of business. Bythe way, I have a team
it's called the right home team.Right now, there's two of us.
My business partner who is also aVET married to vet, and so we
take pride in that. You maythink this is all about veterans, but

(17:59):
it is not. We just havebuilt our book of business around giving back
to something that we're near and dearand close to. But even with that,
understanding and having clarity about the otherdynamics of the loan process FAHA conventional
and VA letting l N your clientsknow that they have options. They're not

(18:22):
just isolated in one box. Right, However, being able to provide value
and clarity of even as a realtor, understanding the different dynamics of that in
order to empower your clients, Myclients, we're in a relationship. We're
in a relationship for life. IAm not just your real realtor for that

(18:44):
one transaction. I'm there in partof your family. I am grown into
it. I am ingrained into yourlife. I wanna know y, your
family, everything about them, yourkids, their kids, And so we
build build right, It's like climbingthe ladder. We are always going to

(19:07):
elevate one another. M if it'ssomething I don't know I'll be the first
to say, you know what,Kimberly, I don't know before they get
back to you with it right,and I will get you the answer that
is necessary. You touched on somethingearlier. Yes, I'm a State Virginia
State Certified UH Instructor for the Principlesof Real Estate Course. I can teach

(19:29):
anywhere in the State of Virginia thecourse. And that's another way of me
giving back to our industry is tobe able to teach and empower fresh new
minds that are trying to enter intoour real estate industry by making sure they
get a proper information. Everybody thinksreal estate is about buying and selling,

(19:51):
real estate is about building relationships.Yes, it's much bigger than that.
And upon building remember the ladder,guys, upon building that relationship long lasting,
life long. I go wherever myfolks go. It's a phone call
for me. Mm hm. Imake a phone call. I make it

(20:11):
happen. On the other end,I interview those agents before they get a
chance to talk to our soon tobe mutual clients, because I feel obligated,
I feel required that if I don'tconnect the right people together, it's
not gonna be a memorable, goodexperience for the person that I'm sending your

(20:33):
way. And what we're not gonnado is you're not gonna make us look
bad. If you're not gonna youdon't get that opportunity to do that.
If we're not a good match.I'll be the first election know, because
we're in the matchmaking business, right. And I love that you said that,
You're absolute right, because that wasthe same process that like talked earlier
about my son. You know,like I said, you're here for Virginia,

(20:53):
but you don't you're not licensed inMaryland. So having those connections and
be able to match make him withthe proper person, it was. It
was a win win when when winall the way across the board. But
then the other side of it too, when we talk about the processing and
getting uh those pre approvals, let'stalk just touch a little bit on that,
because that's another important piece of theprocess of building a relationship. So

(21:17):
let's catch on pre cauality, whichis pre qualification and pre approval shoot,
totally different entities of this industry,but hugely important. Pre Qualified is just
that you've given somebody your nine digitso security number. They may or may
not have already pulled credit. They'relooking at basics and they're saying, yeah,

(21:42):
you can qualify for a loan,okay, But they haven't done anything
in depth. They haven't gotten yourbank bank statements, they haven't gotten your
you're if you're self employed, you'reten ninety nine, your tax returns right,
if you're employed, they haven't gottenw's. They have done very minimum,

(22:02):
But yet they look at your creditscore and say, well, yeah,
you you could be eligible to geta mortgage for x y z.
A pre approval, that lender hasgotten up close and deep and to your
personal financial world. They've invaded yourterritory as they should. They need to
know that you are worthy of them. You know, bar and their money.

(22:29):
It's their money. You don't havethat xyz amount that you can stroke
that check for that amount, orif you do, you don't choose to
use your money. You want touse someone else's money. Right, So,
in our area, a pre approvalopens doors. Pre approval approval walks
you into opportunities that a prequel willnot necessarily have the same leverage. So

(22:53):
go back to the stairstep. You'regonna see that several times and hear that
often from me, it's about growingstep by step by step to reaching that
ideal closing day where you receive thosekeys. Same thing on the flip side
for those that are selling, becauseyou wouldn't think that that would be anything

(23:17):
to concern yourself with as a seller, absolutely, because you want to make
sure that that buyer qualified to purchaseyour home. You want to make sure
that that lender is got their inkon that paper and they're hooking into this
thing. Why would you want totake your property off the market with the
uncertainty of a pre call. Thatmeans that there's still several staircases and stair

(23:41):
steps that that person has to gothrough with a pre approval. That lender
is sticking their neck on the linefor a sacon that they they will stick
their neck on the line for Kimberly. They will own up on that thing
and allow her to borrow their moneyto purchase whatever that property is that she

(24:02):
wants to she wants to, youknow, buy, They've gone through the
extras and verifying and like I said, a close and personal in your finances.
You can't hide no money from thelender that right, if you are
just honest, They're going to findit. That's right, and that's not
a good relationship to get in embarkupon because they're not gonna improve you that
final loan exactly. And the thingthat's beautiful about building that relationship. Every

(24:26):
piece of property that I have purchased, I have had been able to utilize
the same organization over and over andover. The same lender has the same
lender yep, that we do ourSunday night nine o'clock can be time.
That's the best time. The onlyone who gets that that privilege formerly purchased

(24:47):
power is on a Sunday evening atnine o'clock. This is in house joke
because if the lender is online now, she would have to smile herself to
know that if I call her atnine o'clock on a Sunday night, it's
Kimberly's transaction and I need for herto pick up that phone. Because I
will not impede upon any of mylender business partners. I will not impose

(25:11):
upon their personal and by the time, unless it's an absolute no way around
it, Kimberly only shops on Sundays, by the way, that's my only
day off. But you find thehouse on Sunday on a Sunday, and
we write a contract at nine o'clockat night, and we get ratified by
ten. Because I have a businesscolleague on the other side, whenever I'm

(25:36):
writing that offer on that agent isjust as proactive as I am, because
we are having dialogue lead it allthe way up to when I'm gonna present
that offer to them them that night. So I'm not gonna waste their time,
and I'm not gonna waste your time. I'm not gonna waste mine.
First and foremost, if you're notcredit worthy, if you're not in it,

(25:59):
to in it and doing the rightthings right, And the key is
too likes I said, with buildingthat relationship, because I have also been
able to build the relationship on myside by doing what that lender tells you
to do. It's not about oh, well I don't have time. I'll
get to you and I get no. They're doing you a favor. So
even though you may be qualified toget the funding that you need to have

(26:19):
on to purchase these properties and stuff, you still have a huge responsibility.
And that responsibility is not just tothe relatoris but it's also to the lenders.
So they are a team. Weall become a huge team, and
so you know you have to dothe right things and so stop right there?
Can we add in who the otherteam players are? Besides we have

(26:41):
homes all the other people. Yes, in my world, Oh my gosh,
I need the right home team.We teach our clients. We provide
them with three of everything. Threelenders. You choose any one of the
three, you build that relationship with. Kimberly has built that relationship with this
one particular lender over the last sincetwo thousand and nine now, and so

(27:07):
it's not broke for her. Shedoesn't jump around. She's loyal to this
lender. This lender is loyal toher, and this lender and Kimberly have
a great relationship. They don't haveto wait for Kimberly to provide them with
nothing. Whatever they say they need, they have it before that call is
ended. You have to be proactive. You're in it just like they are.

(27:30):
You can't expect for them to jumphoops and you're still at a snail's
pay exactly pace of getting them whatthey want. When you want me to
interrupt their Sunday evening at nine o'clock, no we're not doing that however.
Moving forward, so we have homeinspectors. I provide you with three.
Remember that number three. We havethose three home inspectors. You choose any

(27:53):
one of the three. All aregreat. So at the end of the
day, you play into the notjust because I provided it or I chose
one over the other. No,I'm asking you for your opinion. I
need you to do your homework.I'm gonna provide you with their information.
I want you to make the call. I want you to schedule it.

(28:14):
I want you to talk to themand probe in because guess what, they're
not working for me. They're workingfor you exactly, keyword exactly. Yeah,
and the grades they're working for you. So how many the title companies
I refer you to three that Ihave a business relationship with any one of
the three. Oh and let meput this plug in there. If you

(28:37):
have someone that you would prefer thatwe consider your lender. Could be your
bank, that's true, or alender relationship that you have. We don't
care as long as they work thehours that we work. Because you're nine
to five. Lenders do not writeat five oh one. We're not talking

(28:59):
to any until the next business day. Oh and by the way, they
don't work on weekends, so Ican't call anybody on Saturday or Sunday.
And remember what time does Kimberly dobusiness? Nine o'clock in the evening on
a Sunday. So guess what ifwe need to talk to your lender,
we can't talk to them on Sunday. We have to wait till Monday.

(29:22):
Right. That could cost you thatparticular transaction, or that you can lose
it. You lose out on that. Let's speak to that for just a
minute. Remember three, cause I'mgonna come back and I'm gonna test you
on it. How many people dowe use in our businesses? Three?
That's right, Home Inspector, Titlecom Company. And the reason we do

(29:45):
that is that way I'm telling you, we want you to be a part
of this process. I will nevertell you who to use. I will
ask you. I will provide youwith history of relationships that I've had with
them, success rates, no issuesat the table, right thorough detail.
Remember the c The more you playinto it, the better the service we

(30:10):
receive. If you lag everything elsewas a domino fat and it could be
costly because you should I wait tilltomorrow contractually. M No, that's not
how that works MM. And Iinvite you to read your contract every day.
Yes, and that's the key.And the way things were from two

(30:30):
thousand and nine up to today,oh my gosh, yeah, a world
of difference. I can remember whenwhen we first started doing all this,
I mean, we didn't do things, a lot of things online. Everything
was done by hand. Everything haschanged the the laws have changed tremendously.
That is the other thing I thinkthat we can touch a little bit about
is how having a great uh realatorn understanding the laws. We don't know

(30:55):
these things when you're a client.You're not gonna understand. You know,
you're gonna remember what you did whenin your last purchase. Uh uh take
that. Take it out of yourmind. Everything that you thought you did
two years ago. Believe me,I'm talking with them. Two years everything
changes. So was touch a littlebit about that process and how important it
is as a relator that you needto share these things with your clients as

(31:17):
well. So let's go back tothe ladder building process and climbing the ladder.
Everything that we as a team,the right home team, have you
signed? We go over it,over and over until you have clarity.
We ask you to repeat things backto us, not because we're stupid or
not because we want to hear ourselvestalk it out multiple times. No,

(31:41):
you want your realtor to talk toyou openly and honestly and probe you to
be participant in every aspect of everything. Because when you sign those contracts here
legal binding, you are held tothe highest standards of having clarity and understanding.
You can't we get our backs upagainst the wall. You can't say,

(32:04):
well, c he told me.No, No, you signed the
name of the sign You initial thatsaid that you got to take ownership that.
Whether you read it, it's irrelevantbecause that's on you. But you
initial or you signed in acknowledgment thatyou knew what you were signing. So
we ask you over and over andover again. We'll pull questions out of

(32:29):
the contract and just ask you,Hey, Kimberly, what do you remember
what this said? Paragraph three?Let's go to that that go to that
contract. Pull up paragraph three.Do you guys know that since two thousand
and nine till current, how manycontract changes we've had. Oh my god,
we've had so many. Just togive you a clue. Contracts in
the real estate world change every Januaryand July. Go back to two thousand

(32:52):
and nine, and you kept exactlySo we have to those things. I
go to class, I'm learning basedmy business partner. We stay in somebody's
classroom. Back in COVID, wewere doing everything via zoom. Now we
can go in person, and wetry to go every opportunity. Every time

(33:15):
there's a contract class, we're init. I don't care if we have
to do it fifteen times. Welearn something new all fourteen times that we've
gone the previous so the fifteen time'sgonna learn something else new right about their
same contract. Yep, And rememberwe're into February. Now come July,

(33:35):
there's something else gonna change. Becausewhat happens is, at least in the
state of Virginia, when something becomesproblematic, the board goes back and scratch
off of that paper and dust itoff a little bit and rethink the way
things are written and how we're goingto move forward and doing our business because
if it costs a consumer some heartburnor right right, the board says,

(34:02):
we need to rethink this again.Right, this is not what we interpreted
or that's not what they understood.So where is the loophole? Right,
So let's talk about the grief.And I say that using that word only
because we've known there's been a hugeamount of ups and downs with the market,
the interest rates, and people wereliterally blowing their heads off their minds

(34:24):
thinking, oh, I can't affordthis, this is too much, not
really understanding that the interest rates were, Yes, they were getting high,
but they're stabilizing back to where theywere way before twenty twenty hit. Because
we all know during twenty twenty theinterest rates were so low we probably won't
see those again for another twenty thirtyyears at least. And people were you

(34:45):
know, I was one of themwho jumped in the fire. Hey,
you know, we did we hadto do. But what I guess the
part of the converers I'm really interestedin is the fact that before twenty twenty
hit, the interest rates were rightaround that five six percent, and then
they dropped down and then they cameback up in their right kind of ba
talk a little bit about how that'saffected the industry and the market and what
people thought was happening versus what reallyhappens. Sure, a great question,

(35:08):
by the way, So let's takeit back even further. Back in the
early eighties, interest rates were ashigh as a double digits. People did
not want want whin wan want wwant as they do now right about the
interest rates. But yet the interestrates aren't nearly to those double digits exactly

(35:31):
like they were back then, andpeople bought homes. Then we got spoiled
in the industry. And I saywe because we all were a part of
and played a part. When thoseinterest rates stayed almost three years below four
percent, everybody was happy with that, but the prices were studying in going

(35:53):
up higher and higher and higher onthe homes. The market is stabilizing,
we call it marginalizing now where itneeded to do this in order to bring
everything to an equal medium for everybodyto play into. If you all were

(36:14):
in the market of twenty twenty andtwenty twenty one on the purchase or the
sales side, you all know whatwas going on. Then Oh well,
nobody ever want my want, Iwant about the interest rate during those times
because if you were a seller,it was out of control. If you
were a buyer, you were ina multiple bid situation. And then so

(36:37):
you were basically having to give yourfirst worn away. You had to liquidate
your four oh one. Potentially youpaid astronomically for a home in order to
even get in the bidding war,or you had to walk away from it
because your money just would not stretch. Whatever that circumstantial was, it would

(37:00):
you. Was your circumstances. Itwasn't mine, It wasn't Kimberly, it
was whatever was going on for you. We had those same conversations when we
ask people, please do not goso emotionally in that you give up all
your rights to home inspections, wavingout this, waving out that was that

(37:22):
really the right house for you?Because my belief is if it's the right
home for you, things will fallsystematically, implacing that Kimberly is a living
walking witnesses. Don't allow your emotionsto take control of your brain cells,
because you will make the wrong decisionif you allow your emotions to tap in.

(37:42):
Yep, you cannot buy real estateand sell real estate. Again,
I say you cannot. You shouldnot buy real estate emotionally or when you're
emotional. You should not sell realestate when you're emotional, because you make
not some good decisions with the interestrate current as it is now, it's
still a wonderful time to purchase ahome. The difference is your buying power

(38:07):
may not be as stretched as youwould like for it to be, because
if you want to stay within acertain budget and your interest rate is higher,
then it's going to potentially reduce theamount of home that you qualify for.
Because remember now you dictate out ofyour mouth what you want your monthly

(38:29):
payment to be. The lender triesextremely hard to stay with them that allotted
amount of budget monthly. They're goingto make sure the affordability is there so
that you don't overextend your credit exactly, So your buying power may be lessen.
You have to you have to haveclarity and understanding of what those finances

(38:52):
look like. So, yes,purchasing a home with a higher interest rate
could potentially reduce your buying power,but you can still purchase exactly. And
that need to go through your wants, needs and desires. Yes, we
need to analyze do I really needthis? Do I really want this?

(39:12):
Do I really just desire this?You decide which category any of your once
needs and desires fall into. Isit a roof over my head? Does
it take care of the amount offolks that's in my family? Does it
put a safe environment there? Doesit fit all the immediate needs? Is
it in the location, is itin the area, in the school district,

(39:35):
whatever those things are work from needs, desires, and wants are just
that their secondary. So if youhappen to become one of my clients,
you start up. We all startoff as customers. But if you become
one of my clients, I giveyou that test. You have a homework
assigning? Oh yes, the scenesaid it. You have a homework assign

(39:57):
it, and we analy that andwe dive deep. If you're a couple,
we dive even deeper, cause guesswhat we found out that MM,
couples learn a whole lot about eachother. Right that they thought they knew
that they didn't know. We assumethat in marriages that the woman wants to
kitchen. Wrong assumption. Don't assumeanything in any relationship. What we need

(40:23):
to do is ask what's important?How many bedrooms can we live? Do
you have to have a five bedroomhome? Right? If we get the
area, the price, and thelocation right, MM, is a five
bedroom a deal killer? Or canwe make a four bedroom work in that

(40:45):
price range exactly, so, causethat price range is going to determine or
at least put a stamp on wherethe interest rate is going to be in
keeping my monthly payment at for example, hundred, Right, I don't want
to exceed twenty five hundred. Ido not want to go to twenty five
oh one. Okay, So whatis twenty five hundred dollars a month?

(41:07):
Is six percent interest? Right?Really look like? Mm? We have
a conversation with our preferred lender,and we get those math broken down in
a good faith estimate of the exactalmost down to the dollar a penny mm
of what that really looks like,right, Because if we're not involved in
relationships with our lenders, with ourtitle companies, with our home inspectors,

(41:32):
we don't know what that math lookslike exactly. And you're right, and
you're right. And that's the reasonwhy I wanted to have that conversation because
I think a lot of times whenpeople are talking about buying home, they
they get online and they start dreaming, they start daydreaming without any facts,
without any realistic understanding of what itmeans to truly you know what the processes

(41:52):
of buying a home and like yousaid, what those dollars are that you
have, what your approval rating isgonna be? It? It? It
kind of drives me crazy when Ihear people talk about It's like, oh,
you know, if I'm this perfecthome on Zilla or whatever those industries
are, that's great and dandy,but you need to understand what the realistic
part is. So you need tohave a great realator. And Cini knows.

(42:13):
I'm not gonna send nobody to heruntil I know that they're ready,
because she is going to take careof you. She is going to put
you at a level that you don'teven put yourself at because she truly,
truly turns you. Not like Isaid, you're not just a customer,
you are a client. And thenthat client becomes that consistency of a true
friend because she's looking out for thebest interest of you, of knowing what

(42:37):
it is because she knows you.Once she gets to know you, watch
out because she gonna beat you down, left, upright, and around if
you ain't at you right. Iknow, but it's all for the benefit
of realizing that You think you knowthis, but this is what you really
need to understand and know, andshe wouldn't be able to know that she
didn't have the knowledge that she hasevery day that we just don't have.

(42:58):
So when I talk, when wetalk about our plans, and Seenie knows
that there's always a plan. Everytime I buy a home, it's like,
Okay, well we're gonna do athree to five or we're gonna do
a five ten right there. Five. So and when you're talking about purchasing
a home, especially when I waskind of go back to the condo scenario.
That was one of my big firstpurchases here. So we had a
three to five plan. So thatthree to five plan is, look,

(43:21):
I'm not this is not my foreverhome. So when you're looking at it
as not being your forever home,you want to have a plan of Okay,
I'm gonna stay here this amount oftime, this is what I'm gonna
do. How much are you goingto kind of invest into that piece of
property and improvements? What are youlooking to get out of it? What
is gonna be your next step whenafter you get done with that plan.

(43:42):
So it was funny when we didthe condo, we literally were on the
edge of five years by one day. Was it one day or two days,
two days, right, But evenwith that process of selling, it
was such a unique and change backthen that I was literally going over the
edge and she had to, youknow, to bring me in. And
it happens because you do get attachedto something that you've had for a period

(44:07):
of time. But people need tounderstand that when you're in the process of
selling and you know you have theseplans that you are looking to grow for
yourself, because you know, likeI said, unless you plan on making
that you're forever home, you don'twant to be in a piece of property
for more than those three to fiveyears if you're planning to grow and move
forward. So every time we lookat a piece of property and we think
about our plan when we moved intothat next piece of property, my plan

(44:30):
was not move in two years.But the key was it was the right
timing opportunity, and timing is everythingwhen we discuss stuff. These are the
things we're talking about. It's notjust about oh, I want a bigger
place and I want something prettier.It's materials. It's a much much bigger
picture than that. And that's why, say, having a great realtor who

(44:52):
truly looks at you as a goodclient, not just the customer. At
that moment, you start to buildthose relationships. Realize that when she when
we'd say hey it's time, causeshe'll come be like, you know it's
time, You're right. She hasto clarify a little bit. When we
went in on this condo, Isaid, in three to five years we

(45:16):
buy now, when resell her mind, when we have our consoles, we
sat down and not we map itout well. When we got almost we
were six months shy. We weretwo and a half years in and I
reached out. Now we talk allthe time. However, we go from
friendship to business. This is abusiness call today, Kimberly, we're not

(45:37):
girlfriends. Yep, put on yourbusiness hat and let's talk. This is
what I'm seeing in the market.I need for you to focus and pay
attention and wrap your head around this. Are you interested in moving to the
next and what does that look like? Is it still right move from the

(45:59):
condo to a townhome? And movedfrom the condo to a single family home.
Then we had that conversation of transitioningfrom it's not happening in this price
point in Fairfax County will you openup other areas for consideration? Yes,
so I'm not coming up with guydid not want to be here and see

(46:22):
if I thought that got only fifteenminutes down the street from where she was.
However, it was a mindset wehad to graduate into that. In
graduating into that, what we didwas we had to go out and look
at properties. What her money,her budget, your budget, my mind,

(46:45):
your money Where you say you wantedto be your doors closed in fairfaxt
County. Because it meant that shewas going to have to up her price
range, which was going to whatincreased the budget? Ye, the out
of pocket expense of your monthly mortgagepayment. She said, absolutely not,

(47:06):
I'm not going one red penny over. Okay, Well then, ma'am,
what you're gonna have to do isstay there by. Now you're gonna have
to consider coming to Prince William County, which is where you should have came
the first time. Right, That'syeah. I got lectured on that quite
a bit, and I quite atime because she wouldn't lessen then. But
now money dictated. And so whenyou build your relationship. What we're getting

(47:30):
at is when you build your relationshipwith whomever your realtor is. It doesn't
necessarily have to be me. It'sa mutual relationship that we choose one another,
and I do not take on everybodythat selects me exactly. We're just
sometimes it's just not a good fitfor me. I'll be the first.
I'm very transparent. I'll be thefirst to say, ma'am sir, it's

(47:53):
just it's just not working for me. I wish you well, or can
I refer you to another business colleague, mind that there may be a better
fit exactly okay with making that recommendation, because I don't chase money, So
your transaction is not about money tome. So let me say that again.

(48:15):
Your transaction is not about money.I have not built my book of
business based off of what my exactlyor what I want my pocket to look
like. I based my relationships.Seriously, I based my business building on
relationships with you. It's not justfor the immediate, it's for the long

(48:37):
term. Remember go back to thebeginning of this video. I mean properties
have generally and I've done five I'llwreck I'll help you remember five properties,
four of hers, one with herson. Total of five transactions since two
thousand and nine, very few ofmy business colleagues can say they have those
kind of long term relationships with theirI'm in it for life. I wanted

(49:02):
to do a relationship with you,your kids when they when they get grown.
If I told you how many ofmy clients, I watched their little
Joey's and Sally's grow up, andthen I became their realtor. When they
got grown, they went off tocollege, and they got married. They're
growing their own family and their parentssaying hey, I need you to come

(49:25):
back, and I need you tocheck care of my child, my grown
adult child. My daughter went offto college. I've done multiple transactions with
several of her college friends. Yeah, and then that's the and like I
said, that is the perfection ofwhat a relator really should look like.

(49:45):
And that's what I love. AndI told her, I say you leave,
I'm coming with you. So I'mget packing your rags. I'm packing
mind too. So we going,We're going down the street. We're going.
Okay, another part, I wantto do a small introduction into the
next segment of what we're embarking uponnow that I've done over the twenty one

(50:07):
years that has led to another businessentity that's coming into play with the right
home team. So typically when wesell a person's property, we like to
sell it with furniture in it.Oftentimes buyers can't see or visualize themselves living

(50:28):
in a home that's vacant. Weteach you how to be able to see
that if the home is vacant.We also can offer a service to our
sellers now that we can come inand set your house up for success,
staging it with your furniture. Wealso have another side of us that we

(50:50):
can also call in a staging company. It's an expense for you, but
we sit down and we have thatconsult together and make the decision whether you
hire us to go out and getthe furniture, or we hire a staging
company to come in and we allyou and us. We set down with
that staging company and we pick andidentify furniture and we want to showcase in

(51:14):
your home or my team and Iwe come in, yep, and we
take what you have and you havethe moving guys there, cause we don't.
We don't move furniture right, butwe will identify and change out your
whole house and make it show readyexactly. You have to play in.

(51:34):
You have to buy all in becauseif you're gonna be moving, you shouldn't
be attached to anything, and youshould be all in cause we're gonna save
you money. But you also mayhave to end up partying ways with that
furniture if the right offer comes in. Are you all in? Absolutely?

(51:55):
Absolutely? Because if if typically wesay it does not convey, but if
that is part of the transaction,and that person will only buy your house
if it's fully furnished. And Ican tell you I've had clients that had
to sell everything that was in itcause what the buyer saw online, they
wanted it. They wanted every ounceof that furniture to include outdoor space as

(52:20):
well. Yep, yeah, andit was a win win. It has
been a win win every time.But we can also tell you you can
ren You can replenish that for ohmy god, half of what you thought
it would cost you. So breakit down even further. You say,
seeing we only have five thousand dollarsto furnish this whole house, we're gonna

(52:42):
take all that stuff with us.We're not leaving nothing, not even nothing
on the walls. But here's fivethousand dollars. Do what you do,
we're gonna give you some change back, m cause we're gonna go do what
we do and we can set yourhouse up for success and look like a
million dollars with less than five thousanddollars. Right. It's knowing having a

(53:05):
eye for furniture decorations and we don'tneed to decorate the whole house. We
don't need to furnish the whole house. Right, We pick the key rooms
that are most important. So we'rebringing that to you here in the second
quarter of twenty twenty three. We'restill working on the back end of the

(53:25):
fine tune in the you know,the actual name that we're gonna launch with
different things like that. And justso you'll know, we have M.
Kimberly to thank for this. WeKimberly is our first client that we have
demoed this with. We've done aprofessional photo shoot with Kimberly in Kimberly's home.

(53:45):
And just to prove to you allthat part of that budget that we
stick we we ask you for,we stick to that and it has costs
far less. And you have noidea unless you tell people with a receipt
you show it to them what youspent. They will never know that's right,

(54:07):
and they will think you spent amillion dollars. And who doesn't want
to get a reimbursement back? Exactly? Well, gave us five thousand dollars
to go spend and we can giveyou some back and we end up selling
it all and getting more money thanyou thought. Who doesn't wanna do that?
Yes, so stick around, joinin, reach out and touch us.

(54:30):
You can feel free to email usat the Right Home Team seven.
The number seven look it up sevenis a spiritual number at gmail dot com.
The Right Home Team my last nameWright Home Team number seven at gmail

(54:51):
dot com. Seven O three eightsix one eight zero one seven. Happy
to sit down and have that consultwith you. And remember I'm not for
everybody, but everybody wins when youwork with us. All right, Well,
on that note, so all theinformation that we share today will definitely
have in the show notes so thatpeople who don't remember what the Right Home

(55:13):
Team is and how to reach outto them. And of course if you
can't remember missing you can absolutely reachout to me at any time at Kimberly
at WSBILC at gmail dot com.And of course you can go directly to
the website at wwwwsbi LC dot comand reach out to me there. But
I hope that you enjoyed this episodeof three six and meters and it's all
about real estate, all about understandingwhy it's so important to have a great

(55:37):
realtor in building those relationships. Butuntil next time, you all have a
wonderful day. Thank you, Doc,