Understanding New Real Estate Laws with Dianna Clampitt: Navigating Changes without Disruption

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Had Diana clamping on with curb appeal Realty, what a wonderful person. She's been in the business for well over 20 years. She has a small team. She has her own company. She really works out of the Hendricks County area, and she is a fantastic real estate agent.

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She's her husband remodels homes, builds new homes, so she has a lot of connection there.

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She'd been in the business for so long, and she's just, she really does a wonderful job. She talked about how to do business, how to do real estate, you know, really, what's involved in real estate, and how she does it, and what separates her from from the masses? I think you'll find it very interesting. So please listen and have a fantastic day.

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Today, I have Diana Clampett, right. Yeah, you know the reason is, is because, when I think of Clampett, what do you think I think of now, we

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don't go there. Okay, we

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won't go there. We won't go to the Beverly Hillbillies. Older Yeah, well, I am. I mean, that was a big show back in the day. Yes, it was.

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Yeah, those guys, they, they had done really well, too, not quite as well as you're doing. I mean, you're, you've been in the business for 20 years, or over 20 years. Yes, you you have, you do very large volume. You have a team. You have, I think two agents right now with and you, you started your own brokerage.

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How long ago did you start your broker? About seven years ago, seven years ago. So you've been doing seven years. I love the name, even though I can't remember it. I love the name, curb appeal, Realty correct. So it's, if somebody was looking online, it's curb appeal realty.net correct, not.com.net Yes. Curb Appeal, really. Okay, perfect. Well, I like to start with learning a little bit more about you. So most people have a life before real estate, sure.

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So what did you do? What did you do? Where'd you grow up? You know? Where did you go to school? Just debate, you know, how what is your family like?

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Those type of things. Okay, sure.

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Well, I'm originally from Richmond, Virginia, and I moved here because my husband's from here, okay, and he's in the building industry. He does remodeling still today, and he's built new homes for a long, long time. And so I thought it would be a good niche for me to get into real estate. So once we sent our last child to school, I got my real estate license, and it's been a great fit for both of us. We both shared clients.

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If I couldn't find them the perfect home, then my husband could build them the perfect home. If it just needed a little bit of remodeling, then he could do that too.

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So and where do you do that? Where? What areas?

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Mainly in Hendricks County, but also Morgan County and parts of Indianapolis as well.

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Okay, so, so once you decided to become a real was there any other than that he was doing his piece? Was there anything other catalysts that kind of pushed you into real

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estate? You know? I just thought it would be a good fit. Once I sent my last child to school. I thought, well, it would be flexible enough for me to still be involved in their school activities, but to be able to have a flexible schedule as well. Well,

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you were right, yes, yes, yes. And it's interesting, we, most people, think that that a real estate agent has a very flexible schedule, and it is and it isn't right. This is true, and it is because you kind of set your own time frame, but it isn't because your customers kind of dictate when they want to

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that's true. You do have to be willing to work 24/7, the weekends at night, and be able to take phone calls at any time. So those type of things you know, will help set you apart. If you answer your phone and answer texts, you know, unfortunately, real estate hours do the talking. So a lot of times, you know, if an offer is due back by 9pm then you have to respond. And so you're talking to your clients at 8pm after they've had a long day at work, and trying to figure out how we're going to respond to this offer by 9pm so sometimes it's just those deadlines that create those odd hours.

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Yeah, yeah. And most people, from what I hear, most people are off work at night, so most people want to go either weekends or nights. Is when they tend to want to go out looking at homes. Yes, although, in the last in a market that we've been in, I think people just want to go whenever the house is available. Yes, available. Yes, yeah. And what do you see is the market still that way it

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is, and it's pockets, is what I like to say. There are pockets of hot markets.

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Hendricks County is a very hot market still. So you know, when a when a home comes on the market, people do have to be ready to jump on it, and we are still seeing multiple offers. So that's, you know, that's a plus for those pockets, those areas that. Are still very competitive. Yeah, so and great for sellers. So, yeah, yeah, I

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think it's hard on the buyer. But our market, you know, we've seen appreciation in Indiana that we had never seen before. Yeah, over the last three years, yes,

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I am seeing homes that I sold just two years ago, making a profit of, you know,$100,000 yeah, so it's a little crazy, but, but, yeah, I mean, it's great, you know, for the economy in Indiana. So you like that,

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yeah? Now, what, what is your husband's company name?

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It's designer remodeling and homes. Okay,

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any, any remodels, okay, and he builds new homes.

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Okay? The reason I ask is because it's really hard to find a good remodeler.

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It is, it is, and he does great work. He's been doing this for over 30 years. And, you know, room additions, remodeling kitchens, bathrooms, and even a new home if someone needs it.

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Yeah, yes. Great reputation. And yeah,

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I bet it really helps, though, when you're when you have a client looking to buy a house, and they walk in, there's some work that needs to be done. You can probably get a bid pretty easily.

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Oh, yes, and he's helped me multiple times with home inspections, which can also be a make or break situation for a seller or a buyer. So a lot of times, I mean, he has, you know, people of every trade that work for him. So if I need a plumber, if I need an electrician, you know, whatever it is that I need, I can go to him and say, Hey, I need a favor,

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so that helps. Yeah, let's now you also have two kids, three, three kids. Okay, so tell us about you know, I'm sure you're proud of your your

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kids, of course, yes, they are all grown. And I do have some grandchildren. Oh, so, wow. How many grandchildren? So we have eight total grandchildren, wow. And they are a joy to be around. We love spending our free time with them. So, yeah, all my kids are grown. I have a son that lives in Chicago, and so he has three girls, two twin granddaughters.

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Oh, right, another granddaughter. So and then I have a daughter that lives here, and she has two sons and one daughter. And then I have another son that lives in Illinois, a different part of Illinois, and then he has a son and a daughter.

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Okay, so the one I have a son is in Chicago also, and they're having their first in August, so it'll be our second grandchild. But so what is, what does your son do in Chicago? I'm always interested in well,

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he actually does a myriad of things. He has his own construction company, kind of like my husband, okay, but he also freelances on the side and has his own art. So his his bend is more towards the arts, and so he has a studio that he works out of that he creates art for, you know, like I said, it's more of on the side, okay, type of A, type of a business, but, but he's met a lot of interesting people, yeah? But he has, so, yeah, he sold a lot of his, his artwork and and woodwork to some very high end clientele. So, yeah,

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well, you know, I should probably get, get his contact information, because my son, they just bought a they bought their they sold a house, bought bought their second home up there. And there, he's a in venture capital, okay? And works for a it's called seed to grow, which is a healthy, sustainable type company, you know that they do. They bring all kinds of that type of thing to market. They do a lot of farming, you know, in a sustainable way, and take it.

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And I can never remember the name of the taking the food from just our normal to the you want to buy. It's more healthy.

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What's it called? Do you remember what it's called? Okay, no, that's because I can't explain it. But anyway, it's they're able to do that. And, you know, where they don't use chemicals and that type of thing, but they farm to table, farm to table type, yeah, yeah.

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And so he works on that so, but he's always, you know, he's really into, he does a lot of art, yes, because he's really into art, and

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maybe we could connect, yeah, my son and Instagram is commune design.

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Commune design, I'll get it later. Commune design, yeah, so, so, yeah, I'd be interested. There might be interest. He might it. Might be a possible client for your career science, yeah. So let's, let's move on and talk more about real estate. So what is it that gets you up every morning excited to do your job? Well,

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honestly, I just love helping people, and I know.

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People say that as a cliche, but I truly do, one of the things that I do in my business is work with a lot of veterans. So I'm very well into the VA loan and how that works, and how they are actually well, they deserve it first of all, and that 100% loan is available to them. And I love helping them, especially young vets coming out of the military.

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And they're so excited, you know, to be home, first of all, but then secondly, they're ready to buy that first home. And so I've helped many, many veterans buy their first home. And then also, you know, even some of our older vets that don't even know that what they deserve. I've helped my own in laws by their first home, and they were both veterans, and they just had no idea what they what they needed, or how to go about it. And so, yeah, it's been a wonderful experience just helping our veterans. And that is

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a super program.

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Yes, it is. Yeah, what do you see that they like best about the program? Is there anything that they

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Well, they love that 100% loan, yeah, financing, right? Yes. And, like you said, they deserve it, so it's a perk.

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And, you know, they've served our country, and I think, I think it's wonderful that that's what they get, yeah. And so, you know, yeah, a lot of them are, like I said, they just don't know what they don't know, and so it's just a joy to help them obtain that first home. Yeah,

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I agree. It's and they changed the VA recently because of the change in the commission structures, which was a huge boon. But the other thing that I find is in a market that's really, really tight, it seems VA needed to do something because it was unfortunate that people wouldn't accept the VA offer because of the risk involved in a VA offer compared to a conventional When, when, when they did what they did for us, right, When they served.

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Yes. So it's valuable. Yes.

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And what I am seeing is I am seeing people more likely to accept a VA offer over even an FHA offer, because I'm seeing the VA be a little bit more lenient on those items that they used to be a little bit tougher on. I mean, of course, we want the home to be safe for our veterans, right? What it to be the roof to be good and, you know, no major leaks, things like that, but, but I tell the selling agent, it's nothing to be afraid of, right? Because I've done, you know, many of these, and there's nothing to worry about. You know, don't have your seller deter an offer because it's a veteran, right?

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You know, that's, you know, so unfair a stigma like that for that type of loan. They're not that bad,

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no? And, you know, I fight that every day because people have a misconception, and they actually have a misconception. On FHA, there are a few little things. But conventional has its little things too, right? You know, but you have, you have a house, basically. I mean, the biggest thing that we find is, you have a house that has chipping paint, you're gonna have to fix it, right? That's the biggest that's the number one thing that comes up. Yes, it

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is. And as when I list a home. I always, you know, encourage them to just, just paint. It doesn't take a lot of effort, and it doesn't take a lot of time, and you're going to be so far ahead of the game, and it's going to make your home look 1000 times better than appealing garage, or, you know, appealing, you know, any area of your porch, right? Though? So, yeah, I always encourage that it doesn't take a lot of effort.

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Yeah, it's such an easy thing to do. I relate it as you can't tell I love cars. I relate it to cars. If you know, I do a lot of car auctions, and if, and if a car is clean and neat and nice, it brings more money than the same exact car that is dirty, yes, right? We have trouble looking past the dirt, and so you don't get as much money you want your house, your car to look as when you're selling, it to look pristine, right, as you can possibly get it. Yes, correct? Yeah. And pain is easy, yeah? So if there's a veteran out there, or anybody out there listening, and they go, I want to work with Diana.

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What's the best way to get a hold of you?

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I would say my cell phone. As every realtor knows we're connected with our cell phone, 24/7, so it's 317-281-8129,

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okay, what's that number again? 317-281-8129, and they can text or call that night. That's right, okay. So that's wonderful. And if there's a veteran or anybody out there, they should give you a call or text and you and you, you already said you get back with them. So

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I do? I answer my phone? Yeah. I you know, one pet peeve from realtor to realtor is that a lot of real. Realtors, and I hear this from the public, they don't answer their phone, or they don't respond to a text or call. And, you know, I can imagine for the general public, that's frustrating, and I know I've gained business because I did answer my phone and they said, You know, I've called three or four realtors, and they didn't answer their phone. And so I always text, I always answer my phone. If you if it looks like a never from Florida, or that I'm getting spammed, I promise I will listen to it and I will call you back. Yeah,

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yeah. See, that's the other thing is, you can't always answer your phone, but you can call back, right? I had somebody tell me. He said, My phone's always available. He's not always but his phone's always available. Call, leave a message, he'll call you back, right? He'll text you back, yes, and that's that's to me. I I'm like, you. I'd rather answer the phone. It saves everybody time.

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But like, right now, while we're doing this, we can't answer a phone, right? So if they leave a message, we'll get we'll get back with them, and to get a hold of me, just go to hardworking mortgage guys.com.

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That's hardworking mortgage guys.com. I couldn't figure out which camera I had on. That's hardworking mortgage guys.com.

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Or you can give me a call or text, 317218, 9800 317218, 9800 I don't know why. I cannot remember my own number. You know what? I have so many numbers that I just struggle remembering my number.

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Well, I've had my number for about about 24 years now, then you don't have I don't think I should forget it. Yeah, yeah,

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perfect. So what would you say is your superpower in real estate?

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Well, I would say like I mentioned before, I truly do care about people. I care deeply that, you know, I'm going to do good job for you. I'm going to get you from point A to point B, regardless of your situation. I mean, whether it's a veteran or whether it's, you know, an unfortunate divorce and you know, someone needs to move out, whether it's I've had, I've had a situation where we had a death and there were seven siblings waiting to get their inheritance. So it doesn't matter, I'm into each situation as if it were my own, and I treat everybody with respect.

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And individually, your situation might be different than the last buyer or seller that I had, so you're going to get personal attention. And another thing that I feel like is a superpower would be, you know, the longevity that I've had. I've had just about every situation you can have in real estate, whether it's, you know, an inspection that's going south, or, you know, just buyer and seller Not, not seeing eye to eye. I mean, there are so many different people think, oh, one transaction is just the same as the next, and they're not, you know, they're they're very different, because you don't know who you're dealing with on the other side. You don't know what their circumstances are like. They could be very tight on their funds. So each situation is different, and I feel like, after 24 years that I've probably had just about all of them, so I know how to handle each situation. And being full time in the business, I think, is another superpower. I mean, this is what I do every single day for a living. I am not a part time agent with another job, you know, and this is my side gig. This is my bread and butter. This is what I have done to make people's lives, you know, easy and make that transition easy for 24 years. So I would say that's a superpower.

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I would say so too.

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So is it? Is it? Do you? Do you work mostly with home buyers? Do you work mostly with home sellers? Is it a pretty wide range? It's

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a pretty even split. I mean, it's, you know, it just depends on what comes my way.

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You know, I get referrals because of being in the business for a long, long time. So I would say it's a pretty even split for the most part. You know, selling has been a little bit less in the last couple years, because we've got more buyers than sellers at the market. But it's, it's pretty, even pretty, yeah,

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it, it does always change, right? The market changes, and we have to change with the market. And if you like, right now we have a somewhat lack of inventory. I mean, it's definitely the media is out there saying how terrible it is. And the reality is it's not, you know, there's only two states that are really suffering and have excessive inventory, and even them, if you look at it, they're still under three months of inventory. And that's Florida and Texas, you know, who had been booming. So Indiana is one that's doing really well, right? And and Midwest is doing extremely well. Yes, you know, we're still, we're still doing very well. So what would you, you know, where's your when you're not, when you're not doing real estate, where's your A. Go to happy place. Where do you like to go? What do you like to do?

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Well, of course, I mentioned the grandkids. We love our grandkids. We love having our grandkids over and spending time with them. But as a couple, we like to travel. And I'm sure a lot of viewers like to travel too. We like cruisy because we get to see a lot of the country, all over the world actually by cruising. So we're big into cruising. We've done it for years. And this year, we're excited because we're going to Alaska, first time, or Yes, first time to Alaska. And it's been on a bucket list for a while, and so we're looking forward to that. But yeah, we just love to see the world now, with that being said, I don't think I've ever had a vacation where I didn't take some business with me. So I'm still available, even on vacation. So I mean, I've written Purchase Agreements sitting on the beach before. It's still possible, but yeah, so I don't leave my clients behind and go, oh, sorry, I'm on vacation. So yeah, they know they can still get a hold of me, which, you know, and I have a team back here that can show houses. So it's, it works out. But yeah, so everybody will be coming to Alaska with me.

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That's not a bad deal, right? That sounds like fun. I had a real estate agent who he was in Afghanistan. I think, Oh, wow. But it might have been Iraq. It might have been Iraq. And he said he was there for three months, and he said he he sold like, seven houses, wow. Because he was, he was still communicating with people when he could, and he had people back here who could show houses and do what he needed done. So it is definitely possible to do that. Yes, which is, which is great. I don't think everybody can do that.

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Some people just don't. They don't have the team, or whatever. You have the team, and you have the ability to do that, which is awesome. But beyond that, I also love cruise. My wife isn't as excited about it all the time, but I love to go, what's your favorite cruise line?

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Well, we've cruised a lot with Royal Caribbean. We seem to like their ships and and the way that they do things this time, because I have a travel agent that I use, and Jennifer laver is her name, and she's in Plainfield, Indiana. So one of the things that she recommended was Princess for Alaska. She said they've been there the longest. They know how to get it done. And they also, so ours is a cruise plus land, and they own all the places that we're going to stay on land, so they've been there quite a while, yeah. And so this time, we're going to give Princess a try. Okay, how big a ship?

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It's pretty big. It's the royal princess. And so I've toured it online, and it's big. It's pretty nice. Yeah, yeah.

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When my wife and I went to Alaska and with some friends and we we were on Holland, Holland, America, but it was a really small ship, which it had its advantages, and that, like, you could get really close to the glaciers and things like that that the big ships can't. And we loved it, but we did the land also, and we didn't plan it. Our friends planned it, and it, it was, I hope you have more than a half a day wherever you're wherever, well, you you're not, you obviously will.

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You're stopping where they what they own. We went to Denali and and it was like half a day in Denali. Well, you can't see anything in Denali. And half a day, yeah, right. And then you had to get on a bus and take a bus to the ship, and it was nine hours away.

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Oh no, no, no, yeah,

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it was horrible, yeah, I would.

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And then I think we have two days in Denali. Okay, actually, on this one, yeah, yeah, that's awesome,

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yeah. And then Princess, I my neighbors just got back, like, last week, and they did Princess, they were, they're not big cruisers, and they were both very leery of going. They absolutely loved, Oh, that's good to hear. Yeah, it was Princess in, in, in Alaska. Oh, that's awesome. They didn't have the, the the land, but they just, they, they're going again. I mean, they loved it so much, they're now starting to do more cruises. I don't know about you, but what I like about the cruises I got is you just get on the ship, and then you don't have to worry about it,

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right? Yes, we don't argue about where we're going to eat. No, because you know we're going to eat in the dining room. Yeah, you don't argue about anything.

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No, we've pre planned all of our excursions, so we're not going to argue about that either.

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Yeah, that's yeah, it's wonderful. Your entertainment is in one place, and people that have never cruised before don't realize, you know, how nice they are, how many pools they have, hot tubs, all your food cafes, you know, places to go. Go, just set there's libraries. I mean this, yeah, they're wonderful, but they've never been. People don't know how great they're, yeah,

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and a lot of people are worried that they'll be bored. I was one of those people, but I love them. Yeah, I think it's I was. I've never really been. I've never been bored. No, there's always something to do. Yeah, yeah, they're always and I've done it with kids. We've done the Disney cruise with our kids when they were little. And I mean, we I love, I loved every I've I've loved every cruise I've been on Royal Caribbean was the first, first cruise I ever did. I was fortunate in the company I worked with. They took the whole company on the on a cruise, and it was on Royal Caribbean. Wow, which is, which is even better, because when you go away now you don't have to worry about work, yeah, because there's nothing can happen. Nobody's there. I was working for a builder at the time. As a matter of fact, I see, yeah. So let's get back to, you know, the business a little bit. So what would you as you look into your crystal ball, what about the future? Has you jazzed up?

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Well, I would say, you know, real estate has been around forever, since the early 1800s so you know, it's not going anywhere. People are always going to need realtors.

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They're always going to need someone on their team to help them navigate through that process. So I'm just excited about the future. I'm excited about the future of my team and just, you know, continuing to help buyers and sellers navigate the complexities of the largest purchase they're ever going to have.

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Yeah, you know, and with that, as you're looking at a at a buyer, let's, let's, because of the new change in the laws. So I believe the real estate agent is invaluable in that process and worth every penny but, and there's ways to make it just be, basically be the same as it's been today.

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Anyway. What do you have to say about that? What? What? How do you look at that, and how do you explain it to a to a buyer?

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Well, I mean, one of the, you know, nice things about our market is that we have a very good team of attorneys that give us wonderful forms, and they're watching and monitoring the law. And I would just say, you know, explain to a buyer, you know, this is the new law.

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It's not something that we changed, it's something that was changed. And so then we just explain to them, you know, this is the way that we have to tell you now that we get paid. And so, you know, whatever that percentage happens to be that is agreed upon, then I'm just letting you know, and then they acknowledge that, yeah, so it's just basically the same to me, but it's just making it more clear to a buyer or a seller, this is how we get paid. Yeah, but you know, honestly, yes, we work very hard for that commission. And you know it is.

00:27:53.859 --> 00:28:12.420
Commission is not an easy way to make a living, because you wake up every day and you have to light a fire, yes, and you have to make it happen. So it's, you know, it's not for everyone.

00:28:09.059 --> 00:28:29.240
Most people like, you know being an employee, so that they can know exactly what their paycheck is going to be every week. And for us, you know, we have to work hard in order to make that happen. So we're working hard for our buyers and sellers, and then in the end, you know, we do get a paycheck if we do a good job. Yeah,

00:28:29.420 --> 00:28:47.319
yeah. You know, I'm the same way. I'm in I'm in commission. Been in commission my entire life, like the my first, first job in commission was back in 1983 you know. So I've been in commission my entire life. And I, I can't imagine it any other way, right?

00:28:42.819 --> 00:29:56.680
Because it gives you the ability, if you can help enough people, okay, that's really what it's about. You don't make there. I know that the public has a misconception sometimes of commissioned people, but the vast majority of them actually are out there trying to help you, right? They really are the real estate agents, the top agents, the vast majority of them, are there and they're there. They care more about the customer than they do about their commission. The Commission just takes they know the Money takes care of itself, but if they take care of the customer, I think what Zig Ziglar said, you know, the more people you can help get what they want, the more you get what you want, right? Yes, absolutely. That's probably not the exact quote, but I'm close, right? So I just think that's really important people understand that we really have great agents here, and that they really aren't after the money. They're after helping people the money just comes, right? And that goes for any sales position. In my opinion, you can tell if they're not that way, right, but most people are that way. So what would you what should a savvy so home buyer or seller look for in a real estate agent?

00:29:57.640 --> 00:30:09.779
Well, I would say, you know somebody who. Has been in the market, who has been in the industry for a long, long time, and someone who has a good reputation, good Google reviews.

00:30:10.079 --> 00:31:07.259
I mean, it's not hard to find reviews if you're seeking for those and you know, if they're a good agent, and you want a phone call, a couple phone numbers from past clients. I think they should be willing to share those as well, and I have several that would so I think also, just having a general knowledge of real estate itself, I've invested in real estate my husband and I have flipped properties in the past during the recession. So, you know, just having a good general working knowledge and a good level of understanding of what it takes to get from point A to point B, whatever it is their situation is. And just like I said, having that knowledge is key. And I'm not saying, you know, I was new once, but you know, an agent that seasoned is going to be able to help you a lot more.

00:31:07.559 --> 00:31:49.900
Yeah, and I would say that a I would be comfortable with a new agent, if that new agent is on a team like yours, sure where they have, where they have the they have the knowledge. They just don't personally have it, but they have you, yes, right, absolutely. So your your two agents have you, right? And if something comes up, there's not much that you haven't seen, right, or you can't figure out, because you've, you've been around the business so long, or you probably have tons of connections in the business, that if you didn't know, you can probably talk to somebody who did know, yes or does have have it so. And I think that makes a big difference. I think it's, I think it's a big difference too.

00:31:49.900 --> 00:32:18.359
When you're out making offers on houses, that you have an agent who people know who they are, know who that that that company is, and that it's, you know, they know that these people know what they're doing. Because it's all it's a 3045, day process to go from a purchase agreement to a closing. Yes, right? Yes, sometimes longer, and it's important. So if somebody wanted to get a hold of you, they want to buy sell veteran that wants to work, because I know you work a lot with veterans. What is the best way to get a hold of you?

00:32:18.359 --> 00:32:20.160
I would say just call my cell phone. 317-281-8129,

00:32:22.799 --> 00:33:06.059
okay? So that's 317-281-8129, 8129, see, that's I just, I like to, I like to keep saying a couple different times so people have time to get it and to get a hold of me. You can go to hardworking mortgage guys.com that's hardworking mortgage guys.com or you can give me a call at 317218, 9800 Yeah, 317218, 9800 See, I still don't know that dag on number, or I'm working on it, though, so I am trying. So if you were a coach for a day, I got a Yeah, yeah. So if you're a coach for day, where would a real estate agent be best to focus their time and money?

00:33:07.980 --> 00:34:36.260
Oh, gosh, there's so many avenues. I mean, YouTube is full of wonderful videos. I mean, you could, you could look on YouTube and say, you know YouTube, you know, teach me about, you know, the new laws in real estate. And I'm sure a lot of videos would come up, but it's a great resource we're lucky to have. You know, YouTube and all these people that are doing wonderful videos, and you know, you know, time management would be another thing I would say is very important, because if you wake up in the morning and you don't have a game plan for the day, you don't have an outline of, hey, this is what I'm going to do today. I'm going to follow up with those three buyers that said they were interested, but they haven't got approved yet. I'm going to connect them with you and say, hey, you need to get pre approved. And so, you know, waking up every day, having a game plan, I think a lot of agents, especially newer agents, wake up and they don't know what to do for the day. They don't know how to network. Join networking groups. That would be one thing I would say, if I were a coach for a day. Yeah, you know, join networking groups, just get to know more people, because a lot of times you know you're just still in your little, tiny sphere of people, and you need to expand that sphere. You need to join your local chamber. So I joined the Chamber of Commerce in my area.

00:34:36.500 --> 00:34:50.619
I joined another networking group that's called just women in business in general, and I've met a lot of other women entrepreneurs in that group. And then I've also joined the Kiwanis, local Kiwanis group.

00:34:47.199 --> 00:34:54.579
And there's lots and lots of business people in that group.

00:34:50.619 --> 00:35:33.679
So, you know, just having those one on one, you know, ask some of those people once you join the group, just to go to lunch together, gay NEW. Friendships, and that's the name of the game, is just meeting new people, having them get to know you, you know, on a personal level, and then, you know, gaining their trust, because half of being in business for yourself or being a real estate agent is gaining someone's trust. You're going to trust them with their son or their daughter's first purchase, you know, or selling the grandparents house if they passed away. So trust is a huge issue. So getting to know people, first on a personal level, and then gaining their trust, yeah, you

00:35:33.679 --> 00:35:51.820
know, I think it's one of the beauties of real estate, is that you can, you can do business by just going out and living your life and enjoying meeting people, yes, right? So if you're a hermit, you're probably not a good it's probably not a good business for you, right, right? Unless

00:35:51.820 --> 00:35:54.280
you're going to hermit and make a lot of phone calls, yeah, there

00:35:54.280 --> 00:36:22.280
you go. But, but it does. You can. And loans are the same way. You know, my, I had a guy who worked for me years ago, and he loved to play golf, and he said, I want to play golf every day. I said, go play golf every day. Go by yourself and get on a foursome, right? And meet people. Yeah, you'll do lots of business that way. Yeah, you know, that's all you got to do. And real estate's the same way. You just go out, you meet people and it, it works?

00:36:22.280 --> 00:36:23.780
Yes, absolutely, yeah.

00:36:23.840 --> 00:36:38.780
So with that thought, let's, let's move on to we know that there are tremendous amount of agents who get into the business, people who get into the business and they, they don't make it right.

00:36:35.000 --> 00:36:44.500
I think it's 90% after three or five years, fail. What do you what do you think causes that?

00:36:44.500 --> 00:36:46.719
How can they overcome that?

00:36:47.860 --> 00:37:19.019
Well, I would say, you know, they probably don't. Maybe they're not on the right team, or they're not with right real estate company, or perhaps even training, lack of training. And like I said, if they don't know what to do every day when they wake up, you know, maybe they didn't join the networking group, and they, you know, didn't pass out three to five business cards a day. You know, some of this stuff isn't hard, you know, it's just consistency.

00:37:14.639 --> 00:38:04.199
So I would say they probably failed for lack of consistency, not getting up every day and doing the easy things and just getting out there, you know. And some of it is, you know, now we have the internet. I mean, they can post on Instagram, they can post on Facebook, you know. You know, once every other day is not too much. Just to let your friends and family know that, hey, I'm in real estate, don't forget me. So I think, I think some of it is just, you know, maybe lack of confidence too, because they're not really forming those relationships, or they're not confident in what they're doing, lack of training, those type of things, I think would probably cost someone to fail.

00:38:04.320 --> 00:39:01.980
Yeah, and I think one of the things you touched on is being on being when you're newer, being on a team, being on the right team, right? That, to me, seems from from everybody I've talked to, that's, to me, seems to be the number one way to be able to be successful in real estate. The vast majority of people that I talk to that are doing tremendously well and are in our newer into the business well, to a person, I think, say it was the team they were able to get on a team, you know, get repetition. Because one of the things when I years and years ago this is, this is way, way back I got, I was, I was in car sales. And in car sales, they said that the the first three sales that a car sales person misses is because they're afraid of the paperwork.

00:38:57.940 --> 00:39:13.500
So it's repetition, right? You just got to get those reps right. And same with and I'm sure that hasn't changed that, that fear of I don't know what to do next, keeps you from doing what you need to do next, right?

00:39:13.739 --> 00:39:21.199
And having a team who can, who can teach you and kind of hold you, what do they call that?

00:39:18.300 --> 00:39:31.099
That you're that you have somebody who's going to hold you accountable to do that that makes a big difference and and so I'm curious, are you? Are you still adding to your team?

00:39:31.340 --> 00:39:55.300
I am Yes, for the right people, sure. So I would say it would have to be someone that is willing to be full time in the business, and also someone who is teachable and doesn't matter age, you know, is not a factor for me, but it does have to be someone that is, you know, willing to put in the hard work.

00:39:55.360 --> 00:40:28.460
You know, if I say, make a list of everyone you know, and then, you know, let me. It by the end of the week, you know, we're gonna upload that into a CRM that's going to help you to remind those people, then that's step one. You know, if they're not willing to do the things that I tell them to do, you know, it's just important we take it step by step, and then we then I help them get that first deal under their belt to where they are comfortable go with them to that first listing appointment so that they are confident in what they're doing.

00:40:28.460 --> 00:40:34.880
So yeah, I would say for the right you know, for the right person. Yes, I would still be looking Yeah.

00:40:35.119 --> 00:40:38.000
Well, tell us about your team now. Okay, so

00:40:38.059 --> 00:41:08.519
I have two members on my team. One, her name is Molly, and Molly is in the she is in the thick of it. She has small children, but one of those children is getting ready to go off to preschool next year. So that's going to free up a lot of her time. Her roots are in Bloomington, Indiana. So so we are not only part of the local MLS here mibor, but we are also part of the Bloomington MLS.

00:41:04.500 --> 00:41:46.539
Okay, so when we get leads that are in Bloomington, Molly gets those leads and takes care of our Bloomington people. And then next we have Heather. And Heather is her last child. Is almost done with school, done with high school, so she has a lot of free time. And Heather's roots are in Decatur Township, and she has been a realtor before, and took a break, and now she's back. And so she is very much full time in the business and working hard to re get her sea legs again and get and get those people acquainted.

00:41:46.599 --> 00:41:49.360
You know that she is now back in real estate? Yeah? Well,

00:41:49.360 --> 00:41:59.679
I'm guessing it's a, it's a big you know you have to like the people that you're working with. Yeah, I've had to other places. I know you don't have to like them, but I think it helps to enjoy who you're working with. We're a great team.

00:41:59.739 --> 00:42:09.480
Yeah, do things together outside real estate, I try to plan once a month for us to go do fun things together, so that, you know, if we can, we can keep that camaraderie Absolutely.

00:42:09.659 --> 00:42:39.679
Well, you hit on one other thing I wanted to just touch on before we run out of time, because it's near and dear to my heart. It's CRM. Okay. I have been working with a CRM since 1990 and in fact, it was the first computer, not really the very first computer, but the first one ever actually used was back in 1990 I bought it so I could use a CRM. And what do you find beneficial by having a CRM and and how do you use it like?

00:42:39.679 --> 00:42:42.639
What? What do you do with it?

00:42:39.679 --> 00:42:42.639
Okay, so

00:42:42.699 --> 00:43:18.599
the CRM that we use is called lofty, and what lofty does is once a person is all integrated with the website. So once a person lands on the website, curb appeal, realty.net, they are asked to register, and once they register, then the CRM is going to send them a message that says, Hi, thank you for visiting our website today. And then, you know their criteria of what they're looking for, the longevity of, you know, six to 12 months, no three months. So, so it gives me information so that I can readily help them.

00:43:18.900 --> 00:43:32.000
And then say they're not ready yet. It's going to send them emails periodically, just to say, Hey, I'm still here for you, and just to let you know that you know I'm still available, ready to help you.

00:43:28.519 --> 00:44:12.239
It's not going to bombard them with emails, but it's going to send them little reminders here and there and let them know I'm still here, yeah. And from there, I can set them up on a search. Now, that search doesn't have to be every day, but it can be monthly, if they're just not quite ready yet, but it, but it will. It will keep them in the loop, and that's important, because you know, if they've landed on the website, you don't want to lose them. And then also, for past buyers and sellers, they are also in the CRM, and they get a monthly newsletter, and it just kind of lets them know how the real estate market is going right now, and just to answer any questions or let them know I'm still here, I'm still here, yeah,

00:44:12.840 --> 00:44:54.099
you know, I think that's one of the benefits of of a CRM, is you can keep people informed of What's going on. And the nice thing about real estate is everybody wants to know what's going on in real estate all the time, at least in there, because it's, if you own a house, you want to know what's going on. If you're want to buy a house, you want to know what's going on, right, right? If it just everybody has an interest in real estate, which I think is gives you, gives you something that you can you can give people value. And I think that's the key with a CRM. I think it's used to be you just, you just kept in front of them, right?

00:44:50.139 --> 00:45:01.380
And so few people did it. You were unique. Now everybody is keeping in front of them. And really what matters is you. It's not keeping in front of them.

00:45:01.380 --> 00:45:17.460
It's giving value. If you can't give value, then it's not, it's a waste of time right there, and they're just going to get irritated. So you have to give value, yes, and I think, I think that's really important. So is there any, any last bit of wisdom, or any last things you would like to tell tell us?

00:45:18.059 --> 00:45:18.420
Well,

00:45:18.480 --> 00:45:33.199
I would just say, you know, if you're in the Hendricks County area, or, you know, even beyond that, but mainly Hendricks county that I'm the real estate agent for you, and I have lots and lots of referrals, and I can certainly help you buy or sell,

00:45:33.380 --> 00:45:35.719
and what if they want to get a hold of you?

00:45:35.719 --> 00:45:41.980
Three, one more time. One more time. 317-281-8129, okay, 317-281-2081,

00:45:44.019 --> 00:45:45.579
2081 29 See, that's

00:45:45.579 --> 00:46:10.440
why you don't want me saying it, because I can't get my own number right. You know that I can't get my own number right. And to get a hold of me, go to hardworking mortgage guys. I'm going to put it on me hardworking mortgage guys.com. That's hardworking mortgage guys.com. Or you can call me at 317, or text, 317218, 9800 317218, 9800 I remember the number. I'm getting better.

00:46:07.079 --> 00:46:13.860
That's good. And thank you so much for joining us. Thank you for joining me. I really do appreciate it. I

00:46:13.860 --> 00:46:14.579
appreciate you.

00:46:14.699 --> 00:46:20.539
You are a fantastic agent, and you're really a nice person, so I really enjoy it.

00:46:17.460 --> 00:46:20.539
Thank you. Branch

00:46:20.539 --> 00:46:27.260
NMLS number 33041, recruitments. NMLS number 664589, equal housing opportunity. Some restrictions apply.