Guru Beenu Sikand with Legacy Homes International

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm Rick Ripma, your hardworking mortgage guy. I've been in the mortgage and real estate business for over 34 years, I've helped over 5200 folks finance their homes, my team and I believe in custom tailored loans, not the one size fits all approach, we believe there is the right mortgage for you. And we believe we are the team to deliver it.

Ian Arnold: 0:20

And I'm Ian Arnold part of Rick's hard working mortgage team. I've been in the financial industry for 15 years helping customers rebuild their credit to get the best interest rates for them. And I have a passion and trying to help you get your mortgage and get you taken care of for your generation wealth taking care of for you and your family.

Rick Ripma: 0:41

And for the most up to date information on Indy's real estate market or the mortgage market, please go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com, or you can call 317-672-1938. That's 31767 to 1938.

Ian Arnold: 0:57

All right, and we got a really special guest today with us, Rick. And I will probably mispronounce this name several times today, but she will correct me and she'll tell us how to actually say it. But it is been you right?

Unknown: 1:10

Yes. It's the new second. Yes.

Rick Ripma: 1:13

Did you mispronounce?

Ian Arnold: 1:14

I told you I would

Beenu Sikand: 1:16

know he was he did find that fine.

Ian Arnold: 1:19

So um, so tell us a little bit? How did you actually get in to real estate?

Unknown: 1:28

Um, okay. So I came here in 92. After marriage, never worked in my life in India, but always wanted to have a business. So came here, did some insurance on the side. And then did my MBA. I had three little kids, life circumstances changed. And I thought, Should I go back? Should I go and work in a corporate world? Or should I do something else? Because the kids were very little, and one of my friends. And they said, How about becoming a realtor? We don't have any good Indian realtor here. So I thought, so I can spend time with the kids. I don't have to send the kids to daycare. Let me try that. If that doesn't work, I have an MBA, I can go and work somewhere else. So started in the business love that I was around the kids. They were going to school in front of me coming back, I was home. But first year I just did. I believe three homes second year, just six homes somehow survived those two years. And the third year I did in hundreds. I think it was around 200. Home. Awesome. Well, so yeah, that's how I came in real estate and never looked back. It's been 20 years now.

Rick Ripma: 2:48

Yeah, that's fantastic. I mean, people who who are listening if you don't understand 200 Homes is a very, very, very, very large production. Yes, that's huge.

Unknown: 2:58

I was in IBJ I think I was the top one or two in all the three states with Century 21. Yeah, that was just an amazing. That's awesome time. So what are the things?

Ian Arnold: 3:12

What did you do to get going? I know a lot of people say call your friends and family but what do you do?

Unknown: 3:17

So when I came in, I had a base of family and friends here. And I was involved in Indian organizations used to sponsor their events. People knew me, but I think my MBA worked for me. So I was doing I always do different kinds of marketing than anybody else that sets me apart. So two years in the business one day one somebody prospect called me and said, Hey, I'm a truck driver. Somebody gave me your number. And can you show me some houses? So I took him to Plainfield chose some houses. He loved it, because at that time, I think Lonard was selling selling homes for 250. Big nice homes. 250 300,000. So he ended up buying one. And I was just so surprised. And I asked him, I said, Why? Why would you buy over here? You're coming from California? And he said, Well, I was I wasn't able to buy a home over there for so many years. My kids don't go to good schools. There's drug problems and things like that. And I just love it. What I just got over here. I'm like, Huh. And then I said, but But what how did you choose Indiana and he's the one who gave me an idea. And he said, Oh, because it's across roads of America. And I'm like, huh, and he said, Every time I go to Florida or anywhere I have to pass through Indianapolis. And now I can park my truck here in the middle at my house, spend a night there, get refreshed and then go to Florida instead of going three for three days out from care California I'm like, wow. So he gave me the idea. And I started marketing Indianapolis, in different states through newspapers. I think I used to have a radio ad TV ad also. And all of a sudden, just bulk and bulk of truck drivers started moving towards Indianapolis. And they are the ones who made me. They did. Yeah. Brilliant idea, though. Yes,

Ian Arnold: 5:24

it makes sense. That's why our state motto is yes, Rosa.

Unknown: 5:28

Can you know, so that's what I started saying no pollution, good school system, affordable housing and crossroads of America. And it just, it just happened

Rick Ripma: 5:40

was amazing. If you think about it, because how many people have heard crossroads of America? All of us who live here? We hear that right? Sign? Sign? Yes. Nobody else ever thought of that? No.

Unknown: 5:54

Believe it? No, I think God was with me. There was some power with me. So yeah. So yeah, that they did it. They did it. So. So then yeah. So I think all these truck drivers when they drive, they talk on phone all the time, because they are driving. So this one guy told 10 other of his family members and 10 other two other. So I used to get this unknown call saying our uncle said go and buy there, and this is the girl just go and buy. And that's how on the business came fantastic.

Ian Arnold: 6:26

That means that you are very good with people. And the reason I say that is nobody's gonna refer you if they didn't think you did a great job. Yes. And that is that speaks bold that they keep referring you and the whole now, I bet you if I walked in a trucker like do you know, Ben, you? Yes.

Unknown: 6:47

Everybody knew so yeah. Now, so many more are coming. So on everyday basis. But yes, I am a people's person. So I can connect with them. And I speak their language. Also, I can speak for different languages.

Ian Arnold: 7:00

So to say four languages? Yes, I do. I speak to the other ones going out. Chinese. I took Japanese and I spoke Japanese for a while. I haven't used it very much. So it's gone down quite a bit. Impressive.

Unknown: 7:13

Impressive. So mine is Hindi, Punjabi, Urdu, and of course, English. So I'm fluent on in all those four languages. So yeah,

Ian Arnold: 7:22

you got my props? Because I can barely get English down. So

Rick Ripma: 7:27

we're not we do our best, but sometimes we get tongue tied and can't speak. But I know. Because I have a family member from India. That I guess there's a it's very tight groups that No, I mean, in the languages in India, they're they're very close to each other, right? I mean, like you can have this area speaks, one of them this area speaks. And they told me that the whole history of why that happened, but that that, that has to help, but it also means I think if you can speak for language and keep them straight, you have to have a super intelligence to you have to be pretty smart.

Unknown: 8:09

I think I am.

Ian Arnold: 8:13

Wow, that you're going the other way with this. I was like this conversation is good.

Unknown: 8:22

So yes, in India, I think every state has its own language. So when I left India, it was 24 states now I think it's 30 or 32 states. But in India, I didn't know that like my state languages, Punjabi mother tongue is Hindi. So I used to speak whatever Punjabi we learned at home, right? But after coming to Indianapolis, after all these Sikhs who are coming here. Now I have understood that every region of that state, every region of their state has a different accent to their language or different little bit different words. It's it's kind of neat that I didn't learn all that in India. But in Indiana, I'm learning all that means there's, there's so many Sikhs over here from different areas. It's amazing. Yeah.

Ian Arnold: 9:15

Yeah, it is. So I grew up in the South. And so sometimes my accent comes out and I get it from my kids. earlier. We were talking about I can't remember what word it was. But they're like, that's not how you pronounce it. No, that's exactly the way you do. I go, you gotta remember I grew up somewhere different. So it is interesting. Even here. We get it. I don't. I don't think it's as bad or it's different, but it's interesting. Yeah. So what do you think your biggest hurdle when you first started was?

Unknown: 9:47

biggest hurdle. My biggest hurdle. Well, let's talk about the positive force. So when I started, I just walked into one office. century 21 office, and I told the broker, I've never worked in my life, but believe in me, I think I can do it. And I can bring something different to your office. It was a small office in Broad Ripple. And the broker, he really put faith in me. And then the agency became a 10th Most producing agency within three years, with Central 21. Small Office, Central 21 diversified Tony Rogers. So yeah, very good guy. A good broker? Yes. So he was my first mentor, very good broker. So that's the positive hurdle will be I went through some life changes at that time and had to take care of three kids and all of a sudden bombarded with all this business. So man, balancing the family life, and I used to work like 12 to 13 hours a day, because showing all these homes coming home, taking care of the files and all that. So I think that was the biggest hurdle. But rest, rest, everything was fine. I think powers were with me. So

Ian Arnold: 11:06

Oh, taking care of three kids. Rick knows all about that. Oh, I had to. So and that's still a handful. But yeah, that's a lot of the handle, I want, they were

Unknown: 11:15

good kids, good kids. But still, you know, kids are kids, you have to send them to school extracurricular activities, spend time with them, put them in bed, all that and plus to all the business. So

Rick Ripma: 11:27

that's amazing that you could do that much. And without the team

Unknown: 11:31

without the team at that time. Whatever century 21 diversified. They they gave, we took it. But you know, at that time, there was no navigation. There was no CRM, there was no cell phone, there was nothing. I don't know how I did it. But we did it somehow. Yeah.

Ian Arnold: 11:49

So I know that you said he was your mentor and everything. Did you have any other mentors when you got into the process and everything?

Unknown: 11:57

So I think Tony Rogers had that open office policy, he was always there. So I will say when you start as an independent pen, independent agent, you have to learn on your own. I mean, it's the team is there, everything is there, but he was there. And then I changed to another office in Greenwood after nine or 10 years. Same thing. The broker did the same thing. He was a mentor open office policy, you can just go in and ask the question. And rest I think we learnt on our own.

Rick Ripma: 12:28

Yeah, yeah. Tony. Tony was a very great guy. And he really had he had a lot of skills. Yes. But he was such a easy going down to earth person.

Unknown: 12:38

Very humble and down to earth. Yes. Yeah. So he was really easy

Rick Ripma: 12:41

to be with. Yes. It was shocking when he passed. I cannot believe that. Yeah. Yeah. It's, I worked with him quite a bit. It was a good guy. I really liked him. And so what is your team? I know you didn't have a team back? Oh, well, we should probably talk about get her get her. What's the best way for somebody to contact you?

Unknown: 13:01

Well, so my cell phone is always on it's 317-670-1055 or my email be no.secant@gmail.com. I want to spell that one, a b e n u dot s i knd@gmail.com. Or they can go on my website legacy homes. international.com.

Rick Ripma: 13:25

Perfect. And to get a hold of Ian or I, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com You can have the NRI. You can get all our contact information. From there you can call 31767 to 1938. That's 31767 to 1938. And thanks for listening to India's real estate gurus, the gurus we interview share valuable insights they reveal their strengths, personalities, and how they'll work for you. While we hardworking mortgage guys, secure your best mortgage, real estate gurus work hard to they avoid problems the amateurs don't see. They listen, they find unrealized opportunities. If you're buying or selling a home, a real estate guru is a valuable asset. If you're even thinking of buying or selling a home, keep listening and definitely call one of India's real estate gurus.

Ian Arnold: 14:17

All right. So thank you for I mean, the knowledge you're giving us is is incredible. So if you are if somebody was let me just try and get this out the right way is what process do you have going? Like if somebody were to call you and say, hey, look, I'm looking at possibly buying a home, what processes do you have set in place?

Unknown: 14:39

So I have a kind of team. I have a very good transaction coordinator. So I take care of the sales part of it. And then the transaction coordinator comes in. And she does she's very good in follow ups sending emails on everyday basis from start to end. So she's part of that and then they Call me anytime. And I guide them throughout the process coordinate the whole, you know, inspectors, appraisers, contractors, so coordinate the whole thing and take the transaction to the closing.

Ian Arnold: 15:14

All right, so we're gonna take a second step away from the real estate bar. Let's have a little fun, little bit different type of fun. So if I had to take your phone away from you and told you, you could not work for a day, what would you catch yourself going out and doing?

Unknown: 15:27

So I like doing I am garden garden person lots of gardening, or cooking. Or if I get a chance, I just, I travel a lot. So I just if I get two, three days off, I'll try to take one of the kids and traveled so

Ian Arnold: 15:43

so when you mean garden? Are you growing vegetables? Are you growing? Flowers are both?

Unknown: 15:48

Both what? So I have a little koi pond in the back every summer I wait May, June, July, August, I'm in my vegetable garden. I mean, we don't get much but whatever. It's just I love doing that I look forward towards summer. But lots of flowers. Yes. Lots of flowers all around the house.

Ian Arnold: 16:07

That's awesome. Yes, we tried to do vegetables, but animals keep eating them.

Unknown: 16:11

So I know. I need to come and read everything. That's what I'm saying. We don't get that much. But it's just that feeling that you're doing something.

Ian Arnold: 16:19

Yeah, I like it because my kids do it. And my kids are eight and six now. So it's kind of nice that they see it from the seed and they watch it grow. And like the last year actually, I don't think survivor carrots only had a few carrots. So

Unknown: 16:31

Oh, because they were underneath. Yeah. I didn't eat the soil.

Rick Ripma: 16:37

Rabbits love carrots. In the rabbits get the carrots. What do you do?

Ian Arnold: 16:40

I don't know. I don't know. I don't know how they did it. But hey, if we get one to survive, then we're doing good. Yeah. Well,

Rick Ripma: 16:49

I think it's a never ending battle. Then I'm not I'm not a gardener. My wife is but my brother's huge gardener and he's in Cleveland. And he's done everything he has dear. Oh, and so I mean, he's put the orange fence around, covered it up. It doesn't matter. They get

Unknown: 17:09

bored. The same thing in Michigan. You can you cannot do anything. Deers will come and eat anything. But poor animals. They have to eat something, you know.

Rick Ripma: 17:17

Yeah. If you built a building around it, then yeah, maybe you could keep them out. But I don't know how else you do it. Wow. That's a no he does. He has he has problems with that. So where would you travel? It sounds like you love to travel. So where do you go?

Unknown: 17:31

I've been everywhere. And I have the whole world in my bucket list. So I'm gonna go everywhere. Well, I So India, I used to go every two years. I used to go back to see my family. But Central America, South America, Mexico, Europe. I just love it. Yeah,

Rick Ripma: 17:53

I think that makes for a very interesting person. And this is coming from somebody who doesn't travel. Now my kids all travel. But my wife doesn't like to travel. So we don't travel. But I do. I mean, it's interesting to talk to somebody like you that because you can you can talk about so much. And you've seen so much of the world that that's just like, that's phenomenal. Yeah, you take your kids.

Unknown: 18:13

Yes. So my kids are part of me everywhere. And they are like me there for days. They love history, culture. So wherever you go, it's just an eye opener. You learn so much. And wherever we go. We just go to their, wherever the authentic food is, wherever they live, and just enjoy that part of it. Yeah.

Ian Arnold: 18:33

All right. So now, we'll get into a question of the week. And the question of the week is sponsored by Hey, Rick and I the hard working mortgage guys, where we feel that communication is key. We don't nobody wants to be left out in the dark. So we want to make sure we have constant communication with you and your realtor contact us today at hardworking mortgage guys.com So now I'm actually curious on this one. What was your first car?

Unknown: 18:57

Okay, so the first car when I came in, in 92, so one family uncle so he gave me his old car and I don't even remember which car was that? But that was so nice of him free. So he said we know we'll get it. So I think I drove that for six, seven months. And then I got my 1993 Hyundai excel in 93 I gots a new little red cute car. So I have good memories because my son was little so I used to just go everywhere to grocery shopping here they are with my son. So I had a good good memories of that car.

Ian Arnold: 19:33

Oh, did you have a car in India? No. Okay, so I was kind of curious. I figured you'd made something about like what his car is

Unknown: 19:40

that yeah, no. So I yeah, I was very young when I got married came here so over there at that time red Maruti was a was a big thing. And when I came in with my red Hyundai Elantra Excel look just like that car and I you say Oh, I love it. It looks like red Maruthi

Rick Ripma: 20:00

What was the color of your first car? You don't remember what it was?

Unknown: 20:02

That was black? Yeah, yeah, I don't remember. Yeah. It was so sweet of him. I think it was Chrysler. So he was a professor in Ohio. So the car was Chrysler, but I don't remember what was very

Rick Ripma: 20:17

nice to give you a car. Yeah. You really need a car to get around. Yes, yes. That makes a big difference. Yeah. So you had talked about marketing? What What kind of marketing do you do now for your business?

Unknown: 20:28

So I, my MBA, my main focus was marketing. So I'm very good in that. I am big on social media. I have 10,500 followers on social media. LinkedIn, Facebook, Instagram. Tik Tok. They call me tick tock queen.

Ian Arnold: 20:50

Are you are you one of the ones that are dancing out there?

Unknown: 20:52

I don't dance. But yeah, I bring unknown buyers who just come here and buy from all different from all the states. And then I get lots of calls from Canada. Also, how can I buy here? So I said, I have to do some research for the loans and everything but so many Canadians they want to buy here or invest over here. So yeah, so I think social media is my big thing. When I started in the business at that time, I used to sponsor any and every Indian or Pakistani event, anybody if they came to me, I will give them the money. And my one thing was throughout 20 years, I never stopped doing marketing. I have seen recession I've seen boom, another boom, I've seen COVID. But I never stopped doing that. And I think that was a big thing for a while. That's a big thing. You'd never stop. Your face should always be out there. And then when the time comes, people will remember you. So

Rick Ripma: 21:52

that's the basics of marketing.

Ian Arnold: 21:54

Yes, yeah. Yeah. I mean, that's the reason why when accountants put the total in it goes under expense, because you never know when advertising is going to work you just know is going to work

Unknown: 22:05

is I believe in that. I do believe in that. Yeah.

Ian Arnold: 22:10

So what do you do? Now? I know you do that marketing everything. Do you do anything differently? Now that you're up and going.

Unknown: 22:20

So now, the sponsorships are not that much. I don't have to do the boats and those things because I'm very big on social media. And so right now, I think Tik Tok is my big thing. Facebook, everybody's there. I think I have like 6000 people on Facebook. But majority of my people are coming from tick tock right now.

Rick Ripma: 22:43

What do you put up? On tick tock? What kind of thing do you do you see working for you.

Unknown: 22:51

So, so every morning, I sit down, and I see the inventory in the market. And then I pick four or five of those, and I just made so it's like, I know the market is slow. But still the inventory is going very fast. So every morning I go through that, and I just do everything on my phone, pick those five, post those. And everywhere I just post those people will call me prospects will call me ask me questions. So you know, so you're busy or doing all that? And then you end up selling one of those. Yeah. So you

Rick Ripma: 23:27

you post houses, that's post houses, post houses, you know, dance a yard,

Unknown: 23:32

I don't dance, I don't say I just post houses, the latest inventory. If somebody wants a new inventory in Indiana, they can go on my social media.

Rick Ripma: 23:42

I can tell you that people don't want to watch me dance, but they really don't want to hear me saying that's for sure. But you're doing well. Good in your mortgage. Don't dance or sing. I did have a marketing guy. What made me it didn't make me but he put in. I had to sing on an ad. And I mean, that was everything I could it took me forever to get that thing done. So wouldn't just completely embarrassing.

Ian Arnold: 24:12

Yeah, I would probably fire them right there. No, no, that's not happened. It was a

Rick Ripma: 24:15

good reason for it. Because you would understand this, that when you put yourself out there people appreciate that. They so and so he worked. That's what he was trying to do. It's like I mean, I don't know if you could do much more than make me sing. Put me that dancing. If I had to do both. I love I could do it.

Unknown: 24:33

So yeah, it's just a connection. Whatever kind of works. You're connecting with people. Yeah. So sometimes on my tick tock, I use my own language. So I think that connects with them. Yes. And you won't even believe I just opened another office in Michigan. And so I was building the social media over there. And tick tock sent me my A social media picture of my social media of Indiana, sent it to me and say, Hey, why don't you do what this realtor is doing in Indiana? Can you believe I was I sent it to all of my kids. And I'm like, Oh, my God. Tick tock thinks I'm doing something. And they're like, Mommy, are you sure you didn't pay them? I said, No. I didn't. Yeah, that's great. That is great. Good. Yeah. I'm getting 50,000 Likes 70,000 Likes on one one videos. So I'm like, Whoa, wow. Yeah. 70,000 likes because I think it goes viral. Yeah, yeah. So yeah, that's

Ian Arnold: 25:42

awesome. So are your kids interested in real estate? Are they thinking about going into it? Or any of them in it? Well, so

Unknown: 25:49

one is she works for Mark. So there's no way she'll come? Second one is PR. He helps me in marketing. And he says, No, I'm not a real estate person. And the third one is a salesperson. She was in it sales. And so I've been begging her. And she's like, No, I'm not ready yet. I want to explore. So I just have a feeling eventually, she might acquire my business. So

Rick Ripma: 26:15

yeah, well, it is amazing. How many people that we talked to real estate agents, that family was in it, they tried to avoid being a real estate agent. Yeah. And ended up in it and ended up not only in it, but they absolutely love it. It is exactly the right career, but they had to go away from it first. So you might end up with all three of them in that event,

Unknown: 26:36

you never know, it's never enough. And they have a part of my personality. I can tell they do. Especially my son and my little one that they can tell. I mean, the little one can tell anything. So

Ian Arnold: 26:52

that's the one that gets away your favorite.

Unknown: 26:55

Let's see, let's see. And how would somebody get a hold of you? Okay, so my phone number is 317-670-1055. And my website is legacy homes. international.com. All right, and Rick,

Ian Arnold: 27:12

how would somebody get a hold of you? Or I, I would

Rick Ripma: 27:14

suggest they got a HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com, you get all of our contact information from there, or you can call 317-672-1938. That's 31767 to 1938.

Ian Arnold: 27:29

All right. So I got another tough question for you. So what do you think your most memorable deal was?

Unknown: 27:37

My most memorable deal was when I was when I sold the first person. And then another client came and they bought it in Greenwood very nice person, he just passed away, but they're nice client. And then after two weeks, he said, Oh, my nephew wants to buy two. So I went there at the builders office, and they were eight people sitting there. So all the nephews and cousins were sitting there and they bought eight homes. And I was just just so just, I don't even know how to tell the I was like, shocked. I was like, I don't even know anything. I'm new in the business. How did you guys, they said, our uncle said, she's the one. Just go and buy, she will do right with you. And they just sat and they did eight contracts at JPMorgan in one hour. And I came out and I was like, this has to be God. This has to

Ian Arnold: 28:41

be God. Yeah, that's yeah. I don't know if we will ever hear another story came

Unknown: 28:46

from Tracy, California. Um, it's just different different areas of California. I never knew them. They never knew me. They just came and signed the contracts and went away.

Rick Ripma: 28:57

Wow, that's fantastic. I can't give

Ian Arnold: 29:00

you that. Rick. I take all your family members in there. And I think

Rick Ripma: 29:03

it is. You can tell she's very nice.

Ian Arnold: 29:06

Oh, yeah. Caring. You're not as Dan and then

Rick Ripma: 29:09

you? I mean, then then. I mean, what do you expect?

Unknown: 29:13

I think you're nice to you guys brought me here.

Ian Arnold: 29:19

All right, you can go ahead and pay Rick his $5 back. So let's get into what are you thinking about the future? So where do you have envision and then let's say the next six months to even five years.

Unknown: 29:36

So then the vision is I just opened my office in Michigan, lots of people used to call me and say hey, do you do in Michigan also. So I ended up opening an office it took some time. Michigan law is a little bit strict. Um, so I have to build a team there. And then I think I really want to go towards Florida. Because in last few years, lots of my clients over here they ended up Buying there. And now I'm like, why not? Yes, I'm late. I should have done it two, two and a half years ago. But why not now? Better late than never? Yeah, because they are investing there. They're buying their second homes there. And lots of them are moving there because they can work from home. So I think Florida is in in the radar now.

Rick Ripma: 30:23

You know that there's a lot of agents, it seems to be a trend that agents are doing that. You're the first one I've we've talked to that in Michigan. But what a great area. I have family up there. And it's a I mean, it's it's a wonderful place and great for for vacation. Yeah, that's a lot of

Unknown: 30:44

tourism. Yeah, it's Indiana didn't even have that much tourism. And we ended up bringing so many people towards Indiana. So Michigan has lots to offer to the crossroads of America not so they'll be a different time. Michigan, or Michigan? It is Pure Michigan. Yes.

Rick Ripma: 31:04

So what would you say your superpower superpowers are?

Unknown: 31:09

My superpowers, I will say connecting with people, I just connect, I can stand on the street and talk to anybody about anything. So I think that connection brings people towards me. relationship and then just communicating in their own. I mean, I cannot believe it, I can do it. But whoever comes and sits in my car, or go and see your house with me, I just start speaking their language in their tone in their accent. I just pick it up. So I think that's my power.

Rick Ripma: 31:48

I would say that's a big superpower. Yeah.

Ian Arnold: 31:51

So along with that, so let's say you had a client call you and they're like, hey, I want to buy a house in Iowa. Well, you don't sell homes in Iowa. So how would you go about telling them to search or to find a good agent there? What would they carry six.

Unknown: 32:08

So I'm part of certified residential specialist which is CRS so I have that designation. So whenever somebody calls me, that is the place I just go, because I know that's the best person, you know, they have already done their training they have experienced and they will take care of my client or my prospects. So I have sent lots of people towards CRS realtors. Yeah.

Ian Arnold: 32:38

I mean, that's good. I mean, I mean, because let's be honest, I mean, if something we all have family members, we all live in the same state. Yeah. If I want to refer somebody, Hey, my realtor was awesome. Maybe she knows somebody. All right. Now let's go. So I think that's awesome that you have a you have that system to help you out.

Unknown: 32:56

It's a good database. CRS is a very good, it's like, there's another designation, I think ABR CRS is like their certified residential specialist. Yeah.

Rick Ripma: 33:06

So if that same person, you say, Okay, here's somebody that you should work with. Is there, is there something they should look for in that person? Or question, maybe questions they may, maybe they should ask. So they make sure they're getting somebody because we don't all resonate with each other. Right? There's some people that we work better with than others. So how would somebody make sure they're getting the right agent beyond the fact that you're, you know, you're giving them a top agent? Right, right. It's just like, we know that you're a guru, and you're a top agent, and anybody on this show is a guru. So beyond that, how else do they tell? Right?

Unknown: 33:45

So I think, in our profession, I think listening is a big, big thing. So he should be a good listener, honest, and then a good communicator, because you need good communications to negotiate the deals between all those parties. So many parties are involved in one transaction. So I think that's what they should look for somebody who listens to them. communicate well, and honest answers, you know,

Ian Arnold: 34:13

yeah. So I like to touch base I love and we talked about this a little bit before the show the difference between different countries and everything. So what do you think is a big difference between Americans buying a home here in America and I know you're from India, so an Indian person buying a house there?

Unknown: 34:33

So well. When I came here at that time, it was all cash business in India. So whoever wants to buy a house, they have to have a cash. But now I think everything has changed over there. Also financing people are financing the cars financing the homes, but ultimately they pay off quickly. Their homes, they don't keep the loans for 30 years or 15 years. The the I think that's the difference.

Ian Arnold: 34:59

So do you When you when you talk to people over here is your mental state, because my mental state is always pay off early. I mean, that's just the way I think it Do you try to talk to people about that too? Or do you just say, here's the 30 year ago, let's go, or honey,

Unknown: 35:15

I don't talk to them, I don't have to, because that's their mental means most of my clientele is coming from Indian market. And so they know they'll put 20% down. And if they put three and a half and 5%, also, eventually, that's in their mind, they want to pay off. So that's how they're raised.

Rick Ripma: 35:35

Yes. And you see that? I mean, it's not surprising to me at all. Because when you refinance, if you refinance them, or anybody, any of that group that you talked to, that's their I don't know if they're more financially savvy, but they're taught to do that do that, and it's ingrained in them. And so that's what they do. Ultimately, that makes them much more financially secure. Because there's a lot of security and not own anything on your home. Right.

Unknown: 36:03

So that yeah, so yeah, that's, I think it's ingrained in them.

Rick Ripma: 36:07

Yeah, that was mortgage people. We don't you know, we don't really push.

Ian Arnold: 36:14

We take care of you what you want to get taken care of.

Unknown: 36:17

I think I get one question a lot. Are you sure this is a no penalty loan? Are you sure? So I'm like, Yeah, this is most of the loans are no penalty loans, because they want to pay off eventually,

Rick Ripma: 36:28

if they're going with a conventional or an FHA, or, you know, VA or USDA or any normal out there. There are no more prepayment. Yeah, yeah. But it's never hurts to ask. Yeah,

Unknown: 36:41

you know,

Rick Ripma: 36:41

that's the non conforming that. Yeah, we're the problem. Not that there aren't still non conforming, but even a lot of those, it's as much more regulated now that you that person should never get into a loan and not know, yeah, they had a they have a prepayment penalty. Right.

Unknown: 36:56

Right. So that's the question we get a lot and I think before recession, there were now I don't see non conforming loans. I don't see those anymore means in my market, I've not seen that much.

Rick Ripma: 37:07

They're not the same as what you and I remember. Yeah. Okay, the non conforming back there was a was strictly a, mostly not strictly, but mostly, very different type of process, higher rates, bad credit score, that type of thing. Yeah. Today the non conforming is they're more lenient on maybe a self employed borrower. Okay. Or there's, there are reasons for that they're more lenient on the rules. But for that leniency, you pay more, right, because it's a higher risk. But if somebody wants to get in the house, it can be a life changing, like you could buy a house nonconforming with if you're if you're a business owner with bank statements, right? That makes a big difference than getting an income on somebody who's, who's self employed, who writes everything off and shows no income. Right, right. That's a big difference. Yeah, makes makes a difference. And I truck driver sometimes can be a problem. Because if they're independent, because they they have a lot of expense. Yes.

Unknown: 38:11

Yes. They show lots of expense. Yes, but But that's where we come. So they they call me all the time. What should I do this year? This is what I did last year, I really want the house watch. So then then our mortgage brokers or I, we help them to do that. And eventually all of them they buy houses. So yeah, that's awesome. So there, that's what we are supposed to do. We're supposed to guide them. Yeah.

Rick Ripma: 38:36

Right. That's, that's what a good solid guru real estate agent does, right? That guy? And if you don't know the answer, you get on with somebody who doesn't know the answer.

Ian Arnold: 38:45

Yes. Right. Yes. So what do you think? Sorry, strew blink in my head. Yeah, go ahead.

Rick Ripma: 38:56

What's, what's one thing you're looking at this year, and you're gonna take care of or tackler or you know, that you really want to work on and improve.

Unknown: 39:05

So right now, the focus is on team building in Michigan. That is the focus over here I changed my strategy every three to four months are in real estate industry changes in India and every three to four months. And I just changed the whole sales strategy and marketing strategy with that, it takes me one or two months to realize what's going on and how can I do it, how can I tackle it, but then I come out with something different. So I changed couple of things in January February of this year and then March I did good business and then April, same thing I saw good business. So lots of prospects are coming it's just I need to I need to take care of the follow up system. So I think that's my those two things are the main things I have To do it, I'm very good in follow up, but when you get them any prospects, you need to do more. So that's what I have to do.

Rick Ripma: 40:06

So how do you how are you going to find and hire people for for Michigan, um,

Unknown: 40:14

same thing like transaction coordinator is the master means I have a very, very good experience on my TC over here. So transaction coordinator and the marketing person and and then after that I will see if I need to

Rick Ripma: 40:30

do a couple of agents. Yep. And then you're licensed in Michigan. I have

Unknown: 40:35

come I am licensed and I have legacy homes International in Michigan.

Rick Ripma: 40:39

Okay. Okay. So your life, you just have to hire the people back you up? Yes. What's your you can't be there all the time. So you kind of are they are who you hire, will they be licensed agents?

Unknown: 40:49

Yes. So right now it will be 15 days there. 15 here and yes, whoever you hire, they will be licensed to 15 Yes,

Rick Ripma: 40:58

you must like Michigan. Well, kinda, it'll be. What I would do is spend maybe the three months in the summer?

Ian Arnold: 41:09

Yes, I think so. I know. You talked about Michigan. We're at Michigan.

Unknown: 41:13

So it's Beverly Hills, Michigan. And so that area, Beverly Hills, Bloomfield Hills. It's a luxury market. It's totally different than what I have in Indiana. So I so I'm going after that market over there. That's all part of Detroit. It's part of Detroit. Birmingham, Beverly Hills and Bloomfield Hills. Yes, yes. Yep.

Rick Ripma: 41:34

My brother in law is a dentist in that area. Oh, he's I never can remember that. Because they're all hills or something else? Yes. So I can't can't remember. They live in Oxford. Oh, okay. I'll just put down but his but his his practice is where was where? I guess his Auburn Hills because when the stadium that they tore down called Auburn or something like that. Anyway. Anyway, that's where he's at. So if you need a good dentist while you're up there, let me know my brother was a great yeah. Oh,

Ian Arnold: 42:03

and if your brother in law needs a good realtor.

Rick Ripma: 42:08

Well, he will. He probably will, you know when they they're getting ready to retire.

Ian Arnold: 42:13

Okay, while and they will. And if he was moved to Florida very Oh, man.

Rick Ripma: 42:21

I don't think they're moving. I don't think they'll sell their house. That's my guess. Yeah. Beautiful house upstairs.

Ian Arnold: 42:29

So you were talking that you've had to change your the way you did business? Just because of the way the markets changed. Now, I know. You said you gotten gotten into the business around 2002. Right? Yes. So roughly 21 years. So for newer agents out there that are seeing, let's be honest, a different change in the market in the last four or five years? Like couple of different shifts? Yeah. How often have you do you think roughly do you have to change your business? Model or practice?

Unknown: 42:58

So I say what, whatever has happened in last two, three years, I think I changed my strategy every three months. But before that, I think we used to do like seven, eight months and then we will see okay, now new homes are getting better or now the interest is getting better. So you change but last two, three years were so fast that we had to change with the market to survive, right? Yes. And to excel.

Rick Ripma: 43:23

Exactly. And you did both. I really want to hear more about how you got to 10,500 followers.

Unknown: 43:31

So I started with my Facebook in 2009 I think it became big at that time and just kept on adding adding and then then my kids said oh you are behind mommy, there's Instagram so then I started Instagram. And of course I was big on LinkedIn also. And then for last three years my son was saying you are so way behind Mommy you have to be on tick tock and I'm like no, I can't do it. I don't know. And last March he said you need to do it. I know you can do it and I started it. And within three months I did 100 cages from tick tock just from tick tock that first three months and I'm like Ha means there's such a big market on tick tock Facebook is gone.

Rick Ripma: 44:19

The Facebook is my age yeah tick tock is a younger people so younger

Unknown: 44:24

all the younger kids so some so my son is a what are they call millennial, right? So that's what tick tock is all the 30s and 3233 Who wants to buy a house they are going on tick tock Yes. So yes, so I did it. He was the big push behind me I did it and now they say we cannot believe my little one says My mom is a tick tock Queen if I ever do any marketing or open any business you will be my marketing person. I'm like okay.

Rick Ripma: 44:57

Isn't it funny though, because you kind of know based on their Everything you're doing your business plus what's happened in social media? Tick tock is big right now. Yeah, but you always got to keep your eye on the next thing. Yes.

Ian Arnold: 45:08

That's what she is the kids. Yeah. And that's

Rick Ripma: 45:11

more because it's the younger ones coming up. Yeah, you're gonna have to adopt?

Ian Arnold: 45:15

Oh, those are great. Grandkids

Rick Ripma: 45:20

middle piece. kids and grandkids who got this middle patient? Yeah, you

Unknown: 45:25

have to just open your eyes. technology's changing a lot. I mean, it's my first website, I think I built in 2006. And now, the new website they made it was totally different platform, everything different. And then my first CRM was 2009 they built and now the CRMs are totally different. So yeah, you have to adapt the system. And you have to be with the system for this technology thing is just every everything has changed. For AI, is it? Can you believe it?

Rick Ripma: 45:59

Have you checked out talking about the change this chat? G P T? No. The the

Ian Arnold: 46:07

week's all about is right now.

Rick Ripma: 46:10

Artificial Intelligence. Okay. Yeah, chat. GTP, I think is

Unknown: 46:15

GTP. And what do they do? It's

Rick Ripma: 46:19

unbelievable. If you put something in there. Okay. So let's say you wanted to do marketing, but you didn't have or are you? I'll give you an example, on a mortgage side, just so you can get an idea. A friend of mine did it he put in there, he had somebody with a very low credit score, let's say it was I think it was like 520. And he put in there very detailed, okay, I need a plan to get somebody from a 520 credit score to an 800 credit score in nine months. And I needed a, you know, a specific plan written out, you know, with instructions on exactly what to do. And you can do it, it gave it to him. And he said, he goes, I read it and he goes, everything's on there. I didn't even know you needed to do. And he's a professional. I mean, it's blown away. But that's just that that is just the iceberg. It is the up and coming thing it is it is it's going to change our world.

Unknown: 47:15

So that'd be nice. Every morning, I just have to say, Can you find me the best inventory for these kinds of clients, and they just probably would find it will find me and tell me why this is better than that. And write the I love to look into it

Rick Ripma: 47:29

and write the ads for

Ian Arnold: 47:30

the description of the house, you'd like me and I keep writing this thing several times three bedroom, two bath. No, no. Now there'll be some elaborate thing. You'd be like, Oh, that looks like Shakespeare wrote that. That's good.

Rick Ripma: 47:42

Read it because sometimes it's not accurate, but it is phenomenal. And they have a free side and a pay side. The pay side is far better. But the free side you can try it out. And it's it's awesome. But anyway,

Ian Arnold: 47:53

okay, so now, one last time, okay, how would somebody get ahold of you

Unknown: 47:58

call me at 317-670-1055 or go on my website legacy Holmes international.com.

Rick Ripma: 48:08

And to get a hold of the inner eye, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. You can look up our information there and contact us or you can call 317-672-1938 that's 31767 to 1938.

Ian Arnold: 48:23

And remember to subscribe to indys real estate gurus. And also if you know any friends, family or coworkers looking to buy sell or refinance contact records. We'd be more than happy to help them and please follow us for more indies real estate gurus. And I would like to thank you, Ben, you for coming on the show. It's been a pleasure having you on

Unknown: 48:40

Thank you. Thank you for having me over. Thank you so much.

Announcer: 48:44

Rent NMLS number 33041 Recruitment NMLS number 664589. You know Arnold NMLS number is 195469 equal housing opportunity. Some restrictions apply.