Guru Ben Jones with Buy With Ben

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm recruitment your hard working mortgage guy and I've been in real estate and mortgages for over 34 years, I've helped over5200 folks finance their homes,my team and I believe in custom tailored loans, not a one size fits all approach. We believe there is a right mortgage for you, and we believe we are the team to deliver it.

Ian Arnold: 0:19

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 and get the best possible interest rate. Also, I have a passion and helping you secure your overall real estate dreams and even paying off your home even faster.

Rick Ripma: 0:33

And if you have any questions on India's real estate market or the mortgage market,please contact Ian or I that's at HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938. And today we have Ben Jones with Compass.Yep. Ben's a phenomenal real estate guru. And you're from the Carmel area.

Ben Jones: 1:01

Yeah, I grew up in Zionsville. And then was with the FC Tucker Zionsville. Office for 15 years. But during that time, I actually lived downtown and in Carmel. And then we moved back to Zionsville. Right on the Zionsville Carmel border, some Eastern 46th Street. Almost six years ago, we were pregnant with our first kid.

Rick Ripma: 1:19

All right. That's,that's awesome. So before real estate, was there before real estate? And if so what would you do?

Ben Jones: 1:26

I was at Purdue. So I graduated in oh six and got my real estate license in June of oh six.

Rick Ripma: 1:35

Okay, so you came right out, right

Ben Jones: 1:36

out right out. So I,there's my mom. There's a whole story to that. But basically, my mom had been in the business,about four years at the time, I had played football at Purdue and was a kicker. And I'd had a couple of surgeries after my senior year, there was some interest from the NFL as far as free agents, like after the draft or whatever. But basically what happened was I had two surgeries, and then worked out for 10 teams prior to the draft.And then when draft day came,and teams called my agent to basically say, hey, we want to live in training camps. And as a free agent, he said, Well, you know, just had sports hernia surgery four weeks ago, we can't pass the physical for another eight to 12 weeks at the earliest. And they just kind of moved on to the next guy. So my mom was like, Well, why don't you get your real estate license, and you know, help me out, get healthy, and then kind of like, see where your path goes. And so I got my license.And pretty quickly once I was healthy, realized I wasn't at the level that I even was at Purdue. And there's such a fine line between, you know, great college kicker in NFL kicker.And I was I'm a realist. And so I just kind of jumped full full both feet in real estate and here I am 17 years later. That's

Rick Ripma: 2:56

no I think there's different types of kickers like field goal kicker and so what what what did you

Ben Jones: 3:01

I I kicked off and kick field goals and extra points I did not find I can coach it, but I could apply punted it. A d3 level I was not any good.

Rick Ripma: 3:12

Okay. I know I still don't and I'm I'm a huge sports fan. But I still don't understand how you can kick a ball from the 50 yard line and get it to go through how wide are those goalposts? 30 feet or something?

Ben Jones: 3:25

1818

Rick Ripma: 3:27

That's crazy. Can you even see it?

Ben Jones: 3:29

Yeah, it's it's, I mean, you you just kind of like pick a spot. Oh, no, you, you pick a spot behind it are added depending on the wind, and you just kind of go after it. But it's it they make it look really easy on TV because of the camera angle. There's a lot more that goes into it.

Rick Ripma: 3:48

Yeah. Well, you know, there is Yeah, but that's,that's the beauty. I think it's the beauty of real estate to a point is when people see it, and they think well, anybody can do that. It looks easy, right? That just means you do a really good job. And they can't tell how hard it actually is. Right?

Ben Jones: 4:04

And with real estate.And after, you know, so many years in industry and so many deals you've gone through and closed, you know, you know how to approach certain situations and deal with certain things that come up. And so to your client, it looks really easy,where, you know, maybe a year two or three agent would struggle through that. Which is why I think when you I was lucky when I first got in to have someone that knew what they were doing. I think any new agent,you know, the first thing you can do is to latch on to or find a mentor or find a team even if it you know your splits, not what you think it should be or whatever, like the value and learning the business and the right way is will you know help you tenfold down the road I remember sitting and this was back in 2000 678 You know it was before iPhones and all all the fun stuff already right as iPhones coming out but I remember just sitting around listening to my mom on the phone I'm talking to like inspection responses and negotiating offers, because at that time,like you were negotiating offers, it wasn't like, Oh, hey,highest and best like pick one.And just how to handle a client emotionally how to walk them through and help them guide them to the right decision. It's, I mean, I still use it to this day. So it's, I was lucky. And,you know, I hope, I mean, I have a team of eight now, and I have some newer agents, and they kind of follow me around sometimes.And just so they can, they're not actually doing it, but they're with me. And when they do it, I'd like to guide them,but it's just to be around it,it's, you're gonna learn more than just kind of like dealing with it in the moment.

Ian Arnold: 5:43

So you mentioned mentors and stuff. So did your mom, was your mom, your only mentor going into it? Or did you have other mentors?

Ben Jones: 5:50

Um, I mean, when I first joined, it was, it was basically her at that time.There was an agent who's still with Tucker, Mark Lopez, still a good friend of mine, but he, I would cover for him when he'd go on vacation. And he was kind of like, the first person to trust me outside of my mom. And it was. It was I learned a lot just because I wasn't busy. I mean, I was what 23. And he was busy.And it was like, Oh, I got kind of thrown in and just had to,like, deal with it. And it was fun. And I realize, okay, like,I wanna get to this point where I'm busy. I know how to do all these things. And I'd say him and then Jim Linton, so I was with Tucker for so long. But he actually before I even got my license, we I shadowed him for an entire week. Wow. Just him and I, and it was great. Just I was sitting in on meetings and learning how, you know, he did things and his how his mind work on certain decisions. And so it was I mean, I remember I sat in on a meeting with him. And I think one of the wasn't the governor, but was someone pretty close. But it was cool. Just,you know, I, for him to go outside of his you know, and he didn't, he didn't have to do that. So I'd say I'd probably say my mom, and then Mark Lopez.And then, you know, Jim really kind of got me like, truly interested in the industry. And just see how hard he worked at the time, too. I mean, he works hard now. But how hard he worked at that moment. I was just, you know, it was impressive. Yeah,

Rick Ripma: 7:29

real estate's not easy. And and you have you said,you have a team of eight. So I'm guessing that you are, you've been mentored, you probably still have mentors, but you're now their mentor. That seems to be one of the most important things I think you've kind of touched on it is being on a team. And having a great mentor who knows what they're doing.Yeah,

Ben Jones: 7:53

I mean, because at the end of the day, I mean,you're still gonna have situations that you haven't that come up that you've never had to deal with. I mean, I've been doing this 17 years. And last year, I had to deal with the police, like, after closing,because the sellers weren't out of the house when they were supposed to be and it was, I mean, it was a huge mess. But it was like, they don't teach you how to deal when the police show up to a house, when in theory,your buyers own it, and the sellers aren't out and their sellers steal our stuff. And like, there's no class or continuing education, you can take like, how do you handle that situation? And so, when you have mentors, like right now, my manager Ryan vanetta. I mean,he's a rockstar. I've called him a couple times. And I'm like,Ryan, like, just asking, I mean,he knows it in. So I don't know if I call him a mentor, but like, he's a fantastic manager.And I need that because there's still situations I I don't know.I mean, I'm sure I can figure it out. But like, he may have handled it or because he was a manager. He's been a manager for so long, like, he may not have handled, but he's probably dealt with an agent who's handled and this is how it worked out. And right. So I think everyone no matter what the level, you are an agent, whether it's two years in 10 years, 20 years, 30 years in you the only person who probably doesn't have a mentor in this whole place as before,

Ian Arnold: 9:15

right? No, no,Rick's her mentor. Okay, got it.She may not know that. That's what we say. So how did that story end up? What do you do?

Ben Jones: 9:25

So what happened was,we were supposed to close we showed up to walk through the house was a mess. They weren't out so we delayed closing I think two more days and said let's do it. This is after like a 60 day clothes because they the sellers wanted 60 days. It wasn't like we were closing in30. So we come back to two days later. 9am supposed to close at10 and they're still not out. So what we did is we said okay,well, at this point, like we had like rate locks on the line movers lined up like it wasn't just so we basically said, Okay,we'll close it too. You have to be out by five. And if not, then you know, you got to pay some zero amount of money. So, close it to five o'clock comes, we go like, at this point, the neighbors are helping the sellers, you know, the sellers are screaming at my buyers,because, you know, we they are not out of the house. I mean, it was so fine. They called the cops and the cops came and they were like these people in the house, like, go get out of here.And honestly, if because they had like a truck in the driveway, and they're like, and if you like, technically they could say this is their truck and because it's on your property. And so they just kind of stirred and got some last stuff and left. And you know, my poor buyers were like, I bet the neighbors hate us. Like, they got everyone over there. And so they leave and all the neighbors were like, Thank God, they're gone. Yeah, they were so happy.And they were just trying to do their neighborly duty to help to help them move out. But it was it was it was awkward. But, you know, people are asked, What's the craziest real estate story?And that's usually the one I tell because the police came and showed up and we're like,listen, like this is technically their house like. And so I mean,I don't know where they went,but they eventually left.

Rick Ripma: 11:20

It's for somebody who is, you know, for a basic full rule follower and basically, you know, understands how things work. I can't even imagine somebody who, okay, you know, in 60 days, you have a closing, you no longer live in the house, that's no longer your house, you sold it, how you would still be there.

Ben Jones: 11:42

One of the even the worst part was like, they had taken one of the dining room lights that said they would they like excluded it. But they said they would replace it with a fixture wasn't in there. There was dog poop on the floor. And my poor buyers were just like,you know, fine, like, they were happy that they got the house.But it was just such a poor representation of like, how a seller could just make this such a horrible experience for I mean, both agents, and my buyers, I mean, their agent did a good job kind of representing the clients, his clients. And then when it got to that last day, he was just like, then I'm so sorry. He's like, This is unbelievable. And what's funny is because a discount brokerage on the other end, and um, I just was like, you get what you pay for? Yeah. And it was like everything I tell you, that goes wrong could have gone wrong.Yeah.

Rick Ripma: 12:40

Every everybody I've known, who's used to discount broker has always been disappointed in the service.Getting paid for Yeah, I don't understand how people don't get that. It's like, I think what it is, is people don't understand we'll talk about this later,what a real estate agent actually does. Because so much of it is behind the scenes, they never know it, right. But it changes everything and how smooth and and easy. The process can go. They're very

Ben Jones: 13:12

transactional and it just doesn't. You know, to them,it's, it's like going in buying,you know, me to the grocery store. It's like, Oh, this one's399 This one's 379 and buying379 Like, yeah, so,

Ian Arnold: 13:29

we do have Ben Jones here. And what is the best way to get a hold of you?

Ben Jones: 13:34

Phone is 317-679-7074email Ben jones@compass.com.

Rick Ripma: 13:42

And even I can spell this J O N Yes. I don't spell much right. But I got that and Bambi.

Ben Jones: 13:49

I don't think I've ever had my last name is spelled

Rick Ripma: 13:50

and to get a hold of Ian or I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 31767 to 1938. And thank you for joining in these real estate gurus the gurus we interview share valuable insights they reveal their strengths, personalities and how they'll work for you. Well, 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've been thinking of buying or selling a home, keep listening, and definitely call one of Indy's real estate gurus.

Ian Arnold: 14:36

All right, Ben. So we're gonna take a sidestep from real estate. Let's find out.What do you do for fun? So if I got to take your phone away, no phone for 24 hours. Where do we find you doing?

Ben Jones: 14:46

If I'm not with my kids playing baseball in the yard or golf or whatever the sport of the day is? And I'm not, you know, going out to dinner or grabbing a drink with my wife. I'm playing golf I, I want to play more of it as I'm sure everyone does. But I've found like that's just kind of a nice way to get away. I also volunteer with the rebuff football team. So I helped coach kickers and punters there.Honestly my 14th year doing that. So that's fun in the fall because it's I go to practice basically like twice during the week for like an hour. Because the kickers are soccer kids,like they're busy with that. And then Friday nights, and so it's fun like being it keeps me young like these, these high school kids fill me in on like,Snapchats good, cool way to communicate. And it's fun because I've developed relationships with a lot of those coaches, and they've become clients and friends. And so it's either golf travel or coaching football.

Ian Arnold: 15:49

Now, what he really doesn't tell you is he's just prepping the kids when you were looking for a house later. Yeah,so you Oh, so

Ben Jones: 15:55

here's, here's the funny thing. Before I was at Brebeuf, I helped with St. Luke,which is a cadet school down like 79 Spring mill and coach was one of the dads or whatever.And we've kind of kept in touch there rebuff family. I mean, I went design so I just storage ended up with rebuff his relationship from a college friend. And he literally just closed last week on a home in Broad Ripple. And I had, so his son did, but I knew the son because I coach his his dad was coaching his younger brother. So when the family moved back from Chicago, and we were friends on Instagram, and he sent me a message like, Hey, Ben, wife,and I'm moving back. So it's and then one of the kids I coached at Brebeuf called me who's there like, their families are super close to closing. Hey, man, I'm gonna be looking for houses for the next 812 months. You know,it's fun time chat. So it's now it is coming full circle. But that was it. I mean, that's not that was never No, no, no, it's it's a cool, but that's how it always it always turns out that which is like, people always ask me like, how do you get business? How do you you know,how do you attract clients. And because I'm not a leads guy, I don't go buy leads I just very relationship and go do something you enjoy doing. And you will just meet people and you in that have same interest in eventually that the real estate conversational comp, or whatever industry you're in. And I'm not high pressure, I don't lead. I never asked someone how to relax. I never asked them what they do. Because if I asked you what you do, and then you're trying to ask me and you find out, I'm in sales, like your thing, and all he wants is a commission check. And so I just do things that I enjoy doing.That's and it just kind of manifests. It's all about relationship really. And especially in indie, like, I understand if you're in like a New York or Chicago where it's just there's so many people, but in these really small that, you know, if you do a good job for a handful of people, and they become your biggest advocates like it just it grows.

Ian Arnold: 17:58

Yeah. So you're not a secret agent. So great job.Thanks. All right. So since your mom was in real estate before you, I always like asking people who grew up in real estate,basically. So what was one thing of wisdom she gave you when you joined?

Ben Jones: 18:13

Oh, it's a great question. Remember, how important is transaction I mean,the transact but remember how important buying or selling this house is for this person.Because we, you know, you do more every day. I mean houses every day. But to this person,like this may be the only house they live in for 30 years. And so you need to always remember that because it may feel like a small deal to you or a small.I'm gonna go, you know, show up for this inspection like this,maybe the only inspection they have for 25 years. And so I think that's one thing you need to remember. And then what's even funnier is my grandmother was a real estate agent, too.And so it's been awesome to talk with her. So she isn't she turns93 This year, and we went and visited her in the last summer.Kids and I and my wife went over there. And just to talk to her about like how things are so different now. It's amazing how I mean, even in the seven years I've been and how things are transition, but like, from when she was an agent when they had to like drive and get the keys.And I mean, you couldn't have had multiple showings in a day almost because it's like they go pick up the keys for four hours.Come back. But yeah, in she would she just said it's been it's still a people business.I'm sure it is. And I said you're right. Yeah, the basics are still basically the same customer service communication,working hard doing a good job.And I mean, we have all these awesome tools around us, but that just helps us do those important things better,

Rick Ripma: 19:45

right? That's all tools do. They really and it doesn't really, I mean,everybody has the tools. So it still comes down to relationships, right? It's 100%and how you're able to deal with it

Ben Jones: 19:58

and use the tools to help manage it. Relationships.Yeah, I mean,

Rick Ripma: 20:02

yeah, that's I think that's that's everything. So what would you say your superpower superpowers are?

Ben Jones: 20:10

I'd say it's I mean,it's one of the basic things communication. How many times I've been referred to like a client, or a friend has referred me to someone, and they've reached out to me, how many times when I've gotten back to him like, wow, I didn't expect such a quick response. Because I think that shows that you're,that you value that person. And so I think communication. I mean, market knowledge. I mean,after 17 years, there's a lot of neighborhoods and areas I can walk in and probably within 15,or $20,000, guess of what this house would sell for. There's other areas where I'd have no idea. I had a house down in Fountain Square that just closed yesterday. And it was tough to price it because I'm not in houses in Fountain Square every day. Right. So I think those two things, you know, I think, but I still think communication is the number one thing that I mean,any agent can do, because it's not. It's, it's not hard, right?You just have to do it. And even if even the tough conversations,I mean, that's that's I think what a lot of agents are afraid of now with this text message and email era we're in is they don't have the tough conversations with other agents or their clients, because it's so much easier to sit behind the screen and type it out versus saying, hey, you know, we have,like, I had a deal fall apart two weeks ago, and it's like, I just, I called them up. And I was like, Hey, here's where we're at, like, this is where we're at, we got to figure it out what we're gonna do, versus text message, and it's like,then you never know someone's true. Like, you can't read their voice, you can't read how they're talking. And so I think just communication overall is super important.

Rick Ripma: 21:55

I think, if, if it's anything if I don't want to call them to do it, I call them that you have to That's right.Because it's only fair to

Ben Jones: 22:04

them. Yeah. And that's right. I think it's served me well over the years of even in the bad situations. You know, you call them because there's a respect thing. And it's almost like I was raised,you know, when you break up with your girlfriend, you do it face to face, like you know text,right? I mean, that's now what happens. I'm just saying blows my mind. It's like you don't respect the person enough to sit down face to face. I mean,that's,

Rick Ripma: 22:33

I agree. Yeah. So I another superpower has to be how far you can kick a football. So I gotta know, what's your longest are this you can get the ball I so

Ben Jones: 22:45

in a game. I hid from53 times at Purdue. As far as like practice, we were at a camp in Kentucky. So in the summers,we'd all work camps together. So I was working with like Robbie Gould, Doug Pelphrey, Jim breech, and Rob Robbie and I were going back and forth in front of the campers at lunchtime. We started at4045 5055 60 and I hit from 65.I mean, there's no way I could do it today. I mean, I could probably max out maybe 45 today50. I don't know I kick once a year, the rough kickers play a game of pig with them. Because they always run their mouth,your old your 40 like, Father times come up with you. And every year I strap them up and put them in their place. I didn't get a letter last year.Like I beat they there's two of them. And they both got pig. I don't even get a letter. So I'm rubbing that in their face.Right?

Ian Arnold: 23:35

We will send this directly you should yeah.

Ben Jones: 23:38

But I know he's already I mean, the jump are starting kicker is gonna make from junior senior year. Like he's already has small stays after him a little bit. There's some interest so I this could be the first year I lose.

Rick Ripma: 23:52

Well, you know,having gone through 40 Many years ago. I can tell you though, the law farther away you get from 20.

Ben Jones: 23:59

Yeah. I mean, I noticed that just in daily activities. Now. I mean, I'll go play T ball or baseball with my kids in the yard and I plan to turn on land next day I woke up and I'm sore spot. I never even knew I could be sore. And yeah,

Rick Ripma: 24:12

yeah. But you know what I found? This may help you I found that it's actually not old age. It's lack of use. We don't you know, if you think about what you did, and playing football, the practice and all that. And then you don't do that. Yeah, that's why

Ben Jones: 24:26

Yeah, I believe it. I mean, it's funny. It's like you watch your kids run around they sprint everywhere. Stop, Turn twist. And I'm like, if I did that, I'd probably like to hear my ACL die. Yeah, pretty much your walk for three weeks.

Rick Ripma: 24:42

Yeah, it's it's tough that way.

Ian Arnold: 24:46

Alright, so let's get into this a little bit about what do you think? I like that that memory of the police. You have another really good one or As far as crazy Oh, I can be crazy. It can be good.

Ben Jones: 25:04

I mean, I got one that's bad that, I mean, I learned a tough lesson. There was a house I had on guys million dollars, had them buy it or help them buy it. And then they had to end up moving relatively quickly. So I left that. And they treated. So during, like, they moved here,we became super close, I actually flew out to their wedding in Hawaii with my wife.It was like a 20 person wedding.And then so come back, he ends up taking a job. I think it was in Charlotte, and I list it. And this was, I mean, this was this was back What 2015 or 16. And so the market wasn't like what it is now, right? And so I had to drive out the guys for every showing. I mean, I'm and we were showing it, you know, I thought we were prized tie, he was not having any of it. And then they called me one day, and they're like, take your sign out. We're canceling listing. And so I you know, I was getting relief in New York, because he my brother and I drove out there pulled it out. And we don't want you FC Tucker, like, I don't know if it was the wife, but like, they just went ham on me. And that happens. I mean, if you're an agent, listen, this you've hadn't happened to. And so, you know, it took off the market and was super interesting was, you know, I've been hammering on price for price at that point6070 days. And he turns around licit for $25,000, under the number I kept. And it's it's I don't know, if the lesson from that for me was you know, I don't know, if it's, you know,you can do everything you can to get a listing sold, you can communicate, you can advertise,you can suggest pricing. In hindsight, you know, 2023, Ben would have just cancelled the listing before I put all this effort into it. But 1014 Ben was, it's a million dollar listing on guys, you know. So now I'm super. I don't know what the exact word is, but confident and I'll stick to my guns when it comes to pricing. Because now because, you know, we're kind of talking earlier before this,like time is such a valuable commodity now, especially, I mean, with kids and wife, etc,that if I'm going to put everything I put into a listing as far as you know, marketing dollars, production,photography, everything we could do that I need to be confident in the price. So we're gonna get it sold, where if I'm not like now I'm doing everyone a disservice. And so it's hard to have those conversations in this market right now, because everyone's neighbor had a neighbor's house was sold for,you know, 50 grand more than they thought. But now as rates have risen, pricing is kind of leveled off. So when I just had a conversation or this week with sellers and fishers, and they kind of go Where do you see this? And I was like, well here because we go here based on the comps are higher and buyers are still looking at pricing. Like the list price is kind of the baseline give or take. I mean there's some negotiation now but you're really giving out you're really Now getting back to inspect like being able to have inspections but price wise pricing still kind of stent. You know, if someone likes it, it's gonna go over if someone doesn't, it's going to be at or just below I mean, and I said you know, when you overprice it,I call it aspirational pricing,and then you come back down to earth over two or three weeks because the market talks to you so fast. But now you're going to sell for less than if you would have priced it right and gotten two or three people in there and gotten one or two offers and gotten 510 1520 above list. So the lesson I learned the hard way was stick to your guns because when you're practicing,and if you don't get the listing, that's fine, but you're probably saving yourself time in the long run.

Ian Arnold: 29:05

And, again, this is Ben Jones with Compass. If somebody is looking to buy or sell a home, how do they get ahold of your

Ben Jones: 29:13

phone is 317-679-7074Email ben.jones@compass.com.

Rick Ripma: 29:21

And to get a hold of enter, I go to HardWorkingMortgageGuys.com That'sHardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 31767 to 1938.

Ian Arnold: 29:33

All right, so here's a good question. So you've been in the industry for a while now.What still makes you wake up every morning excited to go to work.

Ben Jones: 29:42

I think the clients every client, transaction deal house is different. And so you meet all types of people, and then, you know helping guide them through this journey from Literally meeting them for, you know, lunch, or dinner or a drink to kind of start the process to say, hey, here's how this kind of works from looking at homes to writing an offer to inspection to appraisal all the way to closing. And to kind of take that dream together. And then at the end, when they're super excited. You know, that's what wakes you up in the morning in the same with, like, you know, on the west side, it's,you meet first and you kind of say, Okay, here's what we need to do to get this ready. You know, they do it. They get it ready. I mean, I'm usually there with them, providing contractors or walking through again, I mean, I just had a house in Zionsville gotten a contract that I met with them originally in March of 2022. And we didn't list until June of 2023. Because it was okay, then we're going to less than a year, what do we need to do. And I was out there by 15 times between that original time and when we actually listed because it's just checking up on it, you know, this, this, this. And that whole journey. And then especially, especially like on this house, where you're in this cost communication for over a year, you list it, you get multiple offers, we're getting a number that was above their wildest dreams. I mean, we had someone come in, and I mean,it's on six acres, it's a great setting. And they're just elated. And, you know, we just got through appraisal yesterday,we're through inspection. And so we're we're cruising the closing, and just when I talk to her, like her voice is so excited. I mean, they're retiring, they're moving to LaGrange, Indiana to be closer to their daughter and grandkids,this is a big next step for them in life. And to go through all this with them to put this money in their pocket. I mean, they're just in to just feel that joy that they have, like, it's awesome.

Rick Ripma: 31:51

It's such an interesting, you affect so many people with what you do. And it really done well. It really improves their lives done poorly. It doesn't improve.

Ben Jones: 32:05

And that's and that's why I mean, you know, it kind of goes back to you know, when you first start out, you're like,Oh, well, you know, this, I mean, I remember when I first thought I was like, you know,all these agents are crushing it, you know, like, they don't have like, I could just get one listing and Nike go at the same time I could you actually do it as good as this person. And that's why I think we, you know,get back to what you need that mentor that team to help you grow to get there.

Rick Ripma: 32:29

Well, so many people get into the business. And I think the last statistic that we saw was within three years, like90% of them are unbelievable.What do you think the reason behind that is and what would somebody need to do to not become a statistic like that?

Ben Jones: 32:45

I think there's a couple of things. I think the main thing is the view from the outside is it's super easy. You put a sign in the yard, you get all these offers, you close, you make a commission, I mean, I love watching Million Dollar Listing and all the real estate shows, but it makes agents look like they don't do anything and then collect these massive checks. And it's, it's not fair to the agent community. I mean,I get I get it, it's highly viewed it, you know, great show,I watch it, it's fun to see the houses, but from an agent, it's unrealistic. So I think first off, people think it's easy second off. They don't, I mean,it, it takes time to build a business, it's not like you get your license, like all these clients show up knocking on the door, saying, hey, I want to buy or sell or whatever rent with you. And so I think they have people have this false hope that they're gonna get their license and all their friends and family are gonna have to buy and sell in the next two years, and they're gonna make all this money. And that doesn't happen.I mean, moving happens so infrequently that I mean, you have to really get one or two people to start, do a great job where it gets out. I mean, you can buy leads all that but that's upfront capital that a lot of people that get into this don't have. And I also think that they think they can do it themselves. They don't want to take the time to go get a mentor. Join a team where, in reality, if you do that and learn the right way to do that,hopefully within a year, like everyone that joins my team has to give it a year. And that's hard for so many people because like it's hard to go a year without making any money. I mean, that's the other side of it is they get it they get in and they're like oh well I haven't made any money in seven months. Like I have to get out because I got bills to pay. And so I think you have to come in with the mindset of like, you're not going to make any money for six months. It took me six months to close my first deal. I mean, I joined in June and it was six months and it was a friend from high school $145,000House official and don't forget to encourage crossing drive. And but I felt like once I got that first one I was like addicted. I was just you know, and but I think that's the main reasons is they don't have the savings.They think They can do it themselves and think it's easy.And then once they realize it's not easy, they're like, Okay, so that's gonna take time effort.And do they want to actually put that in or they just won't go back to the nine to five? I mean, that's the that's what I think it comes down to.

Rick Ripma: 35:12

I think it's important for people to know that and we asked most agents that because I think there's such a misconception and miss,you know, they don't really understand what an agent does.Now you have a good sized team,what do you look for? And when you're hiring somebody to be on your team?

Ben Jones: 35:31

First of all, I have to get along with them. I mean,it's just they could steal 25million a year. And if they're an asshole joining,

Rick Ripma: 35:44

we're not going to be honest.

Ben Jones: 35:48

I'm sorry, a couple of things, I think, obviously, I think they need to fit in. So what happens is, I'll meet two or three times, if, you know,one time anyone can put on a good show two times, you're like, okay, and then third time,you get a sense. And then after that, we do it, we'll do like a team lunch. So I'll bring everyone in, and we'll go to lunch. And within 15 minutes, I know if they're gonna stay or not. So as long as our culture fit, that's the best one. Number two is a network for them to help to get started, or the drive to build one that everyone that I've hired recently, has either grown up around here or went to college around here. And so kinda like something they can tap into, with some soft marketing and letters, let them know they're in real estate,just so they don't feel like they have to go do you know, I mean, they should go to open houses every weekend, but so they really feel like they have a shot. And so then they can build that network and their friends and their family. And after that, it's basically I mean, do they communicate well work hard? Are they are they coachable? I mean, can I sit down with them, and go over things, and they're gonna actually, like, take it seriously learn it, practice it.We're not hired two people last January 2022. I mean, we were in the office all the time going over like, documents, like, Hey,here's a purchase agreement.Here's a counteroffer, here's inspection. Okay, and now, you know, after days and days, like,Okay, now we're gonna do a mock transaction. And, today, put those together. And so, I mean,at the end of the day, it comes in, or they can can they hold on conversation communicate? Well,are they social, because at the end of the day, like, it's a social job, I mean, if you're gonna not go out and do things,and you're gonna sit at home,least for our team, like you're just not, it's not I'm a relationship guy. And that's how I, I, I can best teach. I can't I don't know how to teach a transactional model that buys100 leads off of Zillow every month. Like that's, I don't know, I've never done it. Right.But the biggest ones culture because in the ability to learn in that, because at that, like,I can work with that. I can't work with someone doesn't want to learn and doesn't fit in.Yeah, and doesn't want to work.Right. Yeah, I

Rick Ripma: 38:14

mean, hard thing.

Ben Jones: 38:15

It's a sink or swim business. I mean, if you don't work, you're, you're getting a counselor zero.

Rick Ripma: 38:21

Exactly. Yeah. And if you're working, you said, it can say it could

Ben Jones: 38:25

still say zero. But at least like there's, there's the possibility. And it only like, that's the thing, like, as you every year, it's, I don't say it's gotten easier, because it's it gets different because the markets, etc. But my, my sphere, my, the amount of clients I've helped, like it grows, and as it grows, it just kind of snowballs. And so and then that's when the tools come into play of like keeping in touch with people and I do events and stuff like that,because I don't want to have to like, go find the business. I want to attract business,whether it's through referrals,marketing, etc. I don't, it's just easier for me, because when I think when people come to you,now you're having like, sell yourself so hard. And the amount of like, the amount of people that asked me for commission reduction is zero, almost.Because when they come to you,they're asking me what they see my value. They're asking me what it costs versus like, Okay, well is your what's your percentage,it's like, if I'm just a number to you, like, here's what it is,if you don't like it, I was like, because if they're gonna do that, can't imagine dealing with them throughout the whole transaction, because it's just gonna be difficult the whole way through.

Ian Arnold: 39:51

That is an interesting thing, because most people don't talk about that. So even when I was in car sales before I switched, is one of the trainers came in and they were We're talking about they're like, Look, you saw a cart and one person, they're gonna want to haggle all the time. Now you saw my second car, look how much they don't haggle. This is same,same type of product. But yet because they know you more, and they've done business with you,they just stop haggling. And as it goes on and on, they'll just come in, and they'll basically do stickers just because who you're dealing with. And it's an interesting concept, but it works. 100% and it's phenomenal.

Ben Jones: 40:25

Yeah, I mean, it's,it's great, because it makes that aspect of the job. Like it takes that stressor away, where I when I was first in the business, I mean, I got busted up on my commission all the time. And you know, there's objections and all that, but it's almost like when they ask,they don't see your value, and you're bringing in so I think I've found, the longer I've been in the business, that's become less than less and less of a thing I've had to deal with,because I think if they're coming to me, they already see my value. They see the 17 years experience, you know, they see everything, all the compass tools, and my team can bring versus, you know, let's say me now in this market, things come on the market Friday, you got to be in there by midday Saturday,if you want a shot at it. Well,if I have three buyers that want to look at homes, I can only be in one place, but I have team members that and I tell that in the initial meeting, I listen,in this market, someone comes on you see it, the first goal is to get you in the house to look at it. The second goal is to have me be there. Because hopefully,you know, I have people on my team that I mean, my mom's on my team, she has more experience than I do in theory, but we want to have someone in there that can look and see certain things in the house. But all the client cares about is getting in the house. Like if it's me or you,me as long as your license, get them in there. And so I I sell that because I think that is a value of I mean, I've heard you know, I've heard of agents that are like, Oh yeah, I'm out of town. Like, can someone show it this house and they're like sending Facebook messages and if they can get their client and their clients Sol, right.

Ian Arnold: 42:02

All right. So now we'll get into the question that we get a little later. But let's do it. So the question of the week is sponsored by Hey, Rick and I the hard working mortgage guys where we believe helping and supporting you and your realtor by sending constant updates. We do not like live in a black hole. So we do not allow you to live in a black hole. If you do have any questions and you want to get pre approved just contact us at hard working mortgage guys.com All right, so here's your question. What was your first car

Ben Jones: 42:29

1987 white BMW 325What article or was that? So I lived in Arizona at the time. So I grew up in Zionsville. Moved Arizona middle my freshman year high school was their second semester of freshman year, my sophomore year, I moved back for my junior year on every$7,000 123,000 miles on our hike. And basically out there. I mean, it was different way back then. You actually turned 16 and got your license. And so yeah,it was it was it was didn't have cruise control. I mean, it was the most dumbed down, you know,not no bells and was the sunroof was like crank windows or crank.weeknights at seven. It was good little car. Yeah. Well, I did it try faster than it should have been. But that's probably that's probably because I was 16. Yeah,that's what you do when you're16. Right. But I my friends hated me because I'm six one.And I had the seat back. Because that means a three 325 is a super small one. Yep. And so if you couldn't sit behind me in the backseat, unless you like couldn't put your legs down because there was only this much room. So, you know, when I had a group of three buddies, it's like, I wasn't driving because no one could sit behind me. But two buddies, you can have someone in the front seat in the

Ian Arnold: 43:53

back. That's why there's a trunk.

Rick Ripma: 43:55

Yeah, yeah, true.Not all bad when you're 16 and you can't be the one driving so you don't have to spend the money on the guy

Ben Jones: 44:02

that doesn't act when gasoline dollar 80

Rick Ripma: 44:05

is not your favorite car you've ever had or what's your favorite car that you've ever I

Ben Jones: 44:08

think a fair car I have now I have it 2020 RDA six with a sports package. Okay, so I I ended up like eight nine years ago I bought a used a six.And I was just like how smooth that road I was in love with it.And then I switched to an Acura RL. My dad grew up with Acuras and my dad was loving to death but a key wasn't the guy that took it in time for oil changes anything and he drive these things 150,000 Miles never had an issue. So I was like, okay,like I was at the point my life was like, I need a reliable car.Something that's nice, but not like, you know, flashy. So I did that and it just ever since I bought it I was like you No, I'm gonna get back into it next time. So I got up to like160,000 miles on it. And I went in to go drive a Q seven. And I drove it. And I was like, yeah.And the guy was like, we're 76Because I was gonna go SUV with kids and all that. And so I got lucky. It was like a loan. It was an executive car. So like,an exec had driven it for like six months, and put having 10 or12,000 miles on it. And it's like, yeah, just came in, like three days, four days ago. I took it for a spin and drove home with it. My wife's like,Oh. She's like, how much was that? It was like we told her and she like, that's a little bit more than we talked about.She doesn't let me live it down.But she was also one of the people that complained about my because I had the Audi when I met her. So she's like the other says, I mean, it's a joke. Now.It was funny. It was not funny for about 48 hours. But yeah, I love it. It my kids called the zum zum car. They asked me to drive fast, because you know,that they're both in car seats in the backseat. And so like,you know, I can take turns real fast. I mean, they just love it.So it's fun.

Rick Ripma: 46:13

That's all that matters. Aren't kids love it?Yeah, who cares about what the wife's thing? Exactly.

Ian Arnold: 46:17

So just a friendly reminder out there, if Ben ever knocks on your door, after selling your home says he needs places to he probably just purchased the car.

Rick Ripma: 46:27

you most excited about as you look at the future for real estate.

Ben Jones: 46:31

I'm the most excited,like as an industry or as an agent

Rick Ripma: 46:36

as an agent, like for your business.

Ben Jones: 46:40

I think you know,some of the technology, you know, it's only gotten easier to communicate with clients agents.Since I've started, and I think as long as that continues,because I'm big on communication. You know, I'm not a big fan of automated values, I think that gets clients expectations misaligned with where the market can be. So if they can kind of tame that, I think that we are getting more accurate. But I also I'm excited because I think no matter what happens with technology, and how things will evolve. I think at the end of the day, you know, I think a client will want to work with a person. And so I think our job as an agent, 17 years from now may be different than it is now. But I think as long as you communicate well bring value and show, you know why you should be why they should work with you. I think any agent should be safe for the foreseeable future. And I say foreseeable, but I I mean, I'd say 4050 years, I mean, who knows, in 50 years, what could go on, especially with everything that's come out,right. But I think if you're an agent, now I think, you know,you're going to be safe for the rest of your career as long as you learn the technology and learn how to use it to help you versus eliminate you. Because some of these people are I mean,all out just to get rid of them.And at the end of the day. I think people want to work with people. And if you just need to prove that you're that person with, you know, communication,doing a good job, market knowledge, etc. And as long as you do that, I think you'd be okay.

Ian Arnold: 48:32

All right. And then last time, I'll ask you, what's the easiest way for someone to get a hold of you?

Ben Jones: 48:38

Phone is 317-679-7074Email ben.jones@compass.com.

Rick Ripma: 48:46

And to get a hold of Ian or I, go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or317-672-1938. That's 31767 to1938. And follow us for more indies real estate gurus.

Ian Arnold: 49:01

And reminder if you know your friends, family,coworkers looking to buy sell,refinance, contact us we'll be more than happy to help you.

Rick Ripma: 49:07

Ben, thanks so much for

Ben Jones: 49:08

joining. Thanks for having me. Great time. You guys are awesome. Thank

Announcer: 49:11

you. Brent NMLS number 33041 Recruitment NMLS number 664589. You know Arnold's NMLS number is 1995469 equal housing opportunity. Some restrictions apply