Guru Brandi Dawkins with KellerWilliams

Announcer: 0:01

Advisors Mortgage Group is proud to present in these real estate gurus hosted by Rick Ripma and Ian Arnold, the hard working mortgage guys, please contact Rick and Ian for all of your mortgage needs at HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. Now, here's the hard working mortgage guys, Rick Ripma and Ian Arnold.

Rick Ripma: 0:24

Hi, everyone, before we get started, I just want to remind you that most, for the most up to date information on mortgages, and in these real estate market, go to HardWorkingMortgageGuys.com, that's HardWorkingMortgageGuys.com. And I'm Rick Ripma, the hardworking mortgage guy, and I've had the honor of working with over 5200 mortgage borrowers, helping each one of them find their best mortgage option. As a certified mortgage planner. I know my team, and I can walk you through and help you work through the entire process every step of the way.

Ian Arnold: 0:57

And I mean, are a part of Rick's hard working mortgage team, and I've been in the financial industry for over 15 years helping people buy what they want, and helping them increase their overall wealth. And also, if they need their credit increase, I can help them increase that score,

Rick Ripma: 1:14

too. Yeah, increasing credit scores can be a big deal. And on today's show, we're extremely excited. We have Brandi Dawkins, and she is with it's a big one. Keller Williams in the metro northeast, right? Yep.

Ian Arnold: 1:28

Okay, hold on, say that three times fast.

Rick Ripma: 1:32

Add. You know, as I told you, I looked up online. And I always look for, you know, what's the best way to talk about somebody and I found a review that I thought really helped really encapsulated who you are, and why somebody would want to use you. So that's, that's how I'm going to introduce you because I think it really does help but I got to read it. So bear with me, says Brandi was very helpful and patient with me from the beginning to the end, she was very supportive, always understanding and encouraging, always available day or night to answer any questions. Brandy has a jam with a big heart, and there's a heart there, she definitely went above and beyond for me, I highly recommend her as your real tour, you won't be disappointed. You know, that's the type of this type of excellent service and care is how, you know, Brandy was propelled to become one of India's real estate gurus. Brand. That's phenomenal. Thank you. And you know, I think it's so important that you win. Consistency is what I see in the top producers in real estate, the ones who do the best. And it's, it's always because of they care about their clients more than anything else. That's the number I think that's one of the number one things that we see, certainly the number one thing we look we look for, for having somebody on our show, we want somebody who cares, you know that that's there for their clients. before we really get too far into it. What's the best way for somebody to contact you?

Brandi Dawkins: 3:00

The way you can contact me is via my cell, my cell phone number is 317-682-8413. And you can call or text that number.

Rick Ripma: 3:10

That's 317-682-8413. That's correct. That's the best number.

Brandi Dawkins: 3:15

That's the better call text or call

Rick Ripma: 3:17

better call or text right now. Go ahead and give her a call or text, man, any real estate needs that you have go ahead and give her a call.

Ian Arnold: 3:25

All right, we keep this up. If you do, you'll get two for the price of one. Right? All right. So what actually got you into becoming a realtor?

Brandi Dawkins: 3:38

I became a realist realtor. Because my parents were into real estate flipping homes. My dad, he was a landlord. And I didn't really want to become a realtor. I really wanted to flip homes because that's what I've seen. But once I got into school, I was intrigued by the whole process of helping people create financial wealth, and generational wealth through real estate. And I'm like, oh my goodness, everybody needs to own a home. So that's how everything started for me.

Rick Ripma: 4:16

You're right, everybody needs to own a home. Yeah. You know, you're talking about wealth and generational wealth. It's so important that every you know when you can not everybody should buy a home at this time. Right? Not everybody should own a home right now. But everybody should, at some point, buy a home and when you look at the wealth difference between a homeowner and a renter, right? It's just I mean, it's like it's five or $600,000 in difference in wealth.

Brandi Dawkins: 4:48

Wow. Yeah,

Rick Ripma: 4:50

I chalked me and I always find it interesting. You know, you have some people and you and I were talking about it a few weeks ago, that that will tell you oh no you Should you should rent, but they're the same people who rent are the landlord's, right? It's okay for them to own a home. But it's not good for you to own a home. Right? It is good for everybody. And the vast majority of people who are at, you know, who would like to buy a home can, and those who can't, if they really work at it, and work with somebody, like will help them, you'll help them, you can get them to that point doesn't usually take that long, they just have to make some possible sacrifices to have what they want, which is their goal of owning a home.

Brandi Dawkins: 5:33

Exactly. I know I always put on my social media. I always say, Have you added up how much you've paid towards your rent since you first moved out of your parents home or first got home from college and all that, like some people are like, Why pay over $100,000? And I'm like, you could have paid that towards a home. So that's something that I try to tell my clients to think about as well. Like, are you in a position to continue to pay towards someone else's wealth? Or do you want to start creating your own wealth?

Rick Ripma: 6:06

Yeah, because that is, it's, it's so vital. And the sooner you start, the sooner you start saving money, the sooner you start investing money, the sooner you buy a house, the better off you are, as long as your situation is is correct for owning a house. Right? Right. Yeah, my my son and daughter in law, they were living in Kentucky, and they said, We want to buy a house want to buy a house? Well, how long are you going to live here? Yeah, well, we're not gonna live here that long. We want to then don't You don't want to buy a home? The market we just came through if you don't a home had been fine. But you have to look, you don't know, you have to look at the general market and the general market in our area, you know, you need to have that home a little time to really build that wealth, because every payment helps build equity. Right. And every month as the home increases in value helps build equity, that equity is your wealth. Right?

Brandi Dawkins: 7:00

Right. Right. And it's critical. It is critical.

Rick Ripma: 7:05

Very good. Your parents obviously understood that. Yes. And they did a phenomenal job of making sure you understood that. Right. Yeah, that you see, and I think that's the other thing, you had great mentors.

Brandi Dawkins: 7:16

Yes, my mom, actually, she's one of the top people in Indiana that helps individuals create their own businesses and things like that. And that's one thing that she teaches, like, create your own wealth through building your business. And also through building your credit to own a property or crowdfunding, whatever you need to do, but you need to invest into yourself.

Ian Arnold: 7:46

That is the one thing I think schools have lacked in especially high school. Now, I did just recently see that there's a bill proposed to that before they any high school graduates that they had ticket financial class. And that is the first thing right want to stop the people families not having or being that first kid or first person ever own a home or something like that. That's an easy way to do it, because they learn about credit score, because you need a credit score to buy a home. They learn about saving money investing, stuff like that. And all that goes to like you said, overall wealth,

Brandi Dawkins: 8:23

right? Yeah. I love it. I love it. They're finally getting it. Because some of the things we learned in school were like, okay, when will we apply this?

Ian Arnold: 8:36

We do math all the time. I took calculus and math topics and everything like that North Central. I don't think I'll ever use that ever again. Let's be honest.

Brandi Dawkins: 8:45

Just worked your brain. Yeah,

Rick Ripma: 8:49

yeah. Unfortunately, they don't do enough teaching of your finance, finances in school. It's actually one of those things. It's so important, but they don't always do that. So you need somebody who can help you understand that. And I'm guessing that that's a that's a area that you're really have a strength in is showing people where that house can really make a difference in their lives.

Brandi Dawkins: 9:14

Right, right. And like you said, I asked my clients to like how long do you plan to be in Indiana and if you are planning to be here, and you don't have any plans on moving out of the state or anything else, like now is the time to buy like you don't really want to wait until the market changes because you don't know what it's going to change into like everybody the market that we just came out of there. Like we're just gonna wait until the market changes and now look at the market. We're like, it probably was best for you to go ahead and start your generational wealth that that time because you're just still continuing to wait and wait and wait and pay into somebody else's well,

Rick Ripma: 9:58

right and before when they They didn't do it because the market was hot. Right? The that that $200,000 house is now $238,000. Right? The interest rate that was at 3% is now significantly higher than that. Right? So it cost them a ton by waiting. They don't, they don't always understand the cost of waiting. Right. I think that's a that's a problem that some people have that they, that they, it's hard. It's not really fair, because it's hard to really understand what it cost to not move forward. You think that what's the effect? And it may not be there may be a positive effect, if it's something that depreciates in value. Right. Right. But homes appreciate? Yes,

Brandi Dawkins: 10:48

they do. I always tell my clients that like this home is going to appreciate, look at this home that you have made maybe looked at three years ago, look at the price it was three years ago and look at the price it is today. It's going to appreciate but sometimes individuals that have never purchased a home, they don't watch those things. But they do watch watch the rent rising. So

Ian Arnold: 11:13

what most people don't realize, Indiana, it's roughly about five and a half percent, your house appreciates every year. Now, again, every pocket, every little house depends how you take care of it's going to change that for those factors, right. But if you're looking at five and a half percent, every year, I'll take that investment over then putting it into a savings account.

Brandi Dawkins: 11:33

Right, right, where you'll just get like $17. Money, you're like, Okay, how am I supposed to deal with this on my taxes? 17?

Ian Arnold: 11:46

Make sure you don't get taxed on that. Right.

Brandi Dawkins: 11:48

I'll be following that. 17.

Rick Ripma: 11:51

But you know, what you just said is very accurate. Because of the tax benefit of putting something in a in an IRA. Yeah, okay. My wife and I renewed our IRA. And I think, you know, we put Well, one of them was just $4,000. Right. And I think after a year, it was like, worth $4,010. Yeah. It's, it's not like, it wasn't very good. Right. But but the tax benefits made it worthwhile. That's the only reason I did it. So, but somebody has to look at that on a house. And sometimes, okay, maybe not you, but you could look at somebody, you've sold a house three years ago, and it sold for 200. What is it selling for today? And, and that's the equity they built? Right.

Brandi Dawkins: 12:46

Right. Right. And I think they don't understand equity. And I kind of feel like, as a realtor, it's my responsibility to keep on educating individuals on what equity is. And I think you have to start at that base point, like, do you want to spend so and so amount of money on rent? Or do you want to see your property value increase from $200,000 to three years later, it's worth maybe 250 or more, you can sell the property. And I think they don't understand when you sell that property, you not only get to make the difference, walk away with the difference. And that's what I always say, you walk away with that difference after fees and taxes and things like that, you can put that in your pocket, or you can actually put it in another account and pay your mortgage for the next year and continue to work and save and create your wealth,

Rick Ripma: 13:45

right? And there's a piece of the payment that puts takes down the balance of the mortgage. Right? So it's not just the equity. You know, when you make when you make a rent payment, that's it just made, right? It's gone. When you make a mortgage payment, some of that is going to pay down the mortgage, so that that $180,000 mortgage or whatever it was, three years later may only be 175. And then the house went from two to 250. Yeah, so you just now all of a sudden, you have $75,000, right? Right, you know, and it may not all be brand new, but it may be 50,000 from appreciation and five from paying off down the mortgage, you know, just throwing out numbers, but that makes a big difference. We are running up against the break. What's the best way for somebody to contact you what's the best.

Brandi Dawkins: 14:38

If you want to contact me contact me on my cell at 317-682-8413

Rick Ripma: 14:44

and that text or call text or call and you're available most of the time

Brandi Dawkins: 14:50

and available all the time. I

Rick Ripma: 14:53

don't say all the time, but I bet you get back with people in their time to get back with you. So they have any needs for any real estate needs.

Brandi Dawkins: 15:00

I will be there. Contact me at 317-682-8413

Rick Ripma: 15:06

and the contact ESRI, it's hard working mortgage guys.com That's hard working mortgage guys.com And after the break, we're gonna find out, we're going to ask the hardest question According to E and that we asked, because it's the question of the week.

Unknown: 15:20

Advisors, mortgage brokers licensed by Indiana Department of Financial Institution equal housing opportunity. NMLS 33041 Rick Ripma NMLS 664589

Rick Ripma: 15:29

Hi, I'm Rick Ripma. With the hard work and mortgage guys and advisors Mortgage Group, where we believe delivering the best mortgage for you is why we exist and it's how we all succeed.

Unknown: 15:37

We believe honesty, kindness and hard work are how we honor each client

Ian Arnold: 15:42

at hardworking mortgage guys, we believe in custom tailored loans, not the one size fits all approach.

Unknown: 15:47

We believe in always presenting you with all your options. So you get the loan you want the way you want it. We believe in continually monitoring the rules, rates and market trends. So you don't have to we believe in working hard to meet your closing date so that your entire plan isn't upended. We believe in offering the same quick online process that the bookstore mortgage companies brag about whether you're refinancing

Rick Ripma: 16:10

or buying your first home, we believe there is the best mortgage for you and we believe we are the team to deliver it find us online at hardworking mortgage guys.com.

Unknown: 16:24

Brought to you by advisors Mortgage Group, where we believe the more you know about financing a home the less stressful buying and refinancing will be

Ian Arnold: 16:37

alright, so here's ready for the question. The question of the week is sponsored by advisors Mortgage Group where we fit your mortgage to fit your needs. Contact us today at HardWorkingMortgageGuys.com that it's HardWorkingMortgageGuys.com

Unknown: 16:52

Now it's time for questions with the gurus

Ian Arnold: 17:02

All right, so here it is. What was your first car?

Brandi Dawkins: 17:07

My first car was a Mazda?

Rick Ripma: 17:12

Do you remember the model?

Brandi Dawkins: 17:13

I don't remember the Moto. I don't

Rick Ripma: 17:16

was there anything special about the car? Sometimes it's not good special. Usually our first cars have a lot of special things. Give us

Brandi Dawkins: 17:26

um, it had a sunroof. And that was amazing. But it was like back then was like a luxury vehicle. But now that I think about him like it wasn't so luxury.

Ian Arnold: 17:40

Yeah, but it was luxury because that means your first car you went for? Let's be honest, at that point in time, you go from riding a two wheel bicycle with hand brakes, and you're like, Alright, now I'm in this car. Oh, I can drive anywhere I want, right? Go to school. Friend's house. It's luxury, just in a different mindset than what we are currently at today.

Brandi Dawkins: 18:01

Right? Right. Yes. Very.

Rick Ripma: 18:05

Yeah, I, if you can't tell I love cars. So so the car guy too, not as much as I am. But cars. That's why we ask the question. And we just find that it's interesting to hear all the different things that people have had. And some of some people have a lot of his, you know, stories about their car, some? Some don't. So, you know, some of it's like, yeah, I had it. I totaled it a week later. Which is never good.

Ian Arnold: 18:32

Right? So I know, you're, you talked about your dad, he did the flips and all that. And that somewhat helped you get into the business. So what do you specialize in now? And do you do like renovate and help people in renovations? Or do you do more of the by the sell or investment properties?

Brandi Dawkins: 18:51

Um, I do more buy in. So for residential for families wanting to either be first time home owners or turning around and selling their first home and buying a second property, but my husband is heavy into flipping and he's a realtor as well.

Rick Ripma: 19:09

Okay. So you really have experience both ways. And if you have somebody who's looking to flip you know, you can, you haven't talked with your husband.

Brandi Dawkins: 19:18

And we're pretty competitive though. When he buys the flip. I'm like, Oh, I have to buy another flip. So like my kitchen looks way better than you.

Rick Ripma: 19:27

So flipping, if somebody is looking to flip properties, they don't have to talk to your husband. They just talk directly to you. Yeah, because you do it too. Oh,

Brandi Dawkins: 19:35

yeah. Good. You're

Rick Ripma: 19:37

better than him. I'm way better Well, that's good to know. And I think by her luck I'm not going to even attempt if I'm gonna flip I'm calling her not tell you that right now.

Ian Arnold: 19:50

I'm just I'm just thinking about family game night. That's pretty competitive household right there. Right.

Rick Ripma: 19:56

What What should somebody look for? They're out looking at Talking about hiring a real estate agent to buy or sell a home? What should they look for in that agent?

Brandi Dawkins: 20:05

I will say you want to make sure your agent is very educated in the market that we're currently in because the market is ever changing. And so you want to make sure that agent can answer questions about the current market, you want to make sure you have an agent that is available, because it can be very stressful, purchasing a home. And sometimes we have to kind of limit that stress on the client. I myself, I would like to see, if I was looking for an agent, I would like to see an agent that is actually producing, because if I know that you're producing, I know that you're actually staying up to date on the market, you know, what's going on, you know, what's current, and you know, your contracts, if you are producing like, every so often, you might not be looking at those contracts every very often. So contracts actually changed very frequently.

Ian Arnold: 20:59

I mean, the other thing nice about it was exactly what you said is, you know, what happens if a hiccup were to come around, so you know how to get a get around that objection, or that issue and give the people their best decisions to make right options to make.

Brandi Dawkins: 21:15

Right, right.

Rick Ripma: 21:17

And based on that, tell us about your business and how you line up with what somebody should look for.

Brandi Dawkins: 21:23

Um, I do stay current on the market, I listen to several podcasts I read a lot. And when things are coming to me via email or things like that, I immediately read them because I feel like they're not just coming to us for any reason that those are the experts that know how, where the market is headed to. And even if I read something in the market doesn't actually do what ever this information that I've gotten said, is still something that you can take from that. So I make sure I'm reading Reading is Fundamental. Re Yeah, it's very important. So I read about the market and make sure I talked to lenders see where the interest rate is see what's best for my clients. It's good to have a relationship with lenders that you are working with. I produce almost 11 million last year. So that lets you know, like I'm actually staying current I'm keeping up with clients, I do turn over clients really fast so that I make sure I'm getting to the next client and server my clients as they are needed. That's

Rick Ripma: 22:33

awesome. How do you stay in touch with clients once they've closed on the house? Do you have a process in which you stay in touch with people?

Brandi Dawkins: 22:40

Yes, I have a CRM, I make sure I acknowledge all the holidays. For my clients. It just makes them feel warm and fuzzy like, and sometimes when I send something out, like I'm getting ready to send out a Valentine's Day email, they'll respond even around Thanksgiving and Christmas. They're like, hey, Brandi, I really miss you. And I miss them too. And a lot of them keep up with me via text or email, I make sure I text them on their anniversaries and just say thank you for allowing me to be your realtor, and if you need anything or just need to make sure they keep up on their home warranties and making sure they have gotten that homestead file before the end of the year. Like those are ways that I keep up with my clients.

Rick Ripma: 23:32

Most I'm guessing most of your clients become friends. Yes. It's hard not to work with him so closely. Right?

Brandi Dawkins: 23:39

Yeah, you talk to him every day. So then after that is kind of like a closing like, okay, are we going to end things right here? Like, are you done with me?

Rick Ripma: 23:49

I know. Yeah. We had our house remodeled. And it was the they were there every day. Right? Yeah, months. And and not that isn't kind of annoying at times. My wife was like, I'm gonna miss talking, you know, and so she's kept in touch. Because you don't want to lose that you want your friends you want to know what's going on in their lives and and I find top agents are all that way. I think most agents are that it's just, it's it's hard not to be

Brandi Dawkins: 24:18

Yeah, I find that a lot of my clients after we close that either during the process or after the process. They follow me on social media, and then they're like, oh, Brittany, you had a daughter and oh, your daughter just had a birthday. Like they like to get to know who you are on a personal level besides real estate, like what do you do on the weekends? Like what are your favorite food like in there like, oh, I went to that restaurant too. And then that also helps me to if I decide to give them an anniversary gift. Like they said that was their favorite restaurant. So now I can send them a gift card and that creates a relationship and returns clients After they're ready to sell their property or buy another property.

Ian Arnold: 25:03

Yeah, I mean, your follow up is, is really good. And that's one, I think one reason why it makes you what we call the guru. Thank you. You're welcome. So I think there is something in there that when you're following up with people, people, you just don't understand that, especially if you're a new realtor how much that means you have to realize most people only buy maybe one to three houses, maybe even four houses in our lifetime. So to have a realtor, you can always contact for any questions, and it's the same one. They feel like they know you. Yeah. I mean, it's not like a salesperson who sees 100 customers a day. And it's just like you just off the whim. So I think that's phenomenal that you have to stay in front of them, because they'll stay with you, like you said, and I think a lot of people don't do that.

Brandi Dawkins: 25:57

Yeah. And they'll be your biggest referral I had, all of my clients are like referral base, from either someone that I know, or social media or something like that. But I've never paid for leads. So everybody always asked like, what, what platform do you use for leads? And I'm like, I don't use one. So there's not one that I can refer to you. I think that's from me, following up and treating them like a friend instead of a client like, Okay, I'm just turning you over next one.

Rick Ripma: 26:31

That's a lot easier to do that than to try to the leads. I mean, I find very few people that make those lead programs work anyway. Yeah, I think it's trying to be the easy way out. And there really isn't anything that can replace the human contact becoming friends, the working with somebody, they're getting to know each know somebody in them knowing that you have their best interests at heart. Right, right. It's hard to replace that and you can't really it's, you know, on a lead, it's it's very difficult on a referral, that people already know, you. And they've already been, you know, they tell what a great person you are and what a great agent you are. That's a lot easier to a lot easier, a lot more fun to work with.

Brandi Dawkins: 27:13

Right, right. Yeah.

Rick Ripma: 27:16

I think it's, I think it's critical. So what is your superpower?

Brandi Dawkins: 27:22

My superpower, I I learned what my superpower was, after I had said for so long, like, I hate how mellow I am. And I went through coaching and my life coach was like, that's your superpower? And I was like, what? Like, no, it's not. Like, I'm telling you, I need to be fixed. I don't want to be mellow. And she's like, No, that's your way that you can calm down your clients. Like you said, this is a very stressful situation, and you stay mellow. makes everybody else kind of mellow back down. Instead of saying, Okay, you're stressed out, I'm stressed out to let's all be stressed out and stress each other. So me being mellow is my superpower.

Rick Ripma: 28:08

Yeah, and it's one of those things is, is vital and a top a vital and a real estate agent, my opinion because of the stress involved. For the clients, when they're buying or selling a home. You've got to have that person there that knows what they're doing, that can walk you through the process, and can stay emotionally uninvolved in it. So that when you get all you know, you're you're upset because they asked you to fix an outlet, you know, in your house, and you take it because it's your house, you kind of take offense to it. It isn't meant to be that when you need somebody who can say, well, calm down, calm down. Let's remember why we're doing this. And this is an inexpensive fix. Let's just talk about it. Right? It's very important.

Brandi Dawkins: 28:53

Right, right. And I felt like I had to get to the point where I realized like, okay, they're going through the motions, like, they're not upset at me. They're just going through the motions of either selling their home or buying a home because you have to think about the fact that this is hundreds of 1000s of dollars sometimes. So they're like, do I really want to do this? Am I doing the right thing? Oh my god, maybe I should just keep renting. So I kind of have to notice that and say, Hey, don't get stressed out we're doing okay, and kind of bring them back instead of saying, Yeah, I agree. Like that does sound

Rick Ripma: 29:31

super power. Yeah. And we're coming up on break. So are actually at the end of the show. What's the best way for somebody get a hold of you if they need to contact you for any real estate needs. The

Brandi Dawkins: 29:40

best way to get a hold of me is via my cell 317-682-8413.

Unknown: 29:47

And to contact the inner eye, it's hard working mortgage guys.com That's hardworking mortgage. guys.com. And, you know, I know we're running out of time on the radio side, but please join us on the podcast. You're listening to it. In these real estate gurus with a Rick Ripma and Ian Arnold to hear the conclusion of this interview, go to hardworking mortgage guys.com and hit the podcast have.

Rick Ripma: 30:13

Branch NMLS number 33041. Rick Ripma NMLS number 664589. Ian Arnold's NMLS number is 1995469, equal housing opportunity, some restrictions apply.

Unknown: 30:23

Well, first off, thank you for joining us, Danielle. I appreciate it. And I just was curious, how did you come to find out about Rick Ripma and advisors mortgage, oh, I

Brandi Dawkins: 30:31

was looking for a mortgage for myself for a brand new home that I was building. And I wasn't sure the direction to go, I didn't have anybody in mind. So I kind of just spoke to whoever I could speak to, I got their number. And everything seemed to be exactly what I was looking for. So I went with them. The thing I liked the most about Rick and his advisors mortgage, is that I could go and upload things online. And I didn't have to always be on the phone with them or sending them documents or trying to look for certain things that I needed to get the process going. Which was really great for me, I had a processor named Mark Coleman, who really helped me out in making sure I had everything I needed. Because I I didn't know the first thing about having a mortgage. So it was awesome to have so much help. I think probably what I've benefited from the most is really just the understanding that sometimes I would get busy. And maybe I forgot to upload a document or I forgot to do a certain part of the process in a timely manner. And they would get right back with me. And it wasn't like a, hey, we really need this right now. It was always, Hey, just wanted to make sure you still remember that we

Unknown: 31:42

need this. Well, you don't get that too much. In this day and age, it seems like most people are either, you know, very demanding of something they need from you. And they need it right now. And, and I agree. I've seen that in Rick's attitude with us over over the last 10 years that he's very patient, but also helpful to get the right things he needs. So exactly. In conclusion is Rick Ripma and advisors mortgage, somebody that you would use in the future and or tell your friends and family about?

Brandi Dawkins: 32:08

Absolutely. And I just want to thank them for all the effort they put in to help me find my dream home.

Rick Ripma: 32:14

Ranch NMLS number 33041 Recruitment NMLS number 664589 equal housing opportunity, some restrictions apply. I'm Rick Ripma, you can go to HardWorkingMortgageGuys.com.

Ian Arnold: 32:25

All right, and welcome back. If you're tuned in right after the radio, you went to the right spot. So I have one question. I love to always ask what is you think is your most memorable deal?

Brandi Dawkins: 32:38

Um, my most memorable deal is I serviced a husband and wife and then turned around in service their daughter and son in law. And it was like they were both buying these properties that they were so excited about. And it made me feel accomplished to work with this family. And they just embraced me so much. And it made me feel like I was a part of their family. And now when I see them, I'm like, Oh my God. There's like my mom and my sister and her husband. Like, it just made me feel so accomplished. And I felt like that was the Kickstart to my career.

Rick Ripma: 33:21

That's awesome.

Ian Arnold: 33:21

So you get invited to family reunions now. Okay, yeah.

Brandi Dawkins: 33:24

They invite me to everything. Yes,

Rick Ripma: 33:28

that's what we're talking about. You become friends, or even more than friends. Sometimes it's because you because it is a stressful process. I think there's more bonding that goes on because of that. Yeah. And it's, it's remarkable. So what are two resources that you think, man, if I didn't have these two resources, I would not be where I am today.

Brandi Dawkins: 33:50

I'm a CRM, and CRM. And when I first started with real estate, I didn't know how to utilize that. A CRM and also an assistant, I didn't know how to utilize an assistant. And I felt like the thing that we lack as new agents is not reaching out to someone that actually knows how to teach you how to use those things. So that you can, I don't know, go to the next level with your real estate. And that's what I was willing to do. I was willing to invest in myself and go, I didn't want to just go to people say, Hey, I just want to pick your brain. I don't want to do that to anyone because your brain is valuable. I owe you for teaching me things that you took time to learn. So I wanted to go to individuals that were willing to offer that for a fee so that they knew how much I appreciate it. And I also feel like things that we pay for we take in a little better. Like if it's free. Sometimes we're like, oh, what's free? Like I'll go back to that later. No, you're investing into it. So you You're actually going to use that.

Rick Ripma: 35:01

Yeah, there are times when pain sets you up, I have always been a CRM, which is vital to me, I've been using one for 3030 years at least. And it's vital because it's, no matter how good your memory is, you're not going to remember to contact everybody and in then you get busy and you don't do it. So you have to have that seat, you have to have some some type of software or some type of system, not really a software, you just have to have a system in which to stay stay on top of that. So it's I agree with you, it's vitally important. And it's vitally, which is really good. You're smart enough that you understand and when I say most people don't. So you're well above what most people are that I have found that, that it's critical that I do these things. And it's critical that I learn from somebody who will teach me these things. So you seek people out to give you that knowledge, right? Not learning from your own mistakes, learn from their mistakes, and let them teach you so you don't make those mistakes. Right, right. And I'm sure that that's a big piece of why you're so successful is that you have a process to stay in touch with people.

Brandi Dawkins: 36:12

Right? Yeah.

Rick Ripma: 36:13

Which is why you brought it up.

Brandi Dawkins: 36:14

Yeah. And I do I do have a process. And like I said, that's how you keep turning the wheels on your business is following up with individuals. Like they may say no now, but they may say yes, and two years.

Ian Arnold: 36:30

Oh, just so everybody knows, when Rick said he had a CRM that was not a computer 30 years ago, that was a Rolodex, he just rolled through. Alright, gotta call Suzy got a cold day.

Rick Ripma: 36:42

recipe box, to be quite honest, it was two recipe boxes that I kept, because you got to have one with their names. And in case they called, right. And then I had one where I did the follow up. And then I had mark where they were in the follow up, right? So I could find them. If they called, I look them up, and then I could find it. Because that you have to be able to do that. But you also have to know, you know, okay, so I pulled it out today it said, Okay, these are the five people, I gotta I gotta contact what I got to do. That's what I did. Now, it's a lot easier. But here's what I found. I had a lot of people back then who wanted to know how I did it. And I showed him my system. And they didn't do it on my system, right? They didn't do anything. So then I bought a computer, my brother was into computers. And he taught me on a program called Act, which was one of the first CRMs and he taught me the program. And I hired some people who are experts at it like you did to teach me everything. And so then people would come back, say, Okay, now what are you doing? And I tell them, and then they wouldn't do it? Well, I learned is, you can try but the reality is, I think them investing in it makes a difference. And, and they have to understand the value. And if if they don't, there's not much you can do, some people actually did at some point, come back and go, Okay, I'm going to do this. And they're committed to it. And I've you had that with, with people who don't, don't use it. And then all of a sudden, well, are they either do or they don't most people I've I do or doubt. But

Brandi Dawkins: 38:16

yes, I think that's my biggest struggle right now. I created well, by default, I created a team about almost a year and a half ago now. And I would say, Okay, this is God, this is what you guys need to do. Because I felt like they came to me and wanted to be under me because they seen that, oh, she's actually producing. And that's what I want to do as an agent I want to produce. So I'm like, Okay, this is what you need to do. This is how you produce some clients do this, do it over and over again and keep doing it and then add this to it. And they weren't doing it. And that was so frustrating to me. So now I'm to the point where I'm like, Okay, let me step back, continue to focus on my business, and then maybe try to be intentional about attracting agents and not just have a default team, a team where it's like, okay, I didn't look to have a team, but now these people are here, let me help them and actually be intentional about okay, now I'm ready to have a team. And I'm going to be strategic about the people that I allow on the team, not just say, Okay, everybody, come on, let's go. You can be on my team. You can be Yeah, come on. I'm not going to do that anymore. Right.

Rick Ripma: 39:32

That's smart. Very smart. Because it's so easy. It's so funny that people want to be on your team because they see your success. But they don't actually understand the work it requires. So they want success, but they aren't willing to do the work.

Brandi Dawkins: 39:48

Right. Right. I don't get it. Right. Yeah. And it made me feel like I was not doing something right. And I started to like go into this Downward Spiral and unlike No, you got to come back, you're doing what's right, you just have to be right about attracting the right ones. And they're great agents, they'll be great agents, but they just may not be the agents that I need on the team. So I have to be strategic about, okay. These are agents that I do want to say these are agents that I feel like they would probably be best somewhere else.

Rick Ripma: 40:26

Yeah. Because I mean, the reality is they, they're, they're going to work or they're not going to work, and you need them to work. And if they aren't going to work. And you know, it's not that they aren't great people, not that they aren't great agents, but they're never going to be big volume producers, they could if they just stay in the business long enough and do if you just do a few. And you and you at least do some follow up, you'll probably be able to produce something, you know, but it's so much better to have people who are in the same mindset as you because you motivate them and they motivate you.

Brandi Dawkins: 40:57

Right? And that's how what I don't feel right now. I just, and sometimes I also think to myself, like, maybe because I see sometimes the agents, they go to another place, and they're doing exactly what I told them to do. And I was like, Well, maybe it's not what it has to be sent from someone else, not me. And sometimes, I don't encourage everybody, it may, maybe I can say something, and then they're like, I'm not doing that. But then you can say the exact same thing. And they're like, oh, okay, I'll do that. And it's like, okay, I was not the leader for you. I can't beat myself up because I feel like, oh, I wasn't doing something right. It's just not we didn't align with each other. And that's fine. Yeah. Yeah.

Ian Arnold: 41:43

I mean, I ran into that when I used to manage people is you don't realize that some people are just happy where they are. Yeah, I mean, you could have had a couple of people selling houses on your team. And they're like, Oh, I'm happy if one two a year. And you're like looking at one to a year as we want to a week? What are you thinking about? I mean, so it's just it's interesting people's mindset. And yeah, when you form your team, you have to be like you said, a little bit more picky. I mean, to you want the strong people around you, because let's be honest, as we all grew up, if you put a rotten egg in your group, what's going to happen? You're all going to become rotten. And so having that good team, it's very vital. Yeah. So where do you see or like your future, like, this year? And then even in the next couple years, with your team slash your, what you're doing? How do you? How do you see your goals and everything working?

Brandi Dawkins: 42:45

Um, I don't, honestly, this is probably going to come as a shock when everybody watches it. But I don't really see myself having a team for the next like, maybe one or two years, I want to focus on branching into other regions and things like that and focus on my education. I feel like I can definitely double my numbers. But I have to focus on myself like, I can't be so available to other agents that I feel like, are you going to be loyal to me and I'm giving you all this information, giving you all my education and things like that? Are you going to take it and go somewhere else with it, I can no longer do that, I have to look at myself as valuable. And know that the information that I have, and the success that I've accomplished is going to be top tier and I can't just say okay, I'm handing it out to everybody, like you get a packet, you get a packet, you get all the information, I can't do that anymore. So for the next one or two years, I'm going to focus on me and building my business and being the top agent that I already have accomplished myself to be in. Follow other regions attract agents that are going to be loyal to me and my team and actually take my advice and roll with it and be a great agent that is willing to commit to me and my team.

Ian Arnold: 44:13

So here's the nice thing. She's the one she's gonna be committed to her client, yet full heartedly because she doesn't have a team which is awesome. And if they are wanting to get become your client, how would they reach you?

Brandi Dawkins: 44:24

They will reach me via my cell at 317-682-8413. text or

Rick Ripma: 44:31

call that number text or call it what was it again? I'm old I can't remember.

Brandi Dawkins: 44:35

It's okay. Sorry. 176828413.

Ian Arnold: 44:39

After you're done, can you write it in his Rolodex? Yes.

Brandi Dawkins: 44:43

He doesn't use it anymore. He's elevated

Rick Ripma: 44:48

a computer now. Thank you very much. In fact, I was the first person to have a computer I was working for a builder and I went out and bought my own computer because nobody had computers yet. And that's how I did it. And it was it a just move from dos to Windows. I had to get it to Windows because I could not understand dos for the life of me. I don't I mean, it's amazing to me these people who can do things with DOS, but I don't understand it still don't understand it don't want to I want to be able to click, point, click, just do this. Now that I can do that I can do although I did shut down my email this weekend because I hit the wrong button. But such as life yeah, it was not fun. I was won't talk about it, but it was, it still hurts me when I think about it. So just so you know. So you're I know, it sounds like you have an assistant. Yes. And and do you? Do you currently have anybody else on your team? Is it just you and your assistant,

Brandi Dawkins: 45:46

I have a big team I have. And that's my personal team that just works for me as a realtor. I have an assistant, I have a virtual assistant, I have a transaction coordinator. I have a photographer, a videographer. And I have several of those. I have a showing assistant, am I leaving anybody out? Oh, I have a credit repair specialist. And I have a concierge.

Rick Ripma: 46:18

But just let's see, for everybody's listening, if they don't understand how valuable that is, you, you have taken it and you said okay, what I'm really going to do, what I'm going to do is what I really like to do what I'm really good at, and that's the client interface, all that. However, there's other things that are going on in the background, that you don't have to be the one taking care of. And somebody else can do that. And you've got people on your team who can take care of all that. Right? Right. And that makes, that's the only reason you can do big volume is that you have others who can take care of the things that, you know, are kind of busy work. Right, right. I'm the same way I make sure I have people doing the things I don't have time to do. And quite honestly, I don't like doing.

Brandi Dawkins: 47:11

Right. Right. Right. Right. That's the thing.

Rick Ripma: 47:16

And if you don't like it, it doesn't mean it's not important, it just means you're not as good at it as somebody who actually does like it. And, and they do it all the time. And they get really good at it. And that's that's kind of the key, I have a virtual assistant also. And they're really good at making phone calls. That's what they love to do. That's what they do. And so they do a lot of calls for me because it's important, and it's vitally important. But it's very time consuming. It is. And you can't really stay out in front of people without it. But you you can't work with your clients and give them the time and energy they need without with and then do the other other things also correct. So I think you've done a brilliant job. It sounds like you're setting up your team.

Brandi Dawkins: 48:00

Yeah. And at first I was like, I'll do everything by myself, I can handle it. And then I was up until two and three o'clock every night. Morning, USA and then waking right back up at like seven and I'm like, Oh, God, I

Rick Ripma: 48:16

can't do that forever. No, no, so that your husband's kind of doing the same thing.

Brandi Dawkins: 48:22

Yeah, so I he's more hands on. So he's going towards the route I was at and being up all night and then getting up early. And I'm like, You got to delegate this. So you got to delegate that. And then you can be able to produce more, and he's but he's very particular. So he's like, Well, I want it done like this. And it's not being done like that. And I'm like, I get it. That's why you gotta be slow to hire and quick to fire and be okay with it.

Rick Ripma: 48:51

And it's not going to be like he does it never going to be but you can't you have to get over that. One of the things I heard, which I thought was brilliant, it helped me immensely is your delegate delegate the things you don't do. So many of us don't delegate things we don't do because we aren't going to do them. So we are going to delegate them. But that's that's foolish, right? Delegate things you don't do if you know what needs to be done, and you don't do it, delegate it. And if they aren't going to do it the way you did it is it's still better that somebody does it. Yeah. Even if it's not, you know, so delegating things you don't do is a good thing. And I mean, you cannot possibly keep your health up and everything else if you're working that many hours all the time. Right, right. Yeah. So he does doesn't need to and then you have a family too. Right? Right. How many how many children do you have?

Brandi Dawkins: 49:40

I have two. Okay, so I was like, I found myself squeezing my children into my schedule. I'm like, oh, Lord, I can't do this. Like okay, yeah, do this after I get done working in. It was like, No, I don't want to be that parent. I'm a business owner because I want it to be Be more hands on with my children, not because I wanted to squeeze my children into my day or my schedule. That's not how I want to ever live my life.

Ian Arnold: 50:09

They don't get mommy time between four and 430. And that's it.

Brandi Dawkins: 50:13

30 minute block.

Rick Ripma: 50:16

It was, it's why, before I bought it, I was really late and coming to the cell phone game. And the reason is, is because I was sitting at a at a light behind a woman, she had her kids in the car, and she was driving, and she was talking away on the phone and completely ignoring her kids. And I thought I don't want that temptation. So I didn't do it for a long time until my company said, You got to have a cell phone. Sorry. So I need to read you. Then I then I got one. But I always found that a problem but we are running out of time. So if somebody has any real estate needs, what's the best way to get ahold of you? The best

Brandi Dawkins: 50:52

way to get a hold of me is via myself 317-682-8413. And you can call or text that number again, it's 317-682-8413

Rick Ripma: 51:03

That's awesome. And to get a hold of Ian or I, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com

Ian Arnold: 51:09

and reminder, if you know any friends, family or co workers that are looking to buy, sell or refinance, please contact any of us and we'll be more than happy to help you guys.

Rick Ripma: 51:18

Thank you so much for joining us and have a great day.