Guru Brian Wignall With Talk to Tucker

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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

Hey, everyone. Before we get started, I just wanted to remind you that for the most up to date information on mortgages, and in these real estate market go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. I'm Rick Ripma, the hardworking mortgage guy and I've had the honor of working with over 5200 mortgage borrowers helping each one find their best mortgage option. As a certified mortgage planner. I know my team and I can guide you through the process and help you every step of the way. Today we're talking with indies real estate guru, Brian Wignall. To pronounce that right. Yes, perfect. I can just pronounce about anything. Okay. Brian is a native Hoosier and a proud graduate of Carmel High School in Indiana University. Brian and his beautiful wife Heather have three great, great kids. ages five through 30 to

Brian Wignall: 1:13

actually 666 Yeah,

Rick Ripma: 1:15

I'm sorry. Yeah. Six, six years old.

Brian Wignall: 1:18

Yep. All right. No, no. six grand six feet. Six Great.

Rick Ripma: 1:23

Great kids. ages five through 32. Yep. The problem is, I can't read either. As well, you have four grandchildren, correct?

Brian Wignall: 1:33

Yeah, their age three months through four years. Wow. So that's

Rick Ripma: 1:36

awesome. They're both Brian and his wife are actively involved in their church, which is an important part of their lives. In addition to being a real estate agent broker for FC Tucker, Brian is a master sergeant in the Air in the Army Reserve and has proudly served the US Army for over 29 years. Correct. Thanks for your service, we will likely see it. With an extensive background in both sales and negotiation marketing, Brian looks forward to bring in his skills and leadership to use representing his clients and helping them to either sell a property or purchase a property their dream home. And all this has led Brian to become one of India's real estate gurus. Brian, thanks for joining me. I appreciate it. Well, thanks

Brian Wignall: 2:20

for having me on the show, Rick.

Rick Ripma: 2:21

It's a it's an honor to have you. And it really is nice that you know what you've done this the service that you've done. And I wasn't going to start with that question, but I think I will, because it's such an interesting story that you have when you were you were actually stationed in Iraq is that

Brian Wignall: 2:41

well, I was mobilized this last year, okay. And spent spent a large part of the year between Erbil Iraq, which is Kurdistan that's in the northern most portion of Iraq. And then I spent a while in Baghdad, okay, at two different posts. One was called BTSC, which is bank, Baghdad diplomatic support center, as well as union three, which used to be known as the Green Zone. Okay. And then the fourth area that I was assigned over there was triple A B, which is Al Assad airbase. I went over there was overseas for about five months. Okay. Okay. So kind of cool. But you know, what, the interesting thing with that, when I initially came on orders, I was really concerned about how that would impact my real estate business. Right, right. The stories that I had heard were from other veterans that had been mobilized during Desert Shield, Desert Storm. And they were talking to me about how you have the ability to call home once a week for 45 minutes on a satellite phone and real estate. Can't do it. So I wasn't sure what to expect. And I actually, when I got down there, got their top internet, internet and cell phone package, they have something called pucks, you know, the US over there so that so that my Verizon phone would work on their system, their network, and honestly, I had better reception in Baghdad than I do in Carmel, Indiana. Really? Well. Yeah. We don't have good signal here. No, not not at all. No, especially through Verizon. Yeah. Yeah, I had great signal. And so you know, I'd call home talk to my wife, you know, it sounded like I was next door and I carried on real estate business as usual. The only difference is there is an eight hour time delay. So when my clients were calling me up at you know, 10am Carmel time to see what was going on. It was actually like 2am. Baghdad time, but I always answered my phone. So

Rick Ripma: 4:38

yeah, that's amazing. So they would call you at 10am their time and your it's 2am. Where you are correct. And you're and you're with roommates.

Brian Wignall: 4:49

Yeah. Had I had a roommate everywhere I went. So yeah, they weren't too thrilled with and I started waking up getting calls at early but as part of part of my job as a realtor. So part of being assessable to my clients. Yeah,

Rick Ripma: 5:01

that's amazing, though. And it also shows how much you effort and how much you care about what you do. You wouldn't do that if you were didn't if you didn't have that piece and you that you really care about your clients, and you really want to be there for people. We talked a little bit. Well, actually, is there any more about about I should just cut it off? Because I know it's such an interesting story. Was there any more anything else you wanted to talk about about being stationed in Iraq?

Brian Wignall: 5:27

No Fun, fun area. I was in Kuwait a little little while a little while also. But you know, fun area to be but but I think we talked about this before the show, my wife did not want anyone knowing I was mobilized, you know, for security reasons. She didn't want anybody, including our neighbors knowing that I was going to be overseas for a long time. So clients had no idea that I wasn't local. So I had a couple clients that didn't know until I was on the way back and posted on Facebook that I had been talking to them from, you know, halfway across the world.

Rick Ripma: 6:00

Yeah, you know, it's amazing technology. It can be the most frustrating thing. But man does it make you couldn't have done that 20 years ago?

Brian Wignall: 6:10

Not at all. And you know, I think I probably sold more real estate in Baghdad, then we'll definitely than any other US soldier that was assigned over there. Possibly any, any Iraqi Realtors over there as well. So that was kind of fun. Yeah.

Rick Ripma: 6:24

Well, it's and that's a good thing. You were a bit available to do all that. Yep. So with that, so you're away from your family for five months. So let's talk about your family. You know, obviously, you have a wide range in kids, which is, that's got to be very interesting. It's a, you know, for us, my kids were only four years apart, but I still had a pretty wide range. You know, we had three kids and we had 1213 years. How does that How is your family? How did that? How did they accept you being in Baghdad? And how, you know, how has it all everything worked out?

Brian Wignall: 6:57

Well worked out really well. When I was over there, like I said, I had I had, you know, great communication back home. So I would I would call regularly. And they had a they had a neat program through the USO, both in Iraq and in Kuwait. It's called the Bob Hope reading program. Okay. And really neat, what, what you would do is you would go in, and they had a bunch of books you could select, and you would go into a room, kind of kind of like this room here. And you would read a book to your child. Oh, wow. And then as soon as you finished reading it, that recording would get sent out. And then the Bob Hope reading program would send your child through Amazon, that book that you read. Wow. So it was really neat. So Judah, my five year old was really excited because every night, Daddy was reading him a new book. And he was getting a new book in the mail, you know, the next day? So it's possible. Yeah, great program.

Rick Ripma: 7:49

Yeah, that is, that's something that if you're not in the military and being you would never know about a program like that,

Brian Wignall: 7:55

absolutely, yeah. And he really cared. He really did. And that program is free of charge for soldiers that are on deployment. And I spend a lot of my time I work in religious affairs. That's That's my MOS or my job currently. But I spent a lot of my time trying to talk to other soldiers that were downrange and let them know about that. Because it's a good way to stay connected to your kids when you're overseas. Some of these guys are overseas for a year or longer.

Rick Ripma: 8:21

Yeah, I've had I've had I've talked to people, and it's like they keep they keep getting, I don't know. They keep moving it. I mean, they don't come back, they just keep with it. They're supposed to be there six months, and then there's another six months. So that's another six months, and it's amazing. And sometimes they can come home a little bit, but my nephew was stationed. This is a while back. He was stationed, I think in Iraq, but it was either Iraq or Turkey. I can't remember which one I think it was Iraq. And that's what he I mean, he had to, you know, he didn't have kids at the time, but but he was married and it was a that was a you know, it was a tough time for them in their in their marriage. But he but they made they made it through and they have kids now and it's it's you know, good. But I have several family members that are in the military. Or were in the military. And your son is in the military also. Is that not? Yes,

Brian Wignall: 9:16

yeah. My oldest son. Israel is a officer. He's actually sorry. I've got a call there. He's actually active duty with the Indiana National Guard. He's up for Captain right now. But yeah, my my older son who said he would never have anything to do with the military decided to go in once he graduated college and had some student loan debt there. And he thought he would hate it. He absolutely loves it. And he's just doing a great job and really proud of him.

Rick Ripma: 9:45

Now, is he has he been stationed overseas or is he know he

Brian Wignall: 9:49

has not been mobilized yet? So that's good. He's, he's my son that's got three kids. So okay. I don't think that's anything that he would be looking forward to. I know it's almost a risk when you're in this

Rick Ripma: 10:00

It was Yeah, but they don't actually, they don't actually ask, you

Brian Wignall: 10:03

know, they don't get our feedback, they say you're gonna go here and you say, Roger that. So

Rick Ripma: 10:08

whatever you whatever you want me to do. So what made you decide to become a real estate agent?

Brian Wignall: 10:15

Well, that it's something that I thought about for a while. But one of the big, the big reasons that kind of motivated me is about 10 years ago, I had gone through a divorce now, I'd been married at that point for 25 years. And so it was pretty unexpected. And as part of that divorce part of the part of the benefit of that divorce, you know, I mean, this kind of sarcastically is, you know, I wound up going through bankruptcy, we had to sell our house lot of financial trauma. And I contacted an agent that was at the church that I attended at the time. And I think she probably spent more time grief counseling with me than she did really, you know, working on talking to me about marketing my home, you know, to her credit, so she was kind of a realtor Anna, and a counselor. And I had thought after, you know, after I'd gone through the heart experience, that's something I would love to do. I've always had a had a real heart. For people, I love to try to help people. I come from a ministry background, and I thought that would be a really good job to get into. And so when I remarried, about eight years ago, my wife Heather, had mentioned that to me, she said, you know, you've talked about real estate, why don't you go ahead and, and try to try to pursue that. And so I did, and I absolutely love it. And so, it probably like you do as a mortgage mortgage broker, we're a lot of hats, right, as a realtor and counselors, one of them and I love to be able to help first time homebuyers find homes, but also love to be be there. When I'm dealing with somebody that's either lost a spouse or going through divorce or hardship or, you know, employment difficulties and kind of help mitigate that, you know, that that loss and try to help them make make their life easier in that way. So that's, that's a something I really enjoy. Yeah, because you

Rick Ripma: 12:09

can you can relate to it number one, which helps a lot. And and the other piece, I think, to me is, I think a really, all of the top agents, all the guru agents I talked to have, have tremendous compassion for others. That's what I noticed. They they truly care. And like the agent you were working with, there wasn't about you buying a house, it was about you. Yep. Right. Absolutely. Buying a House was just piece of it. But really, it was about you. And she knew she needed to be she needed to be there for you. Absolutely. And, and that is what I see that that caring and compassion and people makes a huge difference. And I think it's one of the things that catapults an agent, to the top level, you have to work I mean, it's not one thing you got to work you got to do, you got to you got to be able to be an Iraq and, and still handle your business and people don't even know you're gone. That's the kind of dedication you have to have. But it really helps to have the compassion. And I notice it's a big deal to get to the top. I think I think it's really important. We're coming up on the break. So after the break, we're going to talk about the traits that Brian feel someone should look for when they're looking to hire a real estate agent. And if you need to get a hold of Brian, how would that what's the best way for them to get a hold of you? Best way

Brian Wignall: 13:29

to get a hold of me is my cell phone numbers 317-797-3580 and either call or text and I will either respond immediately or very shortly after you text. I'm pretty responsive. And what's that number again? 317-797-3058

Rick Ripma: 13:46

excellent if you need to get a hold of Ian or I and he is not here today, but it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com and we will talk more with Brian about how to hire a real estate agent after the break.

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

Rick Ripma: 14:09

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Rick Ripma: 15:17

Welcome back, and thank you so much for joining us. We appreciate it very much. Hope you're having a great day. We are here with Brian and talking about real estate. But we have a question of the week we ask everybody the question of the week.

Unknown: 15:32

Now it's time for questions with the gurus.

Rick Ripma: 15:40

As he says it's the hardest question we're gonna ask. i It's my favorite question. And it's what was your first car? What was your most memorable car?

Brian Wignall: 15:50

Most memorable car I've had a lot of I'm kind of a big car guy. So I've had quite a few. My most memorable car before the one I currently own. I had a C 506 Corvette with a had the engine built by Lingenfelter Oh, wow. Okay. And they had a supercharger on it. And so that that was fun. It was a it was a stick my current cool car is a C eight Z 51 Corvette. Okay, so it's a 2023. And it's rapid blue with custom wheels on it. It's kind of fun. So,

Rick Ripma: 16:29

yeah, though. I have not written in one of those yet. But they are beautiful cars. And I and I know I've looked what's the horsepower in that? It's about 500 horsepower. 500 horses. So if you're not a car person, you don't realize how much 500 Horses does on a car. That doesn't weigh very much. Yep, it it. I had I had a friend who had a 17 Corvette, and it was only like 450 horsepower. Um, it was scary fast. Yep. And years ago, I had a 69 Corvette with a 427 had put nitrous oxide on it. Scary fast.

Brian Wignall: 17:09

I actually had a 69 Also, did you really had the pop out rear window and the Muncie M 22. Ron was vertebral. Okay. Very cool. Yes.

Rick Ripma: 17:17

Yeah. Right. Yeah, I changed the I changed that gear. I took the Muncie out and I put a Doug Nash five Speedo. Well, and I don't know why today. I would never do that. But I did. And it was a great car. But you know, you were talking about your your the was at the z r1. Oh, the Z Oh, six. Yeah, Z Oh, six. Those things. Maybe that's the CSX Mesa ZR ones but one of them. You're seeing those things go through auction right now at an unbelievable pricing. It amazes me.

Brian Wignall: 17:54

Well, the new Chevy just came out with the new 06 the new C eight C O six. They're just starting to trickle into the market. But those things are selling right now anywhere from 50 to 100,000. Over MSRP. Yeah. So they're pretty incredible. And Chevy GM has just done such a good job. It seems like they they can continually improve upon what they have. The CA does a mid engine Corvette. It's the first the first year or probably the first style that's ever had the motor in the back, you know, kind of like your Ferraris and Lambos. And I'll tell you a five 500 horsepower on a front engine Corvette is is phenomenal. 500 horsepower on a mid engine. Unbelievable. Handling on these is great. So we will have to do something you said you've never been in one never bet you will be in one. As soon as it gets nicer outside. I'll come by and take you for a drive. You don't want to go for it. Today might not be the appropriate day for that.

Rick Ripma: 18:53

I had a friend of mine came by and as he brought his 62 Corvette Okay, and I had written those but he had bought he was really excited, beautiful car. And I love the old cars but if I was going to buy one today oh, that's actually one of my goals. I'm going to just suck it up and do it but I gotta build a garage first. I have an extra room. I'm going to buy a new Corvette yes a new a new style. I don't know if I'll go 19 and get their front engine car or or the or get the mid engine car because I haven't written in the mid engine car yet but man it's they're incredible looking. Yeah, it's amazing that Chevy I don't know why anybody would do this. If I'm if I have a manufacturer and I got people who can take their cars and sell them for $100,000 more than they bought them for. I'm raising my price. 100,000

Brian Wignall: 19:37

Oh, yeah, absolutely. There is supposed to be the everyman sports car, but I'll tell you that they've got the 06 now and those are selling high the ZR one is getting ready to come out. Supposedly, that one's probably going to be you know, low $200,000 car and then they've got one and talks called the Duntov which is supposed to be a 1000 horsepower dual Turbo version of the new zero Six. So GM is doing some really cool stuff. So I will

Rick Ripma: 20:04

say, I love horsepower, but 1000 horsepower. Is I at my age anymore, I'll take the 500 horsepower over the 1000 horsepower all day long. In fact, that's, that's more than you need anyway. So yeah, you don't need to go all that way. But there is some draw to getting that higher horsepower. Anyway, we went down that path, because I just love cars. And so do you. I know, you couldn't tell I love

Brian Wignall: 20:30

cars. Yeah, very neat. Being with another car guy.

Rick Ripma: 20:33

So what is what in your opinion? Should should? Should somebody look for the characteristics or traits? When somebody is looking to hire a real estate agent?

Brian Wignall: 20:44

Well, it's a great question. And this is something that I talk to clients about quite a bit, because I have, you know, friends and family members, I've got, you know, Facebook friends out of state that, you know, are asking the same thing, you know, what should I look for in an agent, the thing I tell people is, a good real estate agent is worth their weight in gold. Absolutely, they can save you 10s, sometimes hundreds of 1000s of dollars in your transaction. A inexperienced real estate agent can lose you 10s, sometimes hundreds of 1000s of dollars in the transaction. mean I've been across the table from agents before, where they made some pretty critical errors in negotiation. And I'm sitting there representing my client think, thinking, My goodness, guys, you could have gotten another 40 or 50,000 out of that house, or you could have done something a little bit differently, but it's that inexperience. So what I tell people, especially as buyers, as a buyer, you really are not paying a real estate agent, anything, we get reimbursed by the seller of the house, we get compensated by the seller of the house. And in the state of Indiana, a real estate agent, a buyer's agent is legally obligated to look out for the best interest of our clients, people that we're working for, that are buying a house or clients, they're not customers. So we are legally obligated to look out there for their best interest, just like a lawyer would just like an attorney. So if you're not paying anything for your realtor, and this individual you're working with, is going to have a large impact on the largest financial transaction that you have. Well, there are a couple things that I recommend. First of all, I've got this list down here. I would say go with somebody that's a full time agent. Not necessarily somebody that's doing this as a side hustle. Now I understand not everybody can get into real estate and be a full time agent right away. But real estate is one of those jobs or career fields, and I'm sure mortgage lending is the same that you get better by the more that you do. Yeah, right? Absolutely. The way that you get experienced in negotiation is to negotiate the way that you learn about all the products and all the tools that you need to negotiate in the best interest of your client is by being busy and doing the job. And so I see a lot of people that will hire you know, cousin Billy, because he just got his license last week, and maybe he could sell grandma's house. And the thing I tell people is go with an experienced agent, make sure who you're ever, whoever you're dealing with is experienced and competent. You want to go with somebody that is collaborative, not adversarial. And what I mean by that is some agents will bring their own stuff into a transaction. And I've been I've been in negotiations with people that are more adversarial and it's not fun. And you'll see some agents that will their whole focus or whole goal is just winning, right. And sometimes that desire to win is at the expense of their buyer or seller. Right? You know, I've seen emotion get involved on the part of the agent, where it's almost blown up transactions that were in the best interest of the client. So deal with someone that's collaborative. And and also say, and I don't know if you see this working with agents. Real estate industry is pretty small, right? Most of your successful agents know or have heard of other successful agents. And so when I'm a listing agent for a house, and I have a couple offers that come in, and I'm looking at offer a and I know that this agent that just submitted this offer is going to be a booger to deal with. They're going to argue over everything. They're going to ask for everything to be repaired on the inspection response, they're going to make life miserable for everybody because they want to win so badly. And then I receive a similar offer from agent number B, who's just been a delight to work with very professional, great on follow ups may, you know hits all their deadlines with the stuff they're supposed to do. I hate to say it but that that plays into how a listing agent will advise or counsel their sellers as far as what offer to receive. So that collaborative mentality I think is really important in our industry. Number three, and I think this is the most important trait to look for in an agent is somebody that's responsive. And that that I think is critically important. Rick, one of the things you and I were talking about before the show, one thing I pride myself in as I try to make myself available for my clients, you know, if I'm out to dinner at 7pm, and somebody calls, I'm not going to have a good voicemail, I'm going to answer my phone, I might say, Hey, I'm out with my wife, I'll give you a call back in five minutes, you know, or 510 minutes or whatever. But I want to make myself available. Yeah, I look at my job, almost like if I was a physician, if if I'm a doctor, and somebody's getting ready to have a baby at 3am, sorry, but that doctor needs to make themselves available. That's, that's part of their gig. And with me, when someone's making the most important decision of their life, I need to make myself available. I think that's my responsibility. And so I don't shut my phone off. I've had clients before that will text me at you know, 10 3011 o'clock at night, you know, thinking I'll respond to him tomorrow, and I respond right away. Now, I'm not asking for people to call me at midnight. Right. But just to let you know, so I try to be responsive. And I think that's really, really critically important. Number four, experienced, okay, that goes along, kind of with full time agent, but experienced, and a good good negotiator. Like I said earlier, this the most expensive transaction financially, someone will have. So having someone that has that finesse that experience. And one of the ways that you can find out how experienced someone is, is ask them about their production. It's not about how many millions of dollars you've sold, how many houses Did you sell last year? You know, how are you rated? Around your peers? Right. You know, that's, that's, I think, an important important thing. And there's there's some stellar agents in the Indianapolis market. But that's one of the questions. I think that's important. And then lastly, successful, and that that kind of goes along with the experienced if you're dealing with an agent who is barely making ends meet, compared to somebody that is very successful in the industry well, is is the problem, their inability to negotiate, are they not good with follow up? What's what's the problem? If someone's been in this industry for 15 or 20 years and sells two houses a year, that probably wouldn't be necessarily the person I would pick to represent me? Right? You know, and you don't necessarily need to go with the person making 100 million in sales a year, they might not have time for your $300,000 purchase, but go with someone that's successful, that's motivated. That's that's trying to go out there and make a dent in the market. Yeah,

Rick Ripma: 27:48

well, there's a level basically, it was what I'm hearing you say there's a level where you don't you want to try to avoid working with the people that are down doing two houses a year. And you know, that's one of the things that I always I never really liked this, people think, well, they got 20 years experience, but that 20 years experience, if they did two homes, a year is not 20 years experience 20 years experience as somebody is doing, you know, $30 million, is a lot more than 20, you know, a lot more than 20 years experience compared to what most people do so a lot to me, it's it's it's that it's the team, you know, you got to have, if you have somebody who was in less experienced, they better have some back, somebody in that back helping them that they better have mentors, somebody who can help them. Because it's not the worst thing in the world. But I agree with you, if you can get an experienced agent, and hiring your, your, your family. I'm not saying that's the necessarily the wrong thing. But you want to make sure they can actually help you and do your job. It's, it's not just and one thing I wanted to say you're talking about the pricing, how much you can save. I have my my mother in law and father in law, they had the hair in Carmel, and they wanted to sell their house and they they had this agent over. And they said we think you can sell your house for 100. And I think was $139,000. Back then was a long time ago. Man, my brother in law said that just seems so low. It just seems lonely, but I think it does, too. Let me let me get somebody who's really good. So I got one of the top agents in the city at the time, had him talk to him. He said, listen, here's the thing. 139,000 We'll sell the house tomorrow. You have a little time. Let's listen to the 189,000 I think it's going to sell at 179,000 I think it's going to take about two months. Guess what, he sold it for 179,002 months, they made 40,000 or $50,000 More $40,000 More by working with somebody who knew what they were doing.

Brian Wignall: 29:47

And it probably didn't cost him any more money in the long run to go with that experienced agent and that that experience of knowing how to price a home. If your goal is just to see how fast you can sell it. You know, a lot of times you'll see agents that will to advertise and say, you know, sold in one day at $20,000 over list. My big question is did you listed at 50,000? Under market? Exactly, that's it, selling it quick over list. That could be a sign of a good agent, but it could be a sign of someone that priced, you know, incorrectly, right? So you're absolutely right. Having that experience to know how to price the house. That's one of those difference that that can make you 10s of 1000s of dollars going with that person that has the experience. And we're

Rick Ripma: 30:29

running up at the end of the end of a radio show. So please go to our podcast, you just go to Andy's real estate gurus, listen to our podcast, the rest of it.

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You're listening to India's real estate gurus with Rick Ripma and Ian Arnold to hear the conclusion of this interview, go to hardworking mortgage guys.com and hit the podcast tab. Branch NMLS number 33041. Recruitment NMLS. Number 664589. Ian Arnold's NMLS number is 1995469 equal housing opportunity? Some restrictions apply?

Unknown: 31:06

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

Announcer: 32:57

Ranch NMLS number 33041 Recruitment NMLS number 664589 equal housing opportunity, some restrictions apply.

Rick Ripma: 33:03

I'm Rick Ripma You can go to HardWorkingMortgageGuys.com Welcome back, you are in the right place. If you are coming from the radio. This is the we're in the rest of the podcast. And we appreciate you coming in this is Rick Ripma Your hard work and mortgage guy and if you would like to get a hold of Ian or I, it's HardWorkingMortgageGuys.com That'sHardWorkingMortgageGuys.com and Brian if they need to get a hold of you, what's the best way?

Brian Wignall: 33:26

Best way would be my cell number 317-797-3580 or you can email me at Indy one, the numeral one real tour our EAL tlr@gmail.com Perfect.

Rick Ripma: 33:39

And you know based on what we talked about the traits and and how you look for an agent. Tell it tell us about your business. How does your business line up with those traits?

Brian Wignall: 33:50

Okay, well, I am the team lead of a three person team with the FC Tucker company. And FC Tucker currently is the is the top real estate brokerage in the state of Indiana we sell more houses more residential property than any other brokerage right now. They also have stellar training and that's one of the reasons I initially affiliated with Tucker. Now within Tucker, I am a President's Club member and executive club member and part of the platinum club. And what that means is that basically out of the 2000 Tucker agents that are here, I'm one of their top, you know, 25 or 30 agents in the state of Indiana. It's awesome. And within my thank you within my board, which is your metropolitan Indianapolis Board of Realtors, they have approximately 4000 4000 licensed agents and I'm within the top four to 5% of the my board agents. So as far as producing I'm a good producer, but like I said the biggest thing that I think is important is my responsiveness. If I'm more Looking for clients, I make myself accessible. I don't, you know, push somebody to work with somebody else once I once I have a buyer, I'm working with you personally, all the way, whether I'm in Carmel, Indiana, or whether I'm in Kurdistan, so Right,

Rick Ripma: 35:14

yeah, even if you're overseas doesn't make any difference.

Brian Wignall: 35:19

What I tell people, I'm very relational, also not transactional. So I'm even there after the house, the house is sold. So I kind of come with a house if you're a buyer. So, you know, three months down the road, you need to get some roofing repaired, you need to, you know, get some painted or whatever, give me a call, I'm there for you, I can give you great referrals. And yeah, I'm there for, you know, for the long haul. So

Rick Ripma: 35:43

yeah, I noticed that that's, that is a, something that's really important, because so much can happen. When you when you have a house, you know, we've been in our house 30 something years, I don't move very often. And it's amazing, all the little things that happen, and you got to find somebody, and having a referral from somebody who that referral cares what the person who referred them thinks about them, because they send the business, you actually get moved up the line you get taken care of. It's just a huge help.

Brian Wignall: 36:14

Absolutely. And, you know, if I've got a roofer that I'm sending, you know, $50,000 with a roof jobs to every year, if I've got a general contractor or a plumber, or whatever, they're going to take care of my clients, because if they don't, then I'm going to I'm going to shut that down. Now the other thing, Tucker, who I work for also has a a referral source, which is kind of nice. It's called Tucker home services. So if I don't personally know someone within an industry, I can call them up. And it's a it's a referral service by Tucker. And it's only got people on that referral list that have been recommended by Tucker brokers. Oh, that's kind of cool. So we've got we got access to a lot of referrals. That's, that's important.

Rick Ripma: 36:51

Do you have a team that works works with you to I'm guessing to do that kind of volume? You have to have you have to have a team? Yes,

Brian Wignall: 36:59

yeah, we've got well, we've got the admin team at the Carmel office, which they are stellar. And then I've got two other realtors that work work with me with the Wignall group, and they're, they're both great. Julie Lemke is my, my main agent, and I'll tell you, she was she was like a little superstar when I was over in Iraq, showing houses and doing all that. So she's, she's awesome. Well, you know,

Rick Ripma: 37:27

you don't get to where you are without having a good solid team behind you, you know, and working with you. It's a it's a critical thing. It's, it's, I've been in places where we had a great team, and then things changed. And you no longer had a great team. And if you don't change teams, I mean, you're going the way of the Colts I met some really, I actually wouldn't even think about that, because I'm not a huge football fan. But what uh, you know, you see you have the right team, and they call to do real well, or any of the teams and then the next year, they don't have the right team or they don't have the right coach or they don't, and it just goes downhill. And it's, it's really a, I think it's a good thing to look at when you're looking at real estate mortgages, all that it makes a difference who you work with. And it makes a difference in who they work with. Absolutely. But ultimately, it matters, you matter, you as the real estate agent, in my opinion matters the most, because you're the one who sets the stage to have everything happen the way you want it to. And you didn't get to where you are by not doing it correctly and not unhealthy people. Absolutely, it just doesn't happen. I can tell you it makes it it makes a huge difference. Now, what is your what would you say is your superpower?

Brian Wignall: 38:47

I would say responsiveness. And that's that's one of them. My other superpower would be how having the ability to kind of ratchet down emotion in a transaction. I think it's important, you know, when when anyone's dealing with a real estate transaction, there's there's so much pressure on both the buyer and the seller. And it's it's really easy for people to kind of get out of the lane. You know, if you're selling a house and in the buyer asked for too much, you know, to be really offended by that. And, you know, I don't know if I want to work with these people and in the same way as you know, as a buyer, you know, to get offended and so I think one of my superpowers is being able to kind of step back from the situation and look at it logically and, you know, tell my buyers in a situation where they might be offended by something the seller said, Listen, you said this is your dream home. This is a house you really want. They're not going to fix that $500 item do you really want I know you're frustrated at him. But do you really want to lose out on that dream home for $500 And keep in mind you'll probably never talk to these people again. It's just kind of bringing some some calm Add some logic into the situation. Because it's, it's really easy for people to get emotional. Because from a seller standpoint, that's their house, that's where they raise their kids. And, you know, they love everything about that house, and from the buyer standpoint, they're afraid they're gonna make a mistake, you know, they're gonna overpay or buy the wrong house. And so having kind of that calming influence there, I think is really beneficial. And that's something I've been pretty good at,

Rick Ripma: 40:25

I think it's one of the most important traits, it doesn't necessarily get highlighted. Because it's not on the upfront sexy, you know, type of thing. But it is important, because, as you said, this is an emotional situation for everybody. And if the agent can't step back, and and let the emotion from them go, because for them, and I don't mean this bad, but for the for the real estate agent, it is a business transaction. Yes. For the buyer and seller, it is a personal transaction. Yeah. And you need those people in the transaction that can say can say what you did that can walk them through it. And it helps to have both agents that way. And I'm sure that's one of the things you see somebody and you go, you know, if these offers are the same, I'd rather work with this agent, because this agent has that trait? And if because the reality of what we do. There are so many things that happen in a transaction, that can be a sticking point. Oh, yeah. And can be somebody can take personally when it's not really met personally. And so it really matters to have somebody who can who can help them walk through that

Brian Wignall: 41:45

process. Absolutely. And just let them know what is reasonable. You know, I love the word reasonable. It's, it's such a, it's such a calming word. And so when I'm dealing with clients a lot, I use that word quite a bit, you know, hey, what they're asking for is reasonable. You know, we all want to be reasonable, right? Yes, absolutely. And, and just assuring, you know, whether I'm working with a buyer or a seller, that everything's being done in a reasonable manner, and helping them get to the finish line, that's, that's my goal, not so that I can I can get paid, you know, but so that I have people that can that can move into the house that they love, or people that can sell the house, that that they've made wonderful memories and and move on to the next stage of their life. You know, that's my job. And I take that role personally.

Rick Ripma: 42:30

Yeah. And you know, you said not because you get paid. And, you know, that's that's the thing. I think a lot of people who aren't in sales don't understand. It drives me crazy. When I hear ads that talk about you know, we don't we don't put our our salespeople on commission, because, well, you know, that that actually is not commission is not a terrible thing. If you get the right people, not the typical salesperson that they that people think of because of what they show on movies and things like that. But people like you who care. Making the money is way down the line, you're taking care of the clients and what I've learned, I'm sure you have you take care of people, the money comes absolutely it doesn't. It should never be your focal, in fact, if it's your focal point, it's a problem.

Brian Wignall: 43:21

Yeah, if that's your main focus in real estate, you really shouldn't be an agent, you need to get something different.

Rick Ripma: 43:26

Yeah, it's, it's, it's not enseignement. Same with mortgages, if that's what you're focused on, you're not looking at the People's, you know, the best thing for these people. There used to be a mortgage out. And it was countrywide. And it had four mortgage payment options. And they sold it like crazy. And they wanted us, you know, I wasn't at Countrywide, but they they they sold, you know, you could sell it and there's like, I'm not doing that. Just not doing it's not good for the customer, he had, at one time 45% of those mortgages were in foreclosure. Wow. Because nobody, if you have a pay if you have four payment options, and one of them's a negative am, but it's the lowest payment which payment do most people make the lowest payment right? And it just ends up? So we we have to look out for our customers because absolutely we, we, we don't want we want them happy. And we live here, right? You live here and your reputation matters

Brian Wignall: 44:22

absolutely spent, especially in real estate. You know, it's it's a relational business. And, you know, you were talking about looking out for the best interest of your of your customers one, one of that I saw over the last couple of years because of because of COVID and how crazy our industry got, you know, in the last two, three years, I would see agents waving inspections, and putting offers in on houses and and I can proudly say that I did not do that on any transaction. And I've even had clients come to me saying, hey, well, we'll go ahead and waive the inspection. And I would say, I won't write that up. Let's do it this way. Let's let's say we're not going to ask for anything unless it It's over this threshold, because I didn't want a situation where I'm working, I'm working for somebody. And the thing that that should be a blessing, which is your home, becomes, you know, a curse, we find we find unexpectedly that there's $25,000 for the foundation damage, or they've got Stacie botters, black mold or, you know, some major issue that I didn't protect them from themselves, when they were talking about putting in a waived inspection on offer. So there are multiple things kind of like what you're saying where we're both agents and brokers can do things to look out for the best interest. And I think in the long haul, it always, it always pays off. Oh, yeah, people will remember you and remember how you helped them.

Rick Ripma: 45:41

They, even if they don't remember that, they'll definitely remember if you didn't protect Oh, yeah, absolutely. You know, so you want to always protect them, just because that's the right thing to do. But you know, it's funny. I'm one who I explain it to us. I believe you give them their options, you explain the options, and you let them make their choice. But I would be like you I'm sorry, waving an inspection. I've been in and around real estate for 33 years, I sold new homes, even a new home, you should have an inspect. Oh, yeah. Right. Absolutely. Because they make mistakes. They do it. But I have had people who say they'll walk in the house like, oh, yeah, we've got here's the purchase agreement. This house is perfect. I mean, we're gonna have the inspection. But this house is perfect. And it comes back and it's got something hidden. Oh, yeah. I mean, it's unbelievable. You You don't know until you have somebody who knows what they're doing, goes through that house and make sure it's okay.

Brian Wignall: 46:36

And even when you're dealing with inspectors, your average inspector that that's looking at a house, they're spending three hours digging through everything in that house, even an inspector can't walk through a house and say, Yeah, it's good to go right without crawling in the attic crawling down in the crawl space, you know, getting on top of the roof, doing all those necessary things.

Rick Ripma: 46:55

Yeah, I agree. 100%. It's, it's vital to do that. So what are two resources that you think, man, if I didn't have those resources? I wouldn't be here today.

Brian Wignall: 47:09

Resources? Well, you know, I can I can say that as far as training, you know, resources and training. Tucker, who I work for, has done a stellar job with training. This is the only brokerage I've ever been at. But I've seen people leave Tucker and come back. And the way that I was referred to Tucker, the real estate agent that I told you about that represented me selling my house, when I've gone through the divorce, she owns her own brokerage. And she told me if you decide to get into real estate go through Tucker, they've got the best training, right? So Tucker Tucker does a great job for us as agents and brokers. As far as training, the office managers at my office, the Carmel office are just wonderful. So they're really good. And as far as a resource,

Rick Ripma: 47:55

that's a resource that you just gave as a resource. My, this wouldn't

Brian Wignall: 47:59

necessarily be a resource, but one of the things that really motivates me is, is my wife, you know, my wife has been so encouraging to me, you know, when I started working as a real estate agent, and eight years ago, she was in my court 100% She's the one that encouraged me to, you know, to go out and, and do it, I know, you'll be successful and, and she was like, my number one cheerleader, and that she's probably one of the biggest reasons I transitioned into this industry, I'd looked at it for years, I thought it would be fun thought it would be, you know, a great field to get into. But I'll tell you, when your late 40s It's scary changing your career path. And having a wife that's like, hey, thumbs up, Brian, let's do it. You know, I'm excited, you'll do great. You know, she was she was a wonderful resource. As far as motivation is concerned,

Rick Ripma: 48:46

I would consider that a great resource. You know, it's mentors, which is, I think a lot of that I used to in that question was asked about mentors. I think mentors are important. And you kind of gave me just gave to because FC Tucker has been a huge mentors, you know, they've had people there, and your wife, and we have to be supported by our family. If we're not that that's a tough thing. So what if there's a young agent or that's not even fair agent who is struggling, either new to the business or they're struggling in this market? What should they do? What what are the what are the activities they should be doing to get their business where it needs to be?

Brian Wignall: 49:30

Well, one of the ways that I got business when I first got into the industry, like right now, I get a lot of referrals. But when I first started, every Sunday, I was at open houses. I scheduled open houses immediately after church and I was trying to meet clients that way. But I would tell any new agent and I told one of my new team members this take advantage of any training opportunities that you have. If you're if you're in construction, the more tools that you have The cooler stuff that you can build, right? Yes. And so take advantage of any training resources that you have, I used to go to continuing education when I didn't need to whenever they would have an inspector talking about Home Inspection, I wanted to get to be a subject matter expert on Home Inspection, I would meet with lenders find out about the products that they that they had, because the more knowledgeable that I got in my field, the better job that I can do for my clients and helping them with with the, you know, loan product, you know, the referrals that they need to correct be successful in their home transaction. So try to try to learn work on work on now in a slowing market. work now on trying to get experienced and getting your skill skill set up and do open houses every week. Yeah. So

Rick Ripma: 50:48

I to that point on the training just, I never mentioned that before. But we actually have, I'm in a coaching program. And it's a big company that does it. And they actually have a, a weekly, weekly call call where they have a real estate agent on who's who's a phenomenal agent somewhere in the country. And they just go through and it tells you what it is and what they're going to do and what they're going to talk about, you can learn from them. So if you're new, and you want to do something like that, just get with me HardWorkingMortgageGuys.com. And I'll put you in that I'll send you the link and you can go there every week. And it would be it's a phenomenal training. It doesn't cost anything awesome. And you can pick and choose you can go and not go but I just find it's for me, it's taken me a long time I have I started doing this coaching and having a coach which is really helpful. And you know, the mentors mean a lot. It really helps. We're running out of time. But if somebody wants has any real estate needs, they want to talk to you about that or any other questions they might have. What's the best way to get ahold of you?

Brian Wignall: 51:54

Best way to get a hold of me is cell phone number 317-797-3580. Or you can email me at Indy one i n d y numeral one real tour our EAL tlr@gmail.com And do you mind if I throw in an extra plug here? Anybody that's listening to the show on 950 Do not change the channel when Rick Show is over because we have a radio show that follows him immediately called Mastering in real estate.

Rick Ripma: 52:25

Awesome. We will put that in the in the bottom below the below the podcast we will have that all that information put in. So how to get a hold of you. And it's Brian Wignall says Wi G NA ll he's with FC Tucker. If you've listened you probably already know that. If you need to get a hold of ESRI, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Thanks so much for joining us. I appreciate it and have a great day.