Guru Bryan Arnold From Keller Williams

Rick Ripma: 0:00

Today on Indy's Real Estate Gurus, we're going to be talking with Bryan Arnold Realtor with Keller Williams. Bryan is what we call a whale in the industry $60 million in sales in the last five years. He's got a team. He's on it. He's successful. You need to listen today to learn about real estate with Bryan Arnold

Announcer: 0:22

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 Annie and 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.

Ian Arnold: 0:45

Thank you for listening. This is Rick Ripma, your hard work and mortgage guy and Im Ian Arnold, also the hard working mortgage guy and we're both advisors Mortgage Group, and listen to our podcasts Indys Real Estate Gurus. Or if you have any questions for any of us, you can go to HardWorkingMortgageGuys.com.

Rick Ripma: 1:04

And as promised, we have guru, real estate agent Bryan Arnold. Bryan, thank you so much for joining us. We really appreciate it.

Bryan Arnold: 1:11

Thanks for having me.

Rick Ripma: 1:15

So we had you know, we wanted to talk to you about what you know why you got into real estate. Really, let's talk about the background a little bit where, what did you do before? And what kind of drove you to get into real estate?

Bryan Arnold: 1:29

Well, that's a great question. So I used to work at the pint room and Carmel, I was the general manager there, manage about 50 employees, it was a lot of fun. Probably would have never left it had, you know, we've been going down the road, have, you start to get older, you don't want to work as many hours working weekends working weekend nights. And one of my best bartenders actually started in real estate and was talking about how he is absolutely crushing it and it made me explore that a little more. And I decided to jump in with both feet and get into real estate interviewed with a couple different companies around town and ultimately decided on Keller Williams would be the best fit for me.

Rick Ripma: 2:14

That's it's Keller Williams is considered, like the top place to work. I mean, obviously, there's a lot of good real estate offices out there. But they have a tremendous reputation.

Bryan Arnold: 2:25

Yeah, what kind of drew me to them was their education, their focus on education. So as a new agent, you don't really know anything. I mean, you take that real estate exam, I think it's 90 hours of coursework. It's not a lot. And so learning the actual industry and the ins and outs of it. It really gave me a leg up to hit the ground running.

Rick Ripma: 2:44

Yeah, and you know, it's interesting to me, I bartended myself years and years and years ago, and so your bartender got into real estate they must have still been bartending because that's a lot of real estate people to get going they keep their their other jobs. Did you do that? Or did you did you jump in

Bryan Arnold: 3:02

full bore? No, I gave my notice and jumped in full bore. Oh my My. Yeah, my first paycheck. I guess commission check was about six months after I left my job so

Rick Ripma: 3:14

Wow. So you're you have guts to it took a took a leap of faith for sure. Were you married at the time? Or just?

Bryan Arnold: 3:20

Oh, no, it just me. It was just me as easier to make that decision when I didn't have anyone else relying on me. Yeah.

Rick Ripma: 3:25

So before real estate before working in the in the restaurant industry. What what? Where'd you grow up? What did you do?

Bryan Arnold: 3:32

So I grew up in Crown Point, Indiana, some Hoosier born and raised. And then I went to Wabash College, and ended up working more for my fraternity after school in Boston. So a little bit of eclectic background. And then I came back and settled on Indianapolis, all my friends had moved here after college. And so that's kind of where I decided to settle.

Ian Arnold: 3:59

Now the good news is he doesn't have that Boston accent. Right? So do you prefer here are Boston?

Bryan Arnold: 4:08

Boston was great. Boston is wildly expensive. So you know, when I look at Indianapolis and and around here, what your money can get you in the life that you can have is just so much more different in the Midwest. And I think that's why Indianapolis is one of the fastest growing cities in the United States. What you can what you can get here for your money is tremendous, along with a strong job market.

Rick Ripma: 4:30

I know I don't you might see this too. We've seen a huge insurgence of people from other areas moving into Indianapolis, a lot when the when the pandemic hit, it seemed like we got a lot of people from California and Colorado for some reason.

Bryan Arnold: 4:44

Yeah. I had two clients from Colorado this year. I mean, you look at other places across the country, even someone's close to Chicago. You know, my first condo here in Indianapolis was $85,000. My mortgage with my age waive fees. Everything was $630. My friend in Chicago bought a condo smaller. And his his taxes were more than my mortgage payment for the year.

Rick Ripma: 5:10

You know, it's a crazy thing. That's one of the things you see when you see around around the country are not only are our prices reasonable, as much as we are all complained about our property taxes. They're really reasonable here

Bryan Arnold: 5:23

extremely reasonable and just makes your affordability just go that much further. Your dollar goes that much further.

Rick Ripma: 5:28

Yeah, that does now you you had said you're you're married and any kids?

Bryan Arnold: 5:34

No kids yet. We're expecting. So we got married last year. We're expecting our first child in January. And we are currently building a house in Noblesville, that's scheduled to be done before the end of the year. So doing all the things at once.

Rick Ripma: 5:46

Yeah, you don't have any stress in your life then do Nope, none at all.

Ian Arnold: 5:50

No, the wife is going to have the stress. She's going to have to have the baby and then move in. Make sure it's already that. We basically did that with our first one. So yeah, that's a lot to put around. But I think she has a plan. She doesn't want to move everything. So she'll be pregnant with the baby. She's gonna make you move everything.

Bryan Arnold: 6:10

Absolutely. Absolutely. That's that's just gonna be how it goes.

Rick Ripma: 6:13

So when is the house gonna be done? scheduled to

Bryan Arnold: 6:17

be done? December 27. Oh, wow. So you'll,

Rick Ripma: 6:19

you'll be in it before the baby's supposed to be here. Correct. Hopefully,

Bryan Arnold: 6:23

everything goes to plan and everything stays on schedule. Yeah, that's awesome. A couple of weeks later on the build and a couple of weeks early on the baby. It could be a little hairy. Yeah,

Rick Ripma: 6:33

I my wife was four weeks late on every all three of our so that's just the doctor said that you just carry him longer than everybody else. But yeah, yeah, that can be crazy. So you're building a home in Noblesville, you are having a baby. And you have a booming real estate business.

Bryan Arnold: 6:54

Yeah. So this year, it's been about 100% increase over last year, and last year was about 100% increase over the year prior. So it's been, it's been a good, good run here. I think it's been a good run for quite a few people. I think I'm in an age group that really lends itself to a, a booming real estate career as United States is forming about 1.7 million families a year. And so a lot of the people I work with are around my age, they're doing the same things I'm doing, they're building a new house or getting a bigger space, because they're starting families.

Rick Ripma: 7:28

And that in your industry has the same issue that we have in the lending industry. And that is the average age is like 60 something years old, it's higher in the real estate industry than than in the lending industry. So I think it's a perfect opportunity for somebody who like has the knowledge and experience that you have to really build a great career.

Bryan Arnold: 7:52

Yeah. Well, I think that you know, how I got into the industry, a lot of people, they don't have the same support system that maybe I had to be able to not make any income for six months. And so it's very difficult a lot people want to go half and half and they do a lot of people want to do the most expensive transaction in their entire life with someone that's not doing it full time.

Rick Ripma: 8:18

That that can be tough. So when you're not working, and you're not taking care of your family and building a house, what do you do for fun?

Bryan Arnold: 8:27

Well, I do a lot of things for fun. But, you know, after managing the pint room, I became very accustomed to the 124 drafts they had on so I do enjoy beverages, especially beer and bourbon. So you know whether it's a 15% thix barrel aged stout that looks like motor oil or a nice refreshing sour, or a saison or a nice lager that you can enjoy on the golf course. That's kind of something I do heavily. I am very much in, you know, I'll do beer tastings and bourbon tastings and, and then enjoy a little bit of golf as well.

Rick Ripma: 9:08

Why I'm in the bourbon. So what's your favorite bourbon?

Bryan Arnold: 9:13

Well, that's a good question. I'm a I'm a fairly newbie into that. I've only been, you know, into bourbon for last four or five years. But I enjoy a weeded bourbon. It's a little sweeter. You know, Bourbon is more than 50% corn. And so I prefer a little more wheat there in that in that bourbon, that's mostly corn and that's kind of my my wheelhouse.

Ian Arnold: 9:39

So if, if a client wants to get with you and go out over a couple beers and talk about homes, how would they reach you?

Bryan Arnold: 9:47

My number is 219-776-0622 or you can reach me at Brian beer why an at listing indeed.com And so that's that's where you can get a hold of me. I also have my realtor page on Facebook and if you just search Brian on Realtor Carmel you should be able to come I should come up the first search on Google.

Rick Ripma: 10:07

Awesome. And and we should tell everybody you guys aren't related. No, no, no, never met each other before, right?

Bryan Arnold: 10:14

There's a lot of Arnold's out there. You'd be so surprised.

Ian Arnold: 10:18

When my wife got married, she had a different last name it was she always had to spell it. And then I go, Hey, all you do is say Arnold. So she's, she never had she knows this is so much easier. I'm like, Yeah, everybody knows how to spell Arnold. Yeah.

Rick Ripma: 10:30

Yeah. Well, you spell it normal to Yes. Some people. I mean, I don't know, written was a little different, the different but I think in some ways, that's good. You know, people. I'm the only written around my kids around nobody else's mortgages. And so I think that's, that's extremely helpful. So, now, I'm not into beer. My wife is hugely into beer, my kids. I mean, it seems like both whiskey and beer right now are like, really in?

Bryan Arnold: 11:00

Well, I think you look at any collectible you look at I mean, I would classify even Bitcoin as a collectible. I mean, most of that stuff exploded. During the pandemic, people were sitting at home, they couldn't go to concerts, they couldn't go to the Colts games that couldn't do anything. And like, what am I gonna spend my money on? I mean, I know so many people and Jordan sneakers. I mean, I know so many people in the Pokemon cards or basketball cards. Well, I got into bourbon and beer even more heavily. And, and it's, you know, it's not just your normal beer. I mean, some of those beers that I have take five years to produce, I mean, they brewed it, and then a barrel aged it, and then they barely did again, then they bottle conditioned it. And so by the time and actually from it's made to time, it gets into my hands. It's been four or five years, which a lot of people don't realize that some of that beer is, is almost like a wine. I mean, you can age it for 1520 years.

Rick Ripma: 11:49

Yeah, I thought beer was pretty quick. Yeah, most of it is right.

Bryan Arnold: 11:52

Yeah, most of the brewing processes, but the things after, after the fact to get it to where that Brewer wants it. I mean, it's almost like a piece of art.

Rick Ripma: 12:01

It is amazing how they can make everything taste differently. And people will say, Oh, I taste the chocolate in it. I'm not a huge beer drinker, but I drink it. And they say it's got chocolate in it. I can't. I don't know, taste and the taste good.

Bryan Arnold: 12:19

I get you beer. I guarantee you'll taste the chocolate. I can guarantee that.

Ian Arnold: 12:24

Yeah, I'm not a big beer drinker. So I drink casually when I've grown up and go through college and all that. But then once I got married, my wife didn't really drink. And so then I didn't drink. And so I'm the one left out of this conversation here. So with me nice glass of milk and a thing of cookies at night. Just fine.

Bryan Arnold: 12:43

And my life may be trending that way.

Rick Ripma: 12:48

It is funny when you have kids how much things change, especially when they're little? Yeah. Now does your wife work?

Bryan Arnold: 12:54

Yeah. So she's a second grade teacher at Mount Vernon. Over mccordsville. Yeah. So she's, she's excited. And she she has hopefully she brings that patients from from her work experience home.

Ian Arnold: 13:07

Yeah, that's awesome. Oh, trust me. You got patients for their second graders. But that's where my boy is right now. You have to have patience.

Bryan Arnold: 13:14

Yeah, she's a saint.

Rick Ripma: 13:16

And did you meet her in the restaurants?

Bryan Arnold: 13:19

No, we actually met on match.com Surprising really? Yeah. So we, we both were first date was on the golf course. And we went to one we played a stroke a hole and she wants so she's actually pretty good golfer last time we went and played how we beat her by three strokes straight up. So she is she can hit the ball.

Rick Ripma: 13:41

Yeah, it's it's amazing. My, my wife really isn't in the sports. But my kids have dated like my son who's married his wife, I the first time they played tennis, she beat him. And I never let him hear the end of that. That's the mixture. You know, everybody's different. Everybody has different, you know, things that they like to do. And she's she's just really good at tennis. And he was very good at tennis. So as you as you moved on, you've got your family. We've talked about, you know what you do for recreation sounds like you have a lot of excitement going on. Talk a little bit about the business, but we'd really like to hear more about your business and what you do. We're going to do that after the break. And so when we get back we're going to talk more with Brian about his business and how he does real estate really what sets him apart.

Unknown: 14:33

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

Rick Ripma: 14:42

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. We believe

Unknown: 14:51

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

Ian Arnold: 14:55

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

Unknown: 15:00

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 or buying your first home,

Rick Ripma: 15:25

we believe there is the best mortgage for you and we believe we are the team to deliver it find us online at HardWorkingMortgageGuys.com.

Announcer: 15:37

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.

Rick Ripma: 15:50

Welcome back and thank you so much for joining us. This is Rick Ripma, your hard working mortgage guy

Ian Arnold: 15:55

and I'm Ian Arnold, we're both with Advisors Mortgage Group. And if you did miss this first 15 minutes of listening to Bryan Arnold talk, you have to go to a podcast and listen to it. It is indeed real estate gurus. Now. I think it's time to give Brian the question of the week.

Rick Ripma: 16:13

Thanks up to now it's

Ian Arnold: 16:16

time for questions with the gurus. The question of the week is brought to you by advisors Mortgage Group where we fit your mortgage to your needs. Contact us today to get your free mortgage plan go to HardWorkingMortgageGuys.com If you want to also talk with Brian Arnold how would you get a hold of him?

Bryan Arnold: 16:40

219-776-0622 or you can email me at Brian B ry A n at listing indeed.com And if you search in Google, Bryan Arnold realtor I should be the first thing that comes up on your search.

Ian Arnold: 16:55

Actually, Arnold jostle pull up, Ian Arnold is gonna do that. All right, but All right, so Rick and I are both huge car guys. So Trick question of the week. What was your first car?

Bryan Arnold: 17:07

My first car was a hand me down from my parents. And it was a Ford Escort wagon. Oh, awesome. Oh, color. Tan. It was perfect. It sounds like it started to shake a little bit when he got to about 55 miles an hour and had a nice big piece missing out of the grill from a shopping cart. They hit it. So it was it was the perfect car for a 16 year old.

Rick Ripma: 17:29

You know, it actually is because you don't want them. That's the the key is is you don't want to miss anything that's going to go too fast or any you know, and if it shakes a 55 You you kind of took care of that.

Bryan Arnold: 17:41

Oh, yeah, absolutely. I have no idea what would drive someone to buy that car. But I'm happy I got at least got a car when I turned 16

Ian Arnold: 17:50

I just need you to put the wood panels on the side.

Bryan Arnold: 17:53

It didn't have wood panels. Thankfully. It was by the Ford escorts those things were small. And then you made it a wagon. It was it was just a weird car.

Rick Ripma: 18:01

But do you have good memories of it? Oh, yeah, great memories. It's the first car no matter what it seems to be. Everybody has just great memories of the car.

Bryan Arnold: 18:09

Oh, yeah. I mean, I was, you know, King and King of the school driving up in that sucker.

Ian Arnold: 18:15

Alright, so we've talked a lot about how you got into the real estate business. And then we talked about your hobbies of this guy likes to drink. So definitely, if you want to meet him at a house, bring him a couple beers.

Bryan Arnold: 18:28

It was implied.

Rick Ripma: 18:31

What I found for most people, especially if you're really into it, like you don't drink a lot, but you savor what you have and direct, correct? Yes.

Ian Arnold: 18:42

I'm not saying he's drunk. Come on. He's a good guy. Yeah. All right. But so let's get into how you do your business, because you are a phenomenal realtor. And what makes you different than everybody the next guy on the

Bryan Arnold: 18:59

street? Well, what I like to say is that, you know, when you're buying a house and actually going through the process again right now is that it's extremely stressful. It is emotional, it is financially stressful. It is all of the things it really puts people through the wringer when they're when they're moving in their house. And, you know, being able to recognize that and have the experience to navigate any pitfalls that happened during the transaction. You know, most are gonna go smooth, but when they don't you want someone by your side that's been through it before that knows exactly what you're going through and can relate and also offer solutions on a rapid pace to make sure that we're going towards your goal of moving to whatever it is I need to downsize or I'm having a divorce and I need to get out of the situation quickly. Or I need more space for my kids because I'm having another one on the way or I just got two more dogs or someone you know my mom is not feeling as well and now I need to get a bedroom on the main floor so they can move in with us whatever that situation is, you know, I want to get you to that goal. And there's always going to be pitfalls that that come up. And, you know, when I first started in real estate, my first year I did 70 deals. I was on a team and that team, you know, I'm I would not have made it had I not joined that team. It gave me a lot of experience. And those those 70 transactions in my first year were like, fires threw me in the crucible. To get me to where I am today.

Rick Ripma: 20:31

I put there's not many real estate agents who started out in the first year they did 70 deals. Yeah,

Bryan Arnold: 20:35

it was, it was a little, it was a little nuts. I went on to earn 25 listing appointments at that first year.

Rick Ripma: 20:42

I mean, that's, that's unbelievable. Yeah,

Bryan Arnold: 20:45

so it was a totally different business model than I kind of incorporate today. So that was a lot of internet, lead hunting. So you know, whether it's home light, or Zillow, or whatever, Dave Ramsey, whatever those leads were coming from, you know, I was going on those appointments and trying to sign people up. And now my business is more referral based. So when I go on an appointment or meet with somebody, it's because they trust me. And so building that trust with people you don't know was kind of, you know, I was able to do that effectively. And now it's just a different business model.

Ian Arnold: 21:18

One thing I did look is I looked at, I like to always look at people's reviews and stuff like that, your Google reviews of 5.0. That is phenomenal. I mean, most people, oh, they dock you for something that doesn't really correlate to you. But then you're at like 4.9 or four point, I know you're at 5.0. And when you go through the nice, the the the thing that caught my eye was most people was like, hey, look, when we go show up, when he shows me a house, he tells me the good and the bad about the house. And that's phenomenal, because that's what we ran into our realtor actually did the same thing with us. And especially our first time homebuyer, you don't know what you're looking at, you're just basically you're like a kid walking into a car, the radio works, but walking into a house and like our, our realtor was like, hey, look, you see this fog on the windows a the seals on this are possibly broken. So you might have to replace all these windows.

Bryan Arnold: 22:08

Yeah, that's a really good point. So, you know, obviously, every transaction is going to have an appraisal on inspection. But a lot of that work to make sure that there's no hang ups in that process is done during the showing and during the research on pricing. Because you can be reasonably certain that hey, this is going to be an issue that comes up. Are you guys okay with it? Are the sellers gonna be responsive to it? Do we address that prior to and we're talking to that agent and say, Hey, what are your clients feel about this? Or what are your sellers feel about this? So there's a, there's a big, there's a big amount of work that goes into prior to writing an offer to make sure there are no pitfalls during the transaction process.

Ian Arnold: 22:46

And then what areas do you guys or do you normally focus you and your team

Bryan Arnold: 22:51

so you know, real estate 20 years ago used to be, you know, hey, I need to know the main street there, I need to know their each restaurant I need to know all about the area. But now with the internet, there's so much data available. And you know, my background being econ I can I can review that data and give a reasonably certain understanding of what pricing should be with the client review it with the client, they can see exactly what I'm seeing we talk about it. And so I'm able to service just about every area I've sold in Greensburg this year, I've sold all the way up in Atlanta, Indiana, all the way up to Knightstown. I've sold all the way to Pittsboro. So all around the area, mostly I deal with North side of Indianapolis and if you look at where the growth is, that's more most people are working as it is. So like in Hancock, Hamilton Boone County's, that's kind of where my bread and butter is. But that's where all the growth around Indianapolis is as well.

Rick Ripma: 23:50

So you really know, the market. And that's one of those things that that really sets somebody apart. Because for whether you're buying a home, or you're selling a home, you need somebody who really knows the market. And I'm gonna go back to your 70 homes your first year because it blows me away. That's unbelievable. I don't know. It's a huge number for somebody. But what it means to me is you that that's like a normal agent, probably five, six years of business. So that's what you did in the first year. So you learn that much quicker. That's kind of my point. You You got to understand the markets. You already knew Indianapolis because you were living here. You worked in Carmel. I don't know where you live that that point, but you already knew the area. So you understood the area. And then you did that so you really learned the area and what's important to people,

Bryan Arnold: 24:48

correct. Yeah. So not only the area, but I saw that many inspection responses. I saw that many appraisals. I saw that many low appraisals and one month in I think 27 TNA had eight low appraisals in one month. So, you know, how do you navigate that situation? And again, it just goes back to, you know, usually have about buyer that wants to buy, you have a seller that wants to sell, how do we get to the closing table and make sure all parties are in good standing and happy about the transaction?

Rick Ripma: 25:17

Yep. So when you do that, if you're the if you're the listing agent, how do you work? What like, what? What's your, the way that you work through that with somebody?

Bryan Arnold: 25:31

Well, you know, obviously, when I first meet anybody, whether it's a buyer or seller, we're going to sit down and we're going to talk about the process. And we're going to have a good conversation to make sure everyone's on the same page, all questions are answered, and we've gone through that. So it's not like a deer in headlights. You know, when people first contact me, especially buyers, they want to go see a home right away. And I'm like, Well, here's the thing, you've been looking online, you looked at 5060 homes used picked out this one. So you've already qualified all those, there's a good likelihood you're gonna like this home and you're gonna want to write on it. Let's not be a deer in headlights and not know how the process works prior to writing. Let's sit down and talk about it go through the Indiana purchase agreement. Let's talk about what the appraisal process looks like what the inspection process looks like, what happens, you know, if things start to go badly, and let's talk through that, so you are educated, prior to ever even going and looking at a home. And same thing with selling we want to talk about timing, what's your goals? When is the best time to list you know, we're coming into that season where if a seller comes to me and there's no real urgency, I don't like listing a home between Thanksgiving and Christmas because there's a lot of buyers that have packed it up. They got their Christmas parties with their you know, their employer. They got their family in Lompoc, especially coming out of COVID here were Christmas parties maybe not even been a thing for last two years. Those are going to be crucially important. So when you don't necessarily want to listen that point when I'm telling buyers, hey, if you have some time, let's go look now before the spring market picks back up. It's slow right around this time every year, you may have a seller, if they're listening right now, odds are they're very motivated. So we have a chance of maybe getting in when everyone else is zigging, we're gonna zag. So it's all about knowing the market knowing the ebbs and flows of the market and getting your client in the best position possible.

Rick Ripma: 27:21

It's interesting because there's a lot of agents out there in this market, because we just came out of a different market that are freaking out, especially if they haven't had a lot of time in the business. But you're obviously not freaking out. You're you've been through it. You know it, you've seen it. And you know exactly how this market works,

Bryan Arnold: 27:42

correct? Yes, it is. People are freaking out. Yes, rates are higher. I have 10 pending homes. So it is definitely not slowing in my opinion. In terms of if you look at nationally. Yeah, their home sales are way down. Indianapolis, home sales are down. But typically we have about 8000 homes on the market. Today we have about 5500 homes. So we're still 30% low inventory. So what that's telling me is inventory has not built up for this spring market that's going to be coming and it is going to be hot again. Awesome.

Rick Ripma: 28:16

And we are the radio show is ending so we do appreciate everybody on the radio joining us. And how would they get a hold of you Brian if

Announcer: 28:24

ESRI go to hard working mortgage guys.com That's hard working mortgage guys. Nod branch NMLS number 33041. Recruitment NMLS number 664589. Ian Arnold's NMLS number is 1995469 equal housing opportunity, some restrictions apply?

Bryan Arnold: 28:54

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

Unknown: 29:01

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 Got 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 need this.

Bryan Arnold: 30:14

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?

Unknown: 30:39

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

Announcer: 30:45

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

Ian Arnold: 30:54

All right, and welcome back. And for all the people who are on the radio. This is exactly where you needed to start for the podcast. So we are still here with Bryan Arnold. Again, no relation. But we are going through what makes him different than everybody else. And he was going through about how every how he breaks down and I really loved how he went through how he sits down and goes through, this may not be the best time for you to sell your home. If it is we'll look we'll do if we need to do. But look here, let's look at all the factors and the way he breaks it down is phenomenal. Because to have somebody invested that much and it knows that much about what he's doing is that's the guy you want to talk to.

Rick Ripma: 31:40

I agree. Yeah.

Ian Arnold: 31:43

So Brian, is there anything that you think somebody else should know about you and your company?

Bryan Arnold: 31:51

Yes. So like I said, before, Keller Williams really hammers on education and the amount of opportunity to learn and to give my clients the most effective information they can possibly get is is crucial to the process. You know, there are about I think 10,000 Realtors last time I looked, oh, really Annapolis, and this past month, I think there were 3300 pended new homes or new homes sold. So that's about 1/3 Each Realtors do about 1/3 of a home. Lead doesn't quite make sense. And most Realtors do about five to seven homes a year. And so if you look at those numbers, I think I heard that the top 15% of agents do about 85% of the business. And so, you know, I like to think that I'm in the top of 15% of those realtors. And so that's why I like to say, Hey, this is how much business I'm doing. Because I want you to know that I have the experience to really get you to where you need to be.

Rick Ripma: 32:54

Right and experience matters. And, you know, it's so funny because people a lot of times get, they don't really understand the total experience, if the volume you do is really the experience. If you if somebody came in and they were doing, you know, 70 their first year that's, that's well, if their average is seven to 10. That's, that's seven to 10 years of business that most people do. You learn it so much faster. Besides that, I'll tell you, one thing I've learned from you is you how much you care about people. It resonates out of you that you really, if somebody's looking for somebody looking for a real estate agent, and they really, they need somebody who understands it. They know how this business works. They know how to sell your home, they know how to find your home. But they have the the compassion and empathy and caring. I'm telling you what Brian, Brian's got that he's exactly what you'd be looking for. I just, I just think that that matters a lot. Because as you said, it's such a huge decision for people to buy a house. And it's through the process you had talked about through the process. There's so many things that can be a problem. But some people blow the problem beyond what it should be. And some people you have this, you seem to have a very calming personality. And so you I don't think you do that you probably okay, this is what we have to work on. Let's figure out how to do it. And you've done it so many times you know exactly what to

Bryan Arnold: 34:31

do. And that's it. That's a great point. So, you know, throughout the process, you're not only getting me you're getting my trusted partners, and I think you know over time you learn who is the best inspector who are great mortgage people to partner with, who are the great people that can, you know, fix problems at a good price and give good service as well because those people are a reflection of me, and so that not only do you get me you get those other people To make sure that the transaction goes smoothly, and if there are issues we're going to get through them. And if we don't if it doesn't make sense, you know, I'm, I'm not doing seven deals a year where there's one deal, it means whether or not I could pay my mortgage for the next two months. You know, I am, I have high integrity, I think that is crucial to the process as well is that I am, I'm going to always do what's best for my client. And I, what I make or what my commission is, does not matter to the transaction at all. So and if you read some of my reviews, a client's have attested to that fact where I've done things that are absolutely in their best interest and actually push for those things in their best interest, because that is ultimately what is most important. Yeah,

Rick Ripma: 35:44

I agree. 100%.

Ian Arnold: 35:45

Yep. I know. I mean, and just to hit it on a little bit more, I know you hit it somewhat. What? When you, when you when normal person buys a home, they only buy one, let's say two or three homes? Well, you only see very little when you're selling homes, and you've sold roughly how many houses do you think you've sold? Since you've started? Probably about 300? About 300. Okay, that's 300 Different situations that he's been through. That is phenomenal. I mean, just because he can eat pricing things go every which way now not He probably hasn't seen everything. There's probably that one they got there's still going to catch him quite a bit out there.

Bryan Arnold: 36:26

I don't think any I don't think any Realtors seen everything. There are some wild situations still that

Ian Arnold: 36:31

crazy stuff 300 houses he can look back at and go, Hey, look, this is this is what happened this Austin area or this is what happened was the other one. So that is going on. And then like he was mentioning, if one realtor is only selling one house a year in a been an industry for saying same amount of years, roughly seven. I mean, that's seven homes, seven or 300. I'd rather have a guy that has a lot more experience there.

Rick Ripma: 36:57

Yeah, the experience matters a lot. Personality matters a lot. You have to you have to have somebody you can you can you know you work well with? I think that that's extremely important. And working through issues. I think it's one of the biggest things that you have to do in our industry. Because there's too many. There's too many things that can happen that we have no control over. You have no control over what the house is going to praise for Ryan, right?

Bryan Arnold: 37:24

Correct. No one does no one appraiser there the judge, jury and executioner right.

Rick Ripma: 37:27

And lenders can't even talk to the appraiser, the loan officer. So it's it's strictly what they do it now, here's what I found. For the most part, this is not 100%. But what I found is you have a good solid agent. Usually when you have two agents, a seller and a buyer's agent. They know what the price the value of that house is. And so if it doesn't appraise I found most of the time, they knew it wasn't going to appraise even the buyer knew it wasn't going to appraise because they sometimes they they knew they had to offer that to get the house but they also knew it wasn't going to praise or they said I'm going to pay more I'm okay with that. But we don't have anywhere near the problems with an appraisal on a purchase. Because the agents know what they're if you get a good if you get good solid agents, you have you don't you nobody can tell you what an appraisal appraiser is gonna appraise the house for it, but you have a great idea.

Bryan Arnold: 38:20

Correct. And it's about having that educational conversation prior to writing an offer? Hey, I could say with reasonable certainty this, this house is going to appraise no problem. I can't guarantee that but you know, if it doesn't, here are our next steps. And then, you know, earlier this year with the craziness of the market and how things were going over asking it's about educate again educating clients about what potential options they have, should it appraise low? Alright,

Ian Arnold: 38:49

so now we're where do you see yourself going towards the future?

Bryan Arnold: 38:55

So you know it? That's a great question. Everything is kind of happened so rapidly with the amount of business stats, especially income wise that has transpired in the past two years, that, you know, I hired an admin this year, to be able to get helped me provide the customer service that my clients deserve. When I was on the team, I had a listing coordinator and a transaction coordinator that helped me through the process and that's why I was able to effectively help 77 new clients in that first year. So now that my business has started to expand, I have hired someone I'm looking to make a net another hire in the next couple months. That will help me you know, show homes and help effectively help my buyers. So this is going to be a transition year I think where I'm going to continue to expand. I know a lot of people are worried about where the markets headed. I am I am a firm believer that Indianapolis is more of a bubble than national real estate if rates go to 8% or 9%. Well, that's all out the window. I don't think that's going to happen. And you look at where Indianapolis is positioned in terms of affordability, and the strength of their job market. I am a bullish believer in where this where this market is headed.

Rick Ripma: 40:24

I agree 100%. There's too much there's too many things. Everybody's looking at the market. And they're they're worried and there are areas outside of our ours that may have that there may even be areas, pockets in our area, I don't know, you would know better than I but on the mortgage end. Where rates are going to you know, rates are going to come down. There's they're pricing that into the market into rates already, you know, they're going to come down by the way, they're pricing everything. I won't get into the whole thing. But it's just we know that's going to happen. And rates is part of what has slowed the market down. But it's not really I don't really think it's the biggest driver of slowing the market down. Is it lack of inventory, it seems like lack of inventory is a has been a big driver of keeping the market from doing the full volume is capable of doing.

Bryan Arnold: 41:12

Yeah, so we're doing about nationally, like 5.9 to 6.1 million sales in the last three years. That with the rising rates, it has, I think, forecasts at now about 5 million homes this year. So about an 18% decrease from last year and number of home sales, those buyers aren't gone, those buyers, I have plenty of them that hey, I could not give $50,000 over asking and guarantee a low appraisal this year, what they do, they resign their lease, it's not like that buyers gone, there's still demand there. And when those buyers come back into the market, it's going to deplete inventory more. So the what's what's lacking right now is the number of affordable homes. So these builders are and cities in general are trying to maximize their tax revenue. And these builders are trying to maximize the the amount of money they can make per acre when they buy these homes. So the affordability is still strong here. And what is still very hot is even now multiple offers, even with 7% rates, even in November, you're still seeing multiple offers on homes that I would consider starter homes. So the those homes that look good, we're gonna continue to see that be very, very strong.

Rick Ripma: 42:28

Awesome. I, I agree. I think I think from what I've heard, I actually love to hear your opinion, from what I've heard, they're thinking that as this right now is a great time for somebody to buy a home, even with the higher rates, because all the things that happened in the last six, eight months, which made houses sell for $50,000 over list price made multiple offers, all that all those things that happened have not completely gone away. But they've subsided it's turned from a total sell seller's market to more of a midline market. Is that correct?

Bryan Arnold: 43:06

Yes. So I would still say it's a seller's market. So if you if you are a seller that says I don't have to do anything to my house, because it's going to sell at my neighbor down the streets sold in two hours, you're wrong. You know, it's getting back to a market where hey, I have to put the investment and time into my house to make sure I'm gonna Garner top dollar buyers. You know, it used to be 2030 years ago that, you know, there's one income maybe in the house, maybe two. But now life is so fast paced, people don't have time to move in and paint and read carpet. And I'll go out with a buyer that says I don't want to do all that. And then we'll go to sell their house and like well, the buyer is going to do what they want. Anyways, the truth is no one wants to do anything, so it doesn't want to do anything. buyer doesn't want to do anything, whoever does, it's going to get the deal. So either the seller is going to get more money, they're gonna get top market dollar, and they're gonna sell quickly with the best terms or the buyer is gonna get a deal because they're the ones that are willing to take on that challenge of having to do everything. So I have a client right now that we probably got one well under market value, but on the market for a little bit because it needs some paint and needs a need some work done to it, but they're willing to do that and they're going to make that equity instead of the seller.

Rick Ripma: 44:16

That it's just amazing when somebody knows what, how to work it you can really help your your clients out. We're out of time. We very much Brian, appreciate you joining us. Thank you for having me. And how would they get a hold of you? Can you run through that again? Yeah, so

Bryan Arnold: 44:31

my number is 219-776-0622 and my email is Brian B ry n at listing indeed.com

Rick Ripma: 44:40

Perfect and to get a hold of Ian or i It's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Thank you for joining us. We appreciate it and have a great day.