Guru Carrie Holle with Carrie Holle Group

Announcer: 0:01

Advisors Mortgage Group is proud to present in these real estate gurus hosted by Rick Ripma and Ian Arnold, the hard working mortgage guys, please contact Rick 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.

Rick Ripma: 0:24

Welcome to Indy's Real Estate Gurus. We're recording today from the beautiful studios, right, from visors Mortgage Group studios located in what I call beautiful Carmel, but it's not so beautiful today. It's kinda nasty out there. And I'm referring to the hard work of mortgage guy but in real estate and mortgages for over 34 years helping over 5200 folks find their finance their home, my team, and I believe in custom tailored loans, not the one size fits all approach. We believe there is the best mortgage for you, and we are the team to deliver it.

Ian Arnold: 0:58

And I'm Ian Arnold, part of Rick's hard working mortgage team. I've been in the financial industry for 15 years, helping customers find the best possible financing. I am an expert in working with building people's credit and increasing their overall wealth. Just contact us and we'll be more than happy to help you.

Rick Ripma: 1:15

And as a reminder, for the most up to date information on the Indies real estate market or mortgage market, go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or 317-672-1938. That's 317-672-1938. And today, we are extremely excited to have a huge real estate guru. Carrie, Holly, thanks so much for joining us. Thank

Carrie Holle: 1:40

you. Thanks for having me. Did

Rick Ripma: 1:41

I pronounced the name correct? Did

Carrie Holle: 1:43

Yes.

Rick Ripma: 1:44

That's a first. How about that?

Ian Arnold: 1:47

It was almost like Smith, it was pretty easy.

Rick Ripma: 1:51

And you're the founding agent of composite Annapolis. Yes. And I looking everything up. You're, you're you're like a huge high producing luxury home real estate. That's what that's kind of where your niche is. Yes. And and that's an Indianapolis area.

Carrie Holle: 2:08

Yeah, we're focused mainly in Carmel. But yes, we serve all of Indianapolis area.

Rick Ripma: 2:12

That's awesome. Yeah, you just, you're just it's amazing how well you're doing. I know, you've been, you know, in the real estate industry for a long time. And so, you know, we we'd like to start like before real estate. What, what, what did you Where'd you grow up? You know?

Carrie Holle: 2:27

Yeah, before real estate. I was a kid. Not a lot before real estate. I wasn't. I grew up in the Chicago area, I was an only child ended up going to Purdue as a broadcast journalism major. So I thought I was gonna be, you know, the next chain, Poli. But nobody else agreed with that, because I couldn't find a job. I got one job offer in South Bend at an easy listening station and turned it down two days before I was supposed to start. And I thought, Okay, now now, what am I going to do? And so I had a friend who worked for a builder at the time, polti had just opened, and he was a sales rep for polti. And talk to him and that's how I got into business. That's awesome.

Rick Ripma: 3:23

Yeah. And then and then from there, then you got into into real estate or in becoming a real estate agent. So tell us a little bit about your real estate career, how you got in, you know, you kind of give us a background how you got in, right, you know, what really drove you to become a real estate agent. And then you know, I know you've, you've been in a long time, just kind of give us an idea of your career in real estate. Right.

Carrie Holle: 3:43

So I worked for the builder Crossman communities of 96 is when I started and then in 99 Crossman was being bought out by Beazer Homes. And so I saw that as an opportunity to do something else. We were working, you know working for Crossman was fantastic DeCoster and John Schuhmann just wonderful guys to work for we were independent contractors. We just didn't want to become employees and work for somebody else for corporation. So my husband, Brian Holley, he was also a sales rep at Crossman and we were talking about it and I'm like, let's leave let's go do something. Let's start our own agencies. So we grabbed two other guys from crossmen to other sales reps and met at Joe's grill and fishers. And I had my notebook and a pen. And we brainstormed and we came up with the concept which became easy street Realty. Okay. And so that became that came to fruition right around 2000 and that we were newly married, you know, I knew that we were going to be starting a family. So I always say that Easy Street was my baby, you know, it was my my idea. And it came to fruition with the help of my husband and his two business partners. And then I stepped back and had three boys, boom, boom, boom. And so I thought, I'm not going to go back into real estate ever again. I never thought I'd be a stay at home mom. But when you have three boys under the age of five, there's really no, there's really no other option, right? So I, I stepped out of real estate, let my license expire, and did some marketing on the side for easy street and was a stay at home mom. And then the market collapsed. Then 2008 came and and I had no other choice, you know, they Easy Street had all of these offices that they had opened across the country, all corporate owned, they owned all of them, they had all of this overhead to maintain, they had to keep the lights on and the employees employed. And it was a really, really bad time financially for the real estate and mortgage world. Yes. So I picked myself up by my bootstraps, and said, I've got to get back into real estate, because that's all I know. And I had to take the test again. You're a pilot,

Rick Ripma: 6:48

we're happy about that.

Carrie Holle: 6:49

No, I was not happy about it at all.

Ian Arnold: 6:52

So one reminder, if you may think about losing your license, just don't do it, renew it.

Carrie Holle: 6:58

You know, I'm like, There's no way you know, when I go back to work, I'm gonna open a boutique or I'm gonna do something I really love and enjoy. And, you know, real estate, I always say, you know, once you get in, you can't escape. So everybody was running out of the fire, and I ran into the fire. I got my license got back in and I was essentially a brand new agent, because none of my sphere at the time knew I had been in real estate. I mean, I was a mom, right, you know, with just a mom sphere, playdates and, you know, preschools. And so I really started from from zero and had to completely rebuild my business. That was in Oh, eight. So Oh, eight you've rebuilt your Yeah. So So I started from zero rebuilt my business 2000 What year would it have been? Maybe 16. I always say it was my midlife crisis. I saw an office, I saw retail space in downtown Carmel, and wanted to open a retail real estate office. I ironically, worked at a real estate office all through high school as a receptionist. Okay. Hated every second of it and thought, Oh, my God, how could anybody ever go into real estate and all right. Yeah, right. Right. The irony of it, but and that was a retail space. And there were always people in and out and people looking at the this was in the Chicago area, people looking at the listings in the window, and I thought, you know, nobody's doing that here. Let's do it. I love Carmel, I live in Carmel. It's such a vibrant, walkable area. That's, that's what I'm going to do. So I had a lot of pushback on it. A lot of people saying that's a dumb idea, that's gonna fail, you shouldn't do it. And for those who know me, well, they know that that sets me on fire. Now I've got something to prove. So that's when I started my team, the carry ally group. And we have continued work, we've continued to grow and evolve over the last eight or nine years.

Rick Ripma: 9:27

Awesome. You know, I really like that. The pictures in the windows and things like that, because that it reminds you and I think that's what you know, you and I both been on the Carmel planning commission. So we have a good idea what Carmel is trying to establish, and it just, it makes it quaint.

Carrie Holle: 9:46

It does, and, you know, we're on the front line. So when somebody visits the area, they're always in the Arts and Design District. And so, you know, we hear all the time oh my gosh, I had no idea this existed or or I never would have expected something like this in Carmel, Indiana. And it's just it's almost like we're the Welcome Wagon when somebody visits the city because they stopped in the window. They want to see how much real estate is. Because it's it's almost like a utopia. You know, it's clean. It's safe. There are flowers everywhere. And so, yeah, it's been fun.

Rick Ripma: 10:22

It's beautiful down there.

Carrie Holle: 10:23

It really is.

Rick Ripma: 10:24

I mean, we're not going out of downtown Carmel. Yeah, it's really nice. And downtown Carmel is a great place to visit. It's a great place to work. And yeah, I think there's lots of people.

Ian Arnold: 10:35

More coming here soon. One thing I drive by your office every day, going home, from what from here. So I noticed that you have those printouts and on your window. And I before we even talked, I was like that That's brilliant. I mean, if restaurants can do that with menus, people just walking down the street can just easily stop. Just look, even if they're not interested right now. Or they see that. You never know when that when Mama sees the house she likes she wants to buy it. So you're not gonna tell her no on that one. So I think that's brilliant.

Carrie Holle: 11:09

Yeah, it's, it's, it's been interesting, because, you know, people said, Well, why would you spend the money on a retail space? Why don't you just get an office? And the investment? You know, we get people who walk in and buy houses. I mean, that is that that is a thing. And so if I'm going to do it, I'm going to do it. And that's why I wanted to be right in the heart of the district.

Ian Arnold: 11:37

And how would somebody get in contact with you? Easiest way?

Carrie Holle: 11:41

Well, they can call me. Do you want me to give?

Ian Arnold: 11:46

Oh, do you want I want to give you a phone

Carrie Holle: 11:52

my phone number is 317-339-2259. Or you can reach out via email Carrie at Carey Holly group.com. Or you can just stop in my office 110 West Main Street, right next to Monterey, coastal cuisine.

Rick Ripma: 12:08

right downtown

Carrie Holle: 12:09

right in the smack dab in

Rick Ripma: 12:11

the heart of Carmel, Indiana. Yes, yeah, that was my fault. Because normally I tell people, you know, to give their we're going to ask to have you put get your number out there because I think it's important. Yes. And we think it's important that people remember it. So it's 31739393173392259 Correct, right? Yes, perfect. And if anybody has any real estate questions or needs she's the person to call. Especially the luxury that's your that's kind of your specialty. So after the break, we're gonna get more into that specialty and what sets you

Ian Arnold: 12:45

great, but will will will read No, we get we gave him apart she got her information out now we gotta get ours. Alright, contact Rick or I go to HardWorkingMortgageGuys.com That is HardWorkingMortgageGuys.com or call us at 317672193 and after the break, we'll find out what is Carrie superpower

Unknown: 13:10

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

Rick Ripma: 13:18

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

Unknown: 13:27

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

Ian Arnold: 13:32

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

Unknown: 13:37

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: 14:01

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

Announcer: 14:14

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

Ian Arnold: 14:27

welcome back to the break. So before we get to what is your superpower? We'll go for question that week.

Unknown: 14:34

Now it's time for questions with the gurus.

Ian Arnold: 14:43

And the questions we can sponsor by Hey, it's Rick and I, the hard working mortgage guys will fit your mortgage to fit your needs. Whether it's a refinance or just a purchase, call us today. We'll put a mortgage plan set for you. Carrie, here's the question And what was your first car?

Carrie Holle: 15:03

An 86 Camaro. I'm not messing around. I get a lot of a lot of teasing about that. And in the 80s, remember, you know, this was in 87. And I had the perm, and Def Leppard was playing. I was awesome. So see what you will. But back in the day, it was awesome. Yeah. Was it a convertible or hard time? It wasn't everybody's like, Oh, did you have T tops? No, I did not have T tops. It was just a normal.

Rick Ripma: 15:39

Well, you didn't want to ruin your perm? Well,

Carrie Holle: 15:41

exactly, you know, we had the awkward that that thing would have held in place. But

Rick Ripma: 15:47

the other one, I just don't do hair. Any convertible? And then I get burned. Yeah, that's about it. So we did want to ask, what are your What are your superpowers? Or what is your superpower?

Carrie Holle: 16:01

Oh, I just demand excellence of myself and the people who are around me. So I always want to win. I always have I'm ultra competitive. And so I do whatever it takes in everything I do to persevere and try to be the best I possibly can be. That's just the way I'm wired.

Rick Ripma: 16:29

And it shows because you're doing huge numbers. And you know, you said, you know, you're really focused in the luxury end of our industry. So tell us about that. I heard you had a pretty good sized house for sale at one time. I don't.

Carrie Holle: 16:43

Yes, I did. Well, yes. Tony Stewart, racecar driver. Yeah. So that all kind of correlates to my most recent move. I left high guard well, so easy street transitioned into high garden, okay. My husband is still an owner. And he has two business partners. And and I made the move from Highgarden to Compass, which is a national luxury brand. They are, you know, I had been following them for years. They are you know, they went to all the pretty places. So they were in Beverly Hills and Aspen and, you know, the Hawaii and just all the pretty places. Well. So yeah, so, so what happened, I had been looking to leave my last brokerage for quite some time. So I had been looking at maybe possibly buying a franchise, I had been looking at just maybe going out on my own and starting my own boutique brand. But nothing really satisfied me nothing was impressive enough for me just have to go through every everything there is to move. And then compass, somebody called me and said, compass is coming to Indiana, and they want to talk to you. Awesome. So I, you know, I thought I'm going to sit down with them. And it's going to be more of the same. And I'm probably not going to be impressed with them. Just like I haven't been impressed with anybody else that I've spoken with. And they left and I, you know, I was with one of my other agents was sitting with me. And I was like, Oh my gosh, well, you know, we found her I think we found her home. So, you know, there there were a lot of there were a lot of rumors swirling as to why I left Highgarden and when to compass. And I mean, I've heard everything from the paid or a million dollars to join compass would have been nice. I said, Was that an option? I mean, I would have pushed for that I would have pushed for that. I had actually go on Facebook and say no, my husband and I are not getting a divorce. Because coincidentally at the same time we were selling our house and had bought another one. So a for sale sign went up and then I announced I was joining compass. So no, we weren't getting a divorce. I had, you know, I had been looking for awhile. You know, I was I wasn't growing. It wasn't the it wasn't the brokerage or the brand for me. And I'd known that for the last two or three years. Our brands were misaligned. I needed a brand who could support me and provide me with just the education and resources to sell luxury real estate. And that's that's what I found encompass. And so an example of that is so I get this tony stewart listing. And it was so funny because I got a call from it was secret. They said we've got this high profile seller in southern Indiana. And and he wanted, they want his camp, his business manager, they wanted to interview me. thorough background check. I mean, you've got to be very careful with these high profile clients that they're no, you know cuckoos in the mix. So I thought it was John Mellencamp, I'm a big fan of his music. That would be cool, because like Who else lives in southern Indiana, right? And then I find out it's Tony Stewart, and I know nothing about racing. And so are your race car? Oh, yeah. So So I went down, I drove down to Columbus to meet so a series of interviews, I got the job, which was super thrilling. And I go down to Columbus to meet Tony and see the house. And, and, you know, and I wasn't starstruck because I, I, you know, I don't that's I don't know much about Tony or NASCAR. And so I spent maybe eight or nine hours with him that day, because, right, it's this giant house, but really, it's a large chunk of land and in a deer breeding facility, and there's deer, and there's elk and wild turkey. And so most of that was just driving around looking at the animals and learning about the whole facility. And then we ended with a tour of his workshop garage, which had all of these significant cars, race cars, in, you know, NASCAR history, right? And, and I tell the story, because it's so you know, and then we even went to lunch. And he had a buddy with me, put me in the passenger seat, and we're in this big dually. And we're on county roads, like we're in the country, and he floors that, and we go airborne, like, he just did it for fun, and that he looked at me to get a reading. That was awesome. I do love cars, I know nothing about that stuff. I

Rick Ripma: 22:20

do love fast cars, and you know, he can drive, you can drive.

Carrie Holle: 22:23

And so I think he was testing me like is this girl gonna, you know, be able to hang with us. So. So he's giving me this tour of all these spectacular cars. And I'm thinking it's like five o'clock at this point. And I'm like, I know, I passed a taco bell on the way. I am so hungry, like my husband was like that people would have paid 10s of 1000s of dollars for that day and that experience, and all you can think about is a nacho Bell Grande. And I'm like, I was there to you know, to assess the house of the property. So it was a fabulous experience. But to circle back to the luxury part of things. So I get this listing. And I'm like, What do I do with it? How do I market it, you know, who are the buyers. And so compass, this was really, maybe my first three months and to working with Compass. So I didn't know what I didn't know yet. And their luxury division reached out to me and said, we've created a whole marketing deck. We've actually had the marketing department out of LA and the marketing department out of New York each create marketing decks to compete to see which one you like the best. So they came up with logos and websites and swag, and all of this beautiful, gorgeous marketing material. And I pick the one that I liked the best. And then they took it in they ran. And they told me, we're going to try to get you the Wall Street Journal exclusive. And I like what I can't even believe that's a thing. So they said, you know, you have to get the Wall Street Journal has to break the story. And then all the media, all the other media outlets will pick it up, but they've got to break it. You can't list it, they've got to break it. So they broke it. We I'll never forget we were all in my office. We were like jumping up and down and crying. It was just like such a significant like, we can't believe this is happening, you know, to get the front page of the Wall Street Journal. That's awesome. And then it was a media feeding frenzy. So then, you know, people Us Weekly New York Post A LA Times mansions global Robb report, you name it TMZ like I was on a week after I listed it, I was on a college tour with one of my sons. And I had to like step out of the building because I had to do a quick interview with TMZ like craziness. And they, with their, you know, support with Compass doing this all behind the scenes for me, we got like, over 650 million organic, unique views. Wow. It's got it's got to be some kind of record. Yes, that's it, I mean, 650 million. So that speaks to why I'm at Compass. And that only has helped me propel catapult my luxury side of the business, because they have the resources to allow me to do that.

Rick Ripma: 25:59

Yeah. And they know what to

Carrie Holle: 26:00

do. They know exactly what to do. And I've never felt I will tell you, you know, I'm in all of these networking groups, elite groups that I've been asked to join, representing the state of Indiana that I've been offered through compass, not only compass affiliated, but others as well. And we're so insulated here, we don't i is having done this my whole life, I had no idea. Talking to some of these agents and other parts of the country. What happens in the real estate world, and the marketing they do and the customer service they give and the businesses they run, you know, we were ecstatic to do almost $100 million, and in business and 2022. But the people that I'm networking with are doing a billion dollars in a year. So what I'm learning enables me to grow my team, which I look at as my own business. Just it's been, it's been so exciting for me.

Rick Ripma: 27:19

Yeah, I've noticed. Because I've worked with people in different things helping me out of California. And it really out of LA that area, because of the movie industry there. They look at things completely different. They have ideas that I mean, they're just so foreign to me.

Carrie Holle: 27:40

Well, that's funny, you should say that because one of the groups I'm in is the sports and entertainment division. I was accepted into that because I, along with Tony have some other high profile clients from the past. And, you know, I'm talking with these people, and this is their bread and butter is select the sport, you know, some of them are helping every single person on the Knicks, you know, and on the other side of the country. I mean, it's you know, the Kardashians, really. And so unlike we're in Indiana, and we don't have a lot of that, but what I can take from that is what are you doing? It's all relative, right? Yeah, what a $20 million houses for you as a $2 million house for me, so I can use the skill sets that I'm learning and how you're dealing with that clientele and scale it to Indiana.

Rick Ripma: 28:40

So if somebody has any questions on real estate, especially with luxury real estate, what is the best way for them to get a hold of you?

Carrie Holle: 28:46

Call me at 317-339-2259 or email me at Carey at Carey Holly group.com

Rick Ripma: 28:55

to get a hold of the NRI it's hard working mortgage guys.com That's hardworking mortgage guys.com or 317-672-1938. That's 317-672-1938 and we're getting ready to get radio side. Join us on the podcast

Ian Arnold: 29:11

in these real estate gurus.

Announcer: 29:16

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 have brunch NMLS number 33041 Recruitment NMLS number 664589. Ian Arnold's NMLS number is 1995469 equal housing opportunity some restrictions apply.

Unknown: 29:40

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 who Whoever I could speak to, I got their number and everything seemed to be exactly what I was looking for. So I went with them. The thing I liked the most about Rick and his advisors mortgage is that I could go and upload things online. And I didn't have to always be on the phone with them or sending them documents or trying to look for certain things that I needed to get the process going, which was really great for me, I had a processor named Mark Coleman, who really helped me out in making sure I had everything I needed. Because I, I didn't know the first thing about having a mortgage. So it was awesome to have so much help. I think probably what I've benefited from the most is really just the understanding that sometimes I would get busy. And maybe I forgot to upload a document or I forgot to do a certain part of the process in a timely manner. And they would get right back with me. And it wasn't like a, hey, we really need this right now. It was always, Hey, just wanted to make sure you still remember that we need this. Well, you don't get that too much. In this day and age, it seems like most people are either, you know, very demanding of something they need from you. And they need it right now. And, and I agree. I've seen that in Rick's attitude with us over over the last 10 years that he's very patient, but also helpful to get the right things he needs. So, exactly. In conclusion is Rick Ripma and advisors mortgage, somebody that you would use in the future and or tell your friends and family about? Absolutely. And I just want to thank them for all the effort they put in to help me find my dream home.

Announcer: 31:31

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

Ian Arnold: 31:42

All right. Welcome back. And if you came from the radio, you chose the right spot. So I put the chapter in the right spot. I did a good job. Yeah. So Carrie, you're talking about your team and everything. And I always like to. So what does your team even consist of? Well, it

Carrie Holle: 31:59

has certainly been an evolution. We talk about it all the time. It's all female, not by design up. See they won't hire you right now. No Boys Allowed.

Rick Ripma: 32:12

We've tried a couple so I'm not any good. We've

Carrie Holle: 32:14

tried a couple of boys. We've tried a couple of boys over the years men. But with so much. You know, so many women in the in the room, it just doesn't seem to work out well for them. We've got we've got a really, really well oiled machine now and a fabulous team. So we've gotten a lot better at hiring. We're hiring a lot more slowly firing a lot more quickly, which has definitely helped us. And we've got you know, somebody who comes to work on my team, it is hard core. I mean, if you are not up for the job and ready to devote 60 hours a week to building your business, then you're not for us. So I have a Director of Sales who I employ, and she's been with me from the beginning. And she manages this. She manages all the girls. And she has we've, we there's so many things we do We've got weekly accountability, individual accountability meetings, where she goes over, we follow the 12 week plan. I don't know if you've ever heard of that. So we've got our three goals. Each agent that's what we did this past week, we had, we start our calendar year, our goal year in December, because whatever you sell in December, closes in January. So we go from December to November. So they each have their individual GCI, gross commission income goals. And so to get to that goal, we say what are your three main goals to get you there, and then all the action items for that those so those three individual goals are constant through the 12 weeks, and the action items change every week. And we designed them specifically with each individual agent because you know, you're going to have a different spirit than I have. And you're going to have a different skill set than you have. And so it's very individualized to help build each person on our team build their brand so they can grow to be rock stars. They don't have to hide behind my shadow. We're called the Kerry Holly group because that's what we're called. That's what I originally named it and so that's what we stick with but they can be a superstar on their their own right and we help them build their businesses to be stars and make tons of money.

Rick Ripma: 34:52

If you do the right things, which is what you're doing. You asked about the 12 week here I'm actually in a program every Saturday I meet with my coaching program Um, and we're going over the 12 week year, and that in there, they swear by it. That's, that's been

Carrie Holle: 35:05

a game changer. Because if we would have, you know, or we would have our 12 month goal, and then if you start getting behind you feel defeated, and then you give up. So what happens is like, today, before I came here, I erased the board, because March 1 starts our new 12 weeks. And so it's anybody's game right? Now, they can beat me, you know, it's anybody

Ian Arnold: 35:28

can beat Carrie Holly.

Carrie Holle: 35:32

Probably, they can track. But you know, they they get they get their name on the board when they have a sale. And then, you know, it's just, we're very goal oriented, goal driven. And every single member of my team right now is just a beast. I mean, they're like, oh, so smart. And they work hard. And it's the best team I've had.

Ian Arnold: 36:00

So what did you learn the, like, a type of question or something when you're interviewing somebody to try to weed out? The certain people?

Carrie Holle: 36:10

Um, well, I asked them why they want to, I take a lot of new agents, because it's easier for me to mold and form and teach them it's hard to teach an old dog new tricks. So for me, teaching somebody who's new, works better. Because we're so regimented in my office. So the first question that really gives me an idea is why real estate? Why do you want to be a realtor? And if I get an answer, I love homes, and I love decorating. And, you know, that's, that's a, that's a big red X for me. I love you know, the flexibility it gives me at, you know, that's a big, big red X for me. So I'm looking for people who maybe have had sales experience before, this is a sales job period, homes are irrelevant, honestly, we're selling a product worse, we're finding the leads, and we're converting the leads, and we're giving the leads customer service. Houses are irrelevant. As far as I'm concerned, you've been in one, you've been in a million. So it's really very little about houses, I want to help somebody obtain their their dream, let's let's really get down to business here, you aren't, you get into this job. Because it's a hard, grueling, stressful career to make money. And so that's I want somebody who's competitive, who's motivated, who's not who can persevere, we give them personality tests, we give them the DISC profile test, we want to make sure that they fit in with our group, that they have the personality to be tough, and not give up. Not be overly analytical, because that can kill you in this business, not be too willy nilly, that will also kill you. So and we can't have too many, you know, high D's. You know, I mean, I think I'm probably the only high D in the office. And that has to work that way. In a group of women, you can have a bunch of bulldogs in there, telling everybody what to do. So because of all of these things that we've learned, we've all we've learned from our mistakes. I mean, all of this has happened, because it's been years of failing, right, we keep failing. And every time we fail, we improve. And so that's why I say I think we've got a well oiled machine working right now. Because we know the chemistry, we know the personality profile. We don't always get it right, we may think we get it right. But that's why our team is just improving and improving.

Ian Arnold: 39:04

That's awesome. I liked that you go through the regimented process. Because a little while ago, Rick and I were told that I guess 90% of Realtors fail in the first three years. And that's shocking. But when you set somebody's expectation, and especially if new people like you said you mold them from the get go. And I think that's huge, because I've worked at other companies that they did the same thing. They don't hire new,

Carrie Holle: 39:29

well, I have to be very transparent with these girls and say, it's going to be a while before you see a paycheck and you're gonna want to give up 1000 times. And we have to give them so much love and support and say you're gonna do it, you're gonna do it like keep going, keep going. So we drive them and we push them and we keep figuring it trying to figure out their puzzle for them. But still giving them love and support. Like we're not going to let you fall you're not going to fail. We've got you, you just keep doing the things that you're doing. Just give it you know, just keep going, keep going. And, you know, this this last 12 weeks, every single agent, aside from two brand new agents met their goal, that's awesome, which is insanity. And they're all new. I mean, I've got a pretty young meet young, meaning newer agents to the industry team. And man, they are on fire. So we're, we're really excited if you

Rick Ripma: 40:34

if you work, and you do the right thing. And you consistently do that, you become successful.

Carrie Holle: 40:42

Most people don't. However, most people don't like to work. I, you, we were talking about this before we went on air about having a hobby, my I work. And I don't get when people don't, and my husband has told me 100 times, they are not you like Stop, stop expecting them to be you like you are something way out there. You can't, can expect that everyone's going to want to work 60 hours a week and enjoy it. You know, like, I work for fun. You know, when when the day settles, and I'm, you know, sitting in bed, watching the Real Housewives, I have my laptop up. And I'm researching and I'm learning and I'm figuring things out. And it's because that is my passion. That's what's fun for me, but not everybody who goes into real estate, not a lot of people have the passion for real estate. And I think that separates the good from the Great.

Rick Ripma: 41:42

Yeah, is having the passion. It's just it's just so valuable to have a mentor or have mentors, which is what you're you've set up there you I'm sure your team or mentor each other. But then they have you for a mentor. And I'm sure you had mentors, and that just is really valuable. But all that aside, if you don't work, you know, and you don't and you don't know what the right things are you can't be successful. And so many people, I think fail, because they won't put the effort forward. And I think some of the problems people run into, I think it's why you don't have and I'm not a sports person. But I think it's why these great basketball players or football players, they can't coach because they can't put up with somebody who won't put the effort forward that they put

Carrie Holle: 42:27

they don't get it. But yes, but what we've also found over the years is that some people just don't have the skill set. You know, I mean, I can teach you I can lead you to water, but I can't make you drink. And so sometimes there's just a disconnect with people. They're working their butts off. They're working so hard, but they're still not getting it. And sometimes, I mean, we've had these hard conversations with some of our agents like this business is not for you. Yeah, it's just not clicking. And that's okay. Like, find something that does click.

Ian Arnold: 43:02

Yep. So I always love this question. What do you think your most memorable deal was?

Carrie Holle: 43:11

The most memorable deal. I have seven grazie deal. I don't know I've had so many of them. I don't know if there's one I can pinpoint particularly.

Ian Arnold: 43:23

That's alright. The Tony Stewart one was good. So I can't really

Carrie Holle: 43:26

that's a good one to kind of what I thought. Well, that was memorable. But I already talked about that. So

Rick Ripma: 43:33

no, i That's why Yeah, I thought well, that's a question we ask everybody gets valuable. But

Carrie Holle: 43:40

well, we'd be the Tony, Sarah.

Ian Arnold: 43:43

All right, then how do you get through roadblocks?

Carrie Holle: 43:47

Oh, I you know, I think it depends with the roadblock is if it's a if it's a roadblock that I've never encountered before. And I don't know how to handle it. I seek guidance. And that, again goes back to me having now this national network of exceptional agents that I can reach out to so I had another very expensive listing on by a local builder in town, and we had it listed for $6.9 million, and we're not getting any traction on it. It was clearly overpriced, but I was working with a seller who wouldn't budge and so there's only so much you can do if the seller won't work with you. So I was just really trying to think outside the box and I knew that some of these agents who I've spoken with in the past had done like a like an auction. So I we interviewed some auction companies but then I reached out to there's a high profile agent out of aspen who I know and there were a couple other agents who I knew used for these rare really high level, expensive listings, Sotheby's concierge auctions. And so we put the house in an auction. And but I never would have known that had I not? Again, you know, have have communication with these other agents across the country that I never even had heard of that I auctioned to me signifies the distressed property. Right, you know, but auctions in other parts of the country are these exceptional, unique properties. And then you get people, these high net worth individuals across the all over the world bidding on these properties. So that I seek I seek out that, that knowledge if I just don't, can't figure it out.

Rick Ripma: 45:51

Yeah, I'm guessing you have a lot of the knowledge because you've been doing that you've been in the business a long time, you've done a lot of variety of different parts in the business. But it's great that you have such a great network because, again, it's amazing when you talk to somebody, they I'm sure when they talked to us, they they learned things from us to you talk to somebody in different parts of country, they do it differently. Yeah, which can give you great insight and what you could do to?

Carrie Holle: 46:17

Well, like I said, we're just very insulated here. We don't know what we don't know. And that was part of my I felt like I was stifled until I joined campus. And then my world opened and exploded. And so that's been really, really, especially at this point in my career, you know, I'm 51 years old, I've been doing this since I was 23. To learn these things, and be exposed to these things that I haven't been all these years, it's just like, it's given me a second wind. It's just been. It's been amazing, amazing. It's reinvigorated me, because I'll tell you, it's really hard to be in this business. It's, like I said, it's just, it's grueling, and it beats you down. And so this has really given us a big spark.

Rick Ripma: 47:09

Let's talk about that real briefly. Because I think a lot of people out in the industry look at real estate is easy. They see it on TV, it's, you know, it's it just is, but the reality of real estate is much different than what most people have in their mind just going out looking at houses and having fun, right?

Carrie Holle: 47:27

It's nothing what people think it is. And, you know, it's also frustrating to me too, because we are not very well respected. I think in the in life in general, when you tell somebody, you're a realtor, I mean, they're like, you know, we just don't get a lot of respect. It's like, anybody can be a realtor type deal. And that really, fret frustrates me like crazy, because I'm like, You have no idea what I really do. I had somebody make a comment to me once, like, oh, we went to an event and there were a lot of people from the city who I knew there and a friend was with me, she's like, Oh, everybody's coming up to talk to Carrie, they need their toilet tightened, you know, in the inspection. And I was like, it was so insulting, you know, and I'm like, You have no idea what we have to deal with and what amount of i The amount of items that we are always talking about the legalities of everything we do. Everybody's so litigious. Every time we blink, we could have a lawsuit or our clients could have a lawsuit. The amount, the amount of, of information that I have collected in my career is staggering. And I think, you know, especially when I go into to a listing appointment, and they start negotiating with my commission, it's so insulting for me. Why do you think it's okay, do you have any idea what I'm going to put into this? Do you have any idea that kind of money that I'm going to spend on your behalf with it before I even get paid? It's insulting and frustrating to me that we're not more that we're not better respected in this industry, because people just see what they see on TV and these, you know, girls flitting around, and they're spandex dresses and driving their hot rods and you know, making $100,000 for putting an open house sign in the yard. Well, I will tell you that most of those people don't sell houses, barely any. And secondly, that's entertainment. Right? That's not the nitty gritty. This is a hard, hard seven days a week I have never had a vacation. never gone on a vacation where I could enjoy it with my family without being connected to my phone ever. Not even when I travel overseas. He's, I've got doesn't matter what the time differences I have to answer the phone. It's, it's not for the faint of heart. It is not it is not what anybody sees on TV.

Rick Ripma: 50:11

No. And that's why I wanted to talk about it. Because I think that's very important. And I also think, you know, I'm not a real estate agent, but I can tell you from having this show, and having so many phenomenal agents on that they everybody to a person is not only a fantastic real estate agent, but much more important than that. They're fantastic people, they care, they care about their customer, they bend over backwards, and really more about their customer than they do about any commission, they know that commission will come they just take care of the customer, just like you said, you spend a lot of money, trying to get it going, and you're trying to sell a house before you ever get paid. And it may or may not come back, right? I don't know.

Carrie Holle: 50:55

And you know, and I think a lot of us who have been in this industry for a long time and do you know, good production, I mean, we don't, I don't calculate my commission, I don't go into a listing appointments, and say, Oh, my gosh, I can make this, I'd never even calculated Toni's commission. Because you don't have, if it's not close, you don't have it, you know, and so I never ever look at a transaction with $1 sign. But what I do do is say my time is worth something, and my experience is worth something. And I am better than discounting my commission because you feel like you need to get a deal for me.

Rick Ripma: 51:37

Yeah, and I think sometimes the people just don't like us, they don't get it, they don't understand what it means to have somebody with your experience and skill. And you're the backing that you have, and all of that matters. And and will end up making them more money. Absolutely. So they it's not like they lose money by doing that. And I understand how, why people do it. But I think if they really understood they, you know, you pick the best person, right, who's gonna sell it and do the best job, not only do you sell it for more money, you make it easier, you take down the stress,

Carrie Holle: 52:14

I'm very, very, offer very high level of concierge service. Because I always say when I go to a store, or when I have a service provider, I don't want to I'm so busy. Just do it. Right? Give me an exceptional level of service, and I'm yours forever. That's I would much rather spend, you know, 20% more on groceries, because I'm going somewhere that's clean, and they helped me and they know me by name. And, you know, for me, you get what you pay for. And there's an I try to offer that to my clients I want to give them especially since I work with, you know, high net worth individuals most of the time. I know they they're like me, they want a high level of service there shopping at nice stores because they want to be taken care of. And I appreciate that. And so I take care of my clients. I agree.

Rick Ripma: 53:10

And if somebody needs to get a hold of you what is the best way Carrie

Carrie Holle: 53:15

317-339-2259 or Carrie Carrie Holly group.com That's

Rick Ripma: 53:21

for any real estate needs. Get a hold of Carrie. And you know, I'm sure that you do high end the high high luxury homes. But do you have team members if you get you know that can help? Pretty much any any right? Yeah,

Carrie Holle: 53:34

I just I don't only do luxury. So yes, I if I can't personally serve someone, one of the agents on my team can But normally if you call me directly, you'll get me.

Rick Ripma: 53:49

Okay, so call 317-339-2259 Carrie Holly, and thank you so much for joining us today. We appreciate it.

Carrie Holle: 53:57

Thank you. Thank you for having me. It was fun. It's phenomenal.

Ian Arnold: 54:01

And reminder if you have any friends family or coworkers looking to buy sell refinance, please contact Rick ri at hardworking mortgage guys.com That is hard working mortgage guys.com or 317-672-1938 1767

Rick Ripma: 54:16

to 1938. I didn't want you to

Ian Arnold: 54:18

forget I wasn't gonna forget it. I'm surprised you had that memorized. So well.

Rick Ripma: 54:21

You know, all numbers are hard to remember in today's world.

Ian Arnold: 54:25

That is true. All right. Well, thank you for joining us. Have a great day.