Guru Claire-Anne Aikman with The Point In Real Estate

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'sHardWorkingMortgageGuys.com Now here's the hard working mortgage guys, Rick Ripma and Ian Arnold.

Rick Ripma: 0:25

Welcome then these real estate gurus we're recording today from the beautiful advisors, Mortgage Group studios, isn't it beautiful?

Claire-Anne Aikman: 0:31

It is spiffy a swanky, new in swing.

Rick Ripma: 0:34

Awesome. And I'm rip rip of the hard work of mortgage guy. I've been in real estate and mortgages for over 34 years and I've helped over 5200 folks 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. And I'm Ian Arnold part of Rick's hard working mortgage team and I've worked in the financial industry for 15 years, helping my customers find the best possible financing. I work with you to build your credit or increase your over or your credit score. My passion is helping you build your financial security and your financial wealth. And as we get started, I wanted to remind you for the most up to date information on Andy's on mortgages or in his real estate market go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or call 317-672-1938. That's 317-672-1938 I think my voice broke there. I don't It's all right. You're hitting that time. 1314 years old, right? Yeah, like for the seventh time or something. We are very excited today to be talking with real estate guru. Claire and Ackman

Claire-Anne Aikman: 1:46

Aikman Joy eek man Come on, like Troy but without the funding.

Rick Ripma: 1:52

Well, I understand that so you can now you know already know something about me. I'm not a sports.

Claire-Anne Aikman: 1:57

I'm really not either. So that's okay. And we

Rick Ripma: 1:59

know he is, you know, so it's Aikman, Aikman Do you that I can pronounce a very, very rare I can pronounce a, you know a word. So I'm very happy about that. And, and you, you're very, very successful. That's why we want you on the show. You're a guru. And we want to let everybody know, today you're going to reveal on today's show your superpower, and how it makes better buyer and seller experiences. Thank you so much for joining us. We really appreciate it. Thank

Claire-Anne Aikman: 2:31

you for having me.

Rick Ripma: 2:32

And I'm gonna let Ian get started. So the most important thing, how did you actually become a realtor?

Claire-Anne Aikman: 2:39

So I became a realtor. Because ultimately, because I had a lackluster experience with an agent. years back, I had rental properties, and I was selling them off. My husband and I, when we met, we went to sell his home. And that particular agent, just we I just didn't know what I didn't know, at that point in time, I'd never I'd never sold a residential property, I'd been buying them but I hadn't sold any at that point. Everything was coming at once and I was in the properties that I had that I was moving, we're moving quickly. So it wasn't, was that it was at a credit point in the market. It was you know, 16 years ago, so houses did sit. But this agent in particular, I would ask questions, and they would be dismissed. And I thought, well, maybe I'm just not asking things properly. And it just made me it just put a bigger nugget in my head to say like maybe this is something that I should be doing. At that point in time I was staying at home I had gotten out of distribution management, which I had been in for years. And it was when I had my kid and I stayed at home and and I just felt like I needed to do something I didn't know what that something was. And it just kept coming back. People kept saying you should really go into real estate and I had a couple of agents that I had worked with it said you should really go into real estate and so I thought you know maybe I'll go into real estate and that's ultimately what I did. And I model how I particularly work with buyers helping them find things like everything that he that was not done with that agent. I make sure get done with who I'm working with both buyers and sellers.

Rick Ripma: 4:15

So how'd you actually get started once you decided that's what like, what was your game plan

Claire-Anne Aikman: 4:22

my game plan it's funny you say that? So I got into the business and my game plan because I read a lot so I read everything about you know investing for Dummies how to buy a house for Dummies how to sell a house for Dummies how to be a realtor for Dummies, anything in that genre. I read it and I created a task list for myself, which was kind of manic. It was every item that that was said that you should do as an agent was listed. And then I had one for each month and then there was 30 some squares going across the page 31 for those months that it pertained to, and my goal was Have at least 15 checkmarks in each category across the page for a year, so it was a little bit much. I didn't anticipate making any money. So people see my numbers now. And they think like, you do so well, well, it was a year of grind. My philosophy was that if I do all of the tasks, and and I make myself do the ones that I'm even uncomfortable with, and I do them and I choose the top five, that I just love, and I run with that. So that's what I did. And I remember at one point in time, I was being recruited by another company when I was with somebody else. And they said, you know, well, what are your goals? And this was my first year, and I said, my goals are to not make any money. And he looked at me, and he said, What? And I said, Yeah, and he's like, Well, how are you? I said, I'm right on track. Because it's not I didn't have, I didn't have a grandiose plan, my goal was, figure out what's gonna work for me, and then just churn it for me. And that's what I did. And it's worked ever since.

Rick Ripma: 6:04

So what were what were some of the, like, maybe the two or three, most, the things you really didn't like to do, but you made yourself doing, when you start, you

Claire-Anne Aikman: 6:14

know, door knocking and phone calls, okay? I am very much a, I like things to happen more organically having somebody call me, especially now, like I pick up the phone, I expect it to be like a client, if it's a if it's a solicitor, I'm kind of put off like, you know, I'm, and they want to talk and talk and talk. And I don't necessarily have that kind of time. And so I approach it from everybody's busy. And I don't want to take somebody's time like that. Now, if I do a soft reach out, that's different. And then I'll follow through, you know, they're there, you know, set up a time to talk rather than just take their time. I don't like taking people's time. But if we have an agreed upon time to talk, then that's different. So I would approach it, you know, how do we get time to talk? And I make it you know, it's always low pressure, no pressure from me, I don't. And I tell people that I'm not coming in here with the mindset that you must sign a listing agreement, or that you have to hire me or bring me on as your buyer's agent. It's, it's a conversation is how can I help you because I truly believe that if I'm reaching out to you, like I can help you. So if it back in the day, I would reach out to expired, and I could see things that, you know, could have been done better. Chances are great that I showed that home and it didn't appeal to my client, I can bring that to the table and say, you know, if you had just done these things, you know, we would have bought it and help them along. And so I come at it from a point of I'm not reaching out to you, unless I really believe that I can help you and not a scripted I can help you but I like I can help you. And that's and so the door knocking and the phone calls were things that I made myself do. I did not enjoy it. I got cussed out a lot. But I just persevered. Because the other thing that it does when you get rejected and you You're made so uncomfortable as you become more comfortable and then the noes don't mean anything, right? Because there's always somebody else. It's you know, there's a kajillion agents running around Indianapolis, there is plenty of homes and activity for everybody.

Rick Ripma: 8:15

Right? Yeah, I heard somebody say the other day, and I think it's, it's a great way to look at it. When you're doing prospecting like that. If you have no expectations, then you can't you don't it's not hard because you don't have any expectations.

Claire-Anne Aikman: 8:31

I have no ego in it. There's nothing out you will not hurt me by saying No, I'm okay with that.

Rick Ripma: 8:37

Okay, so you did those, those two, which you didn't like doing it on? I'm guessing you don't really focus on those anymore. Correct. But so what are the ones that you said, Okay, these are the ones I really like, what are those five things or three, four or five things that you do that you that's what you really like, that's what you're really good at? That's what you focus on today.

Claire-Anne Aikman: 8:58

So my number one discovery was open houses. So I love open houses. And when I was with a different brokerage, I set the record for open houses, the requirement was two year and one year I did 101 Wow, or not to a year to a month. And one year I did 101 And it was and it was only because because I'm competitive with myself, the year before. It was November and the Secretary said Do you realize you've done 86 open houses this year? And I said no Wow, that's like cool. And she said are you going to do 100 And I was like I legit got out my calendar and thought Can I can I do it with the holidays as it makes sense? Well, my husband hate me if I'm skipping out on things. All of that and I said no, not this year but I'll do it next year and and I busted it out and did 101 And i i love it i don't come and you know I come again from it's an organic thing. Do you want to talk to me some people go into an open house and tunnel vision Don't look at me I just want to see what it is maybe I'm a neighbor, I mean, I can spot a neighbor a mile away, because they're, they don't make eye contact, you know, and I say it's okay, if you're here and you live around the corner, like, it's alright, like, you know, and just make them comfortable. I get one year. So when I started saying like, this is what my business is going to be my business model. And I, I built that because I know that there were agents and companies that built their businesses up off of open houses, it was 42% of my business for a while my Open House activity, people would come and it's not that I was fishing for buyers. But the the sellers liked that I did open houses, and they would refer me to, you know, Jim and Betty down the street who were going to be selling next year. And it just was so on and so forth. And there was for a while, I had like a groupie sect. So these people, I had a group of people that came in, it was a couple and they were older, and we just became friends. And then a couple Sundays later, I had another group that came in, and they were just like, these guys ought to be friends. And, and one point in time, they both were coming. And they were calling me, hey, we're gonna stop by and see you before we go to lunch. And I had both couples coming at the same time. And I introduced them, I said, you, you folks need to be friends. And the group grew into four couples, and they would meet at my open house, and then they would go and have lunch together. And it was just fun. And it was Yeah, I mean, you know, I connect people in odd ways. But yeah, that's cool.

Rick Ripma: 11:31

That's, that's awesome. So the open houses, any anything else that you really like to do? So you've, you've kept doing that,

Claire-Anne Aikman: 11:38

I just stay in touch. So you know, when people say, I have this, you know, I have my database in my CRM, and it tells me to reach out to everybody, you know, quarterly, every time I'm reaching out to you, it's, it's personal, because I I love you. I mean, I'm reaching out, you know, did you see that the house down the street sold for like, $900,000? And did you ever think that you would be living on a street worth that kind of, you know, I mean, I'm reaching out saying these things, giving almost an nugget of the market and, and, you know, just catching up that way, and I do that. And you know, when I say organic, that's what I mean, I don't do anything scripted. Because for me, scripting comes across really disingenuous, and I just don't want to be that person. So

Rick Ripma: 12:20

the nice thing when you do it every quarter, it makes it a little easier, is more of a conversation than you trying to sell somebody if you call them once a year.

Claire-Anne Aikman: 12:28

Yeah. And I think too, for me, I I am, you know, people focused people, I thrive on that, and I thrive on on the journey, whether you're selling or buying to get that goal accomplished. And so for me to call and reach out, it's, it's a conversation, you know, because I love you. I mean, I do I love everybody. He loves you. Right? Some, some people I love more than others.

Rick Ripma: 12:59

Love everyone. love everybody. Right?

Claire-Anne Aikman: 13:04

So yeah, so it just, it's just reaching out, but not, it's seldom about, there was years back, there was somebody that said, they reach out and it's 30, it was 36 times a year, they reach out via text or a phone call or a postcard. And it just seemed like, it seems daunting, and I understand the mechanics behind it. But to me, if it's more personal, and if it comes from the heart, I would much rather have that. And I find that that is more impactful. So I make my connections from the heart because that's just who I am. And people see that when they meet me when we're going through the journey together. You know, it's just, I think it comes across and it resonates and it served me well. So

Rick Ripma: 13:47

we're coming up on the break. What's the best way someone can get a hold of you?

Claire-Anne Aikman: 13:50

Oh, my phone. Absolutely. So call or text 317-345-6640 That's 317-345-6640.

Rick Ripma: 14:00

And to get a hold a recorder, I just go to hardworking mortgage guys.com That is hardworking mortgage. guys.com Or you can call us at 317-672-1938. Again, that's 317672193 See after the break.

Unknown: 14:19

Advisors mortgage brokers licensed by Indiana Department of Financial Institution equal housing opportunity. NMLS 33041 Rick Ripma NMLS 6649

Rick Ripma: 14:28

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

Claire-Anne Aikman: 14:37

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

Rick Ripma: 14:41

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

Claire-Anne Aikman: 14:46

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. says 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, we believe

Rick Ripma: 15:11

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

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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: 15:36

Alright, welcome back from the break. That was quick and fast. All right. So we do have one important question. It's time for question or the week. Okay.

Unknown: 15:47

Now it's time for questions with the gurus.

Rick Ripma: 15:57

The question of the week is sponsored by Rick and I, here at hard working mortgage guys where we try to fit your mortgage to fit your needs. Contact us that HardWorkingMortgageGuys.com or phone number 317672193. A. So what was your first car?

Claire-Anne Aikman: 16:15

So my first car this is very telling as to the level of flash that I have in my life. My first car was a 65 Dodge Dart. It has 6565 Awesome. I'm a super frugal girl. And there was a mechanic that lived near me that was selling his mom's car. And I knew that he had always worked on that car. And I thought I'm gonna buy it was like 200 bucks. He just wanted to get rid of it. And I could, I'm not I'm not a mechanically inclined girl. But I knew that I could manage that car because back in the day, it was, you know, a tube and a hose and whatnot. And you could lift the hood and find the battery immediately. So I went with that. And it served me well. I took it all up and down the East Coast. I shot I shuttled lots of partygoers in the back of that car. A lot of people it was a good car until it wasn't and then it was time for something else.

Rick Ripma: 17:13

What size motor did have you remember? I have no idea okay? Because those are those those were like, became very great cars to make into hot rods a lot of people made them in hot rods that you can't tell I am in the car. So is to sew cars or cars are interesting is it's it's people just tend to in that first car tend to have a has a soft spot in their heart. You know, it really pretty much no matter what it is, yeah, it's pretty much no matter what they love. They love their first car.

Claire-Anne Aikman: 17:45

If I could ever find it again. I would get like, I would get that again. Yeah, just drives my husband crazy because he doesn't understand the attraction to the old cars. My dream is like an old 19 like late 50s Ford pickup truck. Okay. I don't know why my wife's the same way. Just I just think they're just the cutest thing on the planet. And one day, yeah,

Rick Ripma: 18:07

well, there's I mean, my wife's the same way she lives she doesn't she doesn't she hasn't this specific on it needs to be afford. She just likes the way they look. I go to a lot of car auctions, old cars, Meachum, those type of things. And so I'm always looking at that stuff. It's like, I'm sorry, but I'm getting one first. Okay. I've had some but I you know, if we get another one, it's mine, not yours. And we'll get and then we'll get you something. But I just I think cars are are fantastic. So what would you say your superpower superpowers are?

Claire-Anne Aikman: 18:39

I have so many. My amazing memory serves me quite well. So my husband will joke that if you tell if you did tell me like I live on whatever street if I've shown a house there ever, I can pinpoint your house, buy the conversation. So if you say you know, I live in this neighborhood, and I'll say, Oh, I love that neighborhood. And people are very skeptical. And they look at you like you're crazy. And I said the only thing I don't like is you know that purple house on the corner is really gaudy. And then they're like, oh my gosh, he really does know the neighborhood. And so that has really served me well. And prior to getting into real estate when I moved to India 98 I loved open houses and I would go and scout out. And so my file in my brain of houses is in the you know, many 1000s in my brain. And so it helps me when I'm working with a seller or buyer because I can immediately say what you're competing against, you know, who the targeted buyers probably going to be like where they're going to come from. I mean, these are just like weird things that float in my brain. And so it also serves me well for remembering people. I can remember when I've met somebody from years ago, there was a funny story where I had a closing at a local company, and the name sounded really familiar to me. And the closing agent was dismissive and she said, Oh, you don't know him. He's from Illinois. And I said, Yeah, I'm I I'm telling you, I know him. And she's like, No, there's no way and he came into the room. She said, let me get on because I said, I grew up in Illinois. And she said, let me get him. And he walks into the room. I said, I sat behind you in seventh grade English. And he's like, Oh, my God. It's that kind of thing. And it just

Rick Ripma: 20:14

goes here.

Claire-Anne Aikman: 20:17

I always thought he was the coolest guy. And yes, she did. But so yeah, definitely that and then my weird superpowers. I mean, I just, I can smell like funk from the curb. So if the house smells like cat pee, or cigars, or anything like that, I can pick up on it and like, there's going to be an interesting one, or I can spot things that are not level in a house. So I can look at a window and I've had people test me on that. And it was like, it's actually off a quarter of an inch. I'm like, yeah, it's I can I can spot that. I don't know what service that does for me. But it's fun. It's a fun party trick,

Rick Ripma: 20:54

I would think it would be really helpful for somebody who's listing their house to have somebody who can walk through and go, because because if you smell it, nobody else may smell it. But if you smell it, somebody might so smells can turn somebody off on a house. To house very

Claire-Anne Aikman: 21:10

cool 100%. And I'm very direct about when I when I'm talking to sellers, particularly because I don't feel you know, again, there's so many agents out there and not everybody is a match for who you are. That was one of my biggest lessons when I started with this was, you know, as much as they say you should take every client that you can get No, you really shouldn't, because you're not going to do them a disservice if you're not really in it for them. And in some people appreciate and respect my being direct and others not so much. And that's okay. But I will come from a point of honesty from from my perspective, because I want to make sure that I am giving you the feedback that you need to hear. If I were to list a house that Super stinky, and never told you about it, and then you're crushed, because everybody says it smells horrible. What service Am I done for you? Right? You know, so no,

Rick Ripma: 22:00

I had an agent tell me one time that they like being the second agent. And because of that, because they said the first one that people get mad at because they tell them that but the second or third, they aren't so mad. But you have to come up and I'm sure that's what you've you've come up with a way to say it. So they're not offended. And they understand why you're saying it because you're only trying to help. Right? Right? You're not if you walked into the house, and it smells like a dog. That can be a problem. I know when my sister years ago, listed her house and brought her up with my, my, my cousin, I went over there didn't know my sister was gone. Because they were have an open house walked in. And her house had never looked so good because she my cousin was cooking chocolate chip cookies, and the smell was a cold day. And it was just I mean, the house was it just made you want to live there it was. And it was just a little tiny house in Broad Ripple. But it makes a huge difference. It really does. And I'm sure it helps that it helps when you're when you're bringing a a buyer into a house to be able to look at it and have they would have a pretty good idea of what it is and what the house is all about. Because you're

Claire-Anne Aikman: 23:12

right, right and back to the smell thing, you know, putting in you know, 18 plugins is not the answer. So when when I walk into a house and there's a plugin and every single room I'm in my first instinct is to where is the smell that they're trying to cover? And I will I will find it you know, when it's, you know, the litter box or whatever it is, I will find it so yeah,

Rick Ripma: 23:35

yep, covering it up. I mean, if anybody's observant they're gonna see that right. Yeah, so that that is it's amazing. So with what you were talking about, how would you if somebody's looking to to hire a real estate agent? What should they look for? What is it that they should either ask or look for in somebody to hire?

Claire-Anne Aikman: 23:57

You know? It's it's horrible because the answer is always you know, knowledge but if you're starting out, like how do you get the knowledge right? So it's, it's hard and you all have to start somewhere, but it definitely is knowledge so if you don't have knowledge, then it's you know, gumption to do the job. I mean, my first listing was one that had been rejected you know not rejected been listed by three other agents before and and I worked that thing it took me forever to sell that but I was I was in it for them and they they were just taken aback because the other agents that had it were super heavy producers and not that they didn't service the client but it was like I was I was on it like like nobody's business because I had one listing and this was it right? I mean, in real reality I was and they've been dear very dear friends. They became very dear friends for me, but definitely market knowledge you need to at least know what's going on and you need to know not just what's going on, but how is that going to impact buyers? What kind of buyers do you think is are going to buy the house What are you going to do market wise for it? How do you work your marketing? Will you be available on the phone? Like, if I have a question about anything, you know, something happens, I had one where the basement started flooding, like, what do we do? Well, let me get on that. And I was trucking right over there. Because for me, it's I don't, I don't like to take my my max is really like 12 listings at a time I discovered anything over that is, is really pushing it. And that's only really if I don't have anything else going on in my life. So for me, I want to make sure that if I have a flooding basement over here, and I have another one over there that I can treat each equally and get to them. Right. So making sure with that, that you have the time. So knowledge and time for me are the two key things. Are you going to have, you know, 18 people that you're working with? Are you working with me? Like are you going to be able to really legit focus on my needs as as my agent because you, you know, you are paying me? And you're paying me to make sure that I can you know, bring a buyer that's not going to fail? If the buyer does fail? What's the plan B? And can we? Am I smart enough to figure out what I need to do to get that plan B in place so that you're not being delayed further in your goals? All of that?

Rick Ripma: 26:12

Yeah, I mean, that is a very valuable point. Because especially if a seller I mean, if you're looking at selling a home, all right, where are you moving? If you're moving to another house? Well, you got closing dates you got to meet so you're not having to live in an apartment for six months, while trying to buy one. So

Claire-Anne Aikman: 26:28

yeah, and I get you know, when you get those phone calls, particularly when the market was like frenzied, and people were wanting to move, but where do you move? And so how do you work that out? And you know, do you have a lender that can help you? You know, do a bridge loan? Like, is that an option for you? Is that something you want to do? Are you moving out of state? And then do you need to tap into my network to coordinate so that I've got an agent on the other end and another state that I can communicate with that? Okay, this is where we are? Where are you in making sure that all the strings are being tied properly? It's, that's it?

Rick Ripma: 26:57

There's a lot of them. I mean, it's amazing. One closing can affect so much that you have to, it's vital that people stay on top of it. Absolutely. And communicate. I think that's, you know, part of what you said is communication is is incredibly is incredibly important. So when you as you explain what they should look for, how have you set your business up so that you can accommodate those issues, those those that that those pieces of finding the

Claire-Anne Aikman: 27:28

right agent, as far as the time aspect, or Yeah, well, like, you know, so

Rick Ripma: 27:33

it's time so that you can you can do that you said 12? Obviously, that's one of the things that you do. But you know, how else do you make sure that you're, you can accomplish the things that are important to somebody, when they're either buying or selling a house so that you're the right, you know, they know you're the right agent?

Claire-Anne Aikman: 27:50

Okay? Well, I'm super self aware. And again, I don't have ego in it. So if, if you're coming to me, and I know that I have, like three quirky properties that are going to take a lot of my time to make sure that I get everything just right, until they're sold. And you have property number four, that's quirky, I am going to tell you first I'm going to see like, when do you really need to list like, when are you going to be ready, because it could be that the timeline will will mesh out. And you know, two of the properties that I have will be sold already. So I'm constantly like, where am I in the timeline of things. So if I know that, that this property is going to get the visibility that that it needs, and it'll get an offer within, you know, three weeks in this market. Okay, that means that in four weeks, I can take on another one and then just keep the keep the wheels moving. That's what I do with sellers with buyers, I'm I'm very particular about, you know, I if I'm primarily working for whatever Fluke reason on the north end, and I have a buyer that wants to see something down south, and they want to be in my mix immediately, I'm not going to be able to service them because I want to make sure that everybody that I haven't in hand now can be fully service. And part of that too is I won't take buyers, I won't take more than one buyer in more than one section of the city. So so if you for instance want to look in Broad Ripple and then I have somebody else that wants to look in Broad Ripple and they both have you both have the same price point. If I'm working with you already I will tell the other person I'm happy to work with you but only until only after I get you under contract because I think it's a disservice if you're looking for the same thing to have two competing people in one house right and my house looking for the same property because there's like playing favorites and I don't want to add don't it doesn't feel good to me and I don't want to be put in that position and people always appreciate that because I will go to bat for you and we will get the house I mean when it was a competitive market. I was still super selling because I'm I'm in there, working my butt off to make sure that you can get it and I'm not showing this three bedroom ranch to four other people. If you're getting that from me imagine all of the other visibility that's coming from all the other agents right So there's just even more traffic. I want to focus on you and your knees and I don't pick up another mirror in front of you until you're under contract.

Rick Ripma: 30:07

Well, we we are coming up on the end of the radio show get ready to go the podcast and we're here talking with Claire and Aikman. She's a guru real estate agent. What company are you with?

Claire-Anne Aikman: 30:18

I have started my own I am the point in real estate.

Rick Ripma: 30:21

The point real estate. That's what I thought I just wanted to make sure I didn't give the wrong information. How would they get ahold of you? What's the best way?

Claire-Anne Aikman: 30:27

The best way is always by phone, feel free to call or text 317-345-6640. That's 317-345-6640.

Rick Ripma: 30:36

If you need to get a hold of v and r i e, n what's How do they do that HardWorkingMortgageGuys.com What is it? HardWorkingMortgageGuys.com or 31767? To 1938? That's 31767 to 1938. We look forward to seeing you on the podcast. You're listening

Announcer: 30:55

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

Unknown: 31:14

Well, first off, thank you for joining us, Danielle. I appreciate it. And I just was curious, how did you come to find out about Rick Ripma and advisors mortgage, oh, I was looking for a mortgage for myself for a brand new home that I was building. And I wasn't sure the direction to go, I didn't have anybody in mind. So I kind of just spoke to whoever I could speak to, I got their number. And everything seemed to be exactly what I was looking for. So I went with them. The thing I liked the most about Rick and his advisors mortgage is that I could go and upload things online. And I didn't have to always be on the phone with them or sending them documents or trying to look for certain things that I needed to get the process going. Which was really great for me, I had a processor named Mark Coleman, who really helped me out in making sure I had everything I needed. Because I 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: 33:05

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

Rick Ripma: 33:12

I'm Rick Ripma, you can go to HardWorkingMortgageGuys.com. All right. Welcome back. And if you join different podcasts, you chose the right chapter right here. All right. So Claire, I do have a very good question. What do you think your most memorable deal was?

Claire-Anne Aikman: 33:30

I hate to just pick one. I mean, I have one right now that's been really interesting. So fresh on the mind, but interesting for all of the wrong reasons. But those are the ones that tend to be the most memorable. Anyway, the ones I really love like I've had, I've had a closing where a gentleman loved his garden, he loved his garden, but it was also time for him to move. And we found a new home and everything was fine. And he was very happy with the new home. But at closing when he was meeting the buyers, which I had found the buyers as well. He was talking about the garden, and he said well you keep the garden. And they said yeah, like we're that was one of the things that really drew them to it. And he started crying and he mapped out what each plant was and it was the sweetest thing from this burly guy who liked to garden. So yeah, that's that's those are lovely, but I have you know, like the one that was horrible is closing tomorrow, thank goodness. But it was curious and it's just like a note to everybody to always know what you owe. So the situation long and short of it is I won't like the details or are just Bananagrams but the mortgage company had basically double dipped these. These folks had a hud hud had helped them during the COVID times and the mortgage company didn't apply to principal. They didn't apply the funds. It was it's just was a colossal mess and When I was given the payoff when I went to list the property, I based everything off of the numbers that I was given. And the title company was given the same numbers from the mortgage payoff. And when we got down to it, the payoff was more than what we had even had. And so then it was a matter of the sellers. And I like, Okay, this isn't making sense. I don't know where this isn't making sense. I'm not authorized to have conversation with the mortgage people. But these are the questions you need to ask, and and then don't let up. And so it was days on the phone from the sellers saying, This doesn't make sense. And everybody, everybody on the other end, just saying, it's just what you owe. It's just what you owe. And I said, it's, it can't be right. The numbers can't be right. And they agreed, but we didn't know, like, where to go at this point. And finally, she's I said, just, you know, stay with it, and ask for a manager or supervisor, somebody, and eventually she got somebody and they said, it doesn't look right. To the tune of like, it wasn't like $100 It wasn't 1000. But it was several $1,000 that, you know, if you don't know, and, and I was talking to the other agent, I said, you know, it's what's crazy is, if, if you have if you're fortunate, and you and a couple $1,000 matters, but you but most people would be inclined to think again, that's what they say I Oh, and okay, it's a little bit more, but it's still in the realm. That's one thing, but gosh, like, in this day and age who can really just dump a couple $1,000 and not be aware. So always be aware, that's been the biggest takeaway. I've never, never experienced anything like that.

Rick Ripma: 36:40

Yeah, I think it's actually one of my superpowers, is that I'm able to look at I think it's partly because I've done this so long, and I've had figured everything, but I'll have my, my assistant, she'll, she'll say, Well, yeah, you know, but the ratios are really high on this one. And it's like, well, it just makes no sense. They've got this kind of income, they've got this, there's no way. Okay, so then I dig into it. And that's always just a flaw in the computer system. Right? And, and it but if you don't have that ability, you can you can mess everything up. So it makes it makes a and that had to be a tough one, because you're dealing with a mortgage company for a payoff. And they're going to assume their payoff is right. So to try to get through their heads that their payoff is wrong, correct. Without somebody on your side pushing it correct. That's, that's a tough thing to do.

Claire-Anne Aikman: 37:34

It was awful. And I'm so relieved. But, you know, a difference of bringing money to closing, which I haven't had anybody do in over a decade versus not, you know, and let's not right,

Rick Ripma: 37:45

right. Yeah. Well, it makes a big difference, right? Yeah. Especially if they were going to another house or something. I mean, that's the thing. When you're given numbers, and you're figuring everything off the numbers you were given. You know, there's an expectation set there, that lender setting that, you know, the payoff was set, and they gave you a payoff, that's an expectation, they better figure out some way. Of course, they're not going to change if they're wrong. It's just sorry, we were wrong, right? Like, man, it's something that you really have to, it's great that you were able to see that and realize or something not right? The what about, what does your team look like?

Claire-Anne Aikman: 38:22

So it is myself. And I have a fantastic agent Gabby, that works with me. That's just the two of us at this point in time. I don't want to be, you know, a behemoth of ad agents. I want people that work with me to be those that, you know, Gabby, one of the things she said was, you know, she wanted to grow her business organically, like I've grown mine. And, you know, how do I help her do that? And so that's what we're working on? How do I help you do that, so that you're enjoying every facet of it that, you know, I'm not trying to, to coach you to be, you know, like, what this coach over here says you must do and be superduper aggressive, but it doesn't suit your personality, or this one over here tells you to hug everybody. Because that's what you should do. And it's not your personality either. So you know, just finding like, you know, what is it that's going to help you be successful. So right now, it's Gabby and me and we're doing fine. And, you know, others down the road, maybe I do mentor other agents. I don't charge for it. I had when I started out that was one of the things that that I really wanted was the books, you know, the numerous books that I read, you must find a mentor. So I reached out to several agents that I really, really really wanted to get to know and one kept canceling on me every time we were supposed to meet. They cancelled and I made a vow that anybody who reaches out to me I will never cancel. So I don't cancel so if you want to reach out to me and you want to get a Diet Coke at McDonald's, you tell me when and where I'm not going to tell you what I do with my business because it's it's not that it's like you know proprietary information. It's because it's what works for me, you know, you're going to meet with me so that I can help you figure out what's going to work for you. And that can be two totally different things and still be successful. And so, so yeah,

Rick Ripma: 40:11

I think that's brilliant. Because I believe exactly that there's no one right way. There's a lot of different ways you talk to different agents. And there's lots of very successful agents doing it differently.

Claire-Anne Aikman: 40:23

100%. And it's, and you know, somebody might really be into horses, or somebody might really be into race cars or motorcycles. And there's a there's a group of people, birds of a feather will find you, and they will appreciate you, but how do you how do you market to that? How do you capitalize on that, so that you can have the success that you want. And when you get that when you get the people that you want to be around? And that want to be around you. I mean, it is joyous every day, even when it's frustrating. And you're barking at, you know, a lender trying to help somebody get the results done. You know, but it's just, it's, it is joyous, you know, so yeah,

Rick Ripma: 40:59

yeah. Cuz the reality is, is when you do that, you're working with the people that you really like and get along with, and you're having a great time. On the other side, you're still doing business, and there are things that happen through the process that you have to work through. You know, it isn't, it isn't like we talked about before we came on air. It isn't all like HGTV says it is

Claire-Anne Aikman: 41:24

no right seldom is

Rick Ripma: 41:26

it's all true on TV. You're a little naive, a little naive, okay. But I do I just think it's really important that people understand that it's not that way. And I think it's fantastic. And it's one of the things I truly appreciate about our real estate industry and in the Indianapolis but our top producers like yourself the Guru's in Indianapolis in real estate. All I want to say all but everybody we've talked to is more than willing to help somebody because they see it as helping the industry. These it helps. Everybody has been through the struggles nobody walked in and just became successful. Like I heard your story. And and you you did things you didn't want to do. You figured out what worked, what didn't work you took and then what you like to do you do the things you'd like to do, but I doubt you did the things you'd like to do that weren't working and you probably got rid of those too. But ultimately, you know, my tagline is the hard work and mortgage guy. Obviously, I believe in hard work. And and obviously what you did was you worked.

Claire-Anne Aikman: 42:33

That is correct. So back in the day, when I worked for a different brokerage. I would get to the office, no joke at 330 or four in the morning. So and then I would be home and I would do all of my paperwork. I'd get home by 630 had breakfast as a family, my husband would go off to work, I'd homeschool my child from like, you know, morning until noon or one and then he went out on appointments with me. I didn't have a babysitter. So he came to listings, he came to, you know, showings I took him to a listing once and he was you know, I don't want to say he was angelic all the time. He was you know, you it was a definitely a work in progress. But people understood and and I think when people reach out when they a lot of a lot of people that come to me for mentoring is they're usually like moms trying to figure this out and and how do we get the balance going? And I had a coach from a very well regarded company told me that I will I was seeking like, do I need you as a coach, I'm trying to figure it out, like, you know what you can bring to the table for me. And, and he said, Well, tell me about your day. And I told him and he said you will never be successful with a kid in tow. And I just said bet because I was already top five in the company. Like, right, you're already successful. Tell me you know, like so. So you're just telling me, I don't need you. Thank you. I mean, you just solidified that I need somebody else. But yeah, it's just, it's interesting.

Rick Ripma: 43:59

It's funny how we get in our minds, this is what you have to do. So the one of the things I have a coach now, and he's not this way at all, but one of the reasons I struggled even getting a coach is because I have found that the vast majority of trainers, and I kind of put this on the coaches, but trainers, they it's not what they did. Okay, but they what they teach is what they think they're supposed to be teaching. It's like, it's like there's a, here's how it's supposed to be. And this is what we'll teach. But if you ever saw how they actually did their business when they did it. It's not how they did it correct. And it drove me crazy. I was a new home sales and that's where I noticed this like, I know what you did I worked with you in the office, don't come in here and tell me that this is what you're supposed to do when that's what you did. And you were successful doing that teach me what you did that made you successful, right. And I agree to everybody's personality is different. What you do, they may not be able to do exactly what you do, but if they are smart enough to listen, and you figure out what they want, then they can figure out what you do and how they can work it in But how they are their personality.

Claire-Anne Aikman: 45:01

And I'm really good about giving pointers, you know, it's not just like you need to do whatever I, you know, what is it that you like, and we take it from there, and, and build upon it, and to make it more natural for them. And again, because it should be joyous. It's, it's a really amazing opportunity to help somebody find a home. So it's it's personal, it is everything. And then some, it's not just the finances, it's the emotions. It's just everything. And to be able to do that and have fun, and make the experience because you're having fun. You exude that on to your, your, your customers, your clients, and they're gonna have more fun, and it should be a joyous experience. It's not always, but why is it not? Like, where is the angst coming from in the transaction? And it better not be from my side? Because I want to make sure that everybody's having a good experience,

Rick Ripma: 45:50

because that's important. So what would you say? We all run into roadblocks? How do you overcome any of the roadblocks that you run into, you know, either through a transaction or through your career?

Claire-Anne Aikman: 46:03

I'm just kind of a bulldozer. I just keep going. You know, Energizer Bunny, for sure. So, you know, something comes up, I always come from the point of, you know, you can't break anything, nothing's gonna break. So what can you do? And so have we tried this? And if the answer is, well, we've never done it that way. Okay, that's not what I've asked, Can we try it? And if we're gonna, if that gets us the results we need, you know, obviously, and it's legal, like you don't do anything crazy. But like, what, what can we do? So roadblocks for me are just learning opportunities. It's how, okay, well, that's new this thing with a lender? That's new, I've never had it, you know, 14 years, really, that's where we are. How do we get past it? What do we need to do? And it you know, obviously, it makes for great stories going down the road. And education, though opportunities for every you can bet every young buyer that I'm putting into a home, I will be telling in a different way in a more with more emphasis on making sure that you're keeping track of your numbers, year over year, because stuff can happen. Just because it's a mortgage company, doesn't mean that it can't happen. And you know, keep your records, right. Yeah,

Rick Ripma: 47:11

yeah, keeping your records is vitally important. Yeah. So looking towards the future? I mean, how do you, what do you see like this year with your company, and then even the next four or five years,

Claire-Anne Aikman: 47:24

you know, I like slow and steady, I do see growth, I wouldn't mind having another agent or to, you know, the right fit. I do want people that are excited about the Indianapolis area. I like to have growth like that. For me, I'd like to just continue learning. I think, you know, I don't need you know, 100 million in sales, I do quite well, I usually average, you know, 14 15 million a year. And that's fine. What I like more sure, but not if not at the cost of of who I am, I won't give up who I am in order to acquire that. So it's, you know, time with my kid is really important. I just transitioned him out of homeschooling just schooling at home. So he's working on that much to his chagrin, he doesn't like school anymore. But whatever. He's doing quite well, what kid does, right? So it's, you know, I just want to make sure that that, that I am still who I am, I don't want to be changed, because I have all the sudden, grown too big for my britches. So I want to make sure that that at every step of the way, I remain authentic, and I can see the growth, and still be authentic. And that's what I want to make sure I have Yeah,

Rick Ripma: 48:37

your your, your personality is you, you, you do it, you're methodical, I'm guessing you have a process and you just slowly and you build, and that works very well. And it probably keeps you from having the big downturns you probably stay pretty steady. Because you're you you do the same things over and over and over.

Claire-Anne Aikman: 48:55

And over and over. That was a lesson I learned early on. And my goal was always as I was building the business, that no matter what the economy, my business, my business would stay steady. And that has always held true. Yeah, and I am very methodical. And I don't you know, sometimes it seems like I come to a conclusion very quickly. But it's only because when I'm given a scenario I will play I am like the voices in my head will give me 27 different scenarios. So I always have a path to choose if something presents itself. So that's like I'm just always planning like, what is the next thing if this happens, and so I have a plan of action so I don't lose a step so my clients don't lose a step as well. Yeah, that's awesome.

Rick Ripma: 49:32

Well, we are coming up on the end of the show, we are with a Claire and Aikman with the point in real estate.

Claire-Anne Aikman: 49:40

It's real estate for real life. You can reach me at 317-345-6640 That's 317-345-6640

Rick Ripma: 49:48

Then I'm Rick Ripma, your hard work and mortgage guy and to get a hold of enter I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call us at 3176729 1838 that's 31767 to 1938. And please like or share our show, we would certainly appreciate it. And just reminder if you know any friends, family or coworkers looking to buy, sell, refinance, contact us and we'll be more than happy to help you. Thanks so much and have a great day.