Guru Darrin Galyean with My Agent

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. We're recording today from the advisors Mortgage Group studio right here in downtown Carmel. And I'm recruitment you're hardworking mortgage guy. I've been in the mortgage and real estate for over 34 years, I've helped over 5200 folks finance their homes. My team and I believe in custom tailored loans, not the one size fits all approach. We believe there is a right mortgage for you, and we believe we are the team to deliver it.

Ian Arnold: 0:26

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 rebuild their credit and it get those best possible finance rates. Have a passion in helping you secure your overall wealth, and helping you achieve all your real estate dreams.

Rick Ripma: 0:44

And remember, for the most up to date information on India's real estate market, or mortgage rates, go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. Or you can go to 317-672-1930 a 31767 to 1938.

Ian Arnold: 1:04

I almost forgot no Goldstar for you today. I

Rick Ripma: 1:06

didn't almost forgot I did forget, I looked over there where I wrote it down so I won't I won't stay forgotten. So Rick,

Ian Arnold: 1:13

we got a special guest guy has been listening to us on the radio and listening to our ads. And so he called in bang down our door and he wanted to come on the show.

Rick Ripma: 1:24

They say he's a little mental. Well, some people are.

Ian Arnold: 1:27

That's all right, only because of that.

Rick Ripma: 1:31

You gotta you gotta worry about somebody like that. And it's Darren Galleon, Galleon. And I, you know, I knew that and I think I asked you this before, you're not part of the galleons. We have a huge sporting goods store, which was an awesome store.

Darrin Galyean: 1:47

It was no, no relation to the gallery and sporting goods store. Yeah.

Rick Ripma: 1:53

Well, welcome. We really appreciate you joining us. I appreciate you having me. And you've been you've been in real estate for quite some time.

Darrin Galyean: 2:00

I have almost 30 years. Wow. So

Rick Ripma: 2:02

what did you do before real estate?

Darrin Galyean: 2:05

Well before real estate. So my grandmother had many rental properties. When I was a kid, so I would go with her on the weekends, I would go with her to collect the rent. So at 18 I bought my first home, then I became a investor, real estate investor at age 22. I realized real quick that I wanted to help other people buy homes buy investment properties. And it's been a it's been a great journey.

Rick Ripma: 2:40

Yeah, you know, and it's it's when you when you buy rental properties, I think one of when you say that people have to understand what you're really trying to do is help them build wealth. That's exactly right. It's not just it's not rental properties. It is but it's you see the value in real estate and you I'm sure if you've owned relevant real real estate that long, you've made a little bit of money on it, right? Absolutely.

Darrin Galyean: 3:03

Real estate has been the best by far investment that I've made throughout the years.

Rick Ripma: 3:08

Yeah, well, I I invest in a lot of stocks. And I'm really good at picking something at the high and it going down

Ian Arnold: 3:17

You

Darrin Galyean: 3:18

and I must read the same books.

Rick Ripma: 3:20

I got that from my dad. He was terrible. Terrible at stocks. But it's it's interesting because not only not only does real estate do well, you get you've gotten a phenomenal life out of it and education from it.

Darrin Galyean: 3:34

I have I couldn't imagine doing anything else. I have a great passion for real estate as well as people and also helping people.

Rick Ripma: 3:45

Okay, so you were you were invested in real estate you decided to become a real estate agent. Correct. Okay. How did you get going if you can remember back then, because that's, that's a tough thing for a lot of people is to just get their business off the ground.

Darrin Galyean: 3:58

I do remember I before I started real estate, I reached out to a broker that was well known. And actually the broker encouraged me and pushed me to get my real estate license. And if it weren't for that broker, I may not be where I'm at today. Wow.

Rick Ripma: 4:14

Yeah, that's awesome. And so when you got so did you when you got in into it, you got your license, and you started started at at a brokerage. How did you get your clients what did you what kind of process or what did you do to get clients?

Darrin Galyean: 4:29

Well, at first, I thought it was gonna be extremely easy. I got the white pages. I opened up the first page came across a name with the last name apple. I gave her a call. It was time to make the cold calls. First call I made she wanted to list her home. Well, needless to say, many other phone calls did not go that way. But that's where it started from the cold calls open house. As well as just being on her call. No people.

Rick Ripma: 5:00

Yeah, that's, it's amazing. Because I've heard of a lot of people who who do just pick up the Yellow Pages and or white pages. So for somebody who doesn't know what a white pages is, that's how we used to find phone numbers. I got to thinking that maybe that maybe somebody doesn't know what the white pages this. But but it rarely works. But man, it's if it worked, right, the first call you made that had to be like, I've hit the jackpot. Rick, I

Darrin Galyean: 5:28

thought this is going to be an easy business. Yes. And, of course, it wasn't as easy as the first call. I made a bit in time, like everything else with a little effort, time and hard work. You know, it will come to you. Yes.

Rick Ripma: 5:42

But what you did is you did, I doubt you were, you know, thinking, Oh, this is fun. I'm going to call people that I don't know, and see if they'll list their house. Right,

Darrin Galyean: 5:51

that that's that's exactly right. It was not fun. But after a few 100 calls, obviously, I got a little bit better. Right. And then after a few years, I was glad that I didn't have to do that

Rick Ripma: 6:06

anymore. Right. Yeah. And that's the thing when you're getting started. And that's kind of why I wanted to beat that a little bit was because somebody's new, they're listening to the show. And they're in there. They I think hearing what people did to get going, because I think so many people get in with the same thought you had, at least after your first call that this is not a hard thing. They watch HGTV or one of those shows. And they think, Oh, this is an easy career. You just go there people and we've had other agents come in, they said, I thought you go there you sit in the office, people come in or call you you talk to them, and then you go list their house or you go sell a house. Right? Absolutely. And that's not how it works.

Darrin Galyean: 6:43

That is not how it works. I the first call, I thought, well, this is going to be simple. I will sell a few homes a year that will be in the price range of a million dollars per home. And it was totally offset from that.

Rick Ripma: 6:56

Yep. So was it Steve Jobs? Mom is that? You know, I

Darrin Galyean: 7:00

know. But if you have you know, her phone number, I'd be happy to call that

Rick Ripma: 7:05

Yeah, yeah, she could probably see them. I don't know.

Ian Arnold: 7:08

So did you have any mentors? When you first started, I had a

Darrin Galyean: 7:11

lot of mentors. And to this day, I still have those those mentors. Starting out at such a young age, the first home I pulled up to the client asks, Are you the real estate agent? And I said I am she said, You do not look like you're even old enough to drive. So at that point in time, I realized real quick that I need to build my knowledge. And that's exactly what I did in a short amount of time. Of course, I continued to build my knowledge. But I knew that I had to overcome a young age right away. Yeah, and

Rick Ripma: 7:47

some people look young forever. Yeah, but you look pretty young still.

Darrin Galyean: 7:51

Well, I've been told I have a face for for radio. Yeah. Well, that's perfect. Because you're

Rick Ripma: 7:55

that's that's what we feel too. But we wouldn't have videoed anyway. Not all of us can hide behind the radio. That's right. So you say Do you still have mentors?

Darrin Galyean: 8:08

I do. I do matter of fact, every now and then I will stop by another brokerage firm. I have a mentor that runs that brokerage firm. And we will talk we'll get you know, I will get advice. And and I have others I continue to talk to on the phone on the phone to this day,

Rick Ripma: 8:29

what would you say the best way to use a mentor is like at least for you?

Darrin Galyean: 8:33

Well, the best way to me is to listen. And if you're going to take if you're going to listen to their advice, you need to do what they're telling you to do, or the advice that they're giving you.

Rick Ripma: 8:47

You don't know how much I appreciate hearing that. Because I have worked with so many people, not me not talking about. I'm not talking about you. But I have worked with so many people who you lay out exactly what to do, you've probably done the same thing. Yes, this is what you do. And they all want to be successful. But many of them are not willing to do the work to be successful. And so they don't listen to what you say.

Darrin Galyean: 9:13

That's exactly right. I also have a business partner that I have joined forces with about seven years ago. And he's been in the business many more years than the both of us. Wow. And he is a mentor to this day to me as well.

Rick Ripma: 9:32

Yeah. You know, it's funny because my my son is kind of the first one he's he's 30 years old, but he kind of the first one who gave me who I saw mentors really working. I never I don't know, that was my, I don't know, maybe the way I look at life. I don't have any idea but I never had mentors that I would say, Oh, they're my mentor. And my son went to IU got into a business fraternity. And they they had people mentored you and then some of of his professors ended up mentors. And then, I mean, he's done extremely well in his career, because he's always had mentors to guide him. And he was telling me he was something I never thought of, because Dad, there's more than one type of mentor. He goes, there's vertical and horizontal mentors. I agree. I never thought of that. But you have your the people you work with their mentors to some of them friends can be mentors, right? Absolutely. And you can be mentors to them. So it isn't just a one way street all the time, either. That's right. Yes. Right. And you found that to be very effective for you?

Darrin Galyean: 10:33

Absolutely. I, I can honestly say I would not probably be in this business for as long as I have if it weren't for the mentors.

Rick Ripma: 10:43

So if you were if you were talking to somebody and they, and they said, hey, I want to, I want to list my house. But let's say it's a friend, they're in Texas, and you can't list it. And and you're not going to recommend anybody. Because I want to find out how would they find the person? How would they? What should they look for? If somebody basically if somebody is looking to hire a real estate agent? What should they look for? What kind of characteristics and traits should they be looking for?

Darrin Galyean: 11:10

Well, like so many others, I think the first response to that is going to be their knowledge. I also think someone very passionate about the business is going to serve their clients to a higher level. Now, very seldom does that ever happen, where I'm unable to refer someone even out of state, I went through a class called GRI and to further my real estate education. So we have directory as far as other agents in other states that have went through the same class, and more likely have the same passion for real estate. If, if they take a path to further, you know, their career by learning and picking up knowledge along the way.

Rick Ripma: 11:55

Yeah, I find that the vast majority of the very best agents have a real passion for what they do. I would agree. And you got into it, because you You already knew you love real estate. That's right. I have talked to so many agents who has we both and they they didn't, it wasn't there, like you know, they didn't sit there in kindergarten going, You know what, I want to be a real estate agent, right? It wasn't that way. And they didn't really have maybe any interest that maybe they had a baby and they didn't want to go back and they wanted more flexibility in their in their schedule. And they say, Oh, God just become a real estate agent, or they just love looking at houses. And they find they love it.

Darrin Galyean: 12:34

Absolutely. There are so many great people as far as real estate agents, mortgage reps, title companies. And and I've had the pleasure to be around a lot of great people in this business.

Rick Ripma: 12:49

Yeah, it's one of the things that most impresses me with our industry is how phenomenal the people are the top row the gurus like yourself, how phenomenal, not just real estate agents, they're phenomenal people. Absolutely. They care. They care about their clients, they care much more about their clients than than getting paid. They just everybody understands. You just take care of everything and everything takes care of itself. Right.

Darrin Galyean: 13:12

I agree.

Ian Arnold: 13:13

So how would if somebody wants to get a hold of you and wants to buy or sell their home? How would they get ahold of you?

Darrin Galyean: 13:20

Well, my name is Darren Galleon. My website is indie Realty. team.com. My phone number is 317201. Home.

Ian Arnold: 13:31

Wow, that's a good number for a real estate agent home.

Rick Ripma: 13:34

Yes. Great number and easy to remember it is.

Ian Arnold: 13:39

Why can't Why can't you do that mortgage? Oh, way too many letters. So my fault.

Rick Ripma: 13:44

He's never been good at spelling.

Ian Arnold: 13:47

I'm a math person.

Rick Ripma: 13:48

Mortgage is not easy to spell anyway. So I don't It's not like home. No loan would be okay. And I'm sure somebody has that.

Ian Arnold: 13:56

All right, Rick. And we're gonna try this one more time. I need a gold star out of you.

Rick Ripma: 14:00

I knew you're gonna ask this question. I think he's asking me how to get a hold of us. It's you are correct, HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. You can find all of our contact information there. Or you go to 31767 to 1938. That's 31767 to 1938.

Ian Arnold: 14:16

All right. Now the question, are you ready for the next part?

Rick Ripma: 14:19

I am. I'm ready. Alright. I am going to do it right now. I had it right here. I just couldn't, I couldn't find it. Thanks for listening to India's real estate gurus. We the gurus we interview share valuable insights. They reveal their strengths, personalities, and how they'll work for you. While we hardworking mortgage guys secure the best mortgage. Real estate gurus work hard to. They avoid problems the amateurs don't see. They listen. And they find unrealized opportunities if you're buying or selling a home. A real estate guru is a valuable asset. So if you're even thinking about Buying or selling a home, keep listening, and definitely call one of India's real estate gurus.

Ian Arnold: 15:06

All right, Darren. So what does a typical day look like for you? Like when you when you wake up in the morning, do you sell mega go? Alright, I'm gonna call these five people you're buying a house today?

Darrin Galyean: 15:19

Well, I've heard it many times, there's no typical day in real estate. You mentioned flexibility earlier. And in this business, it seems like we do have some flexibility. However, we work quite a bit. So my typical day can change each and every day. Phone calls, obviously, emails follow up. Today, this morning, I had to close him before I came in here, and I have one afterwards. So that's a good day, that is a great day. So it day to day will will change however, the same task normally remains the same.

Ian Arnold: 16:05

That's awesome. So what tasks would you say are in in your normal day,

Darrin Galyean: 16:11

normal day will consist of many phone calls, follow up calls to my clients, whether it be buyers or sellers, as well as follow up calls to mortgage companies, title companies to make sure that everything is on track, to get my client to closing, as well as reaching out to my spear to see if there's anything that I could do for them and offer my services throughout. I typically try to call Monday through Friday, to make sure that there's no one that I'm missing, that I could potentially help in the real estate adventures.

Rick Ripma: 16:50

Yeah, it's weird, because I thought that what a real estate agent did is they got up and they kind of sat around waited, they went and met the client, they showed him three houses, they made an offer and bought a house. And that was that was all they had to do. And then they did it again, the next day, it ends in 30 minutes.

Darrin Galyean: 17:07

Well, that's what I thought when I first got here. And every agent out here will tell you, especially if they've done it for any amount of time or if they've done any amount of business. We work hard and we work long hours, there's there's days that we will put in 12 hours to make sure that we're providing the best possible service for our clients. Right.

Rick Ripma: 17:30

Yeah. And it's it's a the effort put forward in the knowledge that is used, because you have tremendous knowledge when you're at the level that you are, you know, a guru, the knowledge you have the it matters and it's worth, it's worth everything you get paid. And, and in fact, I don't think it cost most people anything. Because if they tried to do it on their own, what I have seen is you don't you actually don't sell your house for as much money. And you end up costing you yourself more money than if you just hired somebody knew what they were doing. It's no different than anything else you do in life.

Darrin Galyean: 18:08

Right? That is correct. Matter of fact, even a lot of the agents that I've got to known throughout the years that have retired to this day, I have many that will call me to sell their house or to buy a home, because there is a lot of value in using a real estate agent.

Rick Ripma: 18:24

Right. And it's important because if they don't if they call you because they're retired, they don't know the market anymore. That is that's absolutely correct. So they could they could make a big mistake if they tried to sell it on their own. And even they are aware of Yes, yeah. Which is, which is phenomenal. Yeah. So there is a question that I think Ian wants to ask.

Ian Arnold: 18:46

I mean, there's tons of questions I want to ask. I didn't know

Rick Ripma: 18:49

if you're hitting specific question that you tend to ask like a question of the week.

Ian Arnold: 18:53

Okay. I didn't know if you want to get to it yet. I do. But there's tons of questions. I want to ask the gentleman. All right, but we'll do the question of the week. The question of the week is sponsored by Hey, Rick and I the hard working mortgage guys, where we believe in helping and supporting you and your realtor by sending constant updates throughout the whole loan process. Nobody likes to be caught in a black hole because you never know where you're gonna go. Contact us today at HardWorkingMortgageGuys.com. All right. So here's a tough one for you. What was your first car?

Darrin Galyean: 19:21

Well, I had a 1983 Chevy Impala. That was a retired police car. And when I bought it had snow tires. When I sold it, it still had the snow tires. So they stayed on all year round.

Rick Ripma: 19:40

Okay, I didn't know if that meant you didn't have it, but it'll like a day or no,

Darrin Galyean: 19:43

no. I had it for quite some time.

Rick Ripma: 19:46

Awesome. Then you liked that car.

Darrin Galyean: 19:49

Now for a first car.

Rick Ripma: 19:51

Okay. Most people, most people even though it was like a car that had the air didn't work or this didn't happen or rarely ran they still have the soft spot for the car. You don't have that. Well,

Darrin Galyean: 20:03

it was definitely a step up from my mopeds. So I definitely enjoyed having a car. Yeah, come on.

Ian Arnold: 20:09

He was looking around. Do they leave a light in here? I want some lights on the car. Any any bullets? What's in his car? Right?

Rick Ripma: 20:17

You can put a bullet hole, you know those fake bullet holes? That it looks like okay. Yeah. I'm not happy with cars, right? I love cars. But I'm not happy with cars right

Ian Arnold: 20:25

now Rick's having trouble is. But don't we all sometimes with cars? Yes, we do. So since you've been in the industry for such a long time I have. So how has technology helped you it made your jobs easier or harder from start to now.

Darrin Galyean: 20:43

Technology is the key is as I mentioned before the show, we went on vacation. And while on vacation, I was able to sell four homes by using technology. It makes it easy for DocuSign is a tool that we use, and we can be anywhere and we can have our clients sign by Docusign. Yeah, that's,

Rick Ripma: 21:07

that's awesome. So okay, you're Where were you? Were we on vacation?

Darrin Galyean: 21:11

We went to Naples, Florida. Okay,

Rick Ripma: 21:13

so you're in Naples, Florida. And while you're in Naples, Florida, you were able to sell four homes? That's correct. How did you show those homes?

Darrin Galyean: 21:20

Well, only one of the homes was a buyer that bought that home. So I have I not only do I have a gentleman that works with me. Okay. I also have other agents in my office that are available. As you will know, the last couple of years, the greatest ability was availability. Yes. So you have to be available. And if you're not, you have to make sure that your clients are able to get in properties and to be taken care of.

Rick Ripma: 21:51

Right. And so you have you have a team. So what is your what does your team look like?

Darrin Galyean: 21:55

Well, we have many years in the business, my team is, again, has been around for many years, we work with residential properties, commercial properties, and majority of our business is working with a state as well as attorneys that deal with estates and probate properties.

Rick Ripma: 22:19

Okay. So that's, that's a great thing that everybody seems to have some, like niche that they get into. And that seems like a great niche.

Darrin Galyean: 22:29

It is it is. And we've met a lot of great attorneys in Central Indiana, working with the state of proper

Rick Ripma: 22:37

Yeah, that's awesome. Yes, that is. So what would you say your superpower or superpowers are?

Darrin Galyean: 22:46

Well, my wife may disagree, but I would say my superpower is, I am a great listener. I, I listen to what my clients have to say. And I want to make sure that I deliver what they are telling me. And being a great listener is my superpower.

Ian Arnold: 23:05

We're getting a phone call. And right now wife is saying no, you are not.

Rick Ripma: 23:10

I would believe she says not at home.

Ian Arnold: 23:13

He turns that off.

Rick Ripma: 23:16

My wife might say this. I don't know about you. But you know, if I'm sitting there, I don't do watch TV much anymore. But if I'm doing something like that, and my wife comes in, and she starts talking, and then she's, and then she's like, well, you're not listening. While I was already doing something when you came in, I didn't even know you were talking.

Darrin Galyean: 23:37

I get the same I get the stuff in my

Rick Ripma: 23:39

house, especially with the air pods now. Right? Right, that you can't hear anything? No, no. Or I don't listen, one of the two. I don't

Darrin Galyean: 23:46

know what it is. And sometimes you can't see him. So that's right. They have no idea.

Rick Ripma: 23:49

Yeah, but it is it is vitally important to listen to our customers. And so and I think most people feel like our wives may feel I'm not listened to. So it's really important to listen to a customer. That's That's correct. And it's not always what they say either, is it? It's a lot of times it's you have to read into what they're saying.

Darrin Galyean: 24:08

So often had, I have had buyers tell me what they're looking for. Then they buy the exact opposite. So and part of this job is to read in what they're looking for. And what's the best fit for for the client?

Rick Ripma: 24:23

How do you find that out? Is it through showings when you're you're walking through the house and you hear what they say that maybe what they thought they wanted what they want? How do you do that? That is

Darrin Galyean: 24:31

the most valuable time to pay attention to the client is during showings. I always try to meet with the client before we go out and look at properties to get an understanding what they're looking for. And why they are looking for what they're wanting.

Rick Ripma: 24:47

Yeah, I I know when I was selling new homes, it was incredibly valuable to listen to what they said and I was I was a manager at one time one time and we Would we would tape, you know, the salesperson would have a tape recorder. And they would, they would let the people know. And they would tape the conversation so we could listen to what they say and that kind of thing. And I had one of my vividly remember, they were down in a basement. And they were they came up out of the basement, the salesperson asked something and, and it was it was so obvious that they weren't listening to although the person was saying it was just their habit at that point in time. That's what they asked, you know, it's like, so valuable to just quit thinking about what your answer or your next next thoughts going to be. Listen to what somebody has to say. I couldn't agree more. Yeah, it's, it's, it's very important. So go ahead.

Ian Arnold: 25:46

How would somebody get in contact with you if they wanted to go ahead and sell their home with you or go ahead and go house hunting?

Darrin Galyean: 25:53

Absolutely. My name is Darren Galleon. You can find me on the web at Indie royalty team.com. Or give me a call or send me a text at 317201. Home.

Rick Ripma: 26:08

And if you need to get a hold of me, or I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. Or you can call 317-672-1938. It's 317-672-1938. My car has my mind a little bit off today. Paul, you

Ian Arnold: 26:24

least did that one for the third time. The third time was a charm, you didn't strike out. So thank

Darrin Galyean: 26:29

you. Sounds good to me.

Ian Arnold: 26:32

All right. So what do you think your what was one of your most memorable deals?

Darrin Galyean: 26:38

I have several. And some of them have been very recent. I have sold off a couple of large portfolios for investors, several worth several million dollars. And I have got gotten to know the client very well, because it's been through the course of a couple of years. So getting to know my clients and getting close to them and developing a friendship with them has been something that I will take away from this business even after I am retired.

Ian Arnold: 27:13

Sorry to tell you but Realtors do not retire. Well. They just keep doing it. They might slow down. But they don't retire.

Darrin Galyean: 27:20

Maybe right. You may be right. But at some point in time. If I am still selling real estate, I will be on a beach somewhere.

Ian Arnold: 27:30

Whoa. So what's the difference between when you're just on vacation? And then you're on the beach selling for homes? I'll take that?

Darrin Galyean: 27:37

Well. I one thing I always tried to do things for my phone when I retire? I'm not so sure if I will even carry?

Ian Arnold: 27:46

I do understand that. Yes.

Rick Ripma: 27:48

Yeah. And you know, let's talk about social media. Yes. Because if I remember, right, you don't do much social media.

Darrin Galyean: 27:58

I don't do much social media, I feel like it's important in this business. And I have a company that will advertise through Google, Facebook. Next door app, I will, I like being in front of the client, I like to get to know the client. And to me, that's how you establish and develop a relationship with that client is being in front of them. And communicating that way.

Rick Ripma: 28:28

I just the reason I brought it up is because I think it's really important that not not so much for a customer maybe or prospect, but much more much very important for somebody, maybe a real estate agent who, who isn't into social media and everybody you know, we hear about it all the time. You gotta have it, gotta have it. Gotta have it gotta have it. What I've learned by doing this show is everybody there's some very, very successful agents who do social media apps, that's what they do apps, right. But there are some very successful agents like yourself, who don't do social media. So it's not it's, there's lots of ways to do the business.

Darrin Galyean: 29:13

There is there is I know agents that have sold a lot of homes, on social media. And I recommend social media, to the agents that aren't in front of people enough to be able to grow their business. So you know, I think social media is a plus. However, for me, that's not how I built my business. And I like to be able to either respond right away, not saying you can on social media, but also the more avenues we have for people to reach out to us will tend to kind of pull you in different directions.

Rick Ripma: 29:50

I find it very, one of the things that I find very difficult today is all the different ways people can contact you. You tend to You tend to do whatever it is you'd normally do. Right? So I do text phone, email. I'm not I don't do much social media messages. Right? Right. But I'll once in a while get a message from somebody on social media, and that is probably the if I'm gonna miss something that's most likely The thing I'll miss. I won't I won't see it because I it's not what I do. Absolutely. Well,

Darrin Galyean: 30:23

and same with email. It's, it's not uncommon for an email to go to a spam, right? So my preference on when clients want to get a hold of me, of course, is always my phone, and my cell phone is always available in in a normal time. And what number was that? That is 317201. Home.

Rick Ripma: 30:45

I liked the way he said that. Okay, my cell phone is always available. Yes, my cell phone is always available. unless for some reason I lost service my cell phone was always about I may not be but my phone is. And that's great. And, and text or call or

Darrin Galyean: 31:03

text or call anytime. Obviously, if I'm in a meeting, if you leave a message I will call back. Text message is simple. And I'm able to respond most of the time as the text messages come in.

Rick Ripma: 31:15

Yeah, I find most people are very, very understanding. Like, I'll get a, I'll get a call or a text late at night or an email late at night. And I'll answer it first thing in the morning. And most people are very appreciative. Like, wow, I really appreciated answering so quickly, where I'm thinking, well, you, you this was a 11 o'clock at night, which you will not get me at 11 o'clock. No, I'm

Darrin Galyean: 31:35

the same way. However, my ringer will be turned off before. Way before 11 o'clock at night. Oh man I mind to however, there are some things that I would rather have first thing in the morning, especially if it's something that I need to take care of first thing in the morning. So I encourage my clients if there's something that they need to reach out to me about, or if their schedule does not align. I've had it where a nurse has worked at a hospital before and she worked late shift, right. So for her, it was easier for her to send me a text or leave me a voicemail. And I was able to work on that right away. And it's good

Ian Arnold: 32:14

to let him know. Yes. Well, that's the nice thing about technology, though, is it's not like you're making that phone call. And you don't have an answering machine. You don't have this Oh, quick text message or email even a voicemail is easily you can get tomorrow morning. So that is a beautiful thing. So I mean, now send a letter and wait five days for a duration. All right. That's a different ballgame here. Yes.

Rick Ripma: 32:38

But you know, what I like is, when I when I think of something, it is easier for me to do that right? Then I'm not somebody who waits. If I wait, I might forget, I don't want to forget, I'll do it right now. If I if there's something I have to do, if I have time I do it right then. So if I if I needed to get a hold of you. And it's 11 o'clock at night, or you know, sometimes I wake up in the middle of night, and I'm up. So let's say it's three o'clock in the morning. I don't expect somebody to get back with me at three o'clock in the morning, but I need to get it out so that it's out there. I don't forget. And the information, you know, that gives the person time to look at it and figure out the answer. Right. That's exactly right. And I think that's great customer service myself.

Darrin Galyean: 33:20

Absolutely. And I'm sure you're like I am we chose to be in this business to be able to serve our clients, and to give them the best possible service there is. And that's part of the job.

Rick Ripma: 33:34

Yeah, yeah. And, you know, I think a lot of times, like for me, I tried to before I got into the business, I was going to refinance my home, and the company that I went to. I mean, it was like, you this is back in the 90s. Okay, they wanted to charge me like $10,000. And I know that still if you can't tell us a little bit irritating, rightfully so, you know, that was and back then that was a true closing because that wasn't your your, you know, escrows and all that. That was it was like you gotta beat and I had great credit. I was making good money, there was no reason for it. It's just that's what how they were set up. I did not close with them, rightfully so. But it's, I don't like that. So I don't want my customers ever to feel that way.

Darrin Galyean: 34:23

Do I know I am the same way. Matter of fact, the first home that I bought, the interest rate was 15%. Like you had excellent credit and money to put down. But that was the rate back then. So with the rate that we're looking at today, in my mind, not so bad,

Rick Ripma: 34:40

right? Yeah, that we saw what was the average rate over the last 30 years and 7.75%? Yep. The problem is, is everybody goes by what we just had. I don't know if you've noticed that but I've noticed that in my entire career, somebody who they see what it was and that's why I think people are starting to get it. You know, they're not so worried about rate as they were because rates have come down a little bit. And so now it's not, it's like they're comparing it to that not what we had two years ago.

Darrin Galyean: 35:10

Well, and that's that's Same with the price of homes, the price of homes have went up, and therefore, a buyer in their mind, you can see what the previous owner bought the home for? Well, it doesn't take away the fact that that's what the home is worth. And that's why they're asking what they're asking for the property.

Rick Ripma: 35:30

Right. That's one of the things I really like about working with, if there's an agent on both sides of the transaction, so you've got a listing agent and a buyer's agent, you know, that the listing agents going to list the house for as high as they can, but still within the realities of the you know, what it's going to be worth unless a buyer or a seller forces them to do it higher. And you know, a, I'm talking about the top agents, right? And I would say they don't even there's never even that qualifier did. And then if the if the buyer's agent is also that way, they're going to negotiate it in the price is almost always going to be realistic.

Darrin Galyean: 36:10

I agree with that. That's exactly right. And that

Rick Ripma: 36:13

that's part of what, you know, part of what people get with a real estate agent is, you know, they get somebody who knows what they have the knowledge, they understand the market, they understand how to price it, they understand how to negotiate, they they talk you down if there's, I mean, is there any emotion when you're buying or selling a house? Oh,

Darrin Galyean: 36:31

tremendous amount of emotions?

Rick Ripma: 36:32

And how much? How much? Does it matter that you're very even keeled, you don't get emotional, and you can help your clients through those,

Darrin Galyean: 36:40

it is very important to keep your personal emotions out of the transaction, and to make sure you're representing your client's best interests, regardless if that's telling the client that the home is priced too high. Or maybe the home is priced well. So it's important that we are there to talk through the transaction and provide that type of service for our clients. Now,

Rick Ripma: 37:06

this is a question because I think I know but I'm not positive. But it seems to me like, especially in the market that we have today. People are still on good solid houses are offering more than less price. That's great. Right. But I hear that if you overprice your home, people won't make offers

Darrin Galyean: 37:25

that is that that is a true statement. That is exactly right. And that's why it is important to listen to your real estate agent and price the home based on the market and not based on your opinion. Yes.

Rick Ripma: 37:39

And how do you kind of walk us through how you price a home? How do you come up with here's what I think the value of this home is going to be

Darrin Galyean: 37:46

for most agents, we could go in home and we know the value or right around where the value is added on a home. However, we take that information back after looking at a property and doing a CMA on the property to determine the value and to compare that home with similar homes have sold within the same neighborhood or right around the same neighborhood.

Rick Ripma: 38:10

So So you basically do what an appraiser does, because the sale of other properties close by gives you the best understanding of what that house will sell for that is

Darrin Galyean: 38:21

correct. Matter of fact, there has been many times that of appraisers have reached out to me, as well as other agents in the business, to see what comps we are using and to provide our information, our our insight on the price of homes being a price,

Rick Ripma: 38:39

but then my house is nicer than those houses. Well,

Darrin Galyean: 38:43

you'd have to have a real estate agent out there to determine that. So

Rick Ripma: 38:48

you've never heard that. But

Darrin Galyean: 38:49

I hear that daily.

Rick Ripma: 38:52

It's so funny, because it is I mean, we all think that

Darrin Galyean: 38:56

we do we do and then go ahead. And that's what you were talking about. As far as emotions, yes. Sometimes a home is worth a lot more in the minds of the seller. Yeah. And that's, I would say that's true on probably nine out of 10 sellers.

Rick Ripma: 39:12

And the reality of things is, you're blind to your own house, aren't you? Absolutely.

Darrin Galyean: 39:18

Absolutely.

Rick Ripma: 39:19

There's so many things that I'm sure when you walk in the house, you go well, we probably need to do this. And they're like, I never even noticed that I just because you don't it just happened and you just keep going on you live there.

Darrin Galyean: 39:29

Well, I have owned right around 35 homes throughout my lifetime. And even when I sell my own properties, I have to take my emotions out of sell and go to the computer and work out the same CMA as I would for my clients to make sure that the home is priced right. Because you have one opportunity to present that home the right way. And that's when you first put it on the market. And even

Rick Ripma: 39:53

in a hot market. If you overprice it the the house won't sell

Darrin Galyean: 39:58

That's exactly right and More than likely buy time you get through the price reductions where it should have been, you will sell it for less. Because the days on the market.

Rick Ripma: 40:09

Yeah, I've heard that's another issue right now days on the market, people will look at that. And they'll think well, there must be something wrong with that house. So even though now you're at the price, people won't come in. And so you end up selling it for less because people aren't coming looking at it.

Darrin Galyean: 40:21

That is exactly right. That's, and that's why it's important to list a home with someone that knows the market that knows their area, and will be able to price it right the first time.

Ian Arnold: 40:33

So when you're talking about choosing the right person to list your home, so but you have some of the event, individuals that say hey, look with the market the way it is, I'll just sell it on my own. So what would you say to somebody who wants it is talking to you like, well, I'll just sell it on my own. Instead of having a realtor,

Darrin Galyean: 40:51

everything I go off of is based on statistics. And if you look up statistics, being a for sale by owner, they typically take less than what a real estate agent can get that for sale by owner. There's not nearly as much exposure as a for sale by owner can offer compared to a real estate agent. So even if I were not in the business and have the knowledge that I have, there is no way I'd sell it for sale by owner. I've heard of stories where the seller has been sued. I've seen it firsthand where sellers have taken a lot less based on what I could have got them had they listed the home on the market.

Rick Ripma: 41:32

Yeah. And I had just very briefly my brother in law and sister in law live up in Detroit, this is years ago, they were going to sell their house because they were building another house. And they asked me what they should do. And I said you need to get the best agent you can possibly find for this area, go find them. And they said, Well, we already talked to one. They're really good. I said it because we're thinking about selling on our own, don't sell it on your own, sell it with a real estate agent. So what did they do? They put it up for sale by owner, they sold it, they sold it very quickly. They had an inspection, the Inspector said there's something wrong with the roof. They had to negotiate it with the buyer, the buyer walked away. And they had sold it for $225,000. They call the agent back because they call back. So they called me and said Now what should we do? I said, Do what I told you in the first place, call the real estate agent and get them in there. Because now their house is done. They need to they don't want two houses. They call they call the agent they come in, they listed it for like 289 Sold it for 279 they netted $40,000 More than they would have made selling it on their own. I don't think that's unusual. I think that's a normal problem

Darrin Galyean: 42:37

that that is normal. So the exposure that a real estate agent has to offer and the knowledge. It makes sense every time to use a real estate agent.

Rick Ripma: 42:49

I agree. And when somebody's buying this, I've noticed this when somebody is buying a house that's not listed. They wanted a better price because you're not paying a real estate

Darrin Galyean: 42:58

agent. That's That's exactly right. Right in here lately, it seems like we have a lot more buyers that will reach out to a real estate agent because they want the protection, the knowledge and to make sure everything is done the right way. And with that being said, more likely the seller would have been better off listing that property, because we are now out there to get the best possible deal for our buyer. And we know that they're limited as far as how many people probably view on their home as opposed to one that's on the mark.

Rick Ripma: 43:31

Right? Yep. So

Ian Arnold: 43:33

now let's get off the real estate thing. Just have a little bit of fun. So

Rick Ripma: 43:37

if I gave you an excellent fun, what are you talking about?

Ian Arnold: 43:39

No, no, let's, let's have more fun. All right. So if I gave you a day off that you could not talk on the phone to real estate, you added a complete day off. What do we catch you doing?

Darrin Galyean: 43:51

Well, a day off, I would be around my three boys, my wife and my grandson. We enjoy fishing. So more likely we'd be somewhere fishing. And the time that I spent with my family is to me is the most valuable time that I could ever spend. In my opinion. Well actually this this holds true with everything. The one thing that that we don't know is how much time we have. So therefore spin off my family. I will take that option every day.

Ian Arnold: 44:28

So where do you guys go fishing for mostly?

Darrin Galyean: 44:31

We fish for bass, there's times we'll fish for catfish but we fish for anything that we could catch or that will bite

Ian Arnold: 44:40

you because I know you're talking about Florida area have you taken deep sea fishing

Darrin Galyean: 44:43

matter of fact we did we we we went deep sea fishing. It was fun and we caught quite a bit of fish however, I never caught a fish that was 15 pounds or more and that's what I was there for. So we wrote in And a lot of smaller ones, but we had we had a great time and as I was my 15 year old son he had a blast.

Ian Arnold: 45:06

I grew up in Florida so I mean you got it was people that go out there Marlin fish and you don't realize how taxing that is on you. And some of those big the big galoot buzz and whatever the huge fish out there. I mean, you think you think a bass is hard to pull in, pull in one of the DNS what

Darrin Galyean: 45:25

I was hoping we never got to that point. But that's that's what I was after. Yep.

Unknown: 45:32

Well, I'm

Rick Ripma: 45:32

gonna say that I'm not much of a fisherman, I will admit that not much of a fisherman. But if I had the choice between catching 3540 fish that are small and one great big one, I'll take the 35 or 40, because I'll never get to the big one because I'll be bored out of my everliving mind.

Darrin Galyean: 45:49

However, you there's a lot more Storytime with the bigger fish.

Rick Ripma: 45:54

That's true, or the one that got away. That's true. Yeah. And that's, that's the biggest fish of all. That's right. That's right, the one that got away. So if somebody needed to get a hold of you for any real estate needs, what's the best way to get a hold of you?

Darrin Galyean: 46:06

nd Realty team.com or text or call 317201 home

Rick Ripma: 46:13

and to get a hold of the Ian or I it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938 That's 317-672-1938

Ian Arnold: 46:25

and reminder if you know a friends family or coworkers looking to buy sell refinance, contact Rick or I will be more than happy to help him

Rick Ripma: 46:31

and please follow us on social media.

Announcer: 46:35

Brent NMLS number 33041 Recruitment NMLS number 664589 and Arnold NMLS number is 195469 equal housing opportunity some restrictions apply