Guru David Landau with Highgarden Real Estate

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm Rick Ripma, your hardworking mortgage guy and I've been in real estate and mortgages for over 34 years I've helped over 5300 folks finance their homes. My team and I believe in custom tailored loans, not a one size fits all approach. We believe there is the right mortgage for you, and we believe we are the team to deliver it.

Ian Arnold: 0:18

And I'm Ian Arnold part of Ricks hard working mortgage team. I've been in the financial industry for 15 years helping customers rebuild their credit to get the best possible interest rate. I also have a passion and helping you secure your overall real estate dreams,and even paying off your home even faster.

Rick Ripma: 0:33

And for the most up to date information on India's real estate market or mortgages.You can contact Ian or I at HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938. Today, we have David Landau. Hey, guys, I pronounced that right. Yeah, you did.

David Landau: 0:56

Thank you. Thanks for

Rick Ripma: 0:57

your with Highgarden. Real Estate. That's right. And you're talking to your corporate you did? You did a lot before real estate. So what kind of give us that background? Where you where you grew up? And then what you did before real estate? Yeah,

David Landau: 1:10

sure. So I'm a born and bred Hoosier. I grew up in Indianapolis, I did. We lived in Columbus, Ohio, briefly for a couple years. And then we got transferred again when I was in corporate America to Maine,which was lovely. And we had to come back and fortunately,unexpectedly, but for the most part, grew up on the northwest side, and traders point when superb off went to Wabash College for undergrad, winter ball, save for grad school, got out and was in corporate marketing and communications for many years. And then in 2008, I decided to get my real estate license and was just kind of a side hustle maybe before side hustles became a thing. And I was working on referral, only friends and family, saving the money on commissions when I could. And then in 2019, maybe before the great resignation became a thing. My business had grown to the point where I could do it full time. And I could support myself financially. By doing that, I chose to leave corporate America for a little bit more control over my own time and do things I'm more on my terms. And the travel became hectic, I was traveling globally. And so it was a it was a sort of a nice transition. And it's worked out well. Doing this full time I've grown my business incrementally every year. So the trajectory is going in the right direction. It's continually gotten better and better, of course, the what we experienced during the pandemic in the 20202021. Market, which was super hot with historically low interest rates. You guys know that? That certainly helped. But but just like that, around this time, last year, maybe July or August, the market took a turn.And that's the neat thing about real estate, right? It's, it's always evolving, it's always changing. And there are challenges and the market adapts and we adapt our business with the ultimate goal of making our clients happy and helping people realize their goals and their dreams. And it's continued to work out well for me, I should say.

Rick Ripma: 3:53

And so it's interesting, because we get we get people who just jump in full time that you know, they just leave their job. And they say that's the only way to do it.And then we get people who did it just like you do slowly get in. It took you said you got in in 2008. You went full time in2019. So 11 years. How hard was it to? Because I think one of the problems I see with people is when they do that they easily give up because they're tired.They've been in war. They're they got other things to do and they've been working and they don't keep that dream alive. So how did you do that? And how hard is it to keep that keep that momentum?

David Landau: 4:34

It's it's challenged, but you get a good managing broker to my first managing broker were were still very much in touch was inspirational and they if you have a good managing broker that's always a positive to complement and I have just a natural drive. You know I have goals. And I, maybe in the beginning, I had a little bit of a lower risk tolerance than some people. But you do well. You make sure that your business is personal, and about the client and not about yourself. And then the referrals are coming in. Now all of those years, I wasn't practicing. I moved out of state. So I only am licensed in Indiana. Okay, yeah. So I just hung my license up in referral status for those years. But then came back. And I'll tell you,the other the other motivation for getting into it full time was, I had an unexpected loss,which is why we came back from Maine, I had a parent that died suddenly. And it and my, so my mother passed away suddenly. And my dad had passed away a few months prior to that. So I found myself an orphan, I had to come back and sell properties, settle estates. But that was sort of a turning point for me, because with the sudden loss of my my mom, again, it was unexpected.It really starts making you think that life is short. And when you have goals and dreams,you get one shot, right? And so that was another huge motivation for me to do it full time.Because as a kid, I was the kid that was playing with Legos, and Lincoln Logs, and I was building homes and using those and I was always interested in homes. And I was even taking empty boxes.And I would take a have my mom take me to there was a AED shocks. I don't remember it.Yeah, in Broad Ripple. Yep, yep,Ed shocks, and you could buy miniature furniture. And stuff is really maybe for doll houses,but I would do interiors, like I would do staging once. So from a very early age, I was interested in homes. And, and, and so it stayed with me. You know, I landed in corporate America,because that was sort of I went to a liberal arts college and went to Wabash, that was kind of, you know, the proper thing to do. And I realized all those years in corporate America with,you know, wanting to be in more control of my own life, plus what happened in my personal life with my parents, that I just made the decision to do it full time. So it is hard getting started. But if you focus on your customer, if you focus on your client and make it about them, not about yourself, and you're more client focused, and not transactional focus, then the referrals, it's a good client experience. And then the referrals, they've had such a good positive experience with you. They refer their friends and family. And that's, it takes a while. Because, you know, not everyone buys a house every every year, every couple of years, right? Usually we see three to five years unless something is going on in their personal life, where they have to buy and sell. So it does take a while. Yeah, yeah,

Ian Arnold: 8:47

yeah. Yeah, that's one thing that Rick and I've had that conversation about several times is it's not about the transaction. Yeah, it is about the person. Yeah. And I mean,just like we've seen in our industry and stuff, oh, that's a$50,000 loan. I don't really wanna work. No, no, no, you can take care of them. You'll see it on the back end. Don't worry about but don't worry about the money, just take care of the people. And I

David Landau: 9:09

have I have you heard of instances where, where people say, the price point, I'm not even dealing with that price point. But that that price point might be an entry level price point. And then people buy up,right? So I do plenty of those deals and people either add to their family, they start having children, they start climbing the corporate ladder, they've got more income, their credit situation has improved. finance rates have improved so they can buy more. So that initial100,000 $120,000 First time home might turn into a $300,000second home, right so yeah, it's it's about helping people realize their goals and then corporate America they sort of call it servant. Servant leadership. Yeah, I think, Well,I think adapting that from corporate America into my business as a real estate agent has really helped me, because it's about serving your clients,

Rick Ripma: 10:18

if that's all it really is, if it's, they already know the house, they can,everybody can look up all that information, they can see everything. But they need in mortgages in in real estate,they need a professional who knows what they're doing who,because there's so much more than just what it looks like online. There's, there's so much into negotiating the pricing.You know, making sure you know,having people come into your house, if you're listing your house, having a pricing that correctly. Yep, you know, not too high, not too low. It matters what you price a home at, and it matters how many people you're going to get through. So it's vitally important to get a solid, you know, Guru real estate agent on your side. I think it's vital.Yeah.

David Landau: 11:06

So I'm glad that you raise that point, because negotiation, that's why people go with agents, because of the negotiation aspect. Some people aren't good at that, coming from corporate America, where you do have to negotiate with different parts of the business, you do have to reach consensus, you don't always get your way in corporate America when you're dealing cross functionally,right. And I, what helped me be,in my opinion, and in the opinion of some of my clients,hopefully all of them is my negotiation skills, because I bring that background from the corporate side into my business,you know, and it's not only the negotiation skills, I think that's important. It's also what are your resources? What are the contractors, the vendors that you have in your lenders, the window people when you go, you know, I've been in sticky inspection phases where we're trying to negotiate inspection items, and knowing the right people to bring sort of cost effective solutions, makes it an easier hurdle to clear on both the buyer and the seller side.Right. So that's all that's all part of it. Look, getting the property under contract is just the first step. You got to you got to get it appraised unless you ever waver. And you've got to clear the inspection phase.Those are the two next biggest things. And if one of those things go sideways, then the deal doesn't make it across the finish line. And you got to start all over. You might have an unhappy buyer, you might have an unhappy seller, and no one really wants to see that. So it's the important thing in an agent is the negotiation skills is the resources that they bring to the table. Is their lender reachable on a Saturday at 10pm?If we have a question for writing a, an offer so that those are important things?Yeah,

Rick Ripma: 13:24

yeah, it's important that people are available, it's important that you have that,you know, very knowledgeable real estate agent who's gone through so much. Or you kind of alluded to this, or they have a great team or mentors that they can also tie into because they aren't going to know everything but they need to they need that mentorship, they need the other people they work with who they can easily get to.

David Landau: 13:50

Yeah, my first broker, I mean, I'm at a different brokerage. She left's the brokerage that we were together at and she started her own brokerage and I still contact her. Yeah. You know,with questions. I mean, I, I contact my my managing broker now, but she and I just had that deep. I think it's because she was my first managing broker.And there's, you know, when you're first starting out in as a realtor, you're just you're out there like and, and getting your confidence up to a point where, you know, you feel good about what you're doing. That's important too. You want your clients to see that confidence and she was an important factor in that

Ian Arnold: 14:36

and if somebody is wanting to work with you and have access to all your contacts and be able to help no matter what, whether buying or selling,how do they get a hold of you?

David Landau: 14:45

Yeah, they can calling or texting works beautifully for me. At they can call me or text at 317-431-3830What's that number again? 31674313830 And I've got my phone with me all the time and call or text you know, that's right.Nope.

Rick Ripma: 15:09

Perfect. And to get a hold of Ian or I, go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 31767 to 1938. And thank you for listening to indies real estate gurus, the gurus we interview, share valuable insights they reveal their strengths, personalities and how they'll work for you. While the heart why we hardworking mortgage guys secure your best mortgage, real estate gurus work hard to they avoid problems the amateurs don't see. They listen,they find unrealized opportunities. If you're buying or selling a home, a real estate guru is a valuable asset. If you're even thinking of buying or selling a home, keep listening and definitely call one of India's real estate gurus. Alright,

Ian Arnold: 15:53

so let's take a little sidestep away from real estate for a little bit. Let's know, let's get to know you. Oh,no, let me take away that phone that you just gave people a phone number that you said you're always connected to. So I'm gonna take that away for 24hours. What do we catch you doing for fun?

David Landau: 16:08

Oh, man. So I live in Butler Tarkington. I've lived there since 2006, you will find me chatting with neighbors. I've got three dogs, and walking them all over my neighborhood all the time to two of my they're all rescue dogs. The two of my rescues are two years old,around two years old, so is still have a lot of energy. So I'm constantly walking around my neighborhood, constantly seeing what's going on in my neighborhood what's maybe listed what's pending, who's fixing up properties. So there's a Starbucks in a market that's walkable. So I'm always there to caffeine addict. Or I'm doing stuff on my own house, which you know, it's a 1926 house. So there's constant, constant work to be done. So they usually, I mean, real estate is such a people business, I really enjoy talking with my neighbors. So I am constantly I'm not a Gladys Kravitz kind of person. Like I'm trying to be nosy and but I like just keeping in touch with my neighbors. I'm an extrovert. So that kind of kills two birds with one stone. I'm kind of seeing what's going on who's coming in who's leaving.Actually, the only thing that I'm getting real I get real nosy about is when I see people doing work to their home, I kind of like if they're out there, kind of like to see what what they're doing, right? Because that always gives me ideas when I have a client who's like, hey,what do you think about maybe I'm interested in this house?What do you think about maybe doing this great idea? Or have you thought about this? Because I've seen it done somewhere else? So yeah, the HGTV shows are great, but I I find them to be a little bit unrealistic. So that's why I like seeing what's really happening on the ground.And I like in my neighborhood I I like being the local expert,right. So I try and keep tabs of what's going on. So committed to my dogs. I work really weird hours because you never know. I was working on an inspection response at 1230 in the morning.Yesterday morning. So, you know if I'm not with doing stuff on my house, either on the inside or the outside or walking around the dogs, I'm working these kinds of crazy hours, right, so,

Ian Arnold: 18:51

so I gotta ask you,so Rick lives in an older house too. Yeah, he recently remodeled and he replaced some of his flooring, and he said he had like three or four layers of flooring. Do you have the same issue?

David Landau: 19:03

No. I had all original hardwoods from 1926.Unfortunately, I had to replace the hard woods because there were spots where the damage was so severe that they couldn't be refinished. If they tried to refinish it that the the boards would they just get too thin right if they tried to sand some of that damage and you could go if you're super committed, you could go try and match the wood at a salvage. But you know it unfortunately it kind of killed me to do this. It was just easier and more cost effective to replace all the hardwoods and that's what I did. So I didn't I did not have that though. I just had the the original hardwoods and it was the you know Back in the 20s they use the tire oak which you just don't see anymore. It's just too expensive to harvest that so

Rick Ripma: 20:09

yeah, I had the same issue. Yeah, my floor they pulled out some of them and there was underlayment in because obviously there had been water damage. It's okay. And so when they pulled the carpet up,they could refinish the floor.So yeah, to rip them all out.Yeah, just made me sick. Yeah,well, yeah. But what are you gonna do? Yeah, you know, and they weren't level. I mean, so it's just, there's just not and also by the time they've ripped the carpet out. You're not gonna go Okay, let's stop let me go find some wood that's gonna match Yeah. Or at least I'm not Yeah, my wife is never going to let me do that. Yeah. And every modeling we did way too much anyway was our was our biggest problem we did you over and it was so much time I may have over improved and I'm not going to sell so what do I you know?Really? That's right. I want to enjoy it. Yeah. But I you know,we It took forever and my wife has four cats. And my wife is a very dedicated pet owner. So she won't leave them and she's afraid they're gonna let them out the door. So she sat there the entire day, every day for month after month. Yeah, it's a I mean, it's tough. It's a tough thing well

David Landau: 21:24

if you live in an older home and that's really one of the challenges because now I have plaster walls and they've got a subtle texture that was a thing back in the 20s also the ceiling the plaster work they they just the it's a lost art.There are very few trades people that still do that. Right. When I bought my house I tried to keep it the the historic character of it in you know why is because when the concrete was poured in the basement, someone I don't know if it was the builder, the original owner wrote their name in the concrete while it was still wet, and the date the concrete was poured,which was September something1920s Like September 10 19. So someone was really proud of what they were doing and to honor that, you know, when I have had this house since 2006, I didn't want to do anything too crazy.So that's why it killed me to take those hardwoods out. But it truly is hard to find crap artisans, you know, because now everything is just so different and so if you find someone like that not only are they hard to get calendered in because everyone wants are they charging a premium? Yeah, but I live in Butler Tarkington Meridian Kessler, I'm right on the edge.You know, you kind of want to do that to the extent that you can so yeah, so I've got lots of lots of projects but you have to space them otherwise you go bankrupt. Crazy Yeah, that's right. That's right. So but I love the old houses and going to your point where like nothing's level Hey, i Nothing's nothing's level in my house and I think even my new floor squeak they they Creek good with it. You know, it's an old house and you can expect it and an old house I've seen actually new construction where things aren't level so

Rick Ripma: 23:46

yeah, I mean our our guys on our main level when we when we remodeled that they they did everything they could to level it and they said we got it flat. We didn't get it level Yeah, we can't get it level impossible to get that level it's it's sunk too much. So there was no way to do that. But it's it's flat. Yeah, but we had tile put in and some of the tile has cracks in it. Very difficult to see but you can see it but what are you gonna do? Yeah, the way it is. Yeah. My son has a house in Chicago he bought a couple years ago. His as the1920s. And he has the the the not drywall but the plaster plaster. And he said well, first he had somebody come in who's a professional at that. It's one of his in laws, friends. And she did she she really she fixed it all she painted it she he wanted they wanted wallpaper they hung the wallpaper. But he said that the beauty of plaster is he said when it gets cold. You if you ever conditioned a house and it gets cold, it stays cold. And when it gets warm, it stays warm. So in the winter the house is warmer in the in the in the summer the house is cooler. He loves his plaster. Yeah. So there are big benefits to it.

David Landau: 24:58

So I think maybe In Chicago, in that market,they're probably the more options for those types of trades people. In Indianapolis it's a little tougher. It's not as big of a market. Yeah. So I mean, I wouldn't, you know, I have a sister that lives in Fishers in a subdivision, their home is like a 2000. Great home,great for them. I can see myself out your thoughts and, and honestly, going back to my clients, when I say, you know,you have to make the experience about them. When I get a client who's looking at an older home,I sometimes forget about that I get so excited about original tile. Just things that are original, I get so excited that people have preserved that charm and that character, I kind of forget who the homebuyer is for a second, right. And I've seen some fantastic homes in the city where the the old original tile is pristine and in great shape.But maybe the rest of the home isn't, or the original trim is in French, French doors are in perfect shape. And I'm like,this is fantastic. And sometimes I think buyers don't realize how fantastic it really is. Yeah. So I mean, there's been a couple of homes I've seen that I would, I would buy just for that stuff. I mean, I get so excited when I see that that's been preserved as well as it has.

Rick Ripma: 26:39

I like both I like new homes. I got 11 years with the new home builder. I like new homes, I think they do a phenomenal job. And I think there's some things that are better than the like windows are much better today than right.Yep. You know, there's some things that are better. But it's hard to get what you got in an old home. But I think you know,there are people for both of them. And yeah, Oh, fantastic.

David Landau: 26:59

Oh, yeah. Yeah. I mean, that's the great thing about real estate, there is truly something for everyone.Single family homes, duplexes.If you want to live on one side and generate some income, help pay for the mortgage, you can rent the other side, I've had clients do that. Maybe you don't like cutting the grass. Maybe you don't want to deal with any of that, then there's condos for that. So if you want low maintenance, that's fine, if you want a fixer upper, got plenty of those. But going back to the trades people I will tell you that. The the what happened to the market in 2008 2009. We lost a lot of those trades, those trades people. Yeah, just and I don't think they ever came back.

Rick Ripma: 27:51

I don't think so either. They were found somewhere else. And that's what they do now. That's right.

David Landau: 27:54

So that that is another challenge. If you're thinking about buying an older home, it's not insurmountable,but those those folks never came back. I had a really good plaster guy, after that never came back.

Ian Arnold: 28:10

But if somebody is wanting to sell a home, and once your expertise, and especially some of these older homes, and once your passion that you show,what's the best way they can contact you

David Landau: 28:21

by phone or text at 317-431-3830.

Rick Ripma: 28:28

And to get a hold of Ian or I call 317-672-1938That's 317-672-1938 Or you can go online at HardWorkingMortgageGuys.com.That's HardWorkingMortgageGuys.com. All right.

Ian Arnold: 28:41

And now we'll get into question of the week and the question of the week is sponsored broad. Hey, Rick and I had a hard working mortgage guys, where we believe in helping a supporting you and your realtor by sending constant updates through the whole loan process. We don't like living in black holes, so we don't allow it with you. Even if you want to. We'll stop you. We're going to show you the light. All right. So here is your question,sir. What was your first car

David Landau: 29:04

that I bought or that my parents bought?Whatever? Well, it

Ian Arnold: 29:08

has the best story.

David Landau: 29:10

Oh, well, the very first car that I bought, maybe showing my age a little bit was a Saab 900 s okay. I still I saw one on the on the road yesterday. It was a newer one. I loved those cars and I was the I was 22 It was right out of college and it was at a Tom Wood dealership I think at 96 and meridian it was on a kind of on a platform outside. And I was driving by Oh is it Keystone and isrm Keystone a 96. And I was like, Man, I love this car. I had a friend in high school who had a Saab convertible that I loved but I love that car, but it was it was a bit of a nightmare. I will tell you parents warned me they're like,but it was yeah, it was it was a sweet car. That was the first car that I bought myself I financed myself I got a loan for it from the bank one I don't know if you remember I remember back while Yeah, bank one which is now Chase and I love that car the the ignition in the in the middle on the in between the seats, those Yeah.

Ian Arnold: 30:33

It's interesting when you say something like that, because Rick and I were both in the car industry for law. And so yeah, especially when people get into sob even now they still like to do the little tea in the middle. And people first get in and they're like, where's this key go? Oh,it's right over here. It's in the middle.

David Landau: 30:50

Yeah, well, I had another one of the newer cars that European cars. And I drove Jeep Cherokees as a as a realtor, you got to have some space for sign. You got the whole thing signs and cleaners,right? You're having an open house. And you know, there might be a smidge on the kitchen counter and you say you bring your own stuff, paper towels, a mallet, like if you're putting a sign in the dirt. You know, it's dry, we haven't had rain and you got pounded in a little bit. So I have a whole zoo, you need the space. So I drove SUVs for a while and then I downsize a little bit and got a European and it was the first time the you got to step on the brake and then hit the button. The actually this one had you stuck the key the fob in the Oh in the ignition the whole fall? Yep.And the sales guy just said,Okay, you're done. Here you go.You sign the papers. And I was like, and it was I guess maybe intuitive because I figured it out in like a couple seconds.But yeah, so it's it's kind of quirky and my car now has the button that in but you still have the personal number eight.

Ian Arnold: 32:17

Yeah, so speaking of that, so my wife we got I got to her purse button start one she came we did the paperwork. She laughed at it. already had it running for her. She gets home she goes, How do I shut this off? I'll go I go. Oh, just put your foot on the brake and hit the button. Okay, so don't feel bad. Even. Yeah, it's like, oh,I don't know how to turn this on and off.

David Landau: 32:37

Yeah, well,Carson. I mean, you know, I liked a little diversion from real estate but cars man I guess the you know, the everything evolves right like real estate back I mean, it wasn't too long ago were buyers would have a stack of one you guys know this stack of papers to sign now we do it most of it digitally.There's very few documents that need a wet signature. I guess back in the day agents were meeting in parking lots and they would sign purchase agreements and all that. So the so it's evolved technology has really helped us save time, right? But I can't believe some of these cars you know, in all the the technology, technological accoutrements that they have,and now they're upgrade. Now they're saying they're gonna we're gonna have flying cars.

Ian Arnold: 33:35

Yeah. Once will be made next year. Yeah.

David Landau: 33:38

It's like Jetsons.Yeah, it's here.

Rick Ripma: 33:41

Flying cars. It's gonna be interesting when because that's a that's a major change.

David Landau: 33:45

It is. You know,it is I'm open to it. Yeah.

Rick Ripma: 33:49

I mean, people can't drive on the roads. You put 1000People that love Indianapolis in plain sight, word of trouble.

David Landau: 33:58

Well, some some of these roundabouts that you have up here in Carmel are are rockin some some worlds have some drivers? Yes, you can tell that.So, to your point, flying cars,man that you're right.

Rick Ripma: 34:13

I think I think on the roundabout just as a side note, if people would just look at the sign and realize it says yield not stop. So if there's not a car coming, it says yield you can go there's a car coming it says yield you stop. That's what yield means. Right? Yep.It's a pretty basic concept and it flows extremely well. Oh,yeah. As long as everybody like I can get to work five minutes quicker now because of the roundabouts over over stoplights. Yeah, and I'm not that far in probably farther than that. Because once they put the roads over Meridian Street,oh my gosh, yeah, you fly but

David Landau: 34:50

but it's, it's all about personal preference and coming back into real estate. I have you just you know, people will want what they want, or they're comfortable with what they're, and you just have to hear them out and work with them. And so I've had clients who don't come to Hamilton County for because of the roundabout, right? That's high.Yeah. You know, we we want everyone to their home is their personal respite, their, their sanctuary that we want them to feel comfortable and restful.And it's supposed to, you know,work is tough enough. Whatever you do. And Home is where you're building many family memories and happy times. And it's your it's your retreat. So yeah,

Rick Ripma: 35:51

so we're gonna get off cars a little bit. Not that I want to because I love cars.

David Landau: 35:55

Oh, and by the way, I still love sobs and I'm bummed that they I think they tried to revive the brand. And yeah, it didn't. It didn't.Yeah, but I, Saab was so far ahead of its time. And I love the way they look. I still it's still probably, it wasn't such a nightmare. I mean, maybe you know, to 22 year old kid, not making a whole lot of money.Maybe it was the wrong car for a22 year old kids budget. But I still love the way they look.And I still think of that car fondly. Yeah,

Rick Ripma: 36:32

that's good. Yeah,they weren't very well built.But they were

David Landau: 36:36

I think they may have gotten better. Maybe in the90s. I don't I don't

Rick Ripma: 36:41

know. I had a friend who sold them. And he said they were Oh, okay. That's what they were. But off that given I don't want to, what would you say your superpower superpowers are?

David Landau: 36:52

All right. So, you know, I think my superpower is my ability to read my clients.Right? And to help them because homebuying even for seasoned homebuyers. It's a journey, and helping them navigate that with the least amount of stress,maybe recommending some options,you know, a lot of buyers come in with a very strict set of wants and needs. And sometimes they don't want to go outside that box. But they also get frustrated when they're not finding anything that checks those boxes. So helping them maybe go outside a little bit,right now, and look at options.And I've had a lot of success that way. Or people kind of come into it with very, with very narrow, you know, blinders, but then you try and you try you read them and you say look, you know, how about we take a look at something like this, or we take a look at something in this area. Have you thought about this? No, but let's check it out. And they're like, this is great. It wasn't exactly what I'm what I'm wanting. So I think my superpower is your question is just reading my clients,making it about them. It's not about me. Oh, sometimes I forget, when I see a really cool, older home, I'm like, This is great. Exactly. Like, man,right? This isn't about me. But helping them maybe sometimes expand their options. And really reading them and then this is an evolution. So for my clients who haven't worked with me before,and they maybe been referred to me by another. You know, it's it's an evolution, right. So I,you know, ask them what they're looking for what areas in you know, we kind of go look maybe at an initial set of properties.And then we as we continue this journey together, and it's truly a partnership, as we continue this journey together, we evolve and we kind of get synched up,and maybe they're not so open to options, and I can read that,that maybe they are and I can read that too. And so I adjust my relationship based on how I'm interpreting, reading their reactions, and I always, always pay attention and you have to be successful in this business. Pay attention to the client and their reactions you have to

Rick Ripma: 39:56

Well, one of the things that people tend to forget is it. If you don't know,something, you can't want that thing. Right? Yep. So you see houses all the time, and you have a much better idea of what's out there. And so as you're obviously a very good listener, so somebody who listens to people, you can hear what they want. So you may be showing them options, but you're showing them options based on your observation of them, your understanding of them, and things that they may have never even considered because they didn't know it was available.Yep. So I think that's huge.It's why you go with a guru.Yeah,

David Landau: 40:37

that's right. And,again, it's, you have to put your client at the, at the center. Yeah. And even, you know, even if it means a little more work for you. In the end,it's, you have to do what you have to do. Yeah, first client.

Ian Arnold: 41:03

All right, so I'm gonna ask you another tough one.What do you think your most memorable deal was?

David Landau: 41:09

Yeah, so there's a couple. When the market was super competitive. Two, they almost were identical buyers. At one buyer, husband and wife,they, he got a new job here in Indianapolis and Carmel,actually, and they were living in Ohio. So they had a house in Ohio. And they were well qualified. I mean, they could go high, they got approved for you know, a lot. They they got interest rates were low, super low. I almost hate to say how low they were, because that's not where they are now. But and,but so everyone was in the market, and they were looking in Hamilton County, and everyone wants to be in Hamilton County,or a lot of people want to be in Hamilton County, and rightfully so. And we kept losing deals.And the other thing, too, I want to say and this is this is a good place to insert this is I take very seriously my fiduciary responsibility to my clients. So when people were offering 50 and$60,000, above list for home,there were plenty of times when I said I don't feel comfortable with this. I had clients who we were already at 40,000 45,000above list. And they wanted to go higher. And I told them, I am very transparent. I'm very frank. And I said, I just don't feel comfortable with this. I really don't I think we'll find something might take us a while.A little bit longer. But I don't feel. And I think that's part of our and I've had people say why would you do that? Because obviously, you know, would affect my commission and all that. Again, it's not about me,right? It's not about us, it is about the client. And some clients got whipped up in this frenzy that we saw. And I think what I did that maybe not other people weren't doing was really saying this is silly. Let's not let this is just you're already at 40,000 above list. I don't feel comfortable going any higher on this particular property. We'll find something else it everything works out.We'll find something else. So I had one client and she was crying. Because she we are offering above lists. Like I said 40,000 Time and again and people were out visiting us it was crazy. We finally found something and she loves the house. So that's that's one memorable client. I don't I don't met remember transactions as well as I remember clients right so we stay in touch. We're social she I can't tell you how thankful, you know, stupider that she can't come on here. But I can't tell you how thankful she is that I stepped in and said I'm not gonna let you overpay like that for this right. But this other client,again, still keep in touch with them. They will they We're looking primarily, this is another example when I, I asked,I had them I'm like, let's,let's look at your options here.They wanted to be and they were dead set on being in Hamilton County, and we kept getting outbid, and again, same thing,they had money to cash in the bank to pay over list. We were conservative, because I didn't,you know, again, I take that fiduciary responsibility very seriously. Even on the seller side, too. I take that seriously. And we just kept getting outbid, and you know what we found a home that they loved in Geist, and they never even thought about looking around Geist. And they found something guys and they love that house. And we didn't have to pay crazy amount over I mean,it was competitive still. But we didn't have to pay a crazy amount. And what they paid it appraised for above what they it was a good deal. Yeah. And yeah.But but they were ready to call it quits. Because, yeah. And that's when you again, the end goal is helping them realize their goals and their dreams.And then you have to be resourceful. And you have to say, let's do a little thinking outside of the box here. So the neighborhoods that they were looking in Carmel, really reminded me of some of these established neighborhoods around Geist, right. They were flexible on location, they didn't necessarily have to be here.They don't have kids in school.So they didn't need, you know,the school district isn't a concern. But they sort of like the nicer well maintained neighborhoods. And I said,let's, let's go a little bit further east and checkout Geist.And it worked out well. Yeah,sorry. The area. Yeah, yeah.

Ian Arnold: 46:59

I mean, I, I am fully with that. Because when my wife and I, we bought our house in 2015, we did the same thing.And we went out to mccordsville.And our realtor showed us couple, we got more land, which I wanted. Because we had kids,we were having kids, and stuff like that. And it was basically about half the price then looking in there. And I'm like,Alright, so why would I not do this? Yeah. So by you looking out there, I think you a lot because a lot of realtors would be like, Oh no, I only work,let's say Carmel. No, no, let's look at other options too. And I think that's a brilliant

David Landau: 47:35

Suzanne Zionsville is kind of the same thing. It's competitive. It's expensive. But Whitestown is next door and part of Wrightstown is Zionsville schools. Right? So, you know, go a little bit further out. If you don't have to be in Zionsville you get a little bit more value than being in Zionsville. And you're not that far out. away.So

Ian Arnold: 47:59

if somebody's weren't wanting to work with a kind guy like us willing to take care of the customer over his own pocket, how would they get in touch with you?

David Landau: 48:07

phone or text?100% 317-431-3830 got my phone with me all the time number again is 317-431-3830.

Rick Ripma: 48:22

And to get a hold of Ian or I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938. And follow us for more in these real estate gurus.

Ian Arnold: 48:38

Reminder if you have any friends, family, coworkers looking to buy sell refinance,let us know we'll be more than happy to help you. David, thank you for joining us. It's been a pleasure having you on our show and everything.

David Landau: 48:48

Thank you so much for having me. This was fun,like a little coffee.

Ian Arnold: 48:54

Yes, he enjoyed it.Yes.

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