Guru Dawn Whalen with Whalen Realty Group

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm recruitment your hard work mortgage guy and I've been in mortgages in real estate for over 34 years. 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: 0:16

And Ian Arnold part of Rick's hard working mortgage team had been in the financial industry for 15 years helping customers rebuild their credit,get the best possible interest rate out of passion and helping you secure your overall real estate dreams and hopefully secure your overall financial wealth for your family.

Rick Ripma: 0:32

And if you have any questions on mortgages, or the Indian real estate market,please go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938. And today,we have Don Whelan. With FC Tucker, Ron, she is a phenomenal agent. I think you're gonna really enjoy her stories, and not a phenomenal agent, you have lots of different things that you you're interested in. To welcome. Thank you for joining us. Thank

Unknown: 1:01

you for having me.

Rick Ripma: 1:02

So before we get into what the other things that you do, what did you do before real estate and and like,Where'd you grow up? You know,the basics.

Dawn Whalen: 1:11

So I grew up on the southeast side of Indianapolis.Stayed in Indianapolis, well, in that area, my whole life. Moved to Beech Grove after I got married, raised my kids in Beech Grove sold our childhood home in2019. They cried, I was happy.My husband and I built a home in new pal in 2019. So we're that's what we've done. Immediately prior to real estate, wedding photography. Really? Wow. Yeah,that was fun. Yeah,

Rick Ripma: 1:47

well, thanks. So yeah. So then, how did you decide then from there to go into real estate?

Unknown: 1:53

Um, wedding photography is drama filled at times,really. The guests don't see the behind the scenes, you don't see the arguments and that and it's not every wedding, but there was one wedding in particular that I was like, I don't think I enjoy this anymore. The it was the groom's mother wishing death on the bride's father during the reception. And I was like, I'm out. This just isn't for me. It took me a couple of years, I finished the wedding's that I had already contracted to do but I found no joy in it. So I did not stay with it. Okay,

Rick Ripma: 2:34

so did you get pictures of that whole scene?

Unknown: 2:37

I did not. I did not. I asked my side shooter. I said,Can you just and he's like, No,I'm not having any part. So

Rick Ripma: 2:49

that's, it's, I guess it's such an emotional time. So you got it, you did that. And it probably gave you a lot, you probably learned a lot that helps you in your real estate career from that

Unknown: 2:59

I did attention to detail. Prior to photography, I worked in the medical field for15 years, not documented, not done. So I brought that I brought what I learned in photography into real estate.And it's just a people business,working with people getting to know them getting to make them feel comfortable while working with you. So they know it's about them not about the paycheck. Yeah. And

Rick Ripma: 3:26

I would think that dealing with that the drama is really helpful to dealing with the all the emotions that go in when when somebody's buying a house or selling a house.

Unknown: 3:39

Yes, yeah. There have been times where I've had clients say, Oh, this is horrible. We're never gonna get it and like, No, it'll work out.And you learn that from weddings. When you're with a couple who the family, maybe the parents split, so and it wasn't amicable, sometimes that gets brought into the wedding. So it's just learning how to work with these people and try and make them focus on what we're doing right now. Let's not worry about anything outside of this moment right now. So it's been very helpful.

Ian Arnold: 4:19

So what actually made you choose the real estate field?

Unknown: 4:23

My husband thought it would be a good idea. He also thought photography would be a good idea. So but I was doing weddings, that's weekends. And I came from a background where I was working 45 to 60 hours a week and then when you're just working weekends, like what do I do with my time and he said, Why don't you try real estate you can work that in with what you're doing. So I did and here I am. 17 years later,

Ian Arnold: 4:56

a husband is allowed to be right for one thing or live marrying the right person And that is it not to worry about anything else being right,right? Well, it

Rick Ripma: 5:03

sounds like he might have been right on both both accounts for at least a while.

Unknown: 5:08

He has been he has been very good on both. So

Rick Ripma: 5:11

so how did you get going in real estate? Because that can be such a struggle for so many people?

Unknown: 5:16

Well, I had the beauty of the wedding photography business. So as I was working with these clients prior to closing that business, I would okay, we're going to do engagement pictures, and then I would just talk to them about their living situation. Are you guys buying a house? Have you already bought a house? What are you doing? So a handful of my first clients, the first year were strictly photography clients, I also did open houses every week, and my first year in the business, I got an award for the most open houses that year.

Rick Ripma: 5:51

That is a common theme. Yes. With top agents,when they got going. Many of them would take any open house they could possibly get in many of them won awards for the volume of open houses, because the value of an open house to get to get your business off the ground.

Unknown: 6:08

Exactly. And even when you're slow. I've talked to agents who currently, what are we going to do? I don't have any business? Well, if you have a listing, do an open house doesn't guarantee that you're gonna get a buyer, but you're getting out in front of people that you wouldn't be getting in front of if you're sitting at home in front of your TV. Right?

Rick Ripma: 6:27

Yeah, you got to do something. Right. So you said to get going? You did open houses,you had you had the clientele that you were working with, it was a great clientele for buying a house. Right. But you also worked? Yes. And that's a big piece of it. Correct? Right.

Unknown: 6:43

Right. There are unfortunately too many people who think I've got my license,they're all going to come knocking on my door. And it doesn't happen that way you get out of it, what you put into it.So you have to be willing to work. And, you know, there were times I did not start until my kids were in high school. So they hated me at that point. I didn't need to be home. I could be gone all the time. And it was okay. But the joy that yes,yeah, it was fantastic. But I knew that if I was going to do what I wanted to for them. And for my husband and I as we look to our future, it's gonna take work. And I've always I've worked since I was 15. So the whole sitting around waiting for it to come to me, doesn't work for me, I have to go get it.I've got to be on the go constantly to make it happen.

Rick Ripma: 7:39

And that's the best way. Yeah. And that's what a lot of people I think when you're either slowed down, or you're new into the business, it's not something that you sit there and people just come to you, you have to go to them. Right, you have to go find them. And that's a that's something that we really, I think people a lot of people need to realize,especially I think it's even harder, maybe sometimes for the people that have been going everything's going along great.And then it slows down to go back to the basics that you have to do, right? Because you've you've kind of gone past that,but not really

Unknown: 8:15

right. And my philosophy is you continue with those basics, you may not do them as much as you had in the past. So I don't think no, maybe I did one or two open houses last year, I can promise you, I did no out open houses and 21running to rock couldn't even get back to the office before you had an offer. Right. But the end of last year, I started doing them again, I've done them this year on my listings.Because there's uncertainty with the buyers, you know, do we do this now? Do we not? What about the interest rates. So if you can at least get them in the house, even if they have not chosen an agent or they have an agent, but they're not ready to go because they're afraid of the mortgage rates, get them in, let them fall in love. Let them talk to their lender and make an offer.

Rick Ripma: 9:11

So let's say I know people are afraid of the rates.I think they're getting used to it a little bit but still afraid even though it's so it's so interesting to me how we are that we only look at what just happened, right? If you look at time, you would realize that rates are actually very good.But it does affect what the payment is. It does affect a lot a lot. But if you can afford to buy today, the interest rates don't keep you out. I actually think that this is probably one of the best times to buy that we've had in quite some time for a buyer. Right? Absolutely. And and I think it's because I believe rates are gonna go down.But what it's really done is it's eliminated a lot of other people who aren't going to go in so you don't have You don't have to make the incredible offers. I found it interesting that people did not stop coming out and buying when they had to offer$70,000 over list price. Right.But when rate went up 2% They thought that was it? Oh, I can't I can't do it. It I mean, it doesn't even near $70,000.

Unknown: 10:20

They not clear thinking they're just looking at that number and not thinking about the overall big picture. And the fact that rates will most likely go down, you can refi if you love that house, you don't have the competition you had, we still don't have good inventory,we're still limited. If you can afford it, and you love it, buy it,

Rick Ripma: 10:41

right. And nobody can guarantee rates are gonna go down. But the likelihood is I've been doing this a long time.You've been in real estate a long time. And we've seen higher rates, and we've seen lower rates, right? The one thing I can guarantee in rates, they will change. Yes, right. And where we are today, it is very likely they're going to go down when we were in the threes and twos. I didn't tell people they were probably going to go down,right? There were people even that he said, I'm going to wait till they go even lower. It's like, Well, that may never happen. Exactly right. Right. I always found it interesting that people see rates going up, and they'll lock at the highest rate possible because they're scared they're going to continue to go up. People will very few people lock at the lowest rate, because they're scared, they're gonna miss out and it's gonna go lower. It's like, I tell you just when you're comfortable lock, right. And sometimes that's just its comfort, just that you don't have to worry about it anymore. Right,

Unknown: 11:38

exactly. One less thing on your plate, one less thing to stress about.

Rick Ripma: 11:44

That's a great time to buy. Great. That's kind of the point to me. I think that's important for people to know,right?

Ian Arnold: 11:53

All right, Don. So with all this information you're given us. So how about this? How would somebody get a hold of you to either buy or sell,

Unknown: 12:00

they could call me on my cell phone31745951823174595182. Or if you want to check out my website and see what I'm about Don whelan.com It's da w n w h a l e n.com.

Rick Ripma: 12:20

It's amazing how bad people can spell and I'm saying that because I'm a bad guy sitting next to me is just as bad as spell a spell check. And the beautiful thing is yes, it's the best thing ever it is until it misspelled something for you or changes it to a word that you really did not expect. And you don't do a good job of proofreading.

Unknown: 12:43

Send that text without and then you're like, Oh, well thankfully, it went to somebody who knows me and can appreciate that.

Rick Ripma: 12:53

They think I did it on purpose. 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 thanks for listening to in these real estate gurus. The gurus we interview share valuable insights. They reveal their strengths, personalities and how that work for you. Well, 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 looking to buy or sell 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 Andy's real estate gurus.

Ian Arnold: 13:40

All right, Don. So let's take a little sidestep.Okay, so let's say I gotta take away your phone. And you cannot work for 24 hours where we catch you out there doing for fun.

Unknown: 13:49

I'm most likely either be at my house, sleeping on the patio, in the sun, or potentially at our place and Madison with the grandkids just hanging out and enjoying the laid back slower paced lifestyle.

Ian Arnold: 14:14

Yeah, cuz what we talked a little before is not only do you have real estate and what else do you do?

Unknown: 14:23

Real Estate. best wife ever. I don't know if I'm gonna say that.

Rick Ripma: 14:29

Mother husband we I gotta tell.

Unknown: 14:33

So, I have two kids.And with their spouses, we have a total of four grandkids. The grandkids I try to attend every single event. So everything they have going, I'm going to they live 40 to 45 minutes away. So sometimes it's long nights I'm up at five I may not get home until nine But it's worth it to make those memories. So I have that I have placed in Madison,my husband and I bought when the rates were low investment property, and we got like 3.125for an interest rate on an investment that's not

Rick Ripma: 15:16

available today.

Unknown: 15:17

I know. I know. But I mean, that's how low it was. And I was like, No, that's not bad for an investment. Property.Yeah. So we bought that we've renovated it. We Airbnb it when we can't be there. Chamber of Commerce for beechgrove. I am currently the president of that organization been involved with them since 2007. And my favorite thing is wetlands heroes. Last June, we started a nonprofit to raise money to provide service dogs for veterans and first responders with PTSD. So I'll be doing one of those things. Yeah.

Ian Arnold: 15:59

I think the only job I didn't hear she substitute for the Easter Bunny, good.

Rick Ripma: 16:05

Advisors mortgage also, does they have a charity that they do with the service dogs? Yes, we've done quite a few service dogs. I don't know how many, but because it's all out in New Jersey, but they've done lots of service dogs, they,they feel it's a really important charity. And as does important work

Unknown: 16:21

it? Absolutely. I've got several clients who are military veterans who have suffered from PTSD. One of my clients had introduced me to Herman his service dog, that was the first one I'd ever met. And about a year ago, I was at an event and learned about how to be a better realtor for military personnel, and then learned about the service dogs and the impact they have. And I was like, I can do that. I can raise money for that. And I've got a very good board that works with me. We raised $25,000, last year in two months and presented our first dog we're going for three this year.

Rick Ripma: 17:02

And that's the thing. It's these dogs are expensive, because it's expensive to train. Right.Right. So it's not just an easy thing, right? It's expensive,and it's in there's so many people who need it. That is very valuable. And I mean, who better than our veterans? Right?

Unknown: 17:19

Exactly, exactly. It's important. And so I've made a commitment with each of my sales, a portion of my commission goes to this foundation so that we can help as many veterans as possible if it weren't for them, we wouldn't be doing what we do.

Ian Arnold: 17:35

All right. And then hey, just for that, if you want to work with her and this organization, what's a good number?

Unknown: 17:41

3174 or 595182? Again,317-459-5182.

Ian Arnold: 17:48

So, all right. So I know your work with the Wayland group, which is your group. So now I know that's with FC Tucker, did you start with FC Tucker? Or did you start somewhere else and then transition over or how,

Unknown: 18:02

so I've been a little bit of everywhere. When I got in the business, my first brokerage was FC Tucker. So I was there two and a half years, spent about two and a half at Keller Williams, and then went to REMAX on the south side. And I was there for just about five years.And our managing broker there retired. And I had always wanted to start a team and I was like,I'm not gonna just start a team,I'm going to start my own brokerage and I took had he not retired, I wouldn't have left.But that was an open door, go after what you want. So I did. I was independent from 15 until19, when Tucker recruited me back and while I loved being independent, the resources I have at Tuck are the fact that I don't have to do the 1099 's every year, I can tell them this is how much you pay my team members per transaction, the technology in the support. It's everything I need to keep me happy.

Rick Ripma: 19:11

Yeah, it's a lot to run your own business. It's and you you're a lot of times better off spending it doing your business and being able to do your charity work and help others that all the things that you do and not do not dealing with the other other items. So that's that's really helpful, I would guess. So what is your team look like?

Unknown: 19:33

So currently, it's myself and I have one other agent who works with me. He actually is a former client when he moved to Indy in 2007. I sold he and his wife a house and he got his license maybe 10 years or so ago when he came to work with me in 2018. Okay, so we've been working together looking to hire additional team members,I've had probably since 2015 14,or 15 different ones. And as people grow and change it just,if it's not a good fit, it's better to part ways and move on.So we've done that a few times.And now I'm just looking for people who have the same beliefs that I do that it's about the client, not the paycheck, not the price point, because you don't know who they know. Right?So

Rick Ripma: 20:34

yeah, it is there.It really is. It's always about the client. So are you looking to hire just additional real estate agents on your team? Or is there anybody else you're looking?

Unknown: 20:44

Right now additional real estate agents. With being at Tucker, I have support with marketing, our front desk staff,they're amazing. I can ask them to do things for me, they will do that. The only thing I'm lacking on right now is social media. Because there's only so much time in the day, and I'm not creative. So it's like I can try and put something out. But it may or may not be good. So by but yeah, so right now, I think once I get that core group of agents that we all work together, and we can collaborate and cover one another, then the next step would be to hire somebody to kind of manage our transactions. I had that in the past, didn't really work out.Agents didn't take advantage of it, they wanted to continue to do it themselves. So I'm gonna do it a little different this time around.

Rick Ripma: 21:43

Agents are a lot like loan officers. Yeah, we don't, we tend not to want to let go. Right, I learned to let go. And it makes it a lot easier when you can have somebody else do the time consuming things that actually, they can do extremely well, maybe even better than you do. Right.Right. And you can concentrate on taking care of your clients and, and finding more clients,

Unknown: 22:05

right being in front of the people instead of in front of the computer.

Rick Ripma: 22:08

Right? Yeah. Makes a big difference. No, let's

Ian Arnold: 22:10

just sit in front of computer. Oh, no. But I think you made I mean, I think a lot of people do struggle,especially people aren't used to social media, like the younger generation is growing up with it. Because I will Rick and I were not the most creative people. He's like, Oh, can you?Can you make a great paragraph for this? Blah, blah, I can sum that up in two words, you want me to do that? Yes, that's as easy as I can do it. I'm straight to the point. But creativity, I think that's what I've struggled with. And how do I if I post something, I want something actually people want to read or to look at not just,Hey, here's two words, have a nice day.

Rick Ripma: 22:51

I don't have that problem. I just hired Raquel.

Ian Arnold: 22:54

But you found the you found the solution for

Rick Ripma: 22:58

just creative.

Unknown: 23:00

Creative is not my thing. I'm not sure how I accomplished what I did in photography, because that was easy. But when it comes to putting something in print that you're going to put out there.That hasn't really worked well for me. So.

Ian Arnold: 23:17

So what is I know that you said, you look for somebody when you're hiring somebody you look for you want to take care of the customer,and which is by far the most important thing in customer service period. But is there anything like personality or something like that, that you look for?

Unknown: 23:37

So I've heard people say that when they refer to a client, or a potential client,they have a healthy budget. Is that really what we're looking for? Now, we need to know about the people, we need to be available for our people. We need to care about what they need and what they want. So looking for someone, I want someone who has the desire to want to help people. Yeah, we're doing this to earn a living, but we shouldn't be earning a living at the cost of our integrity.And if we're pushing people to buy something, just so we can get a paycheck, then we're not a good fit. It needs to be somebody who really cares about what they're doing, because this is the biggest purchase of someone's life, typically. Most all the time.

Rick Ripma: 24:33

Yeah. Well, you know, it's it's one of those things too, if you if you all if, if all you care about is a transaction, you may get the transaction but you won't build a business, right? If you want to build a business, you have to forget about each trans transaction as being like I have to make you know, I have to sell them on this or do this. Almost everyone we've talked to it's they don't see this as a sales career. They really see it more as is a relationship building job, and then not even a job.It's a career of you build relationships, you take care of people. And if you do that, you not only get repeat business,you get referral business.Right? Right, you build a business, right?

Unknown: 25:15

Yes. And you want to stay in front of your people, it can't be, oh, we've closed and then a year later, you send an anniversary card, I want to say,probably 90% of the people that I have had a transaction with,they get a card or a text or something from me at least once a quarter, if not more often,some people, because you spend so much time with them, they become friends. And there are some people who they see me more than they want to because they bought a house. And now I can't they kick me out of their life.So

Ian Arnold: 25:54

somebody made a point to me, and they're like,for these people that are just there to sell the deal and then be done. He goes, if you look at it a different way, if you look at each client, as Look, they're there my way for 30 homes. And I was like, What do you mean by that? And he goes, so you take it as they're the first ones,but I gotta keep working them.Because they got 29 more people,they need to refer me buy another house or sell. I'm like,I don't even think about that.So that keeps your relationship going. Because you're thinking about it. And then four or five years down the road, you know,you realize all you did was build relationship exact and you took that out of the the numbers out and you're just then your whole business is built off of hey, just continue follow up saying in front, just checking in see how everything's going.

Unknown: 26:40

Yep. And we want to say last year, I started a Platinum Partner club. So I went through all my database on looked at everyone I have worked with some anyone who either they themselves or a direct referral from them that I had close 12 or more transactions with that family or their referral. Every month, they get something fun for me on their doorstep. And it's a little bit of money, but it's okay because and I try really hard to not make it salesy. They'll have my card so they know what's for me that it's not real estate related.This month, they're gonna get a summer survival basket. Well,June, summer survival basket, if they have kids, there's going to be some kids things in there.Popsicles for the kids, adult popsicles for the adults,

Ian Arnold: 27:38

don't mix them up,please.

Unknown: 27:41

I'll ribbon around watch what, but just trying to,you know, let them know that I do appreciate what they've done in their loyalty. Because there are times it's hard to find that loyalty in this business

Rick Ripma: 27:53

there is. So what would you say your superpower superpowers are?

Unknown: 28:01

I will have to say,according to one of my former team members, I have a very calming effect when I have to explain to somebody why something is not going to go the way they think it should.

Rick Ripma: 28:18

And that never happens in real estate.

Unknown: 28:20

Never Never. And I was like, What What are you talking about? Whenever she goes, if you talk to him that way, he probably wants to come work for for us. I'm like, No, I don't think he does. But you know,there are situations younger agents newer, younger in the business agents, maybe they haven't been educated on how timelines work. And that was an example we had, you know, they thought that this inspection timeframe, well, we had 14 days,but we had an additional 10 If we needed it. Well, you had to ask for that in writing. And they hadn't asked for it and writing so they didn't get what they wanted. And he's like, I have been in this business for three years. And no one has ever explained it to me that way. And I was like, oh, and I said,Well, do you mind me asking what you think about the industry right now? And he was mad because he had never learned that and I said no, not about that. He goes no, he goes you don't understand. You took the time to explain it to me and not make me feel stupid in the people. I work for a habit. Now it's like okay, so I mean, I just I I don't want to make people feel stupid, right?Because I feel stupid all the time. So

Rick Ripma: 29:45

if somebody needs to wanted to get a hold of you for real estate, or for your

Unknown: 29:51

what is the the wailings heroes?

Rick Ripma: 29:54

Here as you think I can remember heroes? That's okay. What's the best way to contact you? Oh,

Unknown: 30:00

that is31745951823174595182 or go to my website Don whelan.com D aw in W h a l e n.com. And to

Rick Ripma: 30:15

get a hold of inter I go to HardWorkingMortgageGuys.com.That's HardWorkingMortgageGuys.com or317-672-1938. That's 31767 to1938. All right,

Ian Arnold: 30:27

so now we'll get into the question the week and the question. The week is sponsored by Hey, Rick and I the hard working mortgage guys.Well, we believe in helping and supporting you and your realtor by sending constant updates to the loan process. We don't like to live in a black hole. So we're not going to let you live one in one either. Contact us today at hard working mortgage guys.com. Alright, so here's a tough question. And she listened to all of our shows. So she already knows what the question is. What was your first car?

Unknown: 30:52

It was a 1978 Ford F154. Wheel Drive? Oh, that's cool. Yeah, it was blue. I had it three months before I blew the engine in it. And then my parents made me pay to have that engine replaced.

Ian Arnold: 31:09

Oh, I was Yeah, blow the engine. Well,

Unknown: 31:12

I smelled coolant that I didn't think anything of it.And yeah,

Rick Ripma: 31:18

so you learn. If you smell it, you better stop and have it checked out?

Unknown: 31:22

I did. And that's how I met my husband actually.

Rick Ripma: 31:26

Really? Well see.Yeah, it was fate.

Unknown: 31:29

It was it was so you know, when I don't even remember what year it was. But I smelled coolant in the vehicle. I was driving at that point. And my husband was a manager at Midas shop. And my brother worked there. So I took my blazer and I'm like, Hey, I can't go through what I went through when we were growing up. Can you check this out? And my husband started talking to me, and we got home. My kids were like he was hitting on you. I'm like,No, it wasn't because I'm oblivious to anything. And my brother came over for Thanksgiving later that night.And he's like, Hey, my boss was asking about you. He wants your number. I'm like, okay,whatever. And here we are.

Rick Ripma: 32:14

Still haven't given him your number.

Unknown: 32:17

So yeah, so I learned early on, I pay attention to everything with my cars now.

Rick Ripma: 32:23

Yeah, I think that we would be doing people a really good service. If we let everybody know, if you have a first time driver, they're probably going to blow the engine. Because how many people have been out here and they've blown up their motors?

Ian Arnold: 32:36

I mean, quite a few is just, I think the education we teach kids and you knew more about this than I do my kids. If they I find them in the driver's seat, I yell at them. But you teach them how to drive and all the safety precautions. But when when they first got in and did you go through every warning light? What's this? What's that?Hate? You notice that smell?Yeah, and this is probably keeping my point. Exactly. Do you smell some? Yes, stop. But we don't go through all those those little tidbits. The nice thing is I hear all the horror stories. So hopefully, I get I gotta teach my kids and see how that goes. Probably won't go well, but we'll see what happens.

Unknown: 33:13

They may listen, they may not i because of that experience, I made sure both my kids when they started driving.I explained it all. I bought their cars, they were responsible for repairs, so they knew what they had to do if they didn't want to pay big money.Yeah,

Rick Ripma: 33:28

yeah, my my kids,three boys, none of them blow up a car, never. Anything like that. They did other things.Other things I didn't think about the motor. I know you got a question you want to ask? Yes.I can see you're dying.

Ian Arnold: 33:45

I'm always dying down. Go ahead. All right. What do you think your most memorable deal was?

Unknown: 33:53

Oh, let's see. My children would expect me to say selling their childhood home and helping them buy their first homes which, okay, I've said that. My most memorable one was from 10 years ago. On Friday,actually. Young lady, she bought a home it was not a high dollar home at all. But she broke a cycle of she graduated high school. She was in college, set to graduate college and bought her first home and did not rent.So she broke all of these different cycles that she and her family had. And so that is my most memorable one. I cried that day. I think we all did because it was just so cool to see her accomplish all of these things. And the deck was stacked against her and she was just like, No, I'm not getting that one out of the way and making it happen. So thank you Are you still in contact with her?Unfortunately, she passed away two years after Oh, that's too bad. Yeah. And she was 25. And she passed away in her sleep.Oh, wow. Yeah, she was very young. But her I talked with her husband, I stay in contact with him. They had got married not too long after she bought a house. And I was the first one he called when she passed away.He was like, I don't know what to do. Like. You gotta call somebody else. I mean, I'll help you with the house. But I don't know what to tell you from right, though. That's awful.Yeah,

Ian Arnold: 35:39

I ruined my next question. Goodness. I'm so going to ask it. And because you never know. Right? So because she was the first one. And she got to set an example. So did her any of her family members? Then become the next one? Do you know?

Unknown: 35:55

Not yet? They haven't.I actually am working with one of her sisters. We're getting her where she needs to be credit wise. So she can be the next one. That's awesome.

Ian Arnold: 36:03

That's That's what I like to say. And I was hoping it didn't in your story in the way it did. Because just to see the family say, Well, what, look what she's done. Maybe we should be doing that too. Especially siblings. It's harder for parents sometimes. But when siblings see other siblings, you own that home, and I want to own my home to sort of deal so yeah.

Unknown: 36:24

Yeah. And it just, it's probably the best closing ever.I mean, I have a lot of memorable ones. But that one I'll never forget because she fought to get what she wanted.And she did it. So

Rick Ripma: 36:39

that's awesome. So what would you say are some of the biggest misconceptions of being a real estate agent?

Unknown: 36:46

It's easy. Easy? No,no, it's not. No. I. And I don't understand. I've talked with agents who they get in because they like to show homes, they think it's fun. And when I say here's a lead, oh, I have to talk to people, I don't know how to vet them. Well, that's part of it. So you have to be able to communicate with people. You can't be this sounds weird coming from me. I was very shy and introverted. Growing up getting into real estate, I had to bring myself out of that.It's exhausting. I will go home and just pass out because I've had to people all day. But you have to do that you have to talk to people, you have to let people know what you're doing.Because they don't know if you don't tell them. Right. So talking with people putting the work in. And that's the biggest thing. If your office offers trainings, you should take advantage of that. Just because you can find something online doesn't necessarily mean it applies to our market. So you should really, instead of watching HGTV are set to sell it like serhant Is that even a show? Or is that just his book?

Rick Ripma: 38:12

I don't I have no idea.

Ian Arnold: 38:14

I don't know. I don't

Unknown: 38:15

know somebody has said something about that. And I'm like, but that's the New York and we're not New York. So I don't know what you can learn off of that. So it's not what you see on TV, it's a lot of hard work. And it's nights and weekends sometimes because we have to be available when our people are available. And if you want a nine to five job, he either need to have a lot of years in the business or a different career because this isn't nine to five,

Rick Ripma: 38:46

or you better be willing to give up a lot of people you're going to work with. Right? Right? Because you because you want to control that that p so that's a hard thing to do. I've talked to so many agents and it's probably one of the biggest, hard it's one of the biggest misconceptions when people come into the business.They think I can control my time, right? And you can as long as you're willing to work all the time.

Unknown: 39:13

Exactly. And you can set boundaries and say Okay, so I've just recently I have set those boundaries that I'm not going to work Sundays unless I absolutely have to. Because that's the only day my husband is often we have one day a week.So that's what I'm gonna do now.I want to say the last probably in the last two months, I have worked six Sundays. He's been my driver. I just sit in the passenger seat and work so he gets to spend time with me. I'm on my laptop, so I don't see how he's driving. So we're good

Ian Arnold: 39:48

boy yeah, that's good. Yeah. But here's the nice thing is, but what you said was up until recently, you work Sundays. So even when you first Aren't you got to put that work in? Yes. And yeah. So you may not be able to decide everything. Now, once you get going once you form a team,because there are some people that form a team and then be like, alright, well, alright,you'll do open houses for us.And basically, they still pay him whatever they do. But alright, well, that frees up that agent up. So they don't have to show every single weekend, especially if you have young kids in sports and stuff like that. So there are ways but when you first get in, there is no way. Yeah, it's it's 24/7.

Unknown: 40:33

Yeah, exactly. And I mean, you have to return phone calls, I have had agents that well, they called me and left a message or they inquired about a listing, what do I do? Call them, call them back. I don't know that. Other

Rick Ripma: 40:52

than that, I don't know what you should possibly do. Ignore them.

Ian Arnold: 40:57

That is the other option.

Unknown: 41:00

So and it's just, you know, you, you want to people need to know that you can't get your, you couldn't get your license and business fall into your lap. But that's not reality. It's you get your license, and you have to put the work in to have the business to grow the business, because it's inexpensive, the barrier to entry is very low. So I feel like a lot of people think,well, I'll just hang on to my license, and maybe something will happen. But you also have to stay up to date on what's going on with the changes in the listing contracts, changes in the purchase agreements, changes in financing, talk to your lenders, you have to know all of this stuff. It can't be, oh, I can do this as a side hustle.Because that's where people get into trouble, unfortunately,

Rick Ripma: 41:55

yeah, it, it takes a lot of time. And it's it's amazing to me how many people don't realize that when because I guess because of the TV they watch on TV, and they think that it's not hard, and it's easy to do. But even like you said, you can go get your license. But if you don't tell anybody what you're doing, you will not get any business because nobody can No, just somehow know by osmosis that you are a real estate agent, you got to get it out there. And now you have to get it out there. They have to remember that's what you do. So when you first start, if they know you as a school teacher,they're gonna think of you as a mortgage or as a as a real estate agent or mortgage person until you make sure you get it out there. You know, they you beat it into their heads nicely,but you, you keep letting them know, right?

Unknown: 42:43

You stay in front of them. You I mean, you could at one point I had my for Runner was completely wrapped with my logo and my phone number in my website. And I was like, well,they gotta know. And that helped a little bit in my old neighborhood. I mean, I had, I sold probably eight or nine houses in my old neighborhood before moving, and some of it was neighbors that I hadn't really talked to, but they saw my four runner in the driveway all the time. Okay, so billboard, exactly. Yeah, I don't do that anymore. Because my driving is the older I get,the worse it gets. So we're not going to let people know how to reach me, right? Yeah,

Rick Ripma: 43:27

yeah. You don't want to know that? Yeah. Yeah.Because because that can be a negative. It can be. Yeah.

Ian Arnold: 43:33

All right. Here's all you got to do now. With selfies becoming so popular.Just tattoo on your forehead. I am a realtor.

Rick Ripma: 43:40

Exactly. We can do that. I wouldn't do that. Ian's Ian's ideas on marketing aren't always the best. And that's one of the ones I would throw in.Not very good.

Unknown: 43:49

Well, no, because here's what happened to say I am a mortgage. Yeah. Hey, come

Ian Arnold: 43:53

on. Gotta use a realtor come on my

Rick Ripma: 43:55

foreheads not that big. Three, good breed it. And I noticed that when you look at the end, does he have that written across his forehead?

Unknown: 44:06

I can't see that. On my pictures. It

Ian Arnold: 44:08

does because I just go copy paste.

Rick Ripma: 44:10

That's okay. But you wouldn't want a tattoo. I would not recommend that. So what's your favorite part of the job?

Unknown: 44:19

It's the people I meet.I have met so many people that have become friends. And they include me in family events.There is an older couple in2012. I met them they moved down here from I cannot remember Northern Indiana. I want to say Warsaw maybe. But they moved down here and they adopted me as their daughter. And every year at Christmas they bring me homemade chocolate chip cookies.Um, that sounds terrible. I know, I know, are they adopting

Ian Arnold: 45:03

more people? Because

Unknown: 45:07

they, they are just the kindest people I know. And I'm like, you don't have to do that?No, you helped us because I helped him buy a house. And then they called me a couple of years later, they're like, you're gonna think we're crazy. But we fell down the steps. So we need to sell this one and get a ranch. I'm like, okay, so we did that. But it's just the relationships that you build and the people, I've got one family that I have helped them with probably 12 or 13 properties since 2008. And I am their family realtor. And so it's just building those relationships,because in my previous careers,I mean, I might still talk and I do still talk to some of my former bridal couples. I don't talk to anybody from my days in the medical field, but the real estate, those people, you spend so much time with them, and you get to know them. And it just,it's a good thing.

Rick Ripma: 46:12

So if anybody would like to get a hold of you for any real estate needs, or for your charity,

Unknown: 46:18

they can call me at31745951823174595182 or visit my website, Don whalen.com DAW n w h a l e n.com.

Rick Ripma: 46:32

And to get a hold of the inner eye, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. Or you can call 31765. No, don't call that number 317-672-1938.That was going to be Ian's cell phone. Home Home line. 31767 to1938. And please follow us for more indies real estate gurus.

Ian Arnold: 46:55

It's funny you say home line. My generation doesn't have home lines

Rick Ripma: 47:01

years ago. All right.

Ian Arnold: 47:04

Don, we'd like to thank you for coming in. It's been a pleasure having you on our show today.

Unknown: 47:08

Thank you so much. I enjoyed meeting you guys and talking with you. We appreciate it.

Ian Arnold: 47:12

And reminder if you have any friends, family,coworkers looking to buy sell refinance, contact us, we'd be more than happy to help you

Announcer: 47:18

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