Guru Derrick Bailey with Bailey Homes Group

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 your hard worker mortgage guy. I've been in real estate and mortgages for the last 34 years, I've helped over 5200 folks finance their homes, my team and I, we believe in custom tailored loans, not a one size fits all approach. We believe there is a right mortgage for you. And we are the team to deliver it.

Ian Arnold: 0:26

And Im Ian Arnold part of Rick's hard work and mortgage team, I've been in the financial industry for 15 years, helping people rebuild their credit, or even just raise your credits to get a better interest rate. I have a passion and helping you increase your overall wealth and create financial security for you and your family for generations.

Rick Ripma: 0:46

And for the most up to date information on the Indian real estate market or the mortgage rates and what's going on in mortgages, go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. Or you can go to 31767 to 1938. That's 31767 to 1938.

Ian Arnold: 1:05

So Rick, this guy ran through a tour of our doors. I mean, he busted him down just to get in here today. Well, we're becoming popular. I think we are.

Rick Ripma: 1:14

Yeah, he was mad. Excited.

Ian Arnold: 1:18

It's really, yeah, he was excited. Wanted to be on the show.

Rick Ripma: 1:23

He's superhuman.

Derrick Bailey: 1:24

He is. You bet. Yeah. Absolutely. All right, but

Ian Arnold: 1:27

what is his name? Right. Did he tell you?

Rick Ripma: 1:29

Yes. You know, you know, I'm terrible at names. Uh, but it's it. This one is easy. Okay, I think I'm gonna pronounce this one correctly. Derek Bailey, man, Rick,

Unknown: 1:38

you freaking nailed that. I

Rick Ripma: 1:39

did. You're the second person. I pronounced her name right.

Ian Arnold: 1:44

John Smith was the other one. Love it.

Rick Ripma: 1:47

I missed that one. Good company. You know, thanks so much for joining us.

Unknown: 1:52

Thanks for having me.

Rick Ripma: 1:53

Your company is Bailey homes group.

Unknown: 1:56

That's correct. Okay, Bailey homes group. That's me. Perfect.

Rick Ripma: 1:59

And where are you guys located?

Unknown: 2:01

We are in Indianapolis. I live in So bro. And my brokerage offices actually in Fishers.

Rick Ripma: 2:08

Okay. Awesome. And you do obviously central Indiana.

Unknown: 2:11

All over? Yep. So I mean, central Marion Hampton county is where the most of my business but I've sold a house an hour in every direction.

Rick Ripma: 2:19

Really? Okay. Yeah. Yeah. Yeah, that's, that's awesome. And you know, it's funny in Indianapolis, we're so or Indiana, that the vast majority of our population is right here.

Unknown: 2:28

It really is the entire state. Oh, yeah. The greater Indianapolis Metro is like everything Yeah, I don't really know what exists outside of greater Indiana.

Rick Ripma: 2:37

What's funny because most states aren't like that. Most states have you know, IQ of Ohio. They have Cincinnati and Cleveland. They're probably in Columbus in Columbus Yeah, they got they got several city yeah the Annapolis we have other decent sized city. Yeah, but we don't have any

Unknown: 2:51

huge cities Indian nothing even remotely close. Yeah. So did

Rick Ripma: 2:54

you grow up here? What was life like for you before real estate?

Unknown: 2:58

Yeah, I actually grew up in Northeast Ohio. So yeah, you mentioned Cleveland. We were less than an hour from there. Okay. And then I did my undergrad and Anderson and graduated there and Oh, eight and then I moved to Indy the big city and having left

Rick Ripma: 3:13

Alright, perfect. Yes. He moved here and Oh, eight. And now. How did as you came in you were in school and Anderson Correct? Yep. So did you do anything before real estate or did you go right from college into into real estate? Yeah, no,

Unknown: 3:28

I did a couple of things. Actually. I started out in tech support with Apple. And then I moved into retail with Apple where I was a genius. You were a genius. Yes.

Rick Ripma: 3:38

Are you still a genius?

Unknown: 3:39

I am still a junior high. Perfect. But no, that was an awesome starting ground because I got to just meet so many people. Apple retail. I don't know the last time you were in the Apple Store. But it is swarmed with people.

Rick Ripma: 3:52

It's too busy. I don't go in there. Yeah. So I know. Nobody goes there anymore. It's way too busy. It's

Unknown: 3:56

really really busy. They've expanded though, and they've got a lot better and helping. But my favorite said is I love telling people's I got to help over 15,000 people with their devices while I worked really? Yeah. Wow. Really, really incredible.

Rick Ripma: 4:08

Wow. That's yeah, that that's a great training ground.

Unknown: 4:11

There's no better training ground for just like a diversity of people. A diversity of problems. And just like a sheer number of words. Right. Communicate. Communicate,

Ian Arnold: 4:22

you got it. So now do you just sit outside their front doors like hey, look, we don't wanna wait in line I'll help you but I'm also going to sell your home that's all right.

Rick Ripma: 4:31

There, there's a lot of people there. There really are. It is it is funny because every time you go there, obviously as you look around here, you can tell I have a lot of Apple product. Absolutely. And so I've been at the Apple Store, but I really now avoid the Apple Store. Unless unless you need help. And that's I think the big plus with one of the first I think the product is phenomenal but the other piece is The help is amazing. If you if you have Apple Care any of that

Unknown: 5:04

they run by online get help in person. Yes, yes. Yeah. Yeah.

Rick Ripma: 5:09

Whoever. I'm sure it was Steve Jobs but whoever did that that store I mean it this how they set it up to keep it always busy.

Unknown: 5:17

Oh my gosh, it is an experience unlike any other. Yeah. It is a microcosm. And it's especially like you talked about India being the only big city. So like, for the longest time, that was the only store in the whole state. Oh, really? We have people driving to

Rick Ripma: 5:32

three hours to get help there at the Keystone across. Absolutely. Yep. Wow. Yep. And I always found it interesting. We'll get off this topic, but I think is interesting. The Microsoft Microsoft came in and did their store. Yes, they did. And it's out there. walked by it. You go get help. Anytime you want. Yep. They tried everything. They put games out front. Oh, yeah.

Unknown: 5:53

It didn't work. Yeah, I remember. Yeah. Walking by there on breaks me and like, oh, there's nobody in here. We got 12 people to stand in

Rick Ripma: 6:02

the wrap. So you went from that into real estate or though then

Unknown: 6:06

I did another tech company. Okay. A SAS on the northwest side. Okay. That was called Moby. They got bought out of this company called tango. And during the buyout, they let 25% of sales and marketing go over three days. Oh, wow. Yep. And I was part of that

Rick Ripma: 6:24

release. Had you already done the real estate exam or? No.

Unknown: 6:28

So I had was building an awesome pipeline, their movie, and I was as very much a shock. But I had this buddy in Miami, who had was in real estate from New York to Miami. He was just absolutely killing it for three years. He was like, Dude, why are you selling houses? And I lost my job. And I was like, yeah, why aren't I sound?

Rick Ripma: 6:51

So you so you got in.

Unknown: 6:53

So immediately jumped in. Yeah, okay. Yeah.

Rick Ripma: 6:55

Did you take like the fast course for I did it

Unknown: 6:58

online. And I think I literally completed it in like 10 days. Wow. Yeah. I was ready to go.

Ian Arnold: 7:04

Why not? Nine days?

Unknown: 7:06

That's a great question. You know, I was slacking off. I like seeing my girlfriend. How's that? Yeah.

Rick Ripma: 7:15

How many hours is it as 9090 hours and you did it in 10? Day? Correct. That's why. Yep. That's a lot.

Unknown: 7:22

Yeah, it is.

Rick Ripma: 7:22

Yeah. That's incredible. And then And then where did you go to? You know, when you left when you came into real estate? Yeah. What are you? What did you Yeah, I gotta take your office that kind of Absolutely.

Unknown: 7:32

I got started at KW, and northeast. SOCOM Williams, you got it because? Well, that was what my dad suggested, who also does real estate. Oh, it does it. Yep. And I mean, just KW is really good at saying like, we're not a real estate company. We're an education company. And I think they are really, really fantastic place to get started. I, you know, I learned a lot on how to actually do the job. Right, right. When you take the licensing exam, you don't know anything, right? So started at KW, had a very, very brief stint at sheets just wasn't the right fit for me. Was a Little at United for over a year. Love Love parted well. But now I'm at real brokerage. And it's a really, really, really good fit for me and my team.

Rick Ripma: 8:18

Yeah, it makes a big difference to find that right fit.

Unknown: 8:20

Yes, it really, really does.

Rick Ripma: 8:22

So when you got into real estate, how did you get going? What was your processes? What did you do to get your business off the ground? Yeah,

Unknown: 8:29

absolutely. I mean, really, it's just a matter of telling everyone. You know, every good real estate coach is gonna tell you right, like, tell everyone you know, and everyone you don't know that this is what you do. Yep. But also, I found that I wasn't going to get going fast enough. So my first almost first full year in real estate, I joined a high performance team out of that office. That Abalos Oh, yeah, I'm still doing a very good business. And actually worked under one of their top agents Terrence perky. And he put me through the wringer. And in like seven months, I helped Terrence close 44 homes. Wow, over 7 million in volume. That's crazy. And it was just like, that's how I'm gonna learn. Yes. So I worked ridiculous number of hours with Terrence and I have Lowe's. And they made sure I knew what the heck was going on. Anyway, yeah, we got to help a ton of people and it was awesome. Yep.

Rick Ripma: 9:24

And what is the obviously tell us more about the value of being on for a new person coming into the industry, yet the value of being on a very strong team with mentors? Oh, my gosh,

Unknown: 9:38

everyone that I talked to you any friends or you know, relatives, they still hit me up like, Hey, I'm thinking about getting licensed. What should I do? That's the first thing I tell them join a team. Because Well, number one, your friends and family until you have some experience. Honest to God, they're not going to use you, right. They don't want to be your test dummy. And so So, for some reason, though, people that don't know you are more willing to disregard experience if like you just, you know, you make sense to them, right? Like you listen to their concerns. So a high performance team is able to provide those leads, is able to provide ready clients that are ready, willing and able. And that's, that's huge lead generation is so important that only a big team can provide when you start.

Ian Arnold: 10:25

So what's one thing that if you were to change, you messed up begin with that you wish you would have started earlier?

Unknown: 10:32

Oh, my gosh, focusing on lead generation. Rick, you know, we talked about this in our prep is like, a lot of people when they get licensed, they think like, looking at the house, or like writing an offer is the job. Lead Generation is the job. Okay? Like successful realtors, talk to a lot of people and generate a ton and ton of potential business. And that's what I would have done a lot better when I started out. Yep,

Ian Arnold: 11:01

that's awesome. So did your dad mentor you too? Or was he was he already being a realtor before you got in?

Unknown: 11:09

So actually, I got licensed before my father. He was already flipping homes, though. So I knew a lot about potential value in homes and like, what a home should feel like. And I could see the vision for homes that maybe weren't in such good condition. I could kind of sell people on like, what it might be. But as far as like the day to day activities of an agent, no, but he did introduce me to the top producer that he ended up joining who was like, one of the top 10 in all of Ohio. So I got a couple of sit downs with him. And that really helped. And he's Ohio, correct? Yeah, yep.

Rick Ripma: 11:49

And so so he wasn't he wasn't you were here in Indy. So you couldn't get listings from your dad?

Unknown: 11:55

Correct? Yeah, no, no free help there. And he had no, no network here. So that was not happening. Yeah.

Rick Ripma: 12:03

And you had been here a while. So you probably had a good network of

Unknown: 12:07

yeah, like I said, especially having worked at the Apple store. Yeah. The number of colleagues that already I've gotten to help facilitate a real estate transaction, right. Because of that connection.

Rick Ripma: 12:19

You felt lots of geniuses?

Unknown: 12:20

I did. Yes. Yes. Absolutely. That's, that's, you know,

Rick Ripma: 12:26

the lead generation is so important, as you talked about salutely. And it's always, you know, it's, it's something I like to push because it so many people get into the business and they don't realize that that's like you said, that's the job. It really, really is, right? Yeah. If you're good at that. Everything else you can get somebody else to do you got it. Right. Yeah. Well, then let's help them get some lead generation. Let's do it. Let's go.

Ian Arnold: 12:51

What's the best way to get a hold of you?

Unknown: 12:52

Thanks so much for asking. So absolutely. Call or text 317-748-0419. Once again, that's 317-748-0419. Whatever you prefer. I do get a ridiculous amount of spam calls. If I don't answer please do leave a voicemail. But if you text me I get back very, very quickly.

Ian Arnold: 13:16

I will say those spam calls have gotten annoying. The last, I'd say the last five years. Yes. And like even my phone goes suspected spam. And so I'm like, Alright, you're going to voicemail. Right? Yep. And Rick, how would somebody get a hold over you or I

Rick Ripma: 13:30

go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com or 317-672-1938? That's 31767 to 1938. Is that all you needed? That's all I needed. Perfect. Well, you know, you would think I'd be prepared for this. But I wasn't. I was too into the conversation.

Unknown: 13:51

Were too excited that I was Yeah, happy, happy Friday.

Rick Ripma: 13:53

So thanks for listening to India's real estate gurus. 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 your best mortgage, real estate gurus work hard to, they avoid problems the amateurs don't see. They listen. They find unrealized opportunities, they avoid problems. They know I already said that. They find unrealized. I said that too. If you're buying or selling a home, a real estate guru is a valuable asset. So this is why you shouldn't read. If you even if you're even thinking about buying or selling a home, keep listening and definitely call one of India's real estate gurus. Yep, so that sponsors probably gonna

Ian Arnold: 14:35

go away, but that's okay. Thanks. Oh, okay.

Rick Ripma: 14:40

I'm not gonna click sponsor.

Ian Arnold: 14:42

Nor are you. Probably not okay, good. He's still here. I haven't ran for the gorgeous yet. Yeah. So now I'll let Rick, before we get to the question of the week. We'll let Rick go through his favorite question.

Rick Ripma: 14:55

Yeah, my favorite question. Oh, and I know this. I know this is one of your favorite because we talked About this Yes. What is your superpower? Or superpowers?

Unknown: 15:04

Oh, yes. Well, it's right here. I'm wearing my wonderful superhuman jacket. Yes. And so what that really means is I've dedicated the time to communicate on a level that most people just aren't. I read and listen and understand things that just a lot of people miss. You know, most communication, obviously, you're only hearing us right now. But what 80 90% of all communication is nonverbal. And I've just really taken the time to figure out how to relate to someone. And by using these techniques, I'm able to uncover their their real Why, what they actually want out of a home or what their actual dollar is that they need to get out of selling. And I really just, like, take the time to understand them. And it's ridiculous how well it works. When I actually am like, Okay, what do we really want? The I show so many less homes than than everyone else? Awesome. I just had a friend out in Phoenix, who's like, we saw like, he was telling me how he saw like at home.

Rick Ripma: 16:10

Oh, wow. Oh, keep track of that.

Unknown: 16:13

I was literally almost I'm not kidding you. When I say I almost fell over. Yeah. The most homes I've ever shown was 12. To one client, wow. Most the last closing I had was my two pending buyers. At this very moment. We saw two homes and we saw five homes. Because I just get to the heart of what it is that we want. And I communicate in a way where they trust me to actually open up, right. And then I go Super mode. And I'm like, let's just go get that thing that you really, really want. Right?

Rick Ripma: 16:46

Yeah. You know, it's, I was a new home sales. Yeah, for for 11 years. One of the things I did when I was there, we went to the home convention in Dallas. Okay. And one of the things that we had available is we could go on a home tour, right? Or if you get on a bus and you're going hungry. Absolutely. And the biggest thing I learned was interesting to see their houses are different than ours, things like that. But the biggest thing I learned is, after about four houses, you can't remember what's what, you betcha. You betcha. And so it's extremely valuable. Yes. If somebody can help narrow that down, so you don't look at so many homes, because they all start to run together. They really really do it. So I mean, that's a it's, it's one of those things most people don't think of, but it is extremely important.

Unknown: 17:34

Yeah. My first year, I really remember realizing that very early on seeing some of my colleagues, especially newbies, that happens a lot where they let their clients run them. And you know, people get really excited and I love I want my people excited. Send you know, send me some stuff you see online, maybe I did overlook it. But then what I do differently is I don't just go, they sent me a link, I'm gonna schedule it. I look at it, and we talk about it. I'm gonna go hey, you told me walk in closets were super important. You realize like, none of these bedrooms have, like any closet space. Like, why would we waste either of our time going to see this? Oh, well, like, actually what's really important. Okay. Before he told me that was a deal breaker, right. But this kitchen is such a wow, that you're telling me that you might actually buy this home? And then we'll go see

Rick Ripma: 18:25

it. Yeah, yep. Well, that's good. Because you set it up. You got it. So now they know. You got it. Yeah. Yep. And you also make sure they didn't miss the fact that it didn't have the closets because they were so wowed by the kitchen. You got it. Yeah, that's awesome.

Ian Arnold: 18:39

Yeah, it's interesting. Like, I love the way the mind works or what No, and you're you're you're in sales with Apple and everything. But you show somebody like 10 products, you can't make a decision, like people can't make a decision. Now you show them two to three, it's much easier for them to decide, alright, I like this benefit, or with these negatives and stuff like that. But yeah, the mind each showing somebody too much. You just confuse them. Oh, yeah.

Unknown: 19:05

There's been like you said for I think that literally is the magic number. There has been a ton of studies on choice fatigue, and anything over four. We are freaking clueless. Yeah,

Rick Ripma: 19:15

yep. I remember going through it. And I was I had been in New Home Sales for like, eight years. Yeah. It wasn't like I wasn't used to looking at housing. Right? I was Yeah. But I remember it's like, I can't remember. And you know, every every community has three or four models. So one community your

Unknown: 19:33

your idea, man? Yeah, yeah.

Ian Arnold: 19:37

All right. So now let's get into the question of the week and the question of the week. It's sponsored by Hey, Rick and I the hard work and mortgage guys, where we believe in helping you and your agent and by keeping you constant updates throughout the whole entire process because you don't want to be left out in the dark. So contact us today and we'll get together and we'll get everything taken care of for you. All right. So The question is, and this will be a hard one. What was your first car?

Unknown: 20:04

My first car? Oh, nice. It was a 1986, Honda Accord hatchback. White,

Ian Arnold: 20:11

how long did it last?

Rick Ripma: 20:13

You could still have it those things. I know. That's why

Unknown: 20:15

I asked ever. So I was I got that when I was 16. So it was as old as I was. And it probably could have kept going. But my parents bought me another car when I graduated. Oh, no, I had it for two years.

Rick Ripma: 20:31

All right, yeah. You have fond memories of that car?

Unknown: 20:33

Oh, I love that car. Yeah, absolutely. Yeah. If

Rick Ripma: 20:37

if you found one, would you buy another just to have it around? Or is that not that?

Unknown: 20:41

I'm not that attached? Okay. Um, I would, I wouldn't mind like once my daughter can drive to like, I think that would be really, really fun to be like, hey, this was what I had. Here's that. If self driving isn't a thing when she's, you know, we might all be self driving by the time she? She's only 11 months.

Ian Arnold: 20:59

Yeah. So you got an I

Rick Ripma: 21:00

hope we have self. County. Because, you know, as you get older, yes, I love to drive. But I'm telling you what, self driving car? I can't I hope they have the next 1012 years. I can't wait.

Ian Arnold: 21:12

Well, Rick doesn't want his license taken away. So that's the main reason.

Unknown: 21:20

That's what I'm saying. Yeah, how much more work? Would we all get done? Yeah, if we didn't have to focus and what how great would a trip be? That's what I'm saying. I just love the prep. And in the mind space, I can get into a car. And if I could be doing other things other than focused on the road. Oh, man, be awesome.

Ian Arnold: 21:39

I can sit back and watch a movie with my kid. Exactly. Goodness, I can see how their life is right.

Rick Ripma: 21:45

There's a difference between you and me. Yeah. We're talking about work right? Gonna work when we can. He wants to watch the movies gonna watch you

Ian Arnold: 21:54

got to enjoy life too. It is Friday. We'll give him this. Alright, so let's get into so how is your team look now?

Unknown: 22:04

Yeah. So as far as actual agents go, because team can mean many things. Right? So I'll start with just Bailey homes group at the moment is just me and one other guy named Kiefer, a really awesome part time agent. He lives Brookside Park. Okay. But really, when I think of team, I think of all the people that I touch, right? Like, awesome partners like you guys. I use this other lender, Nick Clegg, one of the anniemac. We mostly use Chicago title company. We mostly use home experts of Indiana to rely on our inspections. I use real vision to take fantastic listing photos and 3d tours. And it's not like 3d tour. That's like a moving picture gallery. No, it's a truly interactive tour. That's one thing I really love some my you know, we're only going to have people come do showings that of that want to see the house? Right? Same thing, right? Yeah. So we spent a lot of money real vision is really, really good partner. Yep.

Rick Ripma: 23:05

Well, you're obviously very technical. Yes. Right. You bet. So. And in fact, I'm guessing there may be more story to the Super Human Interaction technology. Yep. So how does that play into all that? You do?

Unknown: 23:20

Yeah, absolutely. From, uh, I just try to make everything as easy as possible. So the experience is very seamless. I don't know that I have anything that someone would point to and be like, Oh, Derek, does this tech thing differently. I just, I mean, literally, for the most part, it's like, I can write an offer in seven minutes, because I have templates set up. Okay. You know, because 90% of its going to be copy and paste, right? And then the 10% that matters on a case by case basis, I can have a five minute conversation and then put that stuff in, and then we're ready to roll.

Ian Arnold: 23:59

That's awesome. When you don't have a huge team. Yeah, time is basically money. It's very, so important to have those templates ready to go. And like Rick and I, in our email, we have some email templates. You don't want to type the same thing takes me 10 minutes to type and didn't word check and all this stuff. Let's go.

Rick Ripma: 24:20

You got it. Yeah. But it's also important. When you have a team as you grow, to have those, you have the processes and everything set up. So you have somebody come in and you can here's how you do this. Because the reality is, which we already talked about, your biggest job is lead generation got that right. Yep. And so the things that you spend time on not not the things that you like most people keep those, but the things that you may not like as much or that you that you can have somebody else do that aren't lead generation so you can spend more time lead generating yes, if you have those processes, and somebody who's been a genius right at Apple, right? still is a genius, thank you. And somebody who's has that technical background. That can be huge, because you can just plug people in, I would say,

Unknown: 25:11

oh, without a doubt, because I actually have had more agents before that have just moved away. Did some really good business with this guy, Mike, buddy moved to Florida, and on it right, and then my buddy Eric, and started his own landscaping construction companies building decks, and he does really, really well up there. So I was, I had to let him go, because he's doing really great. But they both worked under me. And it was literally plug and play. I'm like, I already got the templates. Hello, templates. Talk to them, right? We got that apps that just make our lives easier. You know, there's a lot of real estate technology that only really good realtors have access to. That just like is just a no brainer nowadays. Yeah.

Rick Ripma: 25:56

Plus, you know how to use it.

Unknown: 25:58

You betcha because that

Rick Ripma: 25:59

you can have all the technology in the world if you don't know how to use it. And, and most of us, we can use it to a point but we can't use it. Like you can use

Unknown: 26:09

correct, right, correct. Yeah. Yeah, doing something like you can click around and you figure it out in an hour. I've know how to do it in six minutes. Yep.

Rick Ripma: 26:19

Yes. That's awesome.

Ian Arnold: 26:21

Well, hey, let's do this. Sure.

Unknown: 26:23

What's the best way someone get ahold of you? Absolutely. Literally texting very, very quickly at 317-748-0419. Or if you do prefer long form emails. Okay. Derek, at Bailey homes. group.com. That's Derek D. R IC K, at Bailey homes. group.com. All right.

Ian Arnold: 26:43

And Rick, how would they get ahold of your I

Rick Ripma: 26:45

go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. From there, you can get all of our contact information. Or you can call this is just a call number no text 317-672-1938. That's 317-672-1938.

Ian Arnold: 27:01

All right. So Derek, you've talked a little bit about lead generation. And you say That's a huge, so for newer agents out there. How do you get your lead generation?

Unknown: 27:13

Yeah, absolutely. Well, first and foremost, once you do have some credibility and experience in the market, don't knock just telling your network and like telling them more. My first few years, I was extremely hesitant to like, share, and like be a reorder, I don't know, I had this weird thing in the back of my head that's like, you know, associated it with other, you know, sales roles. I didn't want to think. But you know, no one's ever given me crap for it. And like, I really, really just love helping people find homes or sell homes. And so just telling my network more and more, I just get referrals, or like, someone had to talk to you in a while, like, you know, hey, you know, I just make a post, this is what I've been up to this, what's going on. And it's crazy how many times I've had friends, reconnect, or reach out and be like, actually, you know, I was thinking about going here selling here, whatever. And so I mean, once you have the network and the experience, just tell everyone, Facebook and Instagram for sure. So don't be a secret agent. Do not be a secret agent. So

Rick Ripma: 28:17

when when you have some you have even if you're brand new, you're brand new and you and you don't like like you were not wanting to tell everybody? Yes. Didn't you find that when you tell people you're in real estate? Everybody's interested in real estate? So yeah, it makes a conversation right? It really

Unknown: 28:37

really does. Yeah, yep. And I mean, you can even just start talking about like, everyone, even people who claim that they don't everyone watches flipping shows, right? HGTV. I don't know, there's a million shows out there. Right? It doesn't matter. There's a different flavor of like, or like carriage homes or like trailer park, whatever. It doesn't matter. Right. Whatever your flavor is. Everyone is watching Real Estate. Yes. Yeah. Because they're interesting. And everybody likes real estate. Oh, it's

Rick Ripma: 29:09

so much fun. Yeah, yes. Yeah. Real estate is great. And so now you got somebody they're brand new. They need to tell everybody Yes. But I think the other real value or one of the big values you have for a new agent, is that they can come in and they don't have to worry about how to fill out the the contract correct. You've got it all set up. Oh, yeah. It's it's like you put just type this.

Unknown: 29:35

Yes. And then asked me about this box and asked me about this box. Otherwise, I think you got it. Yeah. See,

Rick Ripma: 29:41

that's huge. Well, how

Ian Arnold: 29:42

dare you make it so easy?

Unknown: 29:43

I know. Right. I don't think that's very nice. Yeah, it's extremely rude of me to just make it make it simple for everybody. Yeah,

Rick Ripma: 29:52

but that's that is I just, I find that to be very interesting that you can that you set that up and I think it's so valuable to people. So if you're looking for a new hire agents, what do you look for?

Unknown: 30:04

Yeah, absolutely. And actually, I will be expanding my team later this year. Business is on track to double. Oh, actually, thank you so much. I've actually implemented some new ad systems and some back end support to just put more appointments on my calendar. So I'll probably be adding three, three more people to the team this year. And so, I'm sorry, I don't remember where

Rick Ripma: 30:30

we were going with that. What do you look for? Yeah, for what? Yeah, so

Unknown: 30:34

first and foremost, I mean, it's communication, right? Like, would I want to talk to this person? And are they ready, willing and able to learn? I know that in my first year, I could have been so much better had I just like, left the genius shroud behind and said, In this world, I have no clue what I'm doing. And I need help. And so that's what I really want. Even if it's an experienced agent. I want you to like, Forget what you've been doing. This really works. do it my way, or else it's not gonna, you know, like, Brian, you want to do it my way. And do I want to keep talking to you? Right, right. Are our clients going to be excited to talk to you and to work with you? Like, do you care about people? Do you like homes? Right? That's what's up? Yeah.

Rick Ripma: 31:27

Yeah, I guess it. I find so many people, the people we talk to absolutely okay. They all love real estate. Oh, yes. Every single one of them. They love real estate. They also love people. I think the biggest thing you aren't you're included, everybody we've had on. They're just great people. Yes. Okay. First and foremost. They're great people. And I think that's a big, a big deal. Oh, my

Unknown: 31:52

gosh, yeah. There's no way I would hire someone that I like, didn't think was actually going to just pour love on our clients. Because that's what we're doing. Like you said, real estate almost come second. I just want to make people's lives better. Because I just, I really like people. Yeah, and it's way, way more fun when we're all having fun together.

Rick Ripma: 32:09

Right? Yeah. So if somebody was looking to get into real estate, do you want to talk to them after they've taken the class? Or would you rather talk to somebody, as they're thinking about whether they should become a real estate agent?

Unknown: 32:20

I would prefer day one, like before you even sit down? Because I do have some tips and tricks on, you know, maybe in person versus online, whether what's going to better fit your learning style. I highly suggest this website comp, you cram all my agents, I'm like, get to 80% on that. And you'll pass on the first try as opposed. I know some people have to take the test like seven times. Yeah. And so I can just really get them set up for success. I think if we talk before they even go and start the license process.

Ian Arnold: 32:52

I think that's a brilliant thing, because that's actually what I did with Rick, when I thought about when I was switching jobs and everything and it made it so much easier. You can find the NZ out. What's the business actually life? Yeah, we Yeah, you see HGTV? Let's be honest, that's, that's totally correct. Everything happens just that way. Yes. But you actually get a breakdown. Alright, so this is what your average day is doing? Yes. This is what you're looking at. This is what you've been doing. It's not what you see on TV

Unknown: 33:22

direct. Yep. And yeah, everyone that's excited about real estate isn't necessarily going to be a good fit for this as a career.

Rick Ripma: 33:29

Yeah, right. Yeah. And what would you say your? And I know, there's probably not a normal day, but a normal day in real estate. What does it what does an agent do? On a normal day in real estate? Yeah.

Unknown: 33:41

It's really just a lot of communication. And a lot of time spent looking at houses. I mean, literally, that's, it's those two things. Everything else that I don't have a normal day, right. Some days, I have eight meetings, some days, I have one. But every day, I'm looking at the market. And every day, I'm checking in on people. Sometimes that's a text sometimes that's a phone call, sometimes it's an email. But I have 100 conversations every day. And I look at at least 100 houses online every day,

Rick Ripma: 34:14

because you're always looking for what they're looking for. Right? You betcha. Yeah. Or,

Unknown: 34:19

you know, I might even be in between buyers or someone that's or, you know, I have some investor clients as well. So there's always just something to look at. But really, even if, like, you know, I might know Okay, so and so's working on their pre approval that doesn't make sense to send them houses yet. I still want to know what the markets doing. And every now and again, I just find a gym that like I can just send out to my network and be like, I know you weren't looking but this is like a really good deal. Or like this is so unique. I just thought of you. Yeah, that's

Rick Ripma: 34:55

great because that that that gives them some information which is Awesome, but it also tells them you're

Unknown: 35:02

you're thinking about it because you're exactly yeah. And I really am. Yeah,

Rick Ripma: 35:05

it's really hard. It's not. Because you really are thinking about it. You betcha.

Unknown: 35:08

Yeah.

Rick Ripma: 35:08

What if you had a friend let's say they live in Texas, they're, they have a house, they they want to sell. They call you and say, Hey, listen, how do I find the best agent to list my house? What would you tell them?

Unknown: 35:20

Oh, yeah, I would tell them, let me find the agent for you. Okay, I have a really fantastic network. I see your freedom club sign on, we need to get into that. But the first mentor I ever hired, that's what he called his group. Okay? Have Rockstar real estate agents was the freedom club, okay, because it allowed us to get freedom, more freedom and time, money, all that stuff. And so through that network, I know a ton of agents that have continued and are doing, you know, 235 times my business because they are really, really good at what they do. So at least in you know, the 100, top metros, I guarantee you I know somebody that I would work with myself if I lived there.

Rick Ripma: 36:06

And when they went to meet with that person, what what should they look for questions they should ask. So they, they make sure that they work

Unknown: 36:13

well with that person? 100%. So I mean, they just need to be asking themselves. Could I see myself talking to this person every day for the next 60 days? Right? And literally, because if I'm referring them, I know that they're going to another great business, right? So really just a matter of is this gonna be frustrating from a communications perspective? Or can we at least be temporary best friends? Right,

Rick Ripma: 36:38

so the best thing is to get a referral? You betcha.

Ian Arnold: 36:41

All right, so now Rick asked his favorite question. I'll ask mine, please. What do you think your most memorable deal is?

Unknown: 36:48

Oh, that's, that's a great, great, great question. I have many memorable deals. I'll just talk about the first one that comes to mind. Yeah. How about that? My friend Dana, who I worked with at Apple was selling a house actually, in my neighborhood, South Broad Ripple. And she approached me and was like, hey, my boyfriend who is or she also worked with at Apple got a job at Apple corporate in the valley. She's like, so we're moving. Can you help us out? And I actually got to sell that house, to one of my wife's co workers. Oh, wow. And in this case, he had, I mean, we got a great deal for Dana. But she was less concerned about getting top dollar, and really wanted to make a connection. And wanted to like, know that it was going to someone else that was like, excited about living there. Right. And, you know, could show the house some love that Dana didn't get to spend so much time with. So Emily and her two kids now live there. And they're they're just over the moon. And my wife can walk our daughter to their house. And it's awesome.

Rick Ripma: 38:03

Yeah, yeah. I think you brought up something that I we've never touched on. But I think it's we should, and that is, it's not always about top dollar. It's not. Yep, everybody has their own. And she wanted the connection with the person that was going to live in her home wrecked,

Unknown: 38:19

right, he really, really did. And then the like, and I was straight up with her. I was like, this is the most Emily can offer. If we went on the market, we probably could get 10 or 15 more. But this is gonna be super easy. And she's really excited about the property. But you tell me what you want to do. Like, um, you know, I'm here for you, right? And with my client as well, like, I'll go find another home if this doesn't work out. But you tell me. And it was. I mean, it was just a total win for everybody. It was so smooth. And she was very excited. And even afterwards, she's like, Hey, send me pictures of what updates Emily's done, and that I couldn't have done if I brought her another bar. Right.

Rick Ripma: 39:00

So we get we get attached to our houses. Absolutely. And they matter. They really, really do. Because they they affect our lives so much.

Unknown: 39:07

Yeah. And I mean, especially more and more over the last three years, right? We find ourselves I like, home is where we are 80% of the time. Yep. And so the home that we end up being in is extremely important.

Rick Ripma: 39:21

So how would you describe your brand? Yeah.

Unknown: 39:26

Straightforward. That like that's, that's if I could only give you one word on what Bailey Holmes group is, is just like, I just deliver. Okay? Like I promised all my clients, I'm going to always show up on time. I'm going to do everything I tell you to, I'm going to do, right. I'm going to give you extremely honest feedback, like I don't sugarcoat I'm not going to make you feel good about like, like if you're selling your home, and we need to like replace some carpet, because we're gonna make like way more money by just like fixing that. I'm just gonna be like, Yo, we're replacing the carpet, right? I'm not going to shame you for the dirt. But like, I'm just going to tell you immediately, like, I walked through the home. And I asked, Hey, can I just be straight with you? And we're just to the point. So I'm just extremely straightforward. I show up, I do what I say I'm going to do, and I over deliver.

Ian Arnold: 40:19

That's a huge thing. Because a lot of people will take that long as you're not mean about it being direct. And hey, like, this is what we have to do. You got people like that, because you're not BS in around stuff. You're not hiding in bushes, you're not you're just straight to the point, you got

Unknown: 40:35

it. And then I think that's even more important on the buying side is like, when people come to me and say, this one we really want. And, you know, like we talked about, we get agreeance on that. And then they tell me, they only want to spend X number of dollars. I have to then say, okay, are we more concerned about the budget or getting what we want? Because what you want cost a lot more than what you just told me? And I don't waste any time with that conversation. Right.

Rick Ripma: 41:01

Well, why wouldn't you right doing is you're educating your your buyer? Correct. So so that they have the proper expectations? Because it's a related to when I remodeled my house in the last couple of years here. Okay. And my my hope of cost, yes. Wasn't even close to real costs. You bet. Yeah. Yeah, I mean, it's just how it is right? Yeah. So you, you're hoping you're gonna get this. And now for me, it was like, Okay, so what's another little bit of money to get exactly what I want? You got it? Right. It's almost always worth it. So then you'd make that yeah, you decide. Can you make the trade off? Right? Yeah, a lot of times, they might be able, as long as they're not maxing out a lot of times, they might be able to say, okay, yeah, that is important enough to me, I'm gonna raise my my budget, correct? Because I can't afford to raise my budget. Yep. And other times, they can't.

Unknown: 41:56

But yeah, yeah. And exactly. And sometimes, especially when we're talking about under 300. A lot of times, it's like, okay, this is what we can afford. So what are we giving up to still get, you know, you know, I tell my clients, we're looking for seven out of 10, right? If we can get seven out of 10. And still be excited and say, Okay, these are our three absolute must haves, then the other things, you know, we're getting you three out of 10 on the must have three, and then let's get four out of the other seven. And be excited. Yeah, still right. And it's still great home. That's gonna appreciate we're gonna get you some equity. And then we're gonna go buy the 10

Rick Ripma: 42:35

house. Yeah. And that's the that's the reason you do it. You got right there, you can't stay and rat and get to the point that you get everything you want. Not a chance. And the other thing I've learned, especially out of New Home Sales, is you can go buy a house, Brett, you know, and build it. Yes. ground up. I don't care if it's a million dollar house. $2 million house. When you move into it, you're gonna find things you wish you had done differently.

Unknown: 42:58

Oh, yes. There is absolutely no such thing as a perfect home.

Rick Ripma: 43:03

Right? It'd be even though you think you got the perfect, it's right. It's not. It's really about okay, you make it works. Yeah, exactly. It is what it is, right.

Unknown: 43:15

It is what it is. But that's my favorite thing, especially on new builds. So many people come in with that mindset of like, I'm gonna get this perfect home, and I'm not gonna find anything wrong with it. No, it's still built by humans. Right? And you're a human. So you're gonna just naturally have a reaction that there's something you want to change, and we can't

Rick Ripma: 43:36

even think of everything we actually, yeah, we don't want what we don't know. Exactly. And sometimes I think I want something. And then you do it. And you go, Man, I wish I had. Yeah, that

Ian Arnold: 43:45

was a terrible idea. But I'm not a

Unknown: 43:51

genius. Hey, now sometimes still, we see houses that we think are gonna be an absolute great fit. But that's why we go see it right? Yes, we walk in the door and we go. No, right. But I'm so glad we came,

Rick Ripma: 44:03

right. Because it helps either way.

Ian Arnold: 44:06

Hey, worse today, it just crosses it off the list. You betcha.

Unknown: 44:09

Yep. So still worth it.

Rick Ripma: 44:10

What are you most excited about is, you know, the next six, eight months a year?

Unknown: 44:15

Yeah. I mean, as far as real estate goes. You know, historically, April to August has obviously been like, especially in the Midwest, that's when people are buying or selling because the weather's nice. And we're gonna, you know, hit in between schools and stuff. So I'm just really, really excited for at least a somewhat of an increase in inventory. Most of the most of the city, we're definitely still in a seller's market, but more inventory still means at least some more choice. Very, very excited for just that increased activity. But I mean, on a personal level, I'm really excited to play music again. My band actually has four dates booked this summer. And yeah, we haven't taken ourselves seriously for a long time. But now we're like, hey, let's get some gigs and I'm pumped. Yeah. What's your Right, yeah. Billy Pilgrim in the Earthlings and what do you what do you guys? Yeah, it's mostly like jam BAM covers some psychedelic rock. And then we're working on some originals right now as well.

Rick Ripma: 45:11

I probably shouldn't say but I have no idea what psychedelic rock means that's okay.

Unknown: 45:16

It's kind of like yeah, it's it's almost like jazz and that it just kind of goes out there. But it's not as technical as jazz. Okay. Go ahead. Yeah, no horns.

Rick Ripma: 45:28

Okay. What music what instrument? Do you play?

Unknown: 45:30

I'm a drummer.

Rick Ripma: 45:31

Oh, are you really? Yes. My nephew is a drummer for a band called Emery.

Unknown: 45:36

Are you kidding me? No, I've seen me live like six times. Oh, really? Yeah.

Rick Ripma: 45:40

David pie. Yeah, he's my He's my nephew. That's

Unknown: 45:43

why Oh, yeah. I love them. Yeah, he's fantastic drummer. Like, I've played along to his albums.

Rick Ripma: 45:49

Have you really? Yeah, that's awesome. Yeah, yeah, he's a he's a great guy, too. I'll try. He is a great

Unknown: 45:55

guy. That's awesome. I've only got to meet him in like, Hey, thanks for playing the show kind of content. Never hung out. Right. Okay.

Rick Ripma: 46:01

Yeah. Do you ever get to he's just a great guy. That's awesome. Wow,

Ian Arnold: 46:04

really, Rick, you could just say, hey, next time we have you on we'll, we'll buy him over. Right. Come on.

Rick Ripma: 46:11

Are you gonna pay that and fly in front of the adults?

Ian Arnold: 46:13

Oh, he's up. He can do it. Don't worry about it. It's for you know.

Rick Ripma: 46:21

Last time he was coming down. The storms were coming. So he didn't didn't come. So yeah, I haven't seen him in quite some time. I talked to him quite a bit. But he's Yeah, he's just a great guy. Just he's just,

Unknown: 46:30

that's awesome. I just side note, my buddy Brian, who I want to Anderson with. He lives out of town now. But he's coming in today. He is the biggest Emory fan. Oh, really? Like ever. He's seen them like 12 times, like always pays for the meet and greet and everything. When he hears about this, he is gonna lose his mind. So the fact that he's coming today, though, I was just like,

Ian Arnold: 46:51

This is awesome. The stars have aligned.

Unknown: 46:53

But happy day.

Rick Ripma: 46:54

That's awesome. Funny. It's when we run it. You know, we get people who had been in music. Absolutely. I don't remember his name. But we had a guy that played with David also when he was in. David was in his first band that's on that he went over to Emory. Okay, and he helped him get on Emory. Yeah, but we are running out of time. So if somebody's ready to get a hold of you, for any real estate needs or to hire your band, you betcha. What how should they get a hold of yeah, my

Unknown: 47:20

personal cell is my real estate cell. So band or homes? 317-748-0419. Once again, 317-748-0419

Ian Arnold: 47:32

Awesome. All right. So yeah, we're gonna shoot a video of you playing your band playing in a house and the camera going around? Oh, yeah. It's gonna happen. Yeah. All right, voluntary. I can do that video. I can't do the other part that works. We need. God made musical intelligent people and he made people to clap. They gotta clap. So.

Rick Ripma: 47:54

Exactly. I love it. And to get a hold of Ian or I, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com You can just find our contact information there or you can call us no text, just call 317-672-1938 317-672-1938 Almost forgot the number and I think I wrote it down.

Ian Arnold: 48:16

As a reminder, if you know anybody, any friends, family or coworkers looking to buy sell or refinance, contact Rick right? And we'll be more than happy to help you and

Rick Ripma: 48:24

follow us so you don't miss any of our show. Brent NMLS number 33041 Recruitment NMLS number 664589. You know Arnold NMLS number is 1895469 equal housing opportunity. Some restrictions apply.