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Dustin came into the world of real estate having studied human communication for over 10 years. This has led to a mastery and deep respect for the human connection, and the power it has. As a fiduciary for his buyers and sellers, he use his abilities to connect and clearly communicate to exceed their expectations every time. Being backed by the best tech in the industry streamlines the process into a system that can't fail!
To Contact Dustin Branum
Call or text 812-767-5525
Email--dustin@hireprismrealty.com
https://www.kw.com/agent/UPA-6587385350564708353-6
Contact Hard Working Mortgage Guys
https://hardworkingmortgageguy.com/
Rick Ripma Call or Text 317-218-9800
Email--rripma@advisorsmortgage.com
Ian Arnold Call or Text 317-660-8788
Email--iarnold@advisorsmortgage.com
Rick Ripma:
Welcome to Indy's Real Estate Gurus. I'm Rick Ripma, your hard work and mortgage guy and we're recording today in the advisors, Mortgage Group studios right here in Carmel, Indiana. My team and I believe in custom tailored loans, not the one size fits all approach. We believe there is a right mortgage for you. And we believe we are the team to deliver it.
Ian Arnold:
And I'm Ian Arnold partner Rick's hard working mortgage team. I've been in the financial industry for 15 years, helping customers increase their credit, just so they can get the best possible interest rates. I also have a passion in helping you succeed in your real estate dreams and hopefully you hoping you pay off your home, man, I can't talk you can't
Rick Ripma:
talk. Now as we get started today. Please go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or 317-672-1938. That's 31767 to 1938. If you have any real estate questions, or any mortgage questions, please go to the hardworking mortgage guys.com and today we are extremely excited. And it's Dustin Brahman, random bronze bronze. All right, I almost I almost didn't get it right. Well, I didn't get it right. But I got it right at the end. Not
Dustin Branum:
a lot I won't answer to.
Rick Ripma:
Well, I've got Ripma Which isn't to me very hard at all, but it just seems to be a very difficult thing for most people doesn't take
Dustin Branum:
much to trip him up.
Rick Ripma:
And thanks for joining us. We really do appreciate it.
Dustin Branum:
Of course it's a pleasure to be here.
Rick Ripma:
And how would somebody get a hold of you if they have any real estate questions or needs
Dustin Branum:
feel free to shoot me a text at 81276755 to five also you can find me on Facebook at prism Realty just search prism Realty up at the top and they go find me.
Rick Ripma:
Okay, and you're it's Keller Williams and your your group is prism Realty.
Dustin Branum:
Yeah, yeah, it's kind of a under the Keller Williams umbrella. But my organization is prism Realty,
Rick Ripma:
tax numbers. 812-767-5525. That's it. Don't want people to miss that. No, we don't. So what did you do? Before real estate? Well, you know, Where'd you grow up? What was your life like?
Dustin Branum:
I grew up in Southern Indiana, a little rural area down there. But I always say I grew up in a hollow log. But I grew up in the barn, honestly, honestly, just about. But as soon as I came of age and can move away, I moved to Southern Florida, you know, to find myself as people do. Came back to Indiana, I would say around 2014 2015 and then decided to go back to college. So I was a non traditional student, I graduated with my bachelor's in communication studies, organizational communication, right around the age of 29. So, during college, I was working my way through college at a burger joint. And there's a lady that kept coming in over and over and over again, she was one of my regulars talking about her real estate team, and how she didn't know where I was going to fit in. But she wanted to make a spot for me, she wanted to work with me. Awesome. So we kind of created a position for myself within the team, marketing specialist. I was over social media events, that sort of thing. And then organically just kind of shifted into an agent role. And now I have a team of my own. Wow,
Rick Ripma:
fantastic. So you, you did all that. And then you went into real estate. We know that it's really difficult for many people to get going in real estate. Yeah. So how did you do that? What did you do? What was your process? What kind of things did you do to get going in real estate?
Dustin Branum:
Well, one of the things I'm pretty involved in local theater, but it's something that's always been a passion of mine since high school. And much like other communities I'm a part of we really believe in supporting each other. So a lot of my early business was my theater family.
Rick Ripma:
Okay, so, theater being where do you do that?
Ian Arnold:
Yeah. So
Dustin Branum:
just local community theater Footlight musicals is one that I am a musical guy. So Footlight musicals. Also Westfield players, Carmel community players. My husband and I both are pretty active in that scene. So that's where a lot of this fear comes from anything
Rick Ripma:
now.
Dustin Branum:
I'm not in a show right now. But my husband's in a production of Angels in America that's coming. I believe it opens June 2, that it's going to be a big deal. It is going to be on Butler campus. Okay. Yeah. So the big auditorium and Butler campus, the biggest the big stage are there.
Rick Ripma:
Is it the same way? It's
Dustin Branum:
the same one when Broadway? You know, that's an excellent question. I don't know the name of it. I cannot remember when, when Broadway tours come through. That's usually where they stop.
Rick Ripma:
Okay, yeah. I saw I probably shouldn't say this, because nobody likes him anymore. But we saw Bill Cosby there.
Dustin Branum:
It still happened. Yeah.
Ian Arnold:
Before you Hey, sometimes you don't know the person when you is still entertainment, but then you find out stuff and you're like, Okay, let's be tour. Yeah.
Rick Ripma:
Here's this funny, you know,
Ian Arnold:
so do you age. That's right. So when you're when you're out there and you're advertising for your theater report, do you actually throw a couple of cards to the customers and everything too?
Dustin Branum:
Well, I found that it typically works out a little more organically than that. It's just through conversations I have with the cast and the crew during during a during a production. A few weeks later, I'll just get a call organically saying, hey, let's work together.
Ian Arnold:
All I see is you bow and people are throwing flowers on the stage, and you're taking your business cards and chucking them out in the air.
Dustin Branum:
That's a good idea. I've never thought of doing that.
Ian Arnold:
Right back at them.
Rick Ripma:
I wouldn't recommend
Dustin Branum:
paper cuts are unpleasant. Yeah.
Rick Ripma:
might not like that. Production might not like,
Ian Arnold:
honestly. So you actually went a different route than most real estate agents, they route most real estate agents jump from doing whatever side job they were doing to jumping in real estate. Well, you actually went and worked for a real estate office. side job. Yeah. And as your side job, yeah. How do you think that helped you out? For the transition?
Dustin Branum:
Well, if you're open enough, a lot of learning is just proximity. You surround yourself with people that you want to be like, and just by osmosis, you're gonna pick up skills, you're gonna pick up language, things that are going to help you become successful in any kind of entrepreneurial endeavor that you're on. So I would just say make sure that you trust and want to be like the people that you surround yourself with, because that's who you're going to become. Yeah.
Rick Ripma:
So let's go to like your team that what does your team look like? And and I know you had a team at the start. It sounds like that was a big deal. Yeah. What does your team look like? And how did the first How did the team that you went on help you get going in the real estate? And then what is your team like?
Dustin Branum:
So when I first got into the industry, the team really helped me a lot. Number one, just like I said before, with proximity, they did a lot of business I got I had my hands on a lot of transactions, I learned a lot. Also starting out as young as I was my sphere, a lot of them were buying their first home. So just that experience, that journey, that price point comes with its own unique challenges, but it's a very great opportunity to learn things, things go wrong, things go not as planned, and you learn a lesson to apply in the future. I will say now, my team that I have was kind of born out of a need that I saw on the market. So 82% This is a study back in 2014. But 82% of LGBTQ renters here in the state of Indiana, want to become homeowners but are so scared of discrimination that they don't even try. So are exactly yeah, it's still a big, a big issue here in the state of Indiana, for a lot of various reasons that we're not going to get into. But my team's mission is to lower that number and to help more LGBTQ folks feel confident in the team that I've built advocating for them for them from starting to finish.
Rick Ripma:
So you have which is I think very helpful you have a a audience you that you've narrowed down, which is still a large audience, but you've narrowed it down where you can, you can really market and advertise them and help them understand that homeownership is obtainable for them
Dustin Branum:
100% When and by all means this, this isn't the only demographic that I serve, however, it is one that I am uniquely qualified to serve, as well as so when I say team, it goes beyond just myself and my transaction coordinator on the real estate side of things. I have lenders I have title reps, I have inspectors all that are either LGBTQ themselves or fierce allies for for that community.
Rick Ripma:
Yeah, yeah, I just I'm wanting to I just everybody deserves to be treated well, right. There
Dustin Branum:
was 100%, buddy, but the resources and the approach to treating everybody equally just looks a little different based on the needs of certain demographics.
Rick Ripma:
Yeah. So so your your, you've got your team, are you hiring for like agents on your team? Or is it just you and your transaction coordinator what?
Dustin Branum:
Right now it is just myself and my transaction coordinator on the real estate side of things I am doing my very best to follow the models and systems put in place with my predecessors to know when it's time to grow so that I can support new agents the way that I need to so right now it's manageable on my own but the rate we're growing probably in the next year, we're going to be bringing people on okay.
Ian Arnold:
Yeah, that that is smart. To have the processes Hey, until I reach this and this I can't add somebody because you add somebody new then things that you don't think are going to be issues become issues or something like that. I mean, there's a lot of headaches when you add people till till you find your groove.
Dustin Branum:
Exactly, exactly. And also I want to get my business to a place where I'm attracting the kind of talent that I want on the team too, right?
Ian Arnold:
So let's take a little sidestep a little bit short. So if I were to take your phone away from you for 24 hours, and besides theater, what would we find you out there doing for fun?
Dustin Branum:
Oh, big board gaming group, my friends and I, we can get together and play board games and not look at our phone for six hours if we needed to. All right. Oh, yeah. All right.
Ian Arnold:
I'm a huge board game. And I it started with my parents, and now it's into my kids. So what's your favorite board games?
Dustin Branum:
That's tough. So recently, I've started playing Terraforming Mars, which I'm really fond of. There is a game called wingspan. That is really fun. There is one called five minute dungeon that I'm really into. Also, like Domino's I know I sound like an 80 year old man say that. But there's something there's something about the simplicity of Domino's that just relaxes me to my core.
Ian Arnold:
Yeah, I think games in general are great. Not only communication, but for a lot of times, you can just sit there and have a conversation with people and the conversation go on. And you guys just keep playing. Yeah. But it's a mental thing, too. And that's why we develop it for our kids. And I think it's just phenomenal. Oh, yeah,
Dustin Branum:
well, and I from childhood, I'm just extremely competitive in nature. So playing board games for all these years has really helped me. control what I say when things get heated, intense.
Ian Arnold:
Yeah, I have that issue in our house too. So we're Yeah, we got a lot of co op games, which have recently become very popular. So as a family we work together to win. And so we don't have I won you lost.
Dustin Branum:
So yeah, yeah. In our in our friend group, we try to play Co Op games, but I think we prefer when there's a winner.
Rick Ripma:
Yeah. Play game, but there's no winner, loser.
Ian Arnold:
You don't have two young kids though.
Dustin Branum:
So you know, that's a good point. That's a good point.
Rick Ripma:
So wingspan I just have to ask about the bird one. It sure is. Yeah, my family's really into birds.
Dustin Branum:
It's super cool. And you learn a lot about birds while you're playing so has a latent defect.
Rick Ripma:
Don't play with my middle son. I'll just say just never play that game with my middle son.
Dustin Branum:
But does he Hozier Oh,
Rick Ripma:
he knows every I mean that's all they did they bird is a bird tour company and the other one is leads bird tours. Oh yeah, I
Dustin Branum:
wouldn't stand a chance Yes, that's
Rick Ripma:
all they do. That's
Ian Arnold:
it so if your friends want to put some money on it you bring him as a ringer
Dustin Branum:
there we go there we now we're talking now we're talking
Rick Ripma:
let's take all this
Ian Arnold:
great Dustin would not do that to clients or into friends that's right.
Dustin Branum:
That's That's my slogan when I ran for president
Rick Ripma:
so so if somebody needs any real estate needs and they want to get a hold of you what's the best number to get a hold of your or what's the best way to get a hold of you?
Dustin Branum:
Probably text message I am a millennial through and through no matter how much I fight it. So shoot me a text message 812-767-5525 or find me on my socials. That's probably the two easiest ways to get a hold of me.
Rick Ripma:
And if anyone has any questions for you enter I go
Ian Arnold:
All right, Dustin, here, I got a different type of to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938. question for you. Sure. So let's say one of your friends decides That's 317-672-1938 and thanks for listening to Andy'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 worked hard to they avoid problems the amateurs don't see. They listen. They find unrealized opportunities. If you're buying or selling a home or real estate 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 Indy's real estate gurus. to move to Alaska right now. And they need to buy a home. How what would you tell them? When they're looking for an agent? What, what what questions to ask you
Rick Ripma:
can't refer one. Yep. And I can't refer one. Because that's always everybody's answer we're trying to get we're really trying to find out what you would tell somebody to look for in a real estate day. Gotcha.
Dustin Branum:
Okay, well, are we specifically talking about the buy side or the sell side? Yeah, the buy side, the buy side? Okay, well, number one, I would say Allow me to help you look up their production, just to see how many homes they sell per year, how many times they go through the process, because repetition is one of the greatest sources of experience, obviously, also, I would say, identify what's most important to you, and I can help you do that through asking the right questions so that then we can formulate the right questions for you to ask because it's gonna be different for everyone. Everybody needs something different out of a real estate agent and somebody could be the top producer in Alaska. But if they don't come indicate with you the way that you want to. They're not the agent for you.
Ian Arnold:
And so now let's switch it. Let's seller side
Dustin Branum:
Sellers was similarly, I would say, let's look at how many homes they sell on a regular basis. But also, what exactly does our marketing plan look like? And it also depends on what kind of property you're selling to different properties require a different touch. So that's just the way it is. If you're selling a property, say over $750,000, it's probably not going to be the best fit to work with an agent who has never sold anything over 250. So but it's a it's a loaded answer, I would need more information and able to enable in order to advise them in the best way, then that scenario. So what's
Ian Arnold:
your process? When you're talking about process, what's your process, when you are looking at listing somebody's home,
Dustin Branum:
when I'm looking at listing a home number one, before we even start looking at numbers, before we start looking at the mechanics of how the transaction is going to go, we've got to dig down deep and find out why they're moving, what your main motivation is, right? Because you've made the decision to move, which is a very difficult decision already. And I need to know why. Because when things get tough, when negotiations get tense, I need to know what the top line I'm fighting for is. So we'll dig deep, we'll find out what's important to you. And then after that, I have an extensive open house system that I use that just it's foolproof, we get a huge following. And also the pre work. The advertising I do for open houses is where a lot of the activity comes from. On top of that big on social media, we're going to do a huge social social media push. And then also, I am a part of a local TV show called the American dream, where we feature culture, lifestyle and real estate. So there is a possibility if we get it clear through the producers that I could even feature your home on a an Emmy nominated television show.
Ian Arnold:
Oh, darn that. Right. You gave them so much.
Dustin Branum:
I know. I know. Hire me.
Rick Ripma:
So when you're when you're listing, obviously it makes having having doing more than just putting it on the BLS or the MLS matters, right?
Dustin Branum:
Oh, definitely. Definitely. I would say that's, that's bare minimum. A lot of these discount brokers out there, that's that's what they'll do. And that's all they'll do. But the difference in netting 40 5060, grand more isn't who you hire and the conversations they're going to have for you behind the scenes, because that's where the money is, right?
Rick Ripma:
Because it's the I think people think that it's just a matter of putting it on there and selling their house. But there's so much more of the marketing matters. And it matters in that you're gonna get more money for it. Yeah,
Dustin Branum:
right. Well, the marketing matters. But I say what matters even more? Are those conversations that happened in between the lines, right, that's where my experience shows. That's where I can cut down to what's important quickly with the other side on the transaction, find out what they're looking for. And that's where the middle ground is found is in those conversations.
Rick Ripma:
Okay, so So the conversation between the listing agent and the buyer's agent is vitally important.
Dustin Branum:
Oh, 100%. Yeah, I would say I think the last statistics showed that 92% of homes that are sold in the state of Indiana happened because of a conversation between a listing agent and buyer's agent. Oh, really? Yeah. So if you choose to list a home without a an agent that is an expert in what they do, you're appealing to 8% of the buyers in the state of Indiana. That's not very good. Not very good. No.
Rick Ripma:
You need better odds on that. Uh huh. So what would you say your superpower superpowers are?
Dustin Branum:
So superpower, one of them is, so my degree is in communication studies, I know how to navigate the nuances and communication. So that's half the battle in negotiation is communication skills. So I've got you, I've got you sealed. They're also just the unique nature of navigating the home buying and selling process when you are other. I understand the intricacies of that. I understand being nervous that a seller or buyer is going to find out something about your personal life and it's going to impact negotiation. So I will help you navigate that so that it doesn't become an issue. And so you are given a fair and equal shot at the properties we're considering just like everyone else.
Rick Ripma:
I'll just say, just for me to you. Briefly, I would say that one of your superpowers is is your calming demeanor.
Dustin Branum:
How will thank you yeah,
Rick Ripma:
that'd be really important.
Dustin Branum:
Yeah, that's one of the things that Keller Williams really hones in on during the training process as we are The calm voice of reason, we see the whole picture, we understand the motivation of our client and hopefully of the person on the other side of the transaction. And we keep things calm, we lower tension, and we help find that win win that benefits everyone.
Ian Arnold:
So you're not going to tell everybody who was yelling at us for 10 minutes straight earlier, just as we got ready.
Rick Ripma:
He's not No, he's, he's got that.
Ian Arnold:
Oh, that was probably Rick yelling at us not my fault.
Rick Ripma:
I think it is vitally important. I think it's one of the most important things because of the things that happen in a transaction is that the real estate agent is calm. And is that voice of reason through the process, because there's so much emotion in the buying or selling a home, the sellers and buyers go through a tremendous amount of emotion. I spent 11 years working for a new home builder. Okay, that took six months, right? Oh, yeah. And you would I mean, and they tracked it, and you know, I was trained on it. And it was amazing, you know, the ups and downs that people go through. And it matters that when they come in, and they're mad, or they're, they're telling you and they're upset, that you're able to calm them down, and get them to look at things. Not in that because you don't make good decisions, when you're mad and you're upset. That's not when you make good decision. You make good decisions when you're calm down, thinking.
Dustin Branum:
And that's one of the reasons why the conversations leading up to being inside of a transaction are so important, right? Because like I said, before I get under the core of what's motivating you. My clients sometimes probably don't even realize it don't even realize the amount of difficult and stressful situations I save them from even having to see, because of those conversations I'm having on their behalf, knowing what is motivating to them now. Don't get it twisted, I'm not negotiating on behalf of my client without talking to them about it. They're the ones in the driver's seat. But if there is a hard line, that is not something that they're willing to have crossed by the other side, I protect them from that conversation, because I know that upfront,
Rick Ripma:
right? That's the value of making sure that you've talked to them, and you set expectations, and then you've gotten their thoughts and their expectations, what they're looking for.
Dustin Branum:
When you can always tell inside of a transaction when a client has not been prepared for a transaction. My client would Oh, oh, yeah. Oh, yeah. When things that are just punch the microphone I'm very passionate about
Rick Ripma:
with microphone. Yes.
Dustin Branum:
When When clients are obviously surprised about something that is typical in a real estate transaction, that's usually a pretty good indication that they haven't had a as in depth of a consultation as they need to have my consultations both on the buy and sell side, or right out two hours. Oh, really? And we'll use every minute of it.
Rick Ripma:
Yeah. Because Because setting the expectation setting that that roadmap matters, yes.
Dustin Branum:
You go into surgery, and somebody's going to cut over in your body, I'm going to want to know every step that they're taking, while I'm in a vulnerable position, real estate's the same way, right. This is a vulnerable financial position that you're in, you need to know every step of what's coming. So that nothing's a surprise. I agree.
Ian Arnold:
So I saw it your company's prism Realty. Right. All right. So now I have to ask, I know it's with Keller Williams. So in case people were asking why we were talking about Keller Williams earlier. So how'd you come up with the name?
Dustin Branum:
Well, so one of the things that we aim to accomplish with every client is that you finish the process of being in a transaction with us. Feeling changed, and being different and better than you were before. You're improving your life, you're gaining skills that are going to be carried with you throughout life. That's what a prism does. When light comes into a prism, it comes out on the other side changed and better and more beautiful. Also, there's the the subtle rainbow imagery to with my LGBTQ focus, I've found that it was a great way to signal to the general public that I'm a safe place for LGBTQ folks. Yep, so kind of two reasons. That's awesome.
Rick Ripma:
So smart people always come up with these things. Oh, no. It's just amazing to me. Well, I wish I wish I could think that way. I just can't.
Dustin Branum:
It's a good idea in some aspects, but everybody always thinks that I say prison. At first. They think that I specialized in inmates, and that's not the case.
Ian Arnold:
But it will still help one when they're when they're out. I sure will.
Dustin Branum:
I sure will.
Ian Arnold:
So what does it I know you do a lot of first time homebuyers with the group that you go after. So what what do you tell them? What does it mean to own real estate? How does it affect them? either financially or and mentally?
Dustin Branum:
Well, there is the freedom aspect of it. Coming from a position where you're renting from someone be at an apartment or a home, you have very little opportunity to personalize the space to make it your own, you have neighbors usually sharing a wall with you, which comes with its own challenges. There's nothing compares to the freedom of owning your own home, and being able to do whatever you want with it. But also, I come from that I love my family, let's let's establish that first. But I come from a family where wealth wasn't really a conversation, right? We rented our entire lives, paycheck to paycheck kind of situation, no retirement plan. What I'm able to do with real estate for people that were raised in a similar way, or may not have those financial role models, is teach people that first step towards financial independence, that first step towards owning an asset that's going to appreciate in value that you can cash in on that. In every way, shape, and form is going to improve your life and change your mindset around wealth and generational wealth and your family. And that is one of the big reasons I love what I do.
Ian Arnold:
Yeah, I mean, I think that's one of those things that, and Rick and I've touched on it before is if you don't, if you don't know what the options are out there to increase the wealth, because you're probably never taught because your family probably did not know. So it's just one of those things is, for instance, my family went through the same thing. And so now that I'm in this industry, I'm like, I'm already looking at my kids and saying, This is what I do. This is how it works. And they're six and eight. But by the time they reach 18, they'll be like, Alright, I know what I gotta do. This is that this is a long stretch. You don't look at you don't look month to month, let's look five, six years ahead.
Dustin Branum:
Yeah. Well, being one of the first, I would say one of the first entrepreneurs in my family I feel a certain level of responsibility to, to show, especially the generation after me that there are other possibilities.
Ian Arnold:
Yep. All right. So somebody wants to work with you. And they have questions about buying selling their homes, how would they reach you?
Dustin Branum:
So shoot me a text 812-767-5525 That's the quickest way to get a hold of me. But also, if you go on Facebook, in search at prism Realty, I'll pop right up, shoot me a message. And that will we'll be in conversation within a couple of hours, probably.
Ian Arnold:
All right, Rick, and how would they get ahold
Rick Ripma:
of you? Or if they should go to a HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. You can get all of our contact information there. Or you can call 317-672-1938. That's 317-672-1938.
Ian Arnold:
All right. Now we'll get into the question of the week. And the question of the week is sponsored by Rick in Ian, hey, it's us the hard working mortgage guys, where we believe in helping and supporting you and your realtor by sending constant updates through the loan process. Nobody likes to live in a black hole. So we do not allow it. So if you'd like black holes, I'm sorry. We are not the company for you. All right. So here's the question for you. What was your first car? Oh, my
Dustin Branum:
first car was a white Chevy Astro minivan. That's awesome. Yeah, it was. Yeah, I looked like the creep on the blog. You can drive one of those. You can drive anything now.
Ian Arnold:
Did you have you? Did you have a Windows? Or did you have at least had windows? Yeah, it's the people not with Windows. I'm a little let's get it. Let's go this way.
Dustin Branum:
Well, that was the vehicle I learned to drive in the first vehicle I actually actually owned though was a like a 1986. White Dodge Neon. And then I didn't change the oil like I should so I blew it up.
Ian Arnold:
Oh, yeah, that that's a little that's a change the oil in the car. I know.
Dustin Branum:
I'm much better at real estate than I am car maintenance, I promise.
Ian Arnold:
I will say those those Astro bands, I used to be in the car industry. And so they actually had an addition. It's called the Warner Brothers edition that had a TV VCR combo in there that you could watch and I'm like, what? Like, are you serious? This a Warner Brothers edition? Oh
Dustin Branum:
my gosh, that's so funny. No, we did not have a TV and ours unfortunately.
Rick Ripma:
We had Astro vans for quite some time because I have three boys. And so I always had we had Astro vans. They were my favorite. They were my we then we went down to the smaller ones. Then my wife said I'm done with vans. I want something else. So she drives a truck.
Ian Arnold:
Right? Right, right. Kids can't come home and ride with her anymore.
Rick Ripma:
She got a four door truck. The trucks are like cars now. I know that is true. There's no difference.
Ian Arnold:
Uh huh. All right. So what would you consider one of your most memorable deals that you've had?
Dustin Branum:
Oh my gosh. Well, so there was the parent of somebody that was referred to me that reached out. They had lived in their home for, I believe, 4042 years. So it's a generational family home and they unfortunately one of their sons passed way while they were living in the home, so they had a lot of ties to this space. But we were able to negotiate not only a, an amazing deal for them on the sell side, but we found them a gorgeous home to downsize into, made the transition nice and smooth and simple and easy. And there were there were a lot of tears at the closing table. A lot of happy tears. But yeah, that one really sticks out in my mind. Because in the hands of any other person, I can't say that that would have been able to happen. And the agent on the other side was phenomenal, too. It was just one of those perfect scenarios where people were in a difficult vulnerable spot, and we were able to make it happen for them. That's all seamlessly and smoothly.
Ian Arnold:
Yeah, you don't realize how much emotions because you think about yourself. But across that table, you don't know what that other family is going through. Whether it's a they just got divorced and had a split, where they're like you said they're struggling to sell their home to, but their son passed away and stuff. Like, there's so many emotions that can be on either side of that table.
Dustin Branum:
One of the ways I always have exactly on either side of the table, one of the things I always coach my clients on to the story of the humanity and the other side as well. There are human beings on this other side. So let's negotiate with them the way that you would want to be negotiated with. So I'll good policy. I'll move mountains for you. We will negotiate hard and get you what you want. We got to remember that there are humans on the other side of us. Yeah, but
Ian Arnold:
that works for certain cultures. Yeah, I have haggled with, let's say the Middle East, people not saying anything bad, but they're just used to haggling. They haggle totally different than Americans or something like that. They'll throw names everything. And then as soon as they're done, we're like, Hey, let's go get lunch together.
Dustin Branum:
And I'm like, oh, and a lot and a lot of aspects. We could take some negotiation notes. Yes. I'm curious. Yeah.
Rick Ripma:
Because they don't take it personally. We take it personally, that's, that's what happens. We take everything, especially a house, somebody's lived in 42 years, you start telling them I don't like this. And I don't like that. It's, it can be offensive. Oh, yeah. But you know, my parents, when when they moved from the family home into their home they lived in for the last 15 years of their lives. It was hard, but I'll tell you what, it was phenomenal for them. They downsize? And I think people have to realize that maybe they do is that? Yes, it's hard because you raised your kids there and all that. But, man, it's so much nicer once you get into that new home. And it's just better. Yeah, for most people.
Dustin Branum:
Well, and that's having that conversation about motivation. That's one of the others a perfect example of why it's important because they didn't want to leave their home. They didn't want to leave this nice big home with a finished basement and they raised their family in. But they were knocking on 70s door, having trouble getting up and down stairs, they had a big yard they were having trouble taking care of. So we just go back to that motivation. Let's go do something about money. Now. While you're looking to downsize, we can talk off the air.
Ian Arnold:
Let's just talk on air. Let's see. Let's go.
Rick Ripma:
Bottle by house. I'm not looking to do anything. I'm not Yeah, but you know it. I mean, I know I'm you know, I'm 63. So I know it's not, you know, it's not far off. Yeah. But on a side note on that, you know, you're talking about trying to get up and down the stairs. That was one of the things I was starting to have really trouble getting up and down the stairs. And I thought it was old age, I started working out and doing stretch and that type of thing. And I walk up and down the stairs, no problem at all. Oh, yeah. It's amazing how it's what I thought was Old age is actually lack of use just atrophy. Yeah. Just work. You know, I That's not easy. But you go your workout. Yeah, I have a personal trainer. He knows what my problems are. He works on it. They stretch. It's amazing. I've just Well, that's
Dustin Branum:
something that people don't talk about a lot in this industry, that it'll open doors that would never be open to you in other ways. However, I feel like it's more important in this industry to take care of yourself both physically, emotionally, mentally than it is in really any other industry. It takes a big toll on you. So I go to therapy once a week. If it wasn't for therapy once a week. I wouldn't be as fears of an advocate for my clients. I truly believe that. Yeah,
Ian Arnold:
I mean, this is we're basically we're both in sales jobs, sales jobs, our commission base, guess what, you don't know what your paycheck is six months from now, you don't know what your paycheck is tomorrow. I mean, you should have somewhat of an idea. But unlike regular jobs, like my wife is a corporate accountant. She knows what her paycheck is every two weeks. She knows when she gets her bonus. What it's gonna be. We have no clue. Yep. We gotta we gotta we gotta look for five months ahead. That's right.
Rick Ripma:
You're really into social media. So we'd like to is there any advice you could give a real estate agent on on what they should do with social media.
Dustin Branum:
When it comes to social media. I have a call Make Melinda Ines, who is incredible, who said something once that really resonated with me when it comes to marketing, specifically, specifically Social Media Marketing 80%, correct and accurate 100% on time. Okay, so stay consistent with content, right? Don't try to make it perfect, because you'll never post anything, it's never going to be perfect. Once you get it up and posted, you are ahead of the majority of the population.
Rick Ripma:
Well, and I'm guessing you have an advantage in the fact that you have theatre background. So you're, you're probably better at it than you and you're on a TV show. So you're probably better at it. What about somebody who's not what, how do they get over the fear of getting on camera?
Dustin Branum:
Well, so there is an app called cap cut, that I love, I believe it's free, there's a pro version that lets you do more things. But it's super easy to upload a video on there, remove the audio, and then record voiceover, not in the moment. That is much, much easier for somebody who has anxiety about being on camera. Just make it about telling other people's stories, use your voice in voiceover, and then direct traffic back to yourself and your website. Okay, you don't even really have to be on camera, it helps for people to tie a face to what you're doing. But at least to start out. Just tell other people's stories and tie it back to yourself.
Rick Ripma:
It amazes me because we talked to so many agents and there's some agents that are very successful, they don't do any social media. There's other agents who do a lot of social media like yourself, and it's, it's the pinnacle of their their business. That's how they get their business. So it is a very powerful tool that that is worth learning. Yeah,
Dustin Branum:
well, and I think that there's a misconception about a marketing on social media that it's one of those things where you post something and then a week later, somebody inboxes you and they're a client who's gonna buy or sell. No, social media is something that is a kind of a an enhancement to what else you're doing. It helps maintain the image. It helps keep you front and center in people's minds. But it's a supplement to what else you're doing. Yeah, you stay consistent. And people it'll attract people to you, you get to a lot of
Rick Ripma:
people you don't know when you because we're I have somebody does my social media, for me helps me pretty much does it any. I do the videos. I get some credit, right. But she but she knows how to get it out. And it's amazing how many people I mean, I have now that I would have never reached it. I not have not been on social media. Oh, yeah. But on that you said you were talking about misconceptions. So what are what are some of the misconceptions about being a real estate agent that people have?
Dustin Branum:
There's misconception there's a misconception that we're working from sunup to sundown every day, right? So we honestly, it's all about setting the expectation from the beginning. So I very rarely work past 6pm On the weekends. And one day a week, I take completely off. And I do a pretty good amount of business. It's just all about communicating that upfront. I know how much time away from work, I need to feel balanced. So that's that's what I advocate for from the beginning. So becoming a real estate agent, you aren't giving up every second of freedom. You've just, you're in charge of structuring your day now, rather than being in the hands of someone else. So I'd say that. Also, there's a misconception that if you become a real estate agent, you don't make any money for your first year. I don't know how many times I've heard that. Two months into being a licensed real estate agent. I had two closings. So it's awesome. It all comes down to who you know, how you tap into your sphere of influence you already have, because everybody already has one. I roll my eyes every time somebody says they don't have a sphere of influence you do. Right? You just got to tap into it. And you got to do the work.
Rick Ripma:
Yeah, do the work. Yeah, you got to do the work. That's Yes. Um, I find a lot of people. You know, it's funny how they it's the excuses. I don't have a sphere of influence. Yes, you do. Everybody that I've had people tell me I don't have a sphere of influence. Why not? Well, because I just moved here. Well, do you know anybody from where you moved? Could they have somebody who might be moving here? Yep. Could they know people who are already here? You know, you just have to tap into who you know. Plus, I've had agents we've had agents tell us that they go to the grocery store. And one of their goals is to talk to five people they've never met talk about real estate. Because when you when you tell people what you do, they always want to talk about real estate, don't they? It's interesting subject. There's always shirts about what is your market? Is it still as hot as it was? I mean, it's what it's important.
Dustin Branum:
Right? Well, and I I honestly think that everybody should have a real estate license. And that seems counter intuitive me being an agent, that because that would be more competition for me. What I mean is, you can hold a real estate license and put it in referral status and make 10s of 1000s of dollars extra a year with a strong referral partner like myself. So anybody out there who is licensed, who has gotten out of the industry that still has their license and referral status, reach out, I'll pay you a hefty referral fee. And we'll make sure that those people get taken care of the way that they need to be taken care of. And you'll get a check still,
Rick Ripma:
yeah. And that's the key, they have to be taken care of. Yeah, they have to get it. That's why we really promote gurus like yourself, because that's the important piece is we want people taken care of. We want people we want them to work with the best of the best. And that's what comes on our show. That's right. So we appreciate it.
Ian Arnold:
I mean, one thing that people don't really think about, especially up get somebody who's not a very big people person, and don't you don't want to oversell yourself, or, Hey, I'm a real estate agent. I'm a real estate, because nobody wants to be approached like that most people don't realize is you just start conversation with somebody. Sooner or later. They're gonna ask you what you do. Oh, yeah. And then it's just Oh, yeah, I just don't real estate. And then like, Oh, you do their eyes perk up, you don't have to do it, and then they'll start asking you the questions.
Dustin Branum:
Well, another misconception too, about real estate agents is that we all have to be these huge extroverts, right? So I consider myself a pretty high energy person. There are some buyers and sellers that if I come at them, being my true self, then it's going to terrify them, and they're gonna run away. I know a lot of introverted agents that have a phenomenal business because they stay true to themselves. And the people that are looking for them find them. Because they're 100% themselves.
Rick Ripma:
Plus they work at helping them be able to find them. Yeah, right. You know, they do that they work their influence their sphere of influence, and things like that. I just, I think I think what you're saying is 100% Correct. There's a misconception that salespeople have to be this crazy, outgoing people. And it actually is not that way. Nope. In fact, I think a lot of times those people who are that way, if they're good people, it's okay. But the people they portray on TV is great salespeople or they're not because all they do is irritate people and nobody wants to be right. How many people are Have you ever been approached by these? MLM errs? You know, they multilevel marketing? And oh, yeah, it's like, okay, I'm not going to see them anymore. It's all they ever want to tell me is how they want to try to sell me on this product. I'm sick and tired of it. That's just, that's not sales. In my opinion. That's That's not how
Dustin Branum:
I typically will when people mention the term salesperson, I always say, you know, that's not me. I'm not a salesperson. I don't consider myself a salesperson, I'm a matchmaker, right? I have those conversations ahead of time, figure out exactly what's gonna, what kind of house is gonna let you live the lifestyle that you want to live? And then I matchmake I go out there and find it. We make it happen.
Rick Ripma:
I think that's 100% accurate, too. And I don't really think in and I approach mortgages the same way. It's like, there is not one right mortgage for everybody. Not everybody needs a 30 year fixed rate mortgage. Right? It may be and it can change to the market can change. And all of a sudden, that is the best option. Or the other market is arm arms gonna be the best. You just have to but you have to find out what's best. Yeah, on what somebody's doing. And then and then help them and then educate them and let them pick the right one. You don't pick the house for them. They pick the house for themselves. And
Dustin Branum:
that's 100% why people should use a lending institution like y'all instead of going Urbina. I'm going to be controversial, yet brave here. If you approach a large institution who does all kinds of different banking avenues, and they have like a smaller mortgage department, you're probably going to get a much different customer service experience than working with a group such as yourselves where mortgage is your bread and butter?
Rick Ripma:
Yeah, I, the worst one I had is I had a customer call me and they were with a huge bank. And it had been eight months, they still hadn't closed. They call and they wouldn't call them back. So they they called me I took application, they were buying a house too. And they were able to keep putting it off before the House market was as hot as and, and we got it. We got them close in less than 30 days. And they called me five days after we closed laughing. They said we just got to turn down from the big bank. We'd already closed them.
Dustin Branum:
Oh, that's so funny.
Rick Ripma:
We can because the 30 days in the eight months they couldn't get their way out of the door. And that's a terrible thing. But it's not you see it? And you're not in mortgages. You're you're affiliated with it. Oh, yeah. You see that problem, but the name
Dustin Branum:
attached to the offers that I send lender wise matters. Yes. matters.
Rick Ripma:
Yep. That's why we think it's very important. It's one of the things we see as a benefit of doing the show is that people know who we are. And it May. I've had, I've had some of the biggest agents in the city, when I call them and say, Hey, let's I'm the lender on this. I said, Yeah, I know. We saw it on the pre approval. And that's one of the reasons we accepted the offer. Oh, yeah. Because the lender matters and acceptance of an offer does it?
Dustin Branum:
Sure does. Yeah.
Ian Arnold:
So take a sidestep. Let's see, what does your husband sold real estate? Or was he knew he's far away? So
Dustin Branum:
we've had some general conversations about it. But I think it's best if neither of us are each other's bosses. No, he's in like, a medical marketing material allocation. Okay. Yeah, totally different field. Totally different. And I think that it works for us. Yeah, it is interesting.
Ian Arnold:
We had a wife, husband and wife combo. And I was like, I don't know if I, I love my wife. I don't know if I'd want to be around her 24/7 years. I will tell her Let me rephrase that I would not want during COVID When we had to stay home and stuff like yeah, you're just like, alright, yeah, I need separation. I'm gonna go for a walk. You can stay home, honey. Yeah.
Dustin Branum:
Well, I think when you're open and honest about what you need in a relationship, it's always a good thing. And we need a degree of separation. And I think that's all right.
Rick Ripma:
People do like this gal is phenomenal. They, they get along. I have my brother in law and sister in law work together. He's a dentist. They work together all day long. But I noticed they drive home. They drive to work in separate cars, they drive home. You do have that separation because it is hard.
Ian Arnold:
Oh yeah, I think so if
Rick Ripma:
somebody wanted to get a hold of you, they have any real estate needs want to buy sell? How do they do that? shoot me
Dustin Branum:
a text message 812-767-5525 Or you can find me on my social media, specifically Facebook at prism Realty.
Rick Ripma:
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 please follow us. So you don't miss any real estate and ease real estate gurus. You did. Right. Almost.
Ian Arnold:
All right. Hey, Dustin, I'd like to thank you for your time today. It's It was a pleasure having you on here and
Dustin Branum:
very nice. Yeah. Thank you so much for having me. I appreciate it. All right. Hey,
Ian Arnold:
and reminder, if you know any friends, family or coworkers looking to buy, celebrate finance, contact us we'll be more than happy to help you. Thank you and have a wonderful day branch NMLS
Rick Ripma:
number 33041 Recruitment NMLS number 6645 Ignite, you know Arnold NMLS number is 1895469 equal housing opportunity. Some restrictions apply.
Dustin came into the world of real estate having studied human communication for over 10 years. This has led to a mastery and deep respect for the human connection, and the power it has. As a fiduciary for his buyers and sellers, he use his abilities to connect and clearly communicate to exceed their expectations every time. Being backed by the best tech in the industry streamlines the process into a system that can't fail!
Call 317-672-1938
Rick Ripma's NMLS# 664589 Ian Arnolds NNMLS# 1995469
Advisors Mortgage Group LLC NMLS# 33041
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