Guru Eric Johnson with FC Tucker

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm recruitment you're hardworking mortgage guy and I've been in real estate and mortgages for over 34 years, I've helped over5300 folks finance their homes.My team and I believe in custom tailored loans, not a one size fits all approach. We believe there is a right mortgage for you, and we believe we are the team to deliver it.

Ian Arnold: 0:19

And I'm Ian Arnold part of Rick's hard working mortgage team. I've been in financial industry for 15 years,I have a pretty good good expert in helping you build your credit and get the best possible interest rates. And I have a passion helping you secure your overall real estate dreams.

Rick Ripma: 0:35

And if you have any questions on the Indiana real estate market or mortgages,please go to HardWorkingMortgageGuys.com.That's HardWorkingMortgageGuys.com. Or you can call Ian or I at317-672-1938. That's317-672-1938. And today, and

Ian Arnold: 0:54

yeah, we have a really special guest for us. Guy came all the way from Keystone at the crossing to come visit us. I mean, it's probably what two miles. But

Rick Ripma: 1:07

we can't get people to come.

Ian Arnold: 1:10

But I will pronounce his name correct. Eric Johnson's

Eric Johnson: 1:14

pretty simple,simply yet much more simple than that. Yeah.

Ian Arnold: 1:18

Yeah. Click that was hard break. It's not hard to introduce somebody. Okay, I'll

Rick Ripma: 1:22

wait for the next one. Either one of us can pronounce it. I've been trying for half an hour. I couldn't pronounce this. Yeah.

Ian Arnold: 1:29

So Eric, thanks for joining us. Absolutely. So before we get into your whole real estate, and what you all do, and everything, let's go back to the beginning, what do you do before real estate? And what got you into real estate?

Eric Johnson: 1:42

Yeah, sure thing.Before my whole career has always been since day one, when I started with fast food, you know, so customer service oriented. And ever since then,it's been some sort of serving role customer service. It was enterprise rent a car was the bulk of my career, which there I mean, their culture is all about customer service. Right. And so that was eight and a half years with them. And then it was a restaurant manager for a while before enterprise. So obviously that, you know, leading a team of people there, I mean, it's all bright and experiences,right, taking care of the customer. And then after enterprise was a sales, role Sales and Leasing role of semi trailers, and tractors. So still, in the end, still in the transportation business, but the semi truck business was was a different monster, that's for sure. So it was a lot of cold calling a lot of you know, which I knew it would be, you know, I got into it. But I mean, it was strict cold calling, here's the book call these companies, you so it was, it was pretty intense. You know. And I've always you know, before Danna,with enterprise, when I was in the sales part, there was a lot of warm calls. So as people that were expecting a call from me,and that was my first true cold calling gig. And it's, it's tough man, it really is, you know, but, you know, the day that the job was was the day to day, the work life balance is really easy. I mean, it was, you know, I got off at five, I went home. And that was it. I was off for five nights, no weekends,you know, it was great. But from a job standpoint, it was just,it just wasn't fulfilling, or it wasn't rewarding, so to speak.So as I needed to find something different. And to this day, I don't remember where I saw it,or how I found it. But it was a advertisement for a real estate,like seminar, an hour seminar that Tucker put on. And it was like Tuesday or Wednesday night from six to seven. So I was like, I've got nothing going on.Let's go check it out. So, so I went there. And you know, as they say, the rest is history,right? So it was kind of like,Hey, here's what here's what it takes to get involved in the business. Here's kind of what it's about. And so then after that I did my pre licensing course while I was working full time. And once I got done with that, and put my, you know, two weeks in and started in real estate. So the first Yeah, yeah.So

Ian Arnold: 3:53

how did you get going? I mean, I know. I mean,you're good with cold calls? Is that what you did? Or, Oh, I wasn't

Eric Johnson: 3:59

very good at cold.I didn't say that. At my job.But um, so yeah, luckily, you know, they told me when I first started that, you know, a lot of times your sphere of influence is it takes take some time to get business from them. So a lot, I believe a lot of business people just starting off, it's,you know, going out and doing prospecting and door to door stuff and that kind of thing there. A lot of people buy leads from these different websites and things like that. I was starting off, you know, spending money it was you got to be very frugal, because it's so easy when you get started to spamming everyone knocking on your door did buy this do this, let me you know, and so I didn't want to spend money on buying leads. So I knew I didn't want to do that.I didn't like cold calling. So I you know, I don't think anybody likes cold calling, personally.So I was fortunate to have a pretty large sphere of influence though. And since day 180 5% of my business has been referral it still is to this day. So I was very fortunate. I had a really good first year was one of the rising stars with FC Tucker in2018. My first year is two Only17 is when I started. So my first calendar year with them is how they do it was a rising star with units of volume. And so again, most of all that came from my sphere of influence and social media, just letting people know what I did. This is what I'm doing now. It wasn't necessarily asking for business,per se, it was just like, hey,this is what I'm doing now. You know, the initial first, like,hey, so if I can help you, by all means, please reach out. But it was never, never like, Hey,let me help you sell your house,let me do this, let me do that.It was just, I'm in the business. If I can help, by all means, I'm happy to and yeah,that's kind of where it took off from there. And then, of course,as the first couple years, you know, you built that business in there, I mean, bringing referral start coming in, and things like that. So and then, you know, I did do open houses and things of that nature there. And I still do those to this day. So that's where the other 15% of my business comes from is open houses and sign calls, things like that. So. So yeah, I was very fortunate with my sphere of influence. They've been very supportive.

Rick Ripma: 5:55

Yeah, it's so important that they know what you do. They can't come use you as a real estate agent. If they don't know that's what you do.So you made sure they all knew what you this. And they can't refer you if they don't know.That's what you do. Exactly.Exactly. I think that's a vital.

Eric Johnson: 6:09

Yeah, yeah. So as a social media blast, and then I sent out, you know, luckily, at Tucker, we have a great marketing department. We put together a just, it was just, it was an announcement, basically.And it basically a physical postcard. So I mailed that to people as well. So they got physical piece in the mail, plus the social media stuff and all that. So they're just hey, this is what I'm doing now. So

Rick Ripma: 6:29

yeah, and it took off. So yeah. But you didn't do cold calls, because you didn't like that. Right. Right. Yeah.And it seems to me like a lot of people, they figure out what it is they like, and they don't like because I thought we talked agents that are very successful,that are still doing cold. Yes.But they don't mind. Right. You know, which I think to your point, most people don't like it. Yeah. So, but you, you figure out what works for you and what you like to do? And that's what you've figured out and you've done extremely well.Yeah. So when you when you see people coming into the business,we know that the failure rate is like 90%, in the first three to five years. What do you think is the cause of that? Sure,

Eric Johnson: 7:09

sure. I think what I've seen and you hear a lot of people talk about and is that they want to get into it part time, or they want to do on the side, or they want to, you know,they want to get into it, and they keep their full time job,which it is it is a you know, I jumped in feet first because luckily I had, you know, I was married, I have a supportive spouse to me, she does, she's a full time career herself. It wasn't necessarily my primary source of income was my you know, it was my job. So luckily,I had, you know, and I had obviously, money in the bank to,for that cushion, you know, to get started. But, but so some people don't, aren't fortunate enough to have that. And it is their primary source of income and they need. So some people do have to work a full time job and do this until they get established and gotta go from there. Unfortunately, it's a catch 22. Because if you're doing it part time, you're putting in part time work. And part time work typically results in part time results. And so I think a lot of people get into it think it's gonna be easy, or they just gotta put a sign in the yard, especially the last few years. I mean, you know, is,a lot of times that's what it was you put stuck a sign in the yard and the House did sell you there's not a whole lot you had to do, per se. I didn't I didn't cut corners, I still did my full marketing deal on did everything I normally would have regardless. But I think to the question is, as they think it's easy, and they think that it's it's, you know, you can do it part time, make a ton of money,when in reality, it's you know,you need to put in full time work, you need to treat it like a career. And if you're doing this as a job and you want to make a career change, this is a career, you've got to put in career hours to get career pay.And I think when people don't see that, it's like, wow, this is harder than I thought I can't sustain this, I need to go somewhere else. And I think that's a big reason is that people don't realize how hard it is when they get into it. And it's a relatively low cost of entry. Right? I mean, to start,you need to do your classes and stuff like that. So when it comes to start your own business, this is actually one of the relatively low cost businesses to get into. But like I said, when they realize that what it takes to be successful it's that's that's a game changer. I mean, they're not Yeah, they just got they want that consistent. And so that was the biggest change that was that was a struggle for me was I've always been in the sales industry, but I've always had a salary to fall back on plus commission and those other in some of those instances, right?This is straight commission. I mean, how goes right? Um, so it's you don't get paid until the deal closes in that lifecycle as long sometimes. And I think some people can't adjust to that either. And so it's tough to go those ups and downs and you'll have a couple of weeks, you know, a couple months or whatever, have great success and they don't bank necessarily that money away. And when they have that dry period, it's hard to get by. So

Ian Arnold: 9:46

yeah, I think one thing and you blew by it,because it's probably second nature to you. But you did say that, even when last couple years when it was easy selling homes, but you still did the work. You still did your advertising, you still did this.And I think that's Smart. And I think that if especially the younger agents listen to this,they need to hear that. Because what most people don't realize is your work doesn't pay off tomorrow, right? Your work may pay off in five to 10 years. So by you keep doing that you didn't set yourself back for the future.

Eric Johnson: 10:17

Yeah, exactly. And it's one of those things to where, you know, when people see that, that work and the quality of work, you know, guys still did full color marketing packets from my, in my home at my house is that listings that I had,even though that I need to do that, probably not, I mean, the house is probably gonna sell regardless. But people that are walking through that, pick them up on showings, pick it up,takes it home, and maybe down the road, they remember they had to pack it or whatnot. It's just like, you never know, type of business. And a lot of our business is a long game. And that's back to the other question was a lot of people can't do the long game, or they're not patient enough to play the long game. And so much of this business is about that.And so I think when, if you start those bad habits of cutting corners in the, quote,unquote, easy markets, it's easy to carry those on into the struggling markets. And it's like, getting back into those good habits of doing those things, again, is a lot harder than if you just maintain it.You don't have to get back into shape, so to speak, right?

Rick Ripma: 11:09

So these there was an easy market as far as a listing, selling the listing,right, but I'm guessing it wasn't that easy to find, or get the listing, because everybody,as I remembered everybody wanted the listing. So agents were all every agent was out there trying to get listings, because they knew they get the listing, they gotta say, you

Eric Johnson: 11:26

know, that's right. And with it with the inventory levels, that where they where they are or where they were and where they still are to this day. Yeah, the, the the, and the number of agents that jumped into the business. I don't know the number off top of my head. Now. It's been a while since I've looked at it, but1000 Yeah, that spiked, you know, during those, quote unquote, easy times a ton of people got into real estate. So the more agents there was, the less inventory there was. The left options are for anybody. So when these listings did come around, who was yeah, they might they were, they were prime time.But yeah, the buyer side was a little more difficult. And, you know, it was challenging. I know, I I know, there was a couple of clients that they couldn't do they couldn't we went I don't know how many we lost, because it was just it was such a competitive environment.They just like I have to sign a lease because I know my lease is coming up and I don't have a place yet. Yeah, it was tough for some of those buyers.

Rick Ripma: 12:13

That's why I think that the market, part of why I think the market is not slowing down. And we're gonna sit still see it, because those people signed the lease. They signed the lease eight months ago, nine months ago, a year ago. Those leases are coming up. They're back in the market again. Many of them Yep. And so we still have a lack of inventory. And these people come in, it's why I think right now is actually could be one of the best times to buy a house. Because there is there is some inventory. Yes,it's getting busier. But when when all these additional people come in. It's going to be a problem. It's gonna go right. I think it's going to be back to where we were.

Eric Johnson: 12:51

Yeah, no, I can't agree with you more. I mean, the inventory. I mean, it's not getting better anytime soon,builders can't keep up as it is,you know, they've built so short for the last so many years that we're so far behind from a new build standpoint. And not to mention that with the rates. I saw a stat recently from Eliot Eisenberg, he's a he's a renowned economist, whatnot. He,he's, he was want to say it was something like 86% of people who have a mortgage was under 5%, or6%, or something like that. I mean, I mean, insane numbers. I mean, those people that are under no, no, of course, that was all broken down to under 4%or 5%, under 3%, right? I mean,those people aren't going anywhere, anytime soon. I mean,so that's naturally going to keep people in their houses longer. So those, those houses aren't going to be on the market. So like, you know, those people that would be selling,are going to be selling and so those, those houses aren't going to be available. And then the millennials coming in are bigger than the boomers, you know, so that they're starting to get into the market. They're just scratching the surface. The Boomers are still in the business because they're trying to downsize and right size and that kind of thing there. So I mean, you put all that together,and its demand is just sky high.Yeah. And, you know, we're back now, I think, from a medium price point, according to my bore, right where we were when we peaked last year right now.So we're pricing standpoint. I mean, it's, it's not going anywhere anytime soon. So

Rick Ripma: 14:11

I just saw statistic, and this is on builders, but based on the on the amount of households that are being created, we need to have million 500,000 homes built this year. Okay, they're gonna build 1,300,000 homes. So we're200,000 short and 100,000 homes are going to be torn down. Yeah.So we're 300,000 homes short of what we need for the new houses for for BP, you know, the families that are being how's it going to get any? Take what you said? I don't know how it gets better. It's going to be very strong. Owning a home is going to be a very valuable asset.Yeah, always is but this time

Eric Johnson: 14:57

Yes. Yeah, I agree. And yeah, when you know people Keep asking when's the when's the bubble gonna burst?It's hard to try to describe the people. There's not It's not like it wasn't Oh, nine like there is no, there is not you know what happened and is not happening right now. I mean,it's it's all supply and demand right now and then any supply and demand industry that's just how it's gonna work. I mean it's just simple numbers when and so when that demand diesel has come way down or supply has come way up and when that's going to happen I don't see demand cooling that that fast you know?And it seems like now people have adjusted to the interest rates. A lot of first time homebuyers getting in now. Zoli No, they don't know the 3% rate that used to be out there. And it's just they just know that it's 7% right now is that whatever, you know, seven and a half 7.25. And so they're budgeting for that. And that's I think why things have kind of picked back up to where they were last year and we peaked is like people have adjusted. first time homebuyers again, that's all I know. And so it's just gonna be what it is. Yeah. So yeah, it'll be interesting to see how things play out in next couple years. And the people that, you know, I tell people,those people that say they want to wait to rates, the rates to come down or for prices to come down. Other people are doing that, too. And when as soon as they come back down, if they come back down, I mean, they're all gonna jump back on the bandwagon, look for houses,that's gonna naturally increase the competition and increase your price point. So if you can buy now, by now, because you can always refi later and you know,because otherwise the the price of your houses is going to be that much more, because you're going to end up maybe doing appraisal gaps or waiving inspections, and who knows all kinds of crazy stuff that people were doing before, you know,when isn't that such a competitive environment? That yeah, that's gonna be interesting.

Ian Arnold: 16:32

So somebody's wanting to buy now, how would they get in contact with you?

Eric Johnson: 16:35

Yeah, absolutely.Great question in a couple different ways. Obviously, phone numbers, the best call or text number is 317-735-8345. Once again, that's 317-735-8345. On my website, easy a lot of resources on the website as well. It's pretty easy as well.Talk to tucker.com backslash Eric dot Johnson. Again, that's talk to is to talk to tucker.com backslash Eric dot Johnson, lots of resources on there for buying a home selling a home. There's a home value valuation website link on there as well to see what your home is worth at this point in time. That means you can call me with questions as well regarding that so

Rick Ripma: 17:13

and to get a hold of Ian or I go to a HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call us at 317-672-1938.That's 31767 to 1938. And thank you for joining us on India's real estate gurus. The gurus we've interview share valuable insights they reveal their strengths, personalities and how that 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 and they find unrealized opportunities.If you're buying or selling a home a real estate guru is a valuable asset. If you're even thinking of buying or selling a home, keep listening, and definitely call one of India's real estate gurus.

Ian Arnold: 17:56

Alright, Eric, so we're gonna take a sidestep off of real estate. Let's find out a little bit more about you. Sure.So I'm gonna take your phone away from you for 24 hours.cannot use it after you have a heart attack. Yeah, and you get up. What do we find you doing for fun?

Eric Johnson: 18:13

Well, I mean, we have a two year old so I mean,he's he's the bulk of our time.I mean, he's watching him grow and develop is awesome. And he's super fun with the the stage he's in now, with these obviously talking and whatnot. I mean, we're not having full blown conversations right now.But so obviously spending time with him is great. Other than that, like, you know, hitting the gym, keeping in shape.playing poker with some buddies of mine, we're in a poker league once a month. Fantasy Football is right around the corner. So obviously that's that's going to be a big part of it as well. So we have a fortunate data lake place in Angola, Indiana, so anything anytime we can get up there on the water, we're definitely out there enjoying that, too. So.

Ian Arnold: 18:51

So for fantasy football, if you got the number one pick who you're going once.

Eric Johnson: 18:54

That's a tough question. I think right now this point I made probably ought to go Justin Jefferson. Okay. Yeah.So wide receiver. We'll see.We'll see. That seems to be the consensus right now. We'll see what happens.

Rick Ripma: 19:08

I don't even know who it is. Never heard of him before.

Eric Johnson: 19:12

Yeah, wide receiver for the Minnesota Vikings. Okay, so yeah, he's a stud. So

Rick Ripma: 19:16

that's surprising.Minnesota has always been the team that I liked. I don't follow football. If you can't tell. But Minnesota as I was a kid, that's who I'm rooting for.Because there was no team here and yeah,

Eric Johnson: 19:25

right. Right.Right. And that's three here.Yeah.

Rick Ripma: 19:28

So, but I didn't think they were that good. Are they? Yeah, well, I

Eric Johnson: 19:31

mean, the team itself. I mean, they're they're mediocre. Yeah, mediocre. He's great. But he's solid. Yeah,he's a really good guy. Yeah,he's he can, he can play some ball off here.

Ian Arnold: 19:40

It is interesting that if you were to go back 10to 15 years and just look at every year on which which player they rate should be number one,whether it's quarterback or running back for a while, which were always running back it was and then it went to quarterbacks and now it's the receiver. Just interesting how it keeps switching.

Eric Johnson: 19:56

It is it is and what's interesting is to see those consensus number one guys,what they what they actually do?Do they live up to the expectation, right? So I'm usually not usually not. Yeah,it's some guys. It's like that luck. It's like they pick that guy and they're getting hurt no matter what. Yeah.

Rick Ripma: 20:12

But yeah, you can't pick who's gonna get hurt,right? You don't know.

Eric Johnson: 20:16

You don't know that. Exactly, exactly.

Ian Arnold: 20:18

All right. So back to the real estate side. So did you start with Tucker? Or what made you choose Tucker to go with?

Eric Johnson: 20:26

Yeah, yeah. So yeah, I've started with Tucker,I went to the Tucker School of real estate for my pre licensing course. And they were really good. The instructor there, he's actually out of my office matter of fact. But he was really good.Obviously, they can't recruit or anything. So he didn't recruit or anything like that. It was just one of those things like,all right, I like him. I like his style. And so I was like,Well, I'm gonna go interviewed a couple different places. And then when I got my license, and the place I interviewed for Tucker was the first one and then being last because like my end, you know, I really enjoyed and thought it was a good fit.And, you know, I had worked for enterprise for a long time. So they were a family owned company. Brand name was huge. So I think that carries some weight with doing business. And you know, Tucker is still that that small, me privately owned company that is, you know, brand name is massive. It's in Indiana, so central Indiana. So it was just one of those things that kind of fit with me as well. So worked out. Alright. So I've been with the same office ever since. And so I don't see myself going anywhere, anytime soon. So

Rick Ripma: 21:29

there's been a lot of companies coming and going,right. Real estate offices, but Tucker. I mean, I've been here for my entire life. Yeah. So I mean, I remember Tucker in the60s. So

Eric Johnson: 21:42

yeah, they've been around 1918. So I mean, they're doing something right. Wow. And they were actually very instrumental in keeping the patient in Indianapolis as well back during that during that time. I don't remember the year off top my head. But yeah,Tucker was really very instrumental in keeping the patient that down, for sure.Really? Oh, yeah. I don't know.But yeah, that was like said it's been a good fit for me and pretty happy. I know. I get phone, I do get phone calls. And you know, we try and get recruited quite a bit. But you know, is what it is. I like it.I like it a Tucker so

Rick Ripma: 22:11

So Eric, what would you say your superpower or superpowers are?

Eric Johnson: 22:14

Yeah, it's a great question. That's not a not an everyday question you get asked.I would say I don't know what to call a superpower or not, but handwritten notes. I'm big fan of Louis. I know in today's day and age, it's all a lot of times digital. The I write notes to everybody for everything birthdays, anniversaries,congratulatory things, you know,babies, graduations, whatever the case may be. I just I think it's just a different way to connect. And I think it's just a different way to show people that you care. And I will say my other one probably be just be just showing up for my people,whether it's my clients or my sphere, family, just showing up.And that can be a variety of different ways. You know,someone I my my daily drivers a ramp 1500 So I'm the guy with the truck. So everybody asked him to move. Hey, can I borrow your truck? Right? So, so yeah,I mean, at helping out anytime I can, if I if I'm gonna be able to help anybody, anytime, you know, I if I'm available to you,I will, you know, and that's,like I said, showing up for them for that. Are they showing up for clients that they need help with? I clean out gutters before I've definitely in toilets before. I picked weeds in yards before where weed with yards and stuff like that. So just you know, for people that are out of town that they can do it themselves. So just showing up.So

Rick Ripma: 23:33

Wow. Because you're you're busy. So you're already busy that workload on this.That's impressive.

Eric Johnson: 23:39

Yeah. I appreciate that. Yeah, it's, you know, it's one of those things that I think that I think was Ziggler is like people don't know how much he cared until they What's that saying? Oh, man, I messed it up.Sometimes. People don't know how much you care until you people don't care how much you know,until they know how much you care. That's right. Yeah, it is what it is. And I think that's just the way to, you know, it is genuine, it's just who I am. And to me I don't I don't look at it as a superpower per se because it's just what I do. And I know sometimes people compliment me on certain things and I'm just like, not a big deal to me because it to me it's it's just second nature. But I think that you know, I don't know other people go above and beyond they like that as well. But I feel like I feel like a lot of agents. You know, today's day and age potentially don't do that kind of thing. So

Rick Ripma: 24:24

with that kind of what a superpower is though. I don't Superman. Thanks flying.It's just what I do. I

Eric Johnson: 24:30

fly. Yeah, yeah,that's true. Yeah, I guess it could be Yeah, you're right on that. This is what he does. So it's probably

Rick Ripma: 24:36

what a superpower really is, is what you do. And you do it so, so well. And that I bet people don't they think that's easy to do when it's really actually difficult to do.Like writing writing notes to everybody like that is like for somebody like me, I can't do it.You would never you can't read it.

Eric Johnson: 25:00

I've definitely had to slow down and polish up my handwriting a little bit.I've actually started I was printing for a while, but like,you know what? I'm gonna go back to cursive and and try and give it a shot. Yeah, that's that's been a challenge. I've had to tear up a few notes.

Rick Ripma: 25:12

It's hard to write cursive after you haven't read.I mean, I learned it in third grade, I guess. But man, it's hard to go back and

Eric Johnson: 25:19

teach it now. My understanding is they don't even teach it now. No, they don't.Yeah,

Ian Arnold: 25:24

I mean, it's just one of those things is this one,I was gonna make a point.You're, you're shaking my hand,the handwritten notes. I can tell you this right now you are the first person that has been we've done over 100 of these shows. You're the first realtor that said you do handwritten notes to everybody. And it's I mean, but my wife and I've had this conversation too, is look at Christmas cards. If you go back 20 years, how many Christmas cards did you get growing up? You got them all the time. Everybody sent Christmas cards. Now you barely get 510? I mean, it's interesting how society? Oh, well, let's send a quick email or we'll send me a little picture as a GIF on on the day of Christmas or something. So it's the handwritten notes. I think it's it's unique, and it makes you stand out. Especially I would think if you're an older person were to receive that. And it would be like, Wow, I don't get these anymore. So I think that's awesome.

Eric Johnson: 26:19

I appreciate that.And that's another reason too,is like, most of the time,what's in your mail, you flip through it and all goes in the garbage is actually getting something of value or something just addressed to you. There's not a you know, junk mail or whatever. That's okay. This is actually addressed to me this looks like it's a letter, you know, it's it's, you know, gives people you know, something that's a nice surprise in the mailbox, my

Rick Ripma: 26:38

handwritten says you cared. And you took the time in order to do that. I mean, even as he said, even the Christmas cards, how many Christmas cards do you get that aren't handwritten at all? Yeah.

Announcer: 26:48

They sign it? Yeah.Right. Yeah.

Eric Johnson: 26:51

If they even sign it. Put it on. Guard. Yeah,

Rick Ripma: 26:56

yeah. So I think it's definitely think it's a superpower. Yeah. So what's something you're incredibly proud of in your business?

Eric Johnson: 27:04

Yeah, I have to say that fact that my business is 85% referral, I think that it goes a long way and doing good work for your people. And that's a reflection of it is when they refer you. I mean, obviously,you see it on on our umpteen signatures from most sales,people's referrals, the best compliment I can get, right?It's kind of cliche, and it's kind of worn out. But I mean, it really is, though it honestly is. I mean, it's there's nothing else that I you know, that feels better than clients saying, Hey,I Yeah, someone so referred me to you. They said you did a great job. So I mean, that that kind of justifies and or solidifies that. Alright, the work that you did? Well, you know, you did a good job,because sometimes it's, you know, the work that we do is thankless. And a lot of people you don't know if you did a good job or not? And I'll tell you,if you if you know, yeah, oh,yeah, I'll refer you. But when they actually do, it's like,alright, you know, you know, you did your work. And that's the good, pretty good feeling to get so.

Ian Arnold: 28:00

So I got a good, I got a question for you. So what do you think buying a home does for somebody either financially,or even mentally?

Eric Johnson: 28:11

That's a good one.I think that obviously,financially, if they're not smart about it can be pretty taxing and pretty stressed out.Stressful. But I also think,though, it's it's the age old American dream, right? Like,that's their piece of the world that they're, it's their deal.And so I think that it's a when they look at it from an investment standpoint, it's our job to help educate people and say, this is an investment. So down the road, that this is what's gonna, this is what you're going to be able to do.And then when they actually realize that it's a pretty good feeling. I think that a lot of people when they achieve that,mentally, it's like, you know,kind of, like, we made it, like,we're here, we got our own, we got their own house, we have our own place, and it's that place of comfort and a place that they can go back to their own place.So yeah, I think that that when they finally achieved that mentally state mental standpoint, it's, I think it's pretty rewarding to be like,Hey, I finally got my own place.I'm finally you know, I've made it, so to speak. So

Rick Ripma: 29:08

yeah, it's, it does so much for somebody Yeah,financially, and then mentally,right. Yeah.

Eric Johnson: 29:13

And you know, when you have that obligation, you have that commitment. Now that mortgage, you have to pay, you know, that's going to drive you to do to pay it right, you don't want to lose it right. So yeah,it's going to drive you to be more successful as a person and,and continue to, to strive to be better yourself. And, you know,keep that keep what you have.

Rick Ripma: 29:32

So if anybody wants to buy or sell any real estate,and they want to get a hold of you to help you have you help them with that, what's the best way to get a hold of you

Eric Johnson: 29:41

Sure. Phone numbers always easiest call or text, either one, whatever,you're more convenient. That is317-735-8345. Once again, that's317-735-8345. I also have a lot of resources on my website,which is talk to tucker.com backslash Eric dot Johnson.That's talk To to tucker.com backslash Eric Johnson that's e Ric dot j o HN. So in a lot of resources there for buying a home selling a home, you want to what your current home's value is as a valuation link on there as well. So a lot of good resources on there if you if you need some information.

Rick Ripma: 30:16

And to get a hold of ena, I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938.

Ian Arnold: 30:28

And now we'll get into the question that week and the question that week is sponsored by Hey, Rick and I the hard working mortgage guys where we believe helping and supporting you and your realtor by sending constant updates through the loan process. We don't like living in a black hole so we do not allow you to live in a black hole. Alright,so here's your tough question.I'm looking forward to this.What was your first car?

Eric Johnson: 30:50

My first car? Yep.It was a 1986 Dodge Charger 2.2.High School two door hatchback.If people hear dad charging like oh muscle car, it's far from a muscle car. It's 2.2 liter. But it was silver. And it had 2.2Big 2.2 emblem on the hood. And it had like a probably a one inch. Like I want a pinstripe but it's a one inch stripe down the side of it. And so it was a pretty unique like you knew that was my car. Right? There wasn't many of those around. So yeah,that was it, man. Yeah, of course the back then the big ol hatchback was super heavy. And so the hydraulics were shot. So I had to have a broom handle there to hold it up. Yeah, yeah.

Ian Arnold: 31:30

But your car first car being a 2.0. Your parents were okay with that. Oh, yeah.Yeah. So what is your favorite car you've had?

Eric Johnson: 31:39

My favorite. A it has to be one I have right now.I was in a fortunate position here recently with a couple years back. It was a vision board thing that I think I had on my vision board for a couple of years. And it's a 2018 Chevy Chevy Camaro 01 convertible. So that's been my favorite so far.Again, it's very fortunate that to be able to be in a position to have that and Erica said it was a thing that fell into place. Well, sooner than I anticipated. But But yeah,that's that would be it. So

Ian Arnold: 32:06

So Rick wants to know when you take him out?

Eric Johnson: 32:09

Hey, what's that?We're done with the show.

Rick Ripma: 32:13

And I hear it only has 650 horsepower. Yeah, it's that's a couple horses hardly even. Yeah, I mean, come on.What are you gonna do to it to get some power?

Eric Johnson: 32:22

Cold Air Intake or something? I don't know. It was an exhaust on there. I'm not sure. I'm

Rick Ripma: 32:25

guessing. It's it's scary fast.

Eric Johnson: 32:28

It can be yes. I haven't really got on it, so to speak, per se. I'm, I'm scared to actually get on it. So but but yeah, it's I eventually want to get out to a track sometimes just just to obviously, it's a supercar almost. So I definitely want to see what, what what it can do. Because you don't

Rick Ripma: 32:45

want to be one of those, you know, YouTube videos where you run and you know,you've got it and you end up

Eric Johnson: 32:51

every stoplight or, you know the car or something. I definitely want to do that. So yeah,

Rick Ripma: 32:56

no, that's true.You're smart. Yeah.

Eric Johnson: 32:58

Hey, try to be Yeah, it's

Rick Ripma: 32:59

not that smart. What color? Sorry.

Eric Johnson: 33:02

Oh, it is hyper metallic blue. Okay, the carbon fiber hood insert, and it's got the black trim on the bottom of the car all around it.

Rick Ripma: 33:09

So you always talk car guy because they can tell you everything. Before we go, so what do you have? Well, it was red. Okay. Well, most people have a affinity to the very first car they had.

Eric Johnson: 33:24

Yeah, they loved you. Yeah, it was. Yeah, it was.It was cool car man. I tell you what, it was easy. Unique. Yeah.So I enjoyed it. And I will say that Camaro that's not my daily driver. It's not the gas mileage. But I think I feel like I started up and I burned the quarter tank of gas. But now it's fortunate though.

Rick Ripma: 33:42

We talked about horsepower. We never talked about gas mileage. That's true.I shouldn't do that. That doesn't matter.

Ian Arnold: 33:47

I will tell you this. I worked in the car industry long enough. There were some people come in here and go,Oh, look at a Corvette or a Mustang or whatever. And be like, well, what's the GM OS?Gas mouse? You don't care? If you're asking this question.Nobody cares.

Rick Ripma: 34:04

There were some years the Corvette got some phenomenal gas mileage three.No, no, no. It would get 2829 30miles a gallon. And some of those years of course it had,you know, 12 horsepower, but it still got great gas mileage.

Eric Johnson: 34:20

There was a while even Camaro was born. I think this the 70s and 80s. The horsepower on those was I mean,they were the Yeah, there was there was nothing there. Yeah,they think they were all good.Yeah. And they come with some became a four cylinder engine.Yeah, yes. Knowledge. I'm sure it was a similar 20 something.Yeah,

Rick Ripma: 34:35

I had a 77 Corvette it at 100. And now mine had 220horsepower, but the base model had 190 horsepower. It's crazy.190 Yeah. And it was a fast car.Yeah, it was faster than everybody else with 80horsepower.

Eric Johnson: 34:50

Right right.Right. Yeah, it's funny outside.Now that 220 isn't in your average family SUV that's, you know, Oh, yeah. Is

Rick Ripma: 34:58

everything. Right?Yeah.

Ian Arnold: 35:00

My Camry Hybrid is too

Rick Ripma: 35:04

nice. And he drives it like it's 90. Yeah.

Ian Arnold: 35:07

Right. Probably. All right. So what do you think your most memorable deal was?

Eric Johnson: 35:16

That one's obviously the first one's always pretty memorable, because your first deal. But from a, from a,I think the one I'm actually working through right now is going to overtake this particular one. Because it's pretty tough. But yeah, I had one it's, we were, we can closing. And it was, I had the seller who the listing, and it was a little three bedroom, two bath ranch over upper 60s Street on the east, or west side. Price point wasn't anything crazy. But anyway, they were contingent upon selling their house and house, they were under contract and to buy that seller was also contingent upon their house selling. And I don't know who I don't know if that puts the other down the road. Now they're dominant with it, they were not.But anyhow. So we're a week from closing and the buyer on our side, that was buying our listing. Financing fell through for I can't remember the exact reason or now, but fell through.So we weren't going to close on time. So we had to push things off delay it. And so of course,that pushed the other closing off as well. So those sellers had to wait. And they had things in order they had everybody had movers scheduled already and all that. And so they'd get pushed a couple different times. So you could obviously there's buyers still trying to move forward this house and trying to work with the lender and get this thing all squared away. It got pushed out so far that the people that were buying that the house that my people were buying, were like we can't we can't do this anymore, we need to get back on the market. So they they want a mutual release for my people. So they released so they can continue to move on with their lives and move on with their deals a lot more people without a house at this point now with their with their house under contract currently.So we ended up with it all worked out in the end, like it always usually does. But the house we ended up getting what they did spend a little bit more on it. But it's in a better location. And it's a far better house than the one they were.They were under contract and the buyer and eventually end up working things out. We switch lenders and get things worked out. It was just a unique,unique file for the buyer side.But it took it took quite a while and it was probably we were probably pended for close to 80 days. It was so it was it was it was a long, it was a long time longer than normal. Let's put it that way. It wasn't your average 30 to 45 day clothes. I mean, it was probably double the time based on you know, that's why those other people had to leave or like they had to cut ties and move on. So but yeah,it was it was it was it was a tough one. That's for sure.

Ian Arnold: 37:41

So let me ask this.So if somebody's listening to this right now, and they already own a home, but they're thinking about upgrading. Is it hard to do a contingent offer like that?

Eric Johnson: 37:53

It seems like they're coming back. Before when the market was Uber competitive.It was almost impossible to get a contingent offer accepted. Now seems like things are you know that that's more of a possibility is happening. I've seen it happen. And heard of heard of people getting them accepted as well. So yeah, I mean, it's it's possible,obviously, that used to be that used to be the deal. That's how it used to be. I mean, that's the sell a house, buy a house,and so on and so forth. I think the last few years have definitely changed that a little bit. But like I said, it's coming back now. It's a few more balls to juggle in the area when you have to do that. But but you know, it's definitely possible to do so definitely don't let that discourage you. And there are options to that. You can talk to a lender, I'm sure there's products out there to help you tap into that equity to where you can not be contingent upon selling your house. But,but no contingency offers are definitely possibility. Yeah,

Rick Ripma: 38:47

and it does depend.I mean, there are there are options out there. And the key is is talk to somebody you know,the key always is make sure you have a good solid lender for sure. Who is doing their due diligence before they issue pre approval letters. Yeah,

Eric Johnson: 39:00

absolutely. Oh,yeah, that's the first key I mean, if you want to buy anything is good to talk to a lender to get pre approved. And you know, so you know what you're working with and know what your options and stuff are.So yeah, absolutely.

Rick Ripma: 39:11

It makes makes all the difference in the world our opinion. But of course, we're a lender, but

Eric Johnson: 39:16

no bias there at all. No, no bias.

Ian Arnold: 39:18

Bias didn't come to us.

Rick Ripma: 39:20

Your story though,is what gives me chills because that's the worst thing that you can have happen as a lender is get close to closing and you can't close the deal. Yeah. And it generally happens one of two reasons the lender didn't do what they're supposed to upfront, right or something happened that they couldn't the change right. And there's nothing anybody can do about that. I don't care how good you are. Yeah, person loses their job a week before closing.You're done. You know, there's

Eric Johnson: 39:47

not by the card same time. Yeah.

Rick Ripma: 39:50

I had one went out and bought a $1,600 a month payment. Yeah, but those kinds of things can happen. How did you work through that though? I think people would like to hear how did you work through that,because that's a big deal to work through. And it shows, you must have really jumped through some hoops to make that all work out. Yeah,

Eric Johnson: 40:08

no, absolutely.It's, you know, it's all about staying calm, staying positive,and just controlling what you can control. In that particular case there and stressing that to people to is like, Hey, listen,this is out of our control. This is what we can control, here's what we need to do to move forward. And just trying to keep those people I think sometimes our job is more of a therapist than an actual realtor, so to speak. But in situations like that, because obviously, it's a very buying or selling is a very emotional, yes. And in this particular case, here,obviously, you know, they were counting on, they're looking to move forward and move up to a bigger home and this and that,and when that gets shot down,and you know, when are we going to live, I mean, there's all kinds of emotions running through. And so keeping them calm, keeping yourself calm,staying positive, staying upbeat, and say, We're gonna get through this. We just this, this is the plan, this is how we had to move forward. Didn't go a long way. And I think that, to this day, those clients are I mean, they, I mean, rave, and they're raving fans, and I'm grateful for that. And they were referral from a sphere of influence person of mine. And so, but, yeah, I mean, I think,because if you're calm,typically your clients gonna be calm. If you're fired up, and you're emotional over something,your clients gonna get fired up and emotional, and it's just gonna blow up potential blow up the deal. And so working through things and just saying, as calm as you can, and then sometimes that's hard it is. But you've really got to dig down deep and try and maintain and keep a level head and keep keep poise for sure.

Rick Ripma: 41:38

I think it's the most important, one of the most important or so there's a few,but that's one of the most important things I think somebody needs to look for in a real estate agent. Because they're so emotional. You, the real estate agent needs to be somebody who can control their Can you imagine if you had just gone crazy?

Eric Johnson: 41:55

Yeah, yeah, it would have been easy to I mean,it was I mean, so frustrating.And, you know, getting because it none of it's our fault. It's all somebody easy to blame other people and but what does that accomplish? Right? doesn't accomplish anything want to work through it? Yeah. Yeah. And, you know, if you, you get the other agent fired up, and then you know, they don't want to work with you. And and it's the next,you know, maybe you lose that buyer altogether. And you're back to square one. And, you know, so. So yeah, I mean,getting fired up and throwing names out or just doesn't accomplish anything.

Rick Ripma: 42:22

And when that happens, ultimately, everybody's still wants to close, right? I mean, so it's, it's, there's no benefit in going crazy and yelling and screaming and all that. You got to figure out a way to close the lighthouse. And that's, to me, it's very impressive. You were able to figure out a way. And one of the things you did is what I believe that one goes away. They almost are always happier with the house they get. Yeah, almost always.

Eric Johnson: 42:47

Yeah, no, I agree.I tell that to my people all the time, especially when the market was I mean, obviously, it's still tough as a buyer sometimes. But you know,preparing them First off is like, hey, we may lose a couple because of the competitive nature we're in. But, but also I tell them, you know, those people that did lose a couple before we found the one is, you know what the house you get,you're the one you're supposed to have right now, that is, you know, if we lose a couple, then you know what, just yourself off and get back on the horse and get the next one. And so I think keeping that type of mentality as well keeps them upbeat and keeps them kind of because it can be very discouraging to miss out on three, four or five homes like they happen, you know, back then, before you find something and some people, like I said,got so discouraged, they just decided to call it quits and move on. Right? But, but if you're positive and upbeat about it, and you I think people will be too.

Ian Arnold: 43:37

Yeah, yeah, it's it's basically setting the setting the steps right from the get go. If you set it go, Hey,look, this, we may not get the first one, it may take four or five times. But if you set that up from the get go, they're more aware of it. And that's, I think that's nice that you do that.

Eric Johnson: 43:55

Expectations.Yeah.

Ian Arnold: 43:58

So how would you define your type of brand? What do you bring to the table? Sure.

Eric Johnson: 44:06

I thought about this one. I've got to think,consistency, professionalism,and educational. And I say that because I'm a firm believer, and we talked about setting expectations. When I'm working with a client, the first piece that I like to do and prefer to do and sometimes it's not always the case, it's not always a perfect world. And I can't always do it this way. But my typical process is having a consultation, whether it's a listing or buyer consultation with those clients to set expectations to discuss what the markets going, what the markets have, what's going on the market right now. And educate them because we do this every day.How many times people buy a house in their life? Barbecue through time, not very often. I even bought a house before. I mean, how long ago was that?1020 years ago? Five, six years ago, I mean, you you have you sleep a couple nights, you know in five years. You slept a couple nights, maybe had a You know, but uh, so yeah, you need a refresher, you know, and things are different than it was five years ago. And so educating people on what's going on in the marketplace, what the process looks like. setting those expectations up front, I think is really key for them to have a good experience in the process,and also refer you as well. And then being a consummate professional, I think is a big part of my brand. From a branding standpoint, with logos and things of that nature.They're my social sites. It's all consistent, same headshot,same same logos, same information. So it all looks the same. When people see it. It's that they know that's my information. And then consistency is consistent level there as well. There are certain things and doing the same thing consistently doing buyer consultations, consistently doing listing consultations,consistently going, reiterating those processes and those same things throughout the buying process so that it's consistent information that they're getting throughout the process as well,I think is really key. I think it's really important. So,

Ian Arnold: 46:02

you know, the bad thing about keeping that you gotta keep the same image all that you can't grow your facial hair, you can't grow your leash,you won't you won't end shave the top, so you don't worry about

Eric Johnson: 46:11

that. That's for sure. That's for sure. Yeah, I do. I did refresh my headshot.Five years in. So yeah, I do plan on refreshing that. And but obviously, if I refresh that I'm changing all over that. Yeah,it's all the same. But yeah,you're right.

Ian Arnold: 46:23

All right. But if somebody's wanting to get in contact with you to either buy,sell or just to talk to you about real estate, how to get a hold of you.

Eric Johnson: 46:29

Absolutely. Well,I will say this to buy, sell or build. It's definitely a great representative. Great to have representation building as well.Critical, critical. Yeah, and yeah, a lot of builders you talk to, there are some good ones out there that will reputable will,will say you need an agent, but most are gonna say you don't need an agent, which is false. I mean to you, it's critical to have representation in a build process as well. So I can also assist with that. So by Scylla build, you can reach me at317-735-8345. Again, that's317-735-8345 where I do have some great resources on my website, which is talk to tucker.com backslash Eric dot Johnson. That's talk two to tucker.com backslash Eric dot Johnson, e Ric dot j, O HN. S O n, a lot of great resources out there to buy us house, sell a house, want to know what your valuation of your current home is, is only going there for that as well. So very good information to look at as well.

Rick Ripma: 47:24

And the contact that you enter I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938. And follow us for more indies real estate gurus

Ian Arnold: 47:39

and reminder. If you have any friends, family,coworkers looking to buy sell,refinance, let us know we'd be more than happy to help you.And, Eric, thank you for joining us today. It's been a pleasure having you on our show.

Eric Johnson: 47:49

Absolutely. It's a pleasure being here. Pleasure chatting with you guys.

Announcer: 47:52

Brent NMLS number33041 Recruitment NMLS number6645899. Arnold's NMLS number is195469 equal housing opportunity some restrictions apply