Guru Jason Pearson with Carpenter Realtors

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm Rick Ripma, your hard work and mortgage guy and we're recording today from the advisors Mortgage Group studio right here in Carmel, Indiana. And my team and I believe in custom tailored loans, not a one size fits all approach. We believe there is the right mortgage for you. And we are the team to deliver it.

Ian Arnold: 0:18

And I'm in Arnold part of Rick's hard work and mortgage team. I've been in the financial industry for 15 years helping customers rebuild their credit to help them get the best possible interest rate out of passion, helping you secure your overall endeavors through real estate and hopefully, build generational wealth.

Rick Ripma: 0:35

And for the most up to date information on the Indies real estate market or mortgages, go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938. That's 317-672-1938. And today we have Jason Pearson with carpenter real estate real tours. Right? Yep. That's what I thought about I better not make that wrong. And we're really excited about this. Thanks so much for joining us.

Jason Pearson: 1:01

Thanks for having me.

Rick Ripma: 1:02

You're You're a you run the Noblesville office for Westfield office. See, I can't get what city?

Jason Pearson: 1:09

I gotta get my started Noblet to nobles.

Rick Ripma: 1:11

Okay. Okay. And then you moved over. And Wes, you're running the Westfield office, which I've got to think is a I mean, the area is booming. It is a great place to be.

Jason Pearson: 1:20

It's a fantastic community to be involved in. And there is new construction all over Westfield. We I think we visit a new construction neighborhood about every week. Awesome. And where's your office in Westfield? So we are on we are 140 South Cherry Street. We are right behind field brewery. Okay, right there on 32.

Rick Ripma: 1:39

Oh, no, I gotta tell my wife about that one. Oh, no. We've been to field I know where that is. Yeah, yeah. Yeah, she likes that place.

Jason Pearson: 1:45

It's a great it's a great space for right right next door to a great location. Yeah, you are. You have some place to go for lunch. It's right. And dinner and, and and meeting. Yeah,

Ian Arnold: 1:54

I was gonna say that's, that's a new meeting spot.

Rick Ripma: 1:57

That's gonna cut a couple cold ones are really nice. As all open is really a nice a nice facility. But again, thanks so much for joining us. We do appreciate it. Well, before you were in real estate, what did you do? Like what was your life? Like? Where'd you grow up?

Jason Pearson: 2:13

Well, I'm from I'm from Elwood, Indiana. And then I moved to Noblesville. Radford graduated from Purdue, where I was a teacher for 22 years. I taught everything from second grade through fifth grade. And I finished my last nine years, I was a fifth grade teacher for noble crossing Elementary in Noblesville. And that was about halfway through my time there. That's when I decided that I wanted to transition into something other than teaching.

Rick Ripma: 2:39

And it seems like there are a fact I've read where the number one career move to real estate is for is teaching.

Jason Pearson: 2:47

I've heard that as well. Yeah, they, my boss would have said at our introductory meeting that teachers and nurses are great recruits. And why do you think that is? They say that it has a lot to do with one organization. But also, there's a lot of one to one conversation, one to one communication and care that you really put a lot of effort into? I'll say your students or clients, if you will, okay. Yeah,

Rick Ripma: 3:11

it makes that something like, my niece is a real estate agent and, and North Carolina, and she was a teacher. And it was a it's actually, when I taught you know, hers was one of the easiest transitions to move into. She was surprised at how easy it was. Because of having all that all those people that you work with, as as you know, their parents of the of the kids, and they get to know you. And she's, she's that was pretty easy. So how was your transition? And how did you get going in real estate because I know it can be really difficult for people.

Jason Pearson: 3:42

It was a challenge for me, because I wasn't sure what real estate really was. I knew I wanted to transition. And we were actually shopping for a house that at that point in time. And I remember talking with our agent, who her kids went through my elementary school, which was why we chose her. And she she just stopped as a Hey, tell me a little bit about the business. And she was like, Jason, do you want to become an agent? And I was like, No, I'm just talking about real estate. She's

Ian Arnold: 4:08

like, Oh, no, no, no, you'd

Jason Pearson: 4:09

be a great agent. She said, with your connections to the school and your involvement in church, and you're a hockey coach, you know, so many people, you'd be a great agent. And I stopped and I was like, No, I just was making conversation. And this was in November of 2015. And January, I'd signed up for the class in April, I had my license, so and then I wasn't I didn't know enough about the business itself. So when I started working that summer, I just thought it would be the slow transition, I'd sell a couple of homes, be happy with that. And then, you know, stack my retirement up and retire when I could when I hit the rule of 85. And it was a lot harder than I thought it was. I just thought that I know so many people, people are going to want to work with me. And then I realized that you've got to show competence. It's you've got to work with the But know like and trust you, they know you and they like you, but do they trust you to sell their homes? And that was the I think the biggest learning curve was how to gain trust when you hadn't had any transactions. And so, over the course of the next few years, I figured that out, and I built my business up and figured out what my exit plan was going to be.

Rick Ripma: 5:23

And so how did how did you? You figured it out? So how did you transition from that new agent who didn't? You know, it was struggling to a big producer, like, like we are today and a manager of an office?

Jason Pearson: 5:37

That's a great question. And when I first signed on and started working, a lot of people, and a lot of the books I'd read to was, it was establishing that foundation. And one of the things you have to do is, you got to make a lot of phone calls, you got to hold open houses, you got to door knock, I didn't have that time as a teacher. And I couldn't, I couldn't just take the day off and go door, knock neighborhoods or make 200 phone calls. And so I had to be a little, a little more creative with my time. And my managing broker at the time kept saying you have a great sphere, reach out to those people that know you just be connected with them. And I kept saying, Well, I don't want to bother them, I don't want to bother them. And so I went to the open house route. And so I started holding two to three open houses a month. And I'm not a big fan of promoting my my face. I like to write stuff down. But I didn't like to take selfies or videos. And I'm so I finally kind of jumped that hurdle and said, Okay, take a couple selfies in your open house, make a couple of videos highlighting something in the open house. And the traction that that gained that I would post a video an open house on Sunday. And then the very next Sunday, I'd have two or three people come up to me at church and say, Hey, that that house you have for sale, that's a really beautiful patio, wasn't my house. And so that's where I started realizing the leverage of social media really kind of helped me out. And that was where the more I posted and the more traction I got with my sphere. And so then all of a sudden, two years later, I looked at three years later, I looked at 85% of my business was coming from people that I knew. So then it was okay. I get it. After after three years of my managing broker saying, reach out to your sphere, connect with your sphere. Choose you don't need to door knock, you don't need to, you know, you don't need to make the phone calls. Reach out to those people that know you. And since then I've put a plan together and I've stuck to it for the last four years. And

Rick Ripma: 7:41

before we get too far, if somebody has any real estate needs or wants to buy, sell, or they're thinking about becoming a real estate agent or looking for new new place to work, how do they get a hold of you?

Jason Pearson: 7:51

That's a great question. They can call or text me at 317-289-3986 I'm active on Facebook and Instagram. My Facebook is or my Instagram is JP Pearson 19. So JP P E AR s o n 19.

Rick Ripma: 8:08

Perfect. And to get a hold of Ian or I, it's HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. Or you can call 317-672-1938. That's 31767 to 1938. Now on what you were talking about, you were the social media and it's really that's that's how you did it. But then you got to your your sphere of influence that you didn't want to that you originally. And you didn't want to talk to them because you didn't want to bother them. Right, right. So once you did start talking to your Sufi sphere of influence with your social media, how much of a bother Do you think it was for them,

Jason Pearson: 8:44

I was never bother. And what was one of the things that I started to do too, was I would get up early in the morning, before school, I get up at 434 45 when I would write two notes to two people in my sphere every day. Most days, four or five days a week I'd try that. And then I would get together and market analysis for people that I knew. And I would send one of those out each day. And that was my passive way of putting myself out there to my sphere. Like if I just write this off and send it out into the universe, it's going to be a okay. And then I would get a text, I would get a phone call, I would get an email, I get an instant message as like, hey, got your note. You don't know how much that meant to me. And it was just words of encouragement or hey, I was just thinking about you. And that then fueled me to go ahead and how about I text him? Then how about I call them and no one has ever been no one was ever irritated that I called them no one was ever irritated that I texted them. And it's I think it's the lost art of communication that we don't just reach out and see how people are doing right.

Rick Ripma: 9:53

I think people want to hear from right either to be or wants to hear from you. Not that they don't want you bugging them to Who to list your home every, you know, rattling them every day or anything like that. But they do want to hear from you they because because you're Sofia, your sphere of influence cares about you. Right? It's really important that you do that. And it's I asked that question because I want people to understand, especially newer agents are newer salespeople that you're not a bother.

Jason Pearson: 10:22

You're not. And it's it's interesting because that phone feels so heavy that you feel like like, it's like I got to make my phone calls. Now it's not at the get. It's not that you have to make your phone calls. It's that you get the opportunity to communicate and check in with people. Yes. And it's in sometimes it's really interesting that I put somebody on I need I need to touch base with them. And I kind of hesitate for a day I hesitate for two days, and then I reach out to him. And it's the most well timed phone call or the most well timed text. Because it's just I feel like the people, we need to be in communication with them. Yes, they want to they want to share.

Ian Arnold: 11:04

I think one other thing that I mean, you touched on but you didn't really touch on is you are a teacher for 21 years. That's what especially your your everybody around you knew you as a teacher, they know you as a real estate agent, right? So you making that subtle phone call, even if it's not about hey, I'm just checking to see how you guys are doing. You don't have to sell them or anything. But you're just checking in. And most times what will happen is somebody's like, oh yeah, your real estate, how's the housing market? And you don't have to really sell yourself, you just give a little information. Hey,

Jason Pearson: 11:35

I'll talk to you about a couple weeks. That quick, easy. It just keeps people you in front of people without pushing yourself. Right. And I think that's the that's the key thing is how do you how do you make yourself Top of Mind with and this is this is where I sit? How do I keep myself front of mind without being the commercial? Where I've got a jingle that every time they see me they see you know, they know that that's that's my pitch? How do you stay relevant with being natural and just being yourself?

Rick Ripma: 12:06

Yeah, it is important to that they remember what you do. I think that you and I talked about that quite a bit as a you can't you? They can't they can't know you as a teacher, because then they won't refer you. Right? Because they don't think it's not that they wouldn't refer you they just when somebody says hey, listen, I need a real estate agent. They don't think of the teacher as the real estate guy. Think of the real estate agent. So that's really important, it seems to me. And it seems like the fact that you have all those years of experience as a teacher is not only extremely well, actually, why why is that so valuable? Or how do you use that and, and have that be of great value to your clients.

Jason Pearson: 12:45

So I don't, I got into real estate because I wanted to make money. It seemed like I did the math that I could make more money selling a few homes and I could working at Home Depot or driving a Zamboni at the ice rink. And that was my initial, I was an end goal. 15 years down the road. And then after I sold well, because of HGTV you think that everything's glamorous, you're helping people buy their dream home or they're buying, you know, their first home. And and it took me three transactions where I realized that I'm helping someone who had just lost her husband, and they have to downsize because they can't afford the home they live in. I'm helping someone through a divorce situation, that all of a sudden it's not, it's not all rainbows and sunshine, sometimes it is it's painful. And it was that's when I transitioned that real estate is more about social work and connections than it is sales. It's not a sales job. I am a I am a therapist, I'm an A social worker. I and I think that's where the teaching aspect comes in, where you have to know how to communicate to 2530 different kids and their parents all the time. And you can't say the same thing to this to everybody. And you so you have to be aware of where they are. What's their, you know, is that real estate is exciting and emotional. They're looking forward to buying this home. They could be but the stress of going through an inspection and an appraisal and then lining up Movers is there's a lot going on. And even though they're excited in that 30 days is a lot of stress. And so I'm there to be the calm in the storm, to be the educator to be the Comforter to talk them off the ledge that everything is going to be okay or figure out what else we need to do.

Rick Ripma: 14:46

Yeah, what is the best way to get a hold of you if somebody has any role they use your

Jason Pearson: 14:51

My phone number is 317-289-3986 I'm also very active on Facebook and Instagram at JP Pearson 19 GP P E AR s o n

Rick Ripma: 15:02

19. I do and that's on the social media sites. Yeah, Instagram.

Jason Pearson: 15:07

I'm not so active on Twitter. I've got an account but it's just there so I can get the free signups to do all your dances on Tik Tok to. I watched the dances on tick tock he films. Yeah, yeah, I

Rick Ripma: 15:25

wouldn't, but I'd film them. And to get a hold of the inner eye. It's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938. That's 31767 to 1938. And thanks for listening to India's real estate gurus, the gurus we interview share valuable insights. They reveal their strengths, personalities and how they'll work for you. While we hardworking mortgage guys, secure your best mortgage real estate gurus work hard to, they avoid problems the amateurs don't see they listened and they find unrealized opportunities. If you're buying or selling a home or 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: 16:09

All right, Jason. So we're gonna take a sidestep from the real estate. Excellent. So let's say I had to take your phone away for 24 hours you cannot touch it cannot work. So once you get up from the fetal position crying, what will we find you out there doing for fun? Oh, that's

Jason Pearson: 16:25

a well I do do several things. I've got a I'm a pretty big vinyl collector. And and I've got several friends that we get together. In fact, tonight is what we call thirsty Third Thursday, where we get together we spend a few albums and, and talk music talk life. I also am involved in a hockey league. I've got two leagues I play in so I play play just around the corner here to the Carmelites stadium. Play twice a week there and I've got a really great group of friends and family and we stay pretty active in a lot of ways. We were in the middle of our spring house concert series. A friend of mine came up and I we put together the front porch Music Festival in downtown Noblesville. So we're at our third little little shameless plug August 26. From two to 630. We shut down Logan Street, and Noblesville will have 18 bands on 12 Different porches. And so I just it's what I do for fun as I do like to shut the phone off and and lots of music, whether it's on my turntable or watching it on front porches, and then, you know, getting out to the ice rink as much as possible. That's awesome. Yeah, so the guys who play hockey against any one of them, check you again on the board, and then go Hey, thanks for the great deal of my house. So that's really funny. I've got an advertising. This took. This took a big leap of faith for me to advertise at the rink, on the rink that I that I skated. And I'm not a great hockey player. But my tagline is below average hockey player above average real tour. And about two weeks into it. I had a moment of greatness, and this guy skates away from me. And he said below average my ass. Sorry, but that was so so no, they don't but they do like to they do like to chirp me from time to time if I actually do something worth worth noting. But they're a great it's a great it's a great community to get connected with.

Rick Ripma: 18:27

That's, that's a fantastic thing. Having that you have to have that sphere of influence we talked about those are great people. I want to know more about this music festival. So is it on? Is it on at the houses and they're on their people's porches?

Jason Pearson: 18:42

Right. So my wife and I got out of town for our anniversary one weekend and we just we ran down to Evansville for no reason at all stumbled across this this event that a local church puts on and on the way home. I told my wife I said we have to take this to Noblesville. And we, I and through lat long story short, we decided we got it off the ground. We're collaborative with the community or with the city. And we worked really hard getting sponsorship and food vendors from our local food vendors and local merchants. And we do we shut down I'm not sure how familiar with Noblesville but we shut down 10th Street which is right next to the square and we shut down four blocks on the brick line to Logan Street. And then I've we've had to get permission from the whole seat the street to shut it down. So all the all the residents are on board with this. And then some of them willingly put their porches up and then we got local musicians from Central Indiana. And we have they played two sets to 45 minute sets. We have like six time slots so it's so you just show up at two o'clock watch a band on three different porches and then the next 45 minutes there's three more porches that add music and then the third time slot and then it starts all over for second round. Sounds awesome. It is. First year we had about 700 people show up and we planned it in six weeks. So we were just tickled that that happened. Last year, we had almost 4000 people, we conservatively estimate we had 4000 people there. And how are you you're expecting this year, we would love to double that this year, we're hoping that we can get 78,000 this year because there's room to grow. But we also know that there's a cap that we don't, we liked the intimacy of four and a half blocks. And we don't want to make this bigger. We just want to fine tune it make it better that we know that there is a limit to how many people we can have. And that's, we're okay with that.

Rick Ripma: 20:40

Yeah, it's those those type of things that are so awesome to go do that. Is there a certain type of musician that

Jason Pearson: 20:47

that's the fun part, the first year we got whoever we could just like I'm just calling Hey, who do you know, and now this year, I'm actually having to turn people away. And one of the things that we're really wanting to do is find some diversity in music. So we've got like a, we've got a young bluegrass family. So it's a dad playing the bass and he's got his four or five children that are playing playing all the other instruments. We've got a soul band, we've got an Americana band. We've got a rock band, we've got some singer songwriters, people you know, we've got a New Orleans jazz Brass Band. We've got all sorts of we're trying to mix it up. We've even got a 1970s era gonna pop band. Wow. So we're trying to have exposure to a variety of music, but also have music that people are comfortable with as well. And when is this August

26, from two to 6: 21:40

30pm.

Rick Ripma: 21:43

Now Ian and I we can't sing or play music.

Jason Pearson: 21:45

All you have to do is show up okay, and food food. So we'll have we currently we have two local vendors, we've got Debbie's daughter's and Ninth Street Bistro, and then primeval brewery will be there. We're working with our third or getting our third food vendor. It's a free event. That was the big thing that we get all of our sponsors to help pay the musicians because it's one we want to make sure we take care of our musicians but to we want we want to have this be vendor free outside of the food. We don't want anybody selling their wares. We just want you to come and walk freely through the street and enjoy the music and enjoy the community.

Rick Ripma: 22:20

And how do people find out more about this that?

Jason Pearson: 22:23

Oh, well we have social media. Noblesville front porch Music Fest and we have a website Noblesville front porch music fest.com And those are the two okay and if you and if I'm if I've moved the website up because I think we tried to shorten it. It used to be really long that if you just type that in it's gonna be your first hit. Okay,

Ian Arnold: 22:39

they also hear about it on in these real estate gurus. That's

Jason Pearson: 22:42

exactly right. Well,

Rick Ripma: 22:43

yes, but I'm just trying to find out so that you know, I think there's I would think a lot of people that would be it ever I don't know about everybody else but we are always looking for things to go do and that is like a an awesome thing to go do.

Jason Pearson: 22:57

It is it is something that I am very. You asked what I do if my phone is off. I'm very, very passionate about being connected in the community. And and just getting out and walking to downtown. We live we live just blocks from downtown Noblesville. I live down downtown Noblesville. And it is it is a great thing, too, just in a community of 60,000 people to go into a restaurant to go into a store and to see people that you know, it feels like small town America, it doesn't feel like a suburban area at all. And that's why I think that this event, it kind of encapsulates that idea.

Rick Ripma: 23:37

Yeah. It's, that's just an awesome thing that you did. That's phenomenal. Well, next.

Ian Arnold: 23:41

What you didn't tell you though, is those houses, I'll have a for sale sign.

Jason Pearson: 23:48

someday, someday.

Rick Ripma: 23:50

Well, that would be a good time to market. Yeah, it would be it would be does your house does it have a porch? Or do you have musicians on it?

Jason Pearson: 23:58

I do not have a porch. We have a front step. And we did since I'm I'm off the I'm a block south of Logan Street and I'm down and in fact, that's what a few of the residents were like, well, why Logan Street? Why not Connor Manuel Connors a highway for one. But to Logan streets. Just a beautiful. I mean, it's a brick Street. And now I did have a concert in my front yard. Last Friday night. We had a we did this home series. And we had to we had to rock bands in our front yard. Wow. We had about 80 people show up. And so it was it was a ton of fun. Yeah, that's always

Rick Ripma: 24:28

fun. Yeah, we have neighbors or friends that they cross the street the guy is a musician and he'll he'll have his guys over. Don't play it just just fun to go to and sit out. Listen, and everybody has a good time.

Jason Pearson: 24:39

It's a lot of fun.

Rick Ripma: 24:40

So let's get back to real estate. If you insist. Yeah. So

Ian Arnold: 24:44

hey, I got a good one. So I we talked a little before that you've only been with carpenter. So let me ask this question. What made you choose carpenter and what makes you stay there because you've been there for quite a while now.

Jason Pearson: 24:58

Well, I talked to the Education Director and the manager of the Noblesville office, and I kind of had a connection with the manager, her kids went through my elementary school, I didn't have them in class, but I knew I knew the family. And so we met a couple of times. And we talked, I think both times were minimum of two hour meetings. And we talked a little bit about real estate, but it was more about the culture, and what she talked about it, it fit exactly who I was. And what has kept me there is that same feeling throughout that, I know that there are teams throughout the industry. And I feel like if I ever have a concern or struggle or a need, there are countless agents across central Indiana that I can reach out to. And when I when I had someone asked about agricultural land, I reached out, I was like, Well, who sells ag land, I got that phone number. And now I and I got a great deal of support. And I know that I don't ever have to struggle to find somebody and other people are willing to step up and up. So I feel like I'm not on a team. But I am connected to a team. And in the sense of, we've got each other's backs. And so that's, that's probably what has been, I think, from from top to bottom, and being a part of the management team has only strengthened that I from what I see at our monthly meetings. And when we when we get together as a region, I really like the community that we have.

Rick Ripma: 26:33

I just think, which we've talked about, I just think it really matters the culture is when I was younger, I wouldn't have thought that so much. But I when I look back at my career, every time I leave somewhere, it was always because I pick somewhere that had a bad culture, some places I didn't stay very long at all, because you realize very quickly the culture is not right. And it doesn't matter how much the pay is better if it's higher than others. For for at least for me, I think culture is is is extremely important. I also think that support, you know, the mentorship matters tremendously. And you have not only I'm sure you mentor people you and it sounds like when you need it, you have mentors that can you know, you don't know farmland, you got mentors who can teach your farmland, right. So how important is that when somebody is looking to have those strong mentors there to help?

Jason Pearson: 27:26

I think it's, it's, I think it's one of the most important things that that you you need is someone that can guide you through this process. Because I think what everybody in real estate knows is when you got into real estate, it was nothing at all what what it really was, you get into thinking it's one thing, and it is completely different. And that's okay. It's a great job. I mean, we talked about when we tried to get agents to work with us it's it's it's a dream job. But it's I always joke that it's a nightmare. But every job has its has its positives and negatives, everybody, you got to choose your heart. And and I think that the heart and real estate is really manageable, because the sky's the limit with what you can do. And without that mentorship, you don't understand you don't necessarily understand what all you can really do. I mean, there's it's, this isn't a job, it's a career. And one of the things that I try to really work with my new agents is that, yes, you want to get paid. But more importantly, you want to build the foundation for a solid career where where you can go anywhere you want to go with it.

Rick Ripma: 28:36

And if somebody would like to get a hold of you for real estate, they maybe they want to become a real estate agent or are they're looking for a new team. Or maybe they want to know more about the music festival, right? How do they get a hold of you? What's the best way

Jason Pearson: 28:50

so you can call me 317 to 893986 you can you can reach out to me via Facebook, or Instagram at JP Pearson 19 JP P E AR s o n 19.

Rick Ripma: 29:04

And to get a hold of Ian or I, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938 that's 31767 to 1938. And I gotta tell you, you're so interesting that I actually forgot I missed my my mate my best question that I liked the very best. I'm gonna ask that now. Is that all right?

Ian Arnold: 29:26

What about the question of the week? Well, how about this? After the question a week we'll find out. What is this superpower?

Rick Ripma: 29:33

Well, that's my question.

Ian Arnold: 29:34

I didn't ask it. I just statement. Alright, the question of the week is sponsored Hey, Rick and I the hard working mortgage guys, where we believe in helping you in supporting your realtor by sending constant updates. Nobody likes to live in a black hole so we do not allow it here. If you'd like to lie coal, we're not the company for you. All right. So before we get into Rick's favorite question, what was your first car

Jason Pearson: 29:59

Oh, My first car but this is this is a tricky answer. My first car was a 1980 tornato. But the day I got my license, it wouldn't start. And my mom had a 1980 Camaro that she did not take very good care of. And so I was a little embarrassed of this Camaro even though it was a Camaro Camaro. So the day that I got my license, and it wouldn't start, I was like, Hey, Mom, can I can I borrow the Camaro? And she's like, Oh, that's fine. And so I took it immediately to the carwash. I cleaned it up. I did all the detail work to it. And she just the tornato just needed a new battery. But she end up driving that and the Camaro was mine. We swapped cars on the day, I got my license. Terrible. Oh, it was a it was a bad deal. So I had that for most mostly through high school.

Rick Ripma: 30:48

But I think both those cars are good cars.

Jason Pearson: 30:50

I thought the tornato was pretty cool. It had a sunroof and an eight track player. And none of my Yeah, yeah. Yeah. Had to go deep

Ian Arnold: 30:58

for those. You were a music guy from the start. I was I have been Yes. Yeah. But you don't collect eight tracks only

Jason Pearson: 31:04

vinyl. Just final. Yeah. It's it's for me. It's the most fun. It's it's tangible. And it plus eight tracks. Not to get too nerdy. They didn't age well. Tapes stretched in the heat and everything. But vinyl is just it's there's just something that's something pure about the sound.

Rick Ripma: 31:21

I heard the sound as much. I can't hear it because I don't have that good of an ear. But I hear hear that the sound is much better on vinyl.

Jason Pearson: 31:29

It's it's great. I really do. And plus sometimes the cracks in the Pops. It's just it's it's nostalgic. It takes us back to you know, as silly as it is. simpler times. Yeah. I mean, you put an album on you. You're committed to sitting and listening to music. Yeah. You're not just you know, it's not background noise. You're there for a purpose.

Rick Ripma: 31:50

Yeah, I still have my old record player. Nice. And my old everything. So I still have all that I still like

Jason Pearson: 31:56

it. Excellent. That's, that's, I'd love to hear that. Yeah,

Rick Ripma: 31:59

but I have no musical talent. But I'm gonna get on to what is your superpower superpowers?

Jason Pearson: 32:07

Depends on who you ask. I'm sure my wife would have a different answer for this.

Unknown: 32:13

I have her on.

Jason Pearson: 32:14

Yeah, I may not like the answer. I think that my superpower is I think that I'm consistent. And and I think I am that calm in the storm that I try not to. Behind the scene, I feel like the best analogy is I'm a duck on water, where I'm pretty steady. But underneath I'm paddling like crazy. And I think that I tried to not operate with my hair on fire. Because I know that no one really benefits in the transaction when that's happening. So I try to just get if I if I know it's gonna be a tough phone call, or if I know it's stressful, work that through first and then make the phone call. Make sure that my when if I know the difference between when a phone call needs to be made and versus a text or an email. And I think that or driving to the person's house and having that conversation face to face. So I think that consistent and steady would be it's not glamorous. But I think that's what I what I bring to the table.

Rick Ripma: 33:17

And how do you know, you bet it should be in person or on the phone rather than a text or an email?

Jason Pearson: 33:23

I think the implication of the answers that you're going to receive, if you know that it is a heavy inspection, that they that the buyer has asked for some pretty hefty things. I think that that you probably need to drive to their house. You don't want to just drop that have them open up an email. I think that sometimes it's it's how do you want news delivered to you? If you were on the other side? How would you want that news delivered to you? And that's usually where I base a lot of those decisions.

Rick Ripma: 33:53

I do it. I agree. 100%? I do it by if I really don't want to do it that way, then that's probably the way I should

Jason Pearson: 34:01

do. Exactly. That's exactly right. If your stomach rolls a little bit, that means get to grab the keys and get in the car. Yeah.

Rick Ripma: 34:08

We don't normally meet with people. So ours is it's over the phone. And it's like, if you look at you go man, I'd really like to do this in an email. It's the phone call, right? You know, if it's, I can do this phone call I don't have then you can probably do it in an email too. But I always err on, which I'm guessing you do by what you've said, I would err on going to the house or doing doing a call over everything else because then I can't be wrong. Right. Right.

Jason Pearson: 34:35

And I think one of the I just it was funny that I was somebody just a buyer just sent me a text yesterday. And it's I always love it at closing when the same conversation happens. I had a buyer lean in and say Who am I going to text every day now? And I was like, you can still text me and they've lived the virus like Well, now that we're through the inspection, the appraisal, I kinda we haven't talked in a few days. What do we do now? Like we can still Talk, it's okay.

Rick Ripma: 35:00

It's kind of weird, though it is it, you've spent so much time with somebody over this period of time. And then you never, you don't talk to them again for forever,

Jason Pearson: 35:10

right. And that's a little, that's the importance of the follow up is staying connected with him having client events. That's why I mean it, the front porch music festival started because I just felt it needed to be in our community. But I'd be lying if I didn't say, you know, their ulterior motive is I get to invite everybody I know, to this event. Yeah. I mean, I feel like the mayor of Munchkin land, if I'm walking around, I see everybody that I know. And, and it's for me, it, it fills me. But it's also all those touches, it's and be able to try and do smaller things like that throughout the year. It's important, so you don't lose that connection at the closing table.

Rick Ripma: 35:49

Yeah, that makes a difference. Yeah, I

Jason Pearson: 35:51

feel like that's huge. I mean, and like we've mentioned earlier, is you're doing something, but you're not selling yourself, but you're still putting your name out there. And that's huge. And and that's I think the biggest thing to try and teach younger agents is how do you have? How do you have these events, if you will, when you have little to no money coming in? And I think that's why the experienced agents that have an event like the front porch Music Festival, or if your community has an Easter egg hunt, how can you attach yourself to it with with little to no financial input? So that way, you can still have client events at some capacity, but not have to worry about, you know, the big financial input on it as well. All right, so

Ian Arnold: 36:41

Rick asked his favorite question. No, my ask mine. What do you think your most memorable deal is? Oh,

Jason Pearson: 36:48

my first one. It was with a teacher friend of mine. And she had put us to task or put me to task to find land for her to build our dream house on. And it was one of the first real estate social media posts that I that I'd ever made. We were doing, we would do. I think it was once a month, we would do home tours of active listings. Because back in that day in 2016, homes weren't selling in two days or three days. They were sitting for a few weeks. And so we would schedule a few houses the tour, I took a picture of it, and I put it up on social media, and it was fall break. And she sent me a text and said, Hey, what sighs that backyard and I was like you you wouldn't want it. It's in Carmel. You're looking and you want to build a Noblesville. And she's like, well, that's that Luke she's ever liked that kitchen. And I was like, and I never thought about asking this on the front end. Because I was just looking for land. I said, Well, what are you looking? What kind of house do you want to build? What are you putting? What are you looking forward to building this house. And so she gives me this detailed bullet point list. So I just plugged it into the search and, and a house. Nothing was in there. And so I thought I'd check again, right before I went to bed. And his house had just gone on the market. And so I sent it to her. And the next morning, she said, Hey, we're in Florida on vacation. This was a Wednesday morning. And she said, can you go show us this house? Absolutely. So I go and I take some pictures, email them to her. And then I did a video because we weren't really FaceTiming at that point in time. So I then I emailed her the videos, and she's like, I want to put an offer on that house. So my first house was an almost $600,000 house where the buyer had not even been in it. Wow. And so that was also a big learning point for me where I leaned over to an experienced agent, our office at the end of the workday. And I was like, a, here's my situation, I'm writing an offer for a buyer that's never been in the house, how do I write this offer. And so over the next three hours, she sat with me and wrote this offer, and we end up getting it. And I learned I mean, it was it was just kind of a fun process that they are still in. That's the literally she tells me every time she's like, this is our dream house, we found our last home. And and so that that always sticks with me that she the first person to take a chance on me was in Florida on vacation. And that was that was a big, big deal. That's yeah,

Rick Ripma: 39:08

that's huge. That's, it's amazing to that you were able to do that. And then somebody would sit with you. This is the value of a team. Having a mentor, somebody would sit with you for three hours and help you go through all that and get it correct.

Jason Pearson: 39:22

What and the thing about that too, that was a big learning experience for me was I got my license in April. And then I didn't really start working until June was when summer started. And I sat at office for two months during the summer. And I was doing work but I didn't really know what I was working on. And I've had all these agents around me that are just buzzing and they're doing transactions and they're they're doing all these holding open houses. And I'm just sitting like, why is this so hard? And it was between her and another situation where I asked and once I asked for help, help came out of the woodwork And I think that part of that is, is that so many agents come and go, that a lot of the experienced agents aren't going to necessarily go overboard until they realize that you are invested in it as well. Yes. And I think that was a huge thing for me that I try and share that if you if you've got questions, ask them. Don't Don't Don't wait for people to come to you. Show it take the initiative. Yes. And once I did, it, just it that was a complete game changer for me.

Rick Ripma: 40:32

I used to have a fairly large team, I was at a bank and had a fairly large team and the people who wouldn't make it, were always the people who didn't ever ask for any help. Right? And when they left, they'd say, Well, you never you never, you never came and asked me, it's like, we told you up front, it's your responsibility. If you need help, you need to ask, everybody here will help. But you gotta and it's amazing how many people just won't ask, right? It's, it's not that hard. And everybody actually likes to help you out. But you have to show you want to, you want to help and you're and you're gonna listen,

Jason Pearson: 41:09

there was a great book, it's six types of working geniuses by Pat Lencioni. And that was a big game changer for me in thinking about. We have to I have to understand what people's gifts are, what their working geniuses are, and what their frustrations are. And so how can I then, how do I how do I best support you? Because we're all not motivated the same way, right? And so I kind of need to tap into your motivations. And so maybe you might be you might not be able to ask for help. So I gotta figure out how can I bring that around to where I can at least get you to communicate with me with what help you do? Need?

Rick Ripma: 41:45

Yeah, that makes sense. Yeah, because everybody's different. But with, with real estate, and being a real estate agent, there's so many misconceptions out there, and you've been in the business plus your manager, thought maybe it'd be a perfect person. That's what are those misconceptions that people have? Of what it is what a real estate agent is? And does.

Jason Pearson: 42:08

I was in a donut shop yesterday morning, and I heard two people, bad mouthing real estate agents about how we just take money. And it's all about the commission. And I think that the misconception is, is that we drive nice cars, we wear nice watches. And I think that is the minority. I think there are a lot of agents that that they don't understand what the daily work looks like, what is it? What did I call it, the invisible work? I get to the office and I work for two, two and a half hours, not on transactions, trying to make connections running, looking at the numbers and researching the market. And and I don't think people realize what all we do, to know what we know. And that I think that's it's it's not it's not glamorous, it's it's boring. And I think that's where I think it's tough to communicate that to when I'm talking with new agents, or a recruit that wants to get in the business, is they just see what's on TV or what they've when they bought or sold a home. They don't know. What is your nine to five look like? Right?

Rick Ripma: 43:16

There's a lot of work. It is it's work. Yeah. And I think that's what those guys did. Those two people that were talking didn't realize is right, is how much effort goes into it, and how much your expertise and knowledge matters on how much they ended up netting on their house.

Jason Pearson: 43:32

Right? It is. And that that was I think that was I was listening to this a while ago, few years ago, and one of our experienced managers was talking about how to price a home and, or how they how they were training agents to price homes. And she was just throwing these ideas out there. And she kept talking about hot sheets. I just looked at the hot sheets, I study them three, four times a day. What is she doing? I because I see the button hot sheets, and I click it and I look at it. I'm like, What is she doing with this? And so finally, I was like, Okay, you gotta tell me, what do you do? And so then she told me what she does. And then I start, okay, it was a muscle, right? It I had to flex that muscle a little bit. And so now I've taken that expanded into more data analysis for myself. And and all of a sudden, it's like, oh, there's a lot that I don't know. And I think that's a whole going back and asking questions. And then just to keep trying so that way when I sit down at a listing appointment, not only can I comp your home based on the neighbors and the comps in the area, but I can also speak to you about the market and I can speak to you with you know homes lately have been selling below list and I can tell you exactly how many over the last week or two and or how many have sold above list and so it's it's learning all those little tricks that they don't teach you in To the class, and and you've you've, you've got to figure these some of these things out by listening to other people. Yep. Yeah. Well,

Ian Arnold: 45:07

I think one thing that most people also I mean, we you see the TV, like you mentioned, you show three houses and they buy one. No, right? Right. Be honest, it's it's not like that. Not only, especially if you're a new agent, I mean, you don't realize you're working most nights, you're working weekends, even you said, you are doing showings, three out of the four weekends out of a month.

Jason Pearson: 45:29

I mean, so if you have a young family or something like that, you're taking so much time, your time is not like a normal workday nine to five. So I think there's a lot to it. And one thing that you said that you look at a sales contract, we get them all the time, Rick, and I would where we are. But when you go through it, you don't realize, again, you said it took you three hours to go through it. And yeah, there was probably some explaining done through that, but three hours, right. So there's more to it than what the average person knows. Right? And that's and then navigating that to and then when you send a purchase agreement, if you're going to do the the signatures and you send that you're, you're trusting that that person to their end misses, we go back to the face to face the importance of the face to face, you're trusting they're going to read that contract. And all they're doing is clicking to get to the signature. So you can forward it on. And then if you get into into a mess later, you say, well, you signed right there the stating that. And so that's the importance of making sure that you know that what they're that they know what they're signing before they sign it.

Rick Ripma: 46:33

Yeah, that that's a disaster if the buyer seller doesn't know what they're right, they have to know what they're signing.

Jason Pearson: 46:38

Exactly. And that was probably the most terrifying thing for the first handful of transactions was I didn't know the contract well enough. Right. And I think that that's where taking the time to which I mean, that was that was the downfall of being a teacher. And a real estate agent is I wasn't able to capitalize on a lot of the stuff that was happening in the office. And so that was why it was important for you on my breaks, fall break, Spring Break summer break, I was always in the office. So I can try and gather as much information as I could you gotta be around. Yeah, you do. You do?

Rick Ripma: 47:10

Yeah. I think the other thing that you you talked about is that that you you picked up from the other agent, these hot sheets. And I think if especially for what's really for anybody, but new agents, when they're when they're just getting in. One of the ways they can overcome being new, is learn everything they possibly can as quickly as possible. Because not that you brag about it when you're talking to somebody but having that knowledge to sit down and tell somebody at a listing appointment. Well, here's what's happening in your market right now. Even if you're new that shows you have knowledge. And that's really what you have to get over. Right Is this person doesn't know what they're doing? Because they're brand new?

Jason Pearson: 47:51

Well, and that's, that's one of the things that we've been working on, is how do you work on your market intelligence? One way is to is to be in open houses and to research the market for that open house. And so that way, you're actively in front of people that are that are active buyers. But then I use example, every time I'm in a group, someone's going to ask me, how's the market? And by studying those numbers, if you haven't had a transaction in six months, if you study those numbers, you can answer the question, right? And so it gives it not that you can run with it, but you can at least pick a number, pick a data point to talk about, and then let that let that evolve. And and I think that that is where you gain where you gain your competency. While you're trying to get your first year those first few transactions.

Rick Ripma: 48:39

Yeah, and they have to have confidence in you. And that's I think that's one of the biggest things you so many people don't do anything. They I think that's one of the problems. The misconceptions, I think you've talked about it is that people come into the business thinking that it's fairly easy, and that you just the business kind of the business just comes to you. And that's not how it is you got to work and you got to go find the business.

Jason Pearson: 49:01

I mean, I had over 900 emails, I had over 900 contacts, and it's like, oh, this is gonna be easy. And it was the opposite of easy.

Rick Ripma: 49:12

That's not It's not easy.

Ian Arnold: 49:15

All right. So with that if somebody is wanting to work with you, and either buy, sell home or even just talk about what their options are, and get some information from an expert like you, how would they get ahold of you? Well,

Jason Pearson: 49:28

they can have, they can get ahold of me through my phone number call text 317-289-3986 You can reach out to me via Facebook, or I am on Instagram as well. At JP Pearson 19 JP P E AR s o n 19.

Rick Ripma: 49:46

And to get ahold of Ian or I, go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938. That's 317-672-1938 and follow us for more Indies. Real estate gurus,

Ian Arnold: 50:01

Jason, we'd like to thank you for your time. The information you gave us was brilliant. So I fully enjoyed it. I don't know if Rick did he was snoring a couple of times but I am tired.

Rick Ripma: 50:14

But But it was interesting. I think it was phenomenal.

Ian Arnold: 50:17

All right, and reminder if you know any friends, family or coworkers looking to buy sell refinance contact record, I will be more than happy to help you.

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