Guru Jeff Kucic with Engel & Volkers Indianapolis

Rick Ripma: 0:00

Welcome Indy's Real Estate Gurus your ultimate guide to the dynamic world of real estate in Indiana. Welcome to India's real estate gurus. Welcome to Indy's real estate gurus, your ultimate guide to dynamic. Welcome to Indy's real estate gurus, your ultimate guide to the dynamic world of real estate in Indiana. And I'm Rick Ripma, your hard work and mortgage guy and I've been in real estate and mortgages for over 34 years. And I'm Rick Ripma, you're hardworking mortgage guy and I've been in real estate and mortgages for and I'm Rick Ripma, your hard work and mortgage guy and I've been in real estate and mortgages for over for over 24 years. Rick Ripma, you're hardworking mortgage guy and I've been in real estate and mortgages for over 24 years. You're a homeowner investor or pro Join us as we navigate the thriving indie real estate market. Whether you're a homeowner investor, or pro Join us as we navigate the thriving indie real estate market.

Ian Arnold: 1:10

And I'm Ian Arnold, a loan officer on brakes hard working mortgage team and we are both with advisors Mortgage Group. And I'm Ian Arnold, a loan officer on Rick's hardworking mortgage team and we are both with advisors Mortgage Group. Now get ready to unlock the doors to success one episode at a time. Now get ready to unlock the doors of success one episode at a time. Get ready to unlock the doors to success one episode at a time. Get ready to unlock the doors to success one episode at a time.

Rick Ripma: 1:54

And I'm Rick Ripma, your hard working mortgage guy and I've been in real estate and mortgages for over 24 years. And I'm recruitment you're hardworking mortgage guy and I've been in real estate and mortgages for over 24 years. And I'm Rick Ripma Your hard work and mortgage guy and I've been in real estate and mortgages for over 24 years. And I'm Rick Ripma You're hardworking mortgage guy and I've been in real estate and mortgages for over 24 years. Welcome to India's real estate gurus your ultimate guide to the dynamic world of real estate and Indiana. Welcome to India's real estate gurus your ultimate guide to the dynamic world of real estate in Indiana. Welcome to India's real estate gurus. Your ultimate guide to the dynamic world of real estate in Indiana. Welcome to India's real estate gurus your ultimate guide to the dynamic world of real estate and Indiana. Welcome to India's real estate gurus your ultimate guide to the dynamic world of real estate in Indiana. Whether you're a homeowner, investor or pro, join us as we navigate the thriving indie real estate market. Whether you're a homeowner, investor or pro, whether you're a homeowner, investor, or pro Join us as we navigate the thriving indie real estate market. Whether you're whether you're a homeowner, investor, or pro Join us as we navigate the thriving indie real estate market. And today, we have Jeff Kusik. Jeff is thanks for joining us, Jeff. I appreciate

Jeff Kucic: 3:31

it. Rick and Ian, thank you very much for having me. It's been a while so so glad to be back with you. And this is reminds me the old times.

Rick Ripma: 3:38

Yeah, me too. Jeff and I had our show had a show together. And and I gotta tell you just one of the Guru gurus. You're a phenomenal agent do huge volume. You've been in the business a long time, but you're young.

Jeff Kucic: 3:51

You make it sound so young. Where that come from?

Rick Ripma: 3:56

Well, you're younger than I am.

Jeff Kucic: 3:58

Oh, yeah. What by 10 days? Yeah, eight days.

Ian Arnold: 4:01

Yeah, that's it. That makes it Young.

Jeff Kucic: 4:03

There you go. Perfect. I'm

Rick Ripma: 4:04

young. You gotta be Yeah, we're

Jeff Kucic: 4:06

a couple of the Oh geez. That are young.

Rick Ripma: 4:07

Yeah, that's right. So how did you before real estate? How did where did you live? Where'd you grow up? How'd you get into

Jeff Kucic: 4:14

real grew up in you know, born and raised Champaign Urbana, Illinois moved over to Danville came from the five and lionize side of the world. And then we moved to the Far East here in Indiana, and got transferred over here in 82 with Motorola communications and was regional sales manager work with those guys for a while. And Gary McNaught and I were actually prior to Motorola were with McLean trucking company. And when McLean, we had an ESOP program, they went out of business, Gary went to work with his brother in law, Paul Jr. And Paul Senior and I went to Motorola. So, kind of fun fact of knowing, Mr. McKnight before I estrogen before Wedgwood, and all have that so he's a good guy, he's a great guy is phenomenal builder and do anything for you. So anyhow, it got over here and got into real estate in 1995. So haven't looked back. It's a couple of years, all the credit goes to Eric Eisenhower for getting me in there, Eric and I used to work out together, okay. And we'd be at the gym at five in the morning and, you know, leg day pushing the suburban around a parking lot and doing whatever. And Eric's like, man, you got to get into this, this is this is you can make a future with this. And it's like, alright, so I got my license back in over Thanksgiving of 94. And January 1 95. Just said, Alright, let's do it. You know, kind of like that book you've read now burn the boat. I burnt the boat.

Rick Ripma: 5:47

Motor oil and went right did full time in real estate full time

Jeff Kucic: 5:50

into real estate. So we're getting done.

Ian Arnold: 5:53

So back then. So what did you do to get going?

Jeff Kucic: 5:56

Back then it was unique. Because remember, recall, remember this, we had these huge books that my board would print every two weeks, you weren't allowed to give it to your client. But we had stacks of these old books. And you had a little picture that was probably the size of you know, it's a one by one picture of a house black and white. And then it says all the stats, three, four bedroom, whatever it is square footage. So you'd share that with your client. You go over and build through the book, hey, here's Fall Creek Township, or here's Hamilton County, here's whatever however, you're going to break it up Delaware Township, Fall Creek, fishers, Noblesville, and back then I was up in the Noblesville office. And we would literally go through those books. And Eric was fantastic. Because I didn't know anything. And he's like, Well, what's your niche? What do you want to do? What's going to, you know, what's going to make you different than anybody else? And it's like, the same old thing. Everybody says that? Well, my customer service, and I'm going to follow up, and it's going to be the best. Well, the last three people in the elevator said the same thing. That's exactly right. All right. Let me go out and prove this. So my niche back then. And I really liked it. I was out talking to the builders and really working with the custom builders. And then I worked my way into getting some listings from Haas and, and those guys, and worked with those guys for a long time. And basically, that's when you could build a custom house at$100.75 to $125 a square foot, and you'd have something so we've sold the lots over and rosewood and sold lots in all over the place and got build jobs. Windermere was just being built back then Hamilton proper was just coming on back then. So we're doing a lot of that. So that's where we probably really got the start was, you know, doing the open houses working that way meeting people that way. But it was working 24/7 You're out there and you're you're meeting people and you had to put a system in place of doing it as on a daily basis. And that's what he taught me. And that's what I tried to teach other people. You know, you got to get up in the morning go to work.

Rick Ripma: 8:00

It's very interesting. I'd like to hear more about you know what it was like back then because I remember the books and I know, the lock boxes or even I was pre lockbox. Yeah pre lockbox even had to go and pick up the key you

Jeff Kucic: 8:13

had to pick up a key we had to run to I was century 21 hrs back then and we had, if I wanted to show house, I'd run around to the Tucker office or whatever office you had and go pick up a key. Then they came out with that little lockbox. It's kind of like the Coke machine key went over the door. And you use your Coke machine type key and you can get the key out of it. You keep it in there. And then, you know, that was a hassle. And then they finally came out with the lockbox. And the old combination on the lockbox was SPI that was always so anytime anybody had a lockbox on if it was SPI you're like, Well, they didn't change things. Nine times out of 10 people were putting their initials on there. So you pull up and see a sign. Well, it's the agents initials on there that you could get in I never did that I always did for the lockbox it was SLD sold. I just want to subliminal believe we knew you know we're going to sell the house. Let's make it sold. So, but that was my and so after people started showing my lock boxes, my houses my listings they deal with my combo was and you know we've evolved in them and then this big thing called the W W. W. Internet thing.

Rick Ripma: 9:24

The web wide, wide wide world wide

Jeff Kucic: 9:27

web Yeah. Founded by none other than our Vice President of the United States back then. Yeah, that worked for Yeah, but this thing and you know, it's revolutionized the world. Yeah, it's kind of gone a little bit. But the interesting thing is now from back then to now when we would take our pictures run over and get them develop and stick them on and try to share what we have. Everybody sees everything now. So it's like, you guys if you're not listing them, right at the right price and doing that, and you're putting them out on the internet, the public sees it. And they can see and they know the value. So they're going to know it up front. And from what happened in 2020 21 to 22. Versus back then, we always heard about California doing, Oh, they got multiple offers, and they've got all this stuff going on. And we're like, what would that be? Like? Never seen a market like that. And then now, you know, yeah. The the evolution from 1995 to 2021. has been something. Yeah. So

Rick Ripma: 10:34

how do you how do you not really control but how do you take care of a customer a listing, when you get that many offers that come in? How do you help somebody make a decision,

Jeff Kucic: 10:46

you've got to go through and each each offer, you have to do an individual net sheet on and you can break it down and come down to because each offers different people finally started getting creative. And they would do okay, the buyer is now going to pay the sellers closing costs, they're going to pay the title work, they're going to pay the next the taxes on it, you know, we've walked through the house, and we've we're walking up the stairs and the people have, you know, they have the wall of fame, there were their whole family on there. And we see the little kids and, you know, told the buyers, hey, if you want this house, you might offer to pay for the middle child's education for a year. You we got to be different in this making our offers and setting ourselves apart. So but you really have to break it down and you got to look at them. And I go through and all the information in old school, of course, but it's highlight everything on that offer, put it into a net sheet, and then it spits out, Hey, here's what the client is going to net, then they you know, take that from there, and you figure out who you're going to work with or not. And inevitably, tick off, you know, 19 other people because you can only have one house, you just wish you had a handful of

Rick Ripma: 11:51

Yeah. So how do you do the same thing with the if you're working with the buyer to make sure your offer?

Jeff Kucic: 11:58

is one of those is basically you have one question to the buyer. What is that number going to be tomorrow morning, when you wake up? That you're going to be upset that you didn't get the house? You know? Oh, should we go the size? Should we go that way? What was that regret number? If you get up tomorrow morning, your your you know 855,000 And you should have gone? 900? Are you going to be upset? You should have got 910? Are you gonna Well, 850 sevens as high as I'm gonna go I've drawn the line, they need to do what I need, you know, but all of a sudden other three or four or five buyers? Beecher, what, where's that number? So that's the question. So if they can answer that and feel good about it, then we'll write it up that way and try to get creative. But it comes down to how much information Have you gotten from the other realtor? What are the hotspots for that seller? Is it just the net net? You know, what are the other things? What about possession? Shoot, now we're seeing possession. People are staying in their houses for four weeks after they sell it or longer. It's like, Are you kidding me and free rent. So it's you know, they're they're getting everything but it's coming back to it's not a buyer's market. It's definitely not a total seller's market is getting back to some negotiations and, and making sure that you're taking care of the buyer and the seller is doing it and people are still coming back and doing you know, when they just waived inspections, now people are coming back and asking for much more than the major defects, which is crazy anyhow, because it's a 20 year old house. It's not brand, right.

Ian Arnold: 13:30

So you mentioned that sometimes people would stay for roughly four weeks after and I'm just using that was a rough ball. But why would that be after the sell?

Jeff Kucic: 13:40

The biggest thing is they didn't know where they were going and the lack of inventory trying to find something. And maybe they can't do the back to back closing. Maybe they're in a position where they can close without selling their house or whatever. So there's always different things of why they have to stay in there. What Why is the possession have to be longer?

Ian Arnold: 14:00

But the main reason I wanted to bring that up because there's somebody who's listening to this, and they understand that is actually an option. Yes. And that's what I wanted out there. Just because I know that especially if you've never sold a home before, and you're in your first house and you're looking to upgrade, somebody may not understand all that.

Jeff Kucic: 14:18

And that's very important. That's a great point. And because it comes down to what the sellers needs are, you know, do they if they found another house, can they get out and then it's that domino effect and that those people be out in time because it's on and on and on. And you know, nothing, nothing is done. Everybody goes out puts a sold sign on right after to get a contract. It's like it's not sold, right? We stopped sold until it closes. Why don't you put it pended sign on that thing you know, under contract something but it is not sold yet. Until you go through that closing that celebration part. It's it's still there. And how many of these we've seen where these have come back on the market. A lot either financing fell through or a B inspection fell through or, or C, there was a zillo lead and the client went out there and they bought 1234 Main Street today. And then they got home got, you know, buyer's remorse. And they're like, Oh, we shouldn't have bought that. But Oak Street comes up the next day, and they call another agent and go out and buy Oak Street, and they want to mutual release from the mainstream one. So we've seen that before. So it's just knowing what to do and how to know it. And it's, it's we talked about this earlier. But what's the common denominator in real estate? Whether it was in 1995? Or September 2020 23? Relationships? Yeah, it's all about relationships, your business as well as ours. Exactly. How was it in 95? When you guys were doing mortgages back then,

Rick Ripma: 15:49

you know, I, it's hard for me to even remember. But, I mean, I remember all the ups and downs, you know, getting into like, 2007 2008 2006 were booming, and then you're not booming, and then you are booming. And that's why this market so interesting is that it's no different. We just had a bigger boom. And a bigger bust. Right. That's what it is.

Ian Arnold: 16:13

You call it a lot more trees, though, too. Because now you everything electronically? Yeah,

Jeff Kucic: 16:18

we had. But you know, back in 1995. And we started with a purchase Raymond and a listing contract that was on eight and a half by 11, two sided. Now our purchase agreements are eight pages, you know, yeah, they're down to they're not legal size anymore. But it's like, Are you kidding me? Now? We've got you have to have this on, they have to have that on there. You've got to know when you're getting your insurance, because the clue report comes out. And, you know, so everything's got to be protected by and you got to see why oh, a right.

Rick Ripma: 16:48

Yeah. But I think it's really important that people have somebody like you, somebody who's done this a long time, because you you know the history of how this all came about you. You've lived through the changes. So if anybody in the world can explain what's going on to somebody in their, in their purchase agreements, or in any of the process, you're the guy?

Jeff Kucic: 17:08

Well, we've done it for a while, we do have a lot of it. And I pride myself on the more experience better results out there. Because there's two things in life excuses or results, right? That's right, can't take the excuses to the bank. So you know, your client is counting on you to provide for them. So that's what you have to do. So you've got to utilize your experience. And we've learned a lot. And we're always learning every day. So we're not trying to educate ourselves and get more information and, and stay on top of things. And we're just going to be one of the old guys just beating the bushes out there. And he doesn't know anything. But yeah, it's a little different.

Ian Arnold: 17:48

So you mentioned you'd like to, it's all about relationships. And so I want somebody to get a relationship with you. What's the best way they can get in touch with you where they're looking to buy, sell or just talk real estate?

Jeff Kucic: 17:59

They can reach out multiple ways. On my cell phone 3177 10 5500 on email, Jeff dot Kusik K u CIC at evey real estate.com. That's he is an Edward V as in Victor, real estate.com. That's the best way call text, whatever, smoke signals. Whatever, throw a rock at the car, I'll definitely stop. But you know, let us know what's going on. We'll be glad to. And the thing about relationship building and it Rick and I have talked about this way back in the radio shows and all that but it's not going out and saying hey, you're in mortgage business. I'm in the real estate business. It's more about finding out what are their needs. I mean with Engel and Volkers was bringing them into Indianapolis as being we're exclusive with them and bringing the top luxury firm in the world to Indianapolis and been exclusive here people wondering what is England Wilkerson? We simply you know, it's the top Luxury Firm. And it's something that we put together as a boutique company here. And we've got individuals that are that are advisors that are interested in, in helping you as that person. So we linked together the aspirations of discerning individuals from around the world, being in a private or a business context, with total passion. And that's what makes us different. And that's what makes us with that exclusivity. We're not trying to be all things to all people. And that's the fun part about it. But we're more interested in finding out about your family, maybe your occupation, your dreams, your desires, recreation, I ride a bike, I ride a bike with a lot of guys that that do phenomenal things in their business life but they we sit there and we ride up and down the roads and gravel, the road bikes. swim in the mornings at the workout place with a couple of the guys that have been very, very successful with what they've done. but it's all about the relationships and you know, you like going to the gym, you like going out with your friends like that you'd like to go to the doesn't matter what you did if you go to the pub, whatever. But you're going there with these friends, they know what you do. You don't have to sit there and say, Hey, I'm in real estate you got anybody wants to buy or sell. Now we do. But the angle and Volkers is amazing because, like I said, we linked together the aspirations of discerning individuals from around the world. We do all kinds of referrals, whether it's from here, we're Where do people in Indiana like to go to and they retire Florida? Yeah. So that that West Coast of Florida, Naples, bonita, up there, Fort Myers down to Marco, even Sarasota and Annamaria. And all those in Tampa, or, you know, in Indiana, they also go to Phoenix. Or they also go to and this is surprisingly, the top five out of Indiana. Boone County was one of those where people are moving out of Hampton county to go to Boone County, really so that was very unique. I think that was holiday farms. And and that brought a lot of people there because the numbers were really up there. And what Hank has done with the developments has been fantastic. But we do referrals from a route. So I've had referrals to I had a client in Italy, right there on the couch, I can't think what the name of the town is right now but little Italian town. And they had it was a grandmother's condo, little two bedroom. They call it a flat, but it was on top of it. And it's like, Hey, I got a hold of my broker over there, got a hold of the licensed partner for England Volkers and they've got him hooked up to sell it. I was like, Hey, we got one there. And all over the country, we've had referrals. So it's a great program, because we have the relationships not only with our clients, but with the other with Keller Williams and those guys, those are great companies good education, but they're so big. And you're just one of many. And instead of being one of many, we're one a few. And we just want to get the get the results and give the experience to the client.

Rick Ripma: 22:06

And it sounds like they're all top agents like yourself, you're all gurus,

Jeff Kucic: 22:10

it's it's really cool. Because we've got a couple of different things, we've got the professional athlete division, which you have to vet work with some professional athletes to be able to get into that division and qualify for it. And, you know, we've got guys like Pat McAfee, Adam finitary, we work with Gordon Hayward, just to just name a few that I've worked with around here. We also have what we call the private office where you have to do multiple years of 25 million a year consecutively to be invited into that and then the screening, you have to send in testimonials, and you have to send in letters from your clients that will say that you're worthy of it. And then they'll go through and you know, you gotta go through a grading system and interview system and, and I've been privileged enough to pass that then I've been into the angle and Volkers private office. And I'm the only one here in Indiana. With that. And we're looking, you know, we're always recruiting, so we're looking for the good agents that we can turn into advisors and get them trained and help share the love.

Rick Ripma: 23:13

So how big is your team now?

Jeff Kucic: 23:15

Right now we've got myself included, we've got 14 total. Wow. So we're looking to grow to 30. But it's just like, we're not for everybody. There are only so many seats in first class. And when they're full, they're full. And we're very selective. And we just want the people that are interested because culture, everybody talks about culture, but we really live the culture. And we really want to be careful that we don't ruin it by just bringing people on to be bringing people on. We don't want to be the has, as all, as all is whatever.

Rick Ripma: 23:49

I don't think I don't think there's anything more important than culture. I agree, workplaces that the culture just wasn't what I you know, it just didn't fit anymore or didn't fit. And it's just bad.

Jeff Kucic: 24:01

Yeah, that's terrible. And when you don't look forward to go into work, and you don't do this because of that. And it's like you don't need the drama, you don't need that we just need to be a group that is focused on what we're doing. And we can get the market share that way. But it's, you know, there's plenty out there, right? Trust me, if there's, if there was in the high height of it over what they, you know, I never got the exact number of us between 14 15,000 people that were on the LIBOR, licensed agents, and now we might be down to 10 or 11. But they won't give me the exact hey, I want to see what the attrition was now that we had June 30, and everybody had to resign up on July 1. It'd be interesting to see what that number is. There. They're releasing that yeah, I don't I don't I have not received that. I was told that we lost only about 1000. But that's hard for me to believe because when you look at the numbers of the active pendants and souls now and who's doing it, we always cared about the 8020 rule. In real estate Did you know you might be the 8020 80% of us, we're doing 20% of the business, I really think it's 95 590 5% of the business done by 5% of the top advisors and agents out there,

Rick Ripma: 25:11

it seems like that's the move. That's what the Movement has been over the last couple of years is at the very top people have done far better. And the other people or they just, there's just not enough to as much to go around. Because those guys like you, you've got the relationships, you've got the people,

Jeff Kucic: 25:27

we go back to our, basically our close client list. And, you know, as long as we're within the browser, as long as we're taking care of those guys, as long as we're going in every morning, and with gratitude, get into your systems, figure out your hot and cold lists, work those up, try to make it a point to contact, reach out, touch somehow way or form, whether it's text, phone, meet in person, 50 people a week, and put your your, your sphere in there, you'll be fine. If you don't do that, you're you're gonna struggle in this business. But you have to have those systems in place, and you have to do them daily.

Rick Ripma: 26:04

That's why this is why I understand and so people understand who might be listening, especially if they're newer agent, or maybe they're struggling agent, you've been in the business since 1995. And you still work your tail off. Yes. And if you still do all the things that you needed, you need to do to get to keep your business coming in the door.

Jeff Kucic: 26:24

If I didn't do it, it'd be like resting on your laurels, it doesn't happen. So we've seen the ebb and flow of it. And we've seen what happens when you pull back and think that, you know, everything's great. And you just have to keep going. It's the system, you've got to work the system. But if you work it daily, it's part of your daily ritual. It's your, it's what you do. And you there's nothing better than this business, because you can build your business as big as you want. Or as little as you want. It's totally up to you. But

Ian Arnold: 26:57

let me say this the right way, we are not your company, your your job. Our job is not a McDonald's, where everybody's going to come in every every day, getting their Big Mac, gray hat, we have to look long term, you may talk to somebody, but they may not work with you for five years, because they may not be in the market. So we got to continue working and calling and keeping up front and stuff like that every single time.

Jeff Kucic: 27:23

It's no different. Ours is the same thing. Because you don't know when the life circumstances change. You don't know when somebody had a baby. And now they're going to need to be out of the apartments going into and look at what the apartment rents are getting right now. They're at their all time highs, you got a 1512 to 1500 square foot apartment, you're getting $2,500 A month rent, what could you get for a house back in the day, but then Hamilton County we tried to sell it, we could sell new custom homes for 250 to 300. Now, the median price is 400,000 just for the entry fee. But it's that relationship thing is working those systems and that because this is a great quote I ran across the other day, everybody, everyone must choose one of two panes, the pain of discipline, or the pain of regret. If you choose the pain of discipline and do your be disciplined about it and do your daily activities, then you won't have to have that pain of regret down the road. Because the pain of regret comes from not doing what you didn't do before. Right. I wanted to lose weight. But man, I had a bag of doughnuts. Where's that discipline? I wanted to I wanted to be able to do this or that but I didn't do it. You know, instead of sleeping in, hit, don't hit the snooze button, get up and get it done. Go to work. Don't don't show up at nine when you can be there at eight. Don't show up at 11 When you start doing and work. Yeah, and actually do something. It's not the old? Well, a lot of things have changed too with COVID is the watercooler conversations are gone because people aren't going in. So it's like okay, now what are you doing? Well, I'm doing some work, but I'm throwing the laundry and I'm doing some work. I had to pick up sticks. It was windy last night, a lot of stuff out in the yard, you know where I'm mowing the yard or whatever. It's like I see a lot of people on conference calls, walking, the neighborhoods neath and doing that type of stuff. So you know it life has changed that COVID has done a big one ad on us. But it still comes down to getting in and doing your systems because we're essential. And until you figure out the life changes of your clients, of your potential clients of people that you care about. They're going to talk to you, they know what you do. And they're going to call you when the need is there. But they're not going to call you if they don't know that you're still in the business or not. Right? They get an email from me it's Kusik still in the business. He's still out there begging. I'm here.

Ian Arnold: 29:49

So we understand your work part. So let's get people to know you a little bit better. So if I gotta shut off your phone for 24 hours, your team can handle the customers you'll be on right it, what do we catch you doing for fun?

Jeff Kucic: 30:02

Now within the last three weeks, I was got a bragging point. Now my son and daughter in law just had their first grant, I've got my first grant gratulations little girl. So that's pretty exciting because we've only had the grand pets before. So all of the dogs so with Cam and Val having violet, that's a lot of fun. So that's the that's the next adventure right there. We've been doing, still do a lot of stuff with family. Both my kids are here, Cam and Val are here in Fishers now violets with them. And then my daughter Morgan is still here. She's with Stanley, Black and Decker. She actually is in Europe this last two weeks, but she works hard with those guys. And so we got a lot of good friends and a lot of support around here.

Rick Ripma: 30:47

Sounds like you'd be having fun. Yes,

Jeff Kucic: 30:49

yeah, we'll be having fun. We could we could lose the phone for a few hours and not miss it. Not a problem.

Ian Arnold: 30:54

So you'll like this. You're talking about the snooze button. So my kids are six and eight. And I'm like, Alright, I want them to wake up on time. I don't want to be that parent has go in there and yell at their kids. So we're looking at alarm clocks for our kids. And my wife. She's talking about cuz my wife will hit the snooze button. I go do not tell him about a snooze. But yeah, I go just make him think as a weird button. But do not tell him about it. I want them to when that alarm clock goes up. That means it's time to get up. There's no more sleep time.

Jeff Kucic: 31:20

Perfect. Perfect. Has it worked out? Yes. So far.

Ian Arnold: 31:23

Actually. Both my kids are early risers anyway, so they're usually by the time I get up about five 530 they're waking up anyway. So it's kind of nice. All righty. So but as I get older, you know kids like to sleep in and we're like, No, we're not asleep and family. Yeah, staying in bed till 11am

Jeff Kucic: 31:39

Keep them up, keep them moving. They'll they'll go they'll come home from college, and they'll be in bed till 11 It's amazing what happens then. But yeah, hide that snooze button. Do not show them where that is. Well, they do

Rick Ripma: 31:50

need more sleep during that, you know, their teen years and things. For me, I don't I don't use an alarm at all. I just say I need to get up at let's say 530 I wake up at 530 That's how I am I don't know why but I will set an alarm if it's really important just in case I don't I oversleep. But it rare, that alarm goes off. He also

Ian Arnold: 32:13

has to get up at six, six times the middle night to go to the restroom.

Rick Ripma: 32:19

Just because I'm older than everybody else in here, go easy.

Jeff Kucic: 32:22

Go easy, because he's not that far away. Coming. He and I might come after you. Yeah, we don't. Alarms are overrated. Because you're right. We don't need those I get up. And they haven't used an alarm forever. And if you know you need to be somewhere you get you wake up an hour before that, anyhow. And you look Oh, I got another hour. Yeah, whatever. But yeah, besides getting up at multiple times in the night to go to the restroom. There's also you get up multiple times you wake up and you're going to two o'clock in the morning, and all of a sudden your mind starts moving. And then it's like, how do I shut it down again, I've got to get back to sleep, because I'm going to be up at 430. So it's like, there's a couple of guys. We work out with them swim and train with that or guys like that, that we meet at 530 at the gym. So if you're not up by 430, quarter to five, you're going to be late. Yeah, so

Rick Ripma: 33:12

that's the best thing though. If you have a plan if you're meeting somebody, yep. If I have to meet somebody, you're held

Jeff Kucic: 33:18

accountable. But yeah, it's too easy to blow it off. Yes. Yep.

Rick Ripma: 33:22

I agree. 100%. That makes all the difference. So Jeff, if somebody wants to get a hold of you, they have any real estate needs. Have any want to maybe get on your team.

Jeff Kucic: 33:30

Yeah, feel free to reach out to us feel free to stop in our shop. We've got a brand new shop that we just opened up in 2021 up there at the Fisher's district and it's called angle and Volkers where the white shop. We're right next, we're in between massage heights, and rise and roll bakery. So we're right there. Come on in free coffee and all the donuts you can eat. I'll make sure. So you can find us there and it's 9705 Fisher's district Drive Suite. 720 were just call me on my cell 317-710-5500 That's the easiest way. I'm, again, I answered the phone even though we have all these spam things. I still answer because you never know who your clients are throwing and they're all the spam calls are coming in local anyhow. So it's like alright, yeah, no kidding. You only know when you answer it. And there's that big lag. Yes. And you can hear the call center in the background. It's like really, guys, you called me and you can't hurry up and pick up can't be

Rick Ripma: 34:22

on the phone. Yeah, yep. So to get a hold of me enter, I got a HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. You can get all our information from there. You can give us a call at 317-672-1938. That's 317-672-1938.

Ian Arnold: 34:38

All right. Now we'll get into the question of the week. And there you go. I'm actually kind of curious on this one. So what was your first car?

Jeff Kucic: 34:46

My first car was a 74. Capri. A big one? No, that little Capri that mercury made that mercury Capri the mercury with little four cylinder that little four cylinder one Let's get to it was almost a two barrel carburetor almost almost driving down the road. My carburetor basically vibrated off and I had to get out it was like what the carburetor it didn't want to do anything about it so that was my first car but it was a little five speed and that was that was pretty cool back in the day and it was the mercury Capri.

Rick Ripma: 35:26

So that was a good that's a good first car

Jeff Kucic: 35:29

we've had we've gone through plenty it was that the Fiat was a fun one. That was a you know that we went from a five to six speed in that Fiat. Okay, and that four cylinder was a little more pepped up and then we got into a little later on get into Chevy Camaro rose and what have you. So

Rick Ripma: 35:48

we've had some cool cars. What's the worst car you've had?

Jeff Kucic: 35:52

Back when it was fun? The coolest thing we did the h2 Hummer was a fun one. But the h1 going up to the manufacturing facility up north was a blast because I got to go in with General Motors people, Dave Hagen, a good friend and client of mine, which sold me all my Hummers and Cadillacs and he got us to go up to am Gen. So I took my son cam and I and we went through and did the h1 tour on all of their 450 some odd acres out there of the off roading. And that was a lot of fun doing it with the H ones. So those were fun. Yeah, the trucks that stuff. I'm just just a car guy. Yeah, me too. It's just like, hey, what can we what can we do out there? I got, we have one. Ready to let one go. We've got a 2002 BMW M three, convertible, Amalia red with a black interior. I bought it from my wife. She's a school teacher now retired, but she would drive it in the summertime. So BMW at 20,000 miles would recall it and say, Hey, we need new rod bearings. It's like that there's nothing wrong. So we let him recall it. Well, they did a recall there. And they finally came back and just said, we've had issues with these. We're gonna give you a whole new engine and drive train. I took it off the lift. I've got a lift in my garage. I took it down this year, I got 63,000 on the chassis and only 30,000 on the engine. Wow. And it's like, yeah, maybe I can get rid of it. It hasn't moved for a while. So if anybody's looking for a fun car, let me know. Is that is that the manual? Or is that's the SMG transmission. Okay, so that was the first year for the SMG a back channel ship. Yes, you got paddle shifters on the wheel, or you got the shifter on the and it's a lot of fun.

Ian Arnold: 37:32

I used to sell the high end and a lot of people seek out the manuals, because a lot of them have gone to the SMG transmission. So a lot of the actual I mean people who knew how to drive manuals and want that Yeah, and I would agree, I don't know I'm not a big fan of the SMG transmission. Well,

Jeff Kucic: 37:48

the the only criteria I had was crystal wanted red with black interior and didn't want a manual transmission. The SMG was the only option. And that was our first year first or second year out with it back then. And you know when you go valet Park, a lot of people have no idea what the heck that Hey, where's the clutch I see the shifter and you have to have it in neutral to start it and everything else. But you know, but I've found it got it out of Ohio and brought it over and it's been a blast.

Rick Ripma: 38:16

For me. I drove nothing but manual cars for a long time. But as I've gotten older I really much prefer something like that or an automatic Yeah, then the then the manual and have to do that much. I don't know maybe it's just gotten lazy in my old age. I don't know.

Jeff Kucic: 38:38

Well back when we're doing the radio show. I had my Jeep Wrangler that was a stick and we drive down from up here down to that and the snow and everything else and it was it Mike, my whole theory was hey, if I'm gonna have a Jeep Wrangler, if I'm getting a Rubicon and that I'm getting a stick, I had found that everybody had manuals, I had to order this out of Atlanta, Georgia, and they brought it up you have to find one with the stick. And it was almost impossible but who wants to drive a Jeep with an automatic Yeah, it's like Come on this is but again I'm the OG so

Ian Arnold: 39:09

why not? Well, BMW found that being an issue so you know what they did? They took the SMG and was like well, if you just tap it over it goes into automatic Right? Right. That's what

Jeff Kucic: 39:19

crystallization just tap it right over and put it in there. What else did you sell?

Ian Arnold: 39:22

I mean, we did I worked for Costco so we did Ferraris Bentley

Jeff Kucic: 39:26

Oh, yeah. So you had a lot of time so and now is the coast to coast store that's over there. The Bentley store that matters Bentley

Ian Arnold: 39:35

Well, Coast Coast owns it but it's they bought it for the Bentley just like Tom would Ford right into sorts that

Jeff Kucic: 39:43

Bentley correct what I thought because isn't there still Rolls Royce placed in Zionsville? Yep.

Rick Ripma: 39:47

No, oh, no, that won't go out. No, that was that that years ago went from Rolls Royce to just Bentley, Rolls Royce, and then they are now just an exotic used car store. Oh, that's it. Yeah, I drive by it all the time but yeah, not too far from it right. Yeah, that's it's not a it's not not a dealer anymore longer they sell to coast to coast. Okay. I

Ian Arnold: 40:10

thought they still kept the Rolls Royce part but because now they've not had

Rick Ripma: 40:13

Rolls Royce in a years

Jeff Kucic: 40:14

interesting because they did a function yesterday at the Bentley store for realtors in that and Matt steed. Couple of my advisors were out there for it and said it was pretty cool. Pretty well done. It's a great building.

Rick Ripma: 40:26

So that'll be on order.

Jeff Kucic: 40:28

No, no, I'm I drive a truck. Yeah, just get me to and from and have room in the back.

Rick Ripma: 40:35

So Bentley doesn't have a truck by gosh, Jeff's not going to have one.

Jeff Kucic: 40:39

They do have a nice looking SUV, though. Yeah, that's pretty sharp. And you know that New Genesis, that's pretty sweet. Everything is looking good.

Ian Arnold: 40:47

It always throws me off because the Genesis they changed their logo just for that. Everything else is is their typical Hyundai logo, right? Then Genesis like now we're doing a different logo for this. I'm like, Are you going to separate it? What

Jeff Kucic: 40:59

are we doing here? Yeah, exactly.

Rick Ripma: 41:01

Separated that kind of like, Chevy. And, you know, Cadillac, I mean, they, you know,

Jeff Kucic: 41:07

GMC Cadillac and go boom, boom, yeah. So much. And we're talking, we got off topic from real estate, but it's all about interest in that thing. And that is, all we're talking about is what people like, yeah. And that's the same thing. And it's we find that common. That's the common denominator and doing anything that we did.

Rick Ripma: 41:26

Yeah. And I love cars. So you love cars. So we're at the end likes cars here. He doesn't love him. He just likes them.

Ian Arnold: 41:33

I understand there's a point to them. But at a certain point in time, I'm not paying what they want.

Jeff Kucic: 41:39

To get from point A to point B, correct. It's all about the flat. That's why I drive a Toyota there. Yeah. Well, Toyota came out with some new stuff, too, which is sort of built some beautiful cars they've got I still think they're the best they are. They're phenomenal. Yeah. So so I'm gonna get

Rick Ripma: 41:53

back to real estate a little bit. At least I'm gonna get back to Jeff, what would you say your superpower superpowers are?

Jeff Kucic: 42:01

superpower would be the relationship, working with working with our clients, understanding their needs, asking the questions, and listening.

Rick Ripma: 42:13

I thought I was sure you flew. She

Ian Arnold: 42:17

wouldn't need all those cars,

Jeff Kucic: 42:18

then my wife thinks I have a broom, maybe. But I don't know.

Ian Arnold: 42:24

So what would you then I'm kind of curious on this, since you've had so much experience, I want to hear some stories. So what do you consider one your most memorable transactions.

Jeff Kucic: 42:35

They're all memorable. They're all good, bad and different. And everything is different. Right now. Everything has its own situation, the best thing you can do is, is whether the clients are coming in from either coast or whatever, and they haven't been in the house yet. And they're, they just made the trip and to buy it, and now they're getting possession on it. Or it's just it's seeing how people are excited and happy about what they've done. You know, it's getting that the gratification of helping people get what they want. Because if you help enough other people get what they want. You'll get what you want. Thanks. Thanks, Ziggler. But that's what it is. Yeah, it's true. And it's that's the pleasures is helping all these people, because we've had war stories through inspection stuff, we've had buyers and sellers that don't want to be in the same room. And we've had egos from realtors that have to win versus that. And it's just like, Come on, guys. We're here for one common denominator here is to get the buyer and seller and it's got to be a win win. You know, if you've got somebody that's winning, and some it's always losing, it's not going to work. So what do we do to bridge that gap? How do we make this thing work? And how do we work with the other agents and work together? And that's, that's important.

Rick Ripma: 43:51

And it makes a big difference when you've been in the business as long as you have and you've worked with so many agents, you know, if there's agents out there that are difficult to work with,

Jeff Kucic: 43:59

yeah, you got that you look there, and you kind of know heads up of what it is. But it's all about communication, if you can communicate with them. And I begged them to communicate with me to let me know where we are what's going on. Wild story of one had a client, they were probably in their mid 40s. All the everything they had kept saying that they've got the money that would show me things that they have the money. We're ready to go to a closing. They were the grandsons of some guy that sang Elvis Presley. Oh, or something. Yeah, heard him. So they're, they're coming up out of Memphis. They had a dually pickup truck that broke down, and it was over at Palmer dodge. And finally these people nothing was had an upside check it out. Yeah, they did have a truck over there. Trying to get a hold of their attorney. Their attorney had the earnest money check. But she put it in her vault, and she was gone for the week on vacation so they couldn't get the earnest money. out and things are gonna, this doesn't make sense. And then when the attorney got back, she had it in the front seat of her car, and then it went out the window or the backseat, you know? And, you know, it's like, come on. And these people just insisted that, who they were and everything is like, what did you get from that? Yeah. So we've had some wild stuff, you'll want happen with that one. I mean, they just vanished. It was just like, you know, they came looked at the house and all that the sellers were like, represented the sellers. And the buyers were, like, we're here, we're ready to go. You know, they gave all the information. We thought we vetted them well, and they gave all the stuff for the funding and all of that, but nothing finally added up. So, you know, it's just a big waste of the time, but it's curious to see why people do that.

Rick Ripma: 45:47

Yeah, I don't understand why anybody? I don't know what they're not gonna gain.

Jeff Kucic: 45:50

Yeah. Don't walk through a house, but just ask me for showing them. Yeah, let you see it. Don't pretend you can buy it. Yeah.

Rick Ripma: 45:57

What difference does it make? Yeah, exactly. So what's one more tip or story that you maybe you have that you could share with our audience?

Jeff Kucic: 46:07

Besides getting up? Going to work? Doing your systems work in your plan?

Rick Ripma: 46:11

Yeah, slides that are a part of that. Have fun with it.

Jeff Kucic: 46:17

Do not, I guess, be serious, but don't take it also serious. Get out there. And when you're meeting people, enjoy it. Be passionate about it. The biggest tip I can give you I guess would be be passionate about it. Let people know. And if they see that you're passionate about it. They'll believe in you. They'll do things with you. But don't try to get Hey, I'm in real estate. Hey, Rick, you know anybody wants to buy or sell? Come on in. You got anybody right now, before I leave? Can you give me three names? Right? Like, hey, all right, I gotta set again. So knives I'm gonna give you what are the knives the Cutco knives? Yeah, I'm gonna get Cutco knives for you and put your name on it. And here you go. Now I need three more names. You know, it's like, it's not like that. So be passionate about it and figure out what your niche is. Not everybody wants to do the same thing. Mine was new construction, I really liked it. Other people might like to call, you know, is the same old. And as all the agents learn right away as there's expired, and for sale by owners. I wasn't the guy to go after those. But there's different avenues everything, but it's really, you know, if you want to know, we'll we'll be glad to train you and teach and help you get there. Because we're all better when we all do the same thing the right way.

Rick Ripma: 47:32

Yeah, you know what, I really liked the fact that there are so many people out there who won't who don't work. Right, and they and they don't understand why they're not successful or why. And you're you're living proof of somebody who even after all the years you've done it, you're still working and you're still doing the things you know, that have to be done. Because that's the only way you sustain it. It's the only way you keep it going. It's also the only way you help your team become successful.

Jeff Kucic: 47:59

Yes, and that's the you know, we've got individual advisors that are all growing their own business. And what we want to do is we want to be there to empower them to build their own business. We want to help them any way we can we know that within the Volkers we got the biggest widest, tallest, deepest toolbox, but not everybody uses all the tools. But it's be who you are, be passionate about it and go out and, and work your business and we're here to help you advance that business, build it into something that you can really be proud of and have and, you know, it's it's the multiple streams of income doing different things that are available in the real estate offers that opportunity. Yeah. So, you know, it's, you don't, don't do it because you have to, when that comes through, then it's a struggle. Don't don't live in life of scarcity. Be in the life and abundance, you know, be out there and be ready to go. It's all mindset.

Rick Ripma: 48:51

That's so true. I was watching a program on Arnold Schwarzenegger. Arnold, I think that's what it's called. And He visualized. I mean, he when he was a kid, he had sat there and He visualized, and he said the first Mr. Olympia he won. He said it was exactly as I visualized it with him chanting Arnold Arnold. It's like, wow.

Jeff Kucic: 49:13

Yeah, you can you definitely see that. That's why it's good to get up in the morning and have gratitude. That's, it's good to write your affirmations down, hey, if I want to be down to 170, I'm gonna write down I feel great at 170 and do that 25 times every day. And say things out throughout the day today is can be a great day. Today, good things are gonna happen to me. And things happen and it's a great thing but it they do it yourself and there's there's a bigger power out there. Trust me, that that can help us get to where we want to be. So but that's what you have to do. And you have to do it daily and be grateful for it.

Ian Arnold: 49:50

So I want people to help you be great. Okay, so what's the best way that someone can reach you if they want to buy sell or even just talk real estate

Jeff Kucic: 49:59

they want to do any of the above call me on my cell 3177 10 5500 Or better yet stop on by 9705 fishers district drives sweet 720 Right next to rise and roll. free donuts. Rise and roll is awesome. We're doing Broncos and we're doing you'll This is fun. We're doing Broncos and brews out there Saturday morning from eight to 10 like cars and coffee. One of my clients does has Broncos, and He rebuilds them. We'll put in lift kits or any aftermarket things, tires, wheels, whatever you want to do. A Broncos like a Jeep now it's endless. Potential. They have new ones, these these are the new ones and you can bring your old ones in. But it's Broncos and Bruce from make the 10am this Saturday, September 23 up there at fishers district so it'll be fun. So yeah, come on up. We've got all the coffee in the doughnuts from rise and roll and we'll be out there and just mingling with the crowd.

Rick Ripma: 50:53

That's awesome. And to get a hold of ena I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. You can look our information up there or you can give us a call at 317-672-1938 that's 317-672-1938 and please follow us for more indies real estate gurus and reminder of you and your friends, family coworkers looking

Ian Arnold: 51:13

to buy sell refinance, let us know we'd be more than happy to help you. Jeff, thank you for joining us. It's been a pleasure having you on our show today.

Jeff Kucic: 51:21

It's been a blast on here. And one question I have for you guys though. I keep looking at the clock is right twice a day. I thought holy cow this has been going fast and it's like honestly been it hadn't been any time at all. But my wife bought

Rick Ripma: 51:37

me that clock and never did work. And looks good. It looks at the Corvette car. Yeah,

Jeff Kucic: 51:43

it's a great quarterback clock,

Rick Ripma: 51:44

but it's yeah, it just doesn't work. So I figured I'd just hang it up because at least it takes up a spot

Jeff Kucic: 51:49

Time flies when you're having fun. So I really appreciate you guys great to see you again. Rick. Good to meet you Ian anything I can do for you guys just let me know we're here for you can do whatever it is. Free doughnuts all you want. Yeah, we're gonna go see the cars. Yeah, go. I'm on that side of town. So I'm coming. There you go. We're there.

Announcer: 52:08

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