Guru Josh Monteith with Monteith-Legault Real Estate Company

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advisors Mortgage Group is proud to present in these real estate gurus hosted by Rick Ripma and Ian Arnold, the hard working mortgage guys, please contact Rick Annie and for all of your mortgage needs at HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Now here's the Hard Working Mortgage guys, Rick Ripma and Ian Arnold.

Rick Ripma: 0:25

Hey, everyone. Before we get started, I just wanted to remind you that for the most up to date information on mortgages, and in these real estate market go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Hi, I'm Rick Ripma, the hard work and mortgage guy and I've had the honor of working with over 5250 mortgage borrowers helping each one find their best mortgage options. As a certified mortgage planner. I know my team and I can guide you through the process and help you every step of the way. My co host Ian is not here today. So I will take over the honors and today we're talking with indies real estate guru Josh mon Teef, who flipped his first investment property at the tender age of 21. So very impressive, which led him to become a realtor full time during the 2008 recession. Great time to become a realtor, Josh, and Josh alongside with his busy business partner, Margiela, Gault co founded the Monteith local real estate company in 2017. And actively grown the brokerage from two agents to 10 with additional staff, and an annual sales volume of over $30 million. That's incredible. We'll discuss everything there is to know about Josh and how he became one of India's real estate gurus. Thank you for joining us, Josh,

Josh Montieth: 1:41

thank you for having me.

Rick Ripma: 1:42

We really appreciate it. And you know, earlier, we talked a little bit about, you know, about your, you know, many stories that you have to tell, and I thought maybe we'd start with how you got into real estate, I thought that was fascinating.

Josh Montieth: 1:55

Yeah. So, as you mentioned, I got in, right, as the recession was kind of hitting, was in a family business that was was more of a luxury service, if you will, and when the recession hit, everybody stopped spending money, well, that business kind of stopped along with that. So I had a friend of mine who was in the real estate business with the FC Tucker company that I approached and asked if he would be willing to take a chance. And, and let me come in and, you know, see if I could give it a go. I knew just based on my previous position with the family business and sales that if I could kind of replicate what I did with that, you know, I hopefully find some success, I had no idea what the real estate business entailed. I had many, many customers in the previous business that were, you know, the builders, developers, not necessarily real estate agents, but more on the development and building side. And it always fascinated me. And I thought that was just something that, you know, if I'm not going to be able to do what I was doing before, something that I would really enjoy maybe getting into, so I did, he was willing to take a chance. And that time, started with him, the FC Tucker company, as a team member, you know, again, like I said, I can remember going in supergreen not really knowing anything about it, I just remember walking in and everybody kinda, you know, buzzing around the office and, you know, having their own deals going on, and, you know, multiple deals going on at one time. And, you know, all this stuff, that new agency that they're just kind of overwhelmed and overloaded with, and thinking to myself, I don't know how these people do it. And I don't know, am I ever going to be this busy? And, you know, is this one of the things that, you know, I just, you know, am I actually going to be good at it, you know, just all the things that go through your brain as a brand new agent. You know, and, and fortunately, you know, working long hours and really put my nose to the grindstone that, you know, it panned out, was with the FC Tucker company for 10 years. And then my partner, Margie, and I decided to start our own business in 2017, or start our own brokerage and 2017. We started it out of a about a seven or 800 square foot room in her home, basically had ourselves and we had two other brokers that came with us. And then, about 2000, about a year later, one of my clients actually that I had helped purchase a commercial building on the Near South Side in Indianapolis, had a suite come available that was literally perfect for what we were wanting to do from, you know, just from an expansion standpoint, and all of that. So, we took a we took a kind of a leap of faith, you know, being relatively new, you know, taken on overhead and so on and so forth and decided we were going to move in there and, you know, grow our little brokerage and you know, fast forward to today, we've got 10 brokers staff, Transaction Manager, social media manager bookkeeper, and then Margie and I. And here we are. So

Rick Ripma: 5:08

you know, it's funny. It's, it's, you have to take that leap of faith, you have to invest in yourself. And sometimes that's a hard thing to do. But it certainly is paid off, hasn't it? Yeah,

Josh Montieth: 5:16

absolutely. Yeah, it's one of those where that, you know, fear kind of cripples you in the beginning, because you just you don't know. You know, and it was one of those things, especially when we, prior to starting the company, it was, you know, we were kind of in a in a groove, right, where we had our clients, we kind of it was just, it was kind of moving right along. And that, you know, I come from a family of entrepreneurs, so I kind of knew going into it that I, you know, ultimately my goal was to own a brokerage at one day, you know, one day, right. So I knew that was the next step. But getting there was a little more challenging, because, again, it's one of those where it's like, you don't know if you know how people are gonna react to it. Number one, there's a lot that comes with starting a brokerage, you know, from an expense standpoint, and, you know, now you go from not just selling real estate, to managing a brokerage, and managing other people and also trying to sell real estate and, you know, so on and so forth. So, but it was, it was one of those things where we knew that was a natural next step for us. And, you know, I don't regret it one bit. So it's been, it's been some of the best six years of my life. So

Rick Ripma: 6:23

it's awesome. Now, when you got when you got going, that was a tough time in the real estate industry? What, you know, what was it that you that you did that helped you get going? So somebody's new in the industry? What what did you do that helped you really move your career?

Josh Montieth: 6:39

Yeah, so at that time, a lot of agents were actually getting out of the business, because it was just very difficult. And, you know, that was when foreclosures were just rampant. I think at that point, if I remember, right, there was like a 16 month or 18 month supply of inventory on the market. Super, super tough to, you know, borrowers to get loans. You know, they just were scrutinized lots of short sales, people losing their me. So it was just a very, very rough time, I can remember, one agent, in particular, his veteran agent, I remember him telling me, we're staying in the library, one of the Tucker buildings one day, and he looked at me and said, you know, if you can make it through these times, you know, you're gonna, you'll be successful. Because these are some of the toughest times at any broker had ever seen, especially brokers that had been in for, you know, 1020 30 years, you know, prior to the recession. But I was fortunate I had an I had a my team leader, he was very, he was very instill is very, very successful in the business. But he showed me and taught me a lot. So from that perspective, you know, I would really kind of classify him as more of a mentor, right, where he was able to, he didn't do it for me, which I'm very thankful of, you know, he would show me the way, but he, you know, at that point, would basically say, hey, here, here's the lead, take it and run with it, you know, so it was up to me to, you know, cold, cultivate that lead, facilitate it and get it to the closing table. So, very fortunate to have that kind of in my back pocket. You know, but the things that I feel, like really helped tremendously for me, you know, outside of, you know, the mentorship resource, if you will, was just more of a, I was persistent, and I was really consistent. So I would not, you know, no matter how tough it was, I just kept showing up every single day, and I would not let you know, one deal. Maybe that went south, you know, ruin the rest of the year. For me, I just kept going and going and going and going. And from a consistency standpoint, I just kept doing the things that I knew worked day in and day out, you know, the the lead, follow up the, you know, marketing, you know, all of the stuff, all of the basics, that you know, kind of build the foundation for your business. Those are the things that even though they don't feel like they were didn't feel like they were panning out, sometimes for months on end. I just kept doing it and doing it and doing it. And, you know, great analogy that I can't remember who said it to me, but it was, somebody had told me, you know, we're like farmers, right? Farmers don't go out plant seeds. And next day, you got a whole bunch of crops. Yeah, it's you plant the seeds. And you know, sometimes it takes a month, sometimes it takes six months, sometimes it takes a year. But the more seeds you plant, you know, the more Bountiful, your harvest is going to be later on down the road. So I kind of use that as kind of my thought process, as you know, if I just keep going out and talking to as many people as I can, eventually, you know, I may have one deal now, but eventually I may have, you know, 10 at the same time, and you know, as the market got better, those things actually did start to come into fruition. So, you know, the whole persistence and consistency for me was huge, because had I not had that, in my opinion. I think I probably would have said hey, this is just way too difficult. I'm going to try something else. So

Rick Ripma: 9:58

it makes total sense and I think At least in the mortgage industry right now we're going through that kind of that same type of thing. You work and you work and you work. And there's not. There's not much reward right now. Yeah. But a couple years ago, you didn't really have to work very hard. And there was lots of reward. Yeah.

Josh Montieth: 10:15

Same in the same in the real estate business is basically put a sign in the front yard. And I joked around all the time with our brokers, I mean, my 10 year old could have sold the house last year, I put a sign in the yard sold.

Rick Ripma: 10:26

Do you see the market now compared to what it was? What in 2007 2008 2009?

Josh Montieth: 10:32

I mean, it's, it's different. I mean, it's definitely, you know, it's funny, we, my partner, and I were actually talking about that the other day, you know, we went through it, you kind of forget about it, because you had good years, and then all of a sudden, you know, something like that creeps back up on you. So obviously, as a brand new agent in 2009, I didn't know any better, I was naive, right? So to me, it was a normal market, right? I didn't know any better. So for me, I just thought, Man, this is just the way it's gonna be all the time, I'm just gonna have to this is how hard I'm gonna have to work all the time, right. And I'm a worker. I'm kind of a self proclaimed executioner right. So I just when I am challenged with the task, I just go out and get it done. So that's just kind of how I thought it was going to be. So I definitely don't see an O eight market or an o nine market right now, just based on the simple fact that the inventory is vastly different number one, but number two, you have you know, borrowers are, it's not as hard on borrowers as it is your as it was back then. People are sitting with great equity in their homes, so you know, good value in their homes, rates, you know, people don't have to move, right. I mean, back then people were like, I don't know what's gonna happen. So, yeah, back then people didn't have to move. Now, I don't know what's going to happen, obviously, in this coming year. You know, obviously, there's all kinds of speculation floating around in the media, and, you know, job reports, and so on and so forth. But, you know, there was a historic boom of refinances in the last, you know, 18 months with people locking in at low rates and mortgage payments are low. So it's just a different, it's just a different feel. I mean, you know, rates are obviously higher, you know, it's it's just a strange market buyers, you know, are I think buyers are starting to slowly come back out, I think the initial onset of panic with rates, jumping as quickly as they did is kind of subsided a little bit. I think the sticker shock of payments is I don't want to say subsided, but it's kind of people are getting a little more used to it. And knowing that obviously, you know, hopefully rates don't stay this way forever, and they can refinance at a later date. But at the end of the day, it vast differences in the market between, you know, Oh, 809. And now so I definitely, I don't feel and I'm not an economist, full disclosure or anything like that, I don't feel that we're going to have another Oh, 809 It just doesn't feel that way again. And I certainly hope it doesn't go that way. But you know, I think it's definitely going to be a market where, you know, agents are going to have to get back to the basics. And it's going to be work, you know, it's going to take work to, to get home sold and representing buyers again, and you know, the days of, you know, putting a sign in the yard and selling and two hours are gone. In my opinion, I haven't seen an escalator, I'm sorry, I haven't seen an escalation clause and or an appraisal gap verbiage in a purchase agreement and eight months, you know, so I think a lot of those post, you know, or, you know, COVID tendencies, if you will, or during that market have kind of subsided, and things are, hopefully things are gonna get back to more of a normal market, it's about you know, a normal market is going to give you much more kind of stability, if you will, in terms of, you know, you can manage your schedule a little bit better, and, you know, buyers don't have to go look at houses, you know, five minutes after they hit the market. And, you know, unfortunately, sellers are going to have to come down off their, you know, their, their ivory tower there and understand that their homes not going to sell in two hours, and maybe it might take 30 days. And, you know, I can remember back in oh nine, you know, we were writing listing contracts for a year, you know, because that's how long it was taken to sell home. Right, and multiple price reductions and so on. So, you know, again, some similarities in terms of shift, but definitely vastly different in terms of how the market actually looks.

Rick Ripma: 14:19

So the market is nothing like it wasn't. There are pieces, I shouldn't say nothing. There are pieces of it that may look kind of the same. But the reality is, we have the days on market right now is ridiculously low, it may be higher than it was it's still ridiculously low from from the numbers and from the people I talked to they still feel like it's still a seller's market. It's not as strong a seller's market as it was but still a seller's market. And as you said, there's tons of equity out there, right. Okay, back in 2008. They did. You get you somebody get transferred. They know $300,000 on their house, they could sell it for two 50 So they gave it back to the bank or exact right? Yep. It was a voluntary foreclosure. Or a short sale? Yep. or some type of, okay. That's not going to happen. You don't have to you got? Who? Are you gonna do it? If it's the opposite, you owe 300. And it's 350,000. To sell it, you're gonna sell it right? Absolutely. You're only gonna give it back. If it's lower. And there's, it's less like point oh, 6% of the homes are underwater. That's just ridiculous. I just don't see that happening. But you know, that's, that's me. I watch that market all the time. And I believe rates are coming down. They have already started to come down. Nothing. I shouldn't I say nothing goes up straight up or straight down. But the rates kind of went straight up. Yeah. Oh, absolutely, very quickly. But they're slowly coming down. Yeah, it's already easing up. So it's a still a great time to buy a house. And you're not seeing the escalation clauses and you're not seeing the appraisal gaps, and you're probably not seeing the huge over over the the list price offers.

Josh Montieth: 16:00

Now, the thing that I've noticed the last and actually, the last handful of deals that I've done is you're getting, you're able to negotiate list price again, right? I mean, not substantial, but you're there's a negotiation there. Depending on your market, right or price point. The other thing that I've noticed too, is, you know, your concessions are coming back, right, where some buyers are getting closing costs paid. You know, buyers are now able to negotiate inspection stuff where, you know, I think I had a deal a month ago, where I was able to get $15,000 in inspection repairs done, right. So it's it where it went from a year ago, where you basically had to take the house as it was period, regardless of the any circumstances, you know, whether it was in good shape or not, and pay more for it and pay your own closing costs, you know, now you're back to more of where it's okay, now, the buyer has some say so and what they're doing, which I think is making buyers a lot more comfortable with what they're doing. And like I said, but it's now you're having to it's that swing of now you got to tell sellers, hey, you know, I know your cousin eight, nine months ago, or, you know, the beginning of the year, I was able to get $20,000 More than list price, and they sold their house as is and yada yada just not that market anymore. Right? You know, so it's easier, I feel like for you know, agents that have that have been in the business a while that have kind of gone through those ebbs and flows of different markets to kind of help their clients navigate that. Newer agents, it's a little more challenging, just because, you know, when you've come into a market as a new agent, especially in the last 24 months, where it's basically been, sellers have been can do whatever they want, right, they get their pick of whatever they want. Trying, they haven't had to utilize those skill sets yet of telling a seller, hey, sorry, you know, your hate to burst your bubble, but it's just not that way anymore. And generally, you get that with time, right? Being in the industry long enough to where you go through some of those things. And it's hard, it's hard to tell a seller, or anybody for that matter, especially when it's a massive financial decision, you know, Hey, you gotta drop your price 50 grand, because it's just not that market anymore. Or, hey, you know, I know, this is your house, and it's beautiful, and you love it. But you've got $25,000 worth of stuff that you decided to neglect. And now here, it's rearing its ugly face. So it's a tough conversation to have, but I think is, you know, newer agents, especially kind of going back to the initial question, with a mentor, you know, if you can just kind of get through some of those objections and have someone that can help you get through those objections, it makes it a lot easier to, to navigate that when you're especially coming into the market that we just are coming into, specifically from the market we came out of, because it's like night and day.

Rick Ripma: 18:39

Yeah, it's great to have a mentor, who, first of all, the mentor has to have the knowledge and experience like you do. And then then then that mentor can really help somebody. But Josh, if somebody wanted to get a hold of you, and have any real estate needs questions, how would they get a hold of you?

Josh Montieth: 18:54

I mean, they could email me, I go directly to our website, all my contact information is under my profile in my in my website, or my on my website. Always call or text me. You know, so I'm, typically work constantly. So unless I'm sleeping around with my family, generally anybody can get a hold of me. And I always I mean, not necessarily just within my brokerage, I'm more than happy to, you know, I have conversations with various agents from different brokerages just you know, if I can help, you know, you know, especially agents that I have crossed deals with, you know, I'm not that agent that likes to pound on my chest and, you know, have it my way, you know, it's a it's a cumulative effort, right. So if I can help them get through to their client, you know, with trying to negotiate through something, I mean, that's a win win for everybody. So perfect.

Rick Ripma: 19:43

Appreciate that. So what is the best? What are what is your email address?

Josh Montieth: 19:48

My email address is Josh at mon teeth le gault.com. Okay, and what's the best phone number 317-750-6490 and they can call or text that that call or text And once again 317-750-6490 Perfect

Rick Ripma: 20:04

and if you need to get hold of ESRI, it's hard working mortgage guys.com That's hard working mortgage guys.com After the break we'll talk more with Josh about what really makes a great agent and and how he became an Indian real estate.

Unknown: 20:22

Advisors, mortgage brokers licensed by Indiana Department of Financial Institution equal housing opportunity. NMLS 33041 Rick Ripma NMLS 664589

Rick Ripma: 20:30

Hi, I'm Rick Ripma with the hard work and mortgage guys and advisors Mortgage Group where we believe delivering the best mortgage for you is why we exist, and it's how we all succeed. We believe

Unknown: 20:39

honesty, kindness and hard work are how we honor each client at hardworking mortgage guys, we believe in custom tailored loans, not the one size fits all approach. We believe in always presenting you with all your options. So you get the loan you want the way you want it. We believe in continually monitoring the rules, rates and market trends. So you don't have to we believe in working hard to meet your closing date so that your entire plan isn't upended. We believe in offering the same quick online process that the bookstore mortgage companies brag about whether you're refinancing or buying your first home,

Rick Ripma: 21:13

we believe there is the best mortgage for you. And we believe we are the team to deliver it find us online at hardworking mortgage guys.com.

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Brought to you by advisors Mortgage Group, where we believe the more you know about financing a home the less stressful buying and refinancing will be.

Rick Ripma: 21:39

You know, Josh, everybody, welcome back. We appreciate it. And you know, we're gonna get to the question of the week. I think we'll just go to that right now.

Unknown: 21:46

Now it's time for questions with the gurus.

Rick Ripma: 21:56

So, the question of the week is, what was your first car?

Josh Montieth: 22:03

That is a great question. Let me think back on this so my first car when I was 16 years old, was a hand me down car for my stepfather was a 1984 Cutlass Supreme white with plush blue interior. I love that car, man. I drove that car. Fortunately, I had it for a handful of years. At that time, I didn't really know how to maintain cars and I threw a rod through the engine 465 on 465 and had to pull it over and actually ended up I think I if I remember right, I think I donated that car. I think I gave it to Goodwill, I think but that was my first car. I love that car. Man. That thing was and I rode that thing. Holy smokes the driver side door. I think I think the handle broke so I ended up having to climb through the passenger side a lot to get into the car. Oh, man, that thing was it was a it was a piece of junk after a while but man I love that car.

Rick Ripma: 23:06

Yeah, I that's why I love to ask that question. Because it is so interesting of that first car, no matter how many problems we had. It's those quirks and things that we ended up loving. Oh, yeah. It's just weird. Yeah, I know. I'm the same way. We had one. She She said one realtor. She said that, you know, she loved her car. And I think was a bug, a VW bug. And it just broke down one day and she got out and walked away and never know what that

Josh Montieth: 23:32

yeah, I was so upset when that when I threw the rock through the engine man, because I was like, oh, and I could just feel it decelerating on the interstate. But I did I love that card. 1984 Cutlass Supreme,

Rick Ripma: 23:42

they don't run well, without what when they No, no, they do not. You kind of need a rod, you know, for that piston to work. Absolutely. I think that's, that's an important thing. So what about the future are you most excited about?

Josh Montieth: 23:55

You know, I'm really excited for, you know, when we started the company, it allowed me to transition into more of that business owner role. And I love that role. I love being able to grow a business, grow our company, I love cultivating, you know, new agents and kind of showing them their, you know, I started from nothing, literally, I didn't know what I was doing when I got into this business. But if you, you know, just persist through it and do the things that you know, you know, need to be done. You'll be successful, you know, and, you know, success isn't necessarily you know, you're gonna make a ton of money. It's, you know, however you define it, but at the end of the day, you know, you'll be successful. So I love you know, that part I love, you know, the innovation side of it and, you know, just doing things differently, you know, disrupting, you know, certain things to the point where, you know, it's a lot of people do certain things a certain way and it's like, well, why can't you do it this way? Right. So I like finding those different avenues. So really building our building our company and growing our company and you know, getting into, you know, different markets and obtaining more market share. And, you know, just, you know, teaching brokers the right way how to sell real estate, you know, that's really what I'm looking most forward to.

Rick Ripma: 25:12

Yeah, that's awesome. And you know, we're in a market where it seems like there's, there's great actually, I should say, every market is always this way, there's always great opportunity. You just have to find the opportunity. And then that's where you go, and you're, you're good at sounds like you're really good at finding those opportunities and growing that that direction. And you've done a great job. You've you started with just the two of you. And now you have 10 agents. Yeah, that's huge. Yeah. That's, that's big growth. Yeah. And and, you know, you and I talked off air to it's a little bit. One of the hard things about that is, is that getting into the business, it's not as easy as it looks, especially if somebody watches HGTV. Yeah, and you know, they see these things on TV. It's like every industry, it requires work. And then it requires somebody to have, we've talked about mentors, somebody, in my opinion, somebody who has mentors, so that you do the activities, you said you consistently did the activities, but you also said you consistently did the correct activities. Yeah. Because you can do the wrong activity. So they'll still be helpful because you keep doing them and you're persistent. But you really want to the right activity. Yeah, that's correct. Yep. Absolutely. And you know, how to teach that. So I think that's huge. If somebody is, you know, looking for that if there's an agent, you know, somebody's looking to get in the business. I mean, you'd be a great person for them to talk to I would think, so. Kind of in that what are what are your three big basics

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you're listening to in these real estate gurus with Rick Ripma and and Arnold to hear the conclusion of this interview, go to hardworking mortgage guys.com and hit the podcast tab. Bla, branch NMLS, number 33041. Rick Ripma is NMLS number 664589. Ian Arnold's NMLS number is 1995469, equal housing opportunity, some restrictions apply?

Unknown: 27:44

Well, first off, thank you for joining us, Danielle. I appreciate it. And I just was curious, how did you come to find out about Rick Ripma and advisors mortgage? Well, I was looking for a mortgage for myself for a brand new home that I was building. And I wasn't sure the direction to go, I didn't have anybody in mind. So I kind of just spoke to whoever I could speak to, I got their number. And everything seemed to be exactly what I was looking for. So I went with them. The thing I liked the most about Rick and his advisors mortgage, is that I could go and upload things online. And I didn't have to always be on the phone with them or sending them documents or trying to look for certain things that I needed to get the process going. Which was really great for me, I had a processor named Mark Coleman, who really helped me out in making sure I had everything I needed, because I didn't know the first thing about having a mortgage. So it was awesome to have so much help. I think probably what I've benefited from the most is really just the understanding that sometimes I would get busy. And maybe I forgot to upload a document or I forgot to do a certain part of the process in a timely manner. And they would get right back with me and it wasn't like a, hey, we really need this right now. It was always Hey, just wanted to make sure you still remember that we need this. Well, you don't get that too much. In this day and age, it seems like most people are either, you know, very demanding of something they need from you and they need it right now. And, and I agree. I've seen that in Rick's attitude with us over over the last 10 years that he's very patient, but also helpful to get the right things he needs. So exactly. In conclusion is Rick Ripma and advisors mortgage, somebody that you would use in the future and or tell your friends and family about. Absolutely. And I just want to thank them for all the effort they put in to help me find my dream home.

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Ranch NMLS number 33041 Recruitment NMLS number 664589 equal housing opportunity, some restrictions apply.

Rick Ripma: 29:41

I'm Rick Ripma You can go to HardWorkingMortgageGuys.com What are your three big basics?

Josh Montieth: 29:49

You know, I think really for me and what helped me kind of propel myself in the business that I think really is going to be suitable for all all agents really Number one is communication. I think communication is huge, not only with your client, but I think with your peers, if you will. Or if you're your agent on the other side of the deal. You know, it's, it's, it's hard to get a deal done, when there's a lack of communication. And there's, it's hard to learn anything, if you're just kind of in your own little shell. And, you know, you just expect everybody to know, I think one of my biggest pet peeves is, I'm a, I'm a big, I'll pick up the phone and call you kind of guy. And two, I one of my pet peeves is, you know, when I call you, you don't answer your phone, but you'll text me right back. And some things, merit a conversation to get through, not a text message or an email. So I think, you know, and a lot of people, especially, you know, that kind of the younger generation, I know, I'm not that old, but you know, you know, it's, they would prefer to text you versus physically talk to you on the phone. So I think that that's a big one. You know, and again, like I said, the, I guess we'll kind of roll this into to the persistence and consistency is huge. Because if you, if you, if you let one setback or two setbacks, define the business, that you're gonna fail immediately. I mean, you're you might as well pack it up and go do something else, because this business is full of noes. And it's full of disappointments. And, you know, that's the reality of it, you know, like you mentioned earlier, you know, I do feel like our business has been glorified to the 10th degree with all the shows now on TV that, you know, especially when you're on the East Coast and West Coast, and, you know, they show these guys driving around and Rolls Royces and wearing suits, and walking in these $50 million homes, and, you know, it's, it's, it's just, it's not real, right? I mean, I'm not gonna say it's not real to them. But, you know, for us, they don't, they don't show the work that goes into it, they don't show all the, you know, Midnight's and one and two o'clock in the mornings, that you're writing up inspection responses or deals or, you know, contracts or whatever they don't show, you know, the stress that is involved in negotiating contracts, the stress that's involved with trying to make your seller or buyer understand, you know, that, you know, this is kind of a, it's a joint effort between everybody, right, you don't show all that stuff, they just show the, you know, you're showing the house, you get in your fancy car, and you go to the closing table, and you make a you know, huge amount of money. And I think that's what a lot of people think this business is, I can tell you just brand new agents that will come in and you know, want to talk to me about my brokerage and potentially joining my brokerage, a lot of them have that, you know, that misunderstanding of what we do. So I think, you know, being consistent with with what you're doing, and you know, your, your day to day, follow up with your, your leads, your, your marketing, you know, get yourself out there, that's a lot of people, a lot of people want to be secret agents, what I would call them, right, you got to put yourself out there, you've got to be willing to get outside of your comfort zone in this business. Because if you stay in that little, you know, square and vanilla box of your comfort zone, I'm not gonna say you won't be successful, but you definitely probably won't reach the altitude that you have ambitions to reach. So I think you've got to be willing to do that. You know, and for me, you know, you just got to learn that, you know, this business is, is it is what you make it, right. So you can do, you can be what, as wildly successful as you want to be, I'm trying to find the right words here. But I know a lot of people because of the flexibility and the freedom that this business allows, don't treat it, like a career, right. And I think we get a lot of bad Flack, or a lot of bad press, because there are a lot of agents out there that just kind of, you know, they'll do one or two deals a year. And people have bad experiences with those agents, and you know, they, there's already a preconceived notion when AI or any other good agent walks through the door, that they just automatically think that that experience is going to be bad, because they had that terrible experience before. So you really got to treat it, you know, like a career. I mean, you can't be rolling out of bed at 11 o'clock in the morning and work until three and expect him to have you know, the successful career you can't, you know, work your business for an hour work your your leads for an hour and expect to just have this wildly successful career. So I think that that's a huge, huge piece. So if you want to call that kind of managing expectations to write like, I think that's a huge one where you have, you know, new especially for new agents, you get new agents that come in and you know, they think they need to be, you know, this massive producing agent after a year number one because of you know, they see all you know, social media and you know, these other agents that have been in for 30 years that you know, have put earn their stripes and started where they were and you know what they see them doing $100 million a year in business and driving around the fancy cars and they got the team members and the assistants and you You know, this and that and, you know, it takes time to get there. I mean, I can remember my, you know, my, my mentor, my team leader, you know, in the very beginning, his name's Jeremy saying one, great, great guy, phenomenal agent still is to this day, I remember him telling me I was we're actually up here and on the north side and he looked at me and said, You know, it's probably gonna take, and at this time may be a little less time because the market was different than what he said it's probably going to take five years before this thing becomes a consistent paycheck for you. And I'll never forget that, you know, and he was right. 100%, you know, but he also told me, I got to do the stuff that is gonna matter the stuff that I don't want to do, right? The stuff that, you know, doesn't seem like it's going to make any bit of sense right now. But if you keep doing that stuff, I mean, you'll eventually get there. And when he was right, it took about five years before it became consistent. You know, and I, I wouldn't be where I am today without, you know, that advice and really learning that and adhering to that. But, you know, managing those expectations, you know, you can't, you know, base your success at this current state on someone else that's been in the business for 25 years,

Rick Ripma: 36:10

you know, there's just like a kid who, you know, gets out of out of the house and wants to buy the same houses, or nicer house and his parents have took them years to get to so it's just yeah, it takes time. Everything takes time. None of us like it, especially in today's world, we're a lot less patient. Yeah. But nobody, nobody likes it. How would somebody get a hold of you? If they have any real estate questions or need to

Josh Montieth: 36:34

talk? Yeah, absolutely. They can email me at Josh at Monte flow golf.com, or they feel free to call me directly on myself. 317-750-6490

Rick Ripma: 36:42

Perfect. And it's really important. If you have any questions for Josh, let him know, he's he's obviously here. He can communicate. He's great. He understands that he's been in the business forever. He's a phenomenal agent. And if you need to get a hold of ESRI, it's hard working mortgage guys.com That's hard working mortgage guys.com. Kind of on the same line of question, what are the two resources that make you think, man, if it weren't for these two things? I wouldn't be here today.

Josh Montieth: 37:11

You know, I think it's, it's the mentorship period piece, I feel like that was a big one. You know, and I don't, I didn't just pull that from the real estate industry, per se. In my previous life, previous business I had, we did a lot of work for, like I said, commercial construction, people, builders, developers, stuff like that. And I had befriended a number of them, that I'm still close with to this day. And I tap them for for kind of advice as well. And just in terms of, you know, how, how would you do this? Or, you know, you run your operations this way, you know, could that work for me? Or, you know, just, you know, normal advice, right, like, how do you weather a storm, you know, with payroll, right, or, you know, how do you, you know, what do you do, if you have an employee that does this, you know, I'm just this little things that, you know, that I've pieced from other industries that I kind of piece into my business. So, that's, that's been a massive resource for me. And I think, you know, I don't know that it would necessarily be a resource that that I would would say, is something that I that I utilize, but it's more so internally is just, you know, having that determination to not give up. And know that, you know, not all yours are going to be perfect and bountiful, if you will, I mean, there's you're gonna go through the mud to get to the to get to the stars. But I enjoy like I, you know, I like getting my hands dirty, right? Like, I'm not that that guy that you know, likes to delegate point fingers. And, you know, I wouldn't ask you to do something I wouldn't do myself, right. So I think that's one of those things for me too, from just being able to dig deep and just say, Listen, you know, I know it's not going to be easy. Nothing, nothing worth having is ever going to come easy. So just being able to identify that, you know, hey, you know, you just got to stick it out. Right, you know, the grass isn't always greener on the other side. So that's kind of, you know, in my opinion, those are the two things that I feel like for me, had I not had those things it would have it would have I probably would have been doing something different.

Rick Ripma: 39:15

Yeah, it's very, I mean, I think that goes for pretty much any industry you're in. You can't give up. You got to keep doing the right things. You know, and that's that you just see in real estate for somebody's it's, it's a high turnover industry. A lot of people get in and then get out.

Josh Montieth: 39:31

Yeah, I just and I think that is because number one you have I mean, people just don't understand what it takes to do what we do. I mean, they don't understand the amount of work that goes into it. I mean, it's it's, again, it's almost laughable in some cases of things that I hear some people say, I mean, it's just you know, you're it's funny because people say you, you know, I want to be my own boss. I'm gonna be real estate agents. Like, that's funny because, you know, depending on how many clients you have, you might have 20 bosses, right? And it's just That's the way it is, you know, you don't work a normal nine to five hours, you work nine to five, but then probably five to 10. And then oh, by the way, you're going to work every single weekend, depending on, you know, how you structure your schedule, especially if you're brand new. You're definitely working every single weekend. So you're going, you got to get going. Exactly. So, you know, yeah, I mean, that the turnover, I absolutely believe is just from a lack of a lack of understanding what this business actually is all about. Right. And then I think you have it to where, you know, you got a lot of brokerages out here, now you got a lot of, you know, people that say they'll help you or provide you with with x, and you come in and you just your number, right? I mean, you're just you're a number on the, on the roster, and you're expected to produce, right. So I think that's where a lot of people kind of get lost in the weeds there, and they just get discouraged. And they're like, hey, this just wasn't what I thought it was gonna be I was sold X and produce zero, and I'm hitting the road, you know, I'm gonna go back to my, my comfortable, you know, nine to five and make a salary and do something else, right, have

Rick Ripma: 40:58

the consistency of income. But sometimes it's, you know, I'm not a huge sports fan, but I've noticed where you can get a certain, let's say, take a quarterback, and he's not doing well in a system, and they changes to another team. And he's phenomenal in that system. Yep. And that's kind of what sometimes it's, it's not you, it's a system, you got to find the right people to work with who can mentor you. Because you talked about how when you got in how your mentor helped you and how they, you know, he would give you, here's, here's a lead, and he would help you, you know, he would guide you down that path, he wouldn't do it for you, he made sure you were doing what you needed to do to make it work. And you're obviously smart, you understood sales, you were able to do that, and you care about people. So I think that always comes across. And that's what people need, they need that. And so if you're not getting that if you're an agent out there, and you're not getting that call Josh? Yeah, right. Absolutely. I mean, that's how, what's the number

Josh Montieth: 41:52

317-750-6490?

Rick Ripma: 41:55

No, what should someone look for, when they're when they're shopping for a real tour?

Josh Montieth: 42:02

You know, I think a couple of key points, you know, number one, you know, communication. Again, like I said, I think that's a huge one, you know, you don't want to have somebody that it's going to take you five times to get hold of them. You know, you want somebody that that is going to, you know, communicate, you know, what's going on, you know, the market feedback, you know, things like that. So I think somebody that's going to be community, you know, communicative, and somebody knows what they're doing. I mean, you know, they, they know how to market your property, they know, they understand the market, they understand the trends of that market, they understand, you know, hey, you've got this gaping hole on the side of your house, that's probably going to be an appraisal and inspection problem, we probably need to get that fixed, you know, prior to listing the house. So just people that understand, you know, and know what they're doing somebody that has, you know, I'm not going to say that you need to go with somebody that's a, you know, a veteran agent, because some veteran agents, you know, some new agents are better than you know, and vice versa. But at the end of the day, you want somebody that that you know, is going number one gonna put your best interests at heart. But number two, that knows what they're doing. Right, and they can back that up. And that that's huge. When you don't want an agent. That's a yes, ma'am. Right? Um, you know, everything, everything you say, okay, okay, okay. Okay. Okay. You know, you want an agent that, you know, not saying that it's going to be their way or the highway, but you want an agent that's going to be able to lay out a roadmap for you and has supporting data behind that to say, this is why I think my plan, you know, we need to roll with my plan. And then obviously, you know, the seller is gonna interject, and you know, it's a conversation, but you want an agent that knows what they're doing. You know,

Rick Ripma: 43:43

communication is, I am it's one of the things reason I set my team up the way I did, because the frustration from borrowers, people who are usually it was people shopping for a loan. I've given it one example I had, I had a customer, and they were going with a huge lender. Okay, they had been in process for approximately six months. They were trying to buy a house, they kept getting extensions, it was during the time was a little harder. Sure. They came to me. They said these people just won't communicate. We took application. We closed them in 30 days. And they called me five days later laughing they said, Hey, we got to turn down from the other lender. Finally, the people wouldn't caught. It wasn't it wasn't obviously the time was a problem. But it was more they wouldn't communicate. Yeah, you know, you have to communicate bad news. Just like you have to communicate goodness. Absolutely. And sometimes you have like, I'll find I'll I'll get something and they'll say you know, you're looking at you go okay, this is a problem for the loan. This is gonna be a problem. You call the borrower and you find out it's an easy solution for them. It's just something you didn't need. Now they now you need it, and they no problem. Boom, and you got it and you're and you're fine. Exactly. And then There's other things where you just don't need to bother him with it. You can solve it on your own, and they don't need to worry because you don't want them oriented. And you got to have the intelligence and the experience to know which is which. Yep. It just, it just always amazes me because I just see so many, many people who they don't communicate, they don't call and they do want to tax I will say, we do a ton of calls, I have a process in which I call people. And I used to leave voicemails. But what I have found is I leave text now. Yeah, I call first. Yeah, but I leave a text. Yeah. And I really find text is a problem for people when it's bad news. Yeah, everybody wants to text Ben. Yeah, I'm sorry. But if you're gonna give me bad news, call me and tell ya. And

Josh Montieth: 45:50

that's for me. So I'm a big texter too. But I prefer if there's, if there's a problem that we need to have a conversation with, because text messages, including email and emails can be just be completely taken out of context, right? I mean, you may mean one thing when you send it, and they take it as a completely different thing, and then it creates this whole nother mess of problems. But I agree, I mean, if it's something you know, quick and sweet, um, shoot me a text. Truthfully, it's probably easier to get me in a text message. But if it's something that we need to have a conversation about, it's going to be a phone call, I'm not going to send you eight paragraph text message trying to get my point across or we need, we need to have this discussion. It's going to be I can wait, let's handle this in a 15 second phone

Rick Ripma: 46:32

call, you know, you don't have a seller and you text them, Hey, you're the inspection came back. It's terrible care now.

Josh Montieth: 46:38

I'm gonna, I'm gonna text them and say, Hey, we need to have a conversation. Here's the inspection report, give me a call when you have some time, or let me know when a good time for me to give you a call, right?

Rick Ripma: 46:45

Because you're the expert. You've done this a lot, you know how to work through the inspection issues. And, and, and a lot of times when they see that if you don't communicate with me, and even if you did an attack, and you sent it, you didn't talk to them. They may misunderstand what is in that? Because they are used to seeing it?

Josh Montieth: 47:04

Yeah, yeah, most people I mean, and that's what I found. Most people, especially with, you know, purchase agreements, inspection, you know, inspection reports, stuff like that. I mean, it's all foreign to them. They have no idea what it is. Some people think that when they get the inspection report, they think that that's everything that they have to do. You know, they don't understand that it's no, it's not everything. That's just what they found. Now we need to go through it and figure out what's important, what's not important. And make a response on the buy side on the seller, side, same thing seller thinks, Oh, my God, they found 150 items. I got to do all that. You know what I mean? No, it only matters what the buyer asked for at that point. And you know, we're gonna go show it. Yeah, I mean it. But that can all be misconstrued over email or a text. It's a lot easier to have that conversation when you're going to verbally

Rick Ripma: 47:45

Yeah, it's just, it's amazing. So we're running out of time, but I wanted to ask one last question, what do you enjoy most when you're not working? I know, you work all the time, but you probably have some pockets of time now that you're able to do some of the things you enjoy.

Josh Montieth: 47:59

Yeah, so my, I've got three kids. So you know, I really like spending time my family. I mean, they're, you know, I would say my work is really my hobby. I love I love my work, you know, and I'm involved in some other things too. But, you know, that's really what I see as a hobby for me not only at work, but the I spend time with my family. I've got you know, I've got a 16 year old daughter, a 10 year old daughter and a four year old son. And you know, they're all in sports. So you know, enjoy watching my oldest play volleyball, my youngest just got in or my middle just got into volleyball. So, you know, sports, spending time with family, you know, and just kind of really, because I'm busy and I kind of high octane. Alright, so when I do get a little chance to decompress, I like to just kind of decompress and not go out and do a bunch of stuff that you know, I don't have to I just kind of like be at home with my family.

Rick Ripma: 48:45

Yeah, because you're out all the time. So you already get that. So if somebody wants to get a hold of you real estate, how to they can

Josh Montieth: 48:51

email me at Josh at Monty flow golf.com or call directly my cell 317-750-6490 And if

Rick Ripma: 48:59

you need to get a hold of ESRI, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Thanks for joining us. We appreciate it. Have a great day.