Guru Karen Sauer Crossroads Realty

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm Rick Ripma, your hard work and mortgage guy and I've been in real estate and mortgages for over 34 years, I've helped over5200 folks finance their homes.My team and I believe in custom tailored loans, not a one size fits all approach. We believe there is the right mortgage for you. And we believe we are the team to deliver it.

Ian Arnold: 0:19

And I'm Ian Arnold part Rick's hardworking mortgage team, I've been in financial industry for 15 years, helping customers rebuild their credit to get the best possible interest rate. I also have a passion in helping you secure your overall Willers estate dream and hopefully paying off your home even faster.

Rick Ripma: 0:35

And if you have any questions on the end, real estate market or mortgages,please go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. And you can get all the ins are my information there or you can call 317-672-1938. That's317-672-1938.

Ian Arnold: 0:54

All right. Now we have a special guest with us today. She was rehabbing animals came right over here. I'm surprised she didn't have an animal on her shoulder.

Rick Ripma: 1:04

I think she wanted one. Oh, probably a bird. Maybe a hawk or an owl.

Karen Sauer: 1:10

Thanks a little easier to talk.

Rick Ripma: 1:13

Who? So who do we have here, Rick? Karen sours.And Karen what what real estate company? Are

Karen Sauer: 1:21

you with Crossroads real estate Crossroads

Rick Ripma: 1:23

You think I'd remember that? But I didn't write it down. I apologize for that and

Karen Sauer: 1:27

say you're out of here.

Rick Ripma: 1:28

Yeah, I should I should leave this day. And he would have known to it, swing it over to me and have me. You know, come on,

Ian Arnold: 1:35

I got tested. I gotta keep that old timers down.Gotta keep that brain working.

Rick Ripma: 1:38

But you're fantastic. And in real estate.But I find it fascinating with the with the animal rehab. Also,as you know, my family is into that. So I think that's all I'll just really fascinating. Thanks for joining us. We really do appreciate it.

Karen Sauer: 1:54

Thanks for having me. I'm so excited. You're welcome.

Rick Ripma: 1:57

And as he as when you when you look back before real estate, where did you grow up? And what did you do before real estate? And then how did you end up in real estate?

Karen Sauer: 2:08

Well, I actually grew up in Marion on a farm out by Van Buren. So I think the animal the love for the animals came from there. And if we had stayed there, you'd probably find me on 30 acres with all kinds of animals out running around in the neighborhood. But my dad got transferred to Anderson. So then we went to Anderson, and then I always said I'd never live in the big city.And somehow, some way I ended up in Indianapolis.

Rick Ripma: 2:34

Yeah, most people think that we're not a big city.Now we're big enough. Yeah, we are. We're bigger than Anderson.That's true. And what were in Marion,

Karen Sauer: 2:43

yeah, definitely.You know, and there's actually a lot of wildlife here and a lot of birds. So that's, I get, I still get an opportunity to help out with the wildlife.

Rick Ripma: 2:53

You spend a lot of time in real estate. But you also spent a lot of time doing rehab with with animals, you go out, you actually pick up a lot of the you know, the the animals that are having difficulty.

Karen Sauer: 3:08

Yep, if there's an injured bird, or any pretty much any wildlife. You know, I'm not gonna say no, if somebody calls about a raccoon or something,but it's pretty much I've stuck with the birds. And right now I'm working with Indy Lights Out, and they focus on bird strikes and how to prevent bird strikes on your home, or the buildings downtown. And things and you know, a lot of people don't realize that big,beautiful picture window in their house can also cause a bird strike,

Rick Ripma: 3:33

right? Yeah, that's not I mean, sometimes it just stuns them. But many times it

Karen Sauer: 3:40

can be fatal. Yeah.But you know, a lot of times we really hope for that they're stunned. And then we try to figure out a way to stop that.

Rick Ripma: 3:46

Yeah. How do you do that? How do you stop that?

Karen Sauer: 3:50

Well, there are different things that you can do. You can use a bird tape and put on the Windows, you can hang like suncatchers little pieces of mirror in there. It's just they don't see this really big clear opening,

Rick Ripma: 4:00

right? Yeah. Yeah.Cuz that's all they see is if you think about it, you think how you would feel if you're running along as fast as you could, right? Well, I can't run very fast. But you're running likey. And you're running down the basketball court, and you think you're free and clear. And you run right into a window?Yeah. That would be bad.

Karen Sauer: 4:17

Pretty much. Yeah.And it would be a good video for tick tock. You might

Ian Arnold: 4:23

want to try that.Alright, so but I'd have to ask.So has anybody you ever sold a house to somebody and then they call you six months from now ago? We have an injured duck?Can you come get it?

Karen Sauer: 4:34

Yeah. Oh, really?Yep. I had that once. Right at the beginning. They want to you know, if you want to live on water, you're going to have to deal with the birds on the water. Right. So there have been where they've gotten caught in like fishing line or, or something. And they've called and they're like, Oh, hey, by the way, so

Rick Ripma: 4:50

let's get to know somebody who does that. Yeah, I think I think it's great to know. So how did you get into real estate so you moved it in D did you get in do real estate here? Did you get into real estate before you got to nd

Karen Sauer: 5:03

No, actually, I just got into real estate a couple years ago, I had a friend that had recommended me for a job when I was trying to focus my hours a little bit more to where I could stay home with my,my kids and attend some of their sports functions and things that they wanted to be in volved with. And so a friend recommended me to a property management company. And so I worked there for several years.And the owner at one point said,Hey, if you want to get your real estate license, I'll pay for the class. And I'm one of those. And if you're gonna pay for something, I'm just, I'm gonna take it regardless of whatever it is, you know,because it's, there's never, you never know what you're going to learn, right. And so I took the class and, and then went to real estate. And I will tell you,though, this class being a real estate agent, it was hard. I have never failed at anything in my life. But I had to take the state test four times to pass and that was a real, you know,crush or a blow because, you know, I'm used to, hey, I can do this, look at me, type stuff.And now suddenly, I couldn't.Fortunately, I had my dad with me, and he was like, we drove to Terre Haute for the last time.And he was like, Hey, let's say a prayer now. And he's like,God, you know, please help Karen with this test. We, you know, we don't need a miracle or anything. We just want her to pass it. And I'm like, I need America. What are you saying?You know, because I needed to pass this. I was like, if I don't keep passing it, you know.So I'm just saying that because a lot of people do think that real estate is just hey, yeah,this is fun. Take the class, get into it. And it's really hard to get your license and get and get into it. But once you do, I find it is very rewarding. And there's a lot of opportunities and a lot of fun. And you make some great relationships.

Rick Ripma: 6:44

And there's a lot of people. In fact, I would guess the most people who who go through the class, don't pass the test the first time. And I have a friend who just went through it. And I think he I think he passed either the fourth or fifth time is when he finally passed the test.

Karen Sauer: 6:59

Okay, now I don't feel so bad. Because nobody ever really tells you. Oh, hey, it took me three times to pass it.Everybody passed on the first time? Yeah, exactly. You know,so you're going in there intimidated? Like what?

Ian Arnold: 7:11

Yeah, but the thing about the test is, and Rick and I had this conversation about our test is, it's not like, Oh,this is how you sell real estate? No, it is about all the rules and regulations you've been put upon you that stuff you'll never see or even think about ever doing that you just have to learn for? Let's be honest, for the test time?

Karen Sauer: 7:31

Well, it is a little bit though, on the rules,because I found at the last time, part of the reason I was struggling, is I kept putting Karen into the equation. What would Karen do? How would Karen handle that situation? Instead of what is the guidelines telling me to do? Here, you know, because you can get really, you know, first time homebuyers get really passionate, and you can get absorbed into that passion, too.And you could say something that could hurt their feelings. Or you could say something that maybe they really love this house, and you just totally crush their spirit when you didn't mean to. So I really had to learn to take care and out of that and just focus on them and the house. Because it's really about them not. Yeah, it's not Karen, I'd like to think it was about me, but it's really not.No, it's

Rick Ripma: 8:13

it. It's same with us. I mean, it's our job as an IC it is to educate people. So they can make the proper decision for them. We can't make the decision. Yeah, all we can do is make sure they're educated. And most of the time,if you give them the proper information, they make the decision that in our eyes looks the best. But no matter whether we do or not, it's always the best decision for them, because that's the one that they chose based on having all the information. That's the key. You got to educate them. They have to have all the information. I'm sure you did the same thing. So they can make the proper decision. And sometimes it's not what they told you. Yeah, it's they told you I want to house I want to be in Broad Ripple. And I want to be here and I want to do this and then they end up totally different than what they told you. But it was usually when I talked to him later. It was exactly it worked out perfectly. Do you find that?

Karen Sauer: 9:05

Yes. I have found that quite a bit. And I I think part of that is because I still keep myself in there. Oh, yeah.I'd like to be in broad rip or something, too. And this house has that porch that I've always loved. But, you know, maybe they're not outdoor people.Right. So I did have that with one client. He wanted to be over there at Southport. He wanted to be in that area, big time. And we were looking and couldn't find anything. And then I was like, hey, I want you to take a chance here. And check out this house. It's not in Southport,but it's close. And oh my gosh,he loved that house so much.Bought it sight unseen. Because he was actually out in Texas for his job, bought it sight unseen and came home to this new house and loves the house. Yeah,

Rick Ripma: 9:45

that's awesome.Yeah, that's listening to your client and then trying to help them get what they're really looking for. Exactly. Because it's hierarchy of needs. What do they What do they care about most? So you when you got into real estate, how did you get going because that's always a struggle. Many times is a struggle for for new agents is how they get going, how do they get business? How did you do that?

Karen Sauer: 10:06

I think just putting myself out there is the biggest thing. I tried to think I have a marketing degree. And some of the things in class that I learned have stuck to me this day. And I really just tried to think outside the box. You know,if Karen was looking for an agent, which brings it kind of back to me a little bit, where would she go? What would she do?You know, I know a lot of people try to or feel like they want or agents, I guess, really want their friends and family, hey, I really want my friends and family to buy a house with me so that I can make that commission and I can work with them. But a lot of those people don't want you know, in their personal business, they think a real estate agent is going to be the one that knows all their financial difficulties, or their credit scores, and all this kind of stuff, I don't really care about that part. That's what you guys do, right. And I think that there's that misconception there of what we actually do versus what you guys do a lot of times,and so they want to just stay back. And so I just call out and I do events, I put myself out there, I've got stuff on my truck, I've actually got a lot of feedback and things were stopping in an open house with a$10 magnet on the back of my truck. So now I have the whole truck kind of was like, hey, if$10 from me this, what will $500So I did that, and I go out and do things I work in instead of working from home, because at home, you're not visible. So I try to work out at places where people are going to see me and,and things that I can say that hasn't helped on my diet very well. But you know, it is being visible because I think more than just seeing your picture on the website, getting to talk to you in person and not on the phone, when you're looking somebody eye to eye makes a huge difference.

Rick Ripma: 11:40

I think that having those, you want to work with your sphere of influence. And obviously, it's the mortgage people who who know the financing part. The funny thing is, to me, not really funny, but it's just I do so much business,that I can't remember one person from the other in their in the in the financial detail. So if I work with somebody I know,number one, if I work with somebody I know I try not to look at it unless I have to,because I have a team that can take care of it. So I always tried not to do that, because I think that it's their private information. But even if I look,I mean, two months later, I'm not going to remember because I've looked at you know, I may have looked at 25 tax returns in the last 30 days, I can't remember what yours looked like a really good thing, I only know you're qualified, right? I run the numbers, make sure you qualify. If you have credit,everybody has credit, right? You have issues, sometimes you don't have issues, life happens. And our job, I think is really to help correct that if it is there, and you help them get along and get to get to be able to buy a house if that's what they're gonna do.

Karen Sauer: 12:47

Exactly. But I think sometimes they think that we talk, you know, in the background, and there might be embarrassed because they had a medical bill or something that hit him or I think part of the BIGGEST EMBARRASSMENT to people is they don't want to get rejected in front of their friends. You know, that's a real prideful thing. And when we write an offer, and we put all that effort into it, and then that offer is not accepted, you know, then there's hurt feelings there and all that. And I think it's easier to do that with a stranger versus a friend sometimes. Or someone that knows you really well. And yeah,

Rick Ripma: 13:19

I think I think in your minds, we think it's easier, but it's actually, if you have somebody who's kind and caring. I don't think they understand first of all, first of all, no, I didn't even need to be kind of caring. How many how many offers have you put in for people that got rejected?

Karen Sauer: 13:38

There's been a few it happens. Yeah,

Rick Ripma: 13:40

it's it's a part of the business. So if it gets rejected, it's not a rejection of that person. It's just a rejection of the offer. And that's okay. Let's try again.Let's try different house. Let's try this house. I mean, it's not that big a deal. It's

Karen Sauer: 13:52

just a better house is coming up for you. Yes.

Rick Ripma: 13:55

In that the truth statement right there. Yeah. I have had so many people who tell me, you know, they're like, oh,my gosh, we've made offer after offer. We haven't got a house yet. I think we're gonna stop. I said, Well, it's kind of like there's a country song. I wish I knew what it was. I can't find it. But he's singing about all the thinking all the girls that he dated that dumped him.Because without that he wouldn't have found his wife and married the right person. Yeah. And I think it's the same way with a house. You've you go through these houses, and you think they're the right one and you don't get it. Every single person I've had do that. When they find the house. They're like, yeah, that yeah, I'm glad that happened. Because this is the one. I'm happy with this. Is it? Exactly. Do Yeah. Yeah. I just think that's really big.Well, if somebody wanted to get a hold of you for any real estate needs, what is the best way to get a hold of you?

Karen Sauer: 14:46

They can call or text 317-502-0056

Rick Ripma: 14:53

And that's317-502-0056 and it's Karen sours and the company again,

Karen Sauer: 14:59

crossroads. Real Estate groups I already forgot it. Here in one of my post it notes

Ian Arnold: 15:06

what Rick didn't really say is he might look at all this stuff but he actually forget your information five seconds later, so he's old timers helps him out. So yeah,he will he will remember anyways, it's not

Rick Ripma: 15:16

that bad, but it's not that good either.

Karen Sauer: 15:20

That's why I have post it notes all in front of me right now.

Rick Ripma: 15:22

It's funny because my memory actually for other things is extremely good. But for some reason with this, I just don't think it's important to know forever so why do I don't need to remember somebody what they earn? Right? I just need to know I qualified. There they go. And thank you for joining and listening to Andy's real estate gurus the gurus we interview share valuable insights they reveal their strengths, personalities and how that worked for you. Well, we hardworking mortgage guys secure your best mortgage. Real estate gurus work hard to. They avoid problems the amateurs don't see They listen. They find unrealized opportunities. If you're buying or selling a home or real estate guru is a valuable asset. If you're even thinking of buying or selling a home, keep listening, and definitely call one of Indy's real estate gurus. All right. So I wanted to you now

Ian Arnold: 16:12

know, yeah, so you messed up a little bit, but I'll go ahead and take care of this.And if you want to contact Rick or I go to HardWorkingMortgageGuys.com That is HardWorkingMortgageGuys.com.And the phone number is317-672-1938. Just want to make sure you knew it. Hey, I'm pretty good. That was that number again, is 31767 to 1930.Yeah, perfect. All right. So I have a question for you. Okay.All right. So we know somewhat what you do outside of real estate. But let's say I gotta take away your phone. You cannot be working. What do we catch you doing for fun?

Karen Sauer: 16:51

Probably somewhere where an animal's involved. Like I've been down to Willesden ranch to give the animal the elephants a bath. That is amazing. That is in Paoli,Indiana. Oh, wow. That's awesome. Yeah, so you can give them a bath. And then you can go around and hold the baby kangaroos and, and things so but I do try to leave my phone at home a bit. It's not always successful as a real estate agent. One of the things that you will find is I would answer the phone at two o'clock in the morning, if you called me. I won't send you an unsolicited text at two o'clock in the morning. But I'm usually up and down all the time. But I would probably go, you know, just want to do something animal related.Because I think that that not only is my passion, but it is like what relaxes me and kind of brings me back to reality.

Ian Arnold: 17:36

That's awesome. So since you're an animal lover,I'll go through this little story. So my parents were divorced. And my dad, my stepmom, we're buying a house here actually in Broad Ripple.And they're at the closing table and the guy goes up, just so you know, there might be a cat in the house. My wife left it there about a week ago, but you can do whatever with it. My parents were like jaw dropped or whatnot. instead of rushing home. They rushed to the grocery store, grab cat food, grab water, and then rushed and rushed to that house and then found the cat in the house. And it's still alive everything and it lived with them. So their joke was alright, the cat the house is not ours. It's the cats. So they actually didn't inherit the house until about nine years later.

Karen Sauer: 18:24

Well, I was always making the joke for a while here when I was with the that if you bought a house for me a free goose was included.

Rick Ripma: 18:32

I don't know if I want to go there kind of messy.

Karen Sauer: 18:36

And territorial.That is true. But you know what,they are very family oriented.That's true. If you would watch the geese, they they are actually really amazing in the way that they you know, they mate for life. They watch their babies. They're very, they're very protective of each other.And a lot of times as humans can take advantage of that and learn a few things. Now.

Rick Ripma: 18:55

Now, do you have any animals at home?

Karen Sauer: 18:57

Yes, I do. What do you have? I actually have a blind pit bull. Okay, that had to have his eyes removed last year due to neglect and abuse.Okay, so he has his name is creed. We named him after Apollo Creed. In the movie rocky we felt like he had been knocked down quite a few times. And but he always got back up and that dog has literally whipped me I am just obsessed with this dog.I don't know why I don't know how. But you know, he has taught me so much and he goes on my rescue. He goes to my showings with me. I take him with me pretty much everywhere I go he's he's not in the car by the way today because it is hot outside.So he is at home pouting. Yeah,yeah, he literally PowerTeacher when I come home I hear now he will turn his back to me and he will not face me for about 20minutes. Really? Yes. Is the craziest thing but you know animals are a big deal in my life. I probably have never not had an animal but some of them are so special and so amazing.And here is this blind dog that has to trust me for everything.And he has a trust that I put him in the right house too. So,unfortunately, clients don't have to worry about that.

Rick Ripma: 20:09

He was good training for your real estate career,right?

Karen Sauer: 20:12

Because I had had to deal with all of that there and had to make sure the furniture and everything doesn't move. You know, I've seen that Tiktok where people move the couch for the blind dog and he goes to jump up and oh, and on the floor. I have done that with with Creed by mistake, because I'm cleaning. But it's like, oh,my gosh, put it right back as quick as I can. Yeah, you know,but it does, it brings it kind of, gosh, I don't know how you say it helps my clients to sometimes you know, they're really nervous about looking at a house and first time homebuyers. You know, what do they do? And when he's there,they get to talking about him.And then it kind of relaxes everything a little bit. And then we can sit down and talk some more about what they're looking for.

Rick Ripma: 20:51

I know for my wife it does. I mean, it's, she can tell when she's out walking or if we're anywhere if somebody has a dog if they want if they're okay with you touching the dog and petting the dog. And she always asked but you can tell she doesn't ask the people you can tell they don't want you to. And she but it makes her day. She loves it. She probably has not met your dog yet, but I'm sure she would like to.

Karen Sauer: 21:12

She's more than welcome to.

Rick Ripma: 21:13

She loves that.

Karen Sauer: 21:15

She would love that. When we're downtown looking at bird strikes and stuff we can she can come along because he'll be there with us.

Rick Ripma: 21:21

Yeah, you know, bird strikes, since you brought that up again. My, my family's really into birds as you know. And, and they have been for many, many years. I'm not a birder. But I have I call I called myself, the driver and payer, because I drove them everywhere. And I paid for everything while they

Ian Arnold: 21:38

were burning, right?Or the investor.

Rick Ripma: 21:42

By the way, it was a terrible financial investment.I'll just say right now, it wasn't a good financial, a lot of them live forever. But I will say what was good as it was, we saw, we went to Florida, we were in the swamps. We weren't in the city. We went to Texas, we were out in the country, we weren't in the city. So we got to see country that most people never see because we were never guess what we did. But these strikes mean people I don't know if people realize how bad this is when when these birds are migrating, especially at night.And these big skyscrapers can be I mean, they they can kill a lot of birds,

Karen Sauer: 22:19

they really can.birds migrate at night, they're kind of laying low during the day. So at night, when they're flying, when these buildings have the lights on, you get the reflections out there because they actually follow like the stars and, and that for their navigation. So when that's reflected, and then the trees are reflected in those lights,it gets them disoriented. And that's why they strike the window is not that they're going oh, look, somebody left a coffee pot on their on their desk, I want to grab that with that cookie. It's it's literally that they don't know where they're going. They think that they're going straight up to some stars.And actually those stars are behind them.

Rick Ripma: 22:54

Okay, that's what's happening. So, do they leave the want them to leave the lights on in the buildings? Is that what they do?

Karen Sauer: 23:02

Now? They're actually asking that they turn them down, turn them off, turn off the lights or or use some of those, like a little desk light.Oh, that's not so reflective.Okay, how you do that? Yeah,well, you could use a tape. But,you know, I think it's important to a lot of these new houses that are being built, they are beautiful. And I love the windows, that they're being built in there. Because for a while there, it seemed like you got three windows and a house.And you're living in this beautiful neighborhood with three windows. Well, now they're starting to put windows everywhere and have some trees in the background, and things like that. And that's great to sit in there and watch all of that. And a simple little, you know, pieces of mirror that you can just stick on there a few little places it doesn't, you know, obstruct your view or anything or you could even get the tape and then that makes that more enjoyable for you because nobody wants to be sitting on their sofa looking outside and suddenly hear this with a bird.

Rick Ripma: 23:52

It's a it's a bad sound.

Karen Sauer: 23:54

Yeah, it is.

Rick Ripma: 23:55

It's not a good sound.

Karen Sauer: 23:56

Yeah, it is but you know, but those houses with Windows and things I'm like,Hey, let's go grab one.

Rick Ripma: 24:02

So what's the tape?I did not know about this. The the bird tape.

Karen Sauer: 24:06

It's just like a sticky tape that you put on the glass and it has like some little reflective properties in it.

Rick Ripma: 24:12

Just allow you to see through the glass. Okay.

Karen Sauer: 24:15

Yeah, you don't cover like I don't think you just put that you can go to the website on the Audubon Society and find it there because

Rick Ripma: 24:22

putting a little bird in the corner like a hawk or that kind of thing doesn't work. No, and put in an owl out on your you know, a fake owl out there doesn't work either.

Karen Sauer: 24:32

You know, they just go and sit and try to chit chat with so if you

Rick Ripma: 24:35

if you if you have that problem, the key is don't do the things that you see everybody else doing that's it's go get the tape or go put a mirror on or whatever it is.That's that's the best way. If they had any questions on that,what would be the best way to get a hold of you whether real estate or if they have any animal questions. It sounds like you got that covered too.

Karen Sauer: 24:56

Yeah, you know, one place they could go is Indy Lights Out which isn't Albert's safe indie, so they could just do a Google search for bird safe indie, if they also went to my website, which is Karen Sauer dotnet. And as sau er, like sauerkraut. I have the real estate. And then I also have my page where giving back to the community. And it shows a lot of the animals that we've rescued,it shows how to prevent the bird strikes and as well and then gives you information on who to call.

Rick Ripma: 25:22

Okay, so now it finally dawned on me and the lights out. It turned the lights out. That's why so you thought I would have picked up on that sooner, but I didn't know that.If you need to get a hold of Vienna, I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com that's 317-672-1938 that you can call us there. It's not a text317-672-1938

Ian Arnold: 25:44

All right, and now we'll get into the question of the week. Perfect. The question of the week is sponsored by Hey,Rick and I the hard working mortgage guys, where we believe in helping and supporting you and your realtor by sending constant updates through the loan process. We don't like to live in the dark like birds do,but so we don't allow it.Alright, so yeah, try that. And they're pretty darn tried. I tried. Alright, so here's the here's the tough question. What was your first car?

Karen Sauer: 26:11

Oh my gosh, don't make me say it. No.

Ian Arnold: 26:14

I didn't say what year I just said what car?

Karen Sauer: 26:17

Chevy Chevette. Oh,okay.

Rick Ripma: 26:20

Yeah, those were pretty popular. Yes, they

Karen Sauer: 26:22

were. They definitely were. And I had a white one with some blue stripes on the side. But I will say that having that car turned me into a Ford girl. Because I have never had anything else. And

Rick Ripma: 26:38

so are you saying you didn't like your Chevy?

Karen Sauer: 26:40

It was cute, and it fit the need. But you know what,there's something about if you're watched Ferris Bueller,and you heard that song where they're going like, oh, yeah,when he's walking through the city, when I open up the door to my Ford Ranger, to get me to client. I feel like that song.Oh, yeah. Is playing as I open up that door and get out of that trash to feel good. Yes, it does. So and I think it somehow makes my clients feel like, Hey,this is the girl we want.

Rick Ripma: 27:09

I feel that way when I get get out of my Ferrari. I think that really is. Okay, it's not a Ferrari.

Karen Sauer: 27:18

In my mind, it is bang my head on the door of the Ferrari since they lift up.

Rick Ripma: 27:23

The first thing is,I don't think I could get out of a Ferrari. If I could get in I would have real trouble getting out. I believe.

Ian Arnold: 27:30

It is interesting.When you start to think about,like with you, you said the reason why you now have a Chevy.I assume a lot of things went wrong. And I mean, I did the same thing. I had a jeep and then I had Plymouth and it was just like after a little while.So I went Toyota haven't had hardly any issues. I don't think I ever go back. It's just one of those things. You'd get a couple bad little taste in your mouth.You're like nope, not doing that again. So

Rick Ripma: 27:55

Exactly. What's weird is my wife has an avalanche Chevy Avalanche. This is her second set of Chevy Avalanche. The first one went180,000 miles for we got rid of it. This one's been nothing but perfect. And yet I still have problem with I mean, I'd have a Corvette, maybe a Camaro, but I definitely have a Corvette. But I really I tend to go on. You know, I think Ford is probably my opinion the better American car. I think it's as you know,it's in the league of the of the Toyota's and Honda's Yes, in my opinion, I think and I like I liked the interiors. I don't know. I had a BMW. I love my BMW, but it was not a very good car. It just fell apart. But he knows all that that whole story.So I'm gonna ask my question.I'm favorite question. All right. All right. No, it's

Ian Arnold: 28:49

not Alright, so now we're gonna jump right over

Rick Ripma: 28:53

to his keeping me on track today. So what is your what would you say your superpower or superpowers are?

Karen Sauer: 29:02

Oh, wow. I think my superpower is checking my posting out here to make sure.I'm just using posting notes. I listened to other podcasts. I knew some of these questions were coming. Now. I think my superpower is tenacity. I am all in when somebody needs something, you need a house or you have a there's a challenge.I am all in if there is a roadblock there, you know, like we get, you know, like our offer was rejected or something like that. I'm going to put it all in still. And I'm going to find the other house. I'm going to find the detour around the roadblock or I'm going to dig the hole underneath it. But that's been that way with everything that I am involved with. So the animal rescue, you know, it wasn't just going one or two days a week it was any time A call came so it could have been two o'clock in the morning could have been during the Ice Storm climbing a six foot mound of dirt to rescue out. But that's just that's just how I am and sometimes that's a good thing. Sometimes that's a bad thing, too. But you know that if you need something, I'm going to be there.

Ian Arnold: 30:07

So you're you're you had a bulldog, right? So it's rubbed off on us. That Bulldog is Pitbull. Oh, Pitbull. Still.Same time. Yeah. It still rubs off on you that way, the tenacity part?

Karen Sauer: 30:18

Well, I kind of feel like I rubbed off on him a little bit, cuz I've only had him for a year. So and I've always been this way. And my mom and dad are kind of like, Karen,could you take some time for yourself right now? Or, you know, take a step back? Or something? Because I go, you know, that's why I don't sleep much my brain just does not shut off because I'm thinking of houses, or was it? If okay, that house didn't work? How can we find this other house? Or how can we change that kitchen to accommodate because they love everything else about it? You know, so I'm going to try and call contractors I'm going to look at needs and and how to help them. And then you know, a lot of room for a lot of realtors, the sale doesn't stop after the closing, you know,hey, my, my toilet is backed up.Now, what do I do? First time homebuyers who do I call?Because you know, you look on there, and there's 30 Different plumbers, who do you trust? So they're going to call someone that they've trusted already with the biggest purchase of their life? And ask them who should they call. So that keeps up and it goes. And so it doesn't just stop at the closing. And that's why I think it's tenacity too, because I continue to keep in contact and help them out where somebody else may just say, I don't know who to call, look it up on Google. Yeah. And you

Rick Ripma: 31:25

probably have a huge list of contractors that you work with and trust them. Yes.

Karen Sauer: 31:31

Yep, we definitely do that.

Rick Ripma: 31:33

So if you have somebody you can always help.Now, what is your team look like, as far as your real estate team,

Karen Sauer: 31:38

there's 37 of us in not really in an office, we don't have an office, we will work from home, or wherever, you know, we choose to. So there's a lot of experience, you've got some that have been there for six months, all the way up to some that have been doing it for3040 years, we've got some that are in referral status. And then we have some that are are active, but not as active, you know, maybe do it part time,some that work a job out on the side. So

Rick Ripma: 32:04

it's really important to have those people who've done business and maybe the long term, but even the short term to, to bounce things off of your mentors, you know,and you help them too, I think,then you'll find that valuable.

Karen Sauer: 32:17

I do you know, a lot. I've seen it in a few places with not myself, but maybe when I was buying my first home, a lot of agents don't want to be bothered, you know, hey,I've been doing this for so long. You know, go figure it out. I figured it out. You figure it out. And stuff, but it's really nice we have that we can be as a team. Now, we're not like the team per se, like, you know, we're the some of the companies have all the different levels of teams, we're just a company that acts like a team or treat each other like family,because, hey, you know, you might not answer this question,because you don't want to, but you're gonna need a question at some point, because you've done it for 30 years, but the things have changed right now. So it's amazing how it changes. Yeah.And it's just so great. Because it doesn't matter what time of day, you ask the questions. And I know that though, I when I put out a question sometimes at 230in the morning, because I'm thinking of something. I'm like,oh, and I don't expect an answer right now. Just, you know, tell me when you get up, right?

Rick Ripma: 33:11

Well, yeah,sometimes when you're, whether it's really early in the morning, or late at night, or weird times, when you think of it is the best time to get it out there because then otherwise you might forget.

Karen Sauer: 33:22

Yeah, exactly. And then it's like eight hours later. And it's like, Oh, I haven't found that. So that's really nice, because we all work on different schedules. And then we have a lot of really good training going on there. With like the new motherboard, the disconnect VLC, we have that we also have, you know, all the different programs dot loop and,and things that people use, and we try to help you learn those programs so that it makes it easier for you and faster, as well. So I think there's just a lot of opportunities there.

Rick Ripma: 33:51

You really need to know the programs because they really help what but you gotta learn them first, or they don't help at all that make it worse.

Ian Arnold: 33:59

So what do you think one good lesson you learned from starting mean? Because I know a lot of people either struggle with trying to get people or just the the rules and regulation what what what do you wish you would have known earlier?

Karen Sauer: 34:14

I wish I would have known that that real estate is not constant. That there's a lot of ups and downs. You know, it's kind of like the roller coaster.Man, you can get blasted this month with a bunch of sales next month, you might not have anything and then it kind of goes up and down and, and things I do know that you stick if you stay consistent, and you keep doing what you're doing will work because it is not me is not you know, sometimes I still rely back on. Okay, what am I doing wrong? Why am I not getting that sale this week or something? And it's just because of it could be the market could be somebody's job. They could have just suddenly had an illness or something in the family vacation came up. And so that kind of you know, skews things a little bit but they're still in your pipeline. they're still gonna be there. But you know, I kind of consistent, you know, I want, I want it to be, you know, steady and going and getting those sales in and doing what I'm supposed to be doing not sitting at home or, or out somewhere and just kind of waiting for the phone to ring.

Rick Ripma: 35:17

Yeah, it's consistently inconsistent. Yes,that's what real estate is

Karen Sauer: 35:21

exactly, you know,and I, I kind of feel like the book should have had a stamp on there. You know? Because if you come from eight to five job, you know, that's consistent. Yeah.So then you're working this and you go, Hey, I'm gonna go all in full time. Give it everything I got. And then you're like, Okay,where is everybody? You know,people aren't coming through the door and stuff like that. And I think that's a real shock for a lot, a lot of real estate agents, because they've been a defy that regular paycheck and in stuff they're,

Rick Ripma: 35:49

well, when you worked retail, what did you find that everybody came in at different times? Or did everybody come in at the at the same time?

Ian Arnold: 35:57

No, I mean, it's interesting, they would come in at different times, but you had hours blocked. So we actually had a system that would take the last few years, and it would break it down between hours, it would take it down to days,close to holidays, whatever it was. And it will tell you when you need to schedule more people, which was awesome.Because just like you said,there's an ebb and flow to everything at 9am and a retail Are you busy? No. But around 11.Around noon, you start getting busy. But then you die off about two to three. And then after five, when everybody gets off work, you pick back up. So just like real estate, and even I was in car sales for the longest time there ebb and flows. I mean, and car industry during the wintertime, especially here in Indiana, you're a little slower. People are worried about Thanksgiving, they're worried about Christmas, they're worried about all that other stuff. And nobody wants to buy a brand new car when they got three feet of snow.

Karen Sauer: 36:51

Who wants to have an open house when you got Christmas presents wrapped underneath the tree? Correct?You know, because then you worry about who's coming into your home? Or, you know, and then if it does sell, oh, my gosh, I got to start packing it Thanksgiving and move it Christmas. Yeah. You know, or most people don't want to do that. Yeah. Or when it's snowing out, at least here in Indiana, you know, there's a potential that you could be moving in the snow. And they don't they don't want to do that. So they kind of say, wait,wait a minute. I didn't think this through very well.

Ian Arnold: 37:15

And also schools are a huge thing. Because most families I mean, so for instance, I have young kids, and most people who have they don't want to move during the middle of the school year. So that's another reason why picks up humongously during the summer.

Karen Sauer: 37:29

Exactly.

Rick Ripma: 37:31

It's weird, because that time is changing, right? I mean, there's there's now all year round school. Yes. So that's going to change it. But not everybody's on that. But still, even the summers. They're not as long for a school break,as they were they

Karen Sauer: 37:44

know, when I was in school, which we won't tell how long ago that was. There. You know, we got out of school before Memorial weekend. And we didn't go back until after Labor Day. I remember that. Yeah. So Oh, good. I don't feel so bad.Now being the only one.

Rick Ripma: 38:00

I didn't want to go I didn't want to I didn't want to go back when it's when it was supposed to. And I and I wanted it to end much sooner.

Karen Sauer: 38:08

Exactly, you know,and now they offer more breaks in between. And so if someone really wants to buy a house in the summer, then you know,before the kids move, they really have to start out more towards spring break, right? You know, and be looking because you don't want to be moving at the start of the new year. And there is usually between 21 to 45 days for closing that they have to account for is not like a car where you go in and two hours later walk out with your new car. There's actually a process you have to take.

Rick Ripma: 38:33

Yeah, there's it takes some time. Yep. Yep. And I it's weird, because when I, I was in New home sales. So our busy time was like, it kicked off about January 15. That's awesome. We get busy because it was a six month build time.Sure. And you needed to be closing before school started again in August. So that's when you started getting all the you know, everybody came in. And that's the way it was done. I don't know if it's changed, but that's how it was when I was in and I was in it for 11 years.That's how it worked. So what what is your favorite part of being a real estate agent?

Karen Sauer: 39:08

My favorite part is helping first time homebuyers.And getting them to closing.Because this is the biggest the most important thing they will ever probably do in their life.And it's just it's awesome. That feeling of accomplishment at the end, when you're handing them the keys and they're signing their last document. It's it's just it's just amazing.

Ian Arnold: 39:32

Yeah, so what I don't understand the whole first time homebuyer so what feelings or where they're mentally or financially. Is it great for a first time homebuyer to actually purchase a home?

Karen Sauer: 39:45

Well, I think it's really great for them because a lot of first time homebuyers don't realize that Indiana has a lot of programs for them. They you know, I didn't know that my realtor did not tell me at the time that there were programs but I'm a Little tenacious, and I want to know all the details of what I'm getting into. And so I went and looked it up. And are there programs for this. And so I actually got a received a lot of help for my closing costs and my down payment, they paid up to eight, the state actually paid up to 8% of my mortgage for downpayment and closing costs.So I really didn't have to come to the table with as much money as people think that you need to. There's so there's those kinds of programs. There's also additional loans, which I think you guys know about, you know,that they can do through FHA.But, you know, I'm not a real mortgage person, I just only know that there are programs out there and there are 100% loans that they can qualify for, but I don't think a lot of people take the time to tell them about that.

Ian Arnold: 40:43

No, I fully agree.And, I mean, I'm not make this sound bad. But yeah, I mean,it's your job to know some of the stuff but then it's your job to get on with it experts like us to be like, alright, yeah, so you have this option, this option or this option. Did you know if you've moved out in the boonies, guess what, you can probably do zero down with a USDA loan column boonies. I grew up in the South. It's called the boonies.

Unknown: 41:07

It's not the boonies,rural

Karen Sauer: 41:12

farmland.

Rick Ripma: 41:14

You can't really get a farmland with that problem. I can certainly be out with the farmers.

Karen Sauer: 41:20

But you know, what the what the lender doesn't know afterwards.

Ian Arnold: 41:25

All right. So let's do this. What do you think one of the most memorable deals that you've had so far?

Karen Sauer: 41:33

was a first time homebuyers. It was a young couple, they were in an apartment. And we're paying like$1,200 a month in rent. And I had met them and told them, you know, why don't we talk about getting you into a house when your lease is up? And they were actually 19 years old? Wow. And they qualified for almost$300,000 on a loan. But she think, you know, after we talked about it and things, she was like, I am not going to spend$300,000 on a home. We are not going above this number here. I don't care what it takes. You know, we did a couple of of offers. And they were declined.Because this was of course,right after COVID when everybody was going crazy on the mortgages and over overages and stuff on the houses, and things like that. But I was like let's just keep doing this. And you know,we actually had a couple lenders who were like, This is crazy. 19year olds can't buy a house. You know stuff? Well, they can. They really can't you know, they're they're old enough. They've graduated, they might be in school, but yeah, why? Buy a house? Yeah. And it's like a lot of people, a lot of people don't want to take the time to work with them. They had a lot of questions. Hey, yeah, but you know what, so what i I'm sure I had a lot of questions when I did it, or anything that I did,and taking the time and teaching them and then watching their family come over to the closing and watching them go walk into their house for the first time was so memorable. You know, I mean, it was probably more memorable than the 35 year old that bought their first house,which nothing's wrong at 35either buying your own house is just 19 years old. You just think about that. And at 19years old, I was probably still out running around with my friends and, and stuff. And that was the last thing on my mind.But here they are starting a family and now they have their own place.

Ian Arnold: 43:16

But that's smart. I mean to really think about it is alright, so what you got to wait till you're 25 Until you buy a house. No. The sooner you can buy a house, the more beneficial it is for you. Because you start getting equity, you start paying off principal, because guess what? When you pay rent, that just goes away, you're basically throwing money away.

Karen Sauer: 43:37

You're paying somebody else's mortgage. Right?So why not pay your own? Right?

Rick Ripma: 43:42

Yep. I find it interesting because, first of all, I find as people that are18 years old, okay, as long as they qualify, it's pretty basic.So it doesn't matter. But you obviously had somebody who is a very already at 90 Very smart financially. They qualify for300,000. But they said no, we're not spending 300,000 Correct.Okay. It always amazes me when when I'm taking an application,the people who you qualify him,there's there's two tightened up, there's more than this, but there's two types. I remember most the ones who go, okay, you can afford a $300,000 house they go no, we're not spending more than two and a quarter. That's all that's all. Here's the payment we want. That's always been and the ones that go 300That's all I want. I want a$500,000 house. And those people always have the worst the heart the credit issues and everything else. It's so much better financially and at 19 buying that they're going to they're going to have a lot of wealth if they keep on that track.Exactly. Older.

Karen Sauer: 44:45

Exactly. You know,and, and it's just it's a pride.It's a very proud moment on their part, you know, as well.

Rick Ripma: 44:52

Yes, that's, that's phenomenal. And I think first time homebuyers are probably some of the most fun people to work with because they do their are sponges they want to know everything and it's fun to educate people. So that's a good thing. It isn't.

Karen Sauer: 45:05

It's also a little scary to, you know, sometimes you have to tell them okay, wait a minute that houses $425,000,you know, and you didn't want to spend that much.

Rick Ripma: 45:15

Yeah, you do have to guide them. So what is the best way for somebody to get a hold of you? If they have any mortgage or mortgage? Any real estate questions, they want to do anything? You know, they're looking at buying the house selling the house, or maybe they have some animal questions,specifically birds.

Karen Sauer: 45:31

Well, yeah, I'm glad you mentioned that mortgage is your your baby, not mine.Because they can call or text me at 317-502-0056. So 31750 to0056 color text. Yes.

Rick Ripma: 45:49

Perfect. And it's Karen sours. Yes. And the real estate company is Crossroads Real Estate Group. You know, I probably still won't remember it. But Crossroads Real Estate Group.

Karen Sauer: 45:57

Well, you know what, you remember me as the bird lady. So hey, that's what I remember. So I feel like I'm already

Ian Arnold: 46:04

you're already part of the family in his in his book as soon as you mentioned bird,so

Karen Sauer: 46:08

yeah, so I'll just wear the shirt that says Crossroads or whatever.

Rick Ripma: 46:11

There you go. To get a hold of theater, I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938. And follow us for more in these real estate gurus.

Ian Arnold: 46:27

Darren, thank you for joining us. It's been a pleasure having you on the show.So thank you.

Karen Sauer: 46:32

I have really enjoyed it as well. I was a little nervous at first but you guys are so awesome. Can

Ian Arnold: 46:37

we get gold stars today? Yes. All right. And reminder if you know any friends, family, coworkers looking to buy sell or refinance contact us we'll be more than happy to help you

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