Guru Ken Yoder with Mike Dietel Realty

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. Today we're recording at the advisors Mortgage Group studio, like always right here in downtown Carmel, and I'm recruitment you're hardworking mortgage guy. I've been in the mortgage and real estate business for over 34 years, I've helped over 5200 folks finance their home, my team and I believe in custom tailored loans, not a one size fits all approach. We believe there is a best mortgage for you. And we believe we are the team to deliver it.

Ian Arnold: 0:25

And I'm Ian Arnold part of Rick's hard working mortgage team. I've been in the financial industry for over 15 years helping customers rebuild their credit, and helping them get the best possible interest rates, I have a passion in helping you secure your overall future through doing they're your mortgage dreams and helping you secure your overall generational wealth.

Rick Ripma: 0:46

And as we get started today, we want to remind you for any information on India's real estate market or mortgages, please go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com Or you can call 317-672-1938. That's 317-672-1938.

Ian Arnold: 1:04

Alright, so we have a special guest with us. He actually chased us up the stairs. He wanted to be on the show so bad. I think he grabbed breaks ankles, and it was like a horror movie out of something. But for both, yeah. But we have kin Yoder is pronounced that correct? Yes, you did. Awesome. In your your mark deedle deedle deedle reel, I said it first earlier, but this time didn't roll off the tongue as well. So thank you for joining us here.

Ken Yoder: 1:36

Thank you for having me.

Ian Arnold: 1:37

Awesome. So before we get into the real estate part, tell us a little bit about yourself. Did you grow up here? What did you do prior to real estate?

Ken Yoder: 1:46

Sure. So I actually was born and raised in Delaware, the state of Delaware out east and spent most of my life there I spent it. Before I moved to Indiana, I spent five years in Alaska as well. And enjoyed that scenery, and that that location that place loved to visit. And then I met my wife and family and got married. And her family is here in Indiana. So 16 years ago moved out here and started work.

Ian Arnold: 2:17

That's awesome. Yeah, wives will have that effect. Yes, they want to be closer. We've always had this discussion that my wife and I is that it's more of a guys can just separate. Yeah. But women want to be close to home. And yeah, be close to the family. And I somewhat start to see that as I've gotten older. Absolutely. Yeah. So what made you jump into real estate? Well, so

Ken Yoder: 2:41

I when I moved here, I was trying to figure out kind of what to do. I did. I do have my education degree. And so I love helping people. But I also kind of have a little bit of entrepreneurial want to do things want to make things happen. And so I started my own business in construction, and did that was getting started with that. And then I had a friend from Delaware who owned a property here in Indiana. And he said, Hey, can you manage my rental property, never done that before. And that was kind of the the door in to rent a renting that and then he said, Hey, let's I'd love to invest more in Indiana bought another 13 properties, I renovated them all rented them out. And that was sort of the side activity as a side income as I was working in construction. So I learned a lot about that. But it kind of set me up and gave me a taste of real estate, even though it's the hardest part of real estate allowed me to kind of get my foot in there. At that point that I realized, Hey, I do need my real estate license. So I actually got that in 2011, but kept working part time. And so that's kind of what happened until I made the chain transition away from the construction industry and decided to go full time, but four years ago.

Ian Arnold: 4:06

That's awesome. So what did you do to get going? I mean, because I know a lot of times it's hard because I mean, you're from Delaware and Alaska. So you probably didn't know too many people here.

Ken Yoder: 4:20

Correct. So my my wife and her family had had pretty good reach as far as they were pretty well known on the South Side relative to their sphere of influence and, and so just getting connected there that was helpful. But then I wasn't in real estate full time until it would have been four years ago. So I had a lot of years of working in the construction. I got to know people there I was all over the city criss crossed the city. So those connections, there's like connections there in place and then when I stepped in full time into real estate, then then it was a little easier transition there. Um,

Rick Ripma: 5:00

so when when you, you were in construction, so you're remodeling homes, you're renting properties, how do you feel like that has helped you be a better real estate agent?

Ken Yoder: 5:10

Oh, it's, it helps me evaluate properties. So one thing that as Realtors what makes us cringe as when, when people assume we're just door openers. And, and we should be way more than door openers. And I bring that because of the construction, I can go in analyze a property, I know all the parts and pieces of the house. If something is a little bit off, I've got a contractor connection that can come in for a fair price. There's a lot of added value there. Because of my experience and past connections,

Rick Ripma: 5:45

I would think having having the knowledge of of remodeling, because whenever you remodel, I just got done remodeling my house last couple of years. And hey, this shows only 45 minutes, sir, I know. And it I mean, it's amazing how many things is a remodeling on an older home? That you don't know is going to be there, but it's there. Yeah. And I'm guessing the remodelers kind of knew that that was a possibility? Yes. I think having a real estate agent who can look at a house. Yeah, whether you're buying or selling, but it helps immensely to have somebody who knows what it is. And that can get somebody in to fix it and knows how to do

Ken Yoder: 6:24

it. Yes, yeah, it's that and then also just having trusted contractors, because there can be the contractor that's out there that just wants to make a buck and run. And that's not I work overtime to keep them away from my clients.

Rick Ripma: 6:42

And that helps the client too, because we all we all need. Referrals are phenomenal. Yeah. You know, especially in that area, especially the last few years when you couldn't get in a contractor was not the easiest thing in the world. Yes. And I had good contractor comparative, but my neighbors and other people have had nothing but disasters with the contractors.

Ken Yoder: 7:04

Yeah, I mean, sadly, I a friend of mine, who before I was connected with him had a contractor. Take 20 grand and run. And it's just terrible. Yeah, just made for a horror story.

Rick Ripma: 7:17

So do you still do rental property?

Ken Yoder: 7:20

I just have a couple that I managed. But I try not to. Because it's it's time consuming. It's It's its own entity, its own world. And so I prefer to recommend my clients who are investors, go to property management companies. Zulu scape is the one I recommend, but they're out of Carmel. And they manage a lot of properties. They have all of their processes down to a science. And just, I'd rather hand it off to them, instead of me trying to keep track of all of that for my clients for

Rick Ripma: 7:54

you help buyers who are looking to buy real body rental property. Absolutely. Yeah. So yeah, one of the things that you do, yeah, I

Ken Yoder: 8:03

mean, I'd say it's kind of just organically grown, that investors, whether it's friends sphere of influence, and or their friends come and looking for that those investment properties, and how do you analyze it? What do you look at? What are the calculations? Does? Do those calculations even matter? And they absolutely do. I mean, you can look at a property pretty quickly and know, hey, I'm just gonna break even and just barely make it on this one, or like, hey, this one, this one's gonna be a really, really homerun. So

Rick Ripma: 8:40

it seems like people look at two different ways. And maybe, maybe it's just me and not not everybody, is it my bind has property to hold and, and get appreciation and get the you know that that way. And I've had plenty of people that have basically retired off their rental property, paid them off, and they're just have that income, and it's phenomenal. But there's also those who are looking to buy, I guess there's three times buy rent for a little while sell or buy, fix up and sell. Yes. And you help out, you know, all that. Yes, you really understand that bar. Yeah. And

Ken Yoder: 9:14

I work really hard on that, because I want to both advocate for my clients to get a good deal. So you know, even if we evaluate, it's like, okay, it's sort of an average one, where we can advocate for either a discount or, you know, some sort of scenario that's really beneficial to them. And then also just help them evaluate it of saying, like, hey, this general area, hey, there's, it's headed the right direction, or it's sort of neutral or if you're going to go into the tougher neighborhoods, it should be more of a long, long hold. You do 1520 years, hold in a long neighbor, or a challenging neighborhood. You're gonna be okay. If you're gonna go into a challenge You neighborhood and try to flip it in two to three years. Can't guarantee anything, right? And then if you want to really flip in the next, you know, 60 to 90 days, and you got to really, really be mindful of that location. Yeah,

Ian Arnold: 10:13

that is interesting, because you do watch all the flipping shows and all that stuff. And they make it seem so easy. Yes, it is.

Rick Ripma: 10:25

Very easy. So

Ian Arnold: 10:27

it is kind of insightful to know which areas to go to, and stuff like that. Yes. So speaking of areas to go to, so when you started, did you go straight to Margarito? Or did you start a different company? And then how did you choose which company best suited you?

Ken Yoder: 10:41

Sure. So, interestingly enough, I actually linked up with Mark Deedle. Back Just after he got into residential real estate, he was in commercial real estate for the first little while. And I met him shortly after he started his own brokerage and the real estate side or rent residential side, and chose to place my license with him in that sort of part time status. Wasn't really in the office, I was doing my thing and you know, mostly other things. And then really, I was there for that, that duration. And then when I realized, hey, what am I do, I need to be in real estate full time I love it, pays better all of that. Then I just went, went to him, we talked through it more. And he was actually just transitioning into a lot more structured team environment. And it really just, it was perfect timing. So I stepped in there full time when he had a full time structure full team. That was every everybody in our offices full time. We're running that way with a accountability routine. And it's just been really, really helpful. And that's what I'd recommend to anybody who's considering real estate. Especially if you're going full time. And I would recommend going full time. When you go full time look for a team environment that can really help support, train and prepare you to how how to really do real estate how to how to be a good realtor. Admittedly, when I passed my, got my license in real estate, and started on the first transaction or two, I didn't know I was doing the test the licensing, it didn't tell me it didn't tell me how to do real estate. And so I've benefitted immensely by actually being immersed in that team environment that allows me to just work off each other. You've you've seen this What What's this and it just has been super beneficial.

Ian Arnold: 12:49

Yep, they are those tests do not teach you anything. No. Even ours. They teach you some of the walls and the rules it but that's about it.

Ken Yoder: 12:56

Yes, it's the basics. It's the background, but it's not the How to Yep,

Ian Arnold: 13:01

so if somebody is wanting to either buy, sell or even talk about an investment property or something like that, what's the best way to get a hold of you again?

Ken Yoder: 13:09

My phone number 317-220-6465 You'll never you'll never miss me on texting. I'll try to get back to you as soon as possible. If you do leave me a voicemail. But yes, texting 3172 to 06465

Rick Ripma: 13:25

and to get a hold of Ian or I, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938. That's 31767 to 1938. And thanks for listening to India's real estate gurus. The gurus we interview share valuable insights. They reveal their strengths, personalities and how they'll work for you. While we hardworking mortgage guys, secure your best mortgage. Real estate gurus work hard to they avoid problems the amateurs don't see they listen and they find unrealized opportunities. If you're even thinking of buying or selling a home, keep listening and definitely call one of Indy's real estate gurus.

Ian Arnold: 14:06

Alright, so let's take a little sidestep. Yeah, let's say I gotta take that phone away from you that you just told people to call and texting you always respond. Let me take that away from you for 24 hours. What would you catch yourself out there doing for fun?

Ken Yoder: 14:20

I love getting outdoors. I love I really enjoy hunting. I enjoy fishing. Any anything that just get me away from the routine. Real estate is kind of a 24/7 Gotta have my phone in my hand all the time. So yes, I would be outdoors. So where do you like hunting? What do I like hunting? I enjoy hunting deer the most. Do you use shotgun rifle bow? I use a shotgun but I think I'm transitioning to a rifle this year.

Ian Arnold: 14:51

Awesome. So how many deer have been scared away because your phone goes off while you're

Ken Yoder: 14:56

staring? Oh, well honestly my phone is on silent. About 24/7. So, because otherwise it would just drive everybody crazy, because it's always ringing.

Rick Ripma: 15:05

So I want to know, you're a fisher person.

Ken Yoder: 15:10

I'm definitely a fisherman.

Rick Ripma: 15:13

calls it a fisher person.

Ian Arnold: 15:15

You got to be politically correct nowadays, I don't want to get yelled at. It's one eight to nine, keeping us from getting censored.

Rick Ripma: 15:22

Wanted to Know this your person? So what would you say your superpower or superpowers are?

Ken Yoder: 15:31

superpowers? You mean within the real estate world?

Ian Arnold: 15:34

Unless you have? Unless you're like Superman?

Rick Ripma: 15:38

Do you fly or leap tall buildings at a single bow?

Ken Yoder: 15:42

Now, I don't have any superpowers there. But I do love working with people. And I, I think that's what makes things work really well for me and my clients is, I really want to see what's best for them, want to work hard for them, find them the best investment? I don't want them to come back a year or two later with regret. Hey, why didn't you tell me about this? Why didn't you? I didn't know this was whatever it excuse it may be. I want to serve them with that, that sort of intensity of like you you can, you know, pour the foundation right here? Because this is a good one, this is a win.

Rick Ripma: 16:21

And how do you what is your process to make sure that happens with with each client?

Ken Yoder: 16:27

Well, for number one is getting to know them? And so what are they trying to accomplish? What's the purpose of this move? What are they trying to gain by buying this, this property. And as we evaluate that, honestly, I use a number line the one to 10 and get constant feedback on every showing. And so it may be five showings and maybe 1015 showings, but not too far into that with that sort of feedback, constant feedback, I learn what they're looking for. And then collectively, all that put together with like, Hey, you, I see your wish list, I know what you're looking for this checks, 99% of it, 100% of it maybe more. I think this is a real win. You still don't have to buy. But based on what I know about what you're looking for, I think you can be really confident in this one.

Ian Arnold: 17:21

So when you first meet with somebody, no, no, usually you have to talk about how you separate yourself from other realtors and stuff like that. So what does that conversation sound like?

Ken Yoder: 17:33

I mean, honestly, I do a buyer meeting with all my new clients, and we sit down for 30 minutes, 45 minutes, get to know you a little bit. And also just, especially for the first time homebuyers of, hey, here's the process, here's, you know, I don't want you to be surprised about anything, here's the associated costs, you got closing costs, you got inspection, you got appraisal, and then ultimately like a in light of all that, is it actually a good time for you to buy. And so we walk through that. And then as far as from for myself, it's like, I've been there, I've done that I've done it many times, I've helped a lot of people, I have renovated a lot of homes, bringing all of that collective experience is is a real value and absolutely puts me beyond just being a door opener.

Rick Ripma: 18:24

That nobody, like you said, you don't want to be a door opener. But now, setting expectations seems to be a big piece of what top agents do. leaders do. And then it's amazing, the more you show, it's because of the experience, the knowledge, you learn so much about the client that you can really help narrow down the house.

Ken Yoder: 18:46

Absolutely right expectations make or break relationships. And this is I'm Yes, I'm helping buy and sell homes. But ultimately, I'm helping people. And so it's a people business. And people run we all run on expectations. And if our expectations are met, great. If they're exceeded, you're amazing. If they're not met, You're terrible. So I want to do a really good job of setting those expectations. And part of that happened, you know, a lot of that happens in that buyer meeting.

Rick Ripma: 19:18

Yeah, it's important. So what would you say some of the misconceptions are out there of what a real estate agent actually does

Ken Yoder: 19:27

just that they opened doors and and push a little paper and that might be for the agent who really doesn't know what they're doing. But for a an agent that is experienced is seasoned there you're going to add a lot of value that the inexperienced can't just doesn't have. And I would say even within and I'm sure you've seen it in the mortgage world. You comparing you know what you do to others. There's a lot of added value and a lot of times that's not even seen You know, when you when you're out in the, you know, you're analyzing a house? Well, if you're not analyzing it, well, you're gonna put in a price at XML. If you analyze it, well, you may go 5000, under, you may go 10,000 under and still get it. But because you're because of your experience, and and if you have an inexperienced agent, then you don't know whether they have masterfully done that or not. And so there's significant value in the in the maturity or seasoned, seasoned agent and what they can bring.

Rick Ripma: 20:36

Isn't there also, if they're unseasoned, they're young or young, inexperienced, honestly, yeah. Inexperienced to having a team behind them that, like if you had an agent working for you that was was was inexperienced. Yes. But they have you absolutely guiding them? Yep, they can somewhat overcome that coming on. Absolutely. Because

Ken Yoder: 20:57

and that's even what we teach the the new agents is like, use the word we, because it's we're doing this. And within our team structure, we actually have a transaction coordinator who's running all the paperwork, making sure everything runs smoothly. And so it's not dependent on the one person is dependent on the team. And so definitely, those of us that are seasoned on our team, help those who are trying to quickly learn so you can take confidence in in an agent who has less experience, but has that team support.

Rick Ripma: 21:29

I even notice, or have heard that, that even very experienced agents, many times will get feedback from other very experienced agents on is that I priced this home correctly is where we should be. And I even have even like agent open houses, not the normal open house where the agents come through and say this, though, that they think the price is right or not, right? Yep. And that's just giving feedback to make sure you're yes, you're accurate.

Ken Yoder: 21:56

Yeah, the broker's open can be really beneficial for that where there's the agents are just just leaning on each other. And yeah, learning from each other shall be great.

Rick Ripma: 22:06

That'd be that seems like a good good point, kins. Like, no,

Ian Arnold: 22:08

my number is always the best you guys.

Ken Yoder: 22:12

Know, I'm always always learning, even as an experienced agent, always learning.

Ian Arnold: 22:18

So was Mark your mentor, growing up and going through the, through the business as he was, how valuable was

Ken Yoder: 22:25

he? I mean, he has, he has great people skills and analytical skills, from the finance side of things, and just how to do what we need to do to be great agents. He actually invested in a franchise that helps out on the back end of things. So the structure has been put in place for the team to benefit from the organization that's put in place. So like him leading in that has been very important to my personal development and the team team's growth.

Rick Ripma: 23:06

Yeah, obviously, having a great leader, and a great mentor makes a makes a big difference. And it sounds like, you know, to me, I'm one who I like the detail. Yeah, you know, I don't I'm not completely into detail, but I do like the basic detail. I like, I like, you know, to have a plan. I like to have the consistency. And the sounds like he's set you guys up for success, because he's set up the whole process. Absolutely.

Ken Yoder: 23:32

Well, and I think he's also very relatable. He tells a story when he got into real estate, he was hungry. Like he was hungry at one point, too. And so, you know, I've been there, he can relate to that. And he's helping feed right, you know, the agents on the team to follow that line. Yeah, that's awesome.

Rick Ripma: 23:52

So when you look at when you look at agents coming down, and you get a lot of newer agents, what would you say the number one reason is they fail, they don't make it in the industry,

Ken Yoder: 24:02

because they're not on a team. And I, I have I've even been tempted myself at times, you know, to go it alone or like, but in my own humility, recognizing what I need to keep that consistency in that routine, and that the discipline of just putting in that work on a daily basis, you don't have that way you're on your own kind of doing your own thing whenever you want, however you want. When you if you are willing to submit yourself to a structured team that can keep you in that routine, it makes all the difference. It will double and triple your that your sales, your sales volume, and everything else and your learning curve. You're you're you're just going to get a lot more experience.

Ian Arnold: 24:56

That's all. So what would you consider one of your So I know your days have been realtor is always different. But on a standard, let's say rough day, what is your full day look like?

Ken Yoder: 25:09

Well, and that that would kind of default back to really the team structure. Because, I mean, I'm in the office of, you know, tip the typical nine to four, unless I'm showing houses. And so I, I could technically work a little bit from home, but I found for my own accountability, just like, hey, just get to the office just getting in real estate mode. Just get there, go for it. And so, yeah, the nine to four showings in the afternoon showings on the weekends or in the evenings. But if if I just kind of willy nilly it through my routine, or over a day, and really just don't get to the office, my production is gonna go way down.

Rick Ripma: 26:00

And if somebody wanted to buy sell rent, real estate, had any questions on real estate, what's the best way for them to get a hold of you?

Ken Yoder: 26:09

By phone? My phone number is 317-220-6465. That's 317-220-6465.

Rick Ripma: 26:17

And they can call or text that number call or text? Absolutely. I had somebody tell me their phone is available. 24/7?

Ken Yoder: 26:23

Yes. Yes, yeah. If I'm sleeping, it's on silent. So it's all good.

Ian Arnold: 26:29

I do have to say, that's a good number 2206465 That is I only had that number and I haven't memorized that's a good number. And you know, did you choose it?

Ken Yoder: 26:39

Or did you choose it? Yep.

Rick Ripma: 26:42

And to get a hold of Ian, right? Go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. Or you can call 317-672-1938. That's 317-672-1938. And No, II and that's not the year I was born. You share about that positive?

Ian Arnold: 26:58

I don't know about that. All right. So now we'll get into question of the week. And the question of the week is sponsored brother. Hey, Rick, and I the hard working mortgage guys, where we believe in helping and supporting you and your realtor by sending constant updates throughout the whole loan process. Nobody likes being left in a black hole. So we do not live there. So we will send you constant updates. All right. So here's a tough question. Go for it. What was your first car?

Ken Yoder: 27:22

It was a Chevy S 10 pickup that I got about a half mile down the road and smoke filled the cabin. It was at the end of

Ian Arnold: 27:31

the car. I kept it.

Ken Yoder: 27:35

So it was cars like blow up. We ended up getting it fixed. But yeah, that was my that was my starter car. Started your truck.

Ian Arnold: 27:43

Did your parents both like we told you not to be smoking in the car?

Ken Yoder: 27:49

Oh, man, that was that's a fun memory.

Rick Ripma: 27:51

Yeah. Do you have fond memories of that car?

Ken Yoder: 27:54

Not so much. I didn't own it real long. I moved on pretty quickly. Cool.

Ian Arnold: 27:59

That was a little indication that

Ken Yoder: 28:02

Honda Accord was the next one.

Ian Arnold: 28:04

Oh, and he still drives he drives that one today. I couldn't be.

Rick Ripma: 28:08

It didn't smoke. It did not. Not a Honda. I don't know. It's funny how Ian's a big Toyota, Honda. Oh, sure. Yeah, I'm just a big car person. I just like cars on all in all,

Ian Arnold: 28:19

thanks. I'm a very cost person. I bought my car about seven, eight years ago. I barely put any money into it. Knock on whatever wood I can find right now. And I'll take that it's a Toyota. They run forever. They do.

Rick Ripma: 28:36

Well, mine doesn't. It's not a toy. All in all, I'm pretty disgusted tars right now just to be perfectly honest.

Ken Yoder: 28:44

Maybe you should listen to Ian, maybe I

Rick Ripma: 28:46

should. But you know, I don't think why would I start now?

Ian Arnold: 28:52

I don't think I'll tell you something. I told my wife. I'm always right. And

Rick Ripma: 28:58

so how do you what do you do? What's your process to market? somebody's home?

Ken Yoder: 29:04

Sure. So Mark Deedle actually has a very in depth listing program. And so I learned from that I use that. And it's we're getting people out on all the syndicated websites, top of the Zillow search. I mean, we've got billboards all around the city. We've got the radio I'm sure you've probably heard that. And so the name is well known. We have our in house photographer that takes incredible pictures. Does the drone shots does the real Rico 3d image through? We're not a discount broker. We are a full service, high level high quality. Get it done right. invest a lot into Marketing every property.

Rick Ripma: 30:01

And why should somebody do use that? Because I firmly believe that that's the best way to go with somebody who does everything, even though it costs a little bit more, because it's worth it. Why do you think why do you think that's worth? Why would should somebody use you share in all those services over a discount,

Ken Yoder: 30:15

I have seen it over and over and over again, that the, the discount broker a lot of times just doesn't invest in those things on each on each listing. And so the property sits, if the property sits, it becomes like a stale loaf of bread, nobody really looks at it anymore than the big deal investor or they, or the really tight buyer is looking for the big deal. And so then they start hammering you on price. And that discount broker that saved you, a couple percent can lose you 1000s of dollars by not properly marketing, where you you want your your house to come out in, in its listing hot and ready and hit the market and people just go for it, you get that sort of you generate that sort of activity on your listing, you're going to do really well. And if you cut yourself short on that, again, sort of that unseen world, you could be losing yourself 10s of 1000s of dollars, even more than the percent or two that you saved by going with a discount broker.

Ian Arnold: 31:27

Yeah, I mean, it's like a product on our shelf. Yeah, if you just have a plain label on it, and you just say catch up? Yes. What's the odds? You're gonna get that? No. But if I put ketchup and I have tomatoes cut up, and everything on the front looks so much better, you're more willing to and you're gonna spin a little bit more, because you're like, I like what's inside those ingredients, even though they're the same exact ingredient. Yeah.

Ken Yoder: 31:50

So yeah, absolutely. And I think the other thing as well, is, the pictures that come through, I've seen too many iPhone pictures that are poorly framed, poorly colored, terrible lighting, don't even really convey properly the house. And so you know, 90% of your people out, there might even be 95, it's way up there that people are first looking at your house online, depending on those pictures. And when you present the product in its in a bad light, then it's like it's either a hesitation, maybe they don't even go to the property. Or if they do their their expectations again, or are lower than what they should be. You mark it that properly. Your expectations are higher. Your buyers come in with different expectations.

Ian Arnold: 32:41

I will say this, my wife and I were looking at houses. And this was 2015. Yeah. So I was shocked. I pulled up one. She goes, Look at this. And I pulled up pictures and the first couple pictures look great. And I'm like, Okay, I don't see anything wrong. Got four pictures in garbage all over the flippin room floor. Then you went to the kitchen, their stuff? I'm like, why would you not clean this up before he took pictures? Yeah. And I was I was just shocked that somebody wouldn't even think about that online.

Ken Yoder: 33:10

Correct? Yeah. And a good agents going to be honest. So you want an agent who's going to be honest with you to tell you what you need to hear. So that your pictures convey well, and it's it's marketed? Well, if you come up short of that, you could really be hurting.

Rick Ripma: 33:30

Pictures have to be in my estimation, they have to be accurate. I mean, you know, like you said, they have to be framed correctly and all that. But they also have to be accurate, because sometimes I've seen them where they they take pictures, and it makes a room look huge. Yeah. Well, okay, that might entice me to go see the house. But it wouldn't make me buy the house. In fact, that would make me irritated that I wasted my time to go see something that wasn't what they portrayed it to be. Do you find that by having a pro? Absolutely. Photographer, you don't get those?

Ken Yoder: 34:02

Absolutely. Because, again, it's it's a business of two people based on expectations. And so when expectations are sort of almost like hoodwinked, like, Haha, I got you to come out to the property. It just leaves a bad taste in your mouth as as a buyer and a buyer's agent doesn't really get you all that excited about really throwing everything and the kitchen sink in to try to buy it.

Rick Ripma: 34:24

Yeah, yeah. I'm looking at cars right now. And to that point, there's, it's Chevy, which I would think wouldn't do this. But they're showing this lease payment and I knew the lease payment probably wasn't what they were saying but they're selling these lease payments at two $300. You go there and they're eight or $900. Yes, all it does to me, is irritate me. Absolutely. That would make anybody buy a car. You got them in the dealership, but what good is that and just like a house if you get me there and I want buyers to Well, I want people that are actually interested I'd rather have See what size the room isn't go. Okay, I can deal with that. And then maybe when they go, it's like, oh, this is actually bigger than I thought not. Yeah. Oh, this is a lot smaller than I thought it was gonna be.

Ken Yoder: 35:10

Absolutely. Yeah, that's perfect. Yeah.

Ian Arnold: 35:13

One little note on that, and then we'll, I'll ask a different question beaten on this horse. Yeah. I'll try that. The drones that you knew said, You guys do that. Yeah, I thought that was phenomenal. Because back in 2015 21, while our wife and I were looking at houses, they didn't really do this. And so one big, big thing for us was yard size. We wanted a bigger yard. Just because we knew we're going to have kids and stuff like that. So I'd go out there. I look at the picture. I'm like, Oh, that looks like a good yard. And they did like a panoramic view. And the yards, like maybe 10 by 10 foot and I'm like, Are you kidding me? It looked like it was like at least a half acre. Yeah. Oh, I got I would get so mad. Yeah. So then I started telling a realtor. I'm like, No, if it's not this, don't just tell me. And we'll just stop that search. Yeah, yeah, that's fair. That drone footage is phenomenal. Yes, it really adds to the marketability and, and in a clear drone shot.

Ken Yoder: 36:10

It just helps give you perspective on location and the neighbors and like everything. Super important.

Ian Arnold: 36:16

So what would you consider one of your most memorable deals?

Ken Yoder: 36:21

One of my most memorable deals? There's a well, I honestly, it's gonna come back to like clients that were it was just fun. And I have a lot of fun. hitting homeruns for my clients, because I, it was a client family. Honestly, they had they had moved from Nigeria, and he had been here for a little while. And I helped him buy the house. And then his family could come as soon as they had a house. And he had other family members and SCADA it was a referral thing is is how I got that. And we we got the house, we missed it on the first time through as a timing thing. We had just we were show as we were showing it the first time through, it went under contract. So we were and we was totally bumped. Now the week or two came back, it came back on the market. We nailed locked it down, got it. Family members came over then kind of as a walkthrough and literally laid on the floor crying. Wow. Because it was they were just so overwhelmed with with joy and excitement. And that that's just fun. That's, that's really fun. So

Rick Ripma: 37:36

feel good. Yeah,

Ken Yoder: 37:37

absolutely. Yeah.

Ian Arnold: 37:38

Did you cry? It's okay. Just admit it.

Ken Yoder: 37:40

No, there might be in my in a watery eye or two.

Rick Ripma: 37:46

Yeah, would have been crying. He'd have been laying on the floor, like a baby, like a baby. So what are two resources that you think Man, if I didn't have these two resources, I wouldn't be where I where I am today.

Ken Yoder: 38:00

It's absolutely being connected with the team. At Mark doodle Realty. That's, that's significant resource. And it's a daily resource, helping me meet my goals, and then just talk about service. Because, you know, one thing that most people don't understand about the real estate world is that a transaction coordinator, there's tons of paperwork to do within a transaction. And, and because I have a full time transaction coordinator, I can hand off a lot of that, and then focus on the next client. And that enables me to help more people focus on that, and it helps me build my business in that sense. So that that's an absolutely vital part of it. Part. And maybe this is even like, Part B to that answer is the franchise that they're connected with, has tons of training, you can get on call, you can get it you know, there's a national trainers is saying, Hey, this is just how you handle this, or this is a better way to help people. And so that's that's been really, really important.

Ian Arnold: 39:07

Yeah, I like to point out that dealing with a team is great, but then finding out what that team can offer to help you it's even bigger. Yeah. Because if you just get on a team, and they're just like, yeah, you're part of the team, go sit over there in the corner. Atul, how's that helping you?

Ken Yoder: 39:23

Well, and so that that's your, your, what everybody has as an agent has to be under a brokerage. So there's a difference which is being connected with a brokerage and, and on a on a true team. And there's even kind of the in between where you're loosely affiliated with kind of a team within a brokerage. And but you still kind of do your own thing. You can stay home every day if you want and kind of a if you ever show him to do go for it, you know, call us if you have questions. That's sort of the in between where our team model and structure is in the office every day, you know, as much as you Ken and you have that constant feedback, you have the camaraderie with other agents that are killing it. And they're having success. You're having success. It's shared. It's it's, it's invigorating, it's energizing. And it's, it just helps me continue to do a better job. And are you adding team members have this? Yes, absolutely, yes. And pretty much a monthly basis, open to onboarding. And you really get an intense 30 day training, where you're in daily, going through all the how tos, how to do real estate, how to how to be, you know, a great agent, and then you you slowly you're jumping on to the call shifts, and getting talking with clients getting in front of people, and you're getting your, your real estate business rolling down the runway getting ready to take off. So

Rick Ripma: 40:55

what do you look for in somebody when they come in? They want talk about being a real estate agent? What is it that you're looking for? And you know, in that person sure to hire?

Ken Yoder: 41:06

Are they likable? Do you like being with them? You know, within the first 20 seconds,

Rick Ripma: 41:11

you're out? And

Ian Arnold: 41:14

no, my wife stuck? Well, 12 years, we're good.

Ken Yoder: 41:18

The first impressions matter. And so the first impressions to you matter, because the first impressions how they make others feel it matters. So that's going to be one quick test. But then secondly, like, yeah, kind of with that is, are they people person? Do they like people? You can't be in this business if you don't like people? Because people do people eat things. And people who don't like people get really frustrated by people the things? And it's, it can be a difficult business to to be in in that sense. So those are some two significant things. And then absolutely, you have to be self driven. If you're not self motivated, self driven, then this business isn't for you, either.

Rick Ripma: 42:02

I don't think any sales career is a good career for somebody who isn't self driven. Yeah, yeah. And, you know, we say sales, but I think that with real estate, and even mortgages and really most things, the traditional salesperson isn't what we are absolutely consider a sales, but really what we're here building relationships and helping, you know, the top people are building relationships and helping people

Ian Arnold: 42:27

or I consider ourselves advisors. Yep. And the only reason is, is because look, if you want to find all the information, get online, gives us that little phone in your hand, you can find all the information you want. Now, what what does the internet not tell you? Correct? That is why we are here. And to, especially with real estate agents, you guys got to deal with the emotions. Emotions are never talked about online. It's like, oh, you go sell your house for this and this, and then you go buy a house. Okay, well, there's a lot more to it than that app. So I know a lot of and so have you gotten your therapy license and all that?

Ken Yoder: 43:03

Yeah, I'm probably I've probably could pass the test. Education. Yeah. Yes.

Rick Ripma: 43:09

Did you ever teach?

Ken Yoder: 43:10

I did. I taught middle school for four years. So seems

Rick Ripma: 43:13

to be one of the biggest career moves is from from education from being a teacher and a real estate? Well, there's,

Ken Yoder: 43:19

there's a lot that relates there. You know, and I think your word of advice, being an advisor is absolutely, like key is what our role is. And so, there's a lot of education comes with advising, you know, based on our experience, you have to be willing to invest your time in people to advise them along, you know, the way they should go. I think the the next word for for our role would be also an advocate. So I'm an advisor and an advocate. And so we get in the midst of a transaction, I'm advocating constantly for my buyers, I represent them. So you know, and education is you got to care about people. So caring about people, you're advocating for them, advise educating, you're advising them. And so I think those those really fit together really well.

Rick Ripma: 44:11

There's a lot to that, because while you're doing that, if you're negotiating on the house, you're also dealing with the other side, which even though you're you're somewhat adversary, you're both really trying to make the same thing happen. Absolutely. You know, so you really have to work together. And I think the best people do work together, yes. And so you have to keep not only your client's needs in mind, but you also have to work, you know, know what the seller's needs are so that you can work it all out so that everybody, you know, really what we want is a win win, right? Everybody wins in the transaction?

Ken Yoder: 44:45

Absolutely. And I, again, to come back to a previous point of expectations, just run so much of this process, because if I can bring a reasonableness, a reasonable understanding And to my side of the transaction, and then I advocate for a reasonable response on the other side, then then we can usually meet in the middle somewhere it as long as both parties are willing to be reasonable, and their expectations are accurate to how things really should and can work out, then we can get the deal done.

Rick Ripma: 45:21

So, if somebody wants to get a deal done, they want to buy a house, sell a house, and they want to talk with you what's the best way to get ahold of you?

Ken Yoder: 45:29

Through the phone, my phone number is 317-220-6465. It's 317-220-6465. You can call it text anytime.

Rick Ripma: 45:39

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

Ian Arnold: 45:54

we'd like to thank you for your time. It's been a pleasure having you on our show. Thank you. It's been an honor. Alright, and reminder if you know any friends, family or coworkers looking to buy sell refinance, contact record, we'd be more than happy to help you.

Announcer: 46:07

Branch NMLS number 33041 Recruitment NMLS number 64589. Arnold's NMLS number is 195469 equal housing opportunity. So I'm restricting supply