Guru Kyle Morris with Talk to Tucker

Announcer: 0:01

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

Rick Ripma: 0:25

Hello, everyone. Before we get started, I just wanted to remind you, for the most up to date information on mortgages in these real estate market go to HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. I'm recruiting for the hard worker mortgage guy, and I've had the honor of working with over 5200 mortgage borrowers closing over $1 billion in closed loans. Helping each client find their best mortgage option is really my passion, I love to help work through that. And I'm a certified mortgage planner. So I know my team and I can guide you through the process, and keep an eye out and help you through every step of the way. Now, today, we have a great guest. And before we introduce him, though, I'm gonna let Ian go.

Ian Arnold: 1:09

Yeah, I'm Ian aren't a part of Rick's hard working mortgage team. I've worked in the financial industry for 15 years helping people purchase what they want, and help them build their overall wealth and if they need to even their credit score.

Rick Ripma: 1:22

Awesome. And on the show today, I'm really excited. One of the great conversations when we talked on zoom just to kind of get an idea, you just you're very interesting, this is going to your you just have some great stories. Your life has been it's an inspiration when people can hear what you've done and what you've overcome. It's phenomenal. And your passion for not just real estate. But for those, those. I don't know what you even call it I call the charity, but it's not really a charity. But the passion you have for others is really remarkable. And it's incredible to hear. You know, I know you're with FC Tucker, this Carmel office, your your team's been the number one producing team for this year, this year.

Kyle Morris: 2:06

Well, last year, last year, we're number two the year before that. Okay.

Ian Arnold: 2:10

Nobody's checking last 10 years. Yeah. Yeah,

Kyle Morris: 2:13

specific for the past 100 years.

Rick Ripma: 2:17

And you're a long term recovery you're you're involved in in the community, and that community as well. You're an advocate for people in recovery. Correct. I

Kyle Morris: 2:26

have over six years. sober, awesome,

Rick Ripma: 2:29

awesome. And you served on the board of directors for multiple nonprofits in the mental health space space. If I could talk today, this would really be good, I almost would just went back to bed because today is not there. You know, both your your personal and business life is built around other people. It's very obvious when you talk to you. And it's just, it's really, it's really an honor to have you on the show. Thanks for joining us.

Kyle Morris: 2:59

Thank you, I appreciate that. So I just feel like I'm a normal guy, but it is what it is.

Rick Ripma: 3:04

When you have to overcome some of the things that you've overcome. I, I don't know. Not having ever really had any major issues, you know, any any major things happen, you know, some people get thrown, just amazing things into their life in the, you know, that they have the roadblocks that they have to overcome. And it's amazing how some people like you just power through it.

Kyle Morris: 3:36

Well, it's hard because, you know, like, the way you say that, it, it makes it feel like I have more ownership of it than I do. I also think I'm being a little bit self deprecating in the sense that I don't, but, you know, people helped me get to where I am today. You know, a lot of people gave up. And rightfully so a lot of people had to separate or distance themselves, to protect themselves to certain extent, emotionally, whatever it may be, but I don't, there's nothing that like just clicked in me one day, and I was kinda like, you know, what, like, let's turn our lives around, like, you know, there was a lot of trauma and pain and things of that nature, that kind of help become a catalyst, but at the same time, like I had to have people who helped lift me out of it and kind of show me the way to do it. It's, there is a guy that's a friend of mine, and you know, you kind kinda like to your point was like, how, you know, something like that can really help somebody be very motivated and overcoming all these things. And it was kind of like, I wish something like that would happen to me. For the record, no, you don't. There was a lot of trauma and a lot of pain and a lot of damage done so to speak. So I wouldn't wish it on anybody. But at the same time, I'm not the person I am today without it. So it's a weird kind of gratitude where I I don't necessarily regret what I went through, because I'm very happy with who I am today. I regret some of the emotional trauma that I inflicted on others, though. Yeah, if that makes sense. Yeah,

Rick Ripma: 5:13

it does. And it's amazing, because that's how life is really, you always look back. And we tend to think, you know what, I wish I hadn't done this. I wish I hadn't done that. But your life would not be what it is today. If you

Kyle Morris: 5:24

hadn't done that. Correct. You don't get both? No, you don't get both.

Rick Ripma: 5:27

I mean, you look at it even even with your family. And we'll ask about your family here in a minute. But even with your family, you I have I have three boys. And I know they wouldn't be with the girls that they're with, they wouldn't be where they are today. Had we not everything that we did, everything that happened led to that you don't buy the house that you were gonna, that you that we bought, they don't grow up where they grew up, that it's totally different life, right? It is. And it changes everybody

Kyle Morris: 5:53

does, right? So it comes down to this idea of like, everything that happens is exactly happening as it should to lead up to any given moment. And people struggle with that. Because they're not happy with where they are in the moment, not thinking about where it will take them in the future. Because, you know, we talk about it on my team and my friends, and I talk about it, you know, everybody talks about like whether you take an L Right, like, take a loss, and we just don't look at it like that everything that happens, that's negative or a setback is a growth opportunity to make you the person that you're supposed to become so even adversity, or a setback we don't look at with the same type of perspective as somebody else would just because how do I grow from this? What is this supposed to teach me instead of just dwelling on it? Right? It's a learning moment. So that helps a

Rick Ripma: 6:39

lot. That's, that's amazing. You know, and this is nothing like that. But I think it's the way they try to help you see it from somebody's perspective that's been through some of these terrible are difficult,

Kyle Morris: 6:52

but it applies to everybody. Yeah. Regardless of whether you've gone through it or not. Yeah, right. That's how do you accept your reality for what it is most people struggle just to be honest and honest with themselves?

Rick Ripma: 7:02

Yeah, yep. I used to go. I went to all the Tony Robbins seminars love Tony Robbins. And one of the things that I did was there the firewalk, right, I've heard of this. And that's what the firewalk is, is trying to a part of what the firewalk is trying to do is it's trying to get you to see if you can do that. You can do anything. And I see your life. That's kind of if you can, if you can live through what you live through, and become come out better. What can't you do?

Kyle Morris: 7:31

That's what that's also the scary part. So is it okay, well, yeah, think about it. So I think that's one of the things we struggle with the most, or at least I do. So knowing that you're capable of anything. What does anything really look like? That's very broad. That's very lofty, when you actually take that into what it really means. And that is overwhelming, quite honestly, when I first got sober, and it's like, you can do anything? I mean, it's paralyzing quite honestly, at first, because what does that mean? It will, it doesn't mean anything, it means like, just move forward. But like the firewalk thing. Fear controls us, right? I mean, let's say you burn your feet, your feet will heal, right? But You're just afraid, you know, and I think people just struggle to step into the fear, because they're afraid of messing up or not being perfect, or whatever it may be, instead of willing to get hurt to grow. Because at the end of the day, you know, I mean, you still have your feet, right? Like, you know, like, if you do a fire walk, you will be okay. You may not be okay in the moment, but you will eventually be okay. Right? Like we are saying like, you're already okay, you just don't know it yet. And so people struggle with, they want the result without stepping into the fear. And so the more you step into fear, two things happens, the more you realize you'll be okay. And then also the more willing you are to step into fear. And so fear controls your life a little bit less, right. So but it is very scary when you start talking about you can do anything because, you know, also that comes with that what sacrifice. Right? Right?

Rick Ripma: 9:09

Well, anything still is also based on what you actually want correct to accomplish.

Kyle Morris: 9:16

And we are in an industry in particular, your industry, my industry, where we're always encouraged this growth mindset. And Well the problem with that is that the more you grow, that also means, you know, even if you build a team and you delegate and all these things like that is more on you and you are absorbing more and you can only be in so many places at once right like balance which I think people always talk about like work life balance. Balance technically doesn't exist by nature. If you're here, you're not there, right? It's more about how do you how are you present in the moment that's the best you can get with balance is being present like if you are at home, be present with them if you are at work be present there. So to that point, it kind of gets to kind of lost track like where I wanted to go with that, but It teaches you how to or like, go back to the growth mindset. If you grow too big, am I sacrificing my family for that? Right? And so I know a bunch of very successful people who have everything that you could want, and their kids just one of their parents, right. And so like, it comes with a trade off, and you have to know where you're at and what you're willing to sacrifice. And for me, I mean, I think that's where I'm struggling the most right now is like, I do think we're capable of anything. But I am not willing to sacrifice because I worked so hard just to get back what I have. Right. So that's hard, but in an industry like ours, that constantly wants to push you to grow.

Rick Ripma: 10:41

Yeah, you don't have I think part of it is to you don't have to have it now. Correct. Right. You work towards it. I read a book when I first got into sales by Augmon. Dino called the greatest salesman in the world. And one of the things in that book, it's leave, work at work, and leave home at home. Which are your point, though, right?

Ian Arnold: 11:03

Yeah. Especially in our fields. I mean, ladies, you

Kyle Morris: 11:07

get calls, yeah, home, for work, and you get calls at work from home.

Ian Arnold: 11:12

Now, I will tell you this, like my wife and I, because I've been in sales my whole entire life, basically. And so during dinner time, there are no phones, there are no tablets, nothing, it is family time. So if somebody can wait 30 minutes, if I see a missed phone call, guess what you're waiting 30 minutes, because this is family time now, then we usually go off and do stuff. But I mean, with Rick and I were not. I mean, if we get a phone call, we might be taken up for 30 minutes to an hour, you're, you might get a phone call, Hey, this house has went on the market. And especially let's say in the last couple of years, Oh, you gotta go see that house immediately you do. So you could be out. All right, 30 minutes to drive there, then an hour to look at the house and then 30 That's a two hour, two hour night. So yeah, you have to find that work life, especially if a family I think you have to find, alright, I need this time with the family. So maybe Sundays I don't I don't go show houses, I spend time with family or something.

Kyle Morris: 12:11

So we built a I built a team around that. I didn't build a team, so that we could sell more, I built the team. So we could live life a little bit better, and still serve our clients with that immediacy that they need. And so if any, if you know, we all run it the same way on my team, like I'm very specific about my culture on the team and what we have. And so when you get one of us, you get all of us. And that's kind of how it's set up at the beginning. And so all of a sudden, it's like, hey, well call bow or call Jacob where I have, we have a text thread that has us all involved in it. And so if it's an immediate need that needs responded to in that 30 minutes, they have the ability to get that answer and have that conversation and then like, be like, well, Kyle is eating right now. But he'll show it to you at this time or vice versa. Or if somebody needs to take a family vacation. It doesn't feel like the client is ever being underserved or they're being passed off because we kind of do it as a group effort. If that makes sense.

Ian Arnold: 13:08

That is awesome. Yeah. All right. So we're coming up on the break. Kyle, what's the best way they can get a hold of something get a hold of?

Kyle Morris: 13:15

So it's Morris Property Group with FC Tucker, in Carmel, it's 317649512

Ian Arnold: 13:21

and they can call or text call or text in our time. And what was that number one more time?

Kyle Morris: 13:24

317649512

Ian Arnold: 13:27

All right. And to get ahold of Ricker, I just contact hardworking mortgage guys.com That is hard working mortgage guys.com And after the break, we'll find out how did Kyle actually even become a realtor.

Unknown: 13:43

Advisors mortgage broker licensed by Indiana Department of Financial Institution equal housing opportunity. NMLS 33041 Rick Ripma NMLS 6649

Rick Ripma: 13:51

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

Unknown: 14:00

We believe honesty, kindness and hard work are how we honor each client

Ian Arnold: 14:05

at hardworking mortgage guys, we believe in custom tailored loans, not a one size fits all approach.

Unknown: 14:10

We believe in always presenting you with all your options. So you get the loan you want the way you want it.

Kyle Morris: 14:15

We believe in continually monitoring the rules, rates and market trends. So you don't have to we

Unknown: 14:21

believe in working hard to meet your closing date so that your entire plan isn't upended. We believe

Kyle Morris: 14:26

in offering the same quick online process that the bookstore mortgage companies brag about whether

Unknown: 14:32

you're refinancing or buying your first home,

Rick Ripma: 14:34

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

Announcer: 14:47

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

Ian Arnold: 15:00

All right, welcome back. And Kyle is with us, Kyle. So I know you've been telling us interesting, interesting stuff. I mean, talk about all the stuff and how to get through objections and stuff like that. But how did you actually become a realtor?

Kyle Morris: 15:19

It's interesting. Um, so my grandfather did this when I was growing up totally different capacity than what I would say I do, or the industry is like, now you gotta think this is early. He was born in 79. You know, I'm from Martinsville, he mainly handled a lot of rental properties for the most part and did property management. But he had this brokerage called Allen and Associates, it was triple A's. So it was first in the phonebook, which people don't even use phone books anymore, right. So just stuff like that. And so I guess I was exposed to it. I don't know if I really had an interest for it. But I've always been, you know, I like houses. I like the architecture. I like what goes into, you know, the finished product, all of these things. It's just always kind of fascinated me and been interesting. I think it started with landscaping first and then kind of evolved. I wanted to be an architect when I was in middle school. But I don't know what that means. Because, you know, I mean, my kids want to be YouTube stars, right? Like, I wanted to be an architect, then I realized I couldn't draw. So then I was pre law. And then I graduated with telecommunications. Right? So and I was spear in between in between that as well. Right? So I don't want you Yeah, what are you big win this weekend. But so I don't really know that just because you want I want to be an architect as a kid means like, that got me here. But I had sales, I had a sales career at one point. I did telecommunications for Nextel when I first got out of college, but I became a pharmaceutical rep. So that's sales, obviously. And then I eventually went to work for the Department of Veterans Affairs, which is very much a I mean, it was problem solving. Because, you know, I was looking at Veterans, disabilities and their medical records to determine what percentage of disabled they were and learning how to combine all that and assess that. But it's very much a customer service role as well. And so when I ended up, I went through a lot there for two years ended up homeless. voluntarily, it turns out just because I, if I would have got sober I just wouldn't be homeless at that time. Right. But so once I got sober, I got to that point where it's like, I could do anything I want, you know, the, what I tell people is, it's very rare that you get a second opportunity in life, right? It's even rarer, somebody actually takes advantage of it. So I was like, What is taking full advantage of a second opportunity in life, I mean, and so that meant Geopoint, like, everything is back on the table. And that's where it was kind of overwhelming. So I actually got into real estate because of, you know, romantically thinking about, you know, the past was with my grandfather and going around and looking at houses and things like that. But a lot of it was I needed some flexibility, because I wanted to be open about who I was because I thought that would help me stay sober if I actually lived out in the open instead of like burying it in a closet. And I needed the flexibility to go to meetings and do what I needed to do to stay sober. So it kind of served that purpose very, very well. And I loved it anyways, and it just really kind of took off. And I did really well on it and kind of thrived in it. And here we are today. You know, I was just talking to the Tucker, the new Tucker agents. And you know, we have a very high failure rate in this industry. I think it's like 90% in the first three years. It's because people have a backup plan and another backup plan. Right? And when you have a backup plan, then it's okay to fail. And if you don't have a backup plan, it's not okay to fail, right? Like you know, if you're sitting there six months, nine months a year, not doing that well in the industry well it's like what do I do to make this succeed? Or what is the timeline look like to make this succeed instead of saying this isn't working right it's just a totally different mindset. So that's how I ended up in this basically because it fit parameters so that I could actually stay sober and change my life

Rick Ripma: 19:19

it's amazing the mindset though, isn't it mindset is everything it is it because it's these people would succeed or could succeed 90% Fail? Yeah, I know. It's hard to know is 90% 90% fail because they don't have the right mindset because they have that, that I got away out of this if it doesn't work out. It's so funny because like my niece, she started in real estate. She was a teacher said the biggest mistake she made is just like what here's the biggest mistake she made is she she stayed as a teacher. She did that for a year then she got out of teaching and as a full time real estate agent in North Carolina. But that's what it you know, she goes I did very well it It worked for her and she loved it just like you, you found something. We don't always know what we want. But when you get to what we what you want you find you really I mean, you found you loved it, right?

Kyle Morris: 20:11

Well, what do we do as humans, when things get hard, we quit, quit, it's really hard to know what working your hardest actually looks like to be honest with yourself. I mean, even, you know, I spend a lot of time on this stuff. And I know I'm not doing as hard as I could at times, right? And so but then you have to have compassion with yourself, you know, you can't just, you know, run yourself into the ground, so to speak, but it is figuring out, I think that's one of the biggest blessings that figuring out that the only thing holding me back in life was myself. And it's also very crushing thing to figure it out. Because, you know, at the time, I was 37, you know, even though I wasn't living there at the time, you know, I did, I had a wife, have a wife, kids call her house, all these things. Like, what do you mean? Like I'm getting in my own way, like, I have these things that people say you're supposed to have. But it's true, like my fear, my own preconceived notions about myself, all these things were 100% getting in the way, and holding me back from like, what I was capable of, because I thought, you generally think too little of yourself or too much of yourself. Right. And so how do you find it in the middle?

Ian Arnold: 21:19

Yeah, I mean, Rick, and I, one point add to that is, so for instance, our motto here is if the phone's not ringing, pick it up. Yeah. So you need to make phone calls? Well, even in our industry and yours, you have those people that are reluctant to call people. I mean, whether it's cold calling, or just lukewarm, like just going through your friends and family or something like that, and just, Hey, you guys know anybody or anything like that. It's the hesitancy it to get out of their comfort zone.

Kyle Morris: 21:50

Yeah, you know, so, because you're afraid in your own head, oh, they don't want to hear me talk about my business, or oh, they're gonna think it's a sales call. And it's like your own insecurity. So to your point, like I don't do cold calls like that. We're basically kind of 100% organically driven. But because of that, what I do is, I'm literally calling people all the time when I'm driving, just to say, hey, it's so it doesn't always have to be what you think it is. And what you know, people don't think about you as much as you probably think they think about. You know, sometimes we call each other. And we say, I just wanted to let you know, there's somebody else thinking about you today besides yourself, right? People just don't care. It's just not that complicated. They have their own lives, they have these own things going on. And most people just, they need the distraction from the day to day have their own struggles with their own life. And so sometimes just calling somebody to ask them about their day, gets you out of your own head and gets you out of your own way. And people remember that stuff,

Rick Ripma: 22:51

you know, but to get going to get to know one of the you have the 90% drop out in the first three years. Yeah, they have to get going. Okay, so they have, they have to do something I can tell you in the in the mortgage industry, what happens for the most part, because we have a pretty high dropout rate, too. It's lack of effort. Most of the time, it's that either they don't know what to do, they won't do what they should do, you know, like calling, you know, sometimes you have to pick up the phone and call people, right. And it's better if it's a warm lead. But sometimes if you're not producing loans other or you know, selling houses or producing loans, you might have to pick up the phone and start calling people you don't know. And what I have found, it's kind of freeing when you do it, because people the vast majority of people are nice. Yes. Everywhere. Everywhere in Indiana, especially. I mean, the people in Indiana are very nice people when you call them it's very few people I get and it's almost nobody that's rude. And it's not rude to say you know what, I'm not interested. That's not rude. I that's perfectly okay. Or I'm busy right now. Can you call me later? That's okay, too. I've just never really had anybody who's anything other than you know, that's the worst I get.

Kyle Morris: 24:12

Well, and even if they are, like what's going on in their day to day exactly right, like what has led up to this trauma or, or their stress and so you can pivot the conversation to that or you can just have some compassion for them because I don't care how nice you are. The three of us are, like I've had I've had those days to absolute right. And it's not because I'm not a nice person. It's because I was in a bad spot. Right, right. And so when you start thinking about it like that, I think it just helps you. I think the thing that helps us a lot is I just called to help people. It doesn't have to be with the houses, do they need help with anything, right? I don't really have any motives other than to help people if somebody doesn't want to use this then don't use this. That's okay. That doesn't mean I'm not a resource here for you. Regardless if you You need me. So something like that. And so, when I'm never selling, it's pretty easy because my motives are always very pure. And but I also think that's why we've done well is because we stay in that space of pure motives. And so it comes across as genuine because it is. And people appreciate the transparency and being genuine. Like even me being open about my sobriety, I have people who reach out to me to help get friends and family members into treatment, all types of stuff. Or they're struggling, and they just want to talk. You know, when you live your life that way, you know, people when I first got into it, they were like, Are you sure you want to do this? What if somebody doesn't want to work with you? Well, then that's okay, then maybe I don't want to work with them. Because, I mean, my track record speaks for itself at this point, which I mean, I have that luxury, you know, like we do very well. But at the same time, me being able to be 100%, genuine and transparent at all times. People know what they get with me all the time. And so I'd never have to sell anybody because I just go out there and be kind and genuine and transparent. And it's turns out, most of society doesn't do that anymore. So people were like, really surprised that I did that I get a ton of feedback about it when I was like, I don't know, just seems like the way to do it. But it's, unfortunately not that common in society these days. So

Rick Ripma: 26:24

it isn't, it's not. And it's because everybody wants to hide everything. It's like Facebook, everybody puts everybody's life is perfect. on Facebook. Right minds perfect

Ian Arnold: 26:35

no matter where I am. Yeah.

Kyle Morris: 26:38

Because you're amazing.

Rick Ripma: 26:40

But when you look at Facebook, I don't I don't spend a lot of time on Facebook. But I mean, I would know that people, right, and you see what they post, it's like, they're not that happy. But everything they post makes them look like their lives are perfect. And I think I think and I've seen studies where it actually hurts people, because everybody that's like, Well, why is my life life not so perfect? Well, nobody's life is perfect. We all have challenges, we all have issues, and you just have to move forward. But you know, I think I think one of the things you said is is huge, is that you have to stop focusing on yourself and just be out there to help. You know, you're just you're just there, whatever somebody needs, you're there. And also, it's okay, to not work with somebody, it is okay. Sometimes you just don't match or whatever it happens to be it, whatever,

Kyle Morris: 27:33

we'll still think about it like this. I think it happened to me around, you know, six months in the business where, you know, I mean, we get used a lot, but you know, I don't get every single one, you know, I think we have very high success rate, but I didn't get a listing when I was early on. And I was like, Wait a second, you know, like, I thought everything was gonna be okay, blah, blah, blah. When I started to realize, like, if I'm going to be okay, it also means other people are going to be okay, as well. Which means sometimes them being okay is at my expense, but doesn't mean that I still won't be okay. Right? So like, I don't get both, it doesn't mean like discuss, I'm always going to be okay. That also means you're also going to be always okay, and so we just get wrapped up in it too much. It may be somebody else's turn to for them to have a win. And it's like what kind of patients are you willing to have for you to have your next win? And so I think when you start looking at it like that, it's much, much easier to digest because it gets into competition in comparison to the Facebook reference you're making, you know, Comparison is the thief of joy. I'm just happy. I know that everybody's life is different and dynamic. And I don't, I'm not trying to compare my life to where yours is that one day, I have my own goals in mind of where I'm trying to take mine, not yours. Right, right. But that's, that's what we do. And you know, it is what it is, you know, I just try not to live like that anymore. But it is hard with social media. I generally tell people try to use Facebook as a tool instead of being a consumer. Right? Because that's what ends up happening is you're like, oh, so and so this one so that we'll be happy for

Ian Arnold: 29:15

you. And Kyle, we're coming up at the end of the radio show. How would they get ahold of you?

Kyle Morris: 29:20

So call or text 317-649-5122 Anytime I pride myself on communication, so to your point of like, Why do real estate agents not succeed? Sometimes communication is everything on the percentage do you think you over communicate? It's probably average communication. You have to over communicate over communication to actually

Ian Arnold: 29:42

alright, and to get hold a rigor I go to hardworking mortgage guys.com That's hardworking mortgage. guys.com. Tune in for the podcast part and find out his question or the week

Announcer: 29:53

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

Unknown: 30:14

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

Announcer: 32:05

ranch NMLS number 33041 recruitment and MLS NUMBER 664589 equal housing opportunity, some restrictions apply. I'm Rick Ripma You can go to hard work your mortgage guys.com

Ian Arnold: 32:15

All right. So Kyle, are you ready for the question of the week?

Kyle Morris: 32:18

How much wood would a woodchuck chuck if a woodchuck could chuck wood?

Ian Arnold: 32:21

At only 10? That's what are what was your first car?

Kyle Morris: 32:28

My first car was a I love this thing. It was a 1985 Nissan mini truck that was GMC Bahama blue, it was lowered. It had no power steering at ground effects on it. So it was a low rider truck. So that that was my very first vehicle. That's awesome. And then with no power steering. One day I was running late to school and there was frost on the roads and I hit the brakes and I just slammed right into a curb at the school and tow the front ground off. But it was literally I think it was four inches off the ground in the front and six inches in the back and you got to think this is back in we'll call it like 94 weren't a lot of low riders in Martinsville.

Ian Arnold: 33:20

The cops knew who you were.

Kyle Morris: 33:22

Plus, I had a Grateful Dead sticker on the back of it. But it was a huge identity crisis at

Rick Ripma: 33:27

the time. But more important the girls knew who he was right.

Kyle Morris: 33:30

It was. It was a good looking truck. I'm not gonna lie. I love that truck.

Rick Ripma: 33:34

Yeah, it's it's what we find most people that first vehicle not everybody, some of them hated it. But most people no matter how the issues that vehicle has they we all love our first cars we do the love affair that we have with those.

Kyle Morris: 33:47

I have a kid who are my son, he's 14. So we got to start thinking about cars coming up. And I have a truck and I love it. And it's like, you know, do I just get a new one when he's ready and give him that truck and sitting there talking to my wife about it. Honestly, I just don't think he can have it because, you know, a he's gonna want to burn the tires or whatever you need, like a Buick LeSabre. Like you need something that you can bounce off of things. Like it can handle it. Because whether you like it or not, when you're a new driver, you're going to bounce it off of things intentionally or unintentionally. It is it needs to be made of steel, not fiberglass. Yes. So I find

Rick Ripma: 34:30

it very funny to watch a student driver. They are the most cautious people in the world

Kyle Morris: 34:36

and into got everything down. Yeah,

Rick Ripma: 34:38

three months later. They think they're Mario Andretti and the greatest driver that's ever been around. Yep. And it is. It's like man, just slow down and learn what you're doing first, but having a safe car is everything when they're young. It is no motor.

Kyle Morris: 34:53

Road rage is hilarious. That was one of the things that you know, when I got sober I didn't really struggle with that stuff. anymore. And it's funny. I know a bunch of guys in recovery who do but, you know, we always talk about, you know, you have to practice these kinds of principles I live by and all your affairs, which includes my business, you know, driving and you know, I have people who say, Well, I do it every everywhere, except for when I'm driving. Usually, if I'm upset with traffic, it's my poor time management for the record, right? Like, if we can be 100% transparent, you're right. And then like my inability to kind of what we were talking about earlier, don't understand what the other person is going through that they're either going slow or going fast or cut me off or whatever. It may be all these things, your inability to think of what somebody else's life is. You only think about how you're impacted. Right? But I don't know I have people who have road rage at me at times. And I just think the funniest thing is to just smile and wave at him because it upsets him more. Honestly. Like I just don't care. It's okay, but we're all going to the same place. Now. You

Ian Arnold: 35:55

don't have your number on your card. Yeah,

Kyle Morris: 35:57

I do. Oh, you do on the front, not the back. So Do y'all have it all wrapped? No, I think that sounds horrible. did have a picture of my face. So we have a billboard and there's nothing worse than seeing an eight foot tall version of yourself.

Ian Arnold: 36:15

Oh, no, I'd like to be eight foot like to be eight foot but you don't want to see oh, that's probably you want to be

Kyle Morris: 36:21

a boy I

Ian Arnold: 36:24

play a lot of basketball so being a foot would help out dramatically well,

Kyle Morris: 36:27

so like watching the IU Purdue game this weekend right like he's that guy's seven three. And society is not built for people who seven three like just getting in the shower is probably a nightmare. You walk

Ian Arnold: 36:38

through normal buildings. You have to duck under the or you'll just smack your head on the doorframe

Kyle Morris: 36:44

meanwhile, I just walked through door was all get out because they're built for me.

Rick Ripma: 36:49

Correct? Right in the airplane or driver getting a car. It'd be awful.

Kyle Morris: 36:55

guarantee he doesn't drive a Honda Civic right now, the arrow

Rick Ripma: 36:58

unless he took the front end seat out and the jars from the backseat.

Ian Arnold: 37:04

All right. So what was one of your most memorable deals. And the reason I like with Rick and I we always talk about like user that first time homebuyer who goes ahead and they purchase a home for the first time we catch him out in their car crying after they just signed and we're like, what they're upset, and we find out that they're just of joy. So just,

Kyle Morris: 37:25

I don't know, there's a lot. I mean, I remember them all even. I mean, we've done a lot. I remember the transactions, I don't always remember all the addresses, we just see so many addresses. But you know, I've had some we were going through a lot mentally emotionally family, that, you know, we're pretty well versed at handling those scenarios. And so those mean a lot or bad about a couple bad ones. You know, if you know, full disclosure, you know, when I was newer and I, one in particular, I can think of our price to house and I wasn't experienced enough to understand. And one of the homes I used to comp the house fell off as a comp within the first 30 days. And it really impacted our price. And so now I was kind of significantly overpriced. So that was a learning moment. But the one that means the most to me, was one of my first listings that kind of created how our business model is in the first place. So it was somebody I was helping rent a house. And she was like, hey, I need help renting a house, blah, blah, blah was newer. And you know, I just was like, I need things to do. So yes, I will help you with a rental. And we got her the rental. And she's like, well actually have a house was in pre foreclosure. And so I went and looked at the house. And you know, I did some research. So you know, I was new enough. I didn't know everything. You know, you can sell a house up literally up until the day of a sheriff sale, all these things. And the house needed some work, you know, I needed to do landscaping, I needed to repair some rotted wood, I needed to clean the carpets, I need to remove a fridge that was kind of rotted. And I needed some things to fill my day, you know, because I was also newer in recovery, and I just needed to stay busy. And so I told her that if she gave me some time with it, you know, gave me a couple of weeks and let me put some of my own money into it. I thought we could sell it and do pretty well. And so we did that. And I ended up selling it and she went from being in a pre foreclosure situation to making $30,000. Right. And that granted, you know, she thought she was in a really bad situation. She's about to take this it's going to impact her credit all these things for the next seven years. And to be able to help her and see the gratitude she had on her face for something I kind of just did. somewhat out of desperation, slight boredom, to a certain extent to just help somebody really created our entire business model where we do that stuff on a very, very regular basis where we put our own money into these houses you know $600,000 House You know, I'll go and I'll change faucets, I'll change light fixtures, whatever it may be. So that a they don't have to do it be it shows as well as it can for when we sell it. And then we don't charge them, right. And so we just do this lift for them A, we kind of like to get dirty, you know, I wear a suit, some days, I wear sleeveless shirt some days, you know, you get a sense of accomplishment. So that one, I would say, is the most memorable, because I don't know, if I have the business model I do today, with that powerful moment. You know, I think people think we do it on every house, we do it on the houses that need it. So we probably do it on like, you know, 20% of houses. But you know, when you sell 100 houses a year, you know, it's 20 houses a year, that's, you know, like, two a month like so I think, you know, it looks like a lot. It is a lot, you know, we do a lot of project management, but at the same time, you know, not every house needs that stuff. But the ones that need it, we we do it in a heartbeat. So, but that one, for sure. Awesome.

Rick Ripma: 40:53

Yeah. I mean, that's, I've never heard of anybody who does it does it that way? That's a great way to do it.

Kyle Morris: 40:59

It's somewhere between genius and stupid.

Rick Ripma: 41:03

That's where ingenuity is? Way. Right? Right, depending on the situation.

Kyle Morris: 41:08

Even then, you know, I've, I've been to into one before, it's all right, like it is what is because my motives are still to just help people, right? And that's okay. Because, you know, even if it doesn't work out, well, in that situation, we created a good situation for somebody who thinks highly of us, because we help them. And they tell other people about us. And that's why we've grown so quickly, organically is because I don't really get into the weeds on that stuff. I made those decisions when I started the team. I think one of the things our industry, both of our industries struggle with the most is validation. And I think, as a society as a whole, we struggle to self validate. And so I need it from somebody else. And so we're always like, hey, know, your worth all these other things like I always know my worth, I don't need you to determine my worth and me doing a little bit less on this one or not being as financially rewarded, so to speak, like my worth is to help you. And it will generate my business long term. And I think agents in general, get a little bit too. I don't know, self righteous with this whole No, your worst thing to a certain extent, I know my worth, and I get to determine every single day in every single transaction. And sometimes it varies, because it's a business decision that I've made for future business. Not this super rigid structure. Right?

Rick Ripma: 42:32

Yep. So what's your what would you say your superpower or superpowers are?

Kyle Morris: 42:37

You asked me this? And I, I think when we first started talking, and it's going to be really weird. I don't know if people will understand it. But I honestly think it is, you know, my addiction in that I'm in recovery. Because I'm I know it's I'm not obsessive compulsive but I'm for sure neurotic. And so once I learned how to kind of point that neuroses in a positive direction. I just find I generally do more in a day than people do in a week, right? Like I'm just a very high energy, hyperactive, driven, neurotic person. And when I find a way to put that energy towards good, I do a lot of good. So I think what most people would say is, would think of as my deficit, I think, is my biggest asset, because it also has taught me perspective. It's taught me gratitude. It's taught me patience. It's taught me faith. It's taught me how to live a selfless life. So without that none of those exist. In my opinion, I don't think I would have learned the lessons that I did. So I would honestly say the one thing that everybody would think is my biggest deficit, I actually call my superpower when I go into like, a residential facility, or I'm talking to guys who are new in recovery, or if I go to a detox facility, that's literally what I tell them like that. I actually think this is my superpower. The people that I've surrounded myself with are some of the most successful people I've ever met and the most humble, driven, selfless people. And it's just because of that, right? So the bigger problem you have is not taken care of it can also, you know, go the other way, and can be my biggest deficit because it was before I got sober. You know, I just funneled it into negative activities. Right? So it's interesting. I'm curious what people would think of that. Because there is such a stigma associated with these things. So for me to kind of spin it on its head and tell people like, I don't think I am who I am today without it. I'd be curious to think or to hear what other people think about that, but you're not going to get me to move off of it anyways, but I'm just curious about people's pinions are

Rick Ripma: 45:00

you're not suggesting they go down that path?

Kyle Morris: 45:02

No, no, no, no, it's super expensive and painful.

Rick Ripma: 45:07

It's the rain, it'll kill you for the record. Yes, the reality of it is that ever, I always believe our strengths are also our weaknesses that can be both and, and it's all in how you deal with it and how you put it out there and year out, you've taken what most people consider a real negative, and you've made it a positive in your life. Correct. And that is, that is a choice. Now, I'm not saying I'm gonna take away the effort and all that, but it is a choice, you have to make that choice and anybody listening, any real estate agent, young, young or inexperienced, or running through trouble or anybody out there listening, that's going through issues, it's a choice, make the choice, choose the right path, and start worrying about others more than yourself, I think is it's hard,

Kyle Morris: 45:53

though. So a lot of neuroses gets pointed towards recovery. You know, I do public speaking for it, I do advocacy work, I do all those things. But I also point that neuroses towards my clients, I point it towards our business, I point it towards helping others, my family, my recovery, all these things. But it is a choice, but also tell you, I made the choice, but I wasn't given a choice, right, I was dealt, consequences, nothing legal, by no means but you know, getting kicked out of your house, all these other things, you know, being, you know, potentially losing your family, all of those things. Without those things, I don't know, if I would have made the choice for the record. Even then, the choice I made, at the beginning for full disclosure was to get sober, in spite of because people had given up on me not, because I need to do it for them I needed, I honestly kind of did it. To prove them wrong to a certain extent, like none of it was like kind of born out of a good place. It just ended up working out and I changed, but the choice part is really hard. Because I would also tell you, when I was an active addiction, I didn't have a choice. But I only had one choice, and that was go get treatment. But once you're in it, it's really hard to actually think you have a choice. It really, really is. So So what

Ian Arnold: 47:14

would you or who would you consider your like your mentors, whether it's personal or business wise? Personally, I said or so yeah.

Kyle Morris: 47:27

I mean, I've, I've a lot, a lot of guys who've helped me, that are my fellowship that I look up to my sponsor, and a lot of my tight knit group. Professionally, though, I'm very blessed that, you know, I think newer agents are afraid to humble themselves and go ask experienced agents, and every experienced agent I've ever asked has been more than helpful. And I don't think I'm where I am today without talking to the experienced agents. So Carrie Schuster, Diane Brooks, before I went to her when I first listed my first, you know, million dollar house like $1.7 million. And like, I just wanted, you know, I think when I talked to her, I was like, I don't want to just list one. I want to be good at doing this repeatedly. So that's why I wanted to talk to her. So it's like, Let's go learn from the best. And, you know, she taught us and she groomed us and to the point where not when I did my second one, I was like, hey, I want to do it again, just to make sure that I know what I'm doing. And she's like, No, you're fine. You've got this right. And so just like that vote of confidence. Shelly Walters. Greg Cooper here in recent history, I've gotten to know him a little bit. There's Rodney heard, like, there's a lot. There's some Southside guys, Todd Cook, and Justin Graham. And these aren't just guys with my brokerage like these, this is broker just across the board, like a lot of those people are in my brokerage but at the same time, a lot of them are with other brokerages and I was willing to reach out and they were willing to help. It's not like hey, you're with Tucker, we're with Keller Williams, you know, like everybody wants to breed success and professionalism or you know, rising tide lifts all ships so to speak. And so there are agents out there who are more than willing to teach new people

Ian Arnold: 49:17

Oh, I mean, especially with realtors is if you train somebody up so you can't came in let's say Beth Ward and you're talking to her and she's telling you alright, so yeah, you might want to do this or whatnot. And there's multiple reasons one she wants to see you succeed. It's weird to see people don't Realtors don't look at other realtors next competition

Kyle Morris: 49:37

some of them do I wish they didn't because we're coworkers I mean we have fiduciary responsibilities cetera et cetera but

Ian Arnold: 49:42

but if but if she showed you hey look, this is the way I do it and everything so when let's say she's on the other five years from now she's on the other end. You know exactly how she you guys do the same way. So now it's that that process moves a lot smoother, because there's no hiccups. You guys know what each other are somewhat. Thank you. So I think the mentoring of your older to younger, I don't mean that age wise people tenure is phenomenal. I mean, that's basically Rick and I've been doing that. He's been mentored me, but same type itself. So

Kyle Morris: 50:18

it's but you have to be honest enough with yourself and humble enough to ask for help. Right? Like, like recovery, whatever it may be, but specifically, professionally. I was taught, when I got sober, if you're the smartest person in the room, you need to find a new room. That's just all there is to it. Right? And so I never want to be the smartest person in the room. Yeah, you know, I try to surround myself with people who lift me up instead of, you know, me lifting them up, so to speak. So well, I

Rick Ripma: 50:47

find it's very interesting that most, most people, not just real estate agent, most people will help you if you ask for help. Most people who need help, won't ask for help. Correct? Because they don't. And I actually had an agent tell me, that was they said, you know, when I was younger, I mean, they just acted like, you know, most of them just won't help anybody. And then, you know, it is a lot what you do and what the ask, you know, it makes a difference you have to ask, and you know, and you might get somebody who says no, but the vast majority of people will, but you better appreciate it. And then try to implement what they tell you.

Kyle Morris: 51:25

Yeah, that's another Ask for help all the time, and then don't change that can be pretty infuriating. But I mean, just stems from insecurity, right? So someone's either afraid to show they don't know, right? Or, I mean, this is still insecurity. But they're too arrogant, right? But the reason their arrogance was actually bred out of their insecurity in the first place, because they're, they don't want people to know, you know, what really lies behind everything. So they've created this facade of arrogance, so to speak, right? And so it's okay, like, everybody has to learn, it's okay. You know, what you don't want to do is ask for questions and not learn. Yeah, right. That because then you get compassion, fatigue, people who stop helping. So where do

Rick Ripma: 52:09

you see your business going? What are your goals? Oh, come on, going forward.

Kyle Morris: 52:14

So I kind of just changed some things, because I'm very specific about my culture, and what I want on our team and kind of how we run things as far as like really helping people. That's hard. Because I think the past six months, I've kinda, you know, I didn't expect for let me backtrack here. The goal is where we currently are. Okay. The problem is, is we got here very, very quickly. So I didn't anticipate having another goal, because I didn't anticipate getting here this quickly. So I've spent six months kind of thinking about where do I want to go? You know, I've made some changes to the team a little bit for, to double down on the culture and things of this nature. But I think one of the reasons I've struggled with that is going back to what we talked about, like where anything is possible. I'm almost afraid to set some of these goals, because they're so lofty, I'm afraid we'll go there, and what will I lose and along the process, so I'm trying to be very intentional with with our goals. But at end of the day, our biggest goal is like, we just want to help as many people as many ways as possible, you know, I can assign a number to it. Honestly, if as soon as I assigned a number to it, you know, we'll get to it, you know, and then it's another number, and then it's another number. You know, I want to own property, you know, I own a property, I want to own more, I want to uplift the lives of my friends and the community around me. And be able to impact people. So when I start with a goal like that, you know, it's, it's kind of easier to do the other stuff. But when you're talking about numbers and stuff like that, honestly, I'm kind of still working on it a little bit, because I don't, I don't want to kill myself and lose everything that I fought to get just to hit a number that really doesn't matter in the first place and otherwise to impress you guys, right?

Ian Arnold: 54:03

No, no, hey, I fully agree. And Rick and I've had this discussion. Numerous times is one our business, let's be honest, determined, I mean, the market determines how busy or slow we can be mean. So but but if like my goal, every time every year is if I help every single person the most I can do to the my best ability, no matter whether it succeeds or not, then that's my goal. The numbers will come at the end. The goal is, hey, you need help. You need help on home, let's do this. Let's get you the right people. Let's get to the right things. If it happens, it happens if not like we tried, but let's try. Our goal again, is to do our best and help everybody to the fullest.

Kyle Morris: 54:51

Well, so when that's always the goal, like to your point, it just takes care of itself. Right because going back to what you said Rick? I'm consistent. And I put in effort. Yep. Right? Like, that's kind of all I do have control of, for, for the most part. So when you were, you were like, to an extent with the market, like, I can only control my consistency my effort within a market, which will help dictate regardless of if you're in a slow market or a heated market. I was talking to another agent, and you know, they were talking, I was talking about, like, just being honest about like, you know, trying to figure out what this next step looks like. And they had theirs. And the one thing, you know, and they were very resolute with it. But nobody asked them why. And so I asked him why, like, why does that number matter? What does it do? What does it accomplish? Like, you know, you do well for yourself, does it I mean, you can already kind of buy what you want, it just changes the what you want to different stuff doesn't really move the meter. And so it's interesting to people who just set goals, because it's next, and they don't figure out why they're setting the goals. Or if even, you know, it could be a personal goal could be a whole bunch of different things. So that but it's hard, it's really hard, because if I, if I could just throw a number at you, that's actually really easy. That takes no effort for me, you know, I can just say, Okay, well, I'm gonna do this, this and this, and I'll get to this number and blah, blah, blah. But why? Why am I chasing? You know, 60 million? You know, I mean, sure, I think that I think we're capable of that for sure. Why, you know, is it for me to be financially rewarded? Is it so I can help some as many people as I want, because honestly, to help as many people as I want, I need to expand my team, because we're already at a large capacity selling 100 a year, right? You up your price point, like some people are like, we need up our price point, you know, sell $400,000 You want to sell seven? I don't know, I just want to help as many people as possible. I don't really give a round care about the price point, right. So I don't know. It's just really interesting. I always encourage people to like, if you're setting a goal, I need to know why not. Just because we're gonna go here,

Ian Arnold: 57:01

I'll give you the why you can donate to the Arnold Foundation. You can just come right over here. Anything you exceed over just come to the ER Arnold Foundation.

Kyle Morris: 57:08

Okay, so here's my question, Why, what's the Arnold Foundation,

Ian Arnold: 57:13

my wife will be happy to be determined.

Rick Ripma: 57:17

I've never been a real numbers guy that I'm a very big numbers guy. But I've never been a real big numbers guy and study my goals. And everybody. We're taught one way, but it's kind of like school. They teach you one way, but it doesn't work for everybody. And I don't think the goals work that way for everybody. You got to figure out what works best for you. And having a why what you're doing that makes a big difference, but we are running out of time. So plugging the numbers, what is the best number for somebody get a hold of you out so you

Kyle Morris: 57:42

can call or text? 317-649-5122 Yep. And that's 317-649-5122

Rick Ripma: 57:51

Perfect. And if you have any real estate needs, or if you just you know, you've heard heard his story, anything that you know, he's there to help, so give him a call with anything. Yeah, well, I'm gonna tell ya, I don't normally say that. But I can tell that's what it's all about. So if you have you know, Kyle's here, he's here to help. And to me, that means a lot. If you need to get a hold of Ian or I, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com.

Ian Arnold: 58:20

And reminder, if you know any friends, family or coworkers are looking to buy, sell or refinance, please contact any of us and we'll be more than happy to help you.

Rick Ripma: 58:28

Thanks so much for joining us today and have a great day. Bye