Guru Laura Musall with FC Tucker

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm Rick Ripma, your hard working mortgage guy and I've been in mortgages and real estate for over 34 years, I have helped over 52 Men, it's hard to even remember 5200 folks finance their homes, my team and I believe in custom tailored loans, not a one size fits all approach. We believe there is the right mortgage for you. And we believe we are the team to deliver it.

Ian Arnold: 0:21

And I mean, on our part of Rick's hard working mortgage team, I've been in the financial industry for 15 years helping customers rebuild their credit to get the best possible interest rate and I have a passion and helping you secure your overall real estate dreams.And with me, hopefully you pay off your home even faster.

Rick Ripma: 0:38

And for any questions on the Indies real estate market or mortgages,please go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. Or you can call us at 317-672-1938.That's 317-672-1938. And today,and who are we? Who are we?

Ian Arnold: 0:58

We have a lovely lady she came in and she like,jumped up the stairs and ran right in here because she was excited to be here.

Rick Ripma: 1:07

She found us. Yes.

Ian Arnold: 1:10

Laura, Laura musel with FC Tucker sheet, and she came in here. She's IMM here.And I was like, so we congratulate you for finding us.Well, thank

Laura Musall: 1:20

you. Thank you very much.

Ian Arnold: 1:23

So what before we get into the real estate part?Let's talk about what did you do before real estate? How far back to me to go you tell us? Well,Where'd you grow up?

Laura Musall: 1:34

Oh, I grew up in northern Indiana. Okay, north of Lafayette in a little town called Wolcott. Okay,

Rick Ripma: 1:39

so you're a Hoosier.

Laura Musall: 1:40

I am a Hoosier. In Indiana my whole life. Awesome.But I have had interests I've had, I've been fortunate to have a very interesting careers along the way, I started out as a journalist. And if you would have told me 30 Some years ago,when I graduated from IU that I was going to be a realtor, I would have probably laughed because I didn't even think I knew any Realtors back then. But I wanted to be a newspaper reporter and I was for many years. And as I as I look back to where I am today, I think all of these different careers or jobs I've had probably brought me to where I am now I I'm a big believer in things happen for a reason. I agree. And I think about as a newspaper reporter, I mean, you have to, you have to be comfortable talking to people, but really listening to people. And I really learned a lot about that. And I learned just about human behavior. As a reporter, you learn a lot about people. And from there, I went into public relations. And I worked at Citizens gas for several years. And I was their spokesperson and did communications. But I also did some of their redeveloped helped in some of the redevelopment efforts like that was back. I don't know if you remember back when Fall Creek place? Yes was Yeah. So citizens gas was a big partner. And I learned about development and public private sector development. And that was very interesting. And I missed writing for publication. So I became a real estate columnist for Indianapolis monthly. Oh,Roy. Yeah. So they had me go out and find a house. That was interesting. See it, write about it. And they gave me a few dollars. And I mean, literally just like a few dollars, but it was fascinating to me to go see all these different houses in different neighborhoods around all around the city. And then from there, I went to a public relations agency. And because I had this background, writing about development and houses, I was kind of like their real estate person. So I worked with commercial and residential, and then I became a residential realtor.

Rick Ripma: 3:55

That's kind of like a natural progression. It sounds just like boom, you were you were guided to be into real estate. Right, right.

Laura Musall: 4:03

Yeah. Seems like that's how it happened.

Rick Ripma: 4:04

So where did you go to school for journalism? Or did you

Laura Musall: 4:07

Indiana University? Okay,

Rick Ripma: 4:08

let me my wife did do. That's what she did. She did. She was a journalist.Awesome. Great. never really used it.

Laura Musall: 4:15

I did. And I still do that.

Rick Ripma: 4:17

Yeah, I'll bet I'll bet how much. There's gotta be huge value in having that ability to write?

Laura Musall: 4:23

Yes, there is a big value in being able to write being able to write quickly. I started out in sports. And so you go cover high school game,and then you'd have to have it written that night for the morning paper and, and that really taught me to write fast and think quickly, and it does help to be able to write Yes,and I'm not, you know, pecking away at the I can type too loudly according to my husband.

Rick Ripma: 4:50

You don't type with two fingers. I don't. I didn't know there was another way. And then, and so you grew up in a small What was the time again?Walk it. Alright, so how long?How long were you there? What whole life your entire life?Yes. So how was that? How does How do you see that helping you in real estate? I'm guessing it doesn't.

Laura Musall: 5:12

I lived in the same house my whole life. Like,wow, okay, growing up. But I mean, growing up in a small town has a lot of advantages. There were no fast food restaurants,there wasn't a lot to do. So you have to be creative,

Rick Ripma: 5:26

though you cause problems well. So how did you when you got into real estate?How did you get get moving?Because a lot of people have trouble with that they get in and they and they flounder for quite some time. So how did you?How did you figure out what to do and how to do it?

Laura Musall: 5:45

So I think this goes back to my whole career in journalism, you have to think quickly. And I'm also a bit of a risk taker. And so I just, and I'm not afraid to talk. So I would tell people, This is what I'm doing. And luckily, I had a a colleague at the time whose parents were looking to relocate here from St. Louis. And he said, Maybe I could help my parents. And I'm like, Sure I can. So I mean, I had a sale pretty early on. And I started in 2007, which not the probably the smartest career decision.But during that time, I thought if I can make it out 2008 2009 I mean, it'll be okay. And there were some struggles for sure.During that time.

Rick Ripma: 6:37

Yeah, well, having a purchase right off the bat had to help. But how else did you get clients, you had to have some other way to get I talk a lot. You just talked to people I talked to have to talk to people.

Laura Musall: 6:49

I talk to people and I did a ton of open houses.And I think because I'm pretty good at talking to people. I had a lot of business from open houses. People will come in the open house, I would talk to them, and then we'd go out and look at houses if that. I've rarely sold houses at open houses. People think you sell houses, open houses. It doesn't happen that often. But yeah, I got my name out. I talked to people. And that's how it started.

Ian Arnold: 7:17

So did you start? I know you were Tucker. So did you start with Tom? I did not? Or how did you find your way to Tucker? And why did you choose them.

Laura Musall: 7:26

So I was with another brokerage and fishers and someone was at Tucker and wanted to start a team. And I was I was pretty new. And it's expensive to start in real estate. And so I decided to join someone else on a team. And I really liked that. One of the things I love about Tucker is that it's one big organization in the city. So I can go to any office in the city, Greenwood fishers nobles anywhere. And I have a key that goes in there all set up pretty much the same way that I can go anywhere,which is awesome. And I love the easiness of that. I don't like a lot of systems. So I went there and was on a team for a few years. And then about 10 years ago or so I went out on my own.

Rick Ripma: 8:14

Awesome. And how did the team when you're getting going? How valuable is that to have somebody who's a good solid team with a good mentor? How valuable can that be? Well, I

Laura Musall: 8:22

think it's I mean,you can't even put a value on it just when you become a real estate agent, it is really very much a sink or swim kind of thing. I mean, I don't know what the latest statistic is, at one time, it was like three out of10 agents will make it a year.Right? It's very low. One is because some people think it's just a whole lot of fun all the time. It's just all going and looking at houses all day. And it's a lot of fun. But there's a lot more to it. So I think having someone that's on a team that has experience helps you know how to do that open house or helps you know how to go out and talk to people about the market.

Rick Ripma: 9:04

Yeah, I think it's,it's, it's just one of those things, that's, you know, it's so important to have that team and have a mentor. Mentors kind of do make everything because you like is that three out of out of 10 or all that make it but I we after three years, it's like 80% of left, right or 90%an amazing amount of people who just don't make it. And I and a lot of it's because they just don't know how, you know, they don't know what to do. And I think a lot of you know a lot better than I do. But it's I think a lot of it is is that misconception of what real estate actually is and how hard it actually is.

Laura Musall: 9:42

I do think there's a misconception about that. And I wish really when I wish the schools would talk more about how it really is. I mean, I don't think I'm in sales. I want to have to check like on a box.What do I do like sales is one of them. I don't think I'm in sales. I think I'm in communications and therapy. I don't think that they teach you enough about how much you have to be a therapist, or a pretender therapists. Now I do joke with clients that I do not do marriage counseling. But

Rick Ripma: 10:17

I bet you have at times, kind of, Oh, I've

Laura Musall: 10:21

had, you know, he calls me and then she calls me and I had one time when someone called me and said, Hey, don't tell my husband that he is not coming with me to this next house. So you know, those are you just have to maneuver, all of those kinds of things, which either don't teach you that nor I don't know that you can teach everybody that. And not everyone is comfortable being in that kind of position. Right?

Rick Ripma: 10:50

And isn't it where a lot of people think it's all fun. Like you it's all fun, but every not every house? Is everybody happy about that they're buying or selling?Correct?

Laura Musall: 10:59

No, I mean, it's stressful. It doesn't matter what kind of situation you're in. Moving is stressful. And sometimes people are moving almost always, because of some kind of life events. You know, I had to help someone, move one time, it was heartbreaking, her husband had passed away. There wasn't enough money for her to maintain the house and to stay there. And it was heartbreaking.And you just, you have to have a lot of empathy for that. It's not just about getting the house sold. It's about how do you help them navigate everything?

Rick Ripma: 11:38

Yeah, it's so much.That's why we like it. We don't consider it sales. Really? I mean, yes, it is. But it's, it's more relationship. It's how you and having somebody with empathy. And and it's been doing a long time and knows how to help you through that makes a big difference. Yeah,

Ian Arnold: 11:54

yeah. I've call it more of an advisor role. Just because look, we're just going to assist you and tell you options and tell you what the next steps are. Now, if a hurdle comes up, all right, let's let's show you the ways around this hurdle and keep on going. I mean, sales, almost, I think in most fields with the internet has gone out the windows, if people want to learn. Oh, all right, well, how much is my health roughly worth? All right?Well, you can roughly look, and there's probably 12 different sites that I'll tell you a range of what your house is worth. All right, cool. But now let's What do you need to sell the house?All right now, when you color it in the house, hey, you might want to update this or you might want to color change the color of this wall or something like that. That's an advisor role.

Laura Musall: 12:41

That's absolutely right. Yes. I mean, most most people are pretty educated about the market. Sometimes, or everyone thinks their house is probably worth more than it is that happens a lot. But But you're right, it's an advisory role. And it's a role where you help them, you figure out what is their goal? This is how I approach it. What is your goal,right, then let's figure out a plan to get you there is your goal to sell it fast for the most amount of money is your you know, whatever your goal, what's your timeframe? What's your goal? And then let's figure it out from there.

Rick Ripma: 13:17

I think too, when you're when you're talking about the market, or like he was talking, yes, you can look up a lot on the internet, right? I can look up how to build a dresser. That doesn't mean I can build a dresser. Okay, but they can show me. But that doesn't mean I can do it. Right. And I think it's the same thing with real estate. Well, I don't know why people think well, if I look it up, I know what to do or or with mortgages. Okay, you got a range of value. You know, after being in this a long time, and you probably know better than I do. It doesn't matter what I think the value of the property is the only thing that matters is what somebody's willing to pay. And what the appraiser says, Absolutely, that's all that matters, right? And so you just, you know, an overpriced home can kill the salability.Right?

Laura Musall: 14:05

An overpriced home. An overpriced home will sell less overpriced than it would if you would have just going in at the right price right now.

Rick Ripma: 14:14

Yeah, that's something that most people don't get. It's kind of counterintuitive, but it's actually very true. And especially in the markets that are really hot. I hear it because then it gets a bad rap rap. People think there's something wrong with it,

Laura Musall: 14:27

right? Well, and people have this perception in the market that we live in now that you're going to pay over list price. So if you list it too high, they're already thinking, Wait a minute, I've got to pay this plus and it's not worth that. Okay.

Rick Ripma: 14:40

So that's what's that's,

Laura Musall: 14:41

I think that happens a lot too. I mean, real estate's very psychological.There are lots of psychological things involved in it. Yeah,that's why you need a professional and emote? Yes,thank you, and how

Ian Arnold: 14:53

would you get a hold of a great profession? I'm Laura. What was the easiest way to get her?

Laura Musall: 14:58

Well, you can call them Me 317-702-0058 or text me that same number or email me at Laura at talk to tucker.com.

Rick Ripma: 15:09

And to get a hold of Ian or I, it's HardWorkingMortgageGuys.com That'sHardWorkingMortgageGuys.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 just they don't see. They listened,and they find unrealized opportunities. If you're buying or selling a home, a real estate guru is a valuable asset. If you're even thinking of buying or selling a home, keep listening and definitely call one of India's real estate gurus.

Ian Arnold: 15:53

All right, so let's take a sidestep from real estate really quick. Okay, let's learn if I were to take away your phone and tell you you cannot work for 24 hours. And after you get done in the fetal position crying because you don't have your phone as most Realtors do.What do we catch you doing for fun?

Unknown: 16:12

Is wine involved? As whatever you whatever you think is fun, red or white?

Laura Musall: 16:20

Well, I Okay, so I have an interesting while I think it's interesting little side hustle. I and a longtime friend of mine and I design pajamas and now sportswear for women who have hot flashes and night sweats. Oh, wow.

Rick Ripma: 16:39

There's gotta be a big market for that.

Laura Musall: 16:41

Yeah, there are lots of women who are very hot,especially on days like today.So yeah, I'm in my 50s and started having night sweats and was complaining to some friends and some someone said you should just start your own company. And I was like, Okay, I think I'm going to and did some research.And yeah, so we launched that in2019. So you would find me doing that. You might find me hanging out. I have grandkids might hang out with grandkids.

Ian Arnold: 17:15

That's awesome. So yeah, where are you taking this company to Shark Tank?

Laura Musall: 17:18

I know. I've been asked that question. Okay, so I did do a shark tank like one.What was it called? One minute or something? Pitch a pitch show. And I want this pitch show on it was on Bloomberg TV. Okay,

Unknown: 17:34

awesome. Yeah, yeah.

Ian Arnold: 17:35

What did you win though?

Laura Musall: 17:37

A bunch of we saw the pajamas. No, we won some money, a little bit of money and different prizes. And they said I want to kill up but that hasn't shown up yet.

Ian Arnold: 17:50

That's the real reason why she won. Yeah.

Laura Musall: 17:53

We want advice.Lots of different, you know,entrepreneur advice. Coaches. So that was that was great.

Ian Arnold: 18:01

That's cool. That's awesome. So I know you mentioned your team earlier. So I hear you have a very interesting, what would we call them a co worker or assistant? What do we call them?

Laura Musall: 18:15

My husband? Oh,yeah, that works too. Yeah,after after a 30 plus year career working in the engineering field. He was a draftsman doing all kinds of big interesting projects around the city. He retired and decided he would join me on a team. And it's he just started he just got his license this summer, but he's already been to a closing.And he showed a house for me one day when I already had a meeting. And you know, I think he's it's going to be a great asset to the team because he has a background in in construction and engineering. And even before he got his license, I would consult with him on an on new builds. I work with a lot of people building wasn't that long ago, I had someone and it looked like something was not right. In the end. You know, when you go and look at a house before the drywall goes in. It looks totally different than yours.And I'm like, I don't know if this looks right. And my clients thought it looked kind of funny.So we had him come out and he's like, Oh, that's not even a load bearing wall you shouldn't worry about you know, so that kind of stuff is going to be very helpful to know what we need to worry about what we don't understand things educate people.

Ian Arnold: 19:29

So are you so are you mentoring him? If so, how's he taking that?

Laura Musall: 19:34

Well, we've been married 35 years so he's pretty cool. He just listens and how what he was getting into

Ian Arnold: 19:45

Alright, so are you looking to add other people are how are you? How is your team right now? So

Laura Musall: 19:51

the my first team member is Travis Webb. And Travis has been a longtime friend and I've helped him and his has and sell and buy several houses. And then he decided he wanted to become a realtor. And I knew I wanted him to be part of my team, because he believes like I do that we are out there to help to help people find the right house or sell the house or get to where they need to be.And so he joined me about two years ago, and that has been a you know, great part of the team, I have someone else who is going to get her license later this month. So we'll be expanding a little bit more.

Rick Ripma: 20:32

That's awesome. And if somebody is out there listening, they may want to contact you for real estate or maybe to be on your team. What's the best way to contact you?

Laura Musall: 20:42

Email me at Laura at talk to tucker.com or text me at 3177020058070317702?

Rick Ripma: 20:54

What was the rest of that?

Laura Musall: 20:55

0050058? Okay,yeah.

Ian Arnold: 20:58

He has old timers at his age. So sometimes he's got a lot of lies. The truth hurts sometimes. It's the truth.

Rick Ripma: 21:05

I don't remember what you said. So, what is your superpower? Or superpowers? What would you say? Oh, gosh,

Laura Musall: 21:16

I knew you might ask me that question. And I asked everybody, I've been struggling with that what my superpower is, okay, I think I'm a problem solver. I mean, I'm that annoying person that if you're at the grocery store, and you're trying to figure out between, like what you're going to buy, and we're like, Hey,Rick, this is the better one. I just I like to solve problems. I like to give people advice,whether they want it or not. And that superpower, annoyance.Might be an annoyance,

Rick Ripma: 21:44

you know, depends on the situation be but anything can, you know, I always found the are your strengths or your weaknesses, too. So that's probably true. I would say that's going to

Laura Musall: 21:53

give people advice.

Rick Ripma: 21:54

Yeah. But you also you also, I gotta think your your background and journalism.And all of that have made you a phenomenal, like you said question not I'm saying question asker. Because that's my wife being a journalist. That's she,she can ask 50 million questions. But then also,because you have to write it had to write about it, you're got one of your superpowers has to be you, you have a better ability to listen to what people say, than most of us.

Laura Musall: 22:25

I don't I mean, I don't know how I compare. I think I'm a good listener, I think I am good at being able to take a whole bunch of information and kind of pare it down to what's really important.Yeah.

Rick Ripma: 22:38

And that's really important to be able to take because it's kind of like a problem question. You know, I remember when my kids were going through, and they would they would get these problem questions and just like, get rid of all the crap that makes no difference. Right? And that's what you're doing. You're just solving the problem people people build, I'm sure when you're built, you're helping somebody with a house. There's a lot of extra stuff in there that you can peel away.

Laura Musall: 23:03

Right. And, you know, and being able to ask questions, being comfortable asking questions, I think that's important. I'm not really afraid to ask people questions. And sometimes people will say, I get this a lot, they want a big yard. But then, when you do drill down, instead of just saying, okay, big yard, let's put it in the search half an acre or more? Well, when you get down to it, it's not really a big yard that they want, it's privacy that they want. So I think you do use those kind of interviewing techniques to find out what the real motivators are

Rick Ripma: 23:37

pleasant. I mean,I'll relate it to one one day, I was going to go interview, a processor, okay. And the girl that knew the person set it up for me. She goes, he's really tall. Okay. And I said, Okay,what do you mean by really tall?Well, he's almost as tall as you. Okay. So if I go out looking for this person, I'm looking for somebody really tall, taller than me, because I don't consider myself really tall. Right, right. So it's the same with if I say, I want a big backyard. It's relative, right?It's all relative. And obviously, it's more than that.Like you said, it's why,

Laura Musall: 24:16

right? If that's the why, and the why is I want to be able to barbecue in my backyard and not see the neighbors. Yeah. And so that changes everything.

Rick Ripma: 24:26

Yeah, and there's different ways to accomplish that. Right. There are lots

Laura Musall: 24:29

of different ways and then you know, when you're looking to help them think through, okay, I love everything about this except, well, let's just think about what can be changed and what can't be changed.

Rick Ripma: 24:40

Do you ever have anybody who tells you they absolutely have to have a big yard and then they fall in love with the house that doesn't have a

Laura Musall: 24:45

dog all the time?

Rick Ripma: 24:47

I figured that

Laura Musall: 24:48

all the time.Well, and I think it's important. I'm working with someone right now. They're trying to think about should they downsize? And I say let's,let's talk about what But your priorities are just three. If you have to narrow narrow it to three, what are they? And then those may change once you go look, but at least start thinking about how you live.

Rick Ripma: 25:11

That's a great,that's great advice. Yeah, it's when

Laura Musall: 25:14

you most people do that. Think about how you live in your house. And a lot of people tell me, well, we never use this room. Well, then why do you need a house? That's the same square footage or square footage is also relative? Yes.When people will say I have to have a 2500 square foot or 3000or whatever it is. Why? What is it you want? Because how do you live? Okay, do you need it for certain things, then we can look at that I had someone one time that wanted a room where he could smoke pot, which privately so then that's a whole nother when you know what they need?Then you can help them find it.

Ian Arnold: 25:51

Right. But alright,so I know what the journalism background I'm kind of curious.So how do you compare you're describing listings? Like if you're describing a house compared to other people, do you put it as yours just fantastic,are

Laura Musall: 26:08

my goal in communication is to provide information to people that's easy to understand. And so I don't use a ton of adjectives,or make it flowery or try to be cutesy. That's not people aren't trying to be entertained when they look at an MLS sheet. They want to know the basics of the house that's important. Is the kitchen updated? Is there a walk in pantry? I am very bare bones specific about things. Now I am getting ready to list the house.And I did put in the description that the owners are OCD. And I only did that because these own these sellers really are OCD. I mean, if there's a nail pop,they go take care of it. And I just think that's an important thing for people to know about the previous person.

Rick Ripma: 26:55

Yeah. Can I invite them to my house? Yeah.

Ian Arnold: 26:58

Why don't I have a heart attack?

Rick Ripma: 27:00

You some nail pops.I have plenty. So if somebody wanted to get a hold of you for any real estate needs or to be on your team, or talk about getting into real estate, what's the best way to get ahold of you,

Laura Musall: 27:12

Laura at talk to tucker.com or 317-702-0058.

Rick Ripma: 27:20

And to get a hold of Ian or I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call us at 317-672-1938.That's 317-672-1938.

Ian Arnold: 27:31

All right, so now we'll get into the question of the week and the question of the week is sponsored by Hey, Rick and I the hard working mortgage guys, where we believe in helping and supporting you and your realtor by sending constant updates through the loan process. Nobody likes to live in a black hole so we do not allow it here. All right, so here's a probably the hardest question we'll ask all day. What was your first car

Laura Musall: 27:53

a Pontiac sunbird?

Unknown: 27:55

Was it the t top one or is it had a sunroof so neat.Nice. Yeah, that's how they put those in

Laura Musall: 28:01

and it was a five speed

Rick Ripma: 28:03

Okay. Remember the year

Laura Musall: 28:07

hmm, I don't really think it was a maybe8382 83 Yeah.

Rick Ripma: 28:13

I saw I saw that was I sold cars for five years.Pontiac was the first store I worked out okay. And my father in law bought a Pontiac sunbird and and he let me use it when I got into new home sales. So I remember those cars very well.They're nice little cars. Nice little car got decent gas. Yeah.I'm gonna compare it compare to get great gas mileage then. And they were fine right now. Did you have anything interesting happened with that car?

Laura Musall: 28:39

Well, yes, I did.I you won the national championship. The Euro was in Bloomington. Okay. It was icy.

Rick Ripma: 28:47

You were down there with my wife.

Laura Musall: 28:50

Yeah, it was icy and I had a little fender bender on a hill as we were going to celebrate,

Rick Ripma: 28:59

okay, did you still celebrate? Yes. It does damper your celebration

Laura Musall: 29:04

IT DID NOT damper the celebration that people that hit me took off very quickly.Probably because they should not have been driving but it did Danford the celebrations a little bit. I still remember in Indiana winning the championship.

Rick Ripma: 29:15

Yeah, that's awesome. That was that was a big time. My wife tells me there were people swimming in the

Laura Musall: 29:21

in the fountain Yeah, that's what I did not swim in the fountain.

Rick Ripma: 29:24

She said she saw you there

Ian Arnold: 29:28

we have video.

Rick Ripma: 29:31

Now you would have video. Nobody had a phone or anything to take video with so it didn't happen.

Ian Arnold: 29:40

So what do you think that separates you from other realtors?

Laura Musall: 29:47

Okay, this is an interesting question. So a couple years ago, I decided I needed to update my website. And you would think as someone who has a background in writing, I could just write my own website,but it's very difficult as you guys probably know, it's difficult to market yourself or to write about yourself. So I asked a writer to, to write my bio for me on the website. So she interviewed me, I gave her names of clients to interview, I didn't tell them. I didn't tell her what to ask them. I didn't ask them to say anything. And it was, it was humbling, and interesting. And insightful all at once, when she sent me the article. And what stood out was people said, it's like working with a knowledgeable friend. And I thought, okay, that, I mean,that's kind of what my demeanor is. But I didn't realize that that's what people would talk about. And I do think that kind of drives me that I don't look at, when I'm working with people as a client or a customer as much. I don't even most of the time, I don't even feel like real estate is working. It's kind of like, I'm just going to go hang out with friends and see their house and tell them what they need to do whether they want to hear that or not. She likes that. I like that part.And I think when people look at houses with me, it's, we try to have fun. But I also try to be that trusted friend that you would call and say what should I do? And you know, if if they say I just love this house, I remember one time this young couple, they loved this house so much. And you have to be able to say, I know you love the kitchen. It's a beautiful kitchen. It's a great house, but it's right on the highway. And this is not probably the best investment for you. And, and I'm willing to do that, even if it means not getting the sale today. And I don't know if everyone is like that.

Ian Arnold: 31:49

No, I think that's huge. Because when I purchase my first home, our realtor walked through the house. And she mentioned those same type of things. It's just like, Yeah,you don't want this house, you want to think about this, this and this. And it's things that,especially as a first time homebuyer, you have no clue what you're even getting yourself into. So that is nice to have that perspective, and actually to give it some people will keep it just to themselves and just like, ah, let's, I can sell this home, or, Hey, let's find them the right home.

Laura Musall: 32:18

Right. And, you know, people don't always buy the house that you would choose,and that's fine. But I, I feel good at the end of the day, if I say to them, and sometimes I have been known to say okay, I'm going to go to mom mode right now. Because this is I really hate for people to make a bad decision. Or, or sometimes they just don't think through things like if they have two houses they really like and one of them has brand new carpet, but it's not in the neighborhood they love but the other has gross carpet in the neighborhood they love. You know what, you can never change your neighborhood.That's right, you can change the carpet. Yeah. So let's figure out a way to get to get the carpet and let's find out how much it really would cost to change that out.

Rick Ripma: 33:02

Right? Because it's impossible change the neighborhood and possible, yeah,can't do that

Ian Arnold: 33:07

you can buy the whole neighborhood and then

Rick Ripma: 33:10

it's not impossible.Unlikely and kind of out of the price range. So what does, what do you see owning real estate?How does that benefit a person or their family?

Laura Musall: 33:24

It's an investment. I mean, and there's this sense of more sense of of pride when people own their house as well. But it, it really is an investment over time. Even No, let's just take 2009 and 10out of the market. But you know,people that bought houses 510Whatever years ago, I mean, the amount that they're able to get now is is a great investment.And, you know, even if you own property a second home, I mean,I it's it's rare that someone goes wrong in real estate,unless you just have made a bad decision and bought on swamp land, right?

Rick Ripma: 34:05

Well, even even back in 2009 and 10. If they held on to those houses, they're worth a lot more today than they were back then. Right. You know, we tend to get so focused on what's happening right now. But if they just held on to him, it's it's just like stocks, you know, if if I hold on to my style,they're losing money, and I hold on to them, I don't lose any money until I sell them. Right.And normally, if you hold on it comes back. Now you may have things that are better deal, and you might go somewhere else. But anyway, I think that that's something people have to look at. But it seems like there's just so much. It's the value is obviously dollars. But then like you said, it's also that when you live there, you own something and that can change their lives,

Laura Musall: 34:51

or change their lives. And then, you know, for most people when you're owning you also feel like you're part of a sense of there's a sense of community That is really hard to come by if you're renting an apartment and your neighbors are moving every 12 months, right.You know, I think there's a lot,a lot to be said for that of being part of a community.

Rick Ripma: 35:12

Yeah, I agree. I think that's one of the biggest things. And I think that it matters. In fact, that's why a lot of times they don't want too many rental properties in the neighborhood, because it's just not taken care of, as well. And,and people don't care as much.Now we've got neighbors and ours that they rented the house out a few different times. And we've never had that problem. But I can see how it can easily happen. Right? Right. Because it's just like renting a car,you don't have the same sense of caring about that car that you

Laura Musall: 35:40

are not going to invest in it. Right? No, you're not at all improvements.

Rick Ripma: 35:44

No. So what are some of the misconceptions that you see that people have about what a real estate agent does?

Laura Musall: 35:54

Well, I think there's one misconception that all we do is show houses all day, which some days, that is,all I do is, but there's so much more that that is part of real estate, it's responding to inspections, it's helping sellers find contractors,sometimes it's setting up contractors, it's working with title companies and working with mortgage companies. I mean, that is very, that's big, in, you know, on both the seller and the buyer side, making sure that the buyers lender is a reputable lender that's going to be able to get the deal done. So there's all that kind of research that goes into it, and knowing what's going on in the market, I think is important. So you spend a lot of time doing all those kinds of things, too. Yeah.

Rick Ripma: 36:47

And I'm gonna,because obviously, I care about the lending piece, I care about all of it, but the lending piece, it's what you said, I think a lot of people don't realize that to get, especially in a hot market. If you're if you're financing, one of the things that you need to make sure is you have a reputable lender that other agents know because the agents enter into reputable agent you're working with because when they get when that listing agent gets an offer, they're going to look at who the who the selling agent is right who that buyer's agent is.And they're going to look at who that pre approvals from. Because I have seen where they're even at a listing, they've said, We will not accept the pre approval from AX. I mean, you just have to be you have to have the right people, you have

Laura Musall: 37:32

to have the right people, and we've all been burned by a lender. And you don't forget, you don't forget the lenders who cannot make it happen, or the lenders who were not, who just gave you a form letter and didn't really check anything. So yeah, especially in a market like this. And if people were using, you know, one800 mortgage versus, you know,advisors Mortgage Group, and it's the exact same offer, the local lender, that's who's gonna get it wrong, even if it's close. I would be telling my sellers, you got to think about the lender. Yeah. And this is a lender that I can go see face to face this other person. Maybe that maybe they are a good company, but I don't know, and I can't see them or go talk to them.

Rick Ripma: 38:19

Right. Yeah. Yeah, I think all of that it's not just landing. Obviously, it's all of that matters. It all matters. I think it's why it matters so much to have a great agent working with you. And I think it's okay to have a newer agent,as long as they have a good team, and they have mentors that can help them walk through. But you need you need. First of all,you need a great agent, you have to have a great agent. He is there. I just don't know how to get around that.

Laura Musall: 38:45

No. I mean, I just see so many people who decide they're going to work with someone because they were nice,or someone, I just had a story,someone told me this, they were referred to an agent because they lived down the street from a relative. They didn't know anything about that agent except where they lived. And that's really not the first criteria on deciding on an agent. And when the whole deal was done. It was not a good situation. Now maybe it could have been a good situation. I don't know if you have the right. But you've got to ask questions. Yes.

Ian Arnold: 39:23

So let me ask you this. So let's say you have a client that moves to Alaska,right? You're I assume you're not flying to Alaska to show home. So if they're looking for an agent, what type of questions should they ask the agent to make sure they're the right one for them.

Laura Musall: 39:38

So so if I have a client that's going to move to Alaska, I asked them if they want me to interview them for them, okay? Because I'm not afraid to ask them the questions and I kind of want to see how they answer the questions. They could also ask the questions,but I would I don't think it's how many listings Do you have?That's not the question to answer. It's What do you do if the appraisal comes in low?What's your process? How do you work with appraisers? How do you work with lenders? What? What are you going to do for me? What steps are you going to take? How do you, you know, some agents just set up a search, and wait until the buyer calls them and says, I want to go see this house. Good agents are out looking and are out talking to people. And we'll call you and say, We need to go see this house.

Rick Ripma: 40:32

And I think great agents like yourself, and have been around a long time, you know, all the other agents so you have a knowledge of, of what's going on, because of your sphere in the real estate industry.

Laura Musall: 40:46

Sure. I know a lot of agents are a lot of us. I don't know, everybody. I know a lot.

Rick Ripma: 40:51

Yeah, but I think that matters. Yeah.

Ian Arnold: 40:53

So what do you think one of your most memorable deals was?

Laura Musall: 40:58

Okay, so that first deal I told you, I had when the the couple moved here from St. Louis last week, they closed on that house. I that was very memorable to me, because I remember helping them try to figure out what neighborhood I mean, I was so new, then I remember being in the car, we'd go to each house. And I would have to look at a cheat sheet on how to open the lockbox that. I mean, that's how we're new Oh my gosh. And so when they called me to, to let me know that they needed to downsize, I mean, that was meaningful to me. And then for them to love, they love that house so much. That was that was a really memorable deal.

Ian Arnold: 41:38

That's awesome. So let's go into so you have your full team and everything, and you're looking at growing it over time. So over the next five years, what do you see, like your vision plan?

Laura Musall: 41:53

I don't really have a vision plan, I probably would fail. I would I would fail the sales training classes probably. I don't know, I don't I don't look at it in terms of,hey, I'm gonna, I want to sell this much each year. I just don't look at it that way. I think I am focused more on. I'm just focused more on the day to day, like just doing what I need to do doing the right thing? I just, I don't know, I'm not answering that question very well. But you're right. Um, I don't see that I want to have a team of X number of people,because it's just really not about the number of people it's about developing the right.People together to support each other. I mean, I love knowing that I will have they know that I have people that can I can count on to help me out that I'll trust them that they're going to do, you know, show houses and give people advice the same as I would? That's what's more important to me. No,

Ian Arnold: 42:53

I mean, I agree.Especially when you're talking about how to grow your team, you want the right people, right. So I mean, it's hard to put an exact number on it. Because you never know that one person, you might say, oh, I want five.Well, then that one person comes in you guys hit it off. They're great with clients, you're like,No, now let's six. Right? So you just don't know, to get the right people's is what's fantastic. And I agree, Rick,and I had the same thing. We don't worry, look at numbers throughout the years. I mean,there's some times you put an artificial number, but our whole philosophy is take care of the customer. The numbers will come.Right, that works the same way.You

Laura Musall: 43:29

You said it much more eloquently. That's what I do. That's what I do. And it just seems to work. That is awesome.

Ian Arnold: 43:37

So what are you as I've drawn a blank in my head,good, what is

Rick Ripma: 43:43

your most your favorite thing to do as a real estate agent? Favorite part of the job?

Laura Musall: 43:49

I love this is going to sound corny, but I do love meeting with people and getting to know them. And it's there are just so many fascinating people that live around us. I love that part. I like looking at houses most I do like looking at houses. It just never gets old. For my husband,it gets old because I go look at houses and I'm like, Hey, we're gonna change some things in our house because I just saw this really cool tile and I'm on the air conditioner, but we can't Well, we can't afford the air conditioner because I'm always remodeling. I love meeting I love. I do love that aspect of knowing people and connecting people. I mean, I work with I've worked with people that you just never know what they've done.And then all of a sudden you find out they were a food photographer or, you know, they do this amazing fiber textile art or, I mean, they have a podcast that I mean, it's all over the board of what interesting. The interesting people I've met and I love that part. Yeah,

Rick Ripma: 44:57

that's what I love about doing this really. I just love Meeting all the real estate agents and hearing their stories and what's going on, you know,and like, like you your background is fascinating. You did so many cool things that actually led you right into real estate, right? It was like, this is where you're supposed to be.But you had to do all that to get to the point where you're ready to do real estate. And I think I just love that part. If somebody wanted to get a hold of you for real estate, or you know, for any real estate needs,or maybe they want to be on your team or talk to you about being on your team, what's the best way for them to get ahold of you call or

Laura Musall: 45:29

text me at317-702-0058 or email Laura, at talk to tucker.com

Rick Ripma: 45:39

and to get ahold 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 follow us for more indies real estate gurus.

Ian Arnold: 45:53

Lord, thank you for coming on the show. It's been phenomenal having you

Laura Musall: 45:57

thank you so much.I appreciate it. This was fun talking.

Ian Arnold: 45:59

Yes. Like talking to us.

Laura Musall: 46:01

Does anyone need advice?

Rick Ripma: 46:03

Later? Lots of

Ian Arnold: 46:05

advice. Oh, I off the radio.

Rick Ripma: 46:08

We're gonna put you on speed dial.

Ian Arnold: 46:12

All right. And for anybody else out there if you know any friends, family,coworkers looking to buy sell or refinance contact record, I would more happy to help you.

Announcer: 46:21

Branch NMLS number33041 Recruitment NMLS number664589. You know Arnold NMLS number is 195469 equal housing opportunity. Some restrictions apply.