Guru Liz Marks-Strauss with Liz Marks-Strauss Realty Group

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 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: 0:21

Hey, everyone. Before we get started, I just wanted to remind you that for the most up to date information on mortgages and the Indian real estate market, go to, HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com I'm referring to the hard work of mortgage guy and I've had the honor of working with over 5200 mortgage borrowers helping each one find their best mortgage options. As a certified mortgage planner, I know my team and I can guide you through the process and help you every step of the way.

Ian Arnold: 0:49

And I'm Ian Arnold 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 working with them to build their credit and overall wealth.

Rick Ripma: 1:00

On today's show, we're excited to highlight real estate guru, Liz marques Strauss with FC Tucker, Liz, Liz is Canada. Spirit has helped her succeed and become one of India's real estate gurus. Thank you for joining us, Liz.

Liz Marks-Strauss: 1:15

Thanks for having me, Rick,

Rick Ripma: 1:16

we appreciate it. And I want to get started. Really, I want to talk about your your story kind of how you got into the business. But before we do that, how would somebody contact you if they had any mortgage or mortgage real estate needs.

Liz Marks-Strauss: 1:34

So the easiest way to contact me would be just to call or text my cell phone number. That's Area code 317-502-3358. I always have that phone with me. And that's just the best way to contact All right, perfect.

Rick Ripma: 1:49

That's, that's awesome. So how did you get started in your in real estate? Everybody's story seems to be different. And they're all fascinating to me.

Liz Marks-Strauss: 1:56

So my story is a little bit funny. When we purchased our first home, while our second home actually our long term home, we worked with a realtor that I just absolutely loved. Elizabeth Rafi was with se Tucker at the time, she has since retired. And I mentioned to her that I was really curious about the industry. And I would like to consider it. And she said at that time, wait until your children are older because your time is not your own spring and summer. So I sort of took that to heart. And I stayed home with my kids for many, many years. And one day, my neighbor said, Well, you've been talking about going into real estate for 15 years, when are you going to do something about that? And I I went home and signed up for the class A started the class on Monday, took the state tests, the Saturday that the class ended and started with at SeaTac are the following Monday. So wow, I just needed a little kick in the pants

Ian Arnold: 2:52

so little. So did your kids are aggravating you a little too much. You're like alright, I need a break.

Liz Marks-Strauss: 2:58

Yeah, a little bit. I waited until my middle daughter could drive. Okay. Which worked out really well for me. Because, you know, when you're in real estate, you can't really say Oh, I'm sorry, I can't show you that house. You know, at three o'clock this afternoon, I have to pick up the kids. So having Zoey sort of pick up that slack for me was an absolute blessing.

Rick Ripma: 3:21

Yeah, it's amazing how we did put our lives around our kids. We did it with cell phones. It's like, when does a child get a cell phone? When the parents need them to have

Liz Marks-Strauss: 3:33

100%? Yes, yes. And that's what do you do when they're dead? leaves them at diving twice? Yeah, yeah,

Rick Ripma: 3:39

exactly. Yeah. You know, I understand that. Exactly. Your husband must be a lot like me. So as we as we look at the real estate, and how you how you've done so phenomenal. It's always amazing to talk to the people who have you got to and you've been in the business for? I'm going on my ninth year, ninth year. So it's been quite a while you've seen quite a few different changes in our market. Yes. And and you're and you're doing phenomenal. What is it that you do that kind of separates you maybe a little bit from others or is allowed you to be so successful.

Liz Marks-Strauss: 4:23

So I've been giving that some thought since you invited me to be on the show. And I really can't point to any one particular thing. My philosophy is that I'm all about relationship building, and I try to provide people with the best possible experience. My Angelou taught us that people will always remember how we make them feel. So I try to make sure that that I take as much stress out of the process as possible. Be very compassionate to their needs. And just try to build that strong relationship for Are future referrals? And that seems to have been working well for me.

Rick Ripma: 5:05

Do you work mostly with referrals? Or how do you get your business?

Liz Marks-Strauss: 5:09

So I do now work mostly with referrals. One of my managers said I have sort of a scattershot method. I use the scattershot method. And I would say, that is a good description. I try everything. So I do still advertise a little bit on Zillow, that, you know, in this in the market that we've been having, that hasn't really been a great source of referrals. I work I've joined networking groups, I have tried, and I do not recommend those lead, you know, we get calls all the time from companies that want to offer lead gen and charge us for lead gen. And I've tried a couple of those and have found that those are really not, I don't recommend them, we'll put it that way. They're not very helpful. And then constantly working with my sphere. But I do work, I would say primarily at trying to, to increase my, my network by providing not only a good experience for my clients, but also I do a lot of client appreciation. I have multiple client appreciation events during the year, I send some gifts throughout the year, and try to keep in touch with them as much as possible just to, again, help build those relationships and stay top of mind so that they will refer me when they know somebody who is who has a real estate need. And

Ian Arnold: 6:39

that right there explains why your business has it's not all about getting new leads. It's about referrals. And it's that follow up the same thing Rick and I do is like once a quarter, we call all of our past customers. Wow. So you get four calls in a year. I mean, it's just one of those things that even if you did a mortgage with us five years ago, all right, you multiply that five years times four calls, that's 20 calls you've gotten from us. So you just keep keep at that. And that's how you get the referrals and referrals. If you're ever thinking about getting real estate, or anything, or anything sales, referrals are the best source, because those are happy people.

Liz Marks-Strauss: 7:24

Absolutely. Absolutely. Yeah, referrals are our gold for us. And people must really appreciate that you call them four times a year, because they know that you remember them. And that you're thinking about them. And I'm sure that even if they don't have time for the call at that time, they just appreciate being remembered.

Ian Arnold: 7:41

Yep. I mean, don't get me wrong, we get voicemail sometimes. But then you get that phone call, Hey, yeah, thanks for that call or something like that. And they'll probably leave a voicemail with us. It's just one of those things that it just happens.

Rick Ripma: 7:53

It is amazing. How just keeping in touch with people. It makes everybody feel better. You know, and you are you're there for them. And really what you know, you're calling it because I'm sure you think real estate agents have this even more much more than than mortgage people is that they become your friends.

Liz Marks-Strauss: 8:13

Yes, exactly. And when the transaction is done, I'm always a little bit sad. And I you know, so I always encourage them, you know, please come to I do a barbecue in the summer, I do a hay ride in the fall, please come to our events, I want to keep in touch, I want to see you, I want to see your kids grow up. And that's I think the most rewarding part. It was just telling a client yesterday that one of the things I love, it's when I put up a new like a young couple and a house, right and just the two of them. And then you know, maybe a year or two down the line, they're coming to an event with the baby and then I get to watch them get bigger. And that's really that's really rewarding.

Rick Ripma: 8:51

I think that's a lot of fun. And like I love one of the reasons I do the radio show and the podcast is because I really love the stories. You know, for me, it's it's all about what people's lives and their stories. I just love to hear hear the stories. It's it's this is weird, but I it's one of the reasons I'll read our obituaries. I think, Man, I wish I had met that person. I wish I had met them and been able to talk to them and learn about their lives. Because when you actually talk to people, most people's lives are fascinating. They don't think so. But their lives are fascinating, at least to me. They're fascinating.

Liz Marks-Strauss: 9:25

Oh, I agree. I agree. So it sounds like you're very much a people person.

Rick Ripma: 9:30

I would say I would say for the most part I have you know everybody has their downtime. Oh of course for the most part you're so what does your team look like?

Liz Marks-Strauss: 9:39

So I have two other agents on my team. Theresa Brewer and Uganda require Uganda joined last year and we sort of and then we have a full well a part time transaction coordinator Angie filling game works three days a week and does our transaction coordinating and she and and she does also some I'm some of the event planning. And then I also have a stager, a stager slash, event coordinator, Monica Ross. And she is unbelievable. She just she is the best planner. She just she is a jack of all trades, and she really gets it done. So she's been a godsend in joining the team, but our whole philosophy is, we just we want to be the nice team. Like literally, that's what we decided when when Theresa joined me just kind of by happenstance, a couple of years ago, we decided that was our philosophy, we want people to know that we're always going to be kind to them, and that we'll be there, we'll be there for them whatever they need. And we think that's really important. So many people in this day and age feel like customer service has gone by the wayside, or everyone's in a hurry, and they just don't have time to listen to them. And we think it's important to make sure that their needs, all of their needs are met as much as we can possibly manage.

Ian Arnold: 11:05

So you mentioned that you have a person who's stages how important is stage in a home,

Liz Marks-Strauss: 11:10

it is essential homes. So the stagers the big staging companies tell us, according to their data, that Staged homes typically sell at a higher price, and more quickly than homes that are on stage. And that only 10% of the population can actually visualize what a home would look like, with furnishings and decorations in it, and I am in the 90% i That is why I must have, you know, Monica helping me out because she has that vision I don't, and she can take, you know, maybe a cluttered space or an empty space and just turn it into like a beautiful, inviting wonderful room that you want to come into and, and sit down and enjoy. And to me, it's just magical, and it makes the pictures better. But it also is very inviting for, you know, potential buyers, people who are coming through it, it makes all the difference in the world.

Ian Arnold: 12:06

So with me having kids, and if I was looking at selling my home, and I can't get everything out of there, what would you recommend a one of those, I know that when she come in and show everything and tell you what to do or how

Liz Marks-Strauss: 12:21

she does we come in and we do a pre staging consultation. And, and she's very honest, you know, if so with kids, you've got one of the one of my big pet peeves. Not that my house is the cleanest, but you always get the fingerprints all over everything, right, like so we make it you know, those have to go. And we give ideas about you know, where to put the toys and, and also the, the decluttering, you know, you probably have, you know, maybe all of their toys out or a large number of their toys. And we talk to clients about how can we pare this down? What are the, say five toys that are most essential? And can you rotate those. And then we recommend having a laundry basket handy. So if you do get a call for a showing, you just toss those toys in the laundry basket, put it in the back of your car, and take off and it makes you know, picking up more manageable.

Rick Ripma: 13:15

That's it's essential to do to do that. And as you know, even with little kids, you still have to do if you're going to show your house you want it to look as good as possible.

Liz Marks-Strauss: 13:25

People want to close on Monday, move in on Tuesday and have a party on Wednesday. Right so they want that space to look 100% move in ready?

Rick Ripma: 13:34

Yeah, it's it's amazing. We're coming up on the break. So after the break, we're going to talk more to Liz, we want to find out her superpower. But before we go on break, how would somebody get a hold of you if they have any real estate needs?

Liz Marks-Strauss: 13:46

The best way really is to call or text my cell phone which is 317-502-3358

Rick Ripma: 13:53

That's funny how text has become kind of a big thing call in Texas is everything. And to get a hold of ESRI go to hardworking mortgage guys.com That's hardworking mortgage guys.com And again, after the break we're gonna find out Liz's superpower

Unknown: 14:07

advisors mortgage broker licensed by Indiana Department of Financial Institutions equal housing opportunity. NMLS 3041 Rick Ripma NMLS 664589

Rick Ripma: 14:15

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: 14:24

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

Ian Arnold: 14:28

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

Unknown: 14:33

We believe in always presenting you with all your options. So you get the loan you want the way you want it. We believe in continually monitoring the rules, rates and market trends. So you don't have to we believe in working hard to meet your closing date so that your entire plan isn't upended. We believe in offering the same quick online process that the bookstore mortgage companies brag about whether you're refinancing or buying your first home,

Announcer: 14:58

Brought to you by advisors Mortgage Group, where

Rick Ripma: 14:58

we believe there is the best mortgage It's for you. we believe the more you know about financing a home, the less And we believe we are the team to deliver it find us online at HardWorkingMortgageGuys.com. stressful buying and refinancing will be.

Ian Arnold: 15:23

All right, and welcome back from the break. And again, we are here with Liz and she's telling us a wonderful how how she got in the business and then also how, what separates her company and what she does differently from everybody else. But now we got the hardest thing that we'll have to ask her. Now it's time for questions with the gurus. The question of the week is sponsored by advisors mortgage where we fit your mortgage to fit your needs. And Contact us today to get your free mortgage plan. Okay, was so the hardest question. What was your first car?

Liz Marks-Strauss: 16:07

My first car was I can't remember the year but it was a silver Ford Fiesta with black vinyl interior and no air conditioning. And I named it thunder chicken.

Rick Ripma: 16:22

Did you love that car?

Liz Marks-Strauss: 16:24

No, no, I did not love that car hated it. I remember going to interviews and having to lean forward so that my shirt would not be stuck to my back when I got there. Yeah. But I appreciated having a car. It was very kind of my parents to make that car available to me. And so yeah,

Rick Ripma: 16:42

yeah, buy my first car is very similar. The one we had a gremlin, which I think is worse, but it didn't have any air either. And it was vinyl interior. Similar. Yeah, they are very similar. They were both that you know, that same level of car. Yes. But they got your round. Yeah, I just I just love to get around. I mean, it didn't matter. I was a bicycle rider until I learned to drive. And as soon as I drive I was done.

Liz Marks-Strauss: 17:07

Same same. I remember riding my bike, we lived out outside the country. outside of town. I remember riding my bike to swim practice, thinking that would be wonderful. And I was able to draw.

Rick Ripma: 17:20

And it was Yes, it definitely was. So what is your superpower? And when I'll clarify the question, my wife likes to say, you know, oh, she's famous for this. And it's usually cooking or something. So she says, Oh, she's famous for her cherry pie. I want her to bring her cherry pie because she's famous for it or salad because he's famous for meaning that that's what everybody in the family and everybody that knows them. That's what they know they do? Well, that's what we're that's what we're looking at superpower superpowers as it relates to real estate.

Liz Marks-Strauss: 17:51

So I don't know that it relates specifically to real estate. But I would have to say that the the, the thing I do best and that they make the most use of is my ability to listen. I think that listening is and I've had to learn this over the years. But listening is essential. Because if you really listen to someone, you can find out what their needs are, what their priorities are, and then you can help meet those those needs. I am a born matchmaker. I have one one relationship. Success. So I had to find another. I had my brother and sister in law. Yeah, I introduced them 30 years ago. Wow. So I've had to find another outlet for my matchmaking needs. And real estate has really filled that, that desire for me. And by really listening to people, I can help match what they want and what they need with what we have available. And try to bring them together. But if you don't listen, if you're going on your own assumptions, you just can't make anybody happy. Yeah.

Rick Ripma: 19:02

It's a hard thing to learn to do. Because the longer you're in a business, the more consistency you see. And you start thinking that's what everybody wants, right? And then if you're not listening, you just you're trying to do the wrong, the wrong thing. And I guess to the point, I sold new homes for a builder for 11 years. And I remember I had a real estate agent come in with a client and they and they're looking at the locks that were available and they go oh, this is a corner like you don't want a corner like nobody wants a corner lot. You don't don't ever buy a corner lot. I'm not kidding. Two hours later, another real estate agent comes in with their client. They look at all the locks and they go oh, a corner like that's the best lot in the neighborhood. That is all their own perspective. Right. And for some people, I had people who I had a lady who bought bought a corner lot because she was single, and she wanted visibility. Mm hmm. And a corner lot was the I mean, she had that. And it was it was three sides of roads on her. But that's what she wanted to feel comfortable. Other people who maybe had kids, they had no desire, but some don't care. I mean, it's just, and that's what you have to listen to what is it? You're really after? Right? So I can help you not my own prejudice of what I think everybody needs. Right?

Liz Marks-Strauss: 20:19

Right, it's too easy to fall back on our own assumptions. Yes. And we really have to dig in. And sometimes it takes people a little while to even figure out what they really need that. So that's where their stories, you know, come in handy. So if you can really get people to open up and talk to you about their lifestyle, about their families, how they socialize, and really listen to their stories, you can help them figure out what's gonna work best for them in the long run.

Ian Arnold: 20:48

Yeah, I actually had that happen to me when I bought when we were looking at houses is that and we ended up buying it anyways. But there's a graveyard across the street. Now there is probably about 10 foot of woods. Well, when you looked at it during the wintertime, guess what you could see it, but during the summertime, you can't see it. But to me, my wife, we can take care. And we would joke with the kids are like, hey, look, you too bad. We're just gonna take you right over there. But I mean, it's one of the things that some people would be, hey, yeah, I can't be that close. But I mean, to us, we were like, look, we're looking for a bigger yard, we're looking. So that was, who cares? What our priorities were something else,

Liz Marks-Strauss: 21:26

right. And it didn't matter to you. But like you said, it may matter quite a bit to the next person, right. And sometimes I had a similar experience. And we were looking, it was new construction. And that happened to have a little cemetery right in the center of the neighborhood. And my client didn't say anything, but I was watching her face when she noticed it. And I could, she just looked alarmed. And I thought, well, we won't be buying in this neighborhood. Right? Because I'm also paying attention to the way that people react to their energy. It can tell you so much about the experience that they're having. Right, then

Rick Ripma: 22:01

I find for me, that I listen to what people say. But I and I'm sure you probably do the same thing. But I also listened to what they aren't saying. Yes. And and sometimes that tells you more than what they actually say yes. And then also how they say it, because they could say something that you realize, that's not really what they think, you know, you have to dig in. So you do the same thing.

Liz Marks-Strauss: 22:30

Absolutely. And that's when you have to start asking those more open ended questions. Yes, exactly. And make people feel comfortable. So sometimes people don't want to put all their cards out there, you have to make sure that they feel that you're creating a safe space for them to tell you exactly what they're really thinking. And to be honest,

Rick Ripma: 22:50

that isn't it. Most, most times, buying a home is exciting. But even even when it's exciting, there's still a lot of stress. Absolutely. And there's still a lot that a real estate agent has to pay attention to and stay on top of to help this person through the process and to guide them so that they end up with the correct house, you know, at the correct price and all the things you know better than I do all the things you have to make sure sure of isn't that I mean, isn't that a huge part of what you do? And I can tell by how you are, you're very, you know, obviously being kind and considerate. And listening is something that is extremely important to you. And quite honestly, there's not a ton of people who do that.

Liz Marks-Strauss: 23:36

Well, I realized that. And I, you know, we all have these, we all buy things, right? So whether it's a car, a house or a shirt, right? We don't, we don't want to be sold something. So that's why we really focus our team really focuses on trying to make sure that all their needs are met. So that's, as you were saying, helping them through the inspection process. That's tremendously stressful. You know, last year and the year before, some people were purchasing homes without inspections. Well, that's going to come back and be it was I just had a transaction that closed last week, where that was then a challenge. That person had to turn around and sell the house right away. He hadn't had an inspection. There were quite a few issues with the house, there was a lot of negotiation and and placating that really had to happen for both sides to be comfortable and move forward with that with that purchase. So, yes, do you have to help try to to make it a fun event, recognize that it is stressful, and try to remove the stress wherever possible. And the other thing is, it's essential to try to keep emotions in check. People get excited, both positively and negatively. And it's really our job to help keep those emotions in check. Because otherwise they kinking get really carried away.

Rick Ripma: 25:02

I actually think that's one of the most important pieces that a real estate agent does. Because it's such a personal transaction to the buyer or the seller. And you need that you need that realtor that there that can stand back and actually, without the emotion, guide you through it, because let's face it, when you get emotional, you make bad decisions sometimes. Sure, you know, and you need somebody to guide you through that. Who knows what they're doing? who's been there before? And can it really break it down? So you go, okay, take the emotion out of it. It's like, like, when my my father passed away, people were pushing my mother to sell her house. I said, No, she's not gonna sell her house right now. She is not making a decision during this this time. That was great advice. And we did it. Three years later, she did make the decision. But you don't do it during that time?

Liz Marks-Strauss: 25:56

No, I've heard that you shouldn't make any decision for a year large decision for a year after a major life event like that. Yeah.

Rick Ripma: 26:02

And I think that's, I think that's one of those things. It's really important. And I think it's important when you have somebody like you, as the real estate person that's working with you and guiding you, you're there, and you're gonna make sure they have all the information. I believe that my job is to lay the information out. My job is not to make the decision for somebody. My job is to educate them. Lay it out. So they can make the right decision for them. A well

Liz Marks-Strauss: 26:29

educated decision. Yes, yes.

Rick Ripma: 26:31

And you do the same thing? Absolutely. I just think it's critical because it's up to them not being I can listen, I can talk I can ask tons of questions. But it doesn't mean I know everything that's going on in their life like

Announcer: 26:48

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. Brent NMLS, number 33041. Rick Ripma NMLS. Number 664589. Ian Arnold's NMLS number is 1995469. Equal Housing opportunity? Some restrictions apply?

Unknown: 27:13

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, oh, 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've benefited from the most is really just the understanding that sometimes I would get busy. And maybe I forgot to upload a document or I forgot to do a certain part of the process in a timely manner. And they would get right back with me. And it wasn't like a, hey, we really need this right now. It was always, Hey, just wanted to make sure you still remember that we need this. Well, you don't get that too much. In this day and age, it seems like most people are either, you know, very demanding of something they need from you. And they need it right now. And, and I agree. I've seen that in Rick's attitude with us over over the last 10 years that he's very patient, but also helpful to get the right things he needs. So, exactly. In conclusion is Rick Ripma. And advisers 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: 29:04

Ranch NMLS number 33041 Rick Ripma is NMLS number 664589 equal housing opportunity. Some restrictions apply?

Rick Ripma: 29:10

I'm Rick Ripma. You can go to HardWorkingMortgageGuys.com I can listen, I can talk I can ask tons of questions. But it doesn't mean I know everything that's going on in their life like they do.

Liz Marks-Strauss: 29:20

Right. And we can't make those decisions for them because that's just too much responsibility. Right? Right. Well, we can provide them with all the information I'm sure people have also asked you as they've asked me, you know, what should I do? And I have to say, I can't spend your money. Here's the information, and I can help you with the decision. But ultimately, you're in the driver's seat. The decision is yours, right?

Rick Ripma: 29:44

Yeah, yeah, I usually will. I'll say listen, I don't know you're just like you. I don't know your situation. I don't know everything. I know the basics. And I can tell you there is no right one right decision for every single person in this situation, right. What you decide is going to be What's right for you? And what this person might do something different, or what I might do might be different. That's just happens to be right for me. So then I help lay it out a little bit. But I agree, that's what you have to give them that that

Liz Marks-Strauss: 30:13

help. Do you also have to advise people sometimes not to listen too much to other people's opinions? You know, because I feel sometimes people are afraid to make a decision. It could be with mortgage too, right? Because, oh, maybe Johnny got a better rate, or Johnny thinks I should, you know, take a different type of loan, do you have to encourage people to trust their own their own decisions and not worry too much about what other people say?

Rick Ripma: 30:40

Yeah. Well, it's critical, because the problem with listening to other people, whether it be friends, family, co workers, or the news media, right? Is they don't know. First of all, you never know all their story, and they don't know all your story. So the person, they may say, oh, yeah, well, they got a lot better rate. Yeah, then you talk to them? Well, they put 50% down, they had 900 credit, you know, 800 credit scores they had, they had all these things lined up. And the market happened to be different. Because that that's a whole different story. They might have done a different type of product or so many things. So you just have to educate them. I think, for that. I agree. That's, I talk it through. But yeah, yeah, it's a bad thing to you gotta listen, you can listen to him and listen, but you got to be careful of taking everything somebody says because it could be a really bad, bad choice. Sorry, but we are running up on out of time on the radio side. And we hope to see you on the podcast side.

Ian Arnold: 31:42

All right. Hey, welcome back. And you did if you've switched on the radio to the podcast, you found that exact spot that was marked for you. Again, we're still here with Liz and Liz, how can somebody get in touch with you if they wanted to?

Liz Marks-Strauss: 31:55

Sure, the easiest way would be to call or text my cell phone, which is 317-502-3358.

Ian Arnold: 32:03

And if you did miss that, or if you're driving, we will put that in the description. So it's easily to select her email, and her website will both be down there too. And to contact Rick or I go to hardworking mortgage guys.com. Now I know we were talking about how, like people have different choices and stuff and trying to make the right decision for him. So when Rick and I actually do a mortgage plan, we give people three different options. And I would say about 70% of the time I know or and Rick would be like, alright, this is what they're probably going to choose. But then there's another chance that somebody chooses one of the other two options that you didn't thank you because when they looked at all their numbers, they're like, Well, my family, I think this might work better. Even after they might say, hey, I want the lowest rate possible. Then you show them the lowest, you show the middle rate, but it has the lowest closing costs. They're like, No, I'll do that one instead. Right? It's the same thing you're you're talking about is you show three let's say I know you're showing more than three houses to somebody but let you show them three houses, but they get to choose Alright, hey, no, this one has a bigger yard or this one has a basement or and they get to choose what works best for them.

Liz Marks-Strauss: 33:13

Exactly. And and like you said, we might have a guess at what we think is going to be their choice. But ultimately, we can't know everything that's going on in their heads. And sometimes they'll surprise us and and choose something different. And then when they tell us why it can be very eye opening.

Rick Ripma: 33:31

And I thought I thought you only show three houses. I watch TV. Show three houses and you buy one. Isn't that how it

Liz Marks-Strauss: 33:38

works? Of course, everything that you see on TV is 100% accurate?

Rick Ripma: 33:42

Yeah. Thank you. That's what I'm telling Ian. He won't believe me.

Ian Arnold: 33:48

Yeah, but you still watch a black and white TV.

Rick Ripma: 33:51

I actually don't watch hardly I have watched those shows. And I always find it funny and I you know, most times it's like they show up three and you know what it is? You don't actually see all the other stuff that happened during that time.

Liz Marks-Strauss: 34:05

You also don't find out that they have already purchased the house. So they one of my colleagues who works in Bloomington has been on House Hunters several times told me that they've already bought the house so the whole thing is completely produced and to make the story interesting they find out you know why the purchase person purchased the home and go into the backstory but yeah, it's it's not the way real estate works in the real world at all.

Rick Ripma: 34:33

Yeah, it's it's funny because all of those whether they call them like the like there really are they call those shows that are like that, like reality Reality TV. They are as far from reality TV as possible. They're scripted

Liz Marks-Strauss: 34:48

out most they are scripted out. Yes. And the contractors that I work with have also told me that it's the exact same thing with the house flipping shows and so forth. It's yeah, they're all scripted out and it's there's nothing realistic And

Rick Ripma: 35:00

I think that's part of the reason people will, will sometimes go to watch things more on YouTube and places like that, because those, for the most part aren't scripted out. It's the real thing. Or if you did a video showing a house, it's not scripted, it may be a little scripted. So you know what you're going to say, but it's not going to be scripted, it's going to be the real thing. And I find people like that real realness to to that seeing something or hearing something kind of like what we're doing here. It's real. There's no script?

Liz Marks-Strauss: 35:29

Well, certainly when they're serious about wanting to begin the process, I think they are very interested in what's real. If they just want to be entertained, then they can watch HGTV.

Ian Arnold: 35:40

So how has technology? I know you've been in you said roughly nine years how so? How has technology changed or enhanced your ability to get your name out there?

Liz Marks-Strauss: 35:53

Well, gosh, I mean, technology is, is everything right? Is I've listened to some of the people who've been in the business for a very long time, talk about how awful it was when they used to have to drive to the listing agents office and pick up a key, and even helping my daughter buy a house earlier this year. She said, you know, what, what did people do when they didn't have internet? Like? Good question, you know, it must have made the process much, much, much more challenging. So technology is is essential. Of course, we're using all the tools that we have available. I don't know if you guys have heard the stories about Ark, our new, we call it the BLC, the general public route, notice the MLS, we have a brand new system, and it's a learning curve for all of us. So that you know has is hopefully going to be a wonderful new system that we're all going to really enjoy. But for now, there are some stumbles along the way. So the technology in our industry is constantly changing, not just the things that everyone uses, the social media and so forth. But within our industry, we're always getting new tools, new apps, new new systems, new websites. And there's there's constantly a learning curve going on. But it also keeps it interesting.

Rick Ripma: 37:17

It does. And I know this BLS, or VLC is a huge, I mean, every agent I talked to, and I talked to a lot. It's like, it's everybody. Most people are like, Yeah, this is a challenge. But you know, we think it's gonna be better. But it is a challenge.

Liz Marks-Strauss: 37:37

It's definitely a challenge. When you implement

Rick Ripma: 37:39

something like that it isn't major when you do major changes. It can be really, really difficult on people. But hopefully their changes that in the long run, it sounds like you think they are that will be hugely beneficial.

Liz Marks-Strauss: 37:53

I think that they will be that's certainly what they're telling us. And at the end of the day, we don't have a choice. But But I think that they will be hugely beneficial. I think that our old system wasn't as user friendly on the client end. And that this, this new system will be much more much more user friendly for clients. So more interactive interface. So

Ian Arnold: 38:16

what is it for somebody who's new or customer listening? What is this system?

Liz Marks-Strauss: 38:21

So it's the multiple listing service, in which in Central Indiana, we call the brokers listing cooperative, and it's how houses are listed online. So we enter all the information when we create a listing, and it goes online and into this BLC broker listing cooperative. And that's where all of the aggregator websites pull the information so your Zillow is realtor dot coms and all the all the other aggregators, they pull that information from the broker listing cooperative, okay.

Ian Arnold: 38:59

And so and then to side note, what areas do you specialize in? If somebody's wanting to

Liz Marks-Strauss: 39:07

so I cover the entire 16 County, my board area. i People say that I'm crazy. But I, my very first client told me one time that his car goes north, south, east and west and he'll go anywhere I wanted to show him a house. And I thought okay, well that sounds like a good philosophy. I will adopt the same philosophy. So I don't restrict myself to any particular area. That's awesome.

Rick Ripma: 39:33

I think that's uh, you know, I think everybody has to do what's right for them and and, and, and obviously if you do that, you know the areas and you're comfortable with that. I find a lot of people we get comfortable and you probably still do most of your business in a certain area. But you know, real estate and you know how to negotiate you know, and you have probably tons of real estate agents that you're friends with or you've worked with that. You can get it The information you need, and they'll help you through any anything that's out there.

Liz Marks-Strauss: 40:04

Sure, absolutely. And you know, we have Google. So if there's information that we need to find, it's always at our fingertips. That's true.

Rick Ripma: 40:12

What should someone look for when they're shopping for a realtor?

Liz Marks-Strauss: 40:17

Well, it's like any other profession, you need to work with somebody that you're going to be comfortable with. We like to work with people that we know, like, and trust. So I think it's essential to find someone whose personality is a good match for you. When I make referrals for people, someone's moving out of state or even out of the country, I always try to find them an agent that I think is going to be a good personality match for them, you know, and ask them, you know, what's important to you and an agent. I have some clients who just moved to Alexandria, Virginia, and she wants me to help her find an agent. So you know, and she said, I need I need brutal honesty. Not everybody wants that. So yeah, I think you need to think feel, think about what your your own personality needs are, and find a realtor who's going to fit that.

Rick Ripma: 41:10

Yeah, that makes total sense. Yeah.

Ian Arnold: 41:13

So looking at the indie market and everything, what do you I'm not going to hold Miss Cleo ball crystal ball here for you. But what do you what do you see in the future happening in the indie market?

Liz Marks-Strauss: 41:25

Well, this year is looking to be a little bit slow. Those that spike in interest rates has definitely kind of put the brakes on our industry, at least temporarily, which is what I think the Fed had in mind. But now rates are starting to come down again. And I would expect people to want to sort of get in on that action. I know for a while my brother bought a house in the 80s at 14.5% interest. And I've talked to some folks at title companies who say it topped out at 21. Right? So we know that between six and 7% is at perfectly normal interest rate market, what we have to do is help educate everybody else, everybody who just lived through the pandemic. And help them understand that those crazy two and 3% interest rates were not the norm. Once we change our mindset and get used to the new normal, I think that the industry is going to go kind of back to a normal pace.

Rick Ripma: 42:29

I believe that mortgage rates are going to come down, I would suggest people mark their calendars for May 10. And May 10, is when we'll get some readings that I believe is going to help show inflation has come down. And that's going to be when we start to see rates really start you know, be a little after that. But may 10 is going to be a big day. Because of the way some of these numbers are lining up. And and the housing expense numbers are lining up, which is mostly rent. And it's a lagging indicator, and it's way behind right now. And it's keeping inflation at a higher number than it actually is part of part of the people as the as I look at that. And with that said, this is actually a extremely good time to go buy a house, in my opinion. And the reason is, back in a year ago, two years ago, it was 100%. seller's market. Yes. Okay. You mentioned you had a customer who waive the inspection. Yes. To get the house people were doing that. Lots of people. Yes. And there were people wave inspection. There were people. The one you probably heard of higher than this. I heard somebody paid 150 over list price.

Liz Marks-Strauss: 43:45

I mean, my mind topped out at 103 over list. Yeah, over list.

Rick Ripma: 43:49

Okay. So rates went up and it scared everybody. But the market the market went from 100% seller's market strongest seller's market, as I think we've any of us have ever seen. Yes. Right. And now it's it's still a seller's market, from what I hear some people say it isn't some people say it is. So it's, it's getting near middle, right, at least

Liz Marks-Strauss: 44:09

getting near middle is becoming much more balanced. It's still a little bit dependent upon the area and a few other really hot areas. It's still a little more of a seller's market than in some of the other areas. But there are bargains to be had now where there have not been for the past couple of years.

Rick Ripma: 44:23

Right. And, and you don't you what we say is you marry the house, you you date the rate. Right? Yeah. So Mary the house, take the rate that you get six months or later after we refinance if rates come down. Yes. So you, you get the best of everything. You're not paying 103 over list price. Right? Right. You're so you, you might even get some negotiation, you can get in most places, you can still get an inspection and you can, you know, do all those things. And so you're actually better off the rate may cost you a little bit more, but it's not going to cost you 103,000 dollars more.

Liz Marks-Strauss: 45:00

That's a really good point.

Rick Ripma: 45:01

So my opinion is this is a, this is a good way, it's a really good way to go. Some people are using the buy downs, you know, it's one of those things where you have that the market has to be where the seller is willing to put some money up to do a buy down. But that's another way to get a low rate at the start and then just refinance it. But I really believe it's going to be very short lived. And then the market when rates go back down now, are they going to hit 3%? I don't think so. But when they get back, and they're lower, quite a bit lower than they are today, on a lot of the people who came out of the market are going to go back into the market, they signed year leases. True, right? Those people are probably coming back. They said I can't afford it anymore, because the prices are too high or the, you know, the interest rates too high, that the interest rates come back down. A lot of these people are going to come back in and we still have a shortage of inventory. We certainly do. So what to me, it probably won't go back to what it was, but it's certainly going to turn more towards a seller's market again. That's why I think today is a really good time to go do it.

Liz Marks-Strauss: 46:07

I think that sounds like great advice. Yeah. To me, I

Rick Ripma: 46:10

think it's like a no brainer. But if anybody really wants to know the detail of the of the rates, if you can't tell I get excited about it. Just let us know hard working markets guys.com. It's hard work. It works. guys.com And I'd be more than happy to get you the information or even would we both? Are we both are kind of geeks on that. And how would they get ahold of you lists?

Liz Marks-Strauss: 46:29

They could call or text my cell phone number at 317-502-3358.

Rick Ripma: 46:35

And you're with FC Tucker? Aye, sir. Sir. Yeah,

Liz Marks-Strauss: 46:37

I'm out of the fishers office. We call it fishers Geist now. Okay,

Rick Ripma: 46:40

awesome. Yeah. I don't know. St. Tucker. To me. It's like there are a few companies that have been around for ever. Asita Tucker, as far as I remember has been. I mean, they've been here for

Liz Marks-Strauss: 46:53

we're in our 150 year now

Rick Ripma: 46:55

longer than I've been around. I know they've been around a long time. And a lot of the others that were big ah, M graves, we absorbed them. Yeah. A lot of them just they went away. But it's a Tucker, as always has a great reputation. But I also believe that the when you're hiring a real estate agent, you're hiring the agent. Not so much the office.

Liz Marks-Strauss: 47:21

I would say that's true. Not so much the brokerage. I think that the one of the things that made FC Tucker stand apart from me is that it really does feel like a family. Jim Linton is our fearless leader. And he he's like everybody's grandpa. I just can't say enough great things about that man and the company that he's helped build. But it really obviously Tucker agents take care of each other. And our managers take great care of us. And that's what I think makes us a little bit different from the other brokerages. That's awesome.

Ian Arnold: 47:56

So are you in the new building off of olio?

Liz Marks-Strauss: 47:59

Yes, 100.

Ian Arnold: 48:00

Oh, that's nice. I drive by there quite often. And it's I live over there.

Liz Marks-Strauss: 48:03

It's absolutely beautiful. And now we have this wonderful entertainment space in the center where we can host events. And yeah, it's it's gorgeous. We've been blessed with that construction.

Rick Ripma: 48:15

This is that we're running up against time. But I do want to ask one other question. What are your business goals this year?

Liz Marks-Strauss: 48:22

So I don't, I'm a little bit different in that I don't set specific goals. I always would love to do better than I did the year before. But I what I do is I set task goals. So how am I going to keep in touch with my clients a little bit better this year, one of the things that I feel I've lagged on is just writing personal notes. So I want to make sure that I'm setting aside time to write personal notes to make the phone calls like you guys do. And to and take people out for coffee and for lunch and just really take some time to reconnect the last couple of years in the market have been crazy busy. And I'm actually sort of enjoying the slowdown a little bit because it allows me to spend more time with people and do what I love to do best.

Rick Ripma: 49:09

Right? Absolutely. Connect with everybody. Exactly. It's really important. Well, with that we are running out of time, if you have any questions for Ian or, or I go to hardworking mortgage guys.com It's not easy for me to say is it Ian and me or Ian and I was never sure about that either. That's what I thought but Mike, my people, my grammar keeps changing the database. Or to me and I think it doesn't sound like right when I do that. And Liz, how would they get ahold of you?

Liz Marks-Strauss: 49:39

They can call or text my cell phone. 317-502-3358 Awesome. Well,

Rick Ripma: 49:45

thanks so much for joining us. We appreciate it.

Liz Marks-Strauss: 49:46

Thank you so much for the opportunity.

Ian Arnold: 49:48

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

Rick Ripma: 49:57

Thanks again and have a great day.