Guru Nate VanPelt with World Title Real Estate

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus, your ultimate guide to the dynamic world of real estate in Indiana, and I'm recruited by your hard work and mortgage guy and I've been in real estate and mortgages for over 24 years.

Ian Arnold: 0:13

And I'm Ian Arnold, a loan officer on Rick's hard working mortgage.

Rick Ripma: 0:17

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Ian Arnold: 0:33

Now get ready to unlock the doors of success. One episode at a time.

Rick Ripma: 0:39

And today we are really excited. We have Nate Van Pelt. Ken, you're with World Title real estate. Yep. And you've you've been in real estate for quite some time, but you just made the switch over?

Nate VanPelt: 0:50

I did. Yeah. I've been in real estate for 16 years. I was licensed in 2007 Isn't 16 Yeah. 16 and started at REMAX and Brownsburg and just kind of, you know, moved east over the years.

Rick Ripma: 1:06

And before real estate, what Where'd you grow up? What did you do?

Nate VanPelt: 1:10

Well, I grew up in Columbus, Indiana, okay. I did not go to high school there actually went to Culver academies. All right, and went, there's summer and winter. So my parents like to travel. So they sent me to a boarding school. You know, easy for them. Right. And then after that, I went to University of Alabama, Huntsville. My dad lives in Huntsville, Alabama. I went down there actually worked my way through college, bartending. Oh, and you know, I can I moved up here that makes an easy transition. Moving back bartended here and my mom one day said, Hey, why don't you get into real estate? I always seem to trust her. So I did.

Ian Arnold: 1:52

I will say this because I used to live in Florida, and I used to travel back and forth from here to Florida. Yeah. Huntsville has one of the best rest stops with the giant rocket and everything right there off.

Nate VanPelt: 2:04

Stop. They want to say they got rid of it. Ah, did they? Last time I went down there it was shut down. Oh, wow. was in March.

Ian Arnold: 2:15

Okay. Yeah, I spent probably about now three years since I went I went for my brother's wedding. But yeah, we always stopped there. And the kids loved the look at it. Because there's a what if you don't know? Is there a big NASA? Museum and everything there?

Nate VanPelt: 2:30

Yep. Yeah, I was there almost every day as a kid I loved it. You know, we live not too far away. Well, my dad didn't. But now Huntsville has an buches turned on miles south and where that rocket is? Everyone goes there and said, so they probably just shut it down. Oh, you know, Lucky's this is the thing, I guess.

Rick Ripma: 2:53

Yeah. I was just talking to somebody about it. This morning. I've never been to one but I guess it is the thing.

Nate VanPelt: 3:00

It's a madhouse. So my dad lives about 30 minutes away from it. And on my way down. He made sure to call me before I got there and say, Hey, you got to stop at buches and go get the brisket sandwich. I didn't, but

Unknown: 3:18

he's not after Dad. Like

Nate VanPelt: 3:21

he is that excited about it. That's it. He wanted me to make a stop and go when I'm in Alabama where you know, barbecue is pretty good. So

Rick Ripma: 3:29

that must be really good. Yeah, yes. So you went to Culver? Yeah, that's that seems like an interesting place to go to school. What did you find it a great a great place to Oh, growing up years.

Nate VanPelt: 3:44

Yeah, it was awesome. Especially going year round because I got to experience the full experience of colvert. Because winter, winter school when I was there did not have a sailing school. Okay. So when I started in summer school, I mean, of course, I wanted to get in sailing because I sailed on lakes growing up. And I actually helped the conversion of the summer school sailing into winter school. Oh, wow. Yeah. Okay. So that that helped out because I knew how to, you know, sail the boats. Nobody in the school knew how to, so I would help them and we did some conversion. I actually. I took a friend of mine out on the boat in it was October. It was like 40 degrees. And I purposely flipped the boat and put his boat in the water. Not thinking about how cold the water was. She hasn't talked to me. So

Rick Ripma: 4:40

I didn't go over that. Well, no.

Nate VanPelt: 4:43

Not as planned.

Rick Ripma: 4:45

How do you think so?

Ian Arnold: 4:46

Go ahead. What I was going to ask you so you started in oh seven, right. Yes. So one what got you into real estate? And then secondly, how did you get going because that was almost Oh 708 Eat when the market turned?

Nate VanPelt: 5:01

Yeah, well, I mean, my my mom mentioned it, she's had a broker's license, who's never sold the house. But she's had a broker's license. And always, I mean, she has a pretty good eye for what people should be doing. And I just got into it kind of naturally, because being a bartender part time, you can develop that clientele relationship. And I really carried that over into everything. In 2010, I did make a mistake and go buy a restaurant. And that got me out of real estate for a little bit. That was the worst thing I ever did. And it taught me that I never want to do that again. So I hear what what type of restaurant it was a bar slash restaurant in Westfield, and we don't need to talk about it. It was, it was fun. I eventually sold it. And it was a lot of long hours, I was too young to own a bar, we'll put it that way. And it was just a, an experience. And then I got into a company here in Indy, called stratosphere quality. I use my degree a little bit, I have a business admin degree with kind of a concentration on statistical analysis. So for me, efficiency and manufacturing was a big thing. And I got on there no problem. worked there for a while. And then Rodney heard, call me back up in 2012. And asked if I wanted to come back in real estate, because they came back from South Carolina and got back in it after two years of not being in it. So.

Rick Ripma: 6:38

So how would you when you you got out? You came back? And now you have to get going again? Sure. Right? Yeah. People don't know you're in real estate. So you have to get going. How did you? How did you? What did you do? What was your process? How did you get going?

Nate VanPelt: 6:52

So the biggest thing that we did Ronnie and Amanda already had a team setup. And they had leads coming in. Now going to speaking to online leads compared to where I was and manufacturing two completely different things. It actually took me six months to sell my first house. Then I got going until 40 Over the next year. So that's all internet lead generation. I think I may have had three from my sphere. And now I have a lot more past clients and sphere reaching out. But it's all Legion and learning scripts and dialogues. And that's where we concentrate now. So were

Rick Ripma: 7:31

you were you outbound calls or inbound calls outbound. Okay, so you were calling people? Yes, absolutely. Yep. And so that was that that sounds like a critical piece for yours. You to get going and being able to sell 40 homes and the first year and a half, two years. Yeah. That's huge. Oh,

Nate VanPelt: 7:47

it was yeah, it was massive. I mean, without without the scripts and dialogues and learning those things. But more importantly, the tonality of it. Right? Because I was pretty stiff on the phone. It was not a person that you want to buy a house from. And it took a little bit to realize that. But I over the years I've I would like to think I've become an expert on scripts and dialogues and tonality with clients. So yeah.

Ian Arnold: 8:17

So how did you let me ask, how did you get better? Because I know when I started doing the calls and all that we recorded ourselves, and then you listen to yourself? Did you do something similar? To get yourself better at it?

Nate VanPelt: 8:31

We did. Yeah, we we would record but mainly roleplay. With other agents. That's huge. And yeah, I mean, you have to go back and listen to yourself on the calls and see how you sound. But even now, I still on occasion. I'm like, man, what am I doing? You know, if I have a bad call, I'll stop. I'll take a mental break, stand up, and just get get yourself back in that position. Because that when I talk to clients on the phone, it's very different than like sitting down and just talking to someone else. Because you want to be that energetic person, and they want to work with you, right? Make a friend. That's the most important thing I do. Now, I go so far off script sometimes that I'm just more interested in the person than I am anything else at this point. Because that's how you're gonna get these people to meet you and get in front of them. Anybody can set an appointment. But if you don't make a friend with that person, they're over the phone. They're never gonna go to that appointment. They don't show up, right?

Rick Ripma: 9:31

Yep. So it does help you. You know, doing doing the calls helps with role playing. But I had a team when I was in New Home Sales and I managed the the team. I made them all do roleplay they hated it. They hated me for it. Yeah. But we did it every week. And we role played everything. Because then when it happens, you're ready. You're up. You're ready for it. You know what to do, right? Yeah,

Nate VanPelt: 9:57

absolutely. And you know, even if you don't Your roleplay helps you get through it, because you can you have things that, you know, set back on, if that makes sense. Yes. I mean, there's always something that you can say. And then, you know, the newest thing is NLP. I don't know if you're familiar with that. I love that. And it's just simple changes of what you ask and taking words out of your dialog and putting different ones in. So that's a big thing with me right now that I'm really concentrating on learning a lot better. Yeah. So

Rick Ripma: 10:29

So you've been in the business for 15 years? Yeah, roughly, roughly 15 years. And you're still learning Oh, every day, and you're still calling every day, three hours. And you're, and you're so you're actually working?

Nate VanPelt: 10:43

Yeah. I am not the person that can wait for business to come to me. That's just something that I've never done. And I'm of the mindset that I have to succeed. That if I don't, then why am I doing this? Yeah. And, you know, I, I have to have my call time my prospecting, because that's how we get business. Yeah. And yeah, prospecting can be with sphere, or it can be farming neighborhoods. I mean, if you're writing letters to people, that's prospecting, because you're doing it right. It doesn't necessarily have to be prospecting, like, like what I do. What I do isn't for everybody, not everyone wants to make calls. And not everyone's good at it. But I realized that my phone is how I make money. And I answer it. And I call people with it. Right? So.

Ian Arnold: 11:36

So let me ask you this. How do you set a set time? Three out? You said you call three hours a day? Yeah. So how do you actually set that and stay there?

Nate VanPelt: 11:46

Time blocking every day? So from 830 until 1130, every day, I'm making calls. And it starts now with expired, because with our switch now I'm, I'm doing everything so expireds sometimes fizz bows, they're, they're actually a little easier in this market now than what they were. Because it's tougher now. Right? Right. So a little easier to convert those. And steal all all the buyer leads. So we have, you know, hundreds of buyer leads a month come in, and those need to be called. And from 830 to 1130. Nothing changes. And then I go to lunch, I I take my gym time in the afternoon. Nobody wants to see homes from 130 to three. You know, they're working. And then after that, we go home shower, get ready for showings, and I have time blocked from five to eight for showings.

Ian Arnold: 12:40

You don't realize and the reason I figured that was the answer. Yeah. Because Rick and I do the same thing. Ours is nine to 11. We did two hours. But if you let anything get in there, it just disrupts your home completely. So you just block it off. Like you said, Yeah. And that's when you do it. Yeah, I

Nate VanPelt: 12:59

don't even look at emails until the afternoon. Because one email can derail your whole day. And on occasion, it still does it. There. We all have pressing needs that, you know, deals falling apart or something like that. But it does ruin your whole day for prospecting. Yes. And then you try to make it up in the afternoon, you might do an hour, hour and a half. At that point, you're not feeling like it and you just have to make it up.

Rick Ripma: 13:24

It's weird how it's habit, it becomes a habit. And then when you get when you get outside of that time. Okay, so you're 830 to 1130. Yeah, so you can if something happens, you can't make those calls at two o'clock. It's, it's not your habit anymore. It makes it really tough to, to force yourself to do that takes a lot of discipline.

Nate VanPelt: 13:45

Yeah. And you know, going to the gym is one of those. It's a habit to it's funny, as we were just in Las Vegas, my business partner and I, Jason, just as we were out there, we're sitting at lunch with people. And it's like, what, three o'clock our time. And I'm just kind of like really nervous at the table. And I look at the servers, I can't get my check. And everyone's at the table. Where are you going? I pay and leave. See guys, I'm going to the gym. Because I couldn't like that's my my habit. Right, I had to go. So I just up and left and caught them later. And same thing with calls now out there. We didn't do the calls because you're you're there for intent. Right? Right. But yeah, I mean, still still made the gym. Yeah. So how

Rick Ripma: 14:28

would you say I know time blocking is very valuable. But how do you see that as as a value to your client? I'm sure there's very you see big value for your client. The fact that you're Yeah,

Nate VanPelt: 14:39

they don't know when I'm available. Yeah, yeah. And I prep them for that and buyer consultations. I sit here my hours. And then you know, here at times available for showings. If you set that time, they will they'll adhere to it. Now some clients are you know, they work different hours. Just adjust your time for that person. That's fine. Right but If they know your hours upfront, they'll abide by it, instead of just saying, oh, what time can you go to? Hey, I'm available from five to eight today. It's a much better. Well, a more professional way of handling it, instead of what I call just being a pop tart agent. I mean, we're to guide clients also guide them in their schedule. Don't just let them tell you when to show house. Yeah.

Rick Ripma: 15:24

I, I think that I want to push on that a little bit. Because I talked to a big agent up in Fort Wayne, Indiana. And he set his whole business up that way. Yeah. And he says exactly what you say. He says, Listen, I, I he had a big team. And he watched people burn themselves out. And he talked about how they got burnout. He said, I don't want to do that. So he that's what he does. He tells people when it does, he sets it up. And he says the vast majority, it worked out perfectly. He doesn't work very much on the weekends. Yeah, he might work some Saturday mornings. But you know, most of the agents we talked to, that's one of their big they they work all the time. Yeah. And it's not that, like I like to work. So I don't mind where I mean, no in mind, I I actually will get up and go into my off home office and work in the morning on a Saturday because that's what I like to do. You know, I got things to do. But you want to have your freedom to you can't live if you don't have some time off and by your time blocking. And by doing that and communicating it, you're able to get that you're able to

Nate VanPelt: 16:27

yeah, now I do set time on Saturdays for showings. Because I mean, that's, you know, we're still in the market where you need to do that. At least I'm not at the point yet where I have enough agents to, to go and show for me. So typically from one to four, on Saturday, and Sunday, usually about the same time. And then after that I'm free. And before that I'm free. So, you know, church on Sundays, you can get out you can be anywhere by one o'clock. You're fine. Saturdays, if I just want to take an easy morning. I typically don't I try to wake up the same time every day. But sometimes you just want to lay there and drink coffee and

Rick Ripma: 17:12

sometimes you need to relax a little bit.

Nate VanPelt: 17:14

Oh, man, we just got back from Vegas. And we didn't even do anything in Vegas like go out or any of that it was just nonstop work. And I was exhausted. So Saturday. Well, I think I slept till like 830 Yeah.

Rick Ripma: 17:29

It's hard for me to do that. I don't think I can.

Ian Arnold: 17:31

So I want somebody be on your time blocked you to call them. So what's the best way somebody's looking to buy sell or just want to talk real estate? Sure. Can they get ahold of you?

Nate VanPelt: 17:41

You mean as far as my number? Yep. Yeah. Give me a call. 317-625-6163 or you can email me at Nate at World title realestate.com The easiest way is text. So just text that number. Yeah. The social medias and all that stuff. I'm a probably won't see it for a couple of days. But definitely text.

Rick Ripma: 18:05

Okay, you know, text numbers. 317-625-6163. Correct. But number two

Ian Arnold: 18:10

is somebody who does want to follow you on your social media. I know you got a cool little thing on your car. What's your handle?

Nate VanPelt: 18:16

So it's at RL S T eight in eight. So real estate, Nate. That's me on Instagram. And on Facebook. It's just Nate vanpelt And I do have a professional page. I don't I don't use it. There's no point in having it anymore. So just look for the Nate vanpelt personal and

Rick Ripma: 18:36

I'll accept it. And I hear you have a YouTube channel too.

Nate VanPelt: 18:40

I do. There's not much on we're getting that same RLS T eight and eight. And that's my YouTube and my tick tock handle which I I'm too old for Tik Tok. Man,

Ian Arnold: 18:55

I can see you out there dancing. Oh.

Rick Ripma: 18:58

Is that what they do on tick tock? I

Ian Arnold: 19:00

guess Yeah. I'm even too old for tick tock.

Rick Ripma: 19:04

I'm on Tiktok Yeah, you You old guys. To get a hold of either I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or you give us a call at 317-672-1938. That's 317-672-1938.

Ian Arnold: 19:22

All right, so we're gonna take a little sidestep from the real estate part. Just get to know you more. Sure. I'm gonna take away your phone for 24 hours. That means you cannot make your three hour calls. Sorry. So, what did we catch you doing for fun?

Nate VanPelt: 19:37

Well, let's see. Probably go for a drive because I love my car. And just like to drive on occasion. definitely catch me at the gym. That six to seven days a week has been for the last year I've actually lost 35 pounds. So awesome.

Rick Ripma: 19:56

Congratulations, you

Nate VanPelt: 19:58

walk in the dog's eye. hanging out with them going to the dog park. And really I mean, that's probably a typical day off. I don't really go to bars or anything. So not me because I used to own one on over that. That gave me the hole and living in Fountain Square for so long. You just, you kind of get over that aspect. Because I know you know some people in their days off enjoy Sunday funday whatever. That's awesome. That's just not me. So.

Rick Ripma: 20:31

So what kind of dogs do you have?

Nate VanPelt: 20:33

I have a border collie mixed with a golden retriever, called the Golly. Okay. Yeah. He has the worst traits of both of those dogs. He used to escape out of my fence and Fountain Square and go to Dairy Queen. And it sounds like a smart dog to me. Super smart. That's the problem. But he's also he likes to get on counters. And he'll jump on tables. So he's very well trained. He's just not disciplined. That makes sense. Yeah. Yeah.

Ian Arnold: 21:04

I got two kids trust me.

Nate VanPelt: 21:07

And then I have a Scotty. Okay. Yeah.

Rick Ripma: 21:09

Sounds awesome. Yeah, this guy. He's cool. And you live on the bone on so you take them for walks in the bone on? Yeah.

Nate VanPelt: 21:15

Yeah. Right. Downtown Carmel, walk them all the time. So if you see a guy with a Scottie and a golly, that's me. Yeah.

Rick Ripma: 21:22

And the Scottie are saying that. It's a cool dog. Yeah, he's really cool.

Nate VanPelt: 21:25

He just hangs out. He'll sit on the couch, with his legs out in his back against the back of the couch. And his arms just hanging. It's pretty funny. It's like a human.

Rick Ripma: 21:37

Well, my wife is a huge animal lover. Now we don't have any dogs. We have four cats. But if you were out walking in my we were walking near in there, my wife would be over there petting the dogs as long as she looks. She has a way and you probably know how to do this, too. I don't. But she can look at somebody and she can tell whether you can pet that dog or not?

Nate VanPelt: 21:56

Oh, yeah, most of the time. Although I had a dog before that looked like you could pet her and she just just depending on the person. Oh, really? Yeah. Some people she would but some people she just did not like

Rick Ripma: 22:11

she didn't like me, because I wouldn't have patted her. I wait till they come to me. Yeah, don't come to me. I don't know. I don't you know, and come to me. Like they want to be bedded. Like a collie, though. Like you're that? Oh, it sounds like that's a

Nate VanPelt: 22:25

he's got the the golden retriever sweetness. You know, he's just really sweet. But he's also got the mischievous of our he's as mischievous as a border collie. Okay, so he's kind of a pain. But

Rick Ripma: 22:42

so we'll get back to business a little bit. Sure. So what would you say your superpower or superpowers are?

Nate VanPelt: 22:51

Oh, man. Conversion. Yeah, converting over the phone and in person. And numbers, those those two things conversion in numbers. Because my statistics background numbers are a thing that I can look at and fully explain, not just say, Oh, well, this is what they're saying. I can explain why they're saying it. Because I understand the statistics of it, and how they get to that number and the differences of, you know, different numbers and what they actually mean. Because some people use certain things as the same number when they're not right. And they don't understand they're actually in versions of each other like its inventory and absorption, right? They're not the same number, even though people think they are. They're very different. So just things like that.

Rick Ripma: 23:44

Right. So how do you see that? That seems like another piece that would really benefit your client by you? How do you see that helping them? Or do you have do you have a time when you it really helped, I think, and recently when we were at crazy times and had to really help?

Nate VanPelt: 23:58

Well, actually, it helps more now than it did then really? He kept? Well, yeah, because there's so many people that are saying, Oh, the rates are so high. And if you can show them the numbers of what prices we're getting off of homes, for example, just the other day I got 115 1000 off plus $4,000 closing costs. Okay, I got new construction 44,000 off 15,000 closing costs. Well, when the markets hot, you're not getting that you're paying 30 40,000 over list and no closing costs. There could be a $70,000 gap, your payments the same, right, right? Even with the seven and a half percent rate or whatever they are today. I don't know that I'm not a mortgage guy. Your payments going to be roughly the same because the price difference, what's more important than equity, or a payment that you might have to pay for six months and then refinance it. Equity is why we buy property, not payment. And if you can get past the payment issue, buy a home now because you're getting much better pricing right now than you will in six months. For every I saw it mean, you guys might be able to back this up for every million or no for every 1% drop and in interest rates, 5 million buyers come into the market. And that's nationwide, not in Indiana, obviously. But nationwide out of people. Without a lot of buyers, yes. And prices only go up. So when prices right now are staying steady. And you know, come December, they're going to come down to the lowest they are every single year that happens. It's a cyclical thing. And I show people that as well. Because on the news, all you hear is Oh, prices are falling. Yep. After July, they fall every single year, 10 to 15% every year, but the average of it is a net, eight to 10%. Positive, right. So the highest point to buy is June. Because when they close in July, they're the highest price. And then they drop. And the lowest price is January of every year. So buy in November, December. Yeah, that right now.

Rick Ripma: 26:04

Yeah, yeah, yeah. Well, we, we agree 100%. And it's what we've been trying to get people to understand. And it's, I think it's the news media that just kills us they do they just come out. And they say these things. They don't know what they're really talking about. But just what you just did lay it out the statistics of it is, is should be people should see that and go okay, I get this now. Because there were times people were paying 100 120 550,000 over list price.

Nate VanPelt: 26:32

I know I wrote one for 120k over and we didn't get it. Isn't that crazy?

Rick Ripma: 26:37

And so they'd be better off today buying it at the actual price and paying, you know, three or 4%? Higher? Yeah, until the rates come down.

Nate VanPelt: 26:45

Well, right now you're getting money off. Yeah. And you know, we see a lot more expireds because people are still, unfortunately, you still have homes being listed under the assumption that, oh, we're gonna get multiple offers. You're not it's not that market. We've we've, we've changed some homes might. Okay, they rarely. Today, I actually just had one that yeah, they had multiple offers. Well, it was a lower price. 120k. Home, it's going to be an investment home. Yeah, those are going with multiple offers, or four or $500,000 homes. That's not happening anymore. Not like it did, you're not getting six 715 offers, you might get one or two. But you're not going to sell it for 30 40k over list right now.

Rick Ripma: 27:34

But to your point before, when the rates come down, and all those people are coming back into the market,

Nate VanPelt: 27:39

then they go up. They absolutely go up, right. So that's why in spring, every year, you have a big price jump as well, because there's more buyers that come in, well, it happens when the rates drop, more buyers come in because they come back into a price range that maybe they want. Well, you're not the only one, right? And if you want if you're really buying for equity, and wealth you buy when no one else is buying, right. And that's how people got rich in 2008 through 2010. They bought when no one else was buying. And that's that's what you do.

Rick Ripma: 28:15

We had a really smart agent, and he said that equity is why we bought why we Why We Buy right. Yeah. I wrote it down because the pin ran out of ink. Yeah. Really? Yeah. I think it's brilliant. It's I never thought of it. But it's absolutely true.

Nate VanPelt: 28:32

Yeah. You don't buy a house to not get future value. The biggest question people ask is, is what? What's it going to be worth in three to five years? Right? Well, I don't know that. But I know that you'll probably have equity based on history. Right? I can't tell you what it's going to be worth. What if you're buying for equity, then right now is the time when people tell you, Oh, we're gonna wait till the market cools off? Well, what does that really mean to you? Does it mean that the price is cool off? Or the interest rates cool off? Because we're not we're not going to see below? 4%? Again, the last time that happened was 1946. After World War Two, we're never going to see it. So two times in this country. Interest rates have been below four and a half percent. What 70 years apart, right. So do you want to wait another seven years? Or do you want to buy at a lower price? because prices are only going up?

Rick Ripma: 29:25

Yep. And I think that's part of it. People have to get used to it. They have to they have to realize it's not. That was an anomaly. Oh, absolutely. It was very unusual, as you see, you know, and that was the lowest we've ever seen at Grant ever happened before. Right? Right. Yeah. So it's like you're waiting for something that happened one time. Yeah. Could it ever happen again? What good, but you can't expect it right. And if you buy why the prices are low and it does happen. You got the best of both worlds. Yeah.

Nate VanPelt: 29:57

Because then you refinance. Yeah. And Ideally, you turn that one into a high equity rental position, you can take your money out of that, and then buy your next house. Because chances are when you refinance your new pet your rental payments, gonna pay whatever you pull out of it right for your next home. Right? So you're buying your next home for free. Why would you not do that? Right, as an investment side? And, you know, we buy for equity. That's how you gain wealth. And that's what I hope people see. Yeah,

Rick Ripma: 30:29

that's all I think it's a great thing, and a great way that you show it. I was going to ask earlier, we kind of got off the subject, but I think you've kind of answered, what what did you see, in all your experiences before you got into real estate? How did you? How do you see those helping you in real estate?

Nate VanPelt: 30:47

Oh, man, really, it's the bartending I mean, it's like a natural conversion. Half the agents I know, are bartenders, you know, just making friends with people talking to them. And it is, I want to say it's a great thing about the business because people will buy from you if they like you, right? And not everyone that you like, might be the best fit for you as an agent. But that's how it is. So if they don't like you, they're not going to work with you. And that bartending part really helped out. As far as my other job, this statistical side of the manufacturing, not really much. And that I mean, because I already knew how to convert numbers and everything. That is almost like you just stay away from that one. A completely different mindset, you know, because that's more of a control people versus lead them, you know,

Rick Ripma: 31:45

but do you understand numbers because of your schooling?

Nate VanPelt: 31:47

Absolutely. Yeah.

Rick Ripma: 31:48

Yeah. So that. So that's where that came in. Is that you? Because you've you've, you've talked about it differently than I've heard anybody else talk about it? And it makes a lot of sense. I've been doing this a long time. And I haven't heard people talk about it that way. Oh, okay. I think it's really good superpower is your superpower. Yeah, I think it's, I think it's brilliant.

Ian Arnold: 32:05

So I know, you recently just moved to a world title estate with Jason. Yeah. He came in one time and was like, hey, a lot of people call me just and just act just because. And from then on, freaking, I always have to hold on is Jason Yeah, just. But what made you make the move? What, what sold you on world title?

Nate VanPelt: 32:29

So I've known Jason for quite a while. Oh, gosh, six years, I think. And we just align together pretty well, as far as how we view business. He wants to concentrate on one side of it more. And I want to concentrate mainly on production side and how to teach other agents, how to get to that level of production that they want to be at. I think the both of us, it's, it's I mean, it's pretty cool. Because we can talk openly about everything. And I know that a lot of people feel they can't do that. And we've we've thought about this for quite a while. And it's not just a brand new thing. And then you know, the partnerships and things that we're developing are, are pretty awesome. So I'm definitely excited. And we're out door rolling. I think what we've tended for in the past week, wow, congratulate so we've only been like it's two official weeks. So one of those you're in Vegas. Yeah. Right. Yeah. When we were in Vegas, so yeah, we're going we've got some new listings and everything popping up. So and then some future stuff that we've got as well.

Ian Arnold: 33:43

So I need you to stop slacking for is not good. I need five or six

Nate VanPelt: 33:47

we need I need 10 A month or 10 a week it would be ideal right?

Rick Ripma: 33:57

Lottery million dollars I'll do that. Got better chance. I

Nate VanPelt: 34:01

think right now I'd be okay with 10 a month.

Ian Arnold: 34:05

But let's get you there. So yeah, if somebody's listening to this, and they wanted to talk to you about buying, selling or just talking about real estate, how can they get ahold of you?

Nate VanPelt: 34:12

So it's 317-625-6163. That's my number call or text anytime. And your email Nate at World title realestate.com.

Ian Arnold: 34:24

All right. And reminder. As he said earlier, though, if you email him at between 930 or 830 and 1130, he will get back to you just give him an hour or two. That's right. All right. So we'd like to do the question of the week and I'm actually kind of curious on this. But what was your first car?

Nate VanPelt: 34:43

Oh man, this is funny. My first car was a 1985 Chevette and my aunt, you're still a car guy. I am Ricardo. My aunt had it in her. Well, one of her properties backyards and My mom asked her if she had anything because I mean they they were also car people. And they had this Chevette for $500. I bought it from her and it ran. But the first weekend I had it, my best friend and I had just watched when we were 16. We just watched Ace Ventura. I remember how I parked the cars where he'd slide them in the spot. That's where I learned how to drift. So we started doing that with this shoe that and then from that point, I got into a little more advanced cars and things were a lot more fun but the Chevette was definitely my first one.

Ian Arnold: 35:36

So can you drift like like Tokyo Drift in the past few years really?

Nate VanPelt: 35:41

Not quite that good. But I can drift? Yes,

Ian Arnold: 35:45

I like to All right. So when we leave here let's go round with a couple of these roundabouts. Let's see this go.

Nate VanPelt: 35:49

Well the Alpha won't do it because it's all wheel drive. But if I would have got the quad it definitely would

Rick Ripma: 35:56

say well if you can do it in a in a Chevette you can drift into Chevette that's pretty good.

Nate VanPelt: 36:01

Well, that was more of just learning how to park sideways. I had a different car and Nissan 240 SX back then I would drift in. That was fun. Yeah. So it was built for it.

Rick Ripma: 36:14

So what was your what's been your favorite car you've ever owned?

Nate VanPelt: 36:17

Right now? It's my alpha. Yeah, yes.

Ian Arnold: 36:20

Because I know alpha Miralles are not very well known. What is your favorite?

Nate VanPelt: 36:25

The way it drives? I mean, I've driven tons of cars I own quite a few. For it to be a four, four door car. And just to do what it can do is pretty amazing. It's stable it Now mine's tuned. So it's not a stock one. It's just fun, you know? And yeah, people look at it and like, Oh, it's a cool car. Because it's Italian. It's gorgeous. It is gorgeous. But a lot of people still don't know what it is, which I like. I don't like the everyday normal. Like I compared it to some BMWs and Audi's and, you know, I mean, BMWs are fun to drive, but it just wasn't the same feel. So I went with it.

Rick Ripma: 37:14

He moved up from a Chevette. I

Ian Arnold: 37:19

don't think that was hard to do.

Rick Ripma: 37:22

No, it doesn't sound like it was the first car. So sounds like you're also recruiting or looking for for agents to come on your team? We are correct. Yes.

Nate VanPelt: 37:32

Yeah, we are. We, hopefully we're finding out here very soon. The level of people we need meaning how many could be a lot more than we first expected. And it may happen very quickly. But if not, we'd like to bring people on in the idea that we don't want you there for more than two years. We want to help you build one your confidence in the industry, but also learn how to do this. So you can go start your own team. We don't want people to stay under us forever. That's not the goal of our of our mission or vision. And we want to help people build. And we think that doing that will go a long way in the industry but also with clients. I mean, that's, you know, you just keep giving eventually comes back to you. Yeah.

Ian Arnold: 38:25

So when you're looking to hire somebody, and are looking to bring somebody on to train them and everything. What do you look for in that person?

Nate VanPelt: 38:34

Are you hungry? We're really because right now in the industry, you can't come in here and and expect it to come to you. You have to want to work, call prospects, learn the scripts, learn dialogues, call people, you know, I mean, you have to be willing to do all of it. In some cases door knock. Right Garonne neighborhoods done, we've got an open house coming up, doing all of the things I was door knocking myself two weeks ago, I've got a buyer looking for property in downtown Carmel to build. I got cussed out a few times. But I was doing it and I had one of our new agents on the team. And she saw that I was out there doing it. I was putting in the work. So you've got to be willing to just do anything that it takes right now.

Rick Ripma: 39:19

Yeah, it's interesting that people cuss you out, you know, but it's the worst thing that happens. That's the thing always. When you have to when you're making calls, like we, you start first I'll say the fact that you have scripts and you have proven scripts is a huge deal. It makes calling so much easier. So if somebody is new getting into the industry or struggling in the industry and are looking for a team, you would be a great team because you already have the scripts written out you know exactly what to do. So part of it is you have to do it. The other part is you have to know what to do. Yes and how to do it.

Nate VanPelt: 39:54

Absolutely. And we've got all of the scripts, dialogues, anything you want tons of training and then way that our team is set up, we actually use stuff from the past team that we were both on as well. That's all open information. That's the great thing about our main company, is everything is shared. And if you don't share information, it can be pretty tough. And you know, and we get access to coaching. And I mean, everything, anyone that that comes on to the team has the same access to everything that we do. And the coaching when they're, you know, award winning coaches. It's not just somebody off a YouTube run, these are award winning real estate coaches that are free. You don't get that anywhere else. No, maybe once a month, this is daily if you want to. I mean, it's really good stuff. And if you're willing to plug in and learn, it's all at your fingertips.

Rick Ripma: 40:47

And having a coach is is a game changer. Also. Yeah, you have the right coach, it's a game changer.

Nate VanPelt: 40:52

Absolutely. It,

Rick Ripma: 40:54

it helps you. I mean, I've been in sales my entire life. I bartender for a while other than that, I've been in sales. And you know, you forget things or you just stop doing things. And a coach helps you remember what you're, you know, even if you think you know it all? You don't. And those guys, women, whoever they are, they really help you. Yeah, I think I think they really help you keep in that that direction. I think it helps you become better at what you do. But it makes you better for your clients. And I think that's what your scripts to also do they make it better for your clients. Because you're you're not if somebody gets a call from you, you're not trying to do anything. You're just trying to help them. Right, right. knocking on the doors. What were you trying to do? Help them?

Nate VanPelt: 41:38

I mean, and I, when I was knocking on the doors, I literally said, Hey, I've got a client that wants to pay 350,000 for your house as I sound. And that's market value. We're not going in offering 220k Here's 350 People would just slam the door on me. So but hey, you know what? I'll take this one. Yeah. And say, yeah, sometimes that happens, but you just need to understand that. Yeah. And that's part of it.

Ian Arnold: 42:04

So I like to hear stories. And you've been in the industry for a while. So I know you have. So what you would you consider one of your most memorable transactions?

Nate VanPelt: 42:15

Oh, man, that's a tough one. Because, gosh, well, my most memorable. How can we come back to that, because I'm running through so many years ahead that for the last, you know, 10 years, all I've done is buyers. You know what, actually, maybe my, one of my it was one of my first ones. There was a really nice couple from Germany. And I won't mention their names. But if they listen to this, they'll know who they are. I still talk to them, I still go to dinner with them. They're still very good friends. And they were just amazing people. I'd never bought a home. And they moved here for work. And it was awesome. We built them a home, they got off the plane and saw a sign for new construction. And she said she wanted that house. She told her husband that. And coincidentally, it was the first builder that I had them go to Oh, wow. And we went there. And they built that house. Wow. So that exact house and their home still there. They've added a pool. They love it. It's you know, they've thought about moving, but it's just hard to find what they have. That one was really memorable, I think because they have become good friends. And that's, that's how you like to do business. And what 10 years later, you're still talking to him, you know?

Rick Ripma: 43:43

So why do you like being a real estate agent?

Nate VanPelt: 43:48

Well, I mean that right? There's a reason, you know, helping people, helping them achieve a dream that they've had, and really becoming part of their life. Because people a lot of people don't put it into perspective, we're helping them with the largest decision they're ever going to make financially. And we're a major, major part of that. We can really screw it up, or we can make it a great experience. I mean, I just had a closing, what Friday, the guy said that all of his friends had terrible experiences. And he was so grateful to have just an easy experience. His home appraised for 35k more than we got it for, you know, once again that's being in the market that's a little lower. He was just overly ecstatic and gave me $100 gift card to Ruth's Chris. Wow, that was pretty cool. That's pretty cool. You know, and he's he's a car guy too. He was referred to me from a car guy. So yeah, I mean, it's, we're going to be we're probably going to be connected for a long time, I think. Yeah. So

Rick Ripma: 44:55

what's car guys have to stick together? Absolutely. You know, so Do you have one more tip or or story you'd like to tell the audience,

Nate VanPelt: 45:05

I would say tip for agents. Learn how to prospect and do it a lot. Because your sphere will always be there. But people that are online, they start looking. And if you stop connecting with your sphere and a low time like this, agents that are out there, prospecting, are going to take your sphere. And it happens to everybody, you get comfortable, you think that they know who you are. 98% of people start their search online. And when the average person stays on website for two and a half minutes, and they keep switching, that if they're going to forget about them, they've already forgotten about you learn how to prospect. If you don't, you're going to be left behind. And this is a major changing time and real estate. And, you know, you've got to figure that out.

Rick Ripma: 45:56

Yeah, so you have to prospect Yeah. And you have to stay in front of your sphere. Everyone's gotta stay in front. What was your advice on how to what's the best way for most people to do that? Would you say

Nate VanPelt: 46:08

column and social media? I mean, they're watching you, you know, they are watching, if you put something on your story, you can go and see who's seen it. I promise your family seeing it. And don't always post about real estate. They want to see you and want to see your face, post some cool videos, some House tours, things like that. But

Ian Arnold: 46:31

some car videos, absolutely. Post who you are,

Nate VanPelt: 46:35

right Jason and I went to a wrestling event the other night with some family that's my past clients and neighbors of his friends and put it on our story. And it was a great time people want to see that about you that you're also a person. Yeah, because they work with people. They don't work with agents. So

Rick Ripma: 46:52

it's really relationships. Yeah, not real estates. real relationships. Absolutely. Yeah. And it just makes it just makes a huge difference if you can, you know, you got to cultivate those relationships. Absolutely everything. So

Ian Arnold: 47:06

this would be the last time I asked you or at least on this show, so if somebody's looking to get a hold of you whether a buy sell just want to talk to you or think about possibly coming on your team what's best way they can reach you

Nate VanPelt: 47:17

317-625-6163 Call or text me anytime and you can email me at Nate at World Title real estate calm and on the socials RL S T eight in eight real estate Nate

Rick Ripma: 47:31

It's Nate vanpelt Yep, that's number 317-625-6163 meds right right. And to get a hold of you Ian or I go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can give us a call at 31765 No, that's not it. 31672 1938 317-672-1938 Can you remember a phone number? And follow us for more indies real estate

Ian Arnold: 47:56

gurus and reminder, if you have any friends, family, coworkers looking to buy, sell or refinance? Let us know. We'll be more than happy to help you. Hey, Nate, thank you for joining us on our show.

Nate VanPelt: 48:05

I appreciate it.

Ian Arnold: 48:07

And we look forward to hearing more from you. Absolutely.

Nate VanPelt: 48:10

Great time. Thank you.

Announcer: 48:12

Went on to lesson number 33041. Witness NMLS number six, six, we'll find ignite NMLS number is 19569 equal housing opportunity. So I'm restricting supply