Guru Niki Fuller with United Real Estate

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. I'm Rick Ripma, your hard work and mortgage guy and I've been in mortgages and real estate for over 34 years, I've helped over5200 folks finance their homes.My team and I believe in custom tailored loans, not a one size fits all approach. We believe there is the right mortgage for you, and we believe we are the team to deliver it.

Ian Arnold: 0:21

And I'm Ian Arnold part of Rick's hard working mortgage team. I've been in the financial industry for 15 years helping customers rebuild their credit to get the best possible interest rates. I also have a passion in helping you secure your overall real estate dreams.And hopefully, with my goal, you can always pay off your house early.

Rick Ripma: 0:38

And if you have any questions on India's real estate market or the mortgage market,please contact Ian or I at HardWorkingMortgageGuys.com.That's HardWorkingMortgageGuys.com or317-672-1938. That's 31767 to1938. Today, we're really excited to have Niki fuller with United real estate. Nikki,thanks for joining us, we appreciate it.

Niki Fuller: 1:02

Thanks for having me.

Rick Ripma: 1:03

You've, you've got a really, really, really interesting story. So we're I'm really excited about talking to you about it. I think it's it's fantastic. So let's get started.Well, first, if somebody does have any real estate needs, and we'll get into your you're looking at at helping other agents as a coach, what's the best way to get a hold of you for either of those items?

Niki Fuller: 1:25

Yep, call me or text me anytime at 317762581.Again, that's 317-766-2581.

Rick Ripma: 1:36

And you you have such an interesting story. So before real estate, which I'm not even sure there was a before real estate with you. But if there is, what did you where did you grow up? What did you do?Yeah, before real estate.

Niki Fuller: 1:51

So I grew up in Carmel, Indiana, Hamilton County right here, right here,literally in your backyard. I went to Carmel High School just down the street. And my parents moved here and 75 We grew up in the same house minus a house fire 92 We moved across the street, parking lot from the church, and then we move back in our house. My mom still lives there. We lost my dad about a year and a half ago, but they lived in the same house. So yeah, not something you hear a lot, especially in the mortgage industry. People move so far faster. Well, my parents have it. So 40 I'm not going to tell you that because then I tell you how old I am. Let's stick in the40s We thought

Rick Ripma: 2:27

you were 25. Thank you. I never thought you had anything before real estate

Niki Fuller: 2:31

course. So I grew up here. I actually went to like Carmel High School. Then I went to college in Evansville, and then moved back to nd and got a degree in Public Relations communication, because I love people. And then next thing you know, I went on my first interview for a public relations and found that it really was not what I thought it was. So I went to a family friend who had a small property management company. And it was a second generation. And I basically convinced him to hire me. And I was there for 10 years. And so I started in property management on August 1, it will be 23 years that I've had my real estate license. Wow. Awesome. Yeah,Indiana real estate license. And then I also have a quite interesting story on how I got a Kentucky real estate license. So that's a little bit about me.

Rick Ripma: 3:26

Well, how did you get the Kentucky real estate license?

Niki Fuller: 3:29

Well, it's kind of crazy story. How much do you want me to tell you?

Rick Ripma: 3:33

We want to hear it all?

Niki Fuller: 3:34

Okay, well, I call this your elevator story. I moved 169 miles away from everyone I knew and loved that real estate is supposed to be based upon right? Your sphere. I decided to move to right outside of Louisville, Kentucky. And I joined a real estate team. This was in 2009 when Real Estate Leads were getting started. So basically what I did was I made phone calls, and built relationships with people for the second half of 2009. Well,unbeknownst to me, because I don't really watch the news. I didn't know that the market had crashed. Because I was always so busy in real estate. I didn't really pay attention to anybody's news. So what I did was I basically just worked really, really hard. I made phone calls all day, every day,I built relationships with people that were from online that were wanting to move. And then in 2010 I helped 31families. Wow, buy homes, and then

Rick Ripma: 4:26

2010 2010 2010 When everything was crashed on

Niki Fuller: 4:31

Yeah, and nobody was selling houses. And I didn't really pay attention to everybody else. And then next thing you know, everybody's looking at me and I look up I'm like, Isn't this what you're doing? And everyone was like,No. And I thought, Oh, I didn't know that. Nobody told me. So I just would fill my days with education and also calling people building relationships and just asking how can I help?Do you want to see a house and I had a lot of people came back and said you would show me a house he If you don't think I'm gonna move and I said, Well,you're gonna move someday,right? Well, everybody moves someday. And I said, so when you do, I'll be here to help. And I didn't realize that that was such a key function, and building relationships with people. They just want to buy a house. They don't want you to be in their life forever. They don't want you to become a part of your family, even though I have become part of people's families. And I love that. They want to buy a house, and you're you're the expert. So why don't you do that? Right. Again, I thought everybody was doing.

Rick Ripma: 5:31

So this is the weird thing to me. I mean, is this all news to me that hard work equals success?

Niki Fuller: 5:39

It's shocking,isn't it? What when did

Ian Arnold: 5:41

that start? Whoa,whoa, whoa, that's not what HGTV. I sold three houses, it easily sells. And you go on to the next one in 30 minutes. You already closed? A house?

Rick Ripma: 5:52

Yes. Well, it's not just, it's not just real estate.It's everything is everything.Just, it's amazing to me, rather than everybody else, or not everybody else. But there were many people during that time.2009 2010 that they were sitting around complaining and not working.

Niki Fuller: 6:09

That's not really my philosophy. Yeah. And

Rick Ripma: 6:11

you worked. And you did 31 homes? Yep. That's incredible.

Niki Fuller: 6:15

Oh, no, I didn't know that. Most Realtors only do nine. So

Rick Ripma: 6:20

and in any normal market. Right? Right. We're not talking to normal market. Well,what was the normal agent doing back then?

Niki Fuller: 6:26

Maybe four? Yeah.So when I did 31, yes, I kind of my head got poked through the ceiling. And everyone started looking at me. And it was a little weird. At first, I won't lie because I was the one that moved from knowing my sphere,and I didn't have a sphere. And at the time, I literally did not know what I was going to do. But as a single mom, I wasn't going to fail. So I basically said point blank, it sink or swim.And so I found a great saying,you jump off of a building and you build your wings on the way down. It's like an airplane,

Rick Ripma: 7:02

backward, you're a bigger risk taker than me, I would never jump off a building in the first place with or without, for a three year old.But that's, that's I think some of the things that really set people apart is their, their ability to accept that kind of risk to because that's what it takes. And then it's not just you accepted the risk, but then you worked your tail off to make sure if you were successful at it.

Niki Fuller: 7:25

Well, the other part about it is, is when you meet people, and they need your help. It's very simple. It's very easy. I mean, my daughter is now going to be 17 this month, and she can go in and show a house better than I can because she started when she was, you know, basically,newborn, right? And grew up with real estate, not a fan will tell you not going into real estate,however, loves the ability to help people. So when you meet people, and they ask for your help, it's not really hard work.You're just helping someone.

Ian Arnold: 7:54

Yep. So since you've been in the business long enough, I know now you have your own company. So tell us a little bit about that. Your your team or what you're trying to do.Yeah,

Niki Fuller: 8:05

thanks. So we built your journey team. out before the word journey was a big thing. There was a quote, and it was it's not about it's about the journey, not the destination. And so yes, when you're helping someone in real estate, it is about the destination, right? But how many people say they want one thing and end up with something different, or end up with something better than they envision? So that's the big thing. So our team was called your journey team because it is their journey, not ours. We are a facilitator in their journey home. So we started your journey team, we have your journey team in real estate we did southern Indiana, Louisville, Kentucky,and then we came back into Indianapolis as we had my sphere here. So that's a little bit about our business then. So that was in like 2012, we created your journey team. And in 2014,I lost my voice kept selling in real estate. And then really this last year, after some real big life situations decided that it's time to just be focused here, where we live and be home.So our team has changed. We've gone from having a team of 13people to having a team really have three. It's myself, Laura Cox, and then my mom works with us as well. Awesome. She's a retired nurse, and everybody knows her. They call her the mayor of Carmel because she worked at Carmel er right here.Okay. And she has been in Carmel since 75. So she knows a ton of people.

Ian Arnold: 9:30

So do you boss your mom around?

Niki Fuller: 9:32

Heck no. She likes to tell everybody that, that she works for me and it makes me blush and I have to immediately say oh my goodness, that is not the case at all. You work for her. I've worked for my whole life. My mom, right? Yeah,

Rick Ripma: 9:47

that's how it is.

Ian Arnold: 9:48

So are you trying to expand your team or you like the small group?

Niki Fuller: 9:52

Great question. I really do enjoy the small group.And I love the fact that with three agents we're able to help someone when they Do you want to see a home, or for example, we also can go into a home and we're going to help someone sell it. And staging is included in our business. And Laura runs the staging division. So at your journey team, we actually have staging, real estate consulting.And now, I'm announcing here today that we're opening the door, and I'll be coaching.

Rick Ripma: 10:20

Awesome. And so who are you looking forward to for help with coaching?

Niki Fuller: 10:24

That's a great question. Thanks for asking that. Really, it's somebody who wants to grow a business that is going to leave a legacy,somebody who, for example, maybe starting in real estate, or may have hit a plateau and is ready to take it to the next level. We know that it real estate agents perform certain duties, you say work hard, but then what does that include? So what my goal is, is to find people that want to grow. So my ideal candidate person is going to be somebody who is at a plateau, wants to grow, is willing to be challenged. And we'll take action. I'm more of a person who wants to see someone taking action, whether that'd be social media, whether they'd be picking up the phone and calling your sphere and asking for their help of who do they know that's thinking about moving? Or someone that's asking, How can I be a better leader? Because I love leadership as well?

Rick Ripma: 11:12

Well, I can tell you, I have not I had never had a coach until late last year.And it is amazing. And I've been doing this a long time. And I've done a lot of business. But it is amazing how you hear the saying, you know, work on your business, not always in your business, right. And I'm one who gets very much caught up in on my, in my business I'm sharing instead of on my business, and it really helps to have a coach kind of pull you back. And kind of just isn't even necessarily new things. It's just that they come up with things that you think well, I know that why wasn't I doing that. And, and I think it also helps to have somebody who you're accountable to have a mindset that like like you, you obviously are self motivated, and you win. And you you just did it right, and you didn't have somebody telling you what to do. You're just calling people and calling people. It's amazing how many people won't call, there is

Niki Fuller: 12:10

a very heavy weight on the telephone, because of the idea of rejection. And when you call for a purpose of being helpful. It's amazing how that rejection just goes away. And people appreciate you just picking up the phone and saying hi. Saw that you visited our website saw that you were interested in seeing a house you want to go see it.

Rick Ripma: 12:29

Yeah. I what I found is from calling is the vast majority of people least here in Indiana, the vast majority of people are nice if you do it correctly. Absolutely right. You know, you get some of those people that hang up on you.Well, big deal. Next, right? And so what's all these people you call? What was the worst thing that ever happened to you? Did?Did you do? You didn't die? No,you lost your voice.

Niki Fuller: 12:55

I did lose my cousin from that. I remember one night I answered a lead like 11o'clock at night. And I responded to this internet lead,right? This was before texting and everything. This is what blackberries were around. Oh,yeah. My Blackberry. So I answered this guy immediately.The other part is is they talked about if you're going to do online leads, which I don't do those really anymore now that we are all referral based. One of the big things back then though was to email them right back. So do you get a message from someone, you email them right back? So I email this guy back at 11 o'clock. And he comes back with? Are you for real? So I sent a message right back? Yes,are you? So here's the biggest question is, when you ask people questions, they're going to give you an answer, because we know that our brains are going to have to answer a question. So asking somebody, can I help you99% of the time, they're not going to hang up on you. They're not going to be rude to you. So the thing the worst thing to answer your question that happened to me was I got hung up on. Okay, delete that person and move along.

Rick Ripma: 13:57

Yeah, I wanted to bring that up because so many people are so scared of the phone. I would that's

Niki Fuller: 14:01

part of coaching is to help people number one, what do you say? Number two, who do you call? Number three? How do you get over the anxiety of picking up the phone? And you know, you do it? You pick it up?Yes. And we don't use landlines anymore. Everyone uses your cell phone, right? Yep. So if you're going to call someone and say how can I help you? You can do it from the standpoint of you don't need to be real estate driven. What about do you need a gardener? Do you need an HVAC company? How can I help make your life better? And you're gonna find out that Zig Ziglar actually said this quote, When you help enough people get what you what they want, you'll get what you need. He quoted, you know, not really that was where he quote. Let's do the reverse.I fell in love with that quote when I heard it. And I've used it because that's kind of become a mantra for my life.

Rick Ripma: 14:48

Yeah, I just think it's incredible because so many people are afraid of it. But but the first two things you said before, you know, just being able to just pick up the phone is kind of how you get past being scared to pay got the phone, you got to have you. Most people need that reason to call,right. And then they have to know what to say.

Niki Fuller: 15:06

And that's why coaching is so important. And I had a coach for over 10 years, I can tell you, one of the biggest things that I've learned is that same thing you said, I know these things, why can I do them.And the biggest part about coaching is, is helping you think bigger. And one thing that I know for a fact, after all the years of coaching and education that I've built in is your business will grow to the extent that you do. So if you feel like you know it all.Congratulations, you're not going to grow. If you feel there's someone else out there,that might be a little better than you might have had a little more experience than you might have opened a door and saw someone run in the towel before.How do you handle that? You know, what do you do when someone pops out of a closet?When you're showing a house that's a you know, a repo, you run your screen? Oh, run your run.

Ian Arnold: 15:55

So, on the lead, the greatest things I ever got back as soon as you as soon as you get the lead you call them or whatnot. And then you get that was fast. Yes. I'm sorry. Would you like me to call you back in like four days? Yes. And they just start laughing? Yeah, I just love that response. As soon as I mean that you're quick.Okay, what else do you need?

Niki Fuller: 16:16

Well, so many people live in the internet, we hide behind screens, we have to show people that we're real. So when I was doing online leads again, that's not my business.Now, when that was my business,and it's so much in people's businesses now. You still have to show them you're a person you care and you want to help,

Ian Arnold: 16:34

right? So if somebody's looking to either buy or sell, or even talk to you about the mentorship, what's the best way they can get a hold of you?

Niki Fuller: 16:41

Well, there's a few ways you can get a hold of me,you can call me at31776625813177662581 or you can email me at Nikki and I K I 1k at your journey team.com And I K I at your journey team.com Or you can find me on social media.All right,

Ian Arnold: 17:06

and Rick, how would they get ahold of

Rick Ripma: 17:08

you or I and to get a hold of Ian or I It's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938 And he is going to be impressed because I remember I was shocked. Thanks for listening to indies real estate gurus, the gurus we interview share valuable insights. They reveal their strengths, personalities and how they work for you. While we hardworking mortgage guys,secure your best mortgage. Real estate gurus work hard to they avoid problems the amateurs don't see. They listen and they find unrealized opportunities.If you're buying or selling a home. A real estate guru is a valuable asset. If you're even thinking of buying or selling a home, keep listening and definitely call one of Indy's real estate gurus.

Ian Arnold: 17:53

All right. So let's take a sidestep from the real estate business. Let's get to know you. Boy, I know. So I thought we did know we got to know about her professional life. But let's go on to the fun side. So say I gotta take away your phone for 24 hours. You cannot work whatsoever. What do we catch you doing for fun?

Niki Fuller: 18:15

Hmm, that is a great question. How many people do you stumped? When you ask that question? Almost everybody?Yep. Good to know. Right? So what would you find me doing? If it's summertime? You're gonna find me sitting on my patio?Probably. Oh, I don't have my phone. I can't know anyone sitting on my patio. Can I have radio?

Ian Arnold: 18:36

We just don't want you to work it. Oh,

Niki Fuller: 18:40

that's such a good question. I'm learning a one thing I do love to do. Because Thank you. COVID is I've learned how to cook. So being the oldest of six kids. My brothers are professional chefs. Oh, wow.Yeah, we can go through the Wolfgang Puck and all of the stuff food brokers. They're amazing. I'm very lucky to have wonderful brothers. So I was never the chef. I never cooked I went outside and played. Or I was helping my mom or taking care of one of my brothers, you know, doing things. So now I enjoy cooking. So I don't have the internet. So what I have to do is probably be creative. Take some spices out and have some fun now that won't take up 24hours. Definitely I'm gonna take a nap. That's a fun thing to do.I've learned how to do that.Probably also work on just thinking more big picture on what can I do to continue to live a life because here's the thing. Life is not about business, but in this industry will take everything from you if you let it. And in the very beginning you have to work so hard to build a business that people don't understand that your focus has to be there. So now that I'm at the place that I am, I'm now more focusing on what can I do to enjoy life. So I'm learning when my dad was alive he loved to garden, so he used to come over and help plant flowers and while I was working,so I would probably spend some time planting flowers. I would probably spend some time going Going Places, seeing people, I would also probably work on cooking and figuring out new spices and what I like something fun to make.

Ian Arnold: 20:08

So what do you enjoy making a specialty like my dad just loves making pizzas?

Niki Fuller: 20:13

Yeah, my dad loved making pies. Alright, he would take him to the nuns and everybody has a pie for it and fanatic. So we even have a saying, I have really learned how to enjoy playing more with spices, because I find that that gives a different taste. I'm learning to grill. I wanted to grill fish, I haven't got one of those cool tools, you know, your mission, and you lock it and you put it on the grill and you flip it. The first time I did that fish fell out. Second time.

Rick Ripma: 20:42

You learned a lot,

Niki Fuller: 20:43

I learned a lot.I'm learning to grill. I'm not a baker, I'm more I find that people either enjoy to to cook and create or they enjoy to bake and create. So I would tell you,I'm probably learning more on the grill. I'm learning more about spices and I'm learning more about just being open to try new things.

Ian Arnold: 21:03

That's awesome. I do the whole meat things with the ribs or

Niki Fuller: 21:08

haven't tried ribs yet. Oh, that's kind of scary.

Ian Arnold: 21:11

I'm actually doing later today. So

Niki Fuller: 21:13

my mom made them last night. Oh, really? She brought them over? They were delicious. Well,

Rick Ripma: 21:16

I tell you, my answer to you is I would chase him down and beat my phone out of him. Probably he knows he cannot run me. So that was good.

Niki Fuller: 21:26

That is such a good question, especially when we're talking about real estate is how do you become a person? Well,real estate?

Ian Arnold: 21:31

Well, that's the issue with a lot of real estate people is they let it over consume them because you're on your phone constantly. And unlike most jobs were at five,six o'clock, you're going home real estate, just not that way.And then on the weekends and then so it is harder, I think for some realtors to step away.But now that you get to see that, and know that hey, that's maybe might be where I need to work on. Because you do need a break

Niki Fuller: 21:58

everyone a boundary? Yes, you have to learn boundaries. And if you don't like learn boundaries, life will give you boundaries. And that is what happened to me. And now I have boundaries.

Rick Ripma: 22:09

And you have to set them with you just have to, I think a lot of it's communication, you have to let people know, okay, if you call me during this time, and this time, I'm not going to be available to answer

Niki Fuller: 22:17

exactly. I don't do open houses, I don't do certain things in real estate that other people have built their business on. And that's okay. What we find is, is when you start putting boundaries on what you want out of life, for example, I should have said point blank if24 hours without a phone, I would have been with my fiancee or my daughter as well, my answer should have been. But I started immediately going to what would I do in action mode instead of what would I do?Which is spend time with the people I love?

Rick Ripma: 22:47

Right? Which is what we should do? Should we weren't allowed to work and I can tell you're like me, we're all your thing is okay, so how can I work without my phone?

Niki Fuller: 22:58

And I should I take it back. I waited a long time to find the love of my life. And I will tell you that he is he's just amazing and so kind, but he makes me not want to do my phone, he makes me want to have better conversations and a better quality of life. And that's one of the things I'm very grateful for for him.

Ian Arnold: 23:16

Alright, so what we'll do is we'll when we send this to him, we'll edit that first part out, but just put this part.

Niki Fuller: 23:23

Yes, because he works very hard. So I appreciate that.

Rick Ripma: 23:27

My wife listen to it, because I still like to work.

Niki Fuller: 23:29

I think there's part of us there are certain people who really enjoy working because we don't see it as work right that we see it as helping people. And when you know there are people that need you or want your help or want your expertise or want to hear that you got locked in an elevator one time with four other people and no phone. There's a lot of fun stories that come with real estate.

Rick Ripma: 23:49

There's no way to ask that question there is if you get locked on an elevator without your phone.

Niki Fuller: 23:56

I'm sorry that your department had to come and get us and lift us out. We were in the middle of a house. Oh here that's going to house we were showing house. It was in Louisville, Kentucky. It was a ranch with a finished basement.The owners had a child who had a wheelchair so they put a elevator in their house. They were on vacation so you could not walk on their hardwood floor. So we had to go through the back door. So there was no sign that we were there because you had to drive up and park behind the house to go in. So the four of us decide, okay, so it's myself, husband and wife that are the clients and the listing agent. We go to get in and we said hey, why don't we just all go down because you can't walk on the hardwood floors because they just had an polyurethane while they were out of town. So we get in the elevator, it starts going down and it locks. We are between floors, but we didn't know that at the time. I left my phone in the car. The buyers didn't have their phone. The listing agent had her phone, but it had like no service. So she starts calling 911 from her cell phone not knowing if anyone's going to Find us or not. So we're standing okay, we can't sit in this little elevator, we're standing the four of us. And literally, next thing you know,the door opens up. And there's all these firefighters and now we are like mid levels. So they had to get us a ladder and we had to climb out. I took a picture as I was driving down the driveway. And I remember calling my friend Lincoln Crum.And he said, You should write a book on some of the things that happened to you in real estate.Because when I go to the old folks homes, he said, he said,I'm gonna have great stories.Real Estate long enough, you're gonna get good ones. Yeah,that's

Rick Ripma: 25:36

a great story.

Ian Arnold: 25:38

So I know we went into the your whole, your team,everything like that. So let's go into what do you see towards the future? I know you stopped Kentucky because getting stuck in elevator, you don't want to do Kentucky anymore. So where are you? Where are you looking towards the future?

Niki Fuller: 25:56

That's a great question. And so right now I am looking forward to helping some other agents grow their business, because there's a statement of standing on the shoulders of giants. Not to say that I'm a giant, but I have 23years of experience and life that I believe honestly can help other people. I have taught a lot. So I'm taking coaching as my next. So what does the future look like? We still want to continue to help people that we know and love or they know, we do a lot of referrals from around the United States. So coaching will be the next part that I really want to grow. And I really want to focus on just10 people. Because I honestly know that with the 10 people, I was a productivity coach. I should mention that for Keller Williams. And we did $17 million in business in one year. So what can I do to help an individual if I pour into them instead of pouring into multiple people?

Ian Arnold: 26:48

Yep. So if somebody wants to be one of those 10people, or they want to buy or sell with your company in you,how would they get ahold of you?

Niki Fuller: 26:55

That's a great question. That's a great 1776625a 131776625 to one.

Rick Ripma: 27:04

And to get a hold of Ian or I, it's HardWorkingMortgageGuys.com.That's HardWorkingMortgageGuys.com or317-672-1938. That's 31767 to1938.

Ian Arnold: 27:16

Now we'll do question of the week and the question of the week is sponsored by Hey, Rick and I the hardworking mortgage guys, where we filled in believe by helping constant communication since I can't communicate myself, but we still strive to have complete communication between you and your realtor by sending you constant updates. Nobody likes to live in a black hole. So we do not allow it if you are a black hole person. I'm sorry. We are not the company for you. All right. So here's the question for you. What was your first car?

Niki Fuller: 27:46

Oh, easy. That was a Chrysler Sebring hard top

Ian Arnold: 27:50

hardtop. Wow. So how any great memories because Oh,yeah,

Niki Fuller: 27:56

I shared it with my brother. I got it. As a senior in high school, my grandparents gave us a car and my brother and I shared it. So lots of great memories and figuring out how to share things like you know, a car, which is only one when you're a kid with multiple siblings, you have to share. So I have lots of great memories.And then when I went to college,he got to keep the car and I went to school.

Rick Ripma: 28:21

Okay, the car last through all through everybody or

Niki Fuller: 28:26

no, just myself and my brother Tim.

Rick Ripma: 28:29

And then was it was it still alive when that was done?

Niki Fuller: 28:32

I don't know.That's a really great question to that too. You know, when I went away to college, I kind of ignore that. And then I got a1977 Ford Granada. So when you took your foot off the accelerator, I'd say thank you for flying Grenada airlines,considered to slow down because it had that huge steel engine.So that's that was my I will tell you if I had a fun car, it was the 1977 Because I won't tell you how many years older younger than it is of me. But it's not close. It's very close,I should say.

Rick Ripma: 29:03

Well, you know, the reason I asked the question that I did is because most people it's amazing how many people well, yeah, that first car didn't last that long. I forgot to put oil in it. And the motor or the motor blew for something that it's just amazing how funny some of the some of the things have happened to people. So it's nice to hear with two kids had a car and it didn't it didn't die.

Niki Fuller: 29:22

No. In fact, well,my dad was in the automotive world. So I think my dad probably paid more attention to those things than we did.

Rick Ripma: 29:29

Yeah, that I think that's the key. That's what I did. I made I actually taught my boys how to how to do the oil and how to check it and how to make sure everything was there because I'm in the car. So that's impressive. Learned how to do all that.

Niki Fuller: 29:41

I've never tried that with me. I think he knew better.

Rick Ripma: 29:43

Although I did have one of my boys driving back from he went to IU and he's driving back from IU and he calls me and he says, Dad, my car's making a funny noise. What's wrong with it? Like I might need a little more information that it's making a funny noise. So what Have you got to do but that's the way it is. So what would you say your superpower or superpowers are,

Niki Fuller: 30:06

I mean, my superpower is is I will never quit, I don't give up, no matter what happens, there is something my grandma would say, as a silver lining to every situation. And you may be in the midst of something, and you might not know how to get out,but you just don't quit. You put one foot in front of the other,and you believe that you will get out of the situation that you are in. And you know that the more you work on yourself,the better your business becomes. So whether it be life,whether it be business, you just don't quit.

Rick Ripma: 30:34

So by doing that,has it ever not worked out for you?

Niki Fuller: 30:37

That's a great question, too. Has it never worked out for me? I'm sure it hasn't worked out for me.

Rick Ripma: 30:43

Yes. And it's always worked out.

Niki Fuller: 30:45

Well, that's nice thought. But you know, you have people who you know, want you to help them in real estate. And then they pick up the phone and call it Zillow lead and an agent will take them and just you know,

Rick Ripma: 30:56

it always worked out the way you wanted it.

Niki Fuller: 30:59

Has it always worked out? No. But I will tell you it worked out the way it was supposed to. Yeah, my mom has a saying and I use a lot of quotes. I love quotes. And it says May you know you're exactly where you're meant to be. And I do believe even though as a kid,I hated that statement, that everything happens for a reason.And I've learned to embrace it at this age.

Rick Ripma: 31:17

Yeah. My wife was a big proponent of that. And so um, I think that when you look back, the older you get, the easier it is to look back and realize that all those times that things happen, and you were worried about it, or you were you know, you were wondering what was gonna happen, it all works out.

Niki Fuller: 31:32

It works out exactly how it's supposed to.Yeah, I grew up how? Yeah, I don't know, either. That's I'm a very big faith person as well.So I have a very big faith that God has a plan. And we if we just let him do the plan,instead of trying to be the one who changes the plan. We'll be okay.

Ian Arnold: 31:49

So what's a big lesson that you learned that you wish you would have known early on?

Niki Fuller: 31:55

Oh, my gosh, you guys are full of great questions today. What is the big we

Rick Ripma: 31:59

work hard on this?

Niki Fuller: 32:02

I'm impressed. What is a big learning lesson that I wish I would have known back in the day? I think the number one lesson that I would learn? Do you want to know personal or business? Yes.

Ian Arnold: 32:14

All the above, let's go.

Niki Fuller: 32:16

Number one, don't sweat the small stuff. And at the end of the day, it's all small stuff. Aside from the people that you love, number two in business, I would say I wish that I would have known what a database was when I first started. You can also call it a data bank. Because if you look at the people that you love, and you love on them, you're never gonna have to really worry about your business. I didn't know what a database was, when I first started. So now, you know,I wish I could go back and I could have those people that I really would have put into a place that I would be able to call them I would be able to reach out to them, I would be able to love on them be able to stay in touch with them. So I think that is my biggest regret in businesses. I did not do the data bank. And that's the number one learning lesson for me.

Rick Ripma: 33:03

So what would you say? This is a new question. But what would you say is the most valuable part for somebody if they use you for coaching,

Niki Fuller: 33:16

the most valuable part that someone's going to use me for coaching and says you are going to learn what I did wrong.And what I did, right, what I've learned, and what I gained from those mistakes, because the number one thing I've learned from every mistake, when you get knocked down, you get up. When you get up, you look and say okay, what am I not going to do?So when I did expansion, for example, I was selling real estate in three cities in two states. And nobody could do or tell me how I just basically took a machete up i 65. Because there were people I knew that needed help, and I would refer them and they weren't taken care of. So then I said okay, and first started with my brother,and he was young, and he was married, and he and his wife wanted to buy a house. So I gave him to three different agents and said help them. And I don't know why. And I don't know how and it must have been part of God's plan to get me to do expansion. But I drove up from Louisville and I sat down at the kitchen table with my brother and I brought up my buyers book because I have a map, kind of like a game board except you are the player. So you hop every square kind of like Chutes and Ladders. And I sat down and helped him. That's where expansion started.

Rick Ripma: 34:24

That's it's amazing.Because it goes back to what you and I talked about. What we're talking about is that everything happens for a reason. Yeah,right. Exactly. And that tends to even though you aren't intending that the consequences was phenomenal for you. It was you're where you are today because because of that, and I am

Niki Fuller: 34:43

eternally grateful for that I have so many wonderful friends that are in Kentucky to that. So when my past clients in Kentucky need help. I simply reach out to one of my friends in his real estate professional and either Louisville, Kentucky, southern Indiana, or now I'm connected around the United States. So I think the biggest thing again,you ask again the question Time is what is someone going to gain? They're going to gain experience. And when I know I started in real estate, I looked up to people who were doing big business who I wanted to become like, more. So I wanted to build a life, not just a business,

Ian Arnold: 35:13

right. So I want to hear another story. So let's do this. What what do you consider one of your most memorable deals?

Niki Fuller: 35:21

Well, I will tell you the fire truck was one of them.

Rick Ripma: 35:25

That was a prime.There might be another Yeah,

Ian Arnold: 35:27

I know. That's

Niki Fuller: 35:29

you, I Oh, well, we we ever had real estate transactions that have been wonderful. We've had real estate transactions that have been not so good. I will tell you, there was a building in Louisville,Kentucky, it's still there. It's a beautiful building. And it overlooks the Ohio River. And I remember driving by that building every day and saying one day, I'm going to sell a condo in this place. There was a for sale by owner. And I built a relationship with these people by just bringing them buyer after buyer after buyer after buyer. And I built a relationship with them. And they kept saying, Nikki, we want you to sell it. And this man was not signing with a real estate agent, not selling with real estate agent. But I helped the buyers buy. And then I turned around and I helped them lease their house. And in Louisville at the time, people weren't doing leasing. So what I had done was I turned around and use my knowledge from Indianapolis to help someone lease their house and they put $20,000 and updated the house. And then the people who were buying the house bought the condo from the for sale by owners. So that's really one of my most. And then when we went to Florida, my daughter and I went and saw their house in Florida and they took us out on their boat. And so again, kind of how you become friends with people when you do that. So I would say that to this day is still you know, a goal achieved,but also one of my favorite stories.

Rick Ripma: 36:44

Yeah. It's so interesting. And people have just real estate agents. Not everybody, but a lot of them have some interesting stories.And that's that's although I don't know if it beats the fire trucks

Niki Fuller: 36:56

does anything better when you get stuck in an elevator?

Rick Ripma: 36:58

I don't know we well, we had one where we asked the person maybe we should ask you this, what's one of the most either embarrassing, or what embarrassing things that happened.

Niki Fuller: 37:12

Opening the door and finding someone

Rick Ripma: 37:14

or an embarrassed,you open the door and found somebody in a towel.

Niki Fuller: 37:16

So here's the thing you do as a real estate professional, you ring the doorbell you knock on the door,you announce that you are here.So that way people know. I don't know if this guy didn't hear. I don't remember if there was music on. All I know is I opened the door and there was a man standing in a gray towel. And here I am with clients. And next thing you know, he's running. So then we look at each other like what are we supposed to do? So I closed the front door

Rick Ripma: 37:43

must not have known there was a showing at that time.

Niki Fuller: 37:46

I don't know it could have been I don't even remember to the point. Where was it? Like it was a man? I could tell you it was a man because we were like, Nope, you know, then I have other people I'm trying to think there was one time I went to show a house. And I couldn't find it. This is before GPS. So literally, I remember going down and all I saw was a park. But I'm driving around,I'm driving around, and I decided to park in a parking lot. And I remember calling my friend and this is again with blackberries and like brand new navigation. And he says where are you? And I said, I don't know. He said, What do you see?And he said, I see a liquor store that I'm parked in and it's got bars on the window and he said what did you pass? And I said this park name. And he said get out of there if you want to get shot. I'll shoot you myself.

Ian Arnold: 38:36

And she says she did have other stories like this.

Rick Ripma: 38:42

With all the years of business, I'm sure she has a lot. Oh,

Ian Arnold: 38:46

so you mentioned the the GPS thing. I know you've been in the business for a while. So how has technology? Is it a big thing that it totally transformed your your the way you do business? Now?

Niki Fuller: 38:58

It's a great question. I think technology obviously is a great way for communication. We have learned through technology that we can communicate better. We can do a better job of exploring now we have aI so I'm learning about AI so yes, I will tell you technology is a big thing. Thank God the maps are much better. In Louisville, Kentucky.Everything's off Bardstown road,you take Bardstown road, you'll end up in Bardstown, Kentucky.

Rick Ripma: 39:24

I still like maps, I use my GPS all the time. But I still mainly because your unless you updated your GPS. It just is amazing how many times my GPS has taken me places where it's like, What in the world is this thing doing

Niki Fuller: 39:41

that happened yesterday to me. I use Google Maps thinking I was going one place and it took me to a neighborhood. I put it in ways and it took me to exactly where I needed to be. So literally I agree with you. It was an AHA oh, I need to double check this again before I just put it on

Rick Ripma: 39:57

go. So ways as a as a as or, at least at that, yeah,I've used that in the past, I don't, I don't really need it much, because all I do is drive back from home to work. And I pretty much got that down. I know how to give you multiple ways,

Niki Fuller: 40:14

I will say one thing about technology that has helped us tremendously is the MLS system, we are able now because of all the different platforms, buyers go out and look for their own home. What they really need is they need our expertise. They need our negotiating ability. They need someone to write correctly, a purchase agreement or a listing contract. Because if you don't put something in a listing contract, someone's going to ask for it. And because it's not excluded upfront, what are you going to say that? So it's extremely important. I do love technology for the fact that people now have access to look for the homes just like we did.So people don't like that I think they do. What they have to know though is it's like going to a doctor's office, you can go on WebMD you can acknowledge yourself, you can put a bandaid on it. But what can a doctor do this better than that?

Rick Ripma: 41:03

Right? I agree I that's we talked about that the other day that it if you're trying to build like, I can watch all the videos I want, I'm building a cabinet, right? I still can't build a cabinet No.Screwdriver, right? I don't have the tools, nor the nor the expertise. So it's like, you can still you can learn about it,which is helpful. But you still need a professional who is you know, in my opinion, a guru who knows what they're doing. And so that's the key. And and if it's not a guru, I think you need if it's in a more inexperienced they need you need to make sure they have a solid guru behind them. 100% they have that that team behind them that can make sure that you don't get caught up because my little tiny things that you forget on a purchase agreement could cost you 1000s and 1000s of dollars.

Niki Fuller: 41:54

Or a refrigerator.Yeah. Or refrigerator. I've been there done that. Yeah. Never forget to put a refrigerator in a purchase agreement. I bought one before. That's how you remember. That's it?

Rick Ripma: 42:03

Yeah. Yeah. That's the benefit of a real estate. If they make a mistake, they'll have to pay for it.

Niki Fuller: 42:08

Absolutely. That's the other part. You should definitely be working with somebody who has ownership and accountability. Yeah.

Rick Ripma: 42:13

Yeah, it makes it makes all the difference. So what are two resources that you have the or have had that you think, man, if I didn't have these two? Two things, I would not be where I am today?

Niki Fuller: 42:25

That's a great question. And I honestly will tell you, it is like cell phone,and it is email, even though I don't like email. Because we all get too many emails, right? Yep.But without email with us and your cell phone. Those are communication tools. That is how you reach people. So I really will tell you electronics technology, if you said, what would I not do? If you were to say, Where would I have been? Or where would I not have been? It would have been taking the chance and believing in yourself taking a risk? And because no matter what, you're gonna make it you just don't know how?

Rick Ripma: 42:58

Yeah, well, I know for me, I'd rather have too many emails and not enough. Good point. That's what I'd rather have.

Ian Arnold: 43:05

Alright, so I'm kind of curious on your answer on this one. So you've been in the industry long enough. So how have you seen, let's say, a first time homebuyer when you first sold them the house? early in your career? How was the benefit of them? towards the future? Like, help them upgrade and stuff like that was?

Niki Fuller: 43:29

Absolutely I will tell you the best part about homeownership is that teaches you financial responsibility.And it also is a wealth building tool. Most people think, Oh, I'm young, I should rent? No, you're going to be spending money no matter what they should call you guys get pre approved and buy a home that is small. It's not your parents house. It's not going to be what those things are. But the number one way to answer your question is it's a wealth building tool. Why are you going to pay rent to somebody else who's using your money as their wealth builder?Why don't you look at it as I'm going to buy a smaller house, it may not be what I want, but I'm going to use that as a stepping stone to build a better future.

Rick Ripma: 44:09

It's the most beneficial thing most people can do for their financial wealth.

Niki Fuller: 44:14

And that's why we want to educate people. We're not just here to help you buy a house we're here to help you learn right about financial wealth.

Rick Ripma: 44:21

And if somebody wants to learn about financial wealth or buy a house or they are looking for any coaching

Niki Fuller: 44:27

as I love that you guys ask this so many times to the show. That's great. What's the best way to get a hold of you one more time or two more times? 3177662581317766258 Wine

Rick Ripma: 44:42

nothing call or text that number right? I'll text Yep. All right. And to get a hold of Ian or I, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com Or you can call 317-672-1938.That's 317-672-1938 And that does not take text that is our office line. And, and please follow us for more indies real estate gurus.

Ian Arnold: 45:04

Nikki, thanks for coming on the show. It's been a pleasure having you on and the stories were fantastic. Thank you so much for having me.Great. All right. And reminder if you know any friends, family or coworkers looking to buy,sell, refinance, contact us we'll be more than happy to help you