Guru Ray Podesta with Stone and Gable

Announcer: 0:01

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

Rick Ripma: 0:25

Welcome to Indy's Real Estate Gurus we're recording today from the advisors Mortgage Group studio located right here in beautiful almost downtown Carmel, Indiana, and that Rick Ripma Your hard work and mortgage guy have been in the real estate and mortgage business for over 34 years, I've helped over 5200 folks finance their homes, my team and I believe in custom tailored loans, not a one size fits all approach. We believe there is the best mortgage for you and we are the team to deliver it.

Ian Arnold: 0:53

And I'm Ian Arnold partner Rick's hard working mortgage team. I've worked in the financial industry for 15 years helping customers find the best possible financing. I am an expert and in working with you to build your credit and your overall wealth. My passion is helping you build your financial security and your wealth for your whole entire family.

Rick Ripma: 1:13

And as we get started, I wanted to remind you that for the most up to date information on mortgages, or the Indian real estate market, go to hardworking mortgage guys.com That's hardworking mortgage guys.com or 317-672-1938. That's 317-672-1938 And today, we're really excited to have a real estate guru. It's hard to it's you do so much it's really hard to to just pick one thing out so I'm gonna kind of just introduce you and then let you talk about some of what you do. Ray Panos Podesta Podesta, but that's the you know, I knew that I like to mispronounce names because it just makes me look good. Absolutely. And you're you're with stone and Gable Realty, which is part of the Highgarden real estate.

Ray Podesta: 2:03

Absolutely. Yeah. So it's stone Gable Realty and Power BI Highgarden. Real Estate.

Rick Ripma: 2:07

Perfect. Thank you so much for joining us

Ray Podesta: 2:08

today. We really appreciate appreciate you having me.

Ian Arnold: 2:11

So let's start. What is what does your How did you grow up here? Did you go to school here? How did you start out before getting into real estate?

Ray Podesta: 2:21

Sure. So I grew up in Illinois. So Bloomington Normal Illinois, shout out to my hometown, went to Indiana University. And I haven't left the state of Indiana since so go Hoosiers and I am officially I've lived in Indiana longer than I have in Illinois. So So now, I think I'm a Hoosier. Now is that count?

Rick Ripma: 2:42

God's with us. Okay.

Ian Arnold: 2:44

That's all good. Oh, you gave the college money. You've been living here longer. Okay, we'll accept your deal.

Rick Ripma: 2:52

Yeah, no, wait, did they give you the college discount for being in state that paid extra for that?

Ian Arnold: 3:03

So what got you into real estate?

Ray Podesta: 3:04

Ah, you know, I was in a troubled part of my career where I was working for a corporate company that I just, I was tired of working in the corporate world and wanted to have my own business. And I knew that this was one of the outlets that I could do. And I've seen other people do it. And I thought I'd give it a shot. So what's gone really? Well, it has it has.

Rick Ripma: 3:31

You do a great job. Your your, the reviews are phenomenal. So we know you're a phenomenal agent, everybody you know, you just don't, you know, get where you are today without being you know, a guru. I appreciate that, which is why we have you on the show. When you got started, how did you get your business going? Because that's sometimes can be a real difficult thing. So how did you What did you do? How did you get going and

Ray Podesta: 3:56

you'll share. So my first nine months i i didn't sell a single house. So it was a very trying time. For me. I'm trying to learn the ropes. But it's also encouragement. So if you are getting started in the real estate business, like you're some people just don't sell the home right away, right? Or you just gotta have the right connections, and learn the right things to how to navigate the business. So when I first started off with Century 21 sheets, I met a guy named Justin Roberts. And he was very gung ho and he got me to just feel the vibe of you got to really get after it. You got to be doing open houses. He says if you're going to do one, you might as well do four. And just really put that emphasis on getting getting your name out there, especially as you're a new agent. And from then I met Mark branch, who was my mentor, and through open houses. I did an open house for him. He saw the way I hustled and I ended up eventually joining his team, and that's where I really took off. He taught me how to fish basically. Right. And that was his that's his MO and I And then I just took off from there through his guidance.

Rick Ripma: 5:03

So it makes it really helps to have a mentor 100%. And to be on the team

Ray Podesta: 5:08

at Yes, I believe. So if you're first new to the game, getting in no experience, it's just it makes sense. Learn from the people that I've already been there. Right. And it took me a few months to figure that out. So skip that part. And that might cut out six months of your first struggle, you know,

Ian Arnold: 5:25

I think one of the biggest struggles is you go to any other job, and you just, you don't really promote yourself. I mean, like, my wife is an accountant. She's not going around, hey, I'm an accountant. Well, the difference in your job, and our job is we have to promote ourselves. And I think it does take a transition period. And also watching somebody as you were saying, these mentors are like, Hey, you got to sell yourself, and you have to push it. And I think that that is one step that I think a lot of people struggle with is being a what do we call it a secret agent,

Ray Podesta: 5:55

secret agent? You don't? And then that's the first thing they teach is don't be a secret agent. And it's hard. It's hard for me in the beginning. But I think once you do it, you just get used to it in. And if you do it the right way. It's received better, I think, than just, I don't know, just constantly talking about sales. I think education is a huge thing. So anyway,

Rick Ripma: 6:19

yeah, I just think I think it's part of the problem with a lot of careers. In at least the sales piece of a career, is that the movies and TV shows and all that they per tray salespeople, I don't believe in an accurate way whatsoever. Sure. And so we see that and so many people go, I don't want to be in sales. I don't want to have to lie to people. Well, guess what? You don't lie to people. Now. Right now. Good, solid person doesn't? Are there people who lie? Yes, there are. Yeah. But the vast majority, and I would say the very successful people. That's not how they do it. And it just it kind of is one of those things. It's one of my pet peeves. You you see it on TV, and you think, man, I don't want to be like that. And then people won't go into sales that are phenomenal at it. Because it's really not. It's it's a relationship business.

Ray Podesta: 7:10

Yes. And I think that's why I've succeeded. I think always in my life. I've been good at relationships. I'm just, I just just my personality, I think I match well, with any personality. There's some that I get along better with than others. But I think once you recognize that it's relationships and education. The rest is just putting your name out there. Yeah.

Rick Ripma: 7:32

Yeah. And that's the other piece, I think, is the marketing, you got to be good. Not in all sales positions. But in definitely in real estate mortgages. You have to be good at getting yourself your name out there. You gotta be you gotta know how to market,

Ray Podesta: 7:44

especially when there's over 11,000 agents, right? Yes. And

Rick Ripma: 7:47

you have to know not only do you have to know how to market like, we just have to market ourselves. You have to know how to market yourself, but also how to market a home. Yep. That's got to be another big piece of it. Because you can't contrary to what some people think you don't just put a home on the what is it called? Now this be

Ray Podesta: 8:07

DLC? Yes. In MLS or VLC? Yeah. You don't just put a sign in the yard, there's a little more work to it. Maybe you could get away with it the last year, you could

Ian Arnold: 8:17

have done it years

Ray Podesta: 8:18

ago. But as this market has shifted, and even I mean, it's still it's still a very good market. But as I just has the interest rates have risen. I'm sure you guys have seen less application and you know, it has had some effect to the market. So yeah,

Rick Ripma: 8:33

it's not a big on mortgages, it's we went down, you know, the way you normally have a different avenue than you than a real estate agent, because we have refinances and purchases. So it's usually if one's down, the other one's doing okay, and then you know, vice versa. And both of them are up, we're really doing well,

Ray Podesta: 8:49

right. Sure. Last couple of years.

Rick Ripma: 8:51

But But exactly what happened the last couple of years were phenomenal. And then when it changed, it removed both of them, you know, the purchases went way down, although I was unlike the coaching company I'm with they were putting out that I guess this is this is supposed to be the third best purchase market in history. And the last two years were like the best. The two best purchase markets, which I don't totally get. I don't know how they're running those numbers. Because I know, I know there weren't any houses on the market. And if you put your house on the market sold share, and I think we're I think we're gonna get back to that market. I think this is such a great time to buy a house. Because it's, I think it's just before it starts to pick up, because when rates come back down, which I believe they are. I think that Mark is gonna get back. What do you think will happen if rates come back?

Ray Podesta: 9:40

I agree. I mean, I put out a text video earlier this year saying that I think the rates are going to eventually be in the mid fives to sixes and I you know, I know we're raising the rates are getting raised right now. I think that's affected. Some of the buyers is still kind of hold still, but I think by the end of the year just shows they're getting a hold of the inflation thing. They're going to come down. So if it's in your budget, I think you by now, because there's, there's there's just less competition right now. Right? I think there's still enough people on the sideline. But I think once people kind of get the grip on 5% is the norm, not 2.9. And all the numbers that were thrown out, they really caused the problem in the market, because everybody can buy a house at that point. Right, right. budgets on everybody has doubled, or what might have been a smaller budget now you can afford more. And that's what drove the prices in the craziness, I think,

Rick Ripma: 10:33

yeah. And you know, the rates, the rates are going, they're up and down, right. So, you know, depends on on what product and everything else, you know, rates can be, you know, in the seven to 8%, right now, just depends. Back then, you know, when we had that it was much lower, but, but but when we were much lower, you had 1520 3040 offer, sometimes 50, iron, iron, as many as 50, you've probably heard, you've heard a lot more than I did about it. And so the competition was so great that you paid a lot more for the house, sure, you had a better rate, but you had to pay a lot more for the house. And now if you you can get in before that happens again. And then when when it does happen again, that means the rates came back down. So if they do come back down, you can refinance, right and get a better rate. If they don't come down then and they will go up, then you were lucky, you got a better rate right period. To me, it's kind of a no lose situation, right.

Ray Podesta: 11:29

And I think where they're coming from too, as those that bought two years ago, they're sitting on good equity, because of the values going up so high and people are, you know, over over bidding for houses. I think that's just, you know, you got in the equity time, right. So I think that's why they probably say it's one of the most best times to buy

Rick Ripma: 11:49

equity Bill was was incredible. But that's, that's, that's a big deal. And I think, you know, most people kind of get that, but if somebody doesn't, they need to need to talk to us. In fact, how would somebody get a hold of you if they want to talk real estate? Right? How would they get a hold of us best? So

Ray Podesta: 12:04

call or text me anytime? 317538326.

Rick Ripma: 12:10

And what was that number? Again? I

Ray Podesta: 12:11

can't remember 31753832 to six.

Ian Arnold: 12:17

They can text you at like three o'clock in the morning. They can

Ray Podesta: 12:19

I've got my Do Not Disturb on a 5am which I'll gladly take you back

Rick Ripma: 12:24

at 5am. Come back at 5am Yes, you're an early riser.

Ray Podesta: 12:27

I am an early riser. I got four days a week I work out in orange theory. And so I'm up at 430 Every morning, or those mornings, and usually my body's just so used to it by now. When I sleep in it's like six o'clock.

Rick Ripma: 12:40

Yeah, I'm just saying why I get up. I don't get up that early. Because my my workouts aren't quite that early. But I'm the same way once you do that. So my wife says you're it's Sunday. What are you doing? Well, I'm up I can't sleep anymore.

Ray Podesta: 12:52

Now on the flip side of that about five o'clock and I'm worthless. Yeah, get tired so you get tired and you have to like really just dig deep. Yeah, it's that cuz you've been up for a while?

Ian Arnold: 13:02

Yeah, that can be tough. All right. And Rick, how would people get a hold of us

Rick Ripma: 13:05

go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com. I can't speak hard working mortgage guys.com or 317-672-1938 31767 to 1938

Ian Arnold: 13:19

and after the break we'll find out what is race superpower powers. Even Superman loves superpowers.

Unknown: 13:35

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

Rick Ripma: 13:44

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

Unknown: 13:53

honesty, kindness and hard work are how we honor each client at hardworking

Ian Arnold: 13:57

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

Unknown: 14:02

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

Rick Ripma: 14:26

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

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

Ian Arnold: 14:46

all right. Hey, welcome back from the break. We do have ray here with us. And before we get into what is race superpower Are we got to do question of the week. All right, here we go. Now it's time for questions with the gurus All right question is actually sponsored by Rick in in a we are your hard working mortgage guys. So let us put together a mortgage plan whether you are looking to purchase a home or if you're looking to refinance, or do anything worth work to your house. Let us work with you to find out what the best options for you is. Contact us at HardWorkingMortgageGuys.com That isHardWorkingMortgageGuys.com or 317-672-1938

Rick Ripma: 15:41

speaking to well, either.

Ian Arnold: 15:42

No, it hasn't.

Unknown: 15:43

Yeah.

Ian Arnold: 15:44

All right. So what was your first car?

Ray Podesta: 15:48

What was my first car so it was a 77 caprice classic. It was my great grandparents car. It had when I got it. I think it had 46,000 miles on it. I got it in the 90s so it's like a 20 year old car which is that few miles mint condition. It was a huge boat. I hit a few things but you know it happens and there really wasn't much damage done big boat either. So you know.

Ian Arnold: 16:14

Back then when they made those cars they were pretty size mechanically are pretty indestructible.

Ray Podesta: 16:20

Yeah, you could fit a you could fit a pretty large family had the bench seats in it. And you could fit a couple bodies in the trunk to probably so

Rick Ripma: 16:27

yeah, that's that's a big car. Yeah, I wanted to have it.

Ray Podesta: 16:31

Ah, all the way through high school. And then I and then I ended up buying something a fun fact in college, I bought my own vehicle. But I was also I also wrote a little 500 I bought a bike. My bike was more than my first car that I bought.

Rick Ripma: 16:46

So I know what the prices of bicycles are. Yeah, I know. I can see that. So

Ray Podesta: 16:50

So yeah, but anyway, so it was a hot it was 84 Honda Accord. Had rust. It was miserable. It was like $600 but it was paid for and it was mine. So why did you get rid of the other car? It died. Oh, really? So it finally was just enough. It was it was leaking oil. It had just a bunch of stuff. And I was

Rick Ripma: 17:09

but you wrote back? I did. I did. That's pretty awesome.

Ray Podesta: 17:13

Yes. Back in the day.

Rick Ripma: 17:14

Did you guys do? The best

Ray Podesta: 17:16

we did was 10th. So I wrote for Cinzia. No, it was an independent team. Okay. And I wrote for them for three years I wrote for my dorm my first year.

Rick Ripma: 17:25

Deer still do a lot of biking.

Ray Podesta: 17:28

Now I actually know more more running than anything at this point. But yeah, but yeah, it was. It was good time.

Ian Arnold: 17:35

So since you since you placed 10th The movie wasn't based off of you now. No,

Ray Podesta: 17:39

we did not. We didn't make the highlight reel.

Rick Ripma: 17:44

Had to be in there to

Ian Arnold: 17:47

erase yourself. So you gotta have well, you always want if you raise yourself my

Ray Podesta: 17:51

first year I got 31st. So it was a little bit of improvement, you know, improve though, how many teams? There's 33. So it's exactly like the Indy 500. Qualifying and then you do three three row 11 rows or three

Rick Ripma: 18:03

and what's your qualified every year? That's a big deal I got that

Ray Podesta: 18:07

is I don't know how it is now but there was there was teams that didn't make it back back then. So

Rick Ripma: 18:12

I had all three of my boys go through they all went Are you okay? And I know that was they? My youngest son. He may have rode in. I don't remember. Okay, because I didn't go see it but I don't think he did. I think he was on a business fraternity but I think some they did do by now he's huge into bikes. He did an Ironman, okay, really into bicycles. And but now he's actually like he was into running and he he went from somebody who hated running now he loves it. It's just it's his favorite thing to do. He's gonna do an ultra marathon.

Ray Podesta: 18:40

Wow, that's a mate. Yeah, I'm seeing more of just five K's about as far as I'll go now I used to run a lot I ran in in high school and and I've got a buddy that does Ironman. He's trying to get me to do it I just at his sounds miserable. We swim that far. to bike and then Yeah, I'm good. I'll stick to my my donut dashes. Yeah, I five K's about

Rick Ripma: 19:06

a foot. Maybe three.

Ray Podesta: 19:08

Can you go? Yeah.

Rick Ripma: 19:12

So this is my favorite question. So I'm gonna ask it. What are your superpowers or superpower? What would you

Ray Podesta: 19:19

I would say my superpower is just to be able to relate to people, I think. And it sounds maybe simple but some, some people just aren't people people and I think you have to be able to relate to just be honestly successful in anything in life, just this business and just relationships you have to be able to read people very empathetic. And I think that I think that goes a long way.

Rick Ripma: 19:44

Yeah, I agree. i i It seems to me like you know with along with that. Probably part of what makes that you're really good at that as you listen. And a lot of people don't listen anymore, but you listen. And so that's how you You can't really understand or empathize if you haven't listened to what somebody has to say,

Ray Podesta: 20:04

right? You're just waiting for your turn to talk. If you're not listening,

Ian Arnold: 20:07

would you say? Exactly?

Ray Podesta: 20:10

We always feel like I'm talking to my kids.

Rick Ripma: 20:19

So,

Ian Arnold: 20:20

tell us about your team. Do you have a team?

Ray Podesta: 20:22

Yeah. So it's a mighty team of one, it is myself, I started, I left branch Group Realty in August of last year. And I'm just trying to grow it organically at this point, with the market kind of taking a little bit of a shift, I focus more on myself, I do have somebody in in the what in the wings in the in the future coming on, she is working on getting her license. So that'll be fantastic. We won't quite have the big reveal on that yet. But that's the goal is just to grow organically, and really just do the things that marked it for me, and made me successful. And now it's my turn to pay it forward. And I just, you know, I just think in the form of a team, that's the great, a great way to do that. So but it's just myself right now. No, we're working on it, though. So what

Ian Arnold: 21:11

made you try to choose her what characteristics stood out to you?

Ray Podesta: 21:16

So I worked with her in the past. So I know her work ethic, and the job that it was at Angie's List, so the job that we did there, if you can sell on the phone, I think you can really build relationships anywhere, it's really hard to build a relationship on a phone, especially if you're cold calling, because most people don't want to talk to you. And you know, imagine that right? So, you know, seeing that I think somebody that's you got to have a work ethic, you got to be able to hear the word no and not and be okay with that. And because you'll be surprised to get tell told no, a lot more than then you would think.

Rick Ripma: 21:50

So mostly, you get told no. Yeah, I'm gonna go back. Because if I remember correctly, you have a really, really cool website that you just built?

Ray Podesta: 21:59

We did. Yes, it's, I find it's awesome. I'm extremely excited. So

Rick Ripma: 22:02

if somebody wanted to go to that website, what would be the address is

Ray Podesta: 22:06

www dot stone, and gable.com. And you have to spell out the word and,

Rick Ripma: 22:13

okay. And then. So tell us about it.

Ray Podesta: 22:16

So it's I met the company through a Tom Ferry event. It's they're called image or web image or agent image, sorry, Agent image is the name of the company. And they specialize in real estate agents. So I looked at a ton of different websites and just picked from each one I want, the main focus to be is you come to my website, don't go to Zillow, don't go to realtor.com, don't go to those nasty four letter words, come to my website, use my website, it's a search engine just like them. And you'll be able to also just get more, I'll start blog, I'm going to start blogging. So you'll get more information there and just the education piece. And then you'll see reviews, it's just it's a it's a full meal deal. And it's one stop shop. You don't have to use the other places.

Rick Ripma: 23:02

Yeah. And I think that's a big deal. Because you're going to be local, which I think is much more valuable for people. Plus, if they have questions, you're you're available

Ray Podesta: 23:12

right there, right? Yep. Easy to easy to cut. There's several ways to contact me through the website.

Rick Ripma: 23:17

How do you see it benefiting? Somebody out there looking for houses? How do you see your website's going to benefit them?

Ray Podesta: 23:23

I think he could slow play it or you can contact me right away. So you can look at you can look at, look for properties through the search, you can sign up to contact me to have me set up a search or you can contact me I just had somebody actually contact me last week was my first lead through the websites pretty excited. And we're looking at home tomorrow. So it just depends I move at your pace. That's the biggest thing. I'm not the one to pressure you it's it's it's your biggest financial and one of the biggest financial policy decisions you'll ever make. So I go at your pace. Yeah, I think the website provides that. Yeah,

Rick Ripma: 23:58

I think the website certainly communicates that. That's the way I felt when I looked at I felt like I thought was a good representation of you. Because of how your personality is and everything else. I thought you did a good really good. I love the website. But I part of what I loved is I thought it was a real good represent representation of you and who you are. And I think that will resonate with people who you should be, you know, not everybody should we work with? Right? I think people will see it and those who under you know, are that way then I think I think he did a phenomenal job. Really good.

Ian Arnold: 24:33

So when are you going to start your 5k Run slash walk for your company?

Ray Podesta: 24:39

I mean, that's a good question. I don't know I do have a pretty lofty we didn't we didn't talk about this, but I do have a pretty lofty goal of giving away 500 turkeys this year. So so it won't be it won't be a 5k but I'm working. I'm working with a couple a couple of buddies and we're going to make it happen. And so no 5k yet, maybe maybe that can coincide. Maybe you got to run the 5k to get the turkey. I don't know. But, but yeah, you know, it's just things like that I do want to give back. So I think it's great that it'd be fun to do.

Rick Ripma: 25:13

That doesn't sound like giving it away if you have to run 5k. But I think it's a great idea if you want em to run 5k I think that would be right.

Ian Arnold: 25:21

I wouldn't be too hard.

Ray Podesta: 25:22

I mean, the donut dash is fun. You should do the donut dad with me. Yeah.

Ian Arnold: 25:27

Did it become an annual thing? Just think about your brand. I'm telling you that I'm a marketing guru. Look at this. Let's go. See, I used to do marathon. So trust me, the funniest thing is that anytime you finish, people who've never ran the race, and they're like, I can't do this. Well, it's weird. When you finish a race. And I told people this, you'll want to do it again. As soon as you get finished. Even after you run a marathon, you'll be like, Man, I want to do that again. Now three days later be like, No, I'm not doing it. But as soon as you finish, you'll be like, When can I sign up for your next one? It's a weird feeling. People are like, No, I've had a couple of friends that did it. And they're like, you don't realize I want to do this again. And then two days later, like, yeah, I don't know. But I'm like, It's a weird feeling.

Ray Podesta: 26:06

It's that runner. It's that runner's high that zine, the endorphins are going and you're rockin. And then as you have to crawl up the stairs later that night, you're like, oh, maybe I don't know what to do this again,

Rick Ripma: 26:16

I think there must be a little crazy in there, right? So what is something you're incredibly proud of, in your business?

Ray Podesta: 26:26

I just think getting to where I've come now, especially just with my my story of just, you know, not being a mental health at one point wasn't the best. And so I think coming from where I was mentally, to put myself out of that, and then to come through and then to be able to just perform. I'm extremely proud of that. Especially not selling anything, the first nine months, I really, you know, at some point, you start to even doubt yourself, and, but once you punched through, it was just Yeah. So I'm really just to be where I am today, you know, and just to have the the amount of clients that I have, and to be able to literally do what I love to do every day.

Rick Ripma: 27:10

I think it's awesome. Because what, when people are going through that nine months, once you're through it, and you're it's easier to look back at it and go, okay, but all the the emotions and all the mental issues you go through with that, because you don't know you're you're trying to do the right things, because you're trying, obviously you want to make it work, but you don't know because nothing is being rewarded for what you're doing. But you still have to stay the course. And that is a difficult thing is probably why a lot of people fall out of the business very early. But I think you said one of the best things and I've heard many agents say it's the mentors, you got to have those mentors, having a team to support you, people who know what to do, and, and you've got, you've got the men, those type of mentors, I think that is invaluable.

Ray Podesta: 28:01

You gotta have a roadmap, and everybody's roadmap is different, too. So what, what's good for me what I like to do, like, I like to be in front of the camera now. So like, I don't mind doing videos and things like that, but that might not be your forte, and that's okay. And that's what I think I love about real estate is because there's more than one way to succeed, right?

Rick Ripma: 28:20

You like the phone too, right? Yeah, yeah, I think that's a big deal. Hey, Ray, I

Ian Arnold: 28:24

don't want you to be secret agent. But since the radio shows coming up towards the end, what's the best way somebody can get ahold of you?

Ray Podesta: 28:30

Phone number, you call or text 31753832 to six? And that's 317-538-3226.

Ian Arnold: 28:44

All right, and what was this incredible website?

Ray Podesta: 28:46

It's, it's www dot stone and gable.com Make sure you spell out the word and

Ian Arnold: 28:53

all right, and Rick, how would they get ahold of us?

Rick Ripma: 28:55

You'd go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or 317-672-1938 31767? To 1938.

Ian Arnold: 29:07

All right, and we'll catch you on our podcast at Indys Real Estate Gurus

Announcer: 29:13

you're listening to in these real estate gurus with Rick Ripma and Ian Arnold. To hear the conclusion of this interview, go to hardworking mortgage guys.com and hit the podcast have Brent NMLS number 33041. Rick Ripma is NMLS number 664589. And Arnold's NMLS number is 1995469. Equal Housing opportunity some restrictions apply.

Unknown: 29:37

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

Announcer: 31:28

ranch NMLS number 3041 recruitment and MLS NUMBER 664589 equal housing opportunity, some restrictions apply. I'm Rick Ripma, you can go to hard work your mortgage guys.com. Hey,

Ian Arnold: 31:38

welcome back. And if you're picking up right here from the radio, you chose the right chapter. So we do have ray here been phenomenal information you've given us so far. But I do like to ask this question, because I think it speaks very bold and gives a lot of information. What's your most memorable deal?

Ray Podesta: 31:56

Oh, goodness. Is it a deal that actually went to the closing table?

Ian Arnold: 32:02

It doesn't mean that have to be? Okay. What are you thinking?

Ray Podesta: 32:06

I would think my first listing was my most memorable deal. It was just one year excited. It was somebody that I knew said, hey, my neighbor across the streets thinking about selling. And you know, I was just so excited when it go in there. I had my listing agreement, I had everything and everything went according to plan and they signed it and we we agreed on a price and and at the time, I thought the price was really high. But I was way too scared to say anything. And so I just completely let them lead the transaction. And it was a complete nightmare. We had, you know, I had showings I took I had photos they were with my iPhone, which is a no no. But you know, again, I'm new This was before I met Mark, it just completely fell apart. We had a couple of price reductions. And then at the end of the day, mutual release between us and I haven't talked to them since. So it was a learning experience. It was definitely a learning experience that you'd have to have the education piece you have to let somebody know why you think a home's worth what it is and help it sell and have professional pictures and, and all that. So

Rick Ripma: 33:18

yeah, I think it's important that you know, when you're when you've got somebody who's new. That's that's I think one of the big deals about having mentors and having a team is they make sure that you're following through and you're you know what to do. But everybody when they're new, has to learn. And so it's and it's good. You went through that it probably was painful, but you learned a lot from

Ray Podesta: 33:38

it. Because you're like, I got this and I'd already had my commission checks back now. Let's go. And you have to actually sell the house to get paid. So. Right. So Right. Yeah, I know. I figured that out later, I guess.

Rick Ripma: 33:55

It is kind of funny.

Ian Arnold: 33:58

So what is a roadblock that you think you've gone through? And? And how did you overcome it?

Ray Podesta: 34:05

You know, as far as just real estate goes? Yeah, I would say being being told no. And just approaching you just gotta be comfortable approaching strangers, you know, they say you know, you hit up your family and friends, but a lot of your family and friends already have real estate agents. And I'm not going to be mad at you if you're loyal to your real estate agent because I want my clients to be loyal to me. So I think that's the biggest thing that you have to your friends and family just aren't gonna come out of the woodwork. You got to start talking to strangers if you want to and make them your friends and make them your clients. So once I got past that, I think that's the biggest thing and and, you know, like my first open house, it was crazy. I my voice was shaky. I could barely talk to him. I mean, it had to be miserable for the experience for the person coming into the open house. But I think once you get to that point where you're comfortable sky's the limit. Yep.

Rick Ripma: 34:55

It's weird because I think when I when I go into some place where I'm meeting somebody. And I can tell they're very nervous. It actually makes me more comfortable because my mode is and I'm trying to help them get more comfortable. So everything I'm doing sure is trying to make them feel comfortable with what they're doing. Yeah. Especially if I'm comfortable in the situation, like I spent 11 years selling new homes, right. So if I walk into an open house, I'm very comfortable with that experience, because I did it for so long. And I would try, like, if I had walked in, I'd be trying to been trying to get you to calm down. It's okay, you know?

Ray Podesta: 35:29

And I'm sure it was obvious to you, I could hear it in my own voice. So surely naked? Yeah. Right. Right. Maybe

Rick Ripma: 35:33

not, though. Because, you know, you know, what you're like? So, in your opinion, what characteristics or traits, you know, should people look for when shopping for a real estate agent?

Ray Podesta: 35:45

Communication is, is number one, you have to be able to communicate, you know, education comes along with communication. So, for me, it's just communicating the entire process. So what to expect. There's so many different forks that it can go down. And, and I think the more that you can tell people about them and have them experience it, before it happens, when it actually happens. They're just used to it. They're like, Well, yeah, this is one of those forks, you said it might go down. So I think that's you got to be able to communicate, and you don't have to always be at your phone. So I shut my phone off at 845. And it comes back on at five o'clock in the morning. And I haven't gotten out of business yet. So I think you just have to set those parameters. Some people probably even have more. But for me, I think that's you got to be able to communicate, that's the number one thing, and then it's like a relationship. So you got to get along with them, you got to want to be with them, you know, you're making a huge financial decision. And you want somebody that you can, you know, relate to and talk to and feel comfortable around.

Rick Ripma: 36:47

And how have you set your business up to be make sure that that you communicate and make sure that you do those things,

Ray Podesta: 36:54

you know, it's just setting the processes in place that you're going through the transaction, you know, you treat everybody like a first time homebuyer and it might be redundant for some that have been through the process. But you're covering all your bases at that point. And I think it's just, it just makes the transaction go smoother. And it helps both sides. If if everybody's you know, communicating.

Rick Ripma: 37:15

Yeah, communication is king. And so many things go go wrong, because you don't talk.

Ray Podesta: 37:21

And I think a lot of mistakes may be made by newer agents, or maybe even some veteran agents as the other agent on the across the table from you is not technically on your team, but they want the deal to go through as well. So I think that's the biggest thing is just building relationships with other agents. Like, I think that's huge. That's going to be able to because we're all human, and now things are human people feelings get involved. But if you can, if you have the relationship with that agent, then you we can can talk past feelings, and we can talk we can talk more black and white.

Ian Arnold: 37:54

Yes. All right. So the work life balance is huge. And I fully agree with you, you got to be able to shut work off for a little bit. And especially if you do have a family, right?

Ray Podesta: 38:04

Yes. So I have three kids. And I have a very ambitious wife who works hard. So we, we have to balance that work life and her job has taken her away from the home a lot more this last year and a half. So that adjustment for me was huge last year. And I think this year, I'm trying to just you got to be on a schedule, and you got to stick to a schedule. And last year, I just kind of felt sorry for myself, you know, with like, I guess we got to take care of the kids again, because my wife's out of town and I just I didn't really you know, focus on my business as much I think and so this year, it's like, I'm doing that setting the schedule, like, but then having time for your kids because it's important. My kids are 11 Eight and six. So they are right in those years of like, they they look up to you, they want to be with you and you can't just be tired and not want to not hang out with them and expect them to be decent human means.

Ian Arnold: 38:57

So give it a few years they won't want anything to do with you. The 11

Ray Podesta: 39:01

year olds like one foot in and one foot out sometimes he you know, sometimes he still gives me a hug and a kiss sometimes it's like I don't know. But it's all good. I I'm preparing myself for that. So my baby's getting a lot more attention. She's six but I still call him a baby. But anyway,

Rick Ripma: 39:19

still your baby? Absolutely that's the youngest one is your baby. That's right. Yeah, mine's 30 Next month,

Ray Podesta: 39:24

I'm my mom's baby and I'll be 45 next month that's exactly right.

Ian Arnold: 39:29

He still calls it I hear that officer once a while you stole my baby he's like Stop it dad

Rick Ripma: 39:37

woke me How would you describe your brand

Ray Podesta: 39:47

loyal educational Yeah, I think just I think my biggest thing thing is just educating people, I think, knowing that and then giving back to the community to obviously again, that's another thing I don't like to like, talk about. But at the same time, I think it's important. So it's on my website, and in the groups that I do give to, but I think it's huge as is to give back to the community to hopefully, my brand is starting to be recognized that way. That's awesome.

Ian Arnold: 40:21

Oh, just like a secret agent, you don't want to have your secret ways you help the community either. So I think I think you need to now there's difference between over promoting but you I think you still do need to promote that just because you never know when that one person needs that help out there, then that could definitely even be listening right now. It can be like, oh, I need to contact him to get a hold of that. Right.

Rick Ripma: 40:46

It's a tough call, because you don't want to do the good work to get noticed for it. I mean, I think that's the that's the big thing. So I never I don't promote it. I don't promote mine at all, because I just don't want anybody to think that. That's why I do it. But that's a personal problem.

Ray Podesta: 41:04

Right? I agree. 100. And I think it's with me, too. And that's, it's funny, you say that because the more so the more my wife and I are communicating, and she's definitely talks, she's definitely a different personality than me. And she, it's, it's a huge problem. It's not the other person. And that's she constantly has to remind me of that.

Rick Ripma: 41:24

Because they you know, our society today, it's barely they care about that. And so I don't know about you, but when I see a huge company, you know, promoting look at all that we did, you know, beating their chests that turns me off. It doesn't make me think, okay, they're good people. It makes me think they did that to get, you know, promote them. You know, but what I have found? And I'm not saying I've done a good job at it, because I haven't, but I do have found in other areas that there's always a way to do things that doesn't, if you don't want to be a braggart about it, there's always ways to do it. Right. Yeah. And still let people know if if you think is a value to them?

Ray Podesta: 42:05

Yeah, I think a humble approach for sure. But it's it's hard in the in the real estate business, right. I think it's kind of got that that vibe been and even just, you know, other agents that, that do that. So but you know, you do what you can and you go from there.

Rick Ripma: 42:23

And done well, so it's all going good. So

Ian Arnold: 42:27

looking towards the future, what are your goals this year, besides giving out the turkeys

Ray Podesta: 42:33

giving out the turkeys for sure. I think just getting back to so I think a couple years ago, I was very just real estate driven and not family life driven. And then the last probably year and a half, I've been more like family driven. So like finding that balance sticking to a schedule. growing my business, I'd like to have at least at least three teammates by the end of the year. But I also know that I'm doing it organically, so that might not happen. So I think I just have to be comfortable with how it happens. But the goal is to grow big, I would love to have a big enough team that Highgarden wants to open up another office or something, you know, in the center Grove area where I live. That would be awesome. So I'm just kind of putting that thought out there. Listen, Highgarden might be listening right now.

Rick Ripma: 43:21

Yeah, you can send them the show. There's more what?

Ray Podesta: 43:27

I know. I know. That's a long term. And you know, that's that's way down the road. But I think you gotta have you gotta have ambitious goals. If you're not in this industry will eat you alive.

Rick Ripma: 43:38

Yeah, it's not as easy as people think it is. That's I think that's for people getting, you know, thinking about getting into it. They just have to know it's it's a business like any other and it takes work

Ray Podesta: 43:47

at it's the stat is 87% of agents fail within the first five years. Yeah. That's not the odds are not in your favor,

Rick Ripma: 43:55

though. Why do you think that is? What do you what do you think?

Ray Podesta: 43:59

It's, it's doing the work, I think you have to it's just not a, there's just not a fix for it. There's not a magic wand that you can wave and all of a sudden that works. Like, you know, maybe some people have more connections than others. And that's great. And but you still have to do the work and you still have to meet people and you still have to and then you have to do a good job too. Right? You have to do a good job. So it's it's not it's it's a lot more than just acquiring clients. It's what you do when you actually have them and protecting their best interests in and doing a good job and making them want to use you again.

Ian Arnold: 44:32

What are you talking about? I watch this on TV and they sell houses left and right HDTV

Ray Podesta: 44:36

is so real

Rick Ripma: 44:43

you know, but but really, I I agree there's really no magic wand. The if there is it's called know exactly what to do and work your tail off. Right. But nobody thinks work is as magic wand.

Ray Podesta: 44:58

Right right right now. Don't

Rick Ripma: 45:00

think work is, but you have to work. Yeah. It's why my my tagline hardworking mortgage guy, because to me that's one of the foundations of being successful is you have to put the effort forward. If you don't, then you it's really difficult. Some people might succeed without working. I've never met anybody who did. Not for very long. No. And when you look at somebody and you go like somebody a new agent looks and they go, Wow, look what he's done. Right? Look what raised on that's phenomenal. I want to be like Ray, they think a lot of times they never see the effort. They don't see the nine months of no sales, they don't see the effort you put to start getting sales, they don't see that first sale that fell apart, because you were still learning. They never see that right. And that's what we will really want people to understand. It takes a lot of effort. You came out of a basically a phone center.

Ray Podesta: 45:54

i Yeah, office space. What from there, I went to I worked at Chase for a couple years I did. I was a banker for a couple years. That was kind of like, where I realized that the corporate world was not for me.

Rick Ripma: 46:07

But there's an Angie's List.

Ray Podesta: 46:10

That's where I was before that, yeah, it was. And that was that. And that was we would go into the office. And so I was an account management. So they had already had our services. But my job was to sell them more services and increase revenue.

Rick Ripma: 46:23

So you're on the you're on the phone a lot. And I think I think that the reason I wanted to bring that up, because I think that's a very, very big piece of being successful. You have to find who you can call, and you have to get the word out there, you know, and it's, it's a inexpensive way for a new agent to get their name out there. But it's one of those things people don't want to do. They're scared and

Ray Podesta: 46:44

open houses, too, I

Rick Ripma: 46:45

think, yeah, open houses this year, you know, you've

Ray Podesta: 46:47

got people that are already interested in right, buying? Great. I mean, you know, somewhat, some of them, you'll run into where everybody has an agent, and that's fine. But you know, there's some times where they don't. And that's where you find your new clients. And I've, I've got several clients that I have great relationships with one of the very actually this first and second sales I had were both people that I met with open houses, and I keep in contact with them still.

Rick Ripma: 47:12

So after the open house, because it's not just the open house, I don't I don't want anybody get the wrong and share the open house? Absolutely. Because if you don't do anything after that, then you don't get the client. So what did you do? What How did you you know, it's follow

Ray Podesta: 47:25

up, it's built, it's an interview, they open houses an interview, and you want to be able to move to the next phase of the interview. And that's them responding to whatever however you get a hold of, if you get the email, you know, that's a 5050, you might get a call back, but if you've get their phone number, then they're interested. Right. And that's, and then that's where you build the relationship and an education piece. And then from there, I think that really solidifies everything. So

Rick Ripma: 47:50

yeah. A phone number in today's world is everything. Because it's the text. You know, people may not answer the phone, but they tend to answer their text. Yeah,

Ray Podesta: 48:02

that's the other thing too. Like you have to you have to have more than one way to get hold the phone in. We always say the phone is first. Text is next. And email is third, you know, and so but if you can get them on the phone, then they they will.

Rick Ripma: 48:19

And it does depend on the person I think and this is just my theory, it doesn't necessarily any validity. But I think people in my age group tend to be more email. Yeah. And and, and I think the younger people tend to be more text. Yeah, not that we're not there are social

Ray Podesta: 48:40

media to social media WhatsApp, I've had somebody contact me through WhatsApp, and that's just weird to me, but I'll do it.

Rick Ripma: 48:47

Me too. I had somebody contact me and I for the life of me cannot find

Ray Podesta: 48:51

like it says what's happening? Like, what? What what? Yeah, they're like WhatsApp. Okay.

Ian Arnold: 48:55

Yeah. Yeah, the WhatsApp was big for international. Like, I used to work with a bunch of foreign people. So they would actually use that because they didn't get extra charges. Tax and family overseas makes so that's how that one started. But I do agree with Rick it's all about I think age to a point because even when I graduated in high school, and oh three, there wasn't many cell phones. Well, then about Oh 506 is when people started texting. And that's that's when texting so texting for an older person is not as common as back in the day it was all about emails. Sure. I mean, and now we get so many emails where like, she puts out aside and now that's like third on the list. But I think age does play a similar role

Rick Ripma: 49:41

that yeah, I just know a lot of people i i know that they were email people now you get older and they're not very tech savvy at all, but then I think it then it goes back more to text although when my mom was alive, she didn't I mean it was she threw her phone away because it would not quit making noise. So there is that too, but we are running out of time. And that's not really all that important. So if somebody needs to get a hold of you what is the best way if they have any real estate needs? And how would they get you? What's the best way

Ray Podesta: 50:15

through the telephone or cell phone? I guess 317-538-3226 And again, that's 317-538-3226

Rick Ripma: 50:28

Awesome. And if you would like to get a hold of ESRI, it's HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com That's 31767 To 1938 31767 to 1938. Now, that is a call that's not a cell number. So it doesn't take

Ian Arnold: 50:44

text yet, but you can call us we don't mind. We don't mind at all. We actually liked the phone. Alright, and just a reminder, if you have any friends, family or coworkers looking to buy, sell or refinance, have them just get a hold of Rick is HardWorkingMortgageGuys.com And we'll be more than happy to help them and don't

Rick Ripma: 51:00

forget to follow us. Thanks a lot. Have a great day.