Guru Ryan Foxworthy FC Tucker

Rick Ripma: 0:00

Welcome to Indy's Real Estate Gurus. We're recording today from the advisors Mortgage Group studio right here in downtown Carmel. And I'm recruitment your hard working mortgage guy. I've been in mortgages and real estate 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 right mortgage for you. And we believe we are the team to deliver it.

Ian Arnold: 0:25

And I mean Arnold part of Rick's hard working mortgage team, I've been in the financial industry for 15 years helping customers rebuild their credit or even get a better score just so you can get a better interest rate and a passion in helping you to cure your overall real estate dreams and build your wealth for the near future.

Rick Ripma: 0:44

And as we get started today, I wanted to remind you for any of your real estate needs if you have any questions on real estate, Indiana real estate or mortgages please call 31767 to 1938 that's 31767 to 1938 or you can go online to hard working mortgage guys.com That's HardWorkingMortgageGuys.com And we are really excited to have Ryan and it's Foxworthy correct yeah I should have asked any relation to the

Ryan Foxworthy: 1:15

to the car old funny the to the to the comedian or to the car Oh either one well so that's usually people say you related to Jeff Foxworthy the famous comedian and you know I'm interested. Always know but my uncle is Jeff Foxworthy. Just not that Jeff Foxworthy. So my uncle is Jeff Oxley but as far as the car dealership, yeah, that was my grandfather's brother who own that

Rick Ripma: 1:41

awesome. Yeah, yeah. See that? That's how I that's how I know Foxworthy

Ryan Foxworthy: 1:45

Fox. Fox 46. And Keystone. Right. That's where it was

Rick Ripma: 1:49

Foxworthy. Ford was Keystone. Yeah. And now it's a tumbleweed, I think. Yep. So thanks for joining us. We really appreciate it. Thanks

Ryan Foxworthy: 1:56

for having me. This would be great.

Ian Arnold: 1:57

So what, before we get into the real estate part? What do you do before? Did you jump right in? Where do you go to school and stuff?

Ryan Foxworthy: 2:04

I wish I would have jumped right in. My story is kind of kind of interesting. So I'm from Carmel, originally, went to Carmel High School, played soccer there. Then I went to Butler played soccer Butler. So I've always had that competitive nature to me. I then moved to Chicago when I was 25. Did the Chicago thing for three years, decided to come back here. And when I came back, I had been working in Chicago at a market research company. Excuse me, and I was young I was what 28. So I wanted to I just needed a job. I wanted to come back here because my family was here. I've got an identical twin brother named Brian, who I wanted to be close to be around more. So I came back home, literally Googled market research company and Indiana are in Carmel, and having to come across one was with him for nine years. That one just fizzled out because we were merging with another company, that company for the six months leading up to the merger told everyone smooth transaction, you're all moving forward with us good to go. Three days before the merger was set to take place. They brought seven of us into the boardroom and said, Sorry, there's just not enough in the pipeline. Unfortunately, you got to clear your desk, you gotta go. I was in shock. I had two kids at the time with one on the way. What am I going to do? So quickly? I ended up going and working with Angie's list because I had friends that work there. And it was just it was a job right? So I did that for nine months as an account manager and then had an opportunity to run a sales team for a startup company that did machinery and equipment, appraisals and business valuations. It's very small company, we never had more than five people in the biz, in our in our company did that for three years. Another unfortunate situation where I came into the office one day and the owner, who is literally just our money guy, he didn't know a darn thing about our business. He basically called me up and said, Hey, I pay you the most money. And unfortunately, we're not making the money we need to be so I need to let you go.

Rick Ripma: 4:11

Wow, that's a great reason, isn't it? Yeah. So

Ryan Foxworthy: 4:14

that happened to actually be this how I got into residential. So that happened to be the same day that my dad was taken into the hospital. He was taken into hospital for a blood clot to get removed out of his leg or something. And I called him up and he was in a in his hospital bed getting ready for the procedure, whatever and we're just talking. What are you going to do like or what am I supposed to do? Dad? I don't know. You know, I've got three kids. I've got a wife, like I got all this to do. And he starts putting out some ideas. And he finally said, Well, what about real estate? You got your license back in 2009. I got it back in 2009 when a lot of my friends were commercial. So at the time I was like okay, yeah, I'll do it like I had friends tell me just get it and get it. You know, getting the business. I never did. anything with it? So I ended up getting I was talking to my dad about it. He said, What about real estate like, it's 1099. I'm a W two, like, I need the steady income that makes me nervous to have to rely on myself. So we were talking about or whatever. And then he was due for surgery the next day, and I actually ended up going in. Since I didn't have a job, I went into the hospital to be with him. And before I even gotten to the hospital, his room the the doctor said before you go in there, I need to chat with you and your step. Mom's down there in the waiting room and your twin brothers down there. I'm like, okay, like, what? What's the deal? So we went down the waiting room and they said, your your dad is not going to make it through the weekend. Why? What do you mean he's not gonna make it through the weekend. He apparently overnight just was really like struggled and just took a turn for the worse. So this blood clot turned into this regular blood clot procedure turned into your dad's not gonna make it through the weekend. You need to get your sister, my my, my half sister who lives lived in the Dominican Republic at the time, had just flown back because my dad was like, go or just go back. It's fine. It's just a routine procedure. called her up. She got on a flight back immediately. Long story short, my dad ended up passing away that Sunday. So right after that, I was like, You know what, like, and I was still not only dealing with not having a job, but then I lost my dad who I was extremely close to and my dad was in commercial real estate. He worked with Simon for. I mean, he helped he helped start Simon with melon herbs growing. He was one of Yeah, he did. He worked with him for 25 plus years. So after he passed, and I kind of processed all that I said, You know what, like dad said, do it, give it a try. So I literally got my went to Tucker School of real estate, did the class the next two months or so I was real estate 24/7. Like, that's all I did that's woke up studied, went to class study that night when I got home for the next day. And I got into it. And I started in May of 2019. And I have not looked back since. And I've loved this. I mean, everyone says that they have crazy deals in real estate and like, it's very emotional, which it is. But I have loved every second of it. And I wish I would have started this. When I got out of college, I'm actually prepping my son who's 12 to get into real estate because it's he'll go with me on some appointments. And I'll have them look at the VLC sheet just to tell me how many bedrooms and just to kind of get him accustomed to it. Because I think the industry in general is, is amazing. And there's so much there's so much pleasure out of helping a buyer helping a seller. And from a financial standpoint. It's amazing as well, too. So that's how I got into it. So yeah, so I went from w two jobs to being 1099. And here we are and loved every second of it.

Ian Arnold: 7:48

Oh, I was going to tell you so if your kid at start goes, Hey, I don't want to do real estate. Guess what? Don't Don't think too much of it. Because guess what, from what we hear, everybody comes back let sooner or later.

Ryan Foxworthy: 8:03

I can see that. Unfortunately for me, my son, he's, it's funny, like when I'll call he's so so he lives with his mom. And when I talked to him every single night after soccer practice or school or whatever, he'll always ask me. Did you get that house for your buyers? Or did you you know, when you're gonna go live like he's starting to talk the way Realtors talk just because he hears me talking about it so much. So I'm hoping that that he follows in his dad's footsteps in my hope down the road. Best case scenario, he joins my team or joins a team with me. And we work together. Right. I love that.

Rick Ripma: 8:35

Yeah, you know, it's it's awesome to have that happen. But it's also very good for your son. Because even if he doesn't get into real estate, he's been able to spend a lot of time with you. And he's, and he knows what real estate's about. Like Ian says, what we found is a lot of people, the kid says, No, I'm not doing real estate and they go somewhere and they do something else. And then they come right back around at some point kind of like what you did you avoided it. And then you came back

Ryan Foxworthy: 9:01

and I came back and for me to I didn't want to when I decided on getting into the into real estate, I didn't want to I could have done what most people do and go on monster.com and find a job that way. But then I'm like, you know, because this was 40 when I was let go from that other job. Because I'm 45 now almost 46 And I said you know I could go into monster.com but what I'm gonna have get a job and not be there till I'm 50 Maybe and then that owner decides that they don't want me in that I'm 50 jobless, it's gonna be more challenging. So for me, it was like I'm gonna control my own destiny. And everyone says when you're a realtor, you don't have to have a boss which is great. But at the end of the day, I look at all my clients as my boss. So I do have many bosses but I wanted to put myself in a position with as hard as I know that I work and as competitive as I am. I knew that as long as I continue to build those relationships with my friends and just potential clients. sky was the limit for me and I've been I've been blessed these first four years to have a have a lot of transactions and and He's not I don't wanna say easy transactions, but not as complicated. Now, mind you, the market had something to do with that the last two years because it wasn't hard to sell a house. But at the end of the day, it was, it was one of those decisions where I'm, I wish I would have done this 20 years ago.

Ian Arnold: 10:15

So what did you do? Do you first start get going? Because I mean, you went from a totally different industry to this. Yeah, when

Ryan Foxworthy: 10:21

I first when I first joined Tucker, that's who I was, who I was with, when I first started. I literally, I got on Facebook, Instagram, and just let everybody know, hey, this is what I'm doing. Now. I know, I'm new, but give me the opportunity. And I will, I will show you that I'm going to be good at what I do. I just need that opportunity. So I was social media posts, it was just, you know, getting out more with friends. And just letting everybody know that this is what I do. And I take this very seriously, I didn't go into this part time, I was fortunate enough where I didn't have to have another job while trying to navigate real estate. So I went full steam ahead. And I told everyone like this is this is this is all I'm going to do. So if you decide to use me for helping you buy a house or sell a house, you will be my priority. So it was just a matter of getting my getting everybody aware of my new job change, if you will.

Rick Ripma: 11:19

Yep. And, obviously, it's very important. It's one of the hardest things for new people to do. Because you got to change the mindset of the person who knows you as something else to know you as a real estate agent. Because when they decide to list their house or buy a house, they have to think of you 100% You know, and if they don't they use somebody else and you're like what happened? Well, it's because they don't remember your real estate.

Ryan Foxworthy: 11:41

Right? And it's funny that my you know, I do I do quite a bit on social media. I don't get into like the Tick Tock and all that kind of stuff. But I'm one of those that when it comes to, you know, social media, I'm posting something social media or not real estate related, whether it's, I try not to do the salesy stuff where it's like, Hey, I just got a new listing, or, Hey, I just helped this buyer with buy this house. I mean, I do that just to make sure my all of my friends know that I'm still actually doing transactions. But I tried to provide more value to people like these are the things it's May 1, these are things you should do your house to get it ready for the spring and things like that, because no one attended today, you guys, nobody cares that I just sold another house. No, nobody cares that I just listed another house. There is no other profession out there that is going out talking or showing their friends on Facebook or Instagram or what have you, that they just, you know, did this or that or the other at their job like so I'm for me, it's more just staying in front of people, instead of having to, I'm not one of those that's gonna make a bunch of phone calls. That's just not I don't feel comfortable doing that. I don't want to ever come off as salesy. So for me just to go out there and provide value to people via social media. That's kind of the approach that I've taken because it's, it's done well, for me, I've I only have one person that gives me flak about my social media posting, and that happens to be my twin brother. He will listen to this. I'm sure he will. But that's just I mean, that's, that's family. That's different, right. And it's constructive criticism, but he just, he just doesn't get it. He's an he's, you know, he works in commercial real estate, he doesn't have to earn his clients business, like like I do in real estate. So I tried to get him to understand that but the end of the day, you know, for me, it's just posting on social media, talking to friends getting out at more events, going out to dinner more often with my fiance, and in Carmel because I'd like to focus on Carmel, Zionsville. Westfield, like the far north side, getting out so people see me, and then just hope that that turns into conversation, which then turns into deals right or transactions because I don't ever want to come off. I don't ever want to be walking down the street or go and do a dinner or a party or something. And somebody's like, oh, there's Ryan, he's gonna talk about real estate. I don't want that.

Ian Arnold: 13:59

Saying, all you have to do is say, that wasn't me. That was you. You just don't remember it.

Ryan Foxworthy: 14:03

That's exactly right. I agree with you 100% on that for sure.

Ian Arnold: 14:08

All right, Ryan. So if somebody wanted to get in touch with you about buying or selling home, how would they do that? The best

Ryan Foxworthy: 14:15

is probably text. My phone cell phone is 317-701-0526. Or you can email me at Ryan dot Foxworthy at talk to tucker.com My phone is unfortunately glued to my hip. And um, one thing that I pride myself on is responding quickly. I mean, since we've sat down, I've probably had three phone calls. And I hate that I can't respond to them and say, Hey, I'm on a podcast right now. I'll get back to you in an hour. But yeah, so it's my cell phone. It's probably the best way either call or text or email.

Ian Arnold: 14:46

Right. And I understand that, how would someone get ahold of your or I? Oh,

Rick Ripma: 14:51

it probably go to HardWorkingMortgageGuys.com That's HardWorkingMortgageGuys.com or they can call 317-672-1938. That's 317672 In 1938 All right, ready for me to do the rest of it? Yeah. See, he always looks at me like that. Do you think I'd be ready?

Ian Arnold: 15:08

Hey, our advertising people need us our advertising budget.

Rick Ripma: 15:12

You know, we gotta we gotta put this and thanks for listening in these real estate gurus, the gurus we interview share valuable insights they reveal their strengths, personalities, and how they'll work for you. Well, we hardworking mortgage guys, secure your best mortgage, real estate gurus work hard to 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 India's real estate gurus. And can I? So I know that it because everybody told us there's there's a lot of you know, I said, you can find unrealized opportunity. Tell people what I'm talking about when I say there's unrealized opportunities that an agent might be able to help them find,

Ryan Foxworthy: 16:00

as far as as far as like inventory and that sort of thing? Yes. Yeah. So I mean, obviously, we know that the biggest the biggest hurdle right now for buyers is the lack of inventory. You know, if we came into this, as we approach the spring market, most agents out there assume that, you know, with historically speaking, most, most sellers are starting to put their house on the market in springtime. So we're all kind of telling our buyers, like, you know, just give a little bit time, they'll be more houses that hit the market this spring. Well, unfortunately, we have actually less houses for sale than what we expected it to be. So finding that inventory is a challenge. So for me, you know, finding those those needles in a haystack, if you will, or about my relationships that I've built over the years, the last four years with other agents that might have more more years in the business that have people that they know that would be willing to sell, and just try to find those off market deals. Right, right. So it's not, you can't just sit around and wait for the your search on the BLC to send a new house to the buyer. Because once that happens, there's probably if we're talking like West Carmel, once a house hits the market, there's probably 75 other buyers that want that same house. So you got to find ways to get in front of the masses and get yourself into those homes pre market to try and get your buyers that house because at the end of the day, we get paid, we get paid a good amount of money, and we can't just sit there and wait. Like we have to go above and beyond and provide value. And in doing that one of the biggest ways is trying to find these off market deals. Now, they're not easy, easily as easy to get or come by. But do that if you can find one you're you're looking like a saint to your buyer, if you can find an off market deal. So yeah,

Rick Ripma: 17:45

yeah, no, I know, there's certain areas. Now my son lives in Chicago. Yep. And in the area he bought, it's called Beverly and Beverly most of the houses are sold or off market houses. Okay, there there you have to get into that. It goes from family to family and those types of things. So he got what they got their, their, her parents live, their sister lives there, they got with a real estate agent there. And that's how they ended up with their house. Otherwise, they would have if they hadn't gotten with a real estate agent. You'd never get a house because there's never any other come on to mark.

Ryan Foxworthy: 18:16

It's tough. I mean, it's it's a challenge. Like it's, I mean, I've got a buyer right now that I'm working with from California. We put an offer on a house the other day, we didn't get it even though we came in really strong. But there's another house that just hit the market yesterday that I'm already aware of that has 46 showings scheduled for between today and tomorrow. That's it only 4646 showings I mean, it's. So they asked me what's it going to take? And I said, your best, like, you're gonna have to go, you're gonna have to go pretty high in order to get this house. It's just, it's about setting expectations with buyers, right? That's one thing that I pride myself on, like, do I have buyer consultations, like where I meet them at their house or at a restaurant? Not necessarily, it's usually in this market, things happen very quickly. So I'm usually just talking to them over the phone as far as what their their wish list is, what they're looking for, and then explain to them what this market looks like, you know, the fact that when a house hits the market, you got to be ready to act and act fast, because the days of agents putting on the BLC that all offers will be, you know, reviewed or must be in by five o'clock on Sunday. Some agents are still doing that. But for the most part, if a good offer comes in, agents are acting or the listing agents are acting and sellers are acting fast, so you have to be prepared and prepare your buyers to move quickly. Right. So this house that just hit the market yesterday, they're starting showings this afternoon. And as soon as I'm done with this, I'm going over that house to look at it. You got to act fast in this market and it's about setting that expectation talk to your buyers and sellers about that.

Ian Arnold: 19:48

Alright, so let's take a little sidestep. So if I had taken away your phone that's been going off constantly, because you're in high demand. What What would you be doing on for the next, let's say the 24 hours, probably

Ryan Foxworthy: 20:03

hyperventilating if I don't have my phone on me. No, I honestly like it would, you know, I'd probably spend a lot of time with my kids. I've got three kids, I've got a 12 year old son who's almost 1310 year old daughter who's almost 11. And then I have a nine year old daughter, so they keep me busy. They're with their mom more than they're with me. So whenever I have the time, whether it's, you know, getting my girls to or from cheer practice, or going to one of their events, or my son, my little mini me, to and from soccer practice, you know, this weekend, we go to Lexington on Saturday, drive home that Saturday night and go to Dayton on Sunday. So a lot of its will revolve around my kids, but also my fiance to where you know, we're planning a wedding for August 12 of this year. So after graduation, thank you, I appreciate it. That's like a that's like a full time job in of itself to just get a wedding planned and all that. So, you know, but we'd like to go out. And we're I don't want to say we're homebodies. But we'd like to go out to dinner at least and do like a date night at least once a week. I like I said earlier getting going somewhere in downtown Carmel, whether it's you know, any of those restaurants and just hanging out with people, right? And just, you know, it's you know, you gotta love the Sun King area with you take my kids there and hang out. And yeah, so just spend time with my kids. And also, if if I don't have my phone on me, I'm also just listening to podcasts. Like, I'm all about education. Listen, I've only been doing this for four years, I still consider myself a newbie. And while I think I'm confident in my abilities to get transactions to the closing table, there's something for me to learn every single day, right? There's I just learned something new today, I won't get into it. But when it comes to real estate, so I like to listen to at least one podcast a day, at a minimum, whether that's when I'm at the gym on the treadmill or what not all, whether it's your podcast or another real estate podcast, I'm always trying to gather at least one new nugget every day. Because again, I want to one thing that I have going for me too is like my buyers from California that I'm working with they actually when they talked to me today, they said, Ron, we just really appreciate your professionalism and knowledge of the market. Especially for some for us being that we're not there. We're in California. So I appreciate comments like that, because it shows that the work that I'm putting into it, with listening to podcast, talking to other agents while I'm in the office, just calling other agents and just chatting with them say hey, how's business? Like what do you got going on? Like, what do you have coming up? Tell me about a transaction you've had recently where it was, there was an issue and how did you get through it? I love to have conversations with agents about that. Because it's just, you got to learn, you know, we're always going to be learning and the day I say that I have nothing else to learn in this business. I mean, I might as well retire because it's I mean, there's always something to learn.

Ian Arnold: 22:46

Yeah. So you said you guys like go into restaurants and stuff like that. What's your favorite one to go to?

Ryan Foxworthy: 22:52

My favorite one? Yeah, I'm a big sushi guy. So God, what is the name of it? And right here in downtown Carmel. It's Monterey. Oh, yeah. Monterey is at Monterey. Yeah, that's a really good one. I love that one. My fiancee is a big Mexican food person. She loves her Margarita. So we'll go to social Cantina. We enjoy that one. But even like Puccini's, like the pizza restaurant, like anything over there, I can listen, you put me in downtown Carmel, I can find a restaurant and he did with a different restaurant, you know, and that's one thing that's and I just don't live far from downtown Carmel. So it's, it's convenient for us. And it's, it's it's open and the kids can run around and have fun and all the stuff they have going on there. So So yeah, so I'd say Monterey is a good one. I like Anthony's though to just don't

Ian Arnold: 23:36

mention Puccini's around my kids. They thought that theme song and I'll hear it for the next day and a half. Really? Yeah. I don't even know if I know that thing. Either. I've never read a pasta, Puccini's. And they'll just keep saying I don't think

Ryan Foxworthy: 23:48

I've ever even heard that. Oh, no, it's crazy. Oh, my my ex wife, her mom. So my ex mother in law. She actually does all the so if you go into Puccini's and you see all the photos on the wall all their advertising all their menus. She's the one that designed all that stuff. So so when I was with my ex wife, we got like a 50% discount. I don't get that. Now you get charged extra. Now there Yeah, like now. It's like they're charged me extra but not. So now. But Virginia is is great. My kids love it. I love the ranch dressing. Sounds awesome. But I'm also on that wedding diet, if you will. So I'm trying to be more mindful of what what I eat. So you know, I'm more of like a high protein, you know, steak, chicken salmon type of guy right now. So.

Ian Arnold: 24:32

So what do you would you know, you just got you haven't been in the business for a long time. I mean, four or five years. So do you are you do you have a team? Or are you thinking about a team or?

Ryan Foxworthy: 24:42

I don't I don't have a team. I mean, it's, of course, it's something that I've thought that I've thought about and I continue to think about, I think that, you know, I wanted to you know, I obviously want to scale my business, right? So if you're not scaling, you're not growing, right? So it's, I want to scale it. So in order to do that. You've got to get some help and allow people to Do the things that aren't really helping you make money as far as like the transactional stuff like the doc the signing of documents and all that kind of stuff, I wanted to get to a point where I was, I knew how to do everything like to a tee and I was comfortable with it all. But also get to a point where I was so busy that I just almost couldn't sleep at night. I'm very the way I work with my clients I'm very hands on. For right now at least I want them to feel like when they do call me or text me or email, they're getting me down the road. I think that hiring a transaction coordinator is in my wheelhouse. I mean, obviously, I talked about maybe bringing my son on board, if he wants to do this down the road. I've had conversations with some other one other agent in particular that talked about maybe partnering up to have a kind of a partnership, if you will. But for right now like I'm so again, I hate to say that I'm new, because I've got four years in the business, but I am very controlling when it comes to my transactions and I'm very I'm if something goes wrong like it. Here's there's two types of relationships of in my eyes, there's two types of agents in this business. There's transactional, and there's relational. And trust me, there's both because I've worked with both of them. I'm 100% Through and Through relational, I care more about my client's well being than I do about the commission, once you start chasing that money, you're doing yourself a disservice. So I so there's, I had one buyer that I finally was able to get under contract. Well, this was about a year ago. But she was she was working with an agent that had been in the business for a really long time well known. went to see a house with this individual and long story short, I had been working with these guys, but for whatever reason they went with this, this other agent and I was just kind of taken aback by it. But the they finally told me they said, Ron, from here on out, we're using you like this other agent, when we went into the house, this agent, all they did was basically open the door and say, Would you like to put an offer in, I'm not like that I go in and I walk the house with you. And I've tell you things, I point out things that I think are good or bad or whatnot as it relates to the house, because at the end of the day, I want to make sure my clients are happy, right. And it's funny, I tell them, so like the these houses that we're putting offers on these days that are really, really good houses that I know is gonna take a hide sale price, appraisal Gap coverage, an inspection cap all of that stuff, I tell them and I'd say this like probably three times, if we end up if you if you're putting your best foot forward, and you're saying that it let's say it's listed at 600,000, you're going to come in at let's just say 700,000, you're going to do an inspect buyer will not ask seller to repair any one individual item that costs less than $5,000 to repair. And you're going to cover the let's say $50,000 of the appraisal gap. I said, when I if we find out that we got the house, I want you to be ecstatic. If we find out that the inspection is pretty, pretty bad. And there's an if the cap was $5,000 per item, and there's 10 items on there that are gonna cost 4500 bucks that you're going to be responsible for Are you still going to be happy. And then if the appraisal comes back, and you're going to have to bring that 50 grand to the table are you still going to be happy, if you can say yes to all three of those, then I will submit this offer for you. But what I don't want to have happen is anywhere throughout this transaction, you would get buyer's remorse or be upset for some reason, because it didn't go the way that you thought it would. Because when it comes to the appraisal gap, we don't know what that appraiser is going to appraise them at, we can get an idea. But at the end the day, if you're saying that you're going to put $50,000 towards the gap, I tell my buyers assume you're paying $50,000 But hope that I call you once the appraisal results are in and I tell you, we're good. We got it at sale price it appraised at sale price, and we're good to go. So it's very important, I will lose sleep, sleep at night if I have any situations where I've got a buyer or seller that's unhappy with any of the stuff that I've been doing for them. So that's one thing that's one reason why I think I've been as successful as I have is because my authenticity like I really make you feel like you're part of my family like i i mean they say that you know agents are almost like therapists right? And my goodness, like we are like there's a lot that goes into I've helped a lot of divorce situations I've you know, I've got a relative of mine that I'm getting ready to help with the sale of his house and he texts me the days like you're not only going to be my you're not only my cousin, but you're also going to be my my therapist and my real tour. So, you know you wear a lot of hats, but at the end of the day for me, the happiness and of my clients is way more important to me than than the commission because at the end of the day, if I do a good job for you. What are you gonna do, right? You're gonna call you tell all your friends like I actually I just sold my ex wife's house So, as crazy as that sounds, right, like, it was a kind of a nasty little situation, but it's been seven years. So we're great now, but her and her husband are, are moving. And I never thought I would have had that opportunity. But her husband called me up and said, talking to a couple other agents, but I want to, obviously give you an opportunity to tell me what you think you can do. As far as getting this household and, you know, I gave him my spiel. And next thing, you know, we sold it and sold it for a lot, and a lot more than they expected. And now he's going around telling my kids he's like, you know, your dad and I are like, besties now, right? So but that's the thing, like even somebody that you know, someone like that, who I'm friends with now, and it's all great. At the end of the day, no matter if you know who you are, I want you to feel like you're part of my family and know that I'm going to go to bat for you. Even though this market is still kind of crazy, I'm gonna do all I can to keep you happy to keep you as stress free as possible. Because we know this is a very stressful industry for not only the agents, but also the the buyers and the sellers. Because again, it's it's it's a it's a stressful situation. And I'm here to just try and relieve as much stress as possible. So,

Ian Arnold: 31:10

and Ryan, if somebody's listening to you talk right now and they're like, Man, I have to work with this guy. How would they get ahold of you?

Ryan Foxworthy: 31:16

They're gonna call me or text me at 317-701-0526. And if for some reason I don't answer right away, or send you a text immediately back saying I'll call you in an hour or whatever, you could always email me but 9.99 times out of 10 Best way is my via my cell phone call or

Rick Ripma: 31:36

Texas best call or text, get ahold of Ian or I in or I can't speak either i It's HardWorkingMortgageGuys.com. That's HardWorkingMortgageGuys.com. Or you can call 31767 to 1938 31767 to 1938.

Ian Arnold: 31:53

All right, and now we'll get into the question of the week. And the question of the week is sponsored by Hey, Rick and I the hard work in mortgage guys, where we believe in helping and supporting you and your realtor by sending constant updates throughout your whole entire loan process. Nobody likes to live in a black hole, so we don't allow it here. So the question though, for you is what was your first car?

Ryan Foxworthy: 32:16

Okay, my first car I knew this was coming because I listen to this podcast and watch. So as I mentioned earlier, I have an identical twin brother. So my my twin and I whose name is Brian, by the way. So you got Ryan and Brian. So you can imagine how my life over the last 45 years. We actually when we turned 16 We were there was one of those Jeep Cherokees with like the wood paneling on the side, if you remember that, like sure that like four different shades of brown. Yeah. So that's what we had. We drove that together for the first you know, couple years. And you know, when you get your license, especially back then it was I mean, it's I mean, even now it's exciting, right? But I get my license. It's like my brother and I my twin and I were arguing about whose house we get to drive it to and it was like you get the keys or you know, it was just, it was it was interesting, but now so yeah, it was a Jeep Cherokee. I want to say it was probably like a 92 Maybe a 93. But it was you know, and then after that I ended up getting a blazer. Funny story. So I got a black blazer and my brother Brian got a red blazer. So it was one of those like, why doesn't Ryan have the red blazer because Ryan and red and Brian have the black blazer because of Brian and black. Right. So now I had the black he had the red. Yeah, and then we drove those cars for years. And I'm not you know, I hate to say I'm not a huge car guy. Right now I've got a 2000 We're done. Right now. I mean, I've got to the thing is I always wanted a Tahoe and I finally got one but I'd be so I've got a 2017 Tahoe right now that I mean I love it not much. I've got three kids so I needed that third row. But the problem with my title is it doesn't have a doesn't have a trunk really at all. We just drove to Florida and I had to get a hitch and trailer for the back and all that so yeah, I've got a Tahoe right now that I absolutely love and my hopes is that if I keep selling as much real estate as I as I have been lately, I'll hopefully be able to upgrade and get another one. But um, yeah, so

Rick Ripma: 34:14

the longer one, the bigger.

Ryan Foxworthy: 34:16

I think so. Yeah, but I mean I hesitate because it's like it's like driving a bus. You know, I mean I need it for like the space don't get me wrong, but when we did drive to Florida for spring break, and we put that trailer on the back, it's one of those that just kind of you put like a like luggage on top of it. It was very helpful so like I can just use this going forward so I don't think I would get the extended cab one but you know if I do go with another Tahoe it'll probably just be similar to what I got now,

Rick Ripma: 34:43

just a warning. Cars are really expensive.

Ryan Foxworthy: 34:46

Why do you think I'm not gonna stick with my 2017 Like, it's got 85,000 miles on it and it's got a lot of it's got a lot of life over 100,000 miles a lot. Yeah, and I'm gonna probably run that till it's you know, yeah, yeah.

Ian Arnold: 35:03

Well, hold on, hold on. I don't judge a car off of miles off of real estate agent. I'm sorry. We do

Ryan Foxworthy: 35:09

drive a lot. I mean, it's and that's the thing I try and I try and keep my, my geographic location, if you will, you know, like I said, I live in the West Carmel area, most of my clients, I mean, as of late have been Carmel Zionsville. Westfield, just did one and meridian Kessler, I've never sold anything downtown. And I'm not mad about that, to be honest with you. I like the far north side. I mean, I've had I've had deals over in Avon and Brownsburg, and I've never had any on the east side, I'll never turn down. Well, I don't say that. There has been situations where I've had referrals come to me with, you know, whether it's east side or south side. And like I said earlier about me being a relational agent wanting to do what's best for my clients, or potential clients, there have been a couple of situations where someone's asked me to help them find a home on like the south side, or even list their home on the south side. And given that I don't know those areas too well. And the fact that it's a 30 to 45 minute drive, I there have been a couple instances where I have actually referred that business to another agent, because at the end of the day, if there are agents that focus more on that area, and if they can help you better than I can and get to a house quicker, more quickly than I can, then that's what's in the best interest of that buyer. Right or that I mean, if it's a listing for that seller, but yeah, I've I try and stay, you know, as far as driving goes within, go wherever, don't get me wrong, you guys, but if it's in the best to keep it in the best interest of my clients, if I feel like another agent could help them better than I can. Because, again, whether you're Carmel or your Avon, or your Speedway or wherever, if houses are priced right, and they show well, and they're a good location, they're gonna go pretty quick, and you have to act fast. So while I don't like to consider myself a pop tart agent, have you guys heard of that before? Basically, somebody calls you, you get up and you go, right, like I, you kind of have to take on that mentality a little bit in this market, because a house can be gone. If you say, Well, you know, because the days of saying, Well, I mean, I can't do it today, but I can meet you there on you know, in two days, like you can't do that I was like your house will be gone, right. So I don't like to consider myself a pop tart agent. But I will do whatever I can to get to that house as quickly as I can for those buyers, to put them in the best position possible to see it and then decide whether or not they want to put an offer on the table, right? If somebody wants me to show them houses in Brownsburg, or even 30 minutes from my house, I might tell that suggest that they work with another agent, because that agent might have more availability, and be able to get them into a house quicker than I can. Because at the end of the day, my goal is to help you buy a home, if you're if you're a buyer, right? If someone else can help you get to that dream quicker, more quickly than I can that I'm going to do it. Again. I don't want to ever I don't want to be responsible for Oh, you didn't get me in the house quick enough. So we couldn't put an offer in like I would that would that would that would kill me, I would hate that I would feel like I let somebody down. I'm a very loyal person. And I care very much so about people's dreams and what they want. And homeownership is a huge dream for everybody. So if I have to, you know, pass that opportunity off to another agent that can better serve that client, then I'll do it. And then put less miles on my car.

Rick Ripma: 38:33

Yes. But it's it's always about the client. And you're it's obvious with you it's that way. So what would you say your superpower superpowers are?

Ryan Foxworthy: 38:42

I mean, it's a good one. I mean, it's I mean, for me, I think it has a twin. Yeah, yeah, you know,

Ian Arnold: 38:48

they can switch positions.

Ryan Foxworthy: 38:49

I mean, it's funny, I was in a list. I was at an I was at a showing the other day. And it was one of those situations where there was another agent in there there were allowing overlapping showings. And the agent can she's like, Brian, I'm like, No, you must. That's my twin brother. But you know, so I, like everywhere I go people, like think that I'm my brother at times, but

Rick Ripma: 39:09

you can't be in two places.

Ryan Foxworthy: 39:11

I mean, I can I mean, he is a commercial isn't real estate. So could he technically like show a house? Possibly? I've never really thought of that. I don't think he would. But But no, I as far as super. I think that one thing that I pride myself on. And a reason why so many agents aren't successful in this business is because of their lack of communication. And that's an easy answer for you guys. But it goes such a long way. I mean, when I've had buyers or even even people that have sold their house with another agent, but they're looking to, you know, sell their next house. And I always ask them, like, what what was it? What's the reason why you're not using your other agent? Nine times out of 10 is complete lack of communication. So i i When I got into this business, I made sure that communication was going to be something thing that I prided myself on? Am I 24 hours, seven days a week 365 agent? No. But at the same time, I kind of am. And I'm sure there's gonna be a lot of listeners out there like Ryan like, but at the end of the day in the market that we're in, you kind of have to be readily accessible to all the all your clients, right? So it's funny, I actually, when I started dating my fiance, three years ago, or so I set that expectation up front. I said, Listen, like, you know, I'm in residential real estate, there's going to be times where we're out to dinner. And, you know, I mean, look, we were just at a tasting for our wedding last two days ago, at the tasting. And I was literally I had to get up from the table like three times because I had to take a call about an offer that I had on the table, we were competing against one other buyer for the house. And I but I told her on the way I'm like, paid like, there's a chance I'm gonna have to get up from this table. I'm like, I know that's not ideal. But she gets it she understands like she she knows that there's going to be times where I'm it's slower. I mean, our business is cyclical, right? So there's times where you don't have much going on at all, like literally like you can go from, you know, for the first few months of this year, I had one transaction at 400,000. In the last month and a half, I'm at 3.7 million. So like you go from being not too busy, like and having a lot of time, excuse me, with your family and friends to I have to step out during the most important tasting of my fiance's life. And I know she's rolling her eyes me, but she gets it right. So. So yeah, I'd say I mean, to answer your question communication, like I pride myself on it, and it's something that that will never change. Like the fact that I can't respond to people's text messages right now is killing me. But at the end of the day, you know, but I also will say, You guys like I don't, if I'm in a listing, I don't even like calm presentation presentations. But if I'm meeting with a seller, or I'm showing a house, I don't ever want them to think like my phone or another client is more important to them. So I will hold off on responding when I'm sitting here talking to them, like, at the table or whatever. But if there's a moment where I, you know, go the restroom or something, you can bet believe that I will text them and say, Hey, I made a showing or whatever I'll call you or text you or whatnot in 30 minutes, so that they at least know that I got their message. And I'm going to respond to them. And you're not because there's been times when I've heard of agents that don't get back to you for like, 24 hours. Like what in the world is like, that doesn't make any sense to me. I know agents can get busy. But I also know that agents want to sound like they're really busy when they're not. Let's be honest. So.

Ian Arnold: 42:37

So I do have to just let you know, even your had to step away from the tasting your opinion didn't matter. Just so you know, it was all about what she wanted.

Ryan Foxworthy: 42:47

You know, it's funny you say that, like I said, when we laughed, I said, Megan like, it's what you want, like, I'll throw my two cents in but the other day, because it's her first wedding. It's my second. It's not my first rodeo, right? So even though this, I want this to be as special for her as possible, and it's her day, it's our day, but at the end of the day, if you want the chicken over the steak, then get the chicken, I don't really, it's fine. At the end of day, I just want people to come together, have a good time, celebrate us and leave the you know, leave the wedding in the next day say that was a lot of fun. That's all that's all I care about people having fun. It's not like with real estate. I care about what people think about the business that I do for them. And you know, at the end of the day, you know, but yeah, it's it's Megan's decision. She just I'll show up on the day.

Ian Arnold: 43:36

Yep. Hey, all right, before I get into your most memorable deal, but just remember, he will not be available August 12. He will be busy that day people.

Ryan Foxworthy: 43:44

Yeah. You say that and I'm just sitting here like, you're gonna get your phone. I'm gonna I'm gonna be you know, and that's the thing. They always say that when real tours go on vacation, that's when they get the busiest Yes. Or when I go, you know, like when I'm going to South Carolina next week for a wedding next Thursday through Sunday. And I've got you know, five pending deals right now it's Go figure. It's gonna be extremely busy. And I, you know, yeah, if I was checking my phone during my wedding, I think my fiancee wouldn't have something to say. I will not recommend no, not I'll probably just keep my phone in like the groom's room or whatever.

Ian Arnold: 44:22

Alright, so what would you consider one of your most memorable deals?

Ryan Foxworthy: 44:25

There's been a lot of good ones. I'll tell you two, one of them is just a quick story. The other ones a little bit more fun and whatnot. But I was when I first got in the business. I reached out to you know, I was reaching out to everybody and a friend of mine who I grew up with. I didn't grow up with her kids, but I used to coach her girls in soccer when I played a butler and I had known them for years. And her mom had lived and and the girls grew up in this house. And she had reached back out to me said yeah, I'm thinking about selling at some point her husband had just recently passed away. So that was like a year and a half or so maybe even two years. But after I'd reached out to her and then finally she reached out to me again, she's like, I think there was a little bit from financial standpoint, there's a little bit of hardship little bit of struggle. And I remember going over to her house, and you know, her house was there wasn't much to it. And it was an East Carmel. You know, she had one chair in the family room that she sat on to watch TV, she had her bed up in the primary. And that was really it. So there wasn't much to it, but it was a dated house, but it was an East Carmel. So I knew it would sell. And long story short, you guys got, she couldn't believe that I was going to sell it for what I told her I'd be able to sell it for. And I'll never forget when we got to the club, when we finally when we got the offer sold it for cash, way more than she thought. It literally changed her life. From a financial standpoint, it went from her being, like, you know, eating like ramen noodles at night to you know, like just being able to do what she wants, you know, and, and share, you know, some of that the proceeds that she got with her grandkids and whatnot. So she was like crying very, very hard at the closing table, because she was just so happy. And she never thought anyone would ever want to buy her house. proved it wrong. I said at the end of the day, like, I'll put you in the best position possible to get you the most money for your house. For the quickest sale make this as easy as possible. Now, right? You want people to sell this thing, look at it, there's this wrong, but there's that. Let me take it from here. And I did it. I did what I said I was gonna do. And it was a it was a it was just a it was a great moment. Because she, I mean, you have the ability to help change somebody's life from a financial standpoint. So that was that was good one in that standpoint. But the one that's the most probably memorable I was, this was in 2020. Like I said, I started 2019. So I was like a year in the business. I have one of my best friends was moving back here from Chicago. And they had a budget, a pretty hefty budget, and set them some houses. And I sent them one house that I didn't think that they would like because it's a 15,000 square foot home. And it's just the two of them. They're two young kids. And at the time, they just had one small dog now they have a bigger 115 1000 square foot house had been on the market for two years. A lot of it just didn't. It didn't show that. Well, I was pretty surprised when I went into it and solid because for a $2 million house if I was going to list the $2 million house, I wouldn't have plastic fruit on the kitchen. Like you wouldn't know I don't think so I wouldn't, I would spend some money. So it just didn't show that well, right. But if it's sitting on the market for two years, and the owner of it is related to and I won't say names, but a very well known NFL football coach here in town. So I actually my buyers were all about it almost like kind of surprised because again, it's 15,000 square foot, it's a big house. And we went solid, they loved it, it was listed a certain amount. When we, when we were starting started the conversation, we put an offer, there were some negotiating going back and forth. And we end up getting it there was six h back units in this house, of which I got all of them replay, I was able to get all of them replaced for my buyers. It was like 85 $90,000 worth of repairs that we got done for these buyers. And they were ecstatic. But the memorable, memorable part about it given the fact that I'd only been doing this for a year so I'm like I can't a million dollar plus house like I and there's the size of the house with the inspection. How's that gonna play out? It All? went very well. But knowing that I was kind of negotiating against this NFL owner was kind of cool. Like, I'm like, we're gonna offer you this. He's like, No, we're gonna counter this. I'm like, No, we're gonna offer this and blah, blah, blah. So just saying that I was negotiating against a billionaire was very, it's one I'll never forget. So

Rick Ripma: 48:46

that's you know, you have a ton of experience outside of real estate that that got, you know, when you it's one of the things I thought when you were telling us about your you know, you've been in real estate for four years, you've done very well. So you've got a lot of experience for years as part of it. The amount of love or houses that you've sold and worked with and all that is another but your experience, you have a lot of life experience beforehand, which makes a huge difference. Yeah, but we are running out of time. So how would somebody get a hold of you if they had any real estate needs

Ryan Foxworthy: 49:16

via my cell phone 317-701-0526 text or call is the best way to do it. But there's also my email at Ryan dot Foxworthy at talk to tucker.com

Rick Ripma: 49:28

and to get a hold of Ian or I, it's HardWorkingMortgageGuys.com 31767 To 1938 31767 to 1938. Follow us for more in these real estate gurus

Ian Arnold: 49:39

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.

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